PDI CRS ATS ee > ot if He | BEG Pr >} ” a (\ \ 2 Bu (a ENA TS eS PUBLISHED WEEKLY <= 5 SA CAN SSS. SRR Bi. ayy eae ae RR Ve RES G Car, = ee ~M ee oe: a) p) Lon e = 4) a B a eset ) we -IN a x Duo Pes yg ” ¢ re Ay ye DES! ; me 7S u \) K a Gg Se = gleo~ C/ ig SS jon a XX oS Tod \ ae Pi Le “ad Z \ a 79), AN mae oe iN Oy) Ls, (\s NS 2) 2 pS Man Who Keeps Things Moving Is Kind of Man To Have. The moving picture theater is everywhere—and, wherever a moving picture theater is to be found, there the crowds flock also. This reminds me of the merchant who kept a pile of a certain 10-cent preparation upon his counter, day in and day out, for nearly a year—and never sold a package. Long jump from the Idle Hour Theatorium to my good friend, Jon- athan Easygo, and his general store, eh? Nevertheless, here’s the road of transit. Crowds flock to the Idle Hour be- cause the Idle Hour supplies them with action—lots of it—and never the same action twice. There’s al- ways something doing, and there’s a new something for each nickel. Ac- tion spells accomplishment. Every success has a lot of action and axle- grease behind it. The groundwork of the nickel theater is action; and-tak- ing it by and large, the nickel theater is a success. Jonathan Easygo’s pile of 10-cent cartons stayed on Jonathan Easygo’s counter for the same reason, only re- versed. There wasn’t any action about them; there wasn’t anything about them to suggest action. They were just a pile of little packages— neat, pretty, modest little packages which looked so contented on Jona- than Easygo’s counter that passers- by (who came for nails, sugar, pare- goric and all the other commodities that Jonathan couldn’t help but sell) would have than done anything rather disturb their contentment. Disturbance arrived in the eleventh month, however, in the person of Hiram Hustle, the new head clerk. Before Hiram arrived Jonathan had been the sole directing influence in the general store. The advertising was changed thrice a year, the win- dow displays varied about once in as many moons, and everything had its own set place in the store arrange- ments into which nothing else was permitted to intrude. Among the first ‘things Hiram hit was a pile of 10-cent packages. He studied the product for as much as twenty seconds, as explained on the label; then yanked out his sign-writ- ing pen, ink and a supply of card- board, and proceeded to write some price tags and sign cards. Then he turned the box containing the pack- ages upside down in the front window and piled the packages on top of it —the box made the pile look big— arranged his sign cards and price tags to good advantage, and— Waited? No—not by a jugful. Went on to the next tradition that needed to be pulled up by the roots. That tradition was that, so far as possible, displays must be kept in- tact. If there were a box full of packets of silver polish on the counter and a reserve supply on the shelf, the reserve must be drawn upon first, and the counter package left untouched. Hiram the very first sale he made dislocated all precedent by plundering the counter display. Nay, further, he made a tour of the store and yanked two, three or half a dozen of each article out of every pile or box on counters or silent salesmen, and transferred them to the shelves. “Makes people think our stuff is selling,” he declared. “If they fancy other people are buying a new thing, they'll buy too.” A couple of days later he stirred a vastly diminished heap of packages out of the front window and piled them on a new section of counter. “Don’t you know,” he commented in response to Jonathan Easygo’s mild protest, “that each of your cus- tomers has a favorite counter? One man dives for the right hand side, another for the left. There are hun- dreds of people who come into this store who never saw those packages till I piled them in the window. Shift things about, and let every- body see everything.” With which he left to devise a couple of new window displays. “What was the matter with those window displays you put in on Wed- nesday?” queried Jonathan Easygo on Friday as he saw the goods com- posing them being rapidly transport- ed to the back of the store. “Nothing,” rejoined the head clerk. “They sold the goods like wild. 1 am putting in something new for Saturday. I’ve sent new advertising copy down to the papers for this evening, to boom the stuff I’m featuring for to-morrow.” The proprietor lifted his brows. “Tt’s lots of work,” he commented, good humoredly, “but work’s the thing that counts in this Uhis last in an academic tone. In the days that followed he never seemed to see the same window dis- play twice. Advertising copy changed regularly: Showcase silent salesmen displays were contin- ually being shifted, interchanged and rearranged. The _ head clerk’s fertile brain seemed to produce a rich and endless harvest of catchy legends wherewith to decorate a kaleidoscop- ic succession of show-cards. Jona- than’s mind was in a whirl, which he resented a trifle, although at times the spirit of enthusiasm which _per- meated his head clerk seemed _ to catch hold of Jonathan himself. On Saturday night he called head clerk to him. “You've done a lot of work here, Mr. Hustle,” he remarked apologet- ically, “but at the same time, your —ah-—methods seem a trifle advanced for a town like Carisford. You would, I think, be more at home in a large city where the public appre- ciate things of this sort. In fact, [ am afraid—ah—well—you will have to leave.” Hiram nodded cheerfully. “T certainly shall, unless I get a raise,” he rejoined. “And,” he ad- ded, coolly, “unless the sales this past month show a forty percent increase over the previous month, I don’t want a raise. My theory of that it’s action that counts. The peo- was and the ple are going to look at and cheer for | and vote for and buy from the man who does things. While I have been here I’ve tried to keep things mov- ing, and if my theory proves wrong, I’m willing to move myself.” Jonathan Easygo, by this time deeply immersed in the book-keeper’s abstract of the month’s business, did not answer for many moments. [or a long time after he had ceased to run his eyes over the papers before him and to figure upon the margin, he sat thinking. “Ah—Hustle,” he remarked at last, “T think I shall have to increase your salary.”—Victor Lauriston. world.” | business is | | Trade Attracting Method. It is a well-know fact that during ithe great rush of shoppers just pre- | vious to Christmas day the greater |part of the purchases are made in ‘the afternoon. To encourage morn- |ing shopping and to distribute the |rush more evenly during the entire | business day, a Washington, D. C., idepartment store during the last hol- ‘iday buying season gave a small dis- lcount on all purchases made prior |to 12 o’clock noon. | } j As Christmas is primarily a children’s holiday the store that can interest the little folks during the |holidays is going to win some of the ‘trade of their parents. One _ store last season adopted the plan of giv- ing prizes to the twelve boys and girls who wrote the best letters to Santa Claus addressed in care of their store. Any children who visit- ed their store in company with their parents were presented with small gifts. The rapid spread of telephone serv- ice through the homes in the sub- urbs and country has opened up a new field of telephone trade for the progressive merchant. Strawbridge & Clothier, of Philadelpha, have re- cently arranged for free telephone service for their customers in twenty nearby towns. Care should be taken in arranging the window of Christmas They should be articles that show up well, are really desirable gifts, and are bright and attractive. Your win- constitute your best vertisements to get Christmas busi- 1 goods. dows will ad- ness. “A recent advertisement by a Lon- don furnisher offers a good sugges- tion to furnishers on this side of the water. This London merchant of- fers to press any scarf purchased in his shop as often as the purchaser desires it. The idea makes a good talking point in the sale of neckwear, }and with a small electric iron which lcan be attached at any time to an ‘electric light socket, it would be a |comparatively easy offer to fulfil. A Monthly Statement System For the pega. Retail = Store «*‘Pioneer Loose Leaf House’’ We would like to explain about this modern loose leaf ledger which insures a statement for each account on the first day of the month, and at a saving of 50 per cent. in labor. Write us stating approximately the number of accounts on your books, and we will tell you just what this ledger can do, and what it will cost to install. Each week we shall feature one of our labor saving systems. We have everything for the office. and will gladly quote you prices upon request. The TISCH-HINE CO. 5-7 Pearl St. Watch for them. Grand Rapids, Mich. MICHIGAN TRADESMAN November 30, 1910 Movements of Merchants. Onaway—John McQuillin will open Dec. ] a bazaar store Boyne City — James opened a meat market. > Sturgeon Bay—Ralph Hackett has opened a meat market. Freeland—A. D. McGuire has pur- | chased the Love meat market. St. Clair—Alleman & Whitman will | a meat market on Clinton ave- | open nue. Cadillac—Montgomery & of Reed City market. have opened a meat Battle Creek—C. E. Hillis open a wall paper and paint store in | the spring. Albion—Joe Davis has sold a half | interest in his piano business to Ar- thur Miller. Owosso—Zimmerman & Salisbury have sold their music stock to Har- ry Moulton. Ithaca—W. F. Walker, of Plain- well, will engage in the jewelry busi- ness here soon. Detroit—The capital City Lumber Co. has been increased irom $50,000 to $100,000. Ravenna—W. H. Norton has clos- ed out his stock of groceries and will engage in other business. Engadine—C. Bretg, of Rudyard, has purchased A. W. Schofield’s stock of general merchandise. Saranac—The Farmers’ and Mer- chants’ Bank was formally opened for business November 26. Battle Creek—The Gros Grocery Co. and the Austin Crockery Co. will exchange locations about Jan. 1. Porter—S. D. Boyle & Son, dealers in general merchandise, have filed a voluntary petition in bankruptcy. Hudson—George T. Nicholls, of Jackson, has leased the Ames build- ing and will open a meat market soon. Mendon — M. E. Strickland has made an assignment in behalf of his creditors, A. H. Estes being appoint- ed receiver. Cadillac—F. Grant and F. Cashin opened a bazaar store at the cor- ner of Mitchell and North _ streets November 26. Litchfield—Wallace J. Markham, of Berlin, has purchased the furniture stock and undertaking business of R. J. Shattuck & Co. Monroe—The partnership of Har- rington & Schmidt, general dry goods, is dissolved, the business to be continued by the latter. Dowagiac—The White Front Dry Goods Store will be known in the future as the V. E. Haywood Co., the firm having just been reorganized. Peters has | Smith, | will | stock of the | | Eaton Rapids—The grocery stock }of Carlton & Slayton, bankrupts, has ‘been sold to Stirling & Crawford, possession being given this week. | Bannister—John Letts, Jr., has in- stalled a dry goods and grocery stock lin the building owned by D. Camp- bell and will open for business soon. Kingsley—Claude Moore, who has LaBonte & Ransom, grocers, of Manton, has en- ibeen in the employ of |gaged in the grocery business in this | place. Grand T!aven—S. S. Smith, who is conducting a crockery and glassware store in the Vos building, on Fulton will | street, establish a branch store jat Belding. | Kalamazoo — The Post Hardware Co, has suspended and the establish- ment is now in the hands of the Ed- wards & Chamberlain Co., chattel mortgage. Homer—F. Mount & Son have sold their vehicle and implement stock to Dan F. McFadden, of Marshall, who |will have his brother Will, of Chica- go, associated with him. Trufant— The Trufant Produc: Co., Ltd., has been incorporated with an authorized capitalization of $5,000, of which $2,500 has been subscribed and $1,250 paid in in cash. Big Rapids—Mrs. F. F. Peterson, lof North State street, has sold her | grocery stock to G. WN. Hall of | Woodville, immediate possession be- ling given. Mr. Hall will enlarge the stock. Kalamazoo—Articles of incorpora- ition for the F. A. Cowlbeck Co. have | been filed. The company is capitaliz led at $20,000 and will carry on a re- | tail business in clothing, boots and | shoes. | Belding—Thomas Welch and E. R. eeeniee have acquired the Ritter in- terest in the firm of Foster & Ritter, furniture dealers and undertakers, and the firm name is now the Fos- ter-Welch Co. Detroit—The Imperial Wet Wash Laundry Co. has been organized with an authorized capital stock of $16,- 900, of which $6,000 has been = sub- | scribed, $1,500 being paid in in cash land $4,500 in property. Marquette—Lammi & Rytkonen, | grocers, have dissolved partnership, |the Marquette store being taken over | by John Lammi, senior member of |the firm. The Negaumee branch has | been sold to John Ollila. Honor—S. O. Barber has bought |an interest in the furniture stock and |undertaking business of B. G. Ben- inett, the firm name to be Bennett & | Barber. They have leased the build- |ing formerly occupied by the Hotel | Eagle. under a | Detroit—The Smith Drug Co. has merged its business into a _ stock company under the same style with an authorized capital stock of $4,200, all of which has been subscribed, $200 heing paid in in cash and $4,000 in property. Augusta—Jacob Weickgenant, olf Battle Creek, has purchased the gro- cery stock of Fred Z. Tobbins, on North Jefferson avenue, and will take possession Dec. 15. He will merge this with the stock of goods recently purchased. Jackson—The Twin Butles Fruit Co. has engaged in business with an authorized capital stock of $30,000, of which $15,500 has been subscrib- ed and $11,000 paid in in property. Operations will be carried non at Vi- salia, Cali. Kalamazoo—A new company has been organized under the style of the F. A. Cowlbeck Co. to engage in the retail men’s furnishings goods business, with an authorized capital stock of $20,000, all of which has been subscribed and paid in in cash. Frank A. Cowlbeck is the chief stockholder. Manufacturing Matters. Adrian—The Wing & Parsons toy factory will be sold on mortgage Jan- uary 11. Detroit—The Detroit Show Case Co. has increased its capital stock from $50,000 to $75,000. Detroit—The capital stock of the Detroit Garment Manufacturing Co. has been increased from $10,000 to $25,000. Deford—Wm. M. Neeper & Son will rebuild their cheese and butter factory, destroyed by fire Nov. 13, as soon as possible. Wyandotte—The capital the Campbell-Kingsley ing Co. has. been $110,000 to $150,000. Cheboygan — The Cheboygan Chemical Co. has been reorganized, increasing its capital to $50,000. The plant will be greatly enlarged. Detroit—The Standard Gas Mantel Co. has engaged in business with an authorized capital stock of $15,000, of which $10,000 has been subscribed and paid in in cash. Detroit—The Crowe Motor Car Co. has been organized with an au- thorized capitalization of $100,000, of stock of Manufactur- increased from which $50,000 has been = subscribed and paid in in property. Holland—After Dec. 1 the New Century Rod and Bait Co. will be known as the Holland Rod and Bait Co. The capital stock will be increas- ed from $25,000 to $45,000. Tecumseh — The Tecumseh Butter Co., incorporated under the new State law, has added four new stock- holders and increased its capital stock from $10,000 to $20,000. Detroit —- The Concrete Lumber Co. has engaged in business with an authorized capital stock of $25,000, of which $12,840 has been subscribed and $8,334 paid in in property. Detroit—A new company has been organized under the style of the S. P. C. Motor Truck Co., with an au- thorized capital stock of $50,000, of which $25,000 has been subscribed and $5,000 paid in in cash. Cheboygan — The Cheboygan Chemical Co. has merged its busi- ness into a stock company under the same style, with an authorized capital stock of $50,000, of which $25,000 has heen subscribed and $12,000 paid in in property. Kalamazoo—A new company has been incorporated under the style of the Golden Rule Hay Press Co., with an authorized capital stock of $5,000, of which $3,800 has been sub- scribed, $1,300 being paid in in cash and $2,500 in property. Niles—The National Wire Cloth Co. is soon to lose its identity and go into a big merger embracing five of the largest makers of wire screen cloth in the United States Fabric Co. The combined capitalization is to be about $1,500,000. The combine be- comes effective February 1, provided the stockholders ratify the merger. Fenton—A new company has been incorporated under the style of the Imperial Garment Co., with an au- thorized capital stock of $5,500, of which $4,780 has been subscribed, $445 being paid in in cash and $3,000 in property. Those interested are Geo. M. Taylor, Detroit, W. B. Phillips and Leonard Freeman, Fen- ton, and others. Michigan Potatoes. La Grange—Walter Dillman, who owns ninety acres of the William "iero farm in this township, had an eight acre potato field this year which gave a yield of 1,775 bushels of mar- ketable potatoes. Fremont—Local buyers declare the potato crop in this section is the heaviest it has been in years. The yield in many cases has been over 200 bushels to the acre. It is estimated that over 200 carloads will be shipped out of this place before spring. Charlevoix — The schooner Alice sailed Saturday with 16,000 bushels ef potatoes for Milwaukee from Hor- ton’s Bay and the schooner Jura is here, or due here, for a cargo of tub- ers of about the same proportions. Lansing—The Michigan November crop report says of potatoes: “The estimated average yield per acre in bushels is 99 in the State, 92 in the southern counties, 94 in the central counties, 111 in the northern coun ties and 153 in the Upper Peninsula. Northport—The schooner Minerva of Milwaukee is loading potatoes at Kehl Bros.’ dock. She will carry 13, 000 bushels. Mancelona—9,000 bushels of pota toes were shipped from Alba in three days last week. Boyne City—Over $10,000 has been paid the farmers living in the neigh- borhood of Hortons Bay for potatoes during the fall season just closing. The prices paid have been 20@22 cents. Most of the shipments have been to Milwaukee. 2-2. Genius is all right. But after all it is persistence that keeps men in the lead. This simple quality will do more toward putting men in the lead and keeping them there than all the genius that ever flamed. It is the steady pace, never changing, that counts. "ns apasaaran eaten ee ef : . Sen apne November 30, 1910 MICHIGAN TRADESMAN et ROCERY““° PRODUCE MARKET ss aS ES gz The Produce Market. On account of the arrival of the winter stock, oranges and lemons are cheaper. From $6@6.25 California lemons have dropped to from $5@ 5.50 per box, and Florida oranges have dropped from $3.50@3.50 for 126s to 316s. Drawing their whole supply of the smaller vegetables from hot houses, prices have advanced. Radishes have jumped from 18c to 30¢ for rounds and a raise in lettuce is expected this week. As is usual just before the holi- days, cranberries have taken a big advance. During the last week Late Reds from Cape Cod have gone from 36.75 to from $7.50@8 and Cape Cod Howe’s are quoted at $8.50@9, which is an increase of $1 over last week. An advance of 1c in springs is the only change in the poultry market. The supply is sufficient to meet cur- rent demands. 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%c for tubs and 32c for prints; dairy ranges from 20@ 21U;c for packing stock to 23@26c for No. 1 Cabbage—s50c per doz. Caulifower—$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, $7.50@8; Cape Cod Howe’s, $8.50@9 per bbl. Cucumbers—$1.20 per doz. Eggs—Local dealers are paying 27 (@28¢ 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, $5@5.50 per hox. Lettuce—8c per fb. for leaf. Onions—Spanish, $1.25 per crate; home grown, 75c per bu. Oranges — California Navals, 965 and 288s, $3.50. Oranges — Florida 126s to 216s, $3.25. Pineapples—#4 per case. Pop Corn—90c per bu. 34@3%4e per tb. for shelled. Potatoes—The market has declin- ed to 25@30c at outside buying points. for ear; Poultry—Local dealers pay 9c for hens, 10c for springs; 7c for old roos- ters; 12c for ducks; 11c for geese and 17c for turkeys. Radishes—30c per doz. 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 oe ——_—_»7-< | Answering the Telephone. | In the Tradesman of November 23 |I noticed a couple of short articles len Telephone Trade and Answering the Tlephone which are excellent. | believe with the average business man time is a considerable object, and anything that can be done to ex- pedite the work or render a more efficient service is appreciated. I no- 'tice that many large concerns and up- to-date houses are now invariably an- swering their telephones by giving the name of their company. This, I believe, is an excellent feature and one that can be well imitated by all telephone users. If a housewife calls a store and the proprietor or clerk answers the tele- phone by giving the name of the store, all doubt as to who they may jhave disappears because they instant- | ly know they have the desired par- | ty ard can proceed to tell them who | it is talking and what is wanted, and i thus in the course of a day, on a busy telephone, save considerable time. W. S. Vivian, Secretary Michigan Independent Telephone and Traffic Association. ——__>eeo—— The Drug Market. Opium—Continues strong and is tending higher. Quinine—Is_ steady. Ergot—Is advancing. Dandelion and Elecampane Roots —Are very firm and advancing. Short Buchu Leaves—Are_ declin- ing. Anise Seed—Is very firm and has advanced. —_——_>- F. J. McElwee, Cashier of . the Grandville State Bank since its or- ganization four years has re- signed to engage in other business, and will be succeeded by John Van- ider Hacgen, for several years book- |keeper in the Grand Rapids National 3ank, | | | —_.>--——— | | ago, The Rathbone & Panigot Co. | manufacturer of grates and man- | tels, has changed its name to the i Rathbone Fireplace Manufacturing Company. The Grocery Market. Sugar—The market has held pretty steady during the last week. The New York basis quotes it at 4.60 for Eastern and 4.50 for Michigan, while the local basis is 5.09 and 4.99 for Eastern and Michigan, respectively. Canned Fruits—It is thought that with the demand of as large a pro- portion as it has been all fall, stocks of berries will be small by the time the demand increases in the spring and prices will be much higher than they are Gallon apples are still on the climb and stocks are said to be quite small with most packers. California packers made short deliveries on plums this year, but some very good New Year pack is being offered. The demand is good on the large fruits, as wel as berries, and prices are the same as quoted a week ago. Canned Vegetables — The market continues about the same as during October, but it is thought that with the increased demand in the spring prices are sure to ad: vance. Stocks of succotash are not so large as usual and it will be impossible for retailers who buy their stock now to retail it at the old price of 10 cents. Tomatoes are firm and packers are asking a shade more than a week ago. Dried Fruits—The markets are well supplied with figs and dates in all style packages for the holiday trad and the demand has been all that could be expected. The market on raisins has not been as firm as was expected at the opening of the and prices are very little above prices of a year ago. The de- mand, as usual, is now, as many raisins are used holi- day baking. There is no change in the high price of prunes, but the only thing which causes comment is the fact that the held at a premium. the line is about the week, both in demand and price. Rice—The market on all grades of rice continues about the same as during the last week. There is just a fair demand from the retail trade, as most of their efforts are put forth on goods that are especial- ly in demand at this season of the year. However, rice is still cheap. Salmon—The market on all grades is firmer. “The Alaska Packers’ Asseciation has had a uniformly suc- cessful season, and has just declared a dividend of $1.50 per share, payable November 10, 1910,” says a_ report from the Coast. Coast statisticians are at work figuring up the pack of salmon for this season, and_ esti- mate that the pack will total about 3,750,000 cases, a decrease of about and a half cases pared with the season of 1909. Al- though large quantities of canned sal- mon are being brought down from the canneries of Southeastern Alaska, the season is at an end there and the output has been practically dispos- he to Te now. On COFrn season good for the Sizes are The rest of same as_ last small being a million as com- ed of Advances of from a dozen over opening prices are be- ing made in the hopes of securing a The Fall run a few individual lots. of salmon on the Columbia River is | still on and a heavy pack is being put up. One firm has packed 25,000 cases of silver sides to date, and has sold all it can possibly put up. With the advent of the season ot 1911 a number of Alaskan packing concerns will be operating new plants, and sanitary cans will be used extensively. Provisions—Very poor cash de: mand for meats and lard materially changed the speculative position of the provision market during the last week in Chicago. Packers started the manufacture of contract product and January longs began to liquidate Meanwhile the demand for May property was much improved and the losses in the distant delivery val- ues were less than in the near. There was further liquidation of November and Dccember lard, the echo of the October lard deal. Hog receipts are not increasing as fast as expected, but severe weather would undoubtedly make a big difference. Pork prices declined 15@67'%4c last week, lard lost 80c for November, 42%c for Decem- ber, 35c for January and 12%c for May. Ribs lost 27%4c for January and 714c for May. Last week’s range of prices of the principal articles on the Chicago Board of Trade, with comparisons, were: High Low 1910 W heat— Dec. ....5 92 $ 8934 $ 89% May... 98 9514 9554S July 9414 9214 923% Corn— Dec. 4478 435 4445 May AT 46 A674s July A8l4 467% ATS Oats— Dec. 311% 30% 3058s May 3414 33% 33748 July 3414 334 3378s Pork— Jan. 17.32%4 16.5714 16.65 May 16.271%4 16.00 16.12% Lard— la. .... 100 9.55 9.6214 May 9.65 9.40 9.45 Ribs— Jan. 9.17% 8 90 8.924 May 8.95 8.75 8.8214 ——_++ .—___ The Zoroline Co. has been organ ized to manufacture and sell Zoroline and other remedies, with an authoriz ed capital stock of $100,000 common and $50,000 preferred, of which $102,- 090 has been subscribed and paid in in property. Those interested are Dr A. L. Ruffe, Chas. D. Sharrow and E. G. Gearhart. The company will tnke over the business heretofore conducted by Dr. Ruffe and will build a plant on South Fuller street. —_—_++>—_—_ The Thomas Canning Company, ot this city, is planning to double its ca- pacity for next season. addition will be built to the plant on Fifth avente and much new equip ment will be put in. The has materially increased its acreage A two-story company under contract of small fruits, and ts urging farmers to go more extensive- ly into crops that will pay $200 te $300 an acre. —__..s——_ How we dislike the dentist spares no pain! who November 30, 1910 MICHIGAN TRADESMAN NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Nov. 28—Notwithstand- ing the fact that dealers in spot cof- fees are advising customers. that higher prices seem along, buyers are not apparently purchasing much ahead of current re- quirements. But the market is very firm and concessions are not made in any direction, while it seems inevita- ble that next week—or any day this week—will see advancing rates. In store and afloat there are 2,948,819 bags, against 4,443,859 bags at the same time last year. The receipts at Rio and Santos from July 1 to Nov. 25 aggregated 7,872,000 bags, against 11,614,000 bags at the same time last year. At the close Rio No. 7 is quot- ed in an invoice way at 13%4c. Milds show no change of note in quotations and the demand is of an every-day character. Good Cucuta is quoted at 14%4c. Teas of every sort are very well sustained and the month gives prom- ise of being a satisfactory one to dealers. In fact, the situation is said to be stronger—in favor of sellers— than for several years. Coffee has been so prominent for a few weeks that teas have been rather in the shadow, but there is something do- ing all the time. Granulated sugar is quoted general- ly at 4.60c less 1 per cent. The mar- ket is rather quiet, although possi- bly all the business is being done that could be looked for at this time of year. Rice is meeting with a pretty fair call for so late in the year and pric- es are well held. Stocks are not large, although there seems plenty for the demand. Prime domestic, 47£c. Spices are moving slowly. Orders of the smallest dimensions neither buyer nor seller seems to be much interested. Prices are firm, al- though pepper is previously quoted. Molasses is firm. There has been a fair run of orders and the’ week opens favorably for the seller. Good to prime centrifugal, 25@32c. Syrups are quiet and without change. Canned goods are giving place to hobby horses and other holiday at- tractions and the market generally at this writing is rather dull. Of course, there is a sale for the very finest goods at the retailers’, but, on the other hand, the article hand-to-mouth are and not as strong as average moves in a manner. Prices, however, are generally firm save for standard 3’s tomatoes, which show some variation. It is not likely that any large quantity, however, could be found at than 72%4c. Corn is in rather moderate supply and buyers apparently think the rates too elevated as they are purchasing only for current requirements. Other the market generally can be said to be in sellers’ favor. Top grades of butter are steady, but general trade is moderate. Cream ery specials show a slight advance and are quoted at 314%4@832c; extras, less woods are without change, but inevitable right | 30!4c; firsts, 27@29c; process, 26@ 2614c; imitation creamery, 244%4@ 2514c; factory, 2314@24@24%c, the latter for June firsts. Cheese is quiet and is unchanged. Full cream is quoted at 1534@17c. Best Western eggs are still held at 42c. The warmer weather has giv- en us more ample supplies and upon the whole the market is lower. Firsts, 34(@36c, and so on down to 29@30c. — -—-. Christmas Next. Christmas is now very near. Less than four weeks more and it will be actually upon us. Already, in fact, we are in the great active season of the year. Hence now of all times is the time to push sales, to make eifective displays and to issue strong advertising, the kind that will get people to visit your store. Also, from now until you close up on Christmas Eve see that everybody connected with the store, from proprietor down to delivery boy, is “on the job” from morning until night. Do this in order to make this Christmas trade the big- gest and most profitable you have ever had. Put your store in order. Give it a thorough cleaning up. All shelf ana otner should be brightened up, and everything should be so ar- ranged that the strictly seasonable lines will be shown most conspicu- ously—where they will be most cer- tain to attract the notice of every customer entering the store. This is sie ae a goods an important point. Do not neg- lect it. Plan your advertising carefully. Put all your power into it, for you want it to count, to be forceful, per- suasive, profitable. Do not, therefore, write it carelessly. Get your clerks all tuned up, too. Give them a little talk and get them interested in your effort to make this Christmas a rec- ord-breaker. A little friendly talk of the heart-to-heart variety will help a whole lot. Anyway, try it. A great deal depends upon the What you do or fail to do will greatly affect Decem- ber profits. Every merchant should that he the most of this opportunity and bear in mind _ that you want not only larger sales and good profits but also to increase the standing and popularity of your store during 1911. Christmas affords than kind of an opportunity. Be sure that you take advantage of all’ of them. Oe If it happens that you never make mistakes you are ready for transla- tion. You are more than human. But if you do make them there is no rea- son why you should be put out if they are corrected. Perfection does not lie in not making mistakes, but in not making the same one twice. next four weeks. makes see more one gg To exaggerate the least bit about the quality of goods is to ride for a fall. will come back and make you trouble, and that will mean a customer lost. Someone —_—__2.> The man who trusts no one may never be disappointed but he will be very miserable. The basis of busi- ness, of life itself, is trust in others. Holiday Dolls. Many novelties in dolls are offer- ed for this season that are entirely new in their external appearance ond also in their construction. A good deal of ingenuity has been displayed by manufacturers in their production to make them more life-like than dolls have ever been before. The “doll-face” is no longer a characteristic of their appearance, but the effort is apparent to make them more life-like in feature and in ac- tion. For example, one doll is shown in a sitting position with knee joints formed in such a manner that they allow the legs to be turned in any position desired. The face of this doll has a particularly life-like expression. A most important de- velopment is the introduction of dolls representing all nations with features and dresses’ characteristic of the country to which they belong. This is not an entirely new feature, but has been developed to a greater extent this season than ever before. Dolls dressed and featured as re- presentatives of practically all the trades and professions are also intro- duced and are very successful sellers. For example, dolls are dressed up as nurses, as house maids, as cooks and mechanics of all kinds, and the ex- traordinary thing about them is that they act the part perfectly to which they belong. A most remarkable thing about these character dolls is the lifelike appearance of their faces, denoting as they do, the intelligence of the people which they are meant to re- present. The garments which they wear are exact reproductions of the styles used in their country, and they represent practically every country on the globe. The value of this idea as an edu- cational factor can hardly be over- estimated. The child can get a clear idea of the characteristics and dress of .the various nationalities through playing with these dolls. There are a number of working dolls which have proved — successful in the selling and the beauty of it is that so many of these unusual dolls are produced at comparatively iow prices, running from 25 cents up, according to size. The working dolls start at 50 cents for an 8-inch size and run from 8 inches to 14 inches. Dolls of this character have been introduced before, which worked, or seemed to work, through the medium of concealed wheels. These new dolls are jointed throvghout and walk on their own feet and legs. Their feet are large in proportion to their bodies so that they will not easily topple over. The faces are made of bisque. Some of them are very pret- tily dressed. A remarkably good mechanical doll which is shown heretofore is run by clock machinery which when wound up makes the doll do several different stunts in a very graceful manner. These dolls make excellent show pieces for the window, as they attract a great deal of attention. The new Esquimo dolls are partic- ularly attractive this year, showing improvement in their general make- up over anything heretofore intro- duced. Merchants will do well to pay par- ticular attention to their doll stocks this season, as there should be a big business done on these lines for the reason that never before were they so attractively gotten up. The old favorites are very much in evidence, notably sunbonnet ba- bies, Rosebud and Baby Blue, and these are, as usual very attractively dressed. —_2--————— Once a Year Enough. There has already been a big bunch of school sales wherein all the arti- cles supposed to be needful to start a youngster in school for the year have been laid forth and expanded upon and largely sold because of the activity. These school sales have been more or less satisfactory and have gained something for the stores where they have been held. About a year hence we'll hear of some more school sales—there will be another epidemic of them—but in the interim we are not liable to hear anything in particular about the goods a kid needs to wear to school. he most of us—at least every one of us who has ever been a kid— knows that the stuff bought in Aug- ust or September to wear until next June won’t meet the expectations a little bit. There'll be holes in those shoes and in those trousers and in those elbows before very much of the next calendar year gets this way and the need of stockings is not to be reckoned. Why should we wait until nearly a year hence before we have another school sale? In the big city where there are many big department stores and where rents are enormous, to com- pel a careful use of floor space, one store devotes a large portion of its basement to toys, games and amuse- ment articles for children. This space is never curtailed during the months when there is no so-called holiday trade and the stock is al- ways kept very full. The manage- ment declares it to be one of its best drawing cards and a money- making proposition. Other — stores curtail space devoted to such pur- poses excepting for possibly two months in the year and pack away great quantities of such goods where they cannot be sold. This store keeps the public informed of its toy stock and has a constant trade in the geods. The illustration is good ior the example of any stock but it now applies to the school clothes very forcibly. Why should we have but one great sale of school clothing in the year and forget all about it for the rest of the school year un- less some parent comes in and asks for the goods? Should we expect opportunities to always come, or should we dig up one occasionally? —The Drygoodsman. —_2~2 >__- Intensive farming is bringing every foot of your land to a point where it produces its full capacity. Inten- sive storekeeping should bring the the highest available public up to purchasing capacity. November 30, 1910 MICHIGAN TRADESMAN A WONDERFUL BARK. Had No Medicinal Virtues, But It Proved a Great Life Saver. “Trere’s more’n one kind of bark in tke world,” said the root doctor. “I have saved many lives by using roots and barks in medicines of my own concoction. I know what I am talking about; have pulled patients through when they had been given up by several regulars.” “I suppose, I suppose,” agreed one of the group gathered under the porch roof at Springdale farm. “These root doctorin’ fellers do make some wonderful cures; but ‘tain’t scientific you know, ‘tain’t scientific.” “I don’t know what you mean by scientific,” answered the root doctor, “but I reckon you refer to these men who hcld a license from the state to kill or cure as the case may be, cut- ting out all nature doctors ‘cause they hain’t got no papers to show for it. Now, there’s the case of the wid- ow Nichols, 1 pulled her through after some of the licensed doctors gave her up; you heard of that I reckon?” gazing around the group with an air of triumph. “Yes,” agreed Tim Tiddler, the ditcher, “we heard on't all right.” “And, too, we heard that you didn’t get your pay either,” chuckled an- other. “That was true—” “You might a sued the widow— ste’s rich enough—” “Sue nothing!” ejaculated the root doctor with an angry sneer. “Couldn't collect a cent if I did.” “But why? She being a woman hadn't ought to make any difference.” “It weuldn't if I had a license,” ex- plained the doctor of barks and herbs. “The reg’lars have shut us fellows out; we have no right according to the laws of this state to cure any- body; to cure a person of disease ex- cept by due process of law is strictly forbidden. I had no right to cure the Widow Nichols; she had been booked to die by the profesh; I cured her and am subject to fine and imprison- ment for doing it. When I suggest- ed payment for my- services she threatened to have me arrested for breaking the law, so there you are.” “Nice woman that!” “Nice as lots of ’em. She has the law on her side and I am down and out. No, I’m not barking it any more; can’t do it without getting into trouble. I might study up for a h- cense, but I’m too old for that now, with a sigh. “I think some of going to the far West where laws licensing men to kill or cure are not in force.” “Speaking about barks,” drawled a voice, “reminds me that there are different kinds, barks and _ barks. The bark I am just now thinking of saved a nice property once upon a time, also saved a life, and was very much in evidence for many years of a long life.” The speaker was none other than our old friend, Tanner, the school- master, who had been listening to the talk in silence up to this moment. “Good for you, Tom. Let’s hear about your kind of bark.” “It’s the best kind I know of, a bark that the good doctor here never used in any of his ministrations to the sick and suffering—” “Don't know about that,” broke in the root doctor quickly. “There ain't many barks in the woods hereabout I haven’t used at one time or another. Is this wonderful bark you speak of of foreign habitat; or—” “Oh, no, you'll find it in every part of our country, from Maine to Cali- fornia, from the Lakes to the Gulf. It is confined to no state, country or nation; it is the most common sort of bark in the world.” “And yet you have the audacity to say that I have never used it in medi- cine?” The speaker swelled with in- jured pride. “I think you are quite off your nut, Mr. Tanner. Let me tell you—” “Pshaw!” broke in the — school- master; “don’t get excited, my dear man. With your permission I will prove what I say to be true. Did you ever, during your long practice, mix the juices of a dog’s bark with any of your medicines?” “Why—er—er—no,” stammered the crestfallen herbalist amid the laughter of those assembled. Old Tom did not crack a smile as he proceeded: “Ponto, a big Newfoundland, was the owner of the bark in question; he passed through many _ vicissitudes during his seventeen years of life; came near to death on several occa- sions; was saved nearly every time by that wonderful bark of his.” “Tell us about it, Tom.” The root doctor retired to the rear, angry at the covert grins of the crowd. The schoolmaster produced his knife and whittled while he talk- ed. ‘Tt is not a wonder tale, only the ups and downs of a magnanimous, great-hearted dog. As a puppy, big one way as the other, he came into the home of lumberman Ben Bran- dow as the property of Ben Jr., a lad of ten, who had coaxed for a dog until the elder Ben sent one of his men into the country to look for one. As a puppy Ponto enjoyed a fair meas- ure of happiness, as much as a mis- chievous small dog ought in fairness to expect. “His first escapade was the killing of the housewife’s pet tabby. Caught in the act Brandow gave the half grown puppy a sound thrashing—this to break him of his cat-killing pro- pensity. While in the act of admin- istering punishment the lumberman felt a crashing blow over his and shoulders. Turning in astonish- ment, there stood sturdy Ben Jr. as- sailing his parent with a hickory pole the head The boy was very red in face, greatly excited. “After that Ponto sailed along for several months until one day the baby who was creeping near Ponto while the dog was eating, uttered a sharp scream. The mother ran quickly and snatched up the child to find the -soft little arm bleeding from the bite of a tooth. Naturally the ‘mother was wroth at the dog. The father, learn- ing of Ponto’s iniquity, said at once the dog must be_ killed. He_ took down his rifle, whistled to the dog, started for the field. “A tug at his coat tail caused the angry lumberman to turn to meet the pleading gaze of Ben Jr. ‘Don’t shoot him, pa,’ begged the boy, ‘he didn’t bite baby a purpose.’ The father was stern and inexorable. ‘I’ll give Ponto away if you won't kill him, pa.’ The pleading of the boy at length pre- vailed. With the understanding that the dog was to be given away Ponto was spared. Ben Jr. was a shrewd lad. To the hired girl he went and made her a present of Ponto. He was careful to keep the dog in seclu- sion for a while, stealing bread and meat from the pantry to feed him. “Time wore on, the dog came back finally, without protest from the fam- Hy. “The dog deserved killing for bit- ing a child,’ avowed the root doctor. “Tt would seem so at a first glance, but it afterward demonstrated that Ponto’s bite was not meant for baby, rather for the chickens that annoyed him by trying to steal his victuals. Not to make a long story of Ponto’s life I will briefly say that Ben Jr., did a good turn for the 3randows when he_ resorted’ to strategy to save the life of the dog. “A big flood inundated the one night. The storm was a real cloud burst far up the creek on which the Brandow mill While all were sleeping quietly in their beds a great flood came down, threatening destruction to the milldam, to the mill itself in fact. The high water set the big waterwheel going; the roused Ponto who set up a terrific barking. Nothing would satisfy him till he had roused the household. Springing up Brandow heard the roar of the flood, called out the mill crew with teams and Raising every flood-gate, with forty men and several teams working like beavers all the remainder of that night and the next day, the property was saved, the destruction of which would have spelled ruin to Brandow. “After that Ponto was in no danger was valley stood. noise shovels. of sudden death at the hands of his ought-to-be friends. He lived to a green old age, dying peacefully in his warm kennel at the last. Once, when very old and decrepit, Ponto was caught in a mire in a thick clump of timber. He remained here four days without food or drink, keeping up however, a constant, though feeble, barking. It was through this that he was finally found and rescued.” “Wonderful dog.” “Yes, and a wonderful bark,” said another. “Beats our root-doctoring friend's bark all to pieces.” At which there followed a general laugh. Old Timer. —__—_.->--—_—_—_— The National Census. The census of this year will show a population of more than 100,000,000 in the United States and its posses- sions, near and remote. Applying the percentage basis indicated by the re- turns to date from eighteen states, it is shown that, including the Philip- pine Islands and Puerto Rico, but not including Guam and part of the islands of the group, the American flag floats over a_ popula- tion of 103,942,757. Exclusive of the Philippine Puerto Rico, Guam and Samoa, but including Alas- ka and Hawaii, the population of the United States, on the same calculation, is 93,471,648. Ten years ago the population of the same ter- ritory was 76,303,387. The official figures will not be an- nounced for several weeks. Eighteen states and territories show a_ total gain in the last ten years of 5,151,425, or 21.8 per cent. Three of the ten largest cities of the world are in the United States— Samoan Islands, basis of namely, New York, Chicago and Philadelphia. New York is the sec- lond city, Chicago is the fifth and Philadelphia is the ninth. Eight American cities have a pop- ulation exceeding 500,000. In the or- der of their rank they are New York, Chicago, Philadelphia, St. Louis, Bos- ton, Cleveland, Baltimore and Pitts- burg. Forty-seven American cities havea population exceeding 100,000. The ag- gregate population given to these forty-seven cities is 19,754,237. Ten years ago cities had an aggregate population of 14,991,430. With only Portland, Oregon; Seat- tle and Wash.; Duluth, Minn., and Superior, Wis., missing, the cities of 25,000 and upward have an aggregate population of 27,809,835. The final figures probably will show more than 200 cities with a popula- 25,000 and 100,000. these same Spokane, tion between ++. Gimp is an old Saxon word which means determination. It that quality which keeps people ever- lastingly at it. And over again we have been told that keeping lastingly at it brings success. There- fore, cultivate gimp. expresses ever -~ —_— WorDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. MICHIGAN TRADESMAN November 30, 1910 MicHIGANTRADESMAN KK 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 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 ald, 10 cents: of issues a year or more old, $1. three years, payable Entered at the Grand Rapids Postoffice as Second Class Matter. FE. A. STOWE, Editor. November 30, 1910 THE SMOOTH STRANGER. It seems to be the easiest thing on earth for strangers to cheat the Am- erican people out of their money. The smooth swindler, provided he be a stranger, can go into any com- and large sums of money to manufacture self-propelling perpetual motion munity raise Senerators or to promote even impossible enterprises, when some person of honest reputa- tion and correct business habits, well known in the community, could not raise a dollar of stock subscription to some entirely practical and fairly promising undertaking. The success of such strangers is to be attributed to a sort of hypnotic or mesmeric influence they are able to exert upon their dupes, but on what basis can be explained the suc- cess of the enormous swindles per- petrated through advertising and the sending of circular letters and pros- pectuses through the United States mails? It seems only necessary to flood the country through the mails with flaming offers to make everybody rich at a mere trivial cost to the sub- scribers to draw almost cash subscriptions out of everybody’s pocket. The idea of being able to get ten or one hundred dollars for each dollar invested is so few can resist it. single seductive that Whether the get- rich scheme is a tropical banana plan- tation or a gold or silver or copper or diamond mine in some far-off for- eign country or a proposition to man- ufacture gauze undershirts for the in- habitants of Alaska and Siberia and fur overcoats for the Hindoos and the negroes of equatorialAfrica, there is no difficulty in securing plenty of subscribers, provided the proposed percentage of the profits is svfficient- ly great. It is the hope of getting much for a little, a big something for almost that inflames so many of the American people to hand out their money to strange swindlers. nothing, The only check on these robberies, for that is what they are, is the Uni- ted States postal authorities. They are vested with power to prevent the circulation of matter advertising such schemes through the mails, but, unfortunately, the criminal scheme is not discovered until it has grown into enormous proportions and people be- gin to complain that they have been cheated. The latest discovery of the sort is of a scheme under which parties have sold from $40,000,000 to $50,000,000 of mining stocks which are probably worth nothing. If the swindlers got one dollar in cash for each $100 of stock, they made big money. It seems useless to warn the people of these robber schemes, because a “sucker” is born into the world each minute of time, and so the swindles will go on to the end of the world. \When it is so easy for the smooth rascals to make fortunes, while it is so diffcult for hard working, honest men to make a living, the wonder is that there are not ten times as many of the slick swindlers as there are. HOW YOU THINK. The son of the richest woman in America says that Hetty Green al- ways makes it a rule to think over night regarding any important trans- action. There is no undue haste in her work. The pros and carefully turned over. here is no little point overlooked which may make or mar the matter for her. If there is a catch, an undue advantage being taken on the other side, she is almust certain to discover it in the time taken. cons ate This is a good rule, yet one which instances would not work for the simple reason that the se- cret of success lies often in thinking and acting quickly. The story is told of a man who made a list of several important topics and handed it to each of three prominent men with a request for their opinion. The busi- ness man to whom he submitted the list answered each at once, as it ap- peared to him. The banker was more in Many deliberate, giving his answers only in part. The judge merely read the list over and remarked that he would ceive his opinion in a day or two. This well illustrates the methods of thinking. The man was accustomed to weighing matters at once, and disposing of them as at the time seemed best. It was a part of his life. The every- day transactions in his own sphere required this, and to it he had been schooled. Perhaps if he had had more time, some of his decisions might have been reversed. But according to his method he gave. different business The banker was more conservative in his work there was more chance ior looking into matters; more neces- sity for it. While the judge, accus- tomed to weighing evidence against freedom and life—it was his to think slowly and surely. And thus we may each = school ourselves, according to our. needs. But whatever the method, the more accurate and concise our work the more surely willour perceptive pow- ers become strengthened. It is ours {o grow, in thought as well as in action. Many a man who looks like 30 cents can’t even raise a nickel. SELF PROTECTION. Most of us can recall instances tm which certain diseases, especially pulmonary complaints, “run in the family,” a number of whom, one ait- er another fell victims. A friend was recently recalling a few such _in- stances, and at the same time point- ing out the true source of infection. A lady who had had consumption for years finally left the home of her invalid son in the West and came pack te die amid the scenes of her childhood. During her last days she remarked: “I always kissed Tom ‘Good night,’ but shortly before I! left,” she added almost bitterly, “I noticed that he turned his cheek to- ward me instead of his lips.” Poor boy! He had become a mar- tyr rather than seem unappreciative of a mother’s ill-directed affection. And he, too, is now a victim of the disease which we now know is trans- missible rather than hereditary. Said the lady who was speaking of the incident: “We took care of that mother during her last days. But we also took care of the living at the same time. Friends remonstrated that we might ‘hurt her feelings’ in using the precautions now known to be sanitary. Was not our duty to those in health greater than- to one cn tie verge of the grave? No sane person should object to the destruc- tion of expectorations before they have a chance to scatter the deadly germs. Disinfectants should not and will not wound even the supersensi- tive if they have been properly edu- cated.” It is the duty of every person to guard against disease. In the home, the school and the public place self protection is not only a right but a duty. Even a common cold is con- tagious, and those having it should strive to keep away from the well. The sooner we learn to think ot the health of we may save them the better physically and morally we shall be- come. Tuberculosis is but niany diseases carelessly and lessly scattered broadcast. others and how from disease one of need- A GOOD PLACE TO GROW. We are apt to think that there is no longer the chance to rise in the world which was offered one, two, or three generations ago. There are too many trying for every prize. Com- petition is so brisk. The best bushes have all been stripped. These and a hundred other apologies readily sug- gest themselves to the average boy as an excuse for not struggling to a place at the front. Down in Tennessee the other day they elected a Governor who was a foundling, without even so much as a name for an inheritance. Few of us are set into the world so destitute. Yet having a name given to you amounts to very little unless you add to the cold type the impress of a good character. We readily, involun- tarily, it may be unconsciously, pick up a name of some sort. Be it a good or a bad one, it clings, material- ly influencing our relations with our fellowmen. There was never a better chance to grow than the present. The climate is salubrious, the atmosphere invigor- ating. Every neighborhood offers some stepping-stone to a higher emi- nence; every community contains some member who will gladly give di- rections and encouragement; every locality offers some possibility. If we do not grasp it, the fault is ours, and not with our stars. An education stands waiting at the door of every healthy boy and girl. In one of its numerous forms it is so close that one must either accept or dodge it. Where the boy a genera- tion or two ago literally chopped his way through college—if he went— the child of the present may earn the money in one of many ways. Books, tools, everything is more easily procured. The pine knot has been superseded by the electric light. The horizon line is broadening. Even the wide domain of the sky is open- ing up to us. Surely there was never a better growing age! THE PARK A MORAL AGENT. As a place for amusement, a place for learning of beauty and nature, no ene can doubt the mission of the park.* But did you ever think how much the morals of a community are centered in its parks? With a wel! arranged police force little harm comes from them in comparison with the good. drous points. And they do save a won- amount of harm at other Time was when the country man thought himself honored when _ the city man stepped on his premises. But he has already learned the nuis- ance of having his fences overthrown, his choice nuts and apples gathered and looks with distrust upon the un- invited picnic party, fearing that the innocent cigar may be left to smold- er among the dry leaves, and finally set his woods on fire. In short, the vis- itor becomes a trespasser. He must either refrain from the walks in the country woods or be treated accord- ingly. The park has grown to be the only legitimate resort for the town peo- ple. There they may enjoy the flow- ers, and trees, and grass, the quiet of rural life, the joys of the country scene without the feeling that they are on forbidden ground. It gradua!- ly develops into a part of the once- a-week life which can not be cut our without sending countless persons back into the rural districts in search oi life, health and enjoyment. It furnishes to a class who requires some out-door life during the recrea- tion hours an elevating source of en- jsoyment. There is music in the birds and streams, poetry in the swaying branches, art in the exquisitely painted flower, and God is every- where. Every time we can bring one soul into a nobler thought, a purer atmosphere, we are raising the stand- ard of our citizens that much. The park teaches them to stay on their own ground, to love the beautiful and to protect it. Let a man sit down and size him- self up as others see him and the result is apt to be more or less dis- couraging. i i | ' November 380, 1910 MICHIGAN TRADESMAN a ADVERTISING PERSONALITY. The Lack of It Makes Your Friends Doubt Its Realty. Written for the Tradesman. In writing advertisements one must not lose sight of the fact that there is no uniform or regular prin- ciple to be followed. Every mer- chant is a magnet, with a drawing, pulling or creative force which must be used by him individually. Too much money is spent in ad- vertising that is not attractive. We must try through our advertising to interest the buyer in the things we are interested in. There are thousands of merchants who claim that advertising is a fail- ure. They have reasons to believe so on account of the inactivity of their customers after the advertise- ment appears in print. To make our advertising profitable we will have to convert, remold, nat- uralize and re-organize our magnet by trying to talk to our trade through our own individual mental forces. All of our customers have faith in us or they would not be doing busi- ness with us, but just as soon as they read the matter manufactured in an outside brain box, just that soon they know it is a sort of a substitute we are giving them. Substitution may be a good thing in some cases, but it wil! do more harm in advertising than in anything else. We should talk in our advertis- ing with just as much individual ex- pression as when we talk to our cus- tomers in person. When we fail to insert our individuality in all of our advertising it causes confusion, un- certainty and mystification that cre- ate doubt and fear in the minds of our friends. If we regard our cus- tomers as our friends we should deal in realities and not substitution. Almost every progressive retail merchant is looking for an ideal sys- tem of illumination. He has tried all kinds of combinations, installed artis- tic fixtures, and so on, still there has not been satisfaction in the result, knowing that he ought to receive more illumination according to the amount of energy that shows up in the bill rendered. Why do we spend so much time and money to get more artificial light when we have done nothing, simply nothing, to brighten up our minds? Let us be wise and try to realize that we are using the current running through our brains day in and day out, year in and year out and have not even tried to install a system that could and would furnish us more power at a much less cost—in worry and trouble of all kinds. We ought to throw away all of our old mental fixtures and install a “Tungsten sys- tem” so the amount of mental cur- rent consumed would be so small that the cost would be almost noth- ing. Imperfect reflectors are the cause of most all the failures in store illu- mination, and if one would take a little time to reason for himself he would find that all of his trouble comes from imperfect reflection, un- derstanding, apprehension and calcu- lations. There are few people who really know themselves. In fact, none of us can realize the heights of wisdom to which we may attain any more than we can foresee the energy that can be improved in the electric light. Every retail merchant has a medi- tative, speculative and _ deliberative line of thought running through his mind and the success or failure of his business depends upon just how much he knows about the real value of these thoughts. The constructive intellect produces designs and sys- tems and when we keep our minds busy every hour of the day by en- tertaining thoughts of determination and ambition we are speculating, meditating and working along the right lines. The conditions essential to a constructive mind must be har- mony, unison and conformity with our business relations. The adjustment and graduation of our business interests must be thought over every day so that our progressive ideas may be put in working order. The right man in the right place is the fellow who is alive to the thoughts concerning his busi- ness. If our business is not im- proving along with the progress of the times—and the city in which we live—we are not the right men in the right places. We have allowed our minds to be filled with thoughts that are not productive. The disagreements, jostlings and rattling of loose screws in and around the store is due to the man- ager nine times out of ten. People are like pianos—they get in and out of tune. It makes no difference how many instruments there are in the orchestra if there be one out of tune the whole set of instruments fail to deliver the goods. However, the leader of the band may be able to carry out the tune and play the piece through success- fully and. the assembly never know that one or two of the other instru- ments were out of tune. So it is with a good manager of a retail business. If he is really and truly a good leader and a good man- ager he can carry the business up to the successful round of the iadder if some of the clerks are out of tune. But let the manager get out of tune and you will find disagreements, jostlings and rattlings of loose screws all over the store. And the custom- ers will attend the show down the street. In reviewing the last few years and looking into the near future we find politics mixing with business so closely and the blending so complete that we have a hard time knowing which is which. The financial world has complete control of business. Its plans are al- most perfect. But there are things in politics that the commercial world must overcome or the business world will have to suffer. Knowing this to tbe true it behooves the financial in- stitutions to go into politics, and they are now so closely related that we hardly know one influence from the other. At this moment the big interests are on the fence, waiting to see how things are going to drift politically. We mean in 1912. Each month from now until after November, 1912, we will find capital hunting its hole. There are reasons for this and the men on the inside of large interests know more about it than we do. It behooves the retailer to keep a sharp eye on the actions of the men who control the political and finan- cial world. If we can foresee things as some of our large business men can—we will profit thereby. We make a great error in think- ing that we need not trouble our- selves concerning politics. If poli- tics and business are blending then it is up to the retailer to get posted. I have heard good, honest mer- chants say, “I am never going to get mixed up in politics.” Well, we may continue to say and _ think such thoughts, but the time has arrived where politics and business are unit- ed, in harmony, in sympathy and in unity as a happy family. Edward Miller, Jr. ee Brevity. Brevity is often the bond between effort and success. The use of too many words is waste of double time—your own and the man who reads. A long letter says: “Read me later on.” A short, pithy one: “Read me now, and note what I say.” Busy men live every minute in the day—treading superfluous not living; it is trifling. Men who won't trifle won’t be tri- fled with. Get to the point at once when you have a point to emphasize; if you have several, keep them close com- pany. You must be concise to be under- matter is Stood; you must be brief to get a4 hearing. This is just what it means; brevity gets a hearing. Many words get passed by. —__- > Don’t Take Chances. Sometimes it happens that a mer- chant who has built up a big busi- ness by aggressive advertising thinks that he is in a position to take some chances with his trade. He feels so sure of his customers that he believes that it will not be noticed if he skimps a little in the values he gives. He is so assured of his position that he gets careless in his advertis- ing and makes statements that are not justified by facts. Such a mer- chant is riding for a fall. Any real- ly successful store has succeeded through public confidence. Whenever that confidence is shaken the mer- chant may as well send in his appli- cation to the “Down and Out Club,’ for he will soon be eligible to mem- bership. —__~+++>—___ The merchant who lives and does business simply to make money will ultimately find that while he may make plenty of money he will get mighty little enjoyment out of it. The Business Letter. Two essentials of business corre- spondence are that every letter shall be carefully scrutinized by its writ- er before mailing and that it shall be intelligible to its recipient without demanding of him any unusual ef- fort. Great risk of failure in both these respects comes with closely spaced typewriting. Single spacing brings the lines no nearly together that, unless the eyes are concentrat- ed to an unusual degree, the words above and below merge more confus- ingly with those that are being read, especially with men whose eyesight is not normal. When a letter contains only a few lines the practice does not matter so much, but many houses, happily in decreasing numbers, employ the con- centrated method on all of their cor- respondence. Even quotations of prices are run into the lines of a paragraph, instead of being para- graphed individually. Nothing is more confusing and to most people more annoying than to try to sepa- rate numerals that are jammed close- ly together. Business men are even compelled to have their own opera- tors rewrite such correspondence that it may be easily digested. The evil is removed by the setting of all typewriters of an office for double spacing. Possibly this means a slightly increased cost for station- ery, and letter books may fill more rapidly. In a great majority of cas- es, however, business letters cover only a single sheet with double spac- ing. Letter books are rapidly giving place to carbon letter copies. But, whatever the economy of single spac- ing, it is small enough compared with the results that may follow the necessarily rapid reading of letters. It is very important that the mean- ing be clear, visually as well as in the wording. Otherwise, complica- tions may ensue in succeeding corre- spondence, until the outcome of the original misunderstanding serious. Such are by no means unknown, and the blindness of close spacing is an important con- tributory cause. a Instructions To Salesforce. One of the big New York shoe stores has these instructions to its salesforce regarding customers: Be polite! may be cases It costs nothing. Make each customer feel you have a personal interest in them. In oth- er words, give them individual atten- tion. Always endeavor to get what a customer wants. If they have their minds made up on a certain style or shape—see that they get a correct fit in 1 Under no circumstances influence a customer to purchase a shoe they do not want. If undecided, show dif- ferent models, pointing out the mer- its of each and let them choose. Please them so they will come again. It is on the “come-backs” we make money—not first sales. i cnc 10 MICHIGAN TRADESMAN November 30, 1910 ELEGANT MR. SCROGGINS. He Was Smooth—Lesson He Taught Was Worth the Money. Written for the Tradesman. It was a crisp morning in mid- winter. During the night previous to this eventful day, some snow nad fallen. Out of the north a stiff, cold breeze was blowing; and the fine, wind-blown snow crystals were met- amorphosed by the newly risen rays of the morning sun until they spar- kled like diamonds and diamond dust. I slept late that morning; for it was a holiday, and Mr. Browning, the leading dry goods merchant of L——, for who I was then clerking always observed our national hoh- days by closing. And when Mr. Browning closed his store on account upon it the He didn’t instruct “the boys” to come down for an hour of a holiday, depend store was closed. or two in the morning, thus doing a surreptitious lowered blinds. business behind Nixy. If you neg- lected buying a new shirt, a couple of collars and a new four-in-hand the night before, trusting to dodge into Mr. Browning’s store the next morn- ing and equip yourself, that’s where you missed it. You could rattle the front door to your heart’s content then go around to the side door and rattle that until your hands became numb and your teeth chattered; but no voice from within bade you en- ter, and no sound of guarded foot- steps could be heard in response to Mr. Browning had his faults, as most men do for the matter of that; bit seeking a name for vir- tues which he did not possess was alien to his nature. your appeals. How we clerks hailed with de- light the approach of these holidays! As the coveted time approached our stock went up. And as the long aft- ernoon of the day preceding the hol- iday drew to an end our spirits mounted higher and higher. And you may be sure we exerted our utmost efforts to please “the boss;” for we were not insensible to the whole- heartedness with which the conces- sion was made. Some merchants grant a leave of absence from the store upon these holiday occasions in such a grudging manner as to humih- ate or peeve their salespeople. They act as if they were thinking within themselves: “Well, I suppose [ll have to; but it hurts like sin to do it.” And permit me, as one who has come up through a clerkship, to say that the merchant who acts that way is hurting himself and his own business infinitely more than he is the people who work for him. I know what it is to stand at the other end of this bi-polar proposition; and will you take it from me, the merchant who is big and broad and square, gets more, dollar for dollar, both in the quantity and the quality of the serv- ice he buys than your narrow, par- simonious, short-visioned employer. This, then, was to be a great day for me. I could enjoy the luxury of lying in bed rather later than usu- al. (I was boarding at the “best” ho- tel in the town, a village of some two thousand people.) I could wait, if I so desired, until “the last call” to breakfast. Lee, the colored porter, made the call with a bell whose tin- tinnabulations I can hear now in my waking dreams, and the various ef- fects produced upon me by the tones f the bell on different occasions lead me to think back upon that bell with mingled feelings of pleasure and regret. There were times when the tones of it were as musical and sweet as cathedral chimes; and those were the times when I did not neces- sarily have to respond thereto, but might turn over in bed and have an- other nap and there were times when the notes of that bell were harsh and peremptory, summoning me to arise forthwith and betake me to my work After breakfast—for, of course, I did. eventually get up and regale my- self—whilf I sat in my room “n- diting a letter to my mother a thou- sand miles. away, I had a visitor. He was tall and distinguished. He wore a long overcoat with a military cape and he carried an ebony cane with a beautifully chased gold head. He had a most ingratiating smile and a cer- tain dignity of bearing suggestive of the davs “when knighthood was in flower.’ His linen was immaculate. Hle was a veritable Lord Chesterfield in manners. He was distinguished Also the fiber of his voice was rich and musical. He pro- duced a card bearing these equally impressive words: U. Vincent Scroggins, President Producers’ and Consumers’ Supply Association. New York. Chicago. and then he asked, in the most po- lite manner imaginable, if I had the leisure to listen to an interesting proposition. And, of course, being then somewhat younger than I am now, I had the leisure. So, with the manner of one who confers a favor, he sat down in the proffered chair and drew out of one of those capac- ious pockets in that military over- coat a large leather wallet. I can see that wallet now. It was not less dis- tinguished looking than its owner. Now the elegant Mr. Sroggins was in his glory. If eloquence requires but two elements, as one of our great American orators averred, the ele- eant Mr. Scroggins assuredly had both on this occasion; he had his theme and he had the occasion—to- wit, an unsophisticated youth. Will you now please shut your eyes and behold the elegant Mr. Scrog- gins? His great coat is unbuttoned, the tails of it touching the carpet. In his hand reposes the wallet, fairly bulging with credentials, testimo- nials, statistics, etc. In a chair direct- ly opposite sits the writer at the age of 20. The elegant Mr. Scroggins, with the deep, musical voice, is un- folding to the very young man, a clerk in Mr. Browning’s dry goods store, the modus operandi of a new idea. According to Mr. Scroggins this idea is destined to revolutionize the trend and scope of modern com- mercialism. Mr. Scroggins, the speak- er, originated the idea. It came to him in one of those rare, fruitful moods, concerning the coming and before rising, and elegant. going of which no man knoweth. But one thing is dead sure, it came. It not only came but it came to con- quer. Already it had met with tre- mendous and instantaneous populari- ty, as witnessed the testimonials, newspaper clippings and the great and impressive list of men—lawyers, doctors, presidents and professors ot colleges and universities, clergymen, prominent politicians, etc—who had investigated the proposition and promptly gone into. divers sundry paroxysms of enthusiasm thereupon. The proposition, briefly stated, was this: Don’t pay the dealer’s profit— what’s the use?—buy direct from the manufacturer and save the differ- ence. But can you? Sure, you can— provided you are a member of the Producers’ and Consumers’ Associa- tion. Will manufacturers recognize this Association? Sure, they will; haven't we over one million members already? and there was the list. Where do these people—the members of the Association—live? Everywhere throughout the United States; and lo, the membership is increasing to beat the band. How do I proceed to get, say, a pair of Hanon shoes or a Fred Macey revolving chair at this appre- ciable discount?—and the discounts ranged, said Mr. Scroggins, from 10 to 50 per cent. Oh, that is simple. Write for a catalogue; order what you want; pay the price stipulated; then send a statement of the trans- action to the main office (either in Chicago or New York) and the dis- count will be forthcoming. But are these firms in sympathy with the movement? That is, do they stipulate that they will stand for the reduc- tion? To be sure. Here is the con- tract they agree to sign—as a matter of fact, have signed; and here is a list of manufacturers from all over the country who have entered into this agreement, and are now selling direct to the consumer, per the As- sociation. It was an impressive list. Now, that you may know that Mr. Scroggins is fair and square and mas- terful in a business way,, here are letters from prominent educators, let- ters from ministers of the gospel, let- ters from mayors of cities, letters from everywhere and letters from conspicuous people in all sorts of walks in life. The evidence is over- whelming. Mr. Scroggins has con- vinced his youthful party. And now, upon the payment of a very nominal fee of ten dollars, the writer, at the age of 20, became a member of the Producers’ and Consumers’ Supply Association. The certificate of mem- bership was a beautiful and impres- sive piece of work. For many years I kept it as a memento of the occa- sion; although right now I do not seem to be able to locate it. This is the only regret I have—the fact that I can not find my certificate of membership. No, I’ll take that back; I have one other regret, and that is that I have not a cabinet photograph of the elegant Mr. Scroggins. If I had, take it from me, I would have it framed and hang it over my desk. Of course the reader of the Tradesman will smile at my guile- lessness. I was dead easy. And the reader of the Tradesman does not have to be told at any length why this proposition of Mr. Scroggins’ would not work. No bona fide manu- facturer who sold to retail dealers would consider the proposition for a moment; and. retailing producers would sell to anybody else just as cheaply as they would to “members” of the Producers’ and Consumers’ Supply Association. I found that out in due time. But one thing Mr. Scroggins told me would come about did actually come to pass: He told me—and I think now there was infinite merriment in the soul of him when he said it—that I would receive during the following weeks and months many catalogues and booklets. And, believe me, I did. Lee brought them to my room by the armful. After a while they came so thick and fast Lee had to get a bas- ket. I used to get from twenty to fifty catalogues in a single mail. They came from the East and West; from the North and South. Some of them were an inch and a half thick—and masterpieces of the printers’ art. It required twelve and fifteen cents in postage to send some of them. They were printed in colors on the finest paper stock. They exploited all man- ner of commodities; things to eat and things to wear; books for the in- tellect and pink pills for that tired feeling, hardware, farm implements, blasting powder, dynamite, sporting goods, shoes, hosiery, furnishing goods, furniture, household wares, go-carts, rubber goods, roofing, gro- ceries, sea food, bicycles, traction engines, cut glass, china, crockery, stoves, rugs, lace curtains, etc., etc. To be sure the absence of that ten dollar note which I so generously passed over to Mr. Scroggins creat- ed an appreciable vacancy in my pocketbook at the time. And I am frank to admit that I was so un- grateful to Mr. Scroggins as to feel a trifle sore. That I regret; for Mr. Scroggins has been of immense ben- efit to me during these intervening years. The memory of him has sav- ed me hundreds of dollars. When your wily book agent comes to my door with some marvelous new work in fifty-six volumes I see in my mind’s eye the elegant Mr. gins. Scrog- When I am importuned to buy stock in some gold mine or get-rich- quick lumber scheme there appears in the foreground the impressive pres- ence of the elegant Mr. Scroggins. Thus I am saved from the ill conse- quences of exuberant enthusiasm. | inentally compare these lesser satel- lites with the real luminary. The con- trast is vast. What chance has your ordinary swindler got to rope me in? None whatever. I have been up against the real thing; for one bliss- ful half hour I have listened to the musical tones of the elegant Mr. Scroggins; and I’m proof. In vain does the buncoest essay to bun- coe me; I’m on. To my pleasure and profit, it was mine, in the early and impressionable years of my youth, to meet a man who taught me much— the elegant Mr. Scroggins. Eli Elkins. sofahiaetaceenee: November 30, 1910 : MICHIGAN TRADESMAN We have enlarged our assortment of dishes in Quaker Oats (Family Size) And are now packing all of these articles If large family packages are popular with your trade we urge you to push Quaker Oats family with this assortment of dishes. You make the most money—cheap packages are sold cheap at the expense of your profit. You give your customers the greatest possible value. You get the benefit of the Quaker Oats advertising. Stick to Quaker Oats—display it—push it—you will make the most money that can be made on oatmeal. Order today and co-operate with us. The Quaker Oats Company be MicCnHILGUAN TKADEBMAN November 30, 1910 = ~ = N . = ~ iBUT te —__—_ Rotten Egg Abuse Must End. Dr. Harvey W. Wiley, of the De- partment of Agriculture at Washing- ton, gave an interesting lecture in Cooper Union in New York recently on “The Impottance of a_ Fresh, Clean Food Supply in Cities.’After dwelling at some length on what con- stituted the proper food for city peo- ple and urging on those of limited income the necessity of economy in regard to expenditures for meat, he said with reference to food-stuffs: perishable “City people can not realize the joy and pleasure of going into the garden and picking vegetables fresh from the vine or stalk and then pre- paring them for food. That is some- thing which is impossible for you. Therefore I will talk on the perish- able foods that come into your mar- ket. “One of the most important foods is eggs, fresh eggs. I understand you have a great many of the other kind here. There is only one way to tell a bad egg, and that is by breaking it gently. “Eggs, as you all know, are more abundant in the spring than at any other time of the year, and they should be cheapest at that time. But it has got to be that the egg mer- chants corner the supply in the spring, and store them so that the market may not become flooded and the price decrease. Eggs are a fragile article, and naturally in handling some become cracked. But eggs are eggs, and they are named according to their state of evolution. The cracked egg if stored too long be- comes decayed and is called a rot, and the good egg if kept too long under proper atmospheric conditions com- mences to evolve into an animal be- ing and is called a spot. “Now rots and spots are a regular article of commerce. I have no ob- jection to a man eating a passe egg. I am not a prohibitionist in that re- spect, but there are hundreds of thou- sands of these rots and spots. Where miscounts. booklet. ‘‘No Broken E Then don’t deliver broken or cracked eggs to your customers; use +ggs.” You Can't Boil a Cracked Star Egg Carriers and Trays For Safe Egg Delivery Every househoider 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, ‘O03 CAN. DEC. 19, ‘05 ENG. APR. 14,06 Made in One and Two Dozen Sizes Star Egg Carrier & Tray Mfg. Co, 500 JAY ST., ROCHESTER, N. Y. ——— — November 30, 1910 MICHIGAN TRADESMAN 13 do they go? They can not be sold directly to be boiled and fried and scrambled. You would taste them. Again I repeat, Where do they go? They go to the baker and are made into the cakes you eat. These are abuses which must come to an end. The Federal Department has seized tons that have been shipped from one state to another, but we can do noth- ing to prevent the industry within your own state and city. That is for you to do. “There is no reason for this in- dustry in rots and spots. The leakers and checkers—fresh eggs that are cracked and from which rots and spots evolve—can be preserved in a perfectly wholesome state if taken in time. They can be broken and froz- en and so transported that when thawed they will be in a perfectly wholesome state, or they can be dried into powder. Frozen and dried eggs are a legitimate article of commerce. But you can not make a good egg out of a rot or spot. All perishable food can be shipped in a proper and wholesome form if the right precau- tions are taken.” ———>-2-+ Crops and Prices. Bradstreet’s has issued a_ state- ment giving statistics of the indicated crop this year of wheat, corn, oats and other farm products, with com- parisons with other years, and adds: “High record yields are shown in the case of corn, oats and tobacco, while yields of flaxseed (which is au important element in the cost of paint), of hay and of potatoes are ap- parently short. The estimated yield of cotton is about an average of the past three years. “The commodity price situation is full of interest this year. Record yields of two of the three leading animal feeding stuffs hold promise of, and in fact are already credited with, reducing the prices of food- producing animals and ultimately of most meat products, but notably, beef, mutton and pork. If this proves correct, a sharp contrast is likely to be afforded to the food-price situa- tion one year ago, when prices were fast advancing to the record heights reached by commodities, and espe- cially foods, at the opening of the present year. “In other products there are, how- ever, still some sharp contrasts he- tween estimates of production and prices. Thus wheat is a shorter crop this year as compared with last, here and in the world at large, but the price is lower, owing apparently to large stocks in all countries and the supplanting of this country by others i the world’s markets. Potatoes, al- though a short crop, sell lower than a year ago. Despite increased yields, cotton is higher than a year ago. Ilay, butter, eggs, chickens and flax- seed are all higher than a year ago America’s markets as a rule, but es- pecially for foods, are out of line with the rest of the world, and our export trade in grain and meats shows a decrease from a year ago. In fact, were it not for larger exports of manufactured products and _ the higher price of cotton, our total ex- port trade would show a decrease in- stead of having reached, as it did in October, the largest monthly _ tota! ever recorded.” —__2 7 2>___ France Wants Our Potatoes. In reference to the admission of potatoes from the United States into France by decree of October 15, 1910, the following statement of the American Chamber of Commerce in Paris, transmitted by Ambassador Bacon, is of interest: The presidential decree of March 27, 1875, which prohibited the impor- tation of potatoes from the United States, was based upon a report of the Minister of Agriculture and Com- merce, and also upon the advice of the Academy of Sciences and of the Central Agricultural Society of France. It was a measure of protec- tion deemed to be necessary at the time, because of the potato disease said to be prevalent in the United States. The production of potatoes in France is generally sufficient for its own consumption, and the importa- tions when made were from Belgium and Holland and_ occasionally from Germany. Thus, during the thirty- five years that the decree of 1875 re- mained in force, nothing arose to awaken an interest in its removal. The circumstances of the present year, however, are quite different. The potato crop in France is very much helow its average, and as a consequence the price has rapidly increased. It became evident that imports would be necessary to sup- ply the demands and to arrest the ereat advance in price of an article of food so important to the people. Representations were made to the Department of Agriculture that the reasons for the prohibitive decree, justifiable as they may have been, had long since passed away; that the existence of the decree, therefore, had ceased to be a_ protection to France, and now threatened to be- come an undue discrimination against the United States. Emphasis was laid upon the fact that since imports of potatoes were really necessary for the needs of the country it seemed to be the proper moment to remove this prohibition. The argument re- ceived attention and after scientific examination and approval the ban on American potatoes was lifted. —_——_—~>-> Omnipotence of Lemons. The lemon is the standby of ex- istence, the basis of the happy home, the sovereign remedy, the thirst-as- suager, the ingredient of a thousand- and-one delirious concoctions Who says hock-cup? Who says lemon squash? Who says. gin-sling? Who says hot toddy? Who whispers bar- ley water? He says lemon also. Be- reft of lemons, what are these valua- ble and necessary things? An empty nothing, a false deception, a vile and unsatisfying fraud. When it is hot, then we want lemons. When it is cold, we want lemons more. Lemons for influenza, lemons for bilious at- tacks, lemons, and more lemons, and still more lemons. Imprudent boys suck them, grown men make them the foundation of some perfect pota- ble. They will wipe away _ stains, and, squirted carefully into the eye- ball, they will at once display the power that resides within their resi- lient skin—San Francisco Argonaut. —_——_++>—___ Riches may not get a man into heaven after death, but poverty can get him into the other place during SEEDS-—-Clover, Alsyke, Timothy life. 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. WANTED Eggs, Dairy Butter, Veal and Poultry at our new store F. E. STROUP, 237 S. Division Grand Rapids, Mich. 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. 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 | None Better WYKES & CO. @RAND RAPIDS | Wante Moseley Bros. Both Phones 1217 Established 1876 White Beans Clover Seed Red Kidney Beans Brown Swedish Beans Potatoes 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 0 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 Papers and Hundreds of Shippers, Established 1&73 Clover Seed and Beans If any to offer write us -ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH OTTAWA AND LOUIS STREETS 14 MICHIGAN TRADESMAN November 30, 1910 The U.S. A. There’s them that wants to get us skeered By tellin’ us o’ things they’ve feared. They say we're goin’ to th’ dogs, Th’ gov’nment has skipped some cogs An’ that ef we don’t trust to them Our futur’ won’t be wuth a dem! But I want to say Th’ U. S. A. Ain't figgerin’ to run that way. I've noticed things fer many years; I’ve seen these men arousin’ cheers— These plug hat men with long-tail’ coats That tells us how to cast our votes, I’ve noticed, too, their idees is That votin’s all th’ people’s biz. But I want to say Th’ U. 8. A. Ain’t only jest election day. I’ve seen ’em lift their trimblin’ arm An’ do their p’intin’ with alarm— Afore election! An’ I’ve seen How they don’t do much _ work between Elections! Seem to save their brains For workin’ durin’ th’ campaigns. An’ I want to say Th U. &. A. Don’t give them fellers its O. K. There’s one or two that I won’t_ name That keeps a firm hand-holt on Fame By stormin’ up an’ down th’ road A-tellin’ us what long we’ve knowed— That is, they rise to heights sublime Along about election time. Yit I want to say Th’ UU. 8. A. Ain’t figgered yit to turn their way. It ain’t th’ men that tells our sins That almost al’ays sometimes wins— It's them that rolls their sleeves an’ helps While these yere talkin’ humans yelps, That makes us know our native land Has got a craw that’s full o’ sand, An’ makes us say Th’ U. S. A. Is settin’ tight an’ here to stay! —Wilbur D. Nesbit in the Chicago Post. ——_.—s Advertising the Crossroads Store. Suppose you owned a store 25x50 feet in size at the junction of two im- portant roads ten miles out in the country, with nothing else near ex- cept the house and would you advertise? That is the question which was put to a hustling merchant in a Kan- sas town the other day. The mer- chant is himself an aggressive adver- tiser. In reply to the question, he said: school church, “Yes, I would advertise. In the first place, I presume that the cross- roads store is located in a _ typical Kansas farming country. Well, 1 would start in with the intention of making my store the center for the butter, poultry and egg trade for the whole surrounding country. “T would put a sign board at every conspicuous place along all the roads leading to my store, for five miles or more. On that sign board I would say, ‘Bring your poultry, butter and eggs to the Crossroads store. Highest cash or trade.’ “That would start people coming my way, and I would arrange to han- dle the butter, chickens and eggs di- rect to Kansas City, when things commenced to get started right. “T would lay in as good a stock as I could afford. I would aim to have a little of everything that farmers most need. I would try to turn the stock rapidly. I would have a list with the postoffice address of every farmer within five or ten miles. I would have the job printer in town issue a little circular for me about once a month, calling attention to my store, boosting the chicken, but- ter and egg business and quoting some of my prices on goods. “If things went right with me, I would double the size of my store within two years. I would also get a blacksmith shop to locate at the crossroads. By the end of three years I would have a doctor located there, and a drug store. It would be a matter of only a few years more un- til we would have a nice little farm- ing community town at the cross- roads, and sooner or later we would get a railroad. “There is no idle dream about this. A man who knows how and has the right hustle can do just about this sort of a thing by advertising the crossroads store. We ought to have more country towns. I believe the tendency is going to be toward more country towns, and if I were a young man with a knowledge of the mer- chandising business, and a determina- tion to make a place for myself, | wouldn’t ask anything better than a good crossroads location, with plen- ty of room to grow.’—The Mer- chants’ Journal. —_——_2.2.>__—_—_ The World Hates a Quitter. So long as you won't acknowledge it, you haven't failed. Suppose one thing has gone wrong—make some- thing else go right. This is such a busy world that we haven’t time to recall unimportant things, and if you don’t keep reminding us we'll forget sll about the incident. But if you walk around with the badge of de- spair in your face and reference to the past in your talk, how can we help remembering? Your greatest trouble is your egotism. You overes- timate your status in the scheme of life. You imagine that your misfor- tines are just as fresh in every one’s else thoughts, but if you want the truth, we don’t know that you are living except when you force us to realize that you are alive. The fact that all creation has made up _ its mind that you are done for does not settle your fate one jot. You are the only man who can decide. The world does not condemn you when you fail trying, so long as you don’t fail ery- ing. It does hate a quitter. A prize fight is not a pretty thing, but it is a man’s lesson. No matter how many knockdowns a_ pugilist gets he has not lost so long as he is not knocked out. If you want to see how your fellows judge you watch them hiss the man who throws up the sponge while he had a chance. We all fail, even those of us whose careers have seemed to be unbroken successes, but we kept the secret tightly locked in our own bosoms and managed to laugh to the world until we had it laughing with us in- stead of at us—Sidney Arnold. — +o If you can not tell at night wheth- er or not the money that belongs to you is all in the money drawer, there is something radically wreng with the way your cash is handled. What kind of a store do the wom- en like best to patronize? That is the question you should ask your- self. It is the store that is the most accommodating in its treatment of them. 22.2 “Eternal vigilance is the price of safety” and eternal vigilance is also the price of success in the store. There are a thousand things for you to watch. How can you find any time to loaf? Philosophic Comment. Written for the Tradesman. I am a dealer in ideas. I do not care much about your troubles in selling goods. I do not deal in dol- lars and cents. Yet the ideas I car- ry in stock are money makers for those who will entertain them. I was pleased to meet these few words, “The energy we use in get- ting even might be used in getting ahead,” which appeared in the issue of the Tradesman of November 16. I could not well help it; I had to say something about these very val- uable words. They are worth money to you retailers. I know every one of the readers of the Tradesman loves power, per- sonal power, and I know that too many of you use your energy in the wrong way. Forget the little thing, such as re- venge, jealousy and anger and look for the bright ideas in afl things. In dealing in ideas we must cull out all of the bad ones the same as you retailers do in other things. Begin at once to use your energy in things that are productive. If you read the Tradesman as carefully as I do you will find lots of things that will keep your mind busy and you will get so interested that you will kill the thought of “getting even.” I am a butcher. I kill all of the “back numbers” in my stock of ideas by not feeding them. Every time you act on an idea that is not desira- ble—you give it more life. In reading a very interesting arti- cle in the Tradesman of November 16 I noticed the following quotation, “Earth to earth, ashes to ashes, dust to dust.”” How many times have you hard working merchants heard these words read at the grave-side? How do they affect you? Do you really be- lieve that after you have earnestly and honestly worked hard all the days of your life that your individ- uality is going down to earth, ashes and dust? Are all of your good thoughts going to die with your body? Cheer up, my friends, there is no earth, no ashes nor dust for the man who is living a truthful and useful life. You and your business are going to live forever if you brild it upon the foundation of truth. You can destroy dishonesty and indecency, but neither you nor any other person or power can destroy truth and beauty. Let us cease our fear of death and attract eternal thought. Let us build our bodies with that indestructible force which will live forever. If our bodies contain everlasting life our business will continue to live many years after we have passed on. I Am That I Am. —_——o-o-- oe Take the Next Step. Do not be too anxious to see all the way ahead of you. It may not be best for you. The man who car- ries a lantern on a dark night can see perfectly to take the next step. He does not need to see all the steps, for he can take only one at a time, and when he takes that step the light moves forward for the next one. The trouble with most of us is that we want to see too far ahead. We want to be sure that we are go- ing to do some great thing. Then we will not be afraid to make a great effort. But keep “pegging away,” as Lin- coln did. Keep your trust in the Great Unseen Power which some- how brings things out infinitely bet- ter than you expected. How many times in our past lives the way has seemed so dark that we could not see a gleam of light! How many times failure has seemed ab- solutely inevitable, and yet we kept hoping, working, doing our best and the Unseen Power which makes things good for those who do their level best came to our rescue and brought us our heart’s desire! Never mind if you can not at once obtain the thing you long for. No matter how far away or how impos- sible it may seem to you, just keep your mind, your purpose, fixed on it. There is magnetic power in focusing the mind on the thing we long for. Ways we never dreamed of before will open up in a marvelous manner. Just keep trying, keep pushing, keep thinking — thinking hard all along the line of your ambition, and doing your level best to attain your desire and you will be surprised to find how the way will open of it- self as you advance.—Orison Swett Marden. > - Trade Paper Teaches. The grocer who knows how teas, coffees, sugar, rice, wheat and all the myriad other food stuffs the cultivat- ed and prepared for the market makes a much better salesman than the grocer who has degenerated into’ a mere slot machine and who knows little or nothing about the goods he handles. The well-edited trade paper will tell him all he needs to know concerning any product on his shelves—that is its business. And it will not only tell him where all the food stuffs come from but it will also teli how to move the goods from off his shelves; in other words, it will teach him all he needs to know about practical salesmanship. This, again, is peculiarly the trade paper’s prov- ince, and if it lives up to its oppor- tunities there will be fewer complaints about specialty salesmen in the fu- ture. —_——_+---o——_ Employes should not be allowed to turn. down the customer with a complaint to be adjusted. Unless it is something that can be _ settled agreeably to the visitor, let it come to the proprietor. The man who is always hunting trouble never has to borrow any. —_e-—___ Polite salespeople attract custom- ers as molasses attracts flies, and politeness is cheaper than molasses, and customers are more profitable than flies. ———-2.-___ It is well to be useful, but don’t let people use you. —_ November 30, 191 MICHIGAN TRADESMAN 15 Mr Advertiser: Here is another suggestion how this special New Year Greeting cut can be used in connection with an effective New Year Announcement to your customers: Friends and Customers: Aa very successful year of our business career has closed and as we enter the New Year of 1911 it is but fitting that we express to you our most sincere thanks for the substantial manner in which you have rewarded our efforts to serve you. We believe that a part of our success is the result of careful study as to the needs and requirements of our customers. The day of loose business methods in the merchandise business is past. The firm that succeeds must be alert to the rapid advancements made in all lines. New styles are being created daily, prices are fluctuating continually and the modern means of transmitting information through the press, telephone and free rural delivery bring the buying public so close to the business world that only the up-to-date, wide-a-wake merchants can hope to keep abreast with the onward, upward march of civilization. No firm realizes more than we what it means to keep ahead of the procession. Our efforts , have been richly rewarded in the past and we have therefore entered the new year with renewed thy; WA energy, greater determination and unlimited ambition to make the year of 1911 the most success- (ti) ful in our business history. To accomplish this we must make it to the interest of the people of o this city and vicinity to trade at our store. Not only because their dollars will go farther in our store than any other place, but because our goods will always be found to be strictly up-to-date as to style, pattern and material. Again let us extend to you a New Year Greeting and our best wishes for a very prosperous and happy future. x" Remember our store is your store. You will always find us willing and anxious to serve you and make you feel welcome, whether you come to buy or come to look around and get acquainted. Yours very truly, -..........- ee This cut will be sold to but one merchant in a town Price:—One four column cut $1.50. One six column cut $2.75. 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 I am the only merchant in my town that is to receive this cut. Send by. express aes... ee ee oe Oe a Tradesman Company, = Grand Rapids, Mich. 16 MICHIGAN TRADESMAN November 30, 1910 PROFIT FOR THE GROCER. How To Increase It Is an Old Problem. The question of how to increase profits is a very old one. Ever since man first went into business this has been the all-important question. It was this same question which caused the servants of Abraham and Lot, as told in sacred writ, to contend over the better pasturage lands. Abraham was wiser than many men of this generation, especially the majority of those in the grocery business. He said, “Why this contention and _ bit- ter feeling? Let us get together, talk this matter over in a friendly way,” and instead of destroying the possi- bility of either making a profit they came to an understanding which made it possible for both to live and let live. Moral—Join the grocers’ as- sociation if there is one in town, and if none, get busy and or- Then as you meet you will find that the fellow on the oth- er corner is not so bad after all. your ganize one. This question is not confined to the grocery business, but it is, and ever will be, the all-important question in line of trade from the Stand- ard Oil Company of New York to the fellow who conducts a peanut stand on the corner. every We are told that over 90 per cent. of those going into the grocery busi- ness fail. That condition exists now, and in my opinon ever will. You say that is a pessimistic view. Be that as it may, I am not a pessimist but an out-and-out optimist. People go into the grocery busi- ness because it requires but a small capital to stock a front room or a cellar kitchen. They think it does not require any brains, or else they are deluded into thinking that in the attic of their mortal frame they have sufficient of the gray matter to carry them through successfully. About 7 per cent. have the necessary brains and push. The rest are mistaken, hence the failures. It is a case of the survival of the fittest. The fixed price plan is a good one; I believe in it, but that will not les- sen the number of failures. It will give the few who are bound to suc- ceed a better fighting chance. It is not only how large a per cent. of profit we can make on a given article, but it is equally important that we find out how much it will cost us to handle the goods in order to get that per cent. If we pay 80 cents for an article and sell it for $1 the novice would say we were making 20 cents. The man of brains and experience would probably say about 2 cents of possibly doing business at a we were making loss. The great question is not how much margin between and selling price, but how much can we manage to keep of this margin? there is cost How many people in the grocery business know what their daily or weekly expenses are, or what it costs them to do business? There are expenses such as wages, lighting, insurance, keep, etc., which are called rent, horse fixed charges and are easily accounted for, but are these all? What about the general depreciation of horses, wag- ons, harness, etc. And what about the shrinkage in weights, the goods that are broken, the cereals that have gone by and the goods which you do not charge for, besides hundreds of other things too numerous to men- Have you thought of and made allowances for all this? “Count the cost” is a scriptural admonition, and like all advice found in the Good Book it is good. Sit down and con- sider if you, with your limited means, can compete with the big store on the corner, with the mail order hous- tion. es and the chain stores. Make a careful estimate of your ex- penses, allowing for yourself at least as much wages as you could com- mand working for some one else, and allowing liberally for depreciation and other incidentals mentioned above. When this is done you are in a position to begin to figure prof- its and not until then. If you find it will cost you $10 per day for ex- penses to run your establishment, supposing the difference between cost and selling price is 20 per cent. you must do at least $50 worth of busi- ness per day before you have any profit. This is on the supposition that you are doing a cash business only. If you are doing a credit business you must make an additional allow- ance for bad bills. Now for the question, How can we increase our profits? Increase the volume of business without increas- ing the expense account, or reduce the expenses and still do as much business or get a larger per cent. of profit. How can we do it? There is where brains come in. Every man must figure it out for himself accord- ing to the conditions he is up against. A few suggestions might be helpful. Manage your own Do not trust too much to some one else. If have a “fresh” clerk, let him go. “Familiarity breeds contempt.” Most men prefer to be called Mister instead of Bill, Jack or Tom, as the case may be, especially by a clerk in a store. A clerk of this kind will drive away more customers in one month than you can win back in six. Think twice before you speak once when dealing with an unreason- able customer; it is his trade you are after, not him. business. you grocery One great question of expense to- day is the delivery of goods. More so with the grocer than with any other trade. The people who are making the most money are those who sell for cash and do not deliver at all, or have their regular times for delivering and do not make ex- tra trips. In some places the co-oper- ative plan of delivering has greatly reduced expenses. Have regular times for delivery of goods and educate your customers accordingly, but you can not afford to be too arbitrary, neither can you afford to spend ten cents to get five and do it all the time. A few people are unreasona- ble, but the majority are not. We are indeed the servants of the public, and /as such “The laborer is worthy of his hire,” and we shall reap as we sow. Dennis Green, President New Hampshire Retail Grocers’ and General Merchants’ Association. ——-2 2 Season Specialties. “IT guess our regular stock is good enough for anybody. What’s the use in carrying a lot of fussy merchan- dise for holiday trade which does not pay much profit and is generally left on your hands as a dead loss?” Such was the comment of a cer- tain grocer when his clerk told him that there had been several calls for cider from those getting up hallow- e’en spreads. It does pay, however, to carry the season specialties. For example, one of the women who called up this grocer and asked for cider was planning a big dinnei party. She wanted some cider to go with her menu. After calling up the above mentioned grocery and asking for cider without success, she tried another grocery, and found what she wanted and ordered it. Then she proceeded to give the same grocer an order for supplies for the whole din- ner, amounting to a number of dol- lars. There may not have been much profit on the cider, but it served to pull trade. Furthermore, it showed that wom- an that when she wanted something especially nice, or a little out of the ordinary, she could not get it from the grocer who declined to be both- ered with specialties. The Christmas trade is now about to open up. As a_ trade winning proposition, it certainly pays to get ready for that period with seasonable specialties. And the grocer should advertise and let people know that he is offering such inducements. At this time of the year a personal let- ter to a selected list of people in your town, calling attention to your special offers, and quoting some at- tractive prices, will turn a lot of Christmas buying in your direction. —Merchants’ Journal. ——_>-2>_. Because you have never heard of the article for which you have a call, it is not indisputable evidence that it does not exist. Better never deny the existence of anything a customer asks for. Rather say you will get it for him if it is to be had. It’s difficult for a woman to open her heart to a knocker. Dandelion 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. A perfectly Pure Vegetable Butter Color e Post Toasties Any time, anywhere, a deli, htful food— “‘The Taste Lingers.”’ Battle Creek, Mich. Postum Cereal Co., Ltd. The Popular Flavor Better Than Maple Order from your jobber or Chicago, Ill. THE CRESCENT MANUFACTURING CO. SEATTLE, WASH. The Louis Hilfer Co WHY should you recommend it? Just read this and is, you’ll see. \t/ ( MINUTE GELATINE (PLAIN) is made of the purest gelatine that can be bought. A ielly made from it is the clearest and firmest possible. You don’t have to soak it like other kinds. It dissolves in less than a minute in boiling water or milk. Each package has four envelopes, each of which holds just enough to make a pint of ielly. This changes guess work toacertainty. A regular package makes a full half- gallon. No standard package makes any more. We refund the purchase price toany dissatisfied customer. You sell it at two packages for 25¢ and make 36% on the cost. Doesn’t all this answer your question? lf you want to try MINUTE GELA- TINE (PLAIN) yourself, we’ll send you a package free. Give us your jobber’s name and the package is yours. MINUTE TAPIOCA CO., 223: W. Main St., Orange, Mass. ) Pano SEALED BOXES! 2'P poxes-60in case (120'2°) \ 5 poxes-24incase (120'2) tie BEST SUGAR FOR TEA AND COFFEE! ___\_p omino ue SUGAR 23 pe eemsc Soa RTOS November 36, 1910 MICHIGAN TRADESMAN 17 THE NICEST BUTCHER SHOP. What It Means to Gain This Repu- tation. “That is the best butcher shop in this neighborhood, if not in the whole city,” said one lady in conversation with another one day last week. She was referring to a moderately-sized market which was well equipped and which presented a clean and inviting appearance. In the same neighbor- hood were markets which seemed to be on a par with it as far as external appearances went, naturally then the question arises, Why was this par- ticular market designated the “nicest?” The words of the lady as she continued her conversation ex- plained the mystery and showed that her words were applicable more to the butcher himself than to the mar- ket. “He takes more pains in filling orders than any butcher with whom I have ever dealt,” said the lady, “and his clerks follow his example so closely that there is but little to choose between them.” “No matter whether it is a roast, a steak, chicken, or other piece of meat, you are al- ways sure to get something good in his market, and if you will give him a trial I am sure you will be more than pleased,” she added. The reply of her friend was lost, but the object lesson afforded by the conversation recorded should be learned by all butchers who are working to increase their business and who are catering to a good class of customers. They should realize what it means to gain the reputation of conducting the “nicest market.” A fine market equipped with the latest and most expensive fixtures will not of itself gain this much-desired reputation. The butcher himself is the animating spirit which sows the seed of grati- fication in the minds of those who are patrons of the market, and in time this seed will produce a harvest of approval and praise. Try to do some one thing better than the other butchers are doing it. Your custo- mers will soon note it, and your skill and care will speedily be noised about. The mistake common _ to butchers is to suppose that the peo- ple who come into the market do not take much notice of what is go- ing on. The butchers on their part size up their trade, and are confident that they have a good line on all. Yet they fail to see that they in turn are sized up by the customers, and they do not know that these mental judgments will later on be expressed in words and will be important fac- tors in gaining or destroying a butcher’s reputation. Pick up any of the big magazines and see the large number of companies which are spending thousands of dollars every year just to tell the people that their goods are the best in their line. Would they do that unless it was worth while to gain such a reputa- tion? Surely they would not, and the extremes to which they go to gain prominence shows how valuable this reputation really is. This value is not confined to any one line of goods. It includes meat markets as well as other stores. The butcher who prides hmiself upon his business ability knows that the more prom- inent his market becomes the larger trade he will enjoy and the greater profits will be his. This should be the aim of every butcher who is in business. He is entitled to all the profits he can make, and he is not doing himself justice if he is not working at his fullest capacity. Let him stop then and ask himself what he is doing to gain a reputation for himself and for his market. Very few will find that they are doing all they can to make their market popu- lar. They do not take sufficient care in filling orders, in keeping the mar- ket up to date, in stimulating their clerks, in making their deliveries promptly and in the many other details which will suggest themselves. Excellence in some one of these details is the first thing to be sought. Do something better than the other butchers are doing it. A beginning along this line will put you on the right track, and will be the first step- ping stone to a high reputation. There is scarcely a butcher who can- not achieve good results if he will make the effort. These qualities are not given to a few to the exclusion of all others. The trouble is that sufficient thought and reflection are not given to these matters. For many a suggestion will be sufficient to get them started. They know they should do something, but don’t know just how to get started, and a word of advice is all they require. The beginning for them, as for others, is to study their trade and pick out some point in which they will strive to excel their competitors. This im- provement will mean the establish- ment of a system which will work out in many ways and will ultimately result in gaining the reputation of the “nicest market.” Rest Room For Husbands. An Omaha firm has introduced an innovation which, it is said, has prov- ed fairly successful from the start, and which possibly might be worth consideration by other retailers. This is the installation of an attractive smoking and lounging room for men accompanying their wives or other feminine relations or friends on a shopping tour. The room has all the appointments of a modern club. Of course, the lady could not hunt her husband up in the smoking room; so, to obviate this difficulty, the firm have adopted a_ suitable checking system. Checks are obtained from a floorman, the lady receiving the orig- inal and the gentleman the duplicate. When the lady has completed her quietly informs the holder of the du- plicate and conducts him to the hold- er of the original. ing babies and children in the nurs- been in operation very successful. and has proved +> —____ Overweight Nor Underweight. to say that “It is a fool who gives overweight and a scoundrel who gives underweight.” This is more than a mere platitude. It is a princi- ple. The man who gives overweight or overmeasure or allows his clerks to do so, is throwing away A customer may be made to pleased by having alittle sible advantage for the store in the way of pleased customers, and it does produce an actual and palpable mon- ey loss. Cut it out!—Clothier and Furnisher. ——_..<— Not a Cheap Cow. “Seventy-five dollars cash—not a cent less!” thundered the farmer. “Seventy-five dollars?” repeated the automobilist. “Do you think it was a cow I ran over?” “No, it wasn’t a cow,” said the famer firmly; “it was a hen, and a layin’ hen at that.”—Buffalo Express. —_———_——_-.»-——————————— The man who wants to. write things well must himself read things that others have written well and this applies to nothing more than to advertising. purchases she gives her check to a) page, who goes to the smoking room, | For some time a system of check- | ery and playroom at this store has) The old preceptor who gave me} my first lessons in storekeeping used | good | | money, absolutely throwing it away. | feel | extra | thrown in sometimes—if he knows it, | but where there is simply a giving | of extra weight or measure through | carelessness, it redounds in no pos- | 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. | HL. Adzit, Manager Grand Rapids, Mich Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 4, 1 and 5 gallon cans. STANDARD OIL CO. | Grand Rapids, Mich. You have had calls for HAND SAPOLIC If you filled them, all’s well; if you didn’t, your rival got the order, and may get the customer’s entire trade. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN November 30, 1910 = — ~ ~— ~ 3EHIND THE COUNTER Bright S Side of ae Is Chance to Study People. There are always two sides to the retail business well as as anything else—the bright side and the dark side. The other evening while musing over the events of the day’s business my thoughts ran something like this: Now just suppose you could put to- | : }est in her. gether all the cranks, kickers and bad debit customers, wouldn't that be a mess to wade into, especially early in the morning if you had happened to get up with a grouch and felt as if you could pick the first person who hove in sight? Wouldn’t that be real cloudy side? It certainly would and quite a number of our retail mer- chants would be ready to quit the business before they a good start if they forgot to look at the other side. Now on the other hand. Just take a look at the bright side and suppose all the customers that came in your store were people easily satisfied, wxood pay and all had lovely disposi- tions. Wouldn't that be great? No trouble at all. Just simply go down, sell almost anything you wanted and wear a broad smile all the time. It certainly would be great, but do you not think that it would become somewhat monotonous and be pretty tame? Everybody loves sport and it certainly is great sport to take peo- ple as they come, the one with the grouch as well as the one with the simile if you only look at it that way. Almost every customer that comes to your store has to be treated dii- ferently. Some people you can “josh” a little to get them in good humor while the next you have to come right down to business to have any chance at all. It is a great help to any salesman study the customers that come into the store by giving them undi- vided attention while waiting upon them and keeping your eyes and ears open. Study each individual and find out the best way to sell him the most goods without imposing upon him. Just stop and think for a minute. Sum up the customers you waited on during the day and you will find that the general run is something hike this: There’s Mrs. S She comes into the store always in a hurry and the sooner you wait on her the better it will please. Perhaps you can sell her a few articles she didn’t call for by mentioning a few things such as new goods, bargains, etc., while you wrap up her goods. Next comes Mrs. J . She is just the opposite from Mrs. S——. She a got to ia few things not on display wants to look around a while before she makes up her mind what she wants. Let her alone for a few min- utes, but not too long as she might take a notion to leave the store if she thinks you don’t take any interest in her. Now here’s your chance to sell a good-sized bill by showing her and by letting her know that you take inter- These lookers are usually pretty good customers if handled in the right way. Now crank comes Mrs. L . ‘She's a and kicks on the price, the quality of the goods, the weather and everybody in the city in general. About the best thing you can do in this case is to agree with her in most things. Try and convince her that your prices are right and above all try to convince her on the quality of the goods. If you put up a good selling talk you will generally sell her the goods before she leaves the store. Next comes Mrs. B——. Now she’s a jolly farmer woman and en- joys a little “joshing.” If you are not rushed, talk to her awhile and get her to thinking that you are in- terested in her affairs. If you do not overdo it, you are sure to land her for a good bill of goods before she leaves the place and you are pretty sure to sell her all the goods she needs that she can buy at your store. Hello, here comes Mrs. M She’s a woman who will buy your whole stock if you urge her a little but alas, her credit is no good and you have to go slow and perhaps insist upon her paying for the goods she has already bought. It’s hard luck but these things are sure to step in your way. The next woman is a stranger and informs you that she hails from a neighboring town and has just no- ticed some goods in the window ad- vertised at a cut price for the next day. She explains that she certainly would like some of those goods at cut price but cannot come the next day, but being an out-of-town custo- mer perhaps she could induce you to sell her some of the goods today. You tell her to wait a minute while you see the Boss. He says “yes, sell her some if she lives out of town.” You go up and tell her she may have some at the cut price to which she replies, “My train leaves at 4:20 and I’ll be back and get some before I leave,” but alas she does not return. And so it goes, each one differs from the other. The different charac- ters described were picked from the actual run of customers during the day and shows that the same meth- ods will not land them all. Where the clerk takes interest in the people he waits upon, and studies them he will find it interesting as well as profitable for himself as well as for his employer. Always try to find the right side of things and you will find a great deal of enjoyment in the day’s work. Geo. Raveling. en nn The chief may get down to busi- ness as late as he pleases. That is not your affair. It is your place to be there at the time specified and see that the place is ready to do business with the earliest customers. will wonder how we can do Rapids furniture. Coldbrook and Ottawa Sts. Branch Factory: Lutke is GRAND RAPIDS make—as good as the best Grand Grand Rapids Show Case Co. 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 Never overlook the fact that the store belongs to the proprietor and that he is entitled to have his wishes respected, no matter if he wants what seems to you to be absurd. ———_-2.>____ The customer is your guest, and no merchant should tolerate any of his employes making fun of the customer while in the store, or at any other time. —_—_s 22 You may rate yourself according to the things you think you are going to do, but the public will rate you by what you have already accom- plished. 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 Mfg. Co., Portland, Ore. 724 Broadway, New York These sections are built on complete information in regard on application. 936 Jefferson Ave. ‘offered the merchant for dis- tional bookcases, and all the different styles illustrated above are carried in stock ready for immediate shipment. Our new catalog of department store equipment gives WILMARTH SHOW CASE CO. Downtown show room in Grand Rapids—s8 S. Ionia St. 40 Broadway— Detroit, Mich. Sectional Glass Front Shelving This illustration shows the sectional shelving. This shelving is one of the most convenient fixtures ever playing and storing laces, em- broideries, infants’ wear, mus- lin underwear, hosiery, etc. the same general plan as sec- to it. Copy of it will be mailed Grand Rapids, Mich. ee November 30, 1910 MICHIGAN TRADESMAN 19 Be Willing to Learn. There is a certain period, which has no relation to the number of years lived, when many people have reached, or found, the stage of exis- tence during which it is impossible for them to learn anything. Putting it another way, they consider them- selves wonderfully observant while at the same time denying the right of anybody to tell them anything that may add to their information on any subject, especially that which con- cerns their occupation. i Nor are these people always so very young in years, although the vast majority are on the lower side of thirty. Clerks not yet able to set their ages in the twenties have been known to be so all-fired smart as to be unable to obtain information con- cerning the business from other peo- ple—unwilling to be told anything— and there have been clerks on the shady side of fifty and beyond who resented the inference that they might be glad to have somebody afford them a little assistance in a mental way. It is always up to the clerk to learn wherever and whatever they can from ary source that will add to their strength as a business person. The simple gentle courtesy of good breed- ing is often forgotten by clerks who should have the sense to accord a listening ear to whatever may assist them and not bring to the surface the rudeness that tells a fellow he is of a lesser degree of intelligence. The brightest of them have still a heap to learn. Those who are not only ob- servant but who are also ready with a listening ear to learn anything that may come their way to help about doing the business of the store are those who get ahead the fastest and who eventually reach the farthest, to say nothing about the superiority of agreeableness which has an im- mense influence on progress. Decent behavior is a virtue always. ——_~+ + +. Keep the Store Clean. Dirt, just plain, every-day dirt is productive of more store leaks of all kinds and of all sizes. It causes de- preciation of stock and of trade. It prevents sales by spoiling the goods and by spoiling people’s appetites for them. Customers are averse to dirt on the goods they buy. They like them to be bright and clean. They like them that way and buy more freely when they have come for the express pur- pose of buying one thing. And they are more often attracted to goods they did not come to buy if those goods are clean. Sales on sight are rarely made of goods that are dirty. Dirt reduces the actual intrinsic value of much stock, aside from the mere matter of its making it unsala- ble. It depreciates the value of fix- tures and it makes painting a more frequent necessity. Keep out the dirt and let in the profits. Dirt and prof- its are sworn enemies. The wrong way of sweeping, stir- ring the dust up and letting it set- tle all over the stock, only to be stir- red up again soon with a feather dus- ter, causes loss by making it im- possible to pick up white or light- colored stock of any kind without making a finger mark. Sweeping should be done with a preparation to keep the dust down. You can use one of the advertised preparations of this sort and pay a fancy price for it or you can make up a sweeping compound from some such formula as the following: Sawdust, two bush- els; salt, five pounds; lardine oil, one gallon. Moistened sawdust does very well. Snow is first class when available. Keep the dust on the floor and sweep it out and it will not cause you loss. Then’ don’t use a feather duster. Wipe the dust off from things and it is disposed of for good. — If I were Boss. If you were boss you’d do a whole lot of things that you think would be a good thing for the business. You'd fire certain men whose ability may be known only by the boss _ himself. You'd put on more delivery wagons and you’d hire more help so the firm would about break even at the end of the year. You'd have on hand at all times everything that people called for so that thousands of dollars of dead stock might be included in the inventory next January. You'd open an account with lots of “nice” people who buy big and whose bill would be placed on the “N. G.”’ list at the end of the financial year. You'd cut prices right and left and swell the volume of business so beautifully that the little rubber stamp that reads “2 per cent. ten days” on all bills would be put out of business. These are some of the things that some of you boys think you'd do— if you were Boss. Better go on your way, do your duty faithfully and follow the leader. He knows where he’s at. He’s doing a _ respectable business, paying you respectable wages and expects you to follow out his “safe and sane” policy. Do it. W. E. Sweeney. —_++>—____ Salesmanship. Advertising to the shopping public is a much more complicated proposi- tion than is generally realized. Printers’ ink is only the beginning of it and if the announcements of a merchant are not backed up by the intelligent co-operation of the sales- force much of the effort is wasted, progress is retarded and many sales are lost. In these days of close competition the salesperson is one of the leading factors in commercial success. Upon his or her abilities the merchant must depend to a large extent. What constitutes a good salesman or saleswoman is a very broad ques- tion and its solution depends in some degree upon the nature of the mer- chandise to be sold. Probably the strongest attribute of a good sales- person lies in the personality of the man or woman referred to. Capa- bility carries with it a strong per- sistency in pushing goods which have not sold well, a knowledge of the goods themselves and their construc- tion, and an ever-present remember- ance of the fact that it is quite as important to suit the customer as it is to bring a given number of dollars to the cash drawer. ———- 0 - Only a Kid. Whatever you do, don’t slight the boys and girls. It is the surest and most direct way to make somebody mad. When children go into a _ store, either to buy a stick of candy or something more important from the merchant’s standpoint, be sure and treat them right. Don’t be fresh with the “kids.” Treat them with consid- eration. Make them feel at home, and make them want to come again. It is the smoothest and easiest way to open the road to the parents’ pocket books. A good many mothers’ entrust some of their shopping to their chil- dren. The ten year old son or daughter is sent to the store to buy something, or to find out something about certain merchandise. Possibly the child may not be able to transact its business with quite as much skill as an older person, but don’t forget that there is going to be a report made at home of what takes place. Don’t say, “Oh, it’s only a kid,” and allow the young patron to feel that he or she doesn’t deserve much con- sideration. We have stood in a store, and watched clerks pass by the boys and girls who seemed to be waiting to buy something, or to get some in- formation “for mother.” The clerk has attended to the wants of the adults first. The little folks have been crowded out of their turn. They have been made to stand aside. Do not imagine that such things are un- noticed by the “kids.” Most of the youngsters are even a little super- sensitive about such things, simply because they have been up against similar slights before, and they are not going to have much use for the clerk or the store which fails to give them a square deal, even if they are not over four feet six inches tall. Get the “kids” coming your way, and your success as a storekeeper is assured.—Merchants’ Journal. —_—-_>--. Place all the responsibility you can on the clerks. Give them a chance to show what they are made of. Some of them may surprise you, and above all don’t be afraid to show your ap- preciation when an employee does do a particularly commendable piece of work for fear he will “get on,” an’ ask for more wages. a Our idea of a salesman is one whe can persuade people to want wha he wants them to want. inferiors elsewhere. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. You will get just as Opposite Morton House Corner lonia, Fountain and Division Sts. Grand Rapids, Mich. Churches modest seating of a chapel. Schools Lodge Halls luxurious upholstered opera chairs. oe 215 Wabash Ave. GRAND RAPIDS NEW YORK We Manufacture Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general scheme—from the most elaborate carved furniture for the cathedral to the The fact that we have furnished a 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 Halland Assembly seating. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. merican Seating Com architectural CHICAGO, ILL. BOSTON PHILADELPHIA MICHIGAN TRADESMAN PW CER . a é = ~ 3 ( | qe 9 a) JOMANS ‘WORLD | |} c A = ry CR Possible Elimination of the Hired Girl. Written for the Tradesman. Household help of any kind daily is becoming scarcer, less competent (owing to the preference of capable workers for other occupations), harder to find and harder to keep and is demanding higher wages. In the face of this situation is the fact that a great number of American fam- ilies have adopted a style of living that seems imperatively to demand at least one capable servant. Inasmuch as the capable servant is rarely to be had. and as the species is rapidly be- coming extinct, certainly it stands us in hand to prepare for the fast ap- proaching day when she will have disappeared entirely. We do not want to become a na- tion of boarders or hotel dwellers. Is it possible then to devise a scheme of living with the hired girl eliminated that will allow each fam- ily to retain its separate home? One plan that is suggested may be called the simplified living system. It seems to me this is the correct so- lution, in fact, the only solution of the problem, for families in moderate circumstances. slovenly and unsatisfactory girl can not well be spared from the family purse. Then adopt a style of living in keeping with the actual means, cut out non-essentials, shear off from the housekeeping all elaborate and = un- necessary frills, and let the wife and daughters (if there are daughters not engaged in outside avocations) do the work, or the greater part of it, themselves. Another proposed remedy for the existing condition is the taking of certain kinds of work outside the household entirely. It is held that the family washing could be done with far less labor in a well-managed laundry than and at rea- sonable prices and without any rot- ting of the fabrics with chemicals and washing powders, as we now may eX- pect when the wash is put out; that bread, not the regulation baker’s product, which we all know to our sorrow, but bread having the sub- stance, delicious flavor and nutritious qualities of the best of the home- made article, could be made in bak- ing establishments with the aid of machinery and appliances far more economically (counting the cost of work) than in the private kitchen; cake, pies and other pastry likewise. That these things are not done now outside the home in the man- ner described does not prevent the sturdy advocates of this remedy from asserting hopefully that they could at home; The wages of even a | Still another plan is broached, that Es of living demanding such as- | be done so, and would be done so, if housekeepers would create a general land steady demand in place of the | present spasmodic and occasional de- mand. Much of the canning and pre- serving of fruits and vegetables now is done in factories; all of it could be aor. from the kitchen. The sell- ing of foods ready-prepared has al- ready greatly lightened the labor of | cooking. Our mothers and_ grand- |mothers prepared their soups by the |slow and laborious process of boil- ling shank pieces or vegetables; the lhousekeeper of to-day opens a can }of bouillon and has it ready to serve in three minutes. It is held that meat | orders could be delivered cooked, and \that meals hot and ready for the | table could be taken to families at ‘their homes from central, cooking es- | tablishments. | We are not accustomed to these | things; still, in a few years’ time we |may see many kinds of labor at pres- ent commonly performed in the /household as completely removed | from it as is now the spinning of | yarn and the weaving of cloth. This ichange would work in nicely with ‘the plan first suggested, since it would greatly lighten all housekeep- jing and make it entirely practicable \for many women who now require help, to do their work alone. of having household helpers live in their own work by the day or hour. homes and come in to This, of course, is for families maintaining a sistance and who are financially able to pay for it. | At first glance this does not seem | s° sweeping an innovation as the j one just spoken of, but if this last plan is to be carried out in a way to do any good, and so as to attract to household service a capable class of workers, involve some very radical changes. For one thing, the status of household labor must be raised to a level with factory and store work. Consider for a moment the ideas that commonly prevail among em- ployers as to what a servant girl should he and do. Nowhere else in our whole industrial system can we find such relics of past ages as in our notions regarding domestic serv- ice. The average family looking for a girl, really is wanting a vassal, perhaps even a slave to do their bid- ding. A servant girl should be respectful, deferential, even obsequious; she should “know her place;” if she ob- jects to doing certain things, or to doing them at certain hours—in it must November 30, 1910 short, exercises the rights and priv- ileges of any free laborer in other lines of work—then she is “uppish” and guilty of “servant-girl-ism,” which, in the estimation of most em- ployers, is a heinous and deadly sin. I confess to holding some of these ideas myself. Nothing would suit me so well as to have a number of serv- ants swift of hand and light of foot | household service if and obedient of soul who would car- ry out my every wish without cavil or question, and do me fealty and homage in all kinds of ways; who would be glad to perform these serv- ices for whatever stipends I could allow them, which recompense I can assure the reader would not be mu- nificent. Regarding the pay of servants, our ideas are medieval. Ask the average housekeeper what she thinks a quick, capable servant ought to receive (provided such a one could be had), and she will not base her estimate on what such a worker would be paid in a factory or other place of em- ployment, but will begin to talk about what she as an employer can afford to give. Women who are wanting help al- most without exception seem to feel abused and think there is something wrong in the constitution of things, because they can not find -the kind of girls they want ready to work for what they are willing to pay. There ought somewhere to be an inexhaus- tible supply of such helpers. Would the complainants turn to thrown upon their own resources? No, indeed. Would they consent to their daugh- ters going into other people’s kitch- ens to bake and scrub? A thousand times, No! Then let them disabuse their minds of the idea that any girl or woman is under the slightest ob- ligation to do their work, unless, as a business arrangement, es to do so. To return to the plan of having household helpers live in their own homes and come in to work by the day or hour, a writer in a June num- ber of the Outlook (Mrs. W. O. Robb in “Our House in Order”) says she has made this system work success- fully, and recommends it to sister housekeepers. She holds, and cer- tainly there is logic in her conten- tions, that workers are better suited she choos- Foote & JENKS’ COLESIAN’S Terpeneless (BRAND) High Class Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. 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. 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 This plant to cover most of, if not all, our advertising bills. LOWNEY’S COCOA PREMIUM CHOCOLATE for BAKING All LOWNEY’S products are superfine, pay a good profit and are easy to sell. Advertising? 44 November 30, 1910 — MICHIGAN TRADESMAN 21 to be out of the house when work is done; not to have their evenings and time off under the surveillance of the and that same tasks under these changed con- employer; performing the ditions does not lower them in their own estimation and that of their as- sociates like ordinary “working out.” The plan certainly is worth a trial. We can not have the vassal of our dreams, so we had best abandon that idea and see what can be done with domestic service on a changed basis. In point of hours this outside help- er plan presents some objections. Still, in a working day of from, say, 8 o'clock in the morning until 8 o'clock at night, with time off for meals and two or three hours inter- mission in the afternoon (as advocat- ed by the writer referred to), it ought to be possible to compass the great bulk of the work of a household. Dependable assistance during these hours certainly would be far piel” able to the “off-again, on again” that prevails in many homes _ now, the trial of six or seven or a dozen girls in a year, and half the time without any help at all. Whether this plan can be made a success generally depends upon whether women in general can rise to the occasion and accept present: day industrial conditions and ideas as they are; and whether they can “take the curse off” from housework and give it a standing that will at- tract to it more intelligent and effhi- cient workers than those now en- gaged in it. Will women do this, or will they persist in clinging to the ideas of feudal times and keep up the plaintive whine that it seems as if ene ought to be able to get a good girl (for what one can afford to pay)? In presenting these ideas T must in candor state that no plan thus far suggested, or that is likely to be de- vised, can, in my opinion, bring about, by its adoption, an entirely Utopian state of affairs. David Harum held that it is a good thing for a dog to have a reasonable num- ber of fleas. There is little danger that, under any system, the woman who keeps house will escape her rea- sonable number of difficulties. But it seems to me that the intelligent adoption of these plans by large numbers of homemakers might bring about great improvement; that a state of society in which no woman would be a hired girl, and no wom- an would have a hired girl—the term hired girl being considered in the sense of a menial as we now use it— might not be intolerable; in short, that the time when the household servant, as we now know her, is gone entirely, may be vastly better than these, the last days of her go- ing. Quillo. —_+2>—__—_- Do not search for the to do things. Spend your time in- vestigating the best way. ‘That’ ts more important than mere easiness. —_——_o+>——_ Remember, girls, that pinning a ¢17 hat on a 17-cent head doesn’t in- crease the value of the head. easiest way Steadily Preach the Good Gospel ot Shopping Early. The old Portuguese axiom, “Never do to-day that which may be done to-morrow” is evidently the guiding rule of the average Christmas shop- per. No matter how much the ad- vantages of early buying may be din- ned into their ears, there will always be a lot of people who will put it off until the last possible moment. With some of the people procrastination is chronic, and there is no use trying to wean them to better ways. On the other hand, most people would much rather do their buying early when they can do it in a leisurely way and when stocks are complete. But they forget about it. The days go by and they do not realize how late it is getting until Christmas is upon them. It is therefore necessary to persistently jog the public mem- ory if we expect people to do their buying before the last few days. This can be done to a certain ex- tent through advertisements, but much more effectively through the editorial columns of the newspapers. As early shopping is a practical ben- efit to everyone concerned most newspaper publishers willingly de- vote a generous amount of space to this cause. They are all the more willing to help since in doing so they are giving practical assistance to a considerable number of their best ad- vertisers. If left to themselves, however, the editors are likely to give but little space to the matter of early shopping—it is necessary for the merchants to keep jogging them up from time to time. Where there is a retail merchants’ association there should be some sort of notice sent the newspapers by the secretary. Many of the editorials on early shop- ping that appear in the metropolitan papers are written by the advertis- ing man of the various stores. A clever advertising man can usually do this better and more convincingly than the average editor because he is in closer touch with the matter. In addition to editorials, many newspa- pers publish small display notices. These are scattered about the paper among the reading matter and ustal- lv read: “Only Twenty-Two Days Until Christmas—Do Your Shopping Now!” or something to that effect. Credit customers can be induced to shop early by charging all purchases made before a certain time in Decem- ber to the January account. One of the big Chicago stores annually sends out a circular letter setting forth the advantages of early buying, which contains a statement something like this: “In order to relieve the Christ- mas rush and induce early trading, we will charge all merchandise pur- chased up to December 15 on your January bill, payable February 1. All goods purchased after the 15th of December will be charged on the December account payable Janu- ary 1.” For cash customers an offer is made to lay aside purchases until they are wanted. When this is done a small deposit is required. This offer is a consideration to many who would like to do their shopping early but are not prepared to pay at once. Most stores will begin hammering away on the “Do it Now” tune right after Thanksgiving. Almost every ad- vertisement will contain a reminder that the time is growing shorter— “Only twenty days more”—and so on. The following are some of the arguments for early shopping that were used by metropolitan stores during the last Christmas season. Only Twenty-Seven Shopping Days Before Christmas. Gift buying has begun in earnest. Early selling activity promises an ex- tremely successful season. Each day’s delay means less of the pleasure that attends Christmas shopping. Now there is more time for leis- urely selections, now assortments are at their best, individual preferences of those to be remem- bered may be more thoughtfully con- sidered, now there is ample time to choose from the exclusive novelties that seldom last beyond the first few weeks of the selling season. This one positive assurance we wish to leave with everyone buying or receiving a gift from our lines of Christmas merchandise—the quality standard of this store has been so rigidly maintained that every article stands forth as the best of its kind— distinctive, exclusive and notably ex- celling in intrinsic merit. now the Two Weeks from to-day we peep into our stock- ings! Two weeks of great activity everywhere! The busiest time of the whole vear—and the happiest time! Thus far our holiday business has vastly greater than in any former December. Can you come early? During the next two weeks our splendid organi- zation, greatly augmented although it will be taxed to the limit in the afternoons. We have added hun- dreds to our force of salespeople, but been we need more in several departments. This store will not be open at night at any time—our employes require rest at night. But you can help won- derfully by shopping early in the day—and get more enjoyment out of it yourself. To finish right you must start right. Pleasure in Gift-Giving Lies in Making Right Selection. Shopping offers this advan tage. Delay means the hurried, tire- some and frequently disappointing experiences that are inevitable in the days immediately preceding Christ- now mas. Gift purchasers will find nothing lacking in their requirements from any of our Christmas stocks. In every article there is that which makes the gift from this store high- ly appreciated. The early morning hours are ideal for shopping. All our sections are in readiness for business from the open- ing hour—s o'clock. Salespersons are less occupied, stocks are in more or- derly arrangement and conditions generally are more conducive to the comfort and convenience of shop- pers. Kindred lines of Christmas mer- chandise are assembled within imme- diate proximity of each other in all sections of this store, making each division a thoroughly complete spe- itself, derfully diversified assortments in a cialty store in showing won- way that will enable customers to decide quickly in their purchases. Again we would emphasize the wis- dom of shopping now and early in the day. Much Remains To Be Done in Next Nine Shopping Days. From now until Christmas the hours of this store will be from 8 in the morning until 6:30 in the eve- ning. All customers in the store at closing time will be waited upon. We shall not be open nights. Please carry small parcels now, if you wft It means finer care and attention to your larger ones. The thousands of people who have adopted the new plan of shopping the very first thing in the morning, many of them beginning at 8 o'clock sharp, must find that it pays well and is pleasant, for the number is increas- ing with astonishing rapidity. A dollar goes much farther at half past 8 in the morning than it does at half past 3 in the afternoon, be- cause one has more time to consider carefully the spending of that dol- lar. ~ ERFECTION For $1.90 I will ship \NG you com- cow plete Ironing Board Si scbean edie IRONINGROARD made, Address J. T. Brace, De Witt, Mich. 139-141 Monroe St ea GRAND RAPIDS. MICH 9 [ 50 Years Sawyer S a2: ee CRYSTAL a Blue. For the Laundry. DOUBLE Sawyer’s Crys- tal Blue gives a beautiful tint and restores the color to linen, laces and goods that are worn and faded. it goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON ~- -MASS. reeneeiennescne ei PST SOP Soest nea oad MICHIGAN TRADESMAN November 30, 1910 PP HL ( ‘' (i ‘ Wit " yt 2 = DRY GOODS. FANCY GOODS» NOTIONS sy) 4 LZ Perret MES AE aaa (((C1 50 a 8 HIS CHRISTMAS PRESENT. It Just Suited Because He Bought It | Himself. Written for the Tradesman. A store is a good place to get) ideas, for the reason that there are all classes of customers and therefore The merchant or | clerk who will listen to the talk of | all classes of ideas. customers will receive benefit there- from. There are buyers, of whose conversation is not valuable, men and women who just complain, | and growl, and draw a veil as blue as indigo over the bright world. But) you don’t have to listen to these. | another | You can have business in part of the store when the kick be- gins. Clement was one of the clerks who listened for ideas, many of them from the people who | bought clothing and furnishing goods | of him. Clement was a pretty good | sort of a young man, clean, honest | and prompt in matters of business. The great trouble with him was that he was asking himself this question: always “What shall I spend this extra ten | for?” It was said of him that if by any strange chance he went to bed and remembered that he had a dollar in his pocket, he would get -up, dress himself and go out and spend it. That is what the boys said, but it was probably exaggeration. Still, there are such people. You remember about their existence when they come to touch you up for a ten. Clement was selling ties to prosperous young men, Christmas, one year, the Great Idea. two just before when he got The customers were evidently chums, for they were talk- ing very frankly with each other— and Clement listened. “What’s doing Christmas?” ley asked. “Nothing doing,” “Nothing whatever.” “Say,” laughed Charley, “if you let the holiday season go by without sending Mame a $3 bouquet, and Sal- ly a $2 box of bonbons, and Clara a $2 book, you'll not be in the running with the other boys.” “Then the other boys can do all the buying for them,” replied Ralph. “Tell you what, Charley,” he added, “I’m going to make myself a Christ- nas present this year that will take all my money.” “Yourself a Christmas present!” “Sure! I’m going to give myself a building lot.” “And then you'll be house, Char- replied Ralph. building a and buying furniture on the course, | and he garnered | | uneasy payment plan, and that~ will /be your finish!” Charley warned. | “Not yet,” was the reply. “I’m go- ‘ing to increase my salary $10 a week, /and that will pay for the lot in a | year.” | “You going to get a $10 increase?” “That’s what.” “Get me a job in your shop, will you?” “But I’m going to raise my own ‘salary. The boss will have nothing ‘to do with it That will make it a sure thing.” “\WWhat’s the answer?” asked Char- ley. “Well, I'm getting $20 and spend- ‘ing $20. I've got twenty-five to the 'good for the whole year. That means ‘that I’m worth $25 above my keep. | What would you say to an employer |who made such a proposition to you? |If your boss should say he'd pay | your board and clothe you, and give |you nes a year, you'd call the patrol | wagon.” | “Yes, I think I would.” “Well, that is all I've been worth ito myself this year. Now, I’m go- ling to raise my pay $10 a week by | not spending it. I’m going to do busi- | ness with myself the next year and lyvou see how it will come out.” “T’ll be watching you live on $10 a week.” “Took here,” said Ralph, “I get a good room for $10 a month, and good meals for $3.50 a week. My laundry costs half a dollar a week. That is $6 a week for actual living expenses. Why should I spend more than $4 a week for clothing and amusements?” “Ves, that sounds all right, but you surely will.” “But I won't,” was the reply. “I’m going to buy a nice pipe and some good tobacco, and cut out this cigar store loafing. It isn’t the cigars one buvs that makes these cigar store evenings expensive. It is the dice box, and the little game in the back room.” “My, but you will be the some man!” “Not! I’ve got a library card, and I’m going to buy a ticket for the lec- ture course, and I’ve got a_ few friends who don’t consider me merely as a spender for them. I'll have the lot, all right, in a year.” “By paying $10 a week on it?” “That’s the idea.” “All right,’ said Charley, won't. Youw'll be back lone- “but you with the bunch about the second week, and lose all you pay on the lot.” The two customers went out, and Clement fell to meditating on the talk he had listened to. why If Ralph couldn’t he? He could do it, thought of the proposition all the rest of the day, and took it to bed with him. He had been thinking of making a lot of presents; in fact, had his list all written out. In the morning he took out the sheet and went over it. “Edith,” he mused. “She is a good girl, but why should I buy her a fan- cy handbag? Let her father buy her the bag. And here is Anna. She is down for a seal purse. Not for mine. And here is a pipe for Bruce, and a box of cigars for Sam, and a scarf pin for Denton. If I buy these things for them they will buy something of | equal value for me—something I do “ I wonder where Ralph is” not need. buying that lot?” This might have been selfish of Clement. It would have seemed so to the friends he was cutting off the list. “Well,” Clement thought, as he cut out a ring for Fern Eastman, “I’m not buying friends. If they give me the stony eye when I met them after the holidays, I’ll know how to size them up.” You see, Clement was determined to make himself a Christmas present that would amount to something. That evening he found a real estate office open and laid $30 down on the desk. “If you were going to buy a lot on the installment plan,” he asked, where would you buy it?” “Going to build on it?” the agent asked. “No, It is for an investment.” “There are lots out here on West Wholesale Dry Goods All sli al Prices Bisque Dolls, 40 and 75 cents dozen. China head Dolls, 40 and 75 cents dozen. Kid body Dolls, $2, $4.25, $6, $8.50 dozen. Dressed Dolls, 85 cents, $2, $4.25, $8.50 dozen. Unbreakable Dolls, $4.25 dozen Jointed penny Dolls, 90 cents gross. P. STEKETEE & SONS Grand Rapids, Mich. Sweater Coats orders. Infants’ white, red trimmed, per dozen, $4.50. Infants’ red, oxford trimmed, per dozen, $4.50 and $9. Infants’ oxford, red trimmed, per dozen, $4.50. Infants’ white, per dozen, $9. Infants’ red, per dozen, $9. Infants’ military style, belt, close collar, per dozen, $9. Boys’ grey, per dozen, $4.25, $9, $13.50. Boys’ cardinal, per dozen, $9. Boys’ white, per dozen, $13.50. Women’s grey, per dozen, $18 and $24. Women’s cardinal, per dozen, $18 and $24. Women’s white, per dozen, Men’s grey, per dozen, $4.50, $12, $13.50 and $22.50. Men’s tan, per dozen, $9 and $22.50. Men’s navy, per dozen, $22.50. We give prompt and careful attention to all mail $18 and $24. Grand Rapids Exclusively Wholesale Grand Rapids, Michigan Dry Goods Co. November 380, 1910 MICHIGAN TRADESMAN street,” the agent said, “that will double in value in two years, but you will have to pay for sewers and pav- ing, and walks and all that within a year.” “That is the kind of an investment I want,” was the reply. “I don’t want to buy a lot that is back in a swamp. How much are these lots?” “Five hundred dollars. Can you make your payments and also pay for the improvements?” “I am willing to try.” “You'll have to pay $50 said the agent. Clement looked at his $30 on the desk, and it looked pretty small to him. “Ts that all you have?” asked the agent. down,” “That is every cent I have saved out of the wreck of the year,” was the disheartened reply. “Well, can you pay $10 a week on it for two weeks?” “Yes, for fifty-two weeks.” “Then I'll take the $30 and give you a land contract when you pay $70 more.” “Why not when I pay $20 more?” “Because a land contract is about as good as a deed, and if you fail in your payments it will take an action in the courts to disposess you so the land can be sold again. When you pay half of the purchase price I will give you a deed and take a mort- gage.” “T don’t want to start in on any Christmas present with a mortgage on it,” Jaughed Clement, “ and so Tl keep on paying the $10 a week.” “Making yourself a present, are you?” Christmas “That is what I am doing. I want one Christmas present that is just what I need, and the only way I can get it is to buy it for myself.” Clement went on his way rejoic- ing, leaving the $30 with the real es- tate man, the $30 he had calculated on spreading among his friends. The friends who had expected something from him looked sour when he call- ed, but most of his time was occu- pied in the evening reading and at- tending lectures. He took pleasure in the shows he saved money, ten cents at a time, for, and enjoyed the books he bought with his cigar store money. He dressed better than ever before, and had just as good times. He had not pinched himself, and was happy in the thought that his Christmas present was growing in value every day. It pinched him to pay for the im- provements, but he paid for them, and at the end of the year, the day before the next Christmas, when he went to make his last payment and get his deed, the real estate agent had a proposition for him. “T'}] give you $800 for that lot,” he said. “I have a customer for it.” Clement sold and bought three more. I don’t dare tell you how many he has_ now. Anyway, that Christmas present he made himself has earned a lot of money for him. Try it yourself. Alfred B. Tozer. Everyday Recreation. There is more fun and recreation in the everyday business life than ninety out of a hundred people who are selling goods understand. The humdrum and monotony of doing the same thing day after day does not belong to the store, if the people who are doing the store work are able to distinguish the amusing and the lu- dicrous things that come up to them every day. No two customers are to be handled alike and no two peo ple have the same topic of conversa- tion. The clerk, or the boss, who comes in contact with the customers may drill himself into a student of observation and obtain vast stores of information on all sorts of sub- jects and get all sorts of entertain- ment, if he be so minded. Not only is there a mine of in formation in the conversation of cus- tomers, but the well-studied effort to draw out a customer in conversa- tion has an influence on their pur- chasing inclinations that counts not enly for the present sales but for the doing of business on the future visits of the customers to the store. A merchant who was able to draw to his store a great many people of considerable means living in the sur- rounding rich country explained his ability to attract certain people through his studied efforts to be able to exchange a few sentences of con- versation with them at any time on subjects that interested them. In small communities, when a fad for doing anything hits hard, every- body has to be up and doing. Such was the case in this instance. One year a dozen families went to Flori- da for periods during the winter, and this merchant took his glad rags and also went to Florida. For two years he was able to dish up some- thing in conversation interesting and attractive to these people when they came into the store. Another year, many of them went to the northern lakes in the summer, and he spent his vacation in the same locality, thus being able to talk for a year on these things. Somebody suggested that the town go in a body to the big circus in a nearby city. The town didn’t quite all go, but this merchant went with the crowd and had his fun with them. A new mill was opened in town and_ several families were brought in from a New England com- munity to get the business started right. This merchant made a trip to that New England locality and spent a week among the mills and the sur- rounding country. When he came back, he could talk with those people about the homes they had left a thousand miles back among the gran- ite hills. Of course he got their trade. With this man, and the clerks that he trained to his ways of doing busi- ness, the first thing to do in getting acquainted with a stranger customer was to find out that customer’s men- tal inclinations and be able to make good conversation with him or her whenever in the store. By such means, vast amounts of general in- formation were gained and the cus- tomer rightly felt that more than passing interest was being taken in the things that interested him. The store is a pleasant place in which to work. The possible hum- drum and monotony is relieved be- cause so many customers come in as they might enter a friend’s home for a call. It may be true that more time is often spent with a customer than is necessary to simply sell the goods wanted, but the end obtained is the loyal and constant trade of a class of people whose business is worth having and the cheerfulness of the place is an incentive to better work on the part of the entire force. The entire object of business is not the passing out of goods and the tak- ing in of money; to allow that senti- ment to prevail makes a store a dull and uninteresting place with solemn employes and a more solemn busi- ness.—The Drygoodsman. ee Reasonable Opportunities. To grasp seasonable opportunities is. a well-known factor in good methods of advertising, and no less is it true for the window trimmer. Window trimming being another method of advertising, it follows that what adds interest to an advertise- ment will help a window display. Advertisements are read and win-| dow displays are inspected. People are led to both by motive, prompted by the desire to have something new | and beautiful. These promptings and motives seek satisfaction, and every window should show something to meet the desires the motives bring forth. No means of decoration will be able to make good goods out of poor | goods, and hence the window should contain the best in stock. Having placed the goods in the window so as to present them to the public in the best manner possible, their effect may be enhanced by a liberal distri- bution of seasonable flowers. A few | pot plants or bunches of cut flowers | properly distributed in the display | will give a fine effect. Remember that the beauties of nature attract) attention—Clothier and Furnisher. | ———-_ >—_— We Need Real Friends. “A friend indeed is a man who never tells us his troubles.” I read these few words in the last issue of the Tradesman and their real mean- ing ran so deeply into my mind that now I am wondering if I am any one’s real friend. Friendship is what we need. We need it in business more than in the home. We need men who can tell us the right and the bright side of things We want men who will do all the good they can for us. We want men who will forget our bad deeds and tell us how to produce good ones. When men continue to talk about their troubles they add the misfor- tunate things that happen to others. I want to be everybody’s friend. I want to do good. I want to see everybody happy, wise and success- ful. I want a better class of people in every community. I want every community to be friendly toward each other. I want every editor in the world to be friends. The editors of trade journals as well as all of our newspapers are moulders of public opinion and they ought to be friends. We have troubles of our own and we are making more of them every time we think and talk about them. Thoughts are born in the minds of men. Think bright and _ friendly thoughts and you will create others of like character. Talk about your troubles and likewise you will create more of them. I want everybody to be a Living God. There are enough devils run- ning around now. “Do your duty to-day and don’t worry about to- morrow.” I Am That I Am. The public has confidence in the man who has confidence in himself. They will soon discover if he lacks it. November 30, 1910 _— 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 amount of money is put into the register. Can be operated by electricity and is built to stand on fleor or counter This register tells you at — night these four most im- portant things: This Is The Detail Strip Imil— This Is The Printed Check 183 SEP 30 * cz Or event time a clerk makes a cash sale 1—Total-cash sales made R customers’ re- > R a | T5 ceipt that the or a ‘‘charge’’ sale, : Register prints every 2—Total of your credit sales. | i or receives money on time a sale is made, account, or pays out or money is paid out, 3—Total amount of or received on ac- money, the Register 5 0 b by each clerk. 2 3 ¢ MITCHELL & SEABURG ' ee mone received on 501 W. Second Street. - count, guaranteeing to prints a record of iton es pes OTTUMWA, - IOWA. the proprietor that the . . ‘ 3 2 this strip of paper. 5 Yee and Meats. proper amount of In the meantime the . 4—Total amount of his isyourreceipt money is put into the Register is also add- for the correct amount of This check money paid out. register. your purchase, See that you get it. cover? ingon separate wheels makes a fine thing to HRS tH HLH mmo cor | -Oro@--Ore on Also the secret adding counter tells you the total amount of all cash taken in. the totals of these print your advertise- : : ment on. various things. Actual Size 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 Ses O Tae SIE NITE ISOSTST ISO TRESN OI STOTETTONE YONI CE ene ee Eeopereneonparenveecy snr apsnanne pntanstetstar ns) as tSNS WPS Tn teen nena Cee ea a co See eee eee eee as : eee eee — 26 MICHIGAN TRADESMAN November 380, 1910 TREES AND FORESTS. Noted Landscape Artist Speaks of Our Forest Growth.* Not long ago I was on a farm in Wisconsin located three or four miles from the center of a thriving city. This farm was somewhat hilly and upon the hills there were Indian mounds. The surroundings were very beautiful. Toward the south lay a valley, and to the north a lake sev- eral miles in length. Some of the Indian mounds were circular, others in the shape of birds with outstretch- ed wings. Upon the side of one hill there was a mound in the shape of a bear, and I was informed that this shape was peculiar to Wisconsin. The owner of the farm had in mind dividing it into many smaller areas for homes for people who lived in the city. He hesitated in regard to the disposition he would make of the mounds, some which quite extensive. A member of the State Archaelogical Society, who happened to be on the farm the day I was there, thought it very impor- tant that the mounds should be pre- served. Fortunately this view was shared by the owner of the proper- ty. The mounds were built about 500 years ago. Probably nine people out of ten would approve of their pres- ervation. There is a little mystery concerning them. They link us with the past. If they are carefully pre- served they will remain objects of interest for many generations to come. I speak of them because [ believe that it would be generally ac- knowledged that they should not be destroyed. I wish by comparison to impress upon yor the wisdom of pre- serving certain areas of native forest near our large cities. There is more of history and mere of interest in a forest than in an Indian mound. It seems to me that it is our duty to preserve samples of the primeval for- est. I remember when nearly all the State of Michigan was covered with woods. Recently a man, whose home was formerly in one of the cities Michigan, thought of making a gilt to his native town of a tract woods. He wished to know where there was a tree-covered area. T talked with some of the peo- ple who lived in that city, and they could not direct me forty acres of original forest. The forests of Michigan have been almost stroyed. Let us, whenever preserve something of the remnant, something to remind us of prehistoric of were of ot desirable to even de- possible, times, and connect us and succeed- ing generations with what we are pleased to call “the early days of Michigan.” 1 am to speak to you to-night about trees and forests as features in the landscape. If we examine landscape paintings we find that nearly all con- tain trees and a certain amount of forest growth. We will note that some show wood interiors. In these the objects which help to make the picture beautiful are the trunks of the trees, the ground-covering of fallen leaves, the branches of the *address by O. C Simonds at the State Forestry Convention, Kalamazoo. us more distant trees and the quiet light there bright where the rays of the sun find an opening in the roof of foliage. Oth- er pictures show stretches of fields with possibly lakes, rivers, distant hills or mountains. In these we nearly always see some tree or forest growth. Often there are trees near at hand which help to frame in the more distant objects. The sky-line is often formed by the delicate out- lines of the upper branches. When we think of the forest in landscape we usually have in mind its appearance as seen from the outside. The edge of a piece of woods is one of the most beautiful things in Nature. I am sorry that I have not pictures of some such margins as they appear in Michigan, but I can name some of the trees and other growths which will recall them. I remember for- ests of oak of large size, upon the outskirts of which grew oaks of smaller size, with here and there a Juneberry tree and sometimes a great mass of sumac and hazels con- tinuing the foliage to the ground. Again the body of the forest would be made up of sugar maples, and it might be bordered with sassafras and dogwoods. The name “forest” brings to mind not alone the large trees like the oaks, pines, maples, hemlocks, beeches, lindens, ashes and _ tulip- trees, but it makes us think of the smaller growth, like the thornapples. Tudas trees, cornels, viburnums, su macs, elderberries and hazels. The ‘atter have quite as much to do with the beauty of a typical country land- scape as have the trees themselves They not only add to the beauty of the forest, but they help to retain ‘ts supply of moisture by checking the drying winds. We lose some of our respect for a forest when we can look through it horizontally and see the sky or open country beyond. lf, however, the young trees and the various shrubs which I have men- tioned form an undergrowth so thick that we are unable to discover the farther boundary, the forest seems of unlimited extent and retains the air of mystery which seems to to it. It is generally acknowledged that trees form the chief beauty of a city, but when they occur along the country roadsides the farm wood-lot they form as well the most pleasing feature of Tiiral scenery. How much they add to its beauty may be appreciated by one who trav- els through Montana, Dakota, New Mexico, or some of the other West- ern States. If the traveler through these treeless regions were born in Michigan he is sure to be anxious to get back where he can see some green leaves. Even when going through Spain, Italy and some of the other countries of Europe one wishes that some of their native forests might have been preserved and thinks with longing of the beauty of the forests of New England and the Middle States. Here in the United States we have an opportunity to de- velop a country that shall be more beautiful than any other in the tem- perate regions if we are wise enough with here and spots belong or in to retain the growth which at pres- ent forms its distinguishing feature. If we could but retain the tree and shrub growth along our rivers and brooks, the elms and beeches that grow upon our oaks, maples, lindens, hillsides and the farm wood-lots we with farming should keep streams clear and we should have a so beautiful that it would be worthy of one’s affection. When a country is beautiful, when its scenery is delightful, the people who live in it will be patriotic. Trees as features of the landscape become more interesting to me every year. I like to see them even in wintertime. At that season of the year the elms show their graceful- ness more distinctly than in summer. The sugar maples are distinct from other trees in their coloring and their manner of branching. The oaks, hick- ories, wild-cherries, tulip-trees, syca- mores and honey-locusts each have some peculiar characteristic that en- ables one to tell them even at a long distance. The birches are gen- erally known for the color of their hark, which is more noticeable in winter than in summer on account of the absence of foliage. The leaves of the white oak often cling to the trees until spring, giving a distinct warmth to the winter scenery. But of all deciduous trees, perhaps none is more interesting from December un- til April than the American beech. Its bark is characteristic and pleas- ing and the delicacy of its persistent leaves in color and shape is most de- lightful. In the winter time the evergreens are especially valuable in the landscape. Their deep greens make pleasing contrasts with the grays and browns of other trees. As spring comes on the willows, soft maples, elms, Juneberries, sugar maples, redbuds, dogwoods and oaks mark the increasing warmth of the season by spreading tints of delicate yellow, brown, pink, white and gray along the borders of woods and high- ways. The grays and yellows of the bur oak and the pink and_ white young leaves of the white oak are not the least interesting of spring colors. comes on. the spring coloring changes to rich green foliage with a wonderful variety ol tone and texture. A few of the trees blossom late. Most of them have in- teresting autumn coloring and many have attractive fruits. Even at the present time the witch-hazels, which sometimes grow to be twenty feet in height, are covered with blossoms giving the effect of a yellow mist. It would be interesting to note the ef- fects of the trees in a landscape dur- ing the various hours of the day, but I will not have time to do so. should not interfere operations, we our country As summer Se ccs neoslpnaleSDELSLS You will find it more profitable te lay in a big holiday line and have a few pieces left over than to buy a skimpy line and find yourself sold out a week before Christmas. The more you have the more you are likely to sell and the added profits will more than make up for what is left the day after Christmas. TRACE YOUR DELAYED FREIGHT Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich Evidence Is what the man from Mis- souri wanted when he said *sSHOW 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 one 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 You a Troubled Man? We want to get in touch with grocers who are having trouble in satisfying their flour customers. To such we offer a proposi- tion that will surely be wel- come for its result is not only pleased customers, but a big re- duction of the flour stock as well. Ask us what we do in cases of this kind, and how we have won the approval and patron- age of hundreds of additional dealers recently. The more clearly you state your case, the more accurately we can outline our method of procedure. Write us today! VOIGT MILLING CO. GRAND RAPIDS, MICH. November 30, 1910 MICHIGAN TRADESMAN 27 The Succulent Lead Pencil. J. D. Dillenback, once a_ well known Grand Rapids newspaper man, now of Denver, in 1879, during the prevalence of a typhoid fever epi- demic, wrote an article for the Den- ver Times on the danger lurking in the lead pencil. The article was widely copied, without credit, and periodically has come to light again and made the rounds. As a matter of interest Mr. Dillenback recently resurrected the original article, and as it is as pertinent to-day as when written, thirty-one years ago, it is given herewith: “A lead pencil should never be wet. Tt hardens the lead and ruins the pen- cil. This fact is known to newspa- per men and_ stenographers. But nearly every one else does wet a pencil before using it. This was defi- nitely settled by a newspaper clerk ’way Down East. “Being of a mathematical turn of mind, he ascertained by actual count that of fifty persons who came into an office to write an advertisement or church notice, forty-nine wet a pen- cil in their mouths before using it. Now this clerk always uses the best pencils that can be procured—in fact, is a connoisseur in lead pencils, cher- ishing a good one with something of the pride a soldier feels in his gun or sword: and it hurts his feelings to have his pencil spoiled. But polite- ness and business considerations re- quired him to lend his pencil scores of times every day. Often, after it had been wet until it was hard and brittle, and refused to mark, his feelings would overpower him, and he would go into a back room and say over his Sunday school lesson for five minutes at a time. “After he came out, it was fre- quently noticed that the room was full of blue smoke and smelled of sul- phur. Finally he got some cheap pencils and sharpened them and kept them to lend. “The first person who took up the stock pencil was a drayman, whose breath smelled of onions and whisky. He held the point in his mouth and soaked it for several minutes while he was torturing himself in the ef- fort to write an advertisement for a missing bulldog. “The next was a granger, whose mouth overflowed with tobacco juice, in streaks down each side, and who wet the pencil every time he wrote a word, “Then a sweet-looking young lady came into the office, with kid gloves that buttoned the whole length of her arms. She picked up the same old pencil and pressed it to her dain- ty lips preparatory to writing an ad- vertisement for a lost bracelet. “The clerk would have stayed her hand, even at the risk of a box of the best pencils ever fabericated, but he was too late. “And thus that pencil passed from mouth to mouth for a week. It was sucked by people of all ranks and stations, and all degrees of cleanli- ness and uncleanliness. Finally the clerk, who had now learned always to keep a lending pencil with him, went to see a friend who was just re- sa AV DOANE AAA EAD PAR CAD HAY covering from typhoid fever, and who borrowed a pencil to write his ac- knowledgments to kind neighbors who had watched with him. “Next day that pencil went upon the counter, attached to a pad of pa- per by a string, and was in turn ad- mitted to the mouth of every caller. Alas, it had absorbed the fatal ty- phoid germs, and one by one those who sucked its poisoned point were brought low by the epidemic. “But we forbear. Surely no one who reads this will ever again wet a lead pencil. Let it be a terrible warning.” ——_~+-._———_ Making Lead Pencils. The United States is now making the bulk of its own lead pencils. The industry started in England in 1565, when the Cumberland graphite mine was discovered. So pure was this graphite that it could be used in pen- cils without any change other than to glue it between strips of wood. A century or more later the industry got its best footing in Germany, which to this day leads the world in the production of pencils. About half a century ago American manu- facturers took up the business, and to-day they are among the world’s heaviest producers. The leads of pencils are made of graphite and clay. The average person is familiar with graphite in the form of stove blacking and bicycle lubricants. The present supply of this product, which is really the diamond in another form, comes from Mexico, Eastern Siberia, Bohemia and Ceyoln. The more clay used in combination with the graph- ite, the harder will be the lead. In the manufacture of the lead pen- cil the graphite is first treated by a number of processes, then mixed with the desired quantity of clay, and after this forced through dies under heavy hydraulic pressure. - These dies are cut from emeralds and sapphires. The lead as it comes through the dies resembles long strings of black spaghetti. It is then placed in fur- naces and baked to a proper degree, after which it is cut into lead pencil lengths. The wood from which lead pencils are made is mostly Virginia cedar, although the heavy demand upon this wood has made it necessary to re- sort, in the cheaper pencils, to cer- tain kinds of pine. The wood is first sawed into slats a quarter of an inch thick by two and a half inches wide by seven inches long. These slats are then passed through a grooving machine, which cuts a groove for every half inch. The prepared leads are next placed in these grooves, and another grooved slat glued over it. The resulting block is then passed through another machine which cuts it into five half inch squares, seven inches long. Another process makes the pencil round or such shape as may be desired. After this it is fed through a mechanical varnishing ma- chine and then placed away to dry. The more valuable kinds of pencils aie varnished by hand, polished, and stamped with gold lettering. About nine-tenths of the pencils manufactured in the United States are provided with rubber tips. Those without metal caps are put into the pencil by a machine from which the inventor is said to have made $100,000. The erasers are made of a good quality of rubber, which is thor- oughly masticated by a machine, cured, mixed with sulphur and cther materials to improve the erasing qualities, and then molded into shape. It is said that few lines of station- ery yield a gerater profit to the deal- er than lead pencils. In the Govern- ment departments at Washington one of the principal efforts of econ- omy is the saving of lead pencils. So great was the tendency of the clerks to carry pencils away and sup- ply their families with them at Gov- ernment expense that an official in- terdict to the practice became neces- sary. The Government ordered that pencils should be used only in the offices, and even then should be used down to the lowest possible size. This economy has resulted in the saving of thousands of dollars in Uncle Sam’s annual pencil bill. >. Nomenclature of the Future. To him who thinks he understands the names of boards of every nature, can count our hardwoods on two hands and glibly use their no- menclature, a word of warning we would sound and earnestly we would advise him to be less certain of his ground—for things are to surprise him. We talk of birch and of gum, mahogany and maple, all words of common daily speech in lumber conversation staple; but other times and other days will find us foundering and fussing when we coming oak and beech, | must use some other phrase in our dimension stock discussing. The birch and oak and beech will go, the maple fast is disappearing, but other woods are coming, though, and other nomenclature nearing; and we who talk of gum and birch, mahog- any and poplar yellow, through dic- tionaries must search when speaking to the other fellow. When from antipodes we draw our woods and measure’em and pile ’em, the things that we will have to saw will land us in some brick asylum Some man will want some rabugem, marupa, uxi, paparauba, or maybe it is an angelim or possibly some para cauba, Now, with these terms that break the jaw how will you set about to figure on tamboril from Panama or other words as big, or bigger? When someone happens in the yard to buy a car of cuyumary, you'll yell, “Just wait a minute, pard, until I get the dictionary.” When wants some gitahy don’t take advan- tage of the fellow, don’t try to make him cravo buy or string him some amarello. Oh, there are merry times to come for us who speculate in timber. The chap who makes the biggest sum wil! be the one whose tongue is limber. We'll have to study Latin, Greek, Bisaya, Spanish—get a jawfnl of twenty-seven tongues to speak, with accent spelling At present it is mighty hard to under- stand the grades they serve us, but when these new ones hit the yard— oh! then may Providence preserve ts’ —-American Lumberman. soon someone with strange and awful. 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 NET eee eee ree eee rr ee eee cee ae Ra Ee eee ence eee enn ee re eal Sem a as MICHIGAN TRADESMAN November 380, 1910 INDOWa,nD INTERI O / Make the December Window Bring in Trade. This is the harvest season for re- tail merchants. Every effort should be concentrated upon the holiday trade. Generally from December 1 to 10 the selling is low. Stimulate it with logical advertising urging trade to buy before the rush. Special sales of the popular lines put on during this month will be wonderfully _ re- sultful. Use illustrations freely. San- ta Claus must be the feature of the toy advertisements for the benefit of the children. During the week be- tween Christmas and New Year gath- er up all remaining toys and holiday goods and close them out at bar- gain prices. Arrange for as much overhead dis- play as possible. Give the toy department plenty of space, also Christmas goods, gloves, handkerchiefs and furs. Conduct spe- cial events in dress goods and silks. Put heavy efforts Christmas goods. Watch very closely the lines on that are lagging, and during the week before Christmas reduce the prices of the slow-selling lines and push them out while the buying spirit is high. Special efforts in window display should be made in preparing for the great holiday rush. The time is short and a great deal must be done to move a mountain of merchandise. In the windows and on the interior the window decorator should be bending every effort to construct business- bringing exhibits, designed to add to the prestige of the representative concern whom he is employed. Christmas certainly means strenuous times for all store workers. It is the season of extra night work and again it is the season of all seasons which the trimmer must “make good,” both by his artistic ability and results as to trade pulling powers of his displays. In short, it is the final test of the trimmer’s year’s progress. It is advisable to place your heavy efforts on Christmas goods that are slow sellers after this big buying season. by in Early in the month begin to push the regular lines at reduced prices. Later in the month begin to feature garments as practical holiday goods. Children’s wear of every description, lingerie, silk petticoats, negligees and house garments, aprons, corset acces- sories, women’s waists and dresses and furs may be specially featured. Neither should coats, suits and sep- arate skirts be left to take care of themselves, but should be pushed most vigorously. Begin next month by closing out sales of all winter millinery. Force out all trimmed goods very early in the month. Feathers and novelties should be given some prominence be- fore the holiday rush. Ribbons, veil- ing and novelties made of millinery materials can, by good management, be easily featured as good holiday sellers. December is no time for the re- tailer to lie back on his oars and take things easy. Take advantage of the early part of the month, before the real rush begins on essentially holiday goods, and work hard to clean up the lines. Keep after the sellers and make the reductions tell. Put P. M.’s on everything that shows a disposition to be slow. Make prep- arations for the holidays by putting up skirt and dress lengths in fancy hoxes and display these in the win- dows and around the counters. December is the month to be care- ful about re-orders. Buy only such shoes as you can not get along with- out and buy them sparingly, so that the Clearance Sale will not be neces- sary in January. It is sometimes a good policy to replace a line of $3.50 shoes, which has become depleted with a similar line of $4 shoes which has-not been selling well. Show slip- pers and warm lined shoes. Hold special sales on cheap house slippers the first of next month, so that the public will become familiar with them if you have a complete line of holiday slippers. —_——_2>-->———_- The Grocer’s Show Window. All the argument and_ invective that fixed prices are responsible for and all of the discussion of quantity prices might far better be transfer- red to show window talk, for the window is not only under each gro- cer’s own control, which the other matters are not, but can be made a great factor in bringing success to any dealer. At this time of year the window “good” should be good to eat. It can be dressed any old way so long as it makes us hungry for the nice things. As it is hard to grow hungry over a label, it is best to show goods rath- er than just cans or cartons. A sin- gle box of sardines, if open, will make a greater impression than a case of sardines as ordinarily shown. A sauc- er of canned peaches will hit us where we live quicker than a dozen cases. Even the contents of a tin of mince meat are more appetizing than the label on the can. The preference given to bottled goods by grocers’ window dressers TRADE BEARDSLEYS SHREDDED \ AN if —— Make a Window Display of | Beardsley’s Shredded Codfish That’s how to get the benefit of our heavy advertis- ing—to pull into your store the sales we are creating, we'll send you the sign if you'll write us. Your wholesale man has BEARDSLEY’S SHREDDED CODFISH. customers have an appetite for it now—the rest is easy. Push the Package with the Red Band J W. Beardsley’s Sons, New York All your PPS aE IE TIE PT November 30, 1910 MICHIGAN TRADESMAN 29 shows how the goods always beat their containers as window attrac- tions. If we are right in the foregoing ar- gument the mixed window should pay better than the exhibit of only one article, because it appeals to a variety of tastes. It is a mistake to make the de- sign or the accessories so_ striking that attention is drawn from the goods. We often see this in show windows. The goods, the goods, al- ways the goods, should be the main feature of each window if the grocer is out for business. The dried fruit department can furnish a fine seasonable display dur- ing the early part of the winter, and yet for a good “eating” display the fruit should be eked out with a few other things. / One or two rows of glass dishes are suitable for the display of dried fruit, and only a small quantity need be shown in each dish. Nuts can be displayed in the same way, also the contents of tins of canned goods. Coffee and tea and spices do not appeal to the appetite through the eyes, and therefore are not suitable for an “eating’ window. Candied peel and citron are attractive when shown in the glass dishes, and so also is confectionery. Window placards are of great value in a display intended to sell goods. Here are a few examples for the text of window placards: We want to please you. We are here for that. All roads lead to this store. Better buy now—not by and by. A pleased customer wears out no shoe-leather in kicking. Lots of “goods” in these goods. You need not buy, but you ought to try. The better the goods the better the satisfaction. These goods satisfy. What’s the use? You can’t beat this quality at the price. Buy this coffee and be suited. Consumers find in this tea a true felicity. These are dainty, delicious, delight- ful. Our bargains include the entire stock. These stuffed olives are most in- gratiating—the more you eat the more you want. “If you have company at the house give them a cup of this tea. Your wish is our law. Let us prove it. Prepared with care and sold with confidence. Supplies for satisfaction-seeking shoppers. The customer is paramount in this store. Give your order. Some goods are sellers and some are stickers. These are sellers. These taste even better than they look. People who like superior tea like our tea. Good coffee tastes good, does good, is good. This is good Coffee. Fancy Canned Corn — milk-white and tender. Spiced Mackerel that gives the right spice to a meal. NESTE ete tae ae ET eer ee en eer a a s SSE ast e Pa lke peo ae See San are Jams and Jellies that earn the | blue ribbon. Olive Oil that pleases the epicure. coe Treat the inner man well. He can ] HE biscuit form of Shredded be well treated here. Wheat, combined with its fine It is up to us to satisfy you. It is flavor and xutritiousness made it up to you to give us the chance. an instantaneous success. Our ad- Palate-pleasers and labor-savers at a | . ‘ low p oie sien seca vertising has been unique—besides magazines, newspapers, low prices. ec Basen fae becakist will ow car cards, sampling and demonstration, able you to start the day right. 9 e e te vou to start the day right. | I We've Used Niagara Falls to Advertise but the buyers do—for more. The freshness is in the goods—not in the attendance. We please the public. It is a habit we have. —~-+>———_ What Show Windows Can Do. A merchant in a small Ohio city visited New York and was attracted by a unique display in the show win- dow of a hat store. When he got home ke stood outside of his own store and scrutinized his dingy little window. After five years of drifting he had suddenly awakened to the possibilities that lay in that window space. He walked up and down the streets of the city, surveying the win- dows, and was astonished to discov- er how unattractive they were. Each year, thousands of visitors to the Falls have gone through ‘our factory. They’ve seen every detail in the process of manu- facture from the golden grain to the finished biscuit. Our sanitary methods have given them confidence in its purity and wholesomeness. They have gone home and told their friends about Shredded Wheat, and as a result Shredded Wheat is de//er known and therefore easzer to sell than any other cereal food. Take advantage of this and keep Shredded Wheat prominently displayed— you'll have lots of sales, and every sale means good profit to you. Shredded Wheat pays. That evening he sketched the win- Th dow he had seen in New York as e well as he could remember it. He Shredded Wheat Company took the rough drawing to his land- Niagara Falls, N.Y. lord the next day and asked to have the window remodeled so as to give him every inch of available glass space. After considerable negotiation the Jandlord consented to stand half the expense on condition of a long- term renewal of the lease. Tine Wew elOster ve} or raisin cece! |The Scale that buys itself the front of the store entirely chang- @ Cc @ 1 | al LYS I SE ; ed by the massive plate glass of the G i new. Meanwhile, the merchant had been studying everything he could find bearing on window displays. He went to Cincinnati, Chicago and In- dianapolis, but he went home under the conviction that store windows were largely neglected even in the big cities. The New York hat win- dow had impressed him more than anything be had ever seen because it was absolutely original. He deter- mined to make his own window just as unique. His business was hardware. He put a curtain in his window to hide it The construction of this handsome building eloquently proves the ex- from the street and set to work on traordinary demand for Angldile Computing Scales. Our present plant his first display. When the curtain outgrown in thirty-three months, we are now erecting the largest and most was drawn the public saw a battle- modern computing scale factory in all the world. ship. It was built of his goods and The reason for this advertisement is to be found in the ANGLDILE’S surrounded by them. The design was marvelous accuracy and its superior computation chart. somewhat crude, but it was striking It is the only scale which shows a plain figure for every penny’s value. and novel. Nothing like it had. ever The merchant reads the price—he doesn’t count hair lines or guess at dots. been done in the town. Within a few The ANGLDILE is springless, thus requiring no adjustment for days most of the population of the weather changes, and is sensitive to one sixty-fourth surrounding country had stopped to of an ounce. The picture shows the merchant’s side of the ANGLDILE. The customer’s side has tue largest and clearest pound and ounce dial used on any counter scale. Send for the free ANGLDILE book and learn about both sides of this marvelous appliance. see it. The window was the entering wedge for a business that doubled it- self within two years. Its displays brought it fame and the people— Farm Machinery. . Angldile Compu ‘ing Scale Company 110 Franklin St. Elkhart, Ind. —, Did you ever go into a store and ask for goods of a kind shown in a window and find that the clerk did not know what you were talking about? Tow did that impress you? Re a ae 80 MICHIGAN TRADESMAN November 30, 1910 > i¢ BLUNTNESS OF SPEECH. Some People Pride Themselves Capacity To Inflict Pain. Written for the Tradesman. on Some people pride themselves on their They mean by bluntness their capacity to inflict pain. In other words, to say wither- ing, blighting, sarcastic things they think it is smart. bluntness. and But it isn’t. They think it is an indication of su- perior mentality. But the truth is it is a sure sign of ignorance and ill- Refined people control their emotions*and they respect the feelings of other people. The princi- pal merit in education lies in the cir- breeding. cumstance that it gives one mental If bluntness be a virtue, then savage poise. the to a frazzle. The savage is nothing if not blunt. Peeve him in the slight- and he cudgel and gets busy. That is because the savage uneducated. He of refinement. He can not sympa- thize with the other fellow’s point of view. In him elemental passions and impulses dominate. has civilized man beaten est degree seizes a is is devoid Your self-confessed blint person, who is proud of his bluntness, is an anomaly. Scientifically speaking, he is an example of atavism. That he a reversion to an_ ancestral type. Among civilized men he is par- tially civilized. Among educated, re- fined people he is a brusque, boorish fellow. In other words, there is a yellow streak in him. He parades his essential yellowness—and thinks it is smart. I had just as soon at- tempt to win applause by exhibiting a cancer. Both are defects, only one is a bodily defect, for the existence of which one may not be responsi- ble. But the other is a mental limita- tion which any man can and should overcome, I have an old, leather-bound book 1s, is in which this remarkable statement is made: “If any man offend not in word, the same is a perfect man, and able also to bridle the whole body.” And you say: Oh, that James.” So it is. “But that is a religious book.” Yes; James is what you call “a religious” book. But that proposi- tion is scientific as well as religious. You can verify it by reference to ex- perience and observation. Who is the most perfect man you know? I'll tell you: He is the man who, of all the men you know, has the most perfect mastery of himself—and his words. He does not go off half- cocked. He does not wound the feel- ings of other people unnecessarily. He does not criticise and censure and lay on Macbeth with cutting words. Fle is kind and considerate. He re- spects the feelings of other people. He eminently sympathetic in his point of view. Also he is lacking not in the saving sense of humor. He is able to make allowances. He is quick to find excuses—for other people’s follies and foibles, and he does not forget that he happens to have a few is. in is peccadillies of his own. Therefore he is patient. He has learned in a meas- ure—not perfectly, to be sure—how to “bridle” his tongue. You can not do much with a wild, unruly horse without a bridle. You have to pull him back—guide him— master him. Well, the tongue of native, unre- fined man is just as headstrong as a young, unbroken horse. This writ- er goes on to say: “Every kind of beasts, and birds, and of serpents, and of things in the sea, is tamed and hath been tamed of mankind; but the tongue can no man tame.” An absolutely “tamed” tongue would indicate a perfect character. We are all too modest (I trust) to claim perfection. But educated peo- ple are on this tongue-taming job, and people of refinement show their zentility chiefly in this: that they try to guard their utterances. My author goes on to say. that the tongue “full of deadly poison.” He must have known human nature like a book, for a single tongue can sometimes inoculate a whole commu- nity. It can poison a city and de- stroy the people’s health like a dead- ly contagion. It can start feuds, alie- nate friends, embitter happy hearts, shatter domestic tranquility and ruin homes. It can precipitate trouble without end. It can inaugurate hell on earth. Also my writer says: “The tongue is a fire.’ And it is even so. I have known it to burn up a man’s good name even as the flames lick up combustible material. I have seen it fill the fairest sky as if with the smoke and fumes of the infernal pit. My author furthermore says: “It defileth the whole body.” And that is true. Some people talk so much filth they become filthy, filthy in body and habits as they are filthy in thought and words. They say so many dirty things about other people they come to live in an atmosphere of mental filth. They become so morally un- sound themselves they suspect every- body else. They finally get to the point where they can not think well of any one. They can not pass an un- qualified compliment to save their miserable little souls. It hurts them inside to hear anybody wholesomely commended. They fairly itch with a desire to butt in and obliterate the good impression being made. They can not contemplate a bit of canvas unless it has a streak of black upon it. Therefore they are lavish with their lamp-black. They daub promis- cuously. They are ever ready to jibe with their tongues. And in order to keep in practice they go out of their way to find occasions. They are pro- fessional scandal-mongers. Just as the carrion bird, wheeling in and out on ever-widening, concen- tric circles, with eye alert and sense acute, to locate the carcass, that he may fly thither and feast; so these carrions of society are everlastingly dogging in and and out, trying to locate some social corruption that they may fly thither and feast. of is A foul heart and a blunt tongue are intimately related. A brutal heart and a brutal tongue go together. Blunt speech has sent many a fair woman and noble man to a premature grave. Bluntness of speech can mar the fair- est day. A blunt, brutal reprimand can chill ambition. A single blunt word has cost many a dealer some customer’s trade. A blunt, brutal, un- called-for reproval has lost many a dealer a valuable clerk. Bluntness of speech is indicative of narrowness of vision, reveals an unsympathetic, provincial soul, shows that a man is uneducated, no matter where, or how long, he went to col- lege. Bluntness of speech forever stamps one as callous, boorish, unrefined, manifests a lack of poise and_ pro- claims a self-centered heart. Bluntness of speech and is uncouth. Great men are kind and consid- erate and forbearing. Big men are broad in their sympathies. Big-brain- ed, big-hearted men guard their words. Educated people think be- fore speaking. People of refinement and culture measure their words. People of good judgment and true gentility avoid bluntness. Yet some people cultivate the gen- tle art of wounding with their tongues. They esteem it a thing of merit to be able to say cutting things. They pride themselves on their bluntness. Thus do they adver- tise their ignorance, and_ publish abroad their infirmities, and proclaim their limitations, and exploit their follies. They are to be pitied. Chas. L. Garrison. ——__2s2o-->______ Old frayed out shelf boxes will give a black eye to any stock. They give the impression that the goods contained in them are as old as they are. Shelf boxes can not be expected to last forever, and they do not cost so much but that the merchant can afford to buy new ones when they are needed. is savagery ee The chief end of man is his finish. 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 Grand Rapids, Mich. FIRE The Leading Agency Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigatien Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids Kent State Bank Main Office Fountain St. Facing Monroe ' Capital - - - $500,000 Surplus and Profits - 225,000 Deposits 6 Million Dollars HENRY IDEMA - - - President J. A. COVODE - - Vice President J.A.S. VERDIER - - - Cashier 34% Paid on Certificates You cantransact your banking business with us easily by mail. Write us about it if interested. if needed? 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. Our long experience may be valuable in these matters. In process of consolidation to become the Grand Rapids National City Bank Capital $1,000,000 ' Grand Rapids National Bank 4 =e page e ee a ee November 30, 1910 Sorrows of a Coupon Cutter. “My only occupation now,” said a man who after many years of strenu- ous labor suddenly found himself very rich, “is cutting coupons and drawing checks, and my shears get dull and every now and then I have to send down to the bank to get a new check book. I have all sorts of bothers, and then the whole business gets pretty monotonous. “Yes, sir; when I was working I worked hard, but I had the satisfac- tion of seeing things, of seeing things that I was at work on grow. “When I was working I used to get dead, dog tired, and I used to sleep like a log, deligtfully and re- freshingly, and get up feeling like a giant. As to appetite, I could eat anything and lots of it, and I enjoyed every mouthful. Life was a constant satisfaction to me then, and often now when I lay down the shears or drop the pen I sigh for the old days when I was really doing something, before I came to have for my sole oc- cupation the cutting of coupons and drawing of checks. “Am I thinking of giving up my wealth now and going back to the old ways? Well—er-r—-hm-m—hah—| wouldn’t exactly say that, because there are undoubtedly certain advant- ages about wealth, you know. “With no end of money you can, for instance, choose where you'll live and you can have a house with com- fortable and charming fittings and yo1 can minister, as you would like to do to the wants of those you love and yo. can travel and that sort of thing; you can do just about as you please. “On the other hand, privileged to do as we please we are very likely to do nothing, and then life may be- come irksome to us and we are likely to become irritated over little things that once never would have disturbed us at all—as I am now, for example, when my coupon shears get dull or I have to bother about sending for another check book. At such times I am likely to think of the old days when I worked hard and I’d like to go back; but then I recall that even in those days I did have some wor- ries about the rent and so on which I don’t have now. There you are. “Life depends a good deal on how you look at it, amd a man can be happy in almost any situation if he will, and I think on the whole that I shall try to find something light and easy to keep me occupied, some- thing that I’d like to do, and worry along with the money for a little longer anyway. I suppose I could find somebody to keep my coupon shears in order or even to cut the coupons and see that I was kept al- ways supplied with check books.”— New York Sun. 2+. Robbing the Business. “Don’t try to get rich quick at the expense of your business,’ said a very successful banker the other day to a merchant who was seeking to borrow money with which to do a little spec- ulating. The advice is sound, and the sentence might well be committed to memory by every merchant. What the banker meant was that MICHIGAN TRADESMAN there are many merchants who starve their businesses and really rob them of the capital which they need. They start from a small beginning, with little capital, and the business grows and prospers until it is making quite a little money for them. They are not satisfied with the returns upon the little capital which they are steadily accumulating, and they begin to look around for something into which they can put this capital and which will, they hope and_ believe, pay them a very high rate of interest. Sometimes they forget that as a gen- eral proposition the safety of the principal bears an inverse ratio to the rate of interest. Or else they get to experimenting with a _ business about which they know little m nothing—real estate, or something else. Too often they become inter- ested in the wheat market or the stock market. That is the danger point. Instead of keeping their money in the busi- ness which has made them, and de- voting their sole atention and best efforts and abilities to that, they scatter their capital, their efforts and their abilities. Sometimes there comes a sudden squeeze which neces- sitates a frantic scrambling around after ready capital and maybe a sacri- ficing of some of their holdings or properties. Sometimecs they simply get so interested and enthusiastic over new adventures that they neg- lect the business by which they made their money, and it wastes away from dry rot. ——+- Are You Sure of Your Profits? Many a merchant who fails in busi- ness didn’t realize for a long time, or maybe just a short while before the crash came, that he was not doing a profitable business. Usually such a merchant is surprised as well as shocked to find out that he has not been making. money. He and his fam- ily had had a living and the daily bills had heen paid, so the retailer natur- ally supposed he was prospering. It is a fact that no “merchant can tell whether he is making money or not unless he inventories from time to time, or has a_ checking system that answers the purpose. It has been said, and we believe truthfully, that “no shopkeeper can tell even ap- proximately what his year’s business has netted him unless he knows how much stock he had at the beginning and at the end of the year.” One thing is certain, it is danger- ous, if not positively fatal, to go along from year to year merely guessing. You can not afford to take it for granted that you are doing a profitable business; you must know beyond all question, else you are in danger of “going broke.” Cost of conducting the business must be figured carefully and accu- rately. The merchant can not, now- adays, sell goods at a margin wide enough to make it safe to go ahead without knowing how much it is costing to sell them. And he must average his selling prices on the high-profit slow sellers and the low- profit fast sellers to make it come out right. Divide your total year’s Rear eee a sales by the total annual expense and you will then know what your cost of doing business is., +> Environment and Mood. This idea that one is a victim of 31 Savings lnvested In Realty It pays better than a bank account. Well selected realty investments make enormous returns. It is the safest and most productive form of investment. On Dec. 1st, to introduce ourselves we will | offer 1000 building lots. This property is situat- his environment is a poor doctrine. |ed only thirty minutes ride by trolley frum the It ought to be laid away in the at- tic with the doctrine of original sin and total depravity. Of course man must have some kind of environment. But it is given him to work with, not to lie down under. If you don’t like your miserable old environment, get up and mend it or make another. If you are troubled with dark moods, go deliberately to work to cut out a new pattern. If the weather gets onto your nerves, get onto the weather. That is the way Sue and I have done. We have built a sunshine room for the sunless weather, with three glass sides and a tight roof, and a register in it to keep out the chill. Here are flowers, and potted green things, cheerful domestic pets, the smells and sounds of summer; and flooding it all, human sunshine, manufactured deliberately for the purpose. I would rather have one small spoonful of factory-made sunshine than a whole bucketful of natural gloom. Just be- cause it rains one doesn’t have to go out and lie under the down spout— The Commercial West. business center of the City. We predict that these lots willincrease 50 per cent. within three years. Buffalo haspractically no vacant houses and a population of 450,000 Extension is the order of the day and with extensiun, values willinerease wonderfully. The starting price will be $25.00 cash, per lot, buiance in thirty-six equal instailments. The majority of lots face on street carline. The most outlying within 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 a credit of 10 per cent. on your purchase. Satisfaction guaranteed or your money refunded. Title to each lot will be conveyed to Trust Company to be delivered when payments are completed. If you die before you complete payments, @ clear title is made to your heirs, at no further cost This is better than life insuranee. We want agentsin your locality. Send us the names and addresses of neighbors who you think may be interested. Doit now. Enormous profits are being made by others. Join before it is toolate. This is one of the best Realty investments ever offered. Write for further particulars. Buffalo Land Security Co. 395 Ellicott Sq. Bldg. Buffalo, N. Y. gd : ? X USE THE J P-10NG DISTANCE SERVICE MICHIGAN STATE} TELEPHONE CO. THE Capital O $800,000 NATIONAL BANK . N21 CANAL STREET LD Surplus $500,000 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. OF SAFETY. ondary. est cin see, and take advantage of. qustion. There are no bonds, liens more than twelve to one. say so much? as a matter of economy. stock can be curtailed, if not entirely If these deductions are correct 53 DIVIDENDS IN AN INVESTMENT THE MOST IMPORTANT, THE ESSENTIAL, ELEMENT IS THE UNDERLYING PRINCIPLE Sp-culative features, as a rise in value, however desirable are sec- A combination of the two is rare and one that only the shrewd The officers of the CITIZENS’ TEL- EPHONE CO. believe that its stock possesses the first element beyond debtedness except current obligations, and the ratio of assets to debts is A suspension of dividends for one year would practically pay every dollar of debts. Every year, every quarterly period of its fifteen years’ existence has been of steady uninterrupted progress. ED BY PANICS OR HARD TIMES. Dispensing with the telephone is almost the last thing thought of, and its discontinuance is rarely ordered 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. L 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. Jt appears evident that the time is not far distant when the sale of 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. or mortgages on its property, no in- Can any other public corporation The business is NOT AFFECT- While past ex- ca. - and are justified by the future, then Se a al f OO bo MICHIGAN TRADESMAN November 30, 1910 n\ V7 7 /] = if if < oY J ol a Wit by f\ A i\ ie { Fan (aa : J ro] UEC (( s z WN S E Up pairs: DISS {yy ) Children’s Trade Can Be Made Grek pcinkig the reputation as a Business Builder. A young man took charge of the | Many successful shoe men attrib- shoe department in a_ store which | ute their good trade in all depart- had the reputation of being a ith eo caue to business which has been place where shoddy and inferior mef-| built up from the soft sole period. chandise was sold. One of the first|One store which had a good busi- things he did in his process of up-|ness on men’s and women’s shoes but building his department was to buy | where it was customary for the a complete line of children’s shoes | clerks to side step the woman with from some of the best manufacturers. |;jhe baby, built up their children’s |place to buy shoes. Shortly after receiving his new stock |business by starting with soft soles. he made a display of the new goods |They bought nearly eighty-five styles in the shoe case near one of the/to sell at 50 cents and by construct- entrances to the department. Two women came into the store | + one day with a child about 7 years old. While they were purchasing a paper pattern for which this store was exclusive agent, the child wan- dered over to the showcase and dis- covered a red kid top, broad toe, pat- ent leather shoe which attracted its fancy. Without further ceremony the child walked into the depart- ment and climbed on the seat and began to take off its shoe. The young shoe man thinking the pa- rents had sent the child to the shoe department asked the little one what kind of a shoe it wanted to have. The child climbed down and running to the showcase pointed out the red top | shoc, which was a welt selling at 52.50. The shoe man had hardly finished buttoning the shoe when the two women, one of whom was the child’s mother, came over to find the little one. With a laugh she tried to con- vince the child that it did not need any shoes, but there was trouble in an instant. The child, accustomed to being humored, refused to leave the store without the shoes, and when the shoe man attempted to remove the shoe it screamed at the top of its voice. The mother becoming an- gry made the remark to her com- panion that she never bought any- thing at this store and only came in because she could not get the pat- terns anywhere else. The shoe man explained the circumstances of child’s coming to the department and that he was in no way to blame. Finally the mother looked at the mate to the shoe and rather than carry the child out of the store screaming bought the shoes. This incident was the beginning of a steady trade from the family. The child’s shoe proved to be so satis- factory that the mother came for the second pair, which were equally as good. Then she tried a pair for her- self, and it was net long before all members of the family and a good many friends were from the shoes which was buying department, ling a special sales and display case, | with a section for each size, contain- |ing one pair of every style, they made lit possible for mothers to wait upon | themselves. All of one size being in a certain cabinet the clerk could find the size the child wore and then open the cabinet of that size and leave the mother to choose the color or pattern she desired. It soon be- came known that this store carried a bigger variety of soft soles than any other store in town and as soft soles have to be bought often moth. ers were frequent visitors at the store. As the children grew older the mothers found that they could also get the best assortment of little leather soles and by their continual | going to the store they soon became accustomed to buying their own |shoes there. This store can point |out hundreds of youngsters, some of them are now young men and wom- en, who have never bought a pair | of shoes at any other store. In both of the stores which we |have used as illustrations of how a |successful children’s trade can be | bailt by special attention given to the children’s department it is evident | that there is good profit in selling | children’s shoes because the young- |sters wear out more pairs than grown folks. In men’s and women’s ‘shoes there is a constant changing of toe shapes, a constant shortening or lengthening be lowering of that part of the shoe forward of the ball of the foot. One style may be a good seller during two seasons, then some other one will supplant it and unless the pairs of the preceding season are sold al- most immediately as the new style makes its appearance there is a loss in profits. But in children’s shoes, es- pecially during the last five years, there has been a growing tendency toward one single style—the broad nature shaped toe. This particular broad nature shap- ed last is more popular to-day than it was five years ago and many mer- You Said Last Year That you wouldn't get caught short on rubbers when the first storm came. The time is getting short and the last minute snow storm orders keep us hustling to keep ahead. Re-orders have nearly doubled up on Sandow Boots. Duck Vamps and Pure Gum Rubber is the combination. If you've any customers that need a rubber boot that’s got service in it, just introduce them to Sandow. Good business ahead on Bear Brand. Mr. Shoe Dealer, are you with us? Herold-Bertsch Shoe Co. Grand Rapids, Mich. Distributors of Wales Goodyear Rubbers Makers of the Famous “Bertsch” and «‘H B Hard Pan’’ Shoes the |or narrowing or widening or raising | | | | The Watson Shoe Is a Shoe of Distinction and Merit It is made and sold at the lowest possible prices to meet all demands. [Every shoe in this line is a winner, made of solid, high grade leathers, guaranteed to give satisfaction in wear and fit. We carrv a large stock on the floor in Chicago at all times, thus insuring prompt shipments on immediate orders. Send us atrial order. Catalogue sent upon request. Watson-Plummer Shoe Company Factories Dixon, IIl. ‘Offices and Sales Rooms Market and Monroe Sts. Chicago Michigan Representatives Willard H. James, Sam D. Davenport ww ce November 30, 1910 chants who bought the last then find that the identical last of that time is a better seller now than it was when they put it in. It seems to be the only sensible shoe for children and owing to the wide-spread publici- ty which has been given this particu- lar style by shoe manufacturers and by retailers, mothers have come to look upon this shoe as the only thing for their children to wear. No doubt the men and women of the next generation will have more perfect feet than we have to-day be- cause the children are now starting right and are being fitted with shoes which are the shape of their feet. Nature never intended the human foot to be anything but normal and misshapen feet and feet covered with bunions, corns and other blemishes are the usual result of narrow point- ed toe shoes. It is evident then that the chil- dren’s business is of a much more staple character and offers less chance for the merchant to lose mon- ev in the children’s department on account of changing styles than any other part of his stock. When he buys one of these broad toe shoes he can feel sure that the style will al- ways be good and that it is simply a question of sizing up from time to time in order to make a success in selling it. He is always sure of the same fair profit from year to year. Judging from these facts it seems that if the proper attention is given to the children’s department there can be more actual money made there and also a better influence cre- ated toward the business as a whole than in any other part of the stock. It is simply a question of the re- tailer supplying the needs of the children and giving them a little spe- cial attention which will hold then trade through all the years of theiz young life. Many of the larger mer- chants have set aside a certain sec- tion of their store which is devoted exclusively to children’s trade. Here all the children’s shoes are carried and are sold by clerks who are ex- perienced in selling little folks shoes. They know how to please youngsters, what to say to them to get their at- tention and what to do to hold the trade. Some stores have built with swings, sections slides, and all sorts of play devices which will amuse chil- dren while in the store and cause them to want to come again. Other merchants make a practice of giving some sort of a premium with every pair of children’s shoes sold. The success in this plan lies in the con- stant changing of the premium so that the child never gets the same thing upon the second or third visit. In selling shoes for children there is less investment in most cases for the business done than in any other line and less risk of loss is taken. If merchants will stick to the broad toe shoe, size up their stocks fre- quently, give the child’s shoe section its share of the window space and advertising and give special attention in fitting and selling they will make more actual profit in this part of the Saaee eee ee eer eee erence een en ene ee a a a ae ae MICHIGAN TRADESMAN stock than in any other—Drygoods- man. A Side Line of Leather and Other Goods Profitable. Written for the Tradesman The question of subsidiary stock is an important one for the shoe dealer to look into. What it shall be --whether hosiery, leather bags, dressing cases, hand-bags, or any other staples and novelties in the leather goods line; or whether one shall steer clear of subsidiary stock entirely and stick to shoes alone— these are questions that can be an- swered intelligently only in the light of loca! conditions. If you should ask me, “Shall I put in a line of sub- sidiary stock?” I would answer: “Blessed if I know! It’s up to you.” Of course it all depends. Il have this to remark, however: Many alert and aggressive shoe re- tailers in various sections of the country are putting in such lines and making money out of them. And, as the breakfast food advertisements say, there’s a reason. There are cer- tain commodities which are related, more or less intimately, with foot- wear, as hosiery, for example. And why shouldn’t one buy one’s hose at the same store in which he buys his shoes? And why can’t milady buy her pretty hosiery there, too? (Of course, where hosiery is sold sales- ladies will wait on the lady shop- pers.) And is there any reason why the shoe dealer shouldn’t also carry other commodities in the leather line—traveling bags, dressing cases, etc., ad libitum? Shoes are made of leather. Ditto traveling bags. The shoe man is supposed to have a ver- itable nose for leather. He is sup- posed to be an authority. And gen- erally popular belief is not so far wrong. He has had a varied ex- perience with all sorts of leather. He knows its strength and its weakness. He knows its capacities and adapta- bilities. He ought, therefore, to be a good buyer of articles of all sorts it. the leather line. And the profits on leather goods are attractive. It would, perhaps, make you open your eyes if you knew the profits on many of the commodities in this line. Subsidiary stock is not carried for the mere fun of it, believe me. The percentage of profits on articles of this nature is much greater than your average profits on your regular foot- wear lines. And when you consider that your actual operating expenses are not materially enhanced by put- ting in such a stock, you have an- other argument in favor of such a venture. Your present salesforce can attend to this stock also; for it is only on occasional emergencies that they are taxed to their utmost ca- pacity. And there are many, many hours during the week when their du- ties are extremely light. Now if you had some new, up-to- date lines of subsidiary stock in one or more of the articles mentioned above, your salespeople would cer- tainly add a little more sales’ ex- perience to their daily records—and you would enjoy the profits accruing therefrom. In all probability you 33 Christmas Is Only Four Weeks Away The best part of your season’s business should be during these few intervening weeks Holiday Good 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 S Hirth-Krause Co. Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. to make it thoroughly . _ TO ee ane aeRO , oe cra §=Corn Cure ie RAPIDS / ls This shoe has cured the foot ills of a host of our patrons. It is a Goodyear welt made from the best vici kid. No pains are spared comfortable for tender feet as well as service- able for hard every day wear. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. _— igri 3 ‘ & : & 3 & % 2 : 8 i : a ' 5 RRP ARRAN Te oR EE MICHIGAN TRADESMAN November 30, 1910 have the space—or might without se- rious inconvenience, or very little in- itial expense—for such wares. it is wonderful how much we can press in small compass when we make the effort! And, do you know, I like compactness in a shoe store. I like to see every available inch of the shelving occupied with goods. If you have more shelving than you have goods, take some of it out. Do not have the shelving punctuated here and there with gaping spaces. It looks bad; suggests the idea that things are going to pot— or else the stock is being depleted. And you do not want to create the impression that you are petering out, or that there isn’t anything much left in your stock but odds and ends. Create and perpetuate the semblance of amplitude with com- somehow respect to you stock. And so, cumbrance, instead of being an en- this subsidiary unused stock might fll up niches, thus giving your store a “spruced up’ ap pearance. And, for these articles in the line have a demand, while your shoe-calls are rather “sporadic” in that they chronize with the distinct For there will be a dull period in the regular line after people have bought their win- ter shoes. Nothing doing, then, until the new spring modes be- gin to move. another thing, many of leather goods more or less constant syn- “seasons. instance, necessarily special In the meantime you might be bridging over the dull spots by some very encouraging sales in these other collateral lines. And, yet again, by carrying such stock and advertising it and putting out flyers in these would want to do from time to time) you will thereby attract many ple to lines (as yor peo- store who would not And that is good No matter what matter whether they bought much or little or noth- ing in the line to which they were originally store you have a “fling” at them. You can diplomatically get your otherwise come. advertising always. brought them: no attracted—once in your their atten- tion to some shoe or other after they have had their original fied, or fied. want satis- their initial curiosity grat And so, you see, there are several good arguments in favor of the sub- sidiary stock proposition, looking at it broadly and with no_ particular store in mind. But, of course, that question, Shall I or shall I not? can be answered intelligently by the man who knows your ment best. self. Goods of this subsidiary nature can most environ- And that man is your- It is therefore up to you. be featured strongly in one’s adver- tising. And it is doubtful if it is worth while to install it in the first place unless one intends to make a good deal of it in his newspaper talk If it is not kept to the fore the impression is apt to get abroad that it is a sideshow; hardly worth while. The Smith-Kasson shoe store, cor- ner Fifth and Race streets, Cincinna- sort of therefore ti, lays a great deal of stress upon ‘the completeness of its subsidiary lines. And their lines are unusually ‘full and rich. They sell hosiery for men’s, women’s and children’s wear; ladies’ undergarments, including a well assorted line of handsome silk petticoats; ladies’ vests and galore; belts, leather bags, and divers sundry other staples and novel- ties in the leather line. All of which they advertise. Not that they adver- tise all of the things in these lines in all of their advertisements. But a few at a time are featured until eventually they all get before the public. They also appear in their window trim and they accentuate the appeal of footwear modes. Mere shoes do lim- it the window trimmer’s art; for just nothing more, can with difficulty be wrought into an effective trim. But give your trimmer some dainty lisle and silk stockings—some of those exquisitely dainty creations which smite the attention center and appeal to every person of refined taste—give him these and then watch him work! If he doesn’t get up some- thing foxy he’s a dead one. Cid McKay. ——_~+ 2 >__ Opportunities for Ambitious Clerks. The time is not so far distant when the public considered that anybody possessing average sense could sell merchandise. To be a shop keeper was to be on a plane somewhat low- er than the professions and but one or two grades above the laborer. These were the days when goods sold simply because people came to buy and there was very little “retail merchandising.” To-day this is all changed and all classes realize that the real essential in trade is reaching the public. The may make ex- cellent goods, but they will not sell by themselves. It is found that manufacturing has but one problem, while merchandising has its hundred. The public which has become so cos- mopolitan makes general retailing a complex art. Every clerk daily many individual conditions that effect the sale of the article to meet the needs of the buyer. When we realize the importance of merchandising young men become more content to be retail salesmen, for eventually they will become mer- chants themselves if they cultivate the art of selling, trimming windows, writing newspaper displays and cir- culars, studying the arrangement of lingerie shoes, and manufacturer solves stores, policies of sales and credits, and the many other details of the modern store which are very little understood by those outside of the merchandising field, but which make positive if conducted along scientific system. There are merchants whose love of work and analysis of human nature and sales system have made _ their stores landmarks of progress.—Boot aud Shoe Recorder. +22 success a thorough and If you have been playing in hard luck and think you are about to the end of your rope, just bear in mind that plenty of other men have been worse off and have yet made good. SHOE STORE GOSSIP. Fitting Odd Foot Customer—Men’s Styles Are Conservative. Written for the Tradesman. Bud Williams, head of the me's department in a certain metropolitz1 shoe store, told me this one on hin:- self: In a rather quiet afternoon not so very long ago Bud noticed that Bill- ings was having a lot of trouble with his customer. Billings had tried nct less than two dozen different shoes on his customer’s foot. But nothing seemed to please him, for nothing seemed to fit; and yet this particular emporium for modish footwear is nct- ed for the amplitude of its stock. Bill- ings had apparently reached the end of his tether—and that’s going sore, for Billings is dead game; also he knows the anatomy of the human foot. The customer had shoes to right of him, shoes to left of him, shoes in front of him; and they ran in divers sundry leathers and lasts and Siz- es. He had tried on everything from an old man’s cozy shoe in vici to the college boy’s swagger last with the ultra smart swing, the jauntily per- forated wing tip and the high mili- tary heel; and the college boy’s shoe came just as near filling the bill as the old man’s vici—all of which indi- cates that there was either some- thing wrong with the customer’s feet or that he had funny ideas in his noddle. The customer was not _ satisfied with just a snug fit on his right foot; he insisted on having his left foot fit- ted along with the right, and as Bill- ings soon observed, when he applied the stick first to one foot and then the other—and as he frankly told his customer—the feet were not mates. The right foot was fully half an inch longer than the left; while the left was broader. Hoping to be of some help to Bill- ings in his time of need, Bud mosied over and asked if he could do any- thing. As Billings had exhausted his resources, he very gladly turned his customer over to Bud. So Bud tried his hand. Take him ali in all, Bud Williams is just about the smoothest retail shoe salesman that ever hit our burg; but Bud did not seem to make any progress with this party. The man’s notions of his footgear requirements were as badly twisted as his pedals. At length Bud decided to try an expedient that he had somewhere read about or heard of. So he selected a pair of neat gun | metal bluchers—one of those com- fortable sort with a round full toe and short forepart—and slipped a 9A on the right foot and an 8 D on the left; and, presto! they fitted! The cus- | tomer admitted the fit, approved the style and admired the leather. In oth- er words, he acquiesced, succumbed and quit the field. “What did you say is the price of these?” enquired the customer, a thin, cadaverous looking individual with a moth-eaten, pumpkin-tinted mustache. “Five dollars,” replied Bud. “T’ll take ’em.” “All right,” replied Bud. chem sent, will you not?” “Nope,” said the cadaverous one, “thoy feel so good I'll just wear ’em. Send ,the old ones,” and the party drew out a ieli of bills. “Wait a minute,’ said Bud, inspect- ing the linings of the ill-sorted gun metals which constituted the mates to the unequally yoked shoes now in the possession of the customer; “\ think I have made a mistake. Those shoes you have on are not mates; one is an 8 D and the other is a 9 A.” “Oh!” replied the tallish one, smil- ing good-naturedly, “that doesn’t matter in the least. You can not beat the fit.” “Maybe not,” blurted out Bud, get- ting a trifle warm inside, “but we can not do that, you know. We can not seil two pairs of shoes at the price of one; and these two odd_ shoes would not be worth a durn to us.” “What'd you put ’em on me for?” enquired the customer; “just to make me think I was gettin’ a fit, hey? Well, here’s where I win. These are the shues I bought—and here’s your five bones.” And he passed the bill to Bud. “And d’ you know,” said Bud, “that blamed son-of-a-gun wouldn’t shed those shoes. I tried to bluff him and threatened to have him pinched; but I'll be durned if he didn’t hold me to it. Now, what do you know about that? Well, I have had my fling— and it’s no more of your shenanigan, shyster salesmanship for Buddie!” “Have To the man who is familiar with the history and traditions of stylish footwear for men, the lasts which are now proving most popular with well- dressed men appear extremely con- servative. The high toe effect—one of the most acceptable style-setting fea- tures of recent times—has reached its acutest expression in those creations built primarily to tickle the young man’s fancy. And the reaction has apparently set in. Apropos of the IT PAYS TO HANDLE WORK SHOES (HeLa RU 146-148 Jefferson Ave. DETROIT Selling Agents BOSTON RUBBER SHOE eee ' cn ean neers November 30, 1910 high toe freak, the pattern maker of a certain Western shoe factory re- cently said: “If the man in the last- ing room of a shoe factory does not go crazy it is because he hasn’t any mind to lose.” But the most pro- nounced knob toe of recent times is not to be mentioned in the same breath with the toothpick toes of some years back; nor yet with some of the freakish footwear creations of earlier days—for instance, the high- heeled monstrosities of the early half of the eighteenth century. If our friends of the lasting room have trouble with such a trivial thing as a high toe, what would they say if they had to fashion some of those eighteenth century footwear modes? It is frankly admitted that the toe of the shoe has much to do in de- termining its style-feature. The full round toe is proving a good seller. This toe goes best with a shortened forepart. This is a feature that was applied first to women’s shoes. It would appear that the foreparts in both men’s and women’s shoes have been shortened to the limit. In many sections the swing last is still popu- lar; in the cheaper grades and in shoes for young men who incline to ultra smart effects in their footgear the “swing” is still rather pronounc- ed. The sole extension effect is not as noticeable as it was several sea- sons back. So, take it all in all, extreme de- partures of any sort are not pro- nounced in any of the popular lasts for men. Current styles are charac- terized by sanity and restraint. This is particularly true of shoes of the better grades. For all of which we may be profoundly thankful. While I was in the shoe section of a big department store the other day a young man came in and bought a pair of $6 patent bluchers. They were built on a pleasing last—toes medium and normal as to height, soles heavy, heels military. The young man liked the shoes: and the fit was certainly excellent; but the heels were not quite high enough for him. Drawing from his hip pocket a folding rule, he placed it on the heel and said: “This heel is only one and_ three- eighths inches high. I want you to build it up to exactly one and three- quarter inches. I always wear a heel just that high.” This the obliging clerk promised to do at an extra charge of 25 cents. Some men would, perhaps, object to a heel of that height, and there are people of an argumentative turn who might assume that it is positively in- jurious to the health to tilt the foot to such an angle, arguing that it must necessarily throw too much of the body’s weight on the ball of the foot, etc.; but, as a matter of fact, some men can very readily wear heels that high, and I have found men who claim to wear such high-heeled shoes with comfort. Maybe the comfort is more imaginary than actual. But if a man thinks he is comfortable, what is the difference? If high heels are a style element (as some people think), then the stylishly-inclined young MICHIGAN TRADESMAN man who has high heels will feel comfortable upon them, and he will look with favor upon any shoe deal- er who makes it easy for him to get what he wants. So, if you are a deal- er, 1 should advise you to build the heels up to any desired height, when so requested. Cid McKay. +s Of Laughter. He can be said to have won the game of life who at the last can laugh. It was no blasphemy, but a far vision of Nietzsche’s, that led him to say that the last Savior who would come to mankind would laugh instead of weep. That final speech of O. Henry, the short-story writer, was finer than any story he ever wrote. Just as he was dying he turned to the doctor and said: “Pull up the curtain, Doc. I’m afraid to go home in the dark.” The speech had in it wide courage and a sense of values. One forgives the royal Charles much frivolity for the sake of his dying speech, “Gentlemen, ! fear I'm an unconscionable time a-dying,” and any one who has suf- fered much alone knows all the pathos and the fun in the crippled Heine’s complaint that it was too bad. of the German philosophers to abolish God—‘“for who, pray,” said he—“who am I to groan to at night after my wife has gone to sleep, if there is no God?” In youth, when we are whole and vigorous and trustful of this envel- oping life, we may easily prefer trag- edy. We indulge a brave desire to understand life and to know it at its worst. No rectified and decorated world, no polite reserves, will as- suage our thirst for reality. We are obtuse enough and sound enough to bear the highest pitch of anguish; in- deed, it takes a good deal of sensa- tion to rouse our feelings, so thick- ly are we encased in coursing blood and wholesome flesh. But there comes a time when the luckiest among us bear the scars, if not the open gashes of the battle. The good, strong bones that held us upright and gave our eyes a_ level glance across the field of life, are mashed and broken on the wheel or bent by labor, and then we ask for illusions, for comedy, for diversion, but, above all, for laughter; sane, courageous laughter. Broken, burdened, helpless as we are, none of us very much to be envied, none scathless, he stands highest who still can laugh. Laugh- ter means that man can still restrain desires, still bear up under torment, still see himself in so large a set- ting that his personal fate seems small. Anger and contempt and bit- terness are all equally silly. They leave us unaware of our relativity. One man’s place in the universe is no great matter. The bag of life is deeper than any man’s hand _ has reached. No man of far vision ac: cepts a final despair since beyond the farthest stretch of vision spreads in- finite space—Harper’s Weekly. —»++~»—____ A man is apt to think he is having a moral awakening when he begins to sit up and take notice of his Sn nee ee hee a eat og neighbor’s sins. Michigan Ohio and Indiana Merchants have money to pay for what they want. They have customers with as great a purchasing power per capita as any other state. Are you getting all the busi- ness you want? The Tradesman can ‘“‘put you next’? to more possible buyers than any other medium pub- lished. The dealers of Michigan, Ind- jana and Ohio Have the Money and they are willing to spend it. If you want it, put your adver- tisement in the Tradesman and tell your story. If it is a good one and your goods have merit, our sub- scribers are ready to buy. We cannot sell your goods, but we can introduce you to our people, then it is up to you. We can help you. Use the Tradesman, and use it right, and you can’t fall down on results. Give us a chance. The Tradesman Grand Rapids Fs bg sd Sep GRR ons tae ee ia ear haat a EES z j 4 & ¢ EUs S MGS i RANA ARCATA AEE OE RENEE RTE RINT Te MICHIGAN TRADESMAN November 30, 1910 T = = ~ Se we 3 = t.2o-a2 = = HARDWARE 2 : & — oc —- = = = me 22 2 & ee —- 4 = Z ae — = rt el Sa) ™ Se ma I) = ifn Sa re moe are Ti Bt A Nise= eae M% ) I = f & HK Selling Hardware at a Profit—How [tain a fair margin of profit, for in To’ Make It Easier. The which merchant from the difficulties under labors are so difficulties other that ‘twould indeed be a hard matter to establish a fixed rule for all to follow. The factor that for successful merchandising is pub- ‘Advertise.” If advertise through the your local paper, not advertised in those which the largest circulation in the tion tributary to do not confine your advertising to mere newspaper notices, that John Jones sells fencing! Study the wants of your people and produce that need, and conduct a cam- among them. which beset an- one great makes licity— meditm of perhaps you have have sec- your business, and which they paign of education Make your store a constant source of advertising. Make the of your employes personnel ment for your business. Then there is the old argument of buving, that well bought are half sold. measure, to pay same good goods That is true in a Some merchants are prone one man than another, but it is only because of the superior salesmanship and personality of the representative of the other house. Be sure that all marked with the cost and price, and adhere to the system. “A square for all,” few of your goods will be sold at a loss. I believe that the habit of some merchants of loading up with what | IT will “dead stock, 1, &. shifting periodically from one line to another, thus having odds and from your selling one-price deal designate firm’s ends several lines scattered around the store, advantage than you have to works to more dis- otherwise, on the sales of at the good qual- other. sacrifice these goods and you are dis- advantage of showing the ities of one line against the Keep a line full. lines eood line and you will have no trouble in getting your profit. If you are hard pushed by keen competition that no man can possibly get all the business, remember one therefore, throw a little extra energy into the conduct of your business. Clean up the store. Brighten the goods. Put a new front in the old store. Take advantage of every ave- nue for getting people into your par- ticular place of business and have something of interest to show them. Instruct your clerks in an entertain- ing line of talk of your goods. Main- one | different | you can not} a living advertise- | large | a little more for goods from | goods are | and | for surely | and keep. that | Keep the repairs for those | ninety-nine cases out of 100 the other fellow is not selling his goods at a loss unless he knows they are out- classed and desires to restock with an up-to-date line. Insist that courteous, your help be always and that although there be no immediate prospect of a sale, require your help to be ever ready to assist in the tying of the horse iof your competitor’s customer, should the opportunity offer, in front of your store. Treat all people as though were human beings, including your own help, and thus inculcate the same spirit into their natures. Keep your store clean, your business clean and advertise in all ways possible, and you will always find your profit on the right side of the ledger. C. F. Kellogg. —_—_~+-.—___ |A Municipal School for Hardware Salesmen. In Birmingham, England, a city is to be credited with a pro- | gressive spirit in commercial matters, they {which as well as in the broader questions of the day, efforts for the of hardware salesmen are ibeing made under municipal auspic- jes. The object of the movement is ito educate the salesmen in the retail | hardware stores so that they may be | | | systematic | | instruction fitted for their work by practical in- istruction in the arts of salesmanship jand also by the knowledge imparted in regard to mathematics, drawing, sheet metal working, metallurgy and technical ironmongery. If this can be successfully accomplished an ex- cellent foundation would be laid for |intelligence and skill in a ° dificult |branch of business. As an incentive Ito regular attendance and good work | examinations are held at the end ot the session and prizes awarded to those entitled to them. A |feature in this hardware ithe fact that it is established and con- | | significant school is |ducted by the city. there are schools for the educa- In this country paratively few com- tion of salesmen in any branch of business, special and efforts in this direction are usually the result of pri- vate or individual interest in the mat- ter. Occasionally we hear of local as- sociations of hardware clerks, for ex- ample, in which they discuss or study subjects directly connected with the hardware trade, in the effort to get such information and suggestion as they can, which will be of practical service to them and accelerate their knowledge of the business. The goal at which they aim is that they may, as the result of their training and ex- perience, become well posted hard- waremen, a term which implies a wide and detailed knowledge which can be acquired only slowly, but is hardware invaluable for the mer- chant and should be the basis of a successful career. Whether it be in formally established schools, as in Birmingham, or in efforts made in separate hardware stores or even by individual clerks or merchants to ac- quire a knowledge of hardware, there is in such cases the recognition of the fact that the hardware business, in order to know it well and con- duct it wisely, needs to be studied systematically and _ persistently. In- deed, one of its charms is that it is never mastered, and that new devel- opments are constantly adding to its interest. 22 Advertising a Growing Force. For your own business welfare do not fail to grasp the fact of the rapid- ly growing force of advertising. It is an influence, a power, which can not be ignored, and which you should in- voke. The business battle formerly in the store. In former times when the consumer wanted something he went to his store, and on the floor was fought out the ques- tion whether he should buy of that store, or some other store. To-day the battle ground is in the home of the consumer. There he re- ceives circulars, letters, booklets and reads advertising appeals in newspa- pers and magazines. There he de- cides whether he shall write an order to some distant city, or whether he shall visit you and buy in person. If you have not kept before him with your advertisements, as have the others, there is danger that he may not think of vou at all when his buy- ing time arrives, but may order else- where by mail. But ground was if you, too, have been adver- tising to him by newspaper, circular and letter; if you have told him why he should buy of you instead of buy- ing from a distant establishment; if you have convinced him that you can give him better service than others; he will give you the preference and will come to you to buy. Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and ve of Metal & Good Investment PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.04 EASY TERMS. Catalog Free. KINGERY MFG, CO.,106-108 E. Pearl St.,Cincinnati,0. 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 Shankland & Co. Michigan State Agents 66 N. Ottawa St. Grand Rapids, Mich. Wholesale Hardware ae 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 31-33-3537 Louis St. Grand Rapids, Mich. Hardware November 30, 1910 MICHIGAN TRADESMAN of Building Paper Trade. With the cold snaps of early win-. ter stirring many districts into 4 frenzy of business bustle, the hard- ware merchant in such sections is finding his hands full and is improv- ing every chance to fill the till and lower the stock before January brings a retail lull and inventory. It is always a pleasure to drop into a country hardware store at this sea- son and see the slow moving farmer of last summer merged into the busy man who jumps from a wagon just unloaded at an elevator or warehouse. He is all business now and wants to pay up the old bill or get his pack- ages and hurry homeward for another load of produce that will square up his accounts. The mer- chant who is unfortunate enough to have few such customers is reminded of his own empty coal bins and given the nerve to pound the slow ones up. The villager who was so_ busy whittling and telling yarns on the sunny side of the grocery store dur- ing the warm months has suddenly remembered the corner hardware store, where he is the busiest man in the community as he anxiously waits for those nails and roofing caps which will hold a coat of tarred paper on his shack before night. A knot hole or an open crack on a cold night will inject more hustle into one cf those fellows in a single night than a complete commercial course can into a book made merchant in a life- time. In fact, a touch of sharp weather makes us all think of our summer’s wages and fills us with energy and new resolves. By the way, you may not handle tarred paper or threaded felt, but it is such an inspiring subject to a lazy man that IT can’t leave it alone. Most country hardwaremen are selling building and tarred paper these days, and many of their city cousins, especially in the outskirts of large towns, are finding it to be live, profitable stock that sells fully as rapidly as window glass in an air eun neighborhood. I have often thought that if I could be assured of all the window glass trade in any community it would pay to give away air guns every Saturday afternoon. Building and tarred paper are par- ticularly good sellers in lumbering or farming districts where all kinds of temporary shelters must be made warm in a hurry just before winter. There are hundreds of hardware merchants buying paper in car lots who would hesitate before buying sttch quantities of many other com- modities. It is a most simple stock to handle, does not have to be sold in broken lots, and usually goes to the customer who wants quick action and will pay a profit for it. It moves very rapidly when the season is on, and in more ways than one is very desirable stock to the merchant who is out after real live selling additions to his business. Tarred paper has other uses than keeping moths out of your winter furs or preventing frosted feet on Christmas poultry. I saw it put to a most practical use in a store not long ago. A partitioned bin had been built at the back of the store out of matched flooring for the accomoda- tion of axe handles, and the entire inside as well as the tight fitting hinged cover was lined with tarred paper. The manager told me that his axe handles were always straight when stored there and that they re- tained their elasticity. It’s great to own a stock of axe handles that are not brittle, and we all know the kind that are as crooked as reform alder- men. Mixing them with good ones don’t move them either. The thoughts of the one or two crooked axe handles in every crate has twisted me from the paper sub- ject so I shall stop, as it was a whiff of tarred paper that forced upon me the memory of that profitable old friend and reminded me of the fall and winter opportunities such special lines hold for us hardwaremen. A trial order will convince you that this line is too good to leave entirely with the lumber yard that stocks builders’ hardware. While we are on the paper subject, let’s go out in the wareroom and tear a small piece off a roll of any one of the many so-called fire-proof roofings and apply a match to it. By the bright blaze of our sputtering torch let’s wonder together why the manu- facturer wrote “Fire Proof” on some- thing which sells even if he has lied about it—-The Iron Age. —_——>---o Catalogues as Text Books. Hardware has long been recogniz- ed as one of the most complicated and difficult branches of business, and in spite of much that has been ac- complished to facilitate obtaining a knowledge of it and to make it easier to carry it on, it is still the work of many laborious years to master it even fairly. This, how- ever, should not lead to a disregard of what has been done for hardware merchants and those who aspire to be hardware merchants in furnishing them aids in their quest for a know- ledge of the trade. A tendency of the times is to let light in wherever it is wanted—and sometimes where it is not wanted—and to make the giving and receiving of information serve business ends. The literature issued by the manufacturers is an example of this. Their circulars and catalogues are voluminous and finely illustrated, and if often deficient in not going into sufficient descriptive detail, still convey abundant informa- tion in regard to the various products. The same thing may be said, with perhaps greater emphasis, of the cat- alogues of the jobbers. These are marvelous compendiums of informa- tion about a bewildering and con- stantly increasing assortment of hardware articles. Such catalogues a few years ago were comprehensive and told a great deal, but recently there has been a marked advance in them as they have become more thoroughly descriptive as well as larger and more complete. The re- sult is that the merchants using the books, or the clerks studying them, can take a very broad and very defi- nite outlook into the great hardware field. The Road to Ruin. There is one, sure, quick, easy road to commercial ruin, and every year sees thousands of retailers traveling that road. That is to let the “stickers stick.” No buyer is so. shrewd stock will gather no goods, but it is his own fault if they stay there. Every one of the much-talked-of | big city stores has an iron-clad rule | money earns which no buyer dares to the longer you wait the less the goods are worth. A dollar invested in quick-turning stuff soon becomes two dollars. In “stickers” that linger on the shelf, a dollar quickly shrinks to fif- that his|ty cents and by and by to nothing. slow-selling An article is worth, not what it costs, but what it will bring. Goods that have outstayed their welcome never improve in value.»Tied up you nothing. Better . | ; ‘ ignore:|have one dollar in merchandise that Seasonable goods must not be carried|turns over and over and earns you over, and no stuff must be kept on hand beyond a certain time. Watch the advertising of these houses. See them knife the slow-sell- ers. They don’t call them stickers, of course, but you, who have been there yourself, can read between the lines. If laggard goods will not sell at one price, the knife goes in again, and if need be, yet again, until the desired result is secured. The first loss is the smallest loss; a profit at every turn than three dol- lars in shelf-warmers. —_——_—__~»~.->—————_—_—— There is always room at the top and in a Masonic lodge a man has to work up to it by degrees. Columbia Batteries, Spark Plugs Gas Engine Accessories and Electrical Toys C. J. LITSCHER ELECTRIC CO. 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. Your Waste Something to Make Every Pound The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metals Handy Press Co. Good Dollars Increases the profit of the merchant from the day it is introduced. Two sizes. Price $35 and $45f. o. b. Grand Rapids. 251-263 So. Ionia St. In the Way of Your Waste Paper Bring You Send for illustrated catalogue. Grand Rapids, Mich. SR ARREARS tg a MICHIGAN TRADESMAN November 30, 1910 THE HOLIDAY EXTRAS. A Council of Clerks Would Benefit the Selling. The meichant who treats his help well and pays them fair salaries has every right to expect in return a cheerful extra exertion at the holiday season. But he should not regard the strain of the extra hours and the added rusb as an insignificant matter. It is wise to remember that the strain is apt to show first in the temper. The brain invariably gives out before the muscles. In the case of the sales people there is a strain on both the muscles and the brain. It is well for the merchant to call his helpers together before the great rush of the holidays and say a few words to them on the subject of the extra work, and what he expects of them. He may intimate that he has a right to this extra service, but he will wisely bring out the fact that he appreciates the effrots of his help- ers. Sales people are a little apt to consider themselves somewhat abused when work is extra heavy, and if this feeling‘can be done away with or prevented in a pleasant fashion much is gained for the good of the store. If they are fairly treated and justly paid they grow to understand that the success of their house means their personal success, and extra labor means, indirectly, extra reward. _-—- & > > Know the Stock. There comes a time in the develop- ment of a general store where it is a little dificult for the merchant to tell whether he should confine his sales- men to one special department or give them the “run of the store.” When the store is small the stocks limited, and the variety not great, one clerk can, within a short time, learn the stock so thoroughly that he or she can sell goods successfully be- hind any counter. But the store grows. More depart- ments are added. More goods are coming in. The cabinets, racks and cases are crowded full. The store building is enlarged, perhaps, and more cases and drawers and storage places for stock provided. As this development goes on, there comes a time when it is dangerous to the store to trust to one clerk making the most of every department. For example, a certain woman went to a dry goods store not long since and asked for a certain kind of baby dresses. The store was a big one, but the clerks were trusted to sell goods in any department. What- ever clerk first nailed the customer followed that customer all over the store. The clerk who was piloting this woman around not very familiar with the line of goods sought, and after hunting around said they had none of the desired goods. The customer went else- where and bought a dozen of the dresses. A few weeks later the same woman happened to drop into the same store, and saw some of the exact kind of baby dresses she had been looking for before. “Why, I thought you didn’t have any of these?” she said to another was clerk from the one who waited on her the first time. “Qh yes, we have had those in stock right along. We always carry them,” said the clerk. The store lost a good sale, because the first clerk didn’t know the stock. It would be a very beautiful and convenient thing if every clerk could be taught to know every item of stock in every department, but the store is bound to outgrow such a condition, if it is a growing store. The proprietor must guard against this. It is of vital importance that the clerk know the goods, and know where to get them. There is a vast difference in the capacity of clerks for knowing the stock, and that, too, must be taken into consideration. —_>+>——_ Better Goods, Better Results. Given two stores wherein the to- tal sales are the same and all other conditions, except the grade of goods carried, are equal, the store in which the average sale is 50 per cent. larg- er than in the other will require a smaler number of salespeople, fewer cashiers and wrappers, a smaller de- livery force and less supplies (paper, twine, etc.). Its complaints from cus- tomers will be fewer: its annoyances will be materially reduced: competi- tion will be less keen, while net prof- its will be larger. Since all the indications so plainly favor the store having the average sale, why do so many mer- chants continue a policy that direct- ly tends to lower the tone of their business, that creates demand only for the cheaper grades of merchan- dise—-conditions which always mean a low average sale? Holding special sales almost with- out cessation, giving prominence to seconds in these sales, substituting inferior goods for standard, dependa- ble merchandise and always quoting “cheap” goods in the advertising— these are some of the ways of re- ducing the average sale of the store. The folly of holding a clearance sale of furs in June or of attempting to close out a left-over stock of straw hats in October is clearly apparent. Nevertheless, some retailers will hang on to merchandise of various sorts until after the season for it is practically closed; until the style is no longer in vogue, or the demand, for some other reason, has largely ceased. Better take a stiff mark-down on odd lots of goods while there yet re- mains a call for them, and succeed in closing them out, than delay a few weeks and then lose all chance of selling the stickers at any price. When you (or one of your buyers) make an exceptionally fine purchase through which you obtain a lot of desirable merchandise at considera- bly less than its previously quoted value, what do you do with it? Do you, when advisable, let your cus- tomers share in the advantage of the low purchase price, or do you inva- riably “hog it all?” The latter course would indicate that it is your usual practice to break |prices on merchandise only when larger market, trade or stock conditions ob- lige you to do so, and that your cus- tomers pick few or no plums in your establishment. Nothing takes the place or value- giving in a retail store. surely builds up the business. Con- trarywise, nothing tends more di- rectly to trade retrogression than the policy of squeezing every cent of profit possible out of every article sold. The holding of “bargain’(?) sales wherein the offerings consist solely of odds and ends of undesirable mer- chandise is not helpful but suicidal. It pays to be generous while play- ing the merchandising game—Dry Goods Economist. Nothing so —__2>—— Meat Market and Christmas. There is scarcely a butcher in the country who is not cheered because of the thoughts of large profits to be made during the holiday season. It is the harvest time for merchants in al- most every line, and the butcher shares in the general prosperity. But liow to take advantage to the fullest extent of this harvest season is a problem hard of solution to a large number of butchers. -~There is no general answer to fit this question which can be applied in all cases. The preparations made by one butcher might be of no assistance to another, and what might be a big builder of trade in one locality might fall short of success in other places. There are some general directions, however, which every butcher can take to him- self with profit. First of all comes the suggestion of helping along the hol- iday spirit by dressing up the mar- ket in holiday attire. Appearances will go a long way to attract trade, and at no time of the year are ap- pearances so valuable as during this seasor. Decorated windows and in- terior displays naturally form the foundation of the butchers attempt to influence the holiday trade. The amount of goods to be carried gives trouble to certain butchers. They are afraid to purchase a large supply of turkeys, poultry, etc., because they are not certain that they can dispose of it, and, on the other hand, they do not wish to lose sales because of a short supply. How, then, are they to regulate the amount to be pur- chased by them? Butchers who have been at the same stand in previous years have a standard by which they can reckon. They know how large was the demand in previous years, and likewise they keep in touch with the progress of their trade, and can compute the increase from year to year with almost mathematical accu- racy. Then, it is possible for the ma- jority of butchers to get a good line on their trade by asking their cus- tomers to give their orders in ad- vance. They promise to reserve the best for the customers who order ahead, and thus persuade them to fall in with this idea, which after all is better for the customer as well as for the butcher. When the matter of decorations and stock have been decided the experienced butcher gives serious attention to the things; other than poultry or meats which go to make up the holiday repast. Other things besides meats are in de- mand, and the meat and poultry de- partments do not comprise every- thing in the market of to-day. There are canned goods, vegetables, fruits, etc., and the wise merchant realizes that his customers need these goods and prepares to handle this trade — The Butchers’ Advocate. —_+22>—— The old proverb about “The bird in the hand” applies with special force to the customers a store has. An old customer is a real asset and every effort should be made to hang onto him. If he quits trading with you there is some real or fancied rea- son for his doing so. Do not let him go without a struggle; write him a letter and find out what is the mat- ter. If he has a grievance fix it up with him. A steady customer is worth a good many dollars in the course of a year and no merchant can afford to lose one unless there is a very good reason. G. J. Johnson Cigar Co. s.c. 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, 5,006 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 ™® Baker's Cocoa and Re U. ei of 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. November 30, 1910 MICHIGAN TRADESMAN 39 Stop the Leaks. There is but one safe way to re- duce the cost of doing business, out- side of increasing the volume of trade, and that is by stopping the leaks and eliminating the drain upon the resources which do not give an adequate return in their stead. If an opportunity is given to save money without in the least injuring efficiency or service, a retailer owes it to himself and his business to take every advantage of it. If a special delivery letter will do as well as long distance ‘phone, the wire is a leak. If a two-cent stamp will serve the purpose, why buy a special delivery paster or call long distance? If three horses are kept and one is idle any part of the day, dispose of the horse and try to get along with out. If the bookkeeper is busied all day long with books that are behind the time, get a system that is modern and put a part of the bookkeeper’s into something productive. Cut out advertising just to please some one, and be sure that every advertisement is placed where it will bring returns —or ought to. These are the leaks which the study of practical store accounting will point out. Practice will stop them. Study your business, not in its entirety, but in every department, lock, stock and barrel. If you are not making the money you think you should, don’t look down the barrel to sce why the hammer will not go down, or why the trigger will not work. The papers are full of tales of what happen to those who do it. Take the gun to pieces; find what is wrong, oil it and see that no old rusty load stays in the barrel. See that the sights are clean and point true. Then go after big game. The arm may be an ancient one, and again it may be a very capable one. All it needed was a little fixing and atten- tion. Business is very much like a fowling piece. It shoots best when it is in good shooting order. —_—_»++s____ Clerk Salaries. Before a good clerk comes up and strikes you for an unwilling raise which makes both of you sore and hurts the business, revise your pay- roll toward the new season by spon- taneous advances to such as deserve it, and cement their loyalty to your affairs by this indication of your in- terest in their advancement. If you do not, you will lose someone you want to keep just when you can least afford to part, or you will get a “tottich’ at the zenith, which, if yielded to, will be accorded and received without graciousness and will act on other employes as a sign of how to extract from you a justice you can not see without a “hold-up.” The public, too, “loveth a cheerful giver.” And, besides, a vol- untary increase, accompanied by a few words of kindly appreciation will go iarther with the clerk and be more satisfactory to both sides than twice the amount if the clerk must season’s first ask for it. Salmon Market. Although the 1910 salmon pack has hardly been completed, and is not yet entirely delivered, jobbers are al- ready endeavoring to orders for the 1911 pack. unprecedented in the history of the place The situation is salmon industry. It is altogether too early to commence to talk of 1911 Packers and brokers do not care to enter into any contracts nine or ten months before they have any fish to offer. The 1911 pack, how- ever, will come onto a market abso- lutely bare of canned salmon. The supply will be cleaned up earlier than at any time in the history of the in- dustry. There is no more red salmon to be had from packers at any price. Rec- ord prices could be obtained if there were any fish to be had. In some in- stances jobbers who have small lots of fish have been offered from 15 to 40 per cent. more than they paid for their fish by other jobbers who have contracts they would like to fill— Seattle Trade Register. salmen. Competition. “We want to organize the mer- chants here and shut out competi- tion,” remarked one merchant to an- other when the subject of a mer- chants’ association was under discus- sion. The idea is a mistaken one. The object of merchants’ associa- tions should not be to shut out com- petition of a legitimate character. It is a good thing for the town, and a good thing for the merchants, to have legitimate competition. No doubt there are some towns where the efforts of the local mer- chants have been devoted to discour- aging other business houses from coming in, but such towns are rare. The tendency of merchants is to en- courage new business concerns. 3ut the illegitimate competition is fair prey for the merchants’ associa- tion. The itinerant, the fly by night, the here to-day and away to-morrow, establishments that pay no rent, give no guarantees and have no respon- sibility—they are the concerns to get after and to get after hard, and the cnly way to get them is by organi- zation. —___> +> Show Your Merchandise. How in the wide world do you expect people to know what you have In your department if you do not show them—if you do not get en- thusiastic about the goods that are there and tell them about them. What of it if people do not ask for evervthing that is in your line every time they come in? When you have things, every department has them, that customers would be inter- ested in, ask for a few moments of their time and show them some of the new things that they will be in- terested in. People are always will- ing to take time to look over new and useful things that a store like this always has coming in to show all the time. Send for Catalogue We operate three model pl Distinctive chara Highest Grade Canned Goods PACKED BY W. R. Roach & Co., Hart ants, including the largest and best-equipped pea packing plant in the world. Peas packed fresh from the field by automatic continuous ma conditions. All water used is from artesian wells. —all under personal observation of experienced packers—give to the HART BRANDS OF FRUITS AND VEGETABLES cter and make them TRADE WINNERS AND TRADE HOLDERS Ask Your Jobber for Hart Brands | Mich. chiaery, under perfect sanitary Skilled helpers, expert processers W. R. ROACH & CO., HART, MICH. Factories at HART, KENT and LEXINGTON—AIll Model Plants Judson Grocer Co., Distributors, Grand Rapids, Mich. AO ict antag ie i aa a zai PS yogiabicien 2 vi MICHIGAN TRADESMAN November 30, 1910 —— “A Salesman.” When the train pulls in and you grab your grip, And the hackman’s there with his frayed out whip, And you call on your man and try to be gay, : iu - 2 And all you get is: ‘Nothing doing to- day, Then you’re a peddler, By heck, you're a peddler! When you go into a town and eall on your man, “Can you see me, Bill?” “Why, sure I can,”’ You size up his stock—make a rough count, And ‘Bill’ presently usual amount,” Then you’re a2 drummer, By Heck, you're a drummer! says: ‘“‘Send the When you travel along and everything’s fine, And you don’t get up ‘til half past nine. When you see each concern and talk conditions, And send it all home with many additions. Then you’re a traveling man, By Heck, you're a traveling man. When you call on the trade and they talk “chard times,”’ ‘Lower prices” and ‘‘decided declines,” But you talk and smile and make the world look bright, And send in your orders every darned night, Then you're a salesman, By Heck, you're a salesman. qiiniid ain a Indiana Travelers Seek Protection, But Not Bar Rooms. Probably no man in Indiana saw such dire disaster approaching his community as the result of voting out the saloon under the county option law as did the hotel keeper. He could see more red ruin after he was compelled to close his barroom than any four stump speakers in_ the country. Everything, in his opinion, was knocked galley west and crooked just the moment the people declared that the saloons in any given locality must go. He began to get a grouch —if he did not have one already. He raised the rates, and lowered the standard of his meals. He fed ‘em on cold storage stuff and canned goods of an inferior grade. He paid little or no attention to the sanitary con- dition of his hotel and he blamed all the evils with which the traveling man has to contend on the coun- ty option law, and the hotel man sat up late at night in order to curse that law. I am not going to argue whether a “wet” town or a “dry” town is the better. JI am not going to say that the increase in rates is due to the eliminating the barrooms from the hotels, nor will I contend that feed- ing the unfortunate traveling man cold storage stuff is the result of the high cost of living. Nor do I propose to locate any particular hotel or say these charges apply to all hotels and all landlords. The Indiana Hotel Keepers’ Asso- ciation took a very active part in the last campaign as it had a right to do, and there is no doubt that it contrib- uted a great deal to the Democratic success, although I doubt the claim of some of its members that it turned over to the Democrats fifteen thous- and Republican votes. And now the Hotel Keepers’ Asso- ciation has become chesty and says: i“Take it from me—I am the loving kid that did it.” All right, let it go at that. There are in Indiana about seven- j | | | | | | een thousand traveling men, and I hink I am not putting the number oo high when I say that of that number 16,700 do not care whether there is a attached to the hotel! at which they stop. The travel- ing man of today does not transact his business in the barroom of a hotel, nor does he spend his evenings after his day’s work is done, shaking dice over a sloppy beer counter or making rings on a bar room table. The man who used to do that sort of thing is not on the road any more. Nor does he particularly object to the hotel man having a barroom attached. If that is the sort of thing the people of the community like, why it’s all right with the sample case man. 3ut when the butter is so violent that it has to be chained to the table to keep it from “smashing” the glass- ware, or there is so much formalde- hvde in the meat that it almost bleaches the hair of the man who eats it, the traveling man believes he has a good reason to kick. The average t t t | saloon traveling man_ has long ago found out that it does not do much good to kick to the average hotel keeper. The night clerk may fail to call him, or the porter may fail to awaken him for the early train: his baggage may be left through the negligence of the hotel employes, the sheets on his bed may be dirty and his pillows may contain crushed donicks instead of feathers; he takes it as part of the game and says to himself, “well, that’s what you get for being on the road.” But he has another remedy. The Hotel Keepers’ Association has a committee that will attend the legis- lature and demand that the county option law be repealed, that the |saloons may be attached once more |to the hotels. The traveling men |also have a committee that will wait ie the legislature and ask for some \laws that will help them out a little jon the pleasant side of life and aid in |getting for them what they pay for. | No traveling man, nor the man who employs him, objects to hotel prices if the returns are adequate as ccm- pared with the rates. They do object to paying for fresh country butter when they have to eat oleomargarine —and there are at least a dozen hotels in Indiana that serve “oleo” and do not have up in their dining rooms the sign announcing that fact, as is required by the federal law. So the legislative committee of the traveling men’s associations is going to ask that the hotel keepers do something besides furnish barrooms. They will ask that the pure food laws be more rigidly enforced. They will ask that the pure food inspectors go into the kitchens of the hotels and see the staff before it is cooked and set out in the dining room. They will ask that the meat be examined in the refrigerators and net after it leaves the frying pan or the pot. They will ask that the sanitary in- spectors go out in the back yard and examine the premises close to the kitchen and that the garbage be prop- erly disposed of, and not permitted to decay within easy smelling dist- ance of the cooking room. The traveling men will ask for a more thorough inspection of the hotels and better arrangements for escape in case of fire. And to do this they wish better inspectors, that is, more competent inspectors. The Aveline hotel at Ft. Wayne was inspected a short time before it sent so many of the boys to death. But the inspection was made by a glass blower, who through political influence was made a state inspector. There are hotels in the state that are without fire escapes. There are hotels in the state that have eleva: tors that endanger a man’s life every time he steps inside them. There are some hotels in the state from which uot a soul above the first floor could escape if a fire broke out. The traveling men do not pro- pose any attembpt to regulate the hotel rates. They took little or no part in the contest for or against the saloons. In casting their votes on election day scant consideration was given the county option ques- tion. Nor will they ask the legis- lature for laws regulating the liquor traffic. The very large majority of traveling men are of clean personal nabits. They leave their homes and loved ones on Monday morning and spend their lives until Friday in the hotels and on the trains, hustling for their employers. And all they will ask from the Hotel Keepers’ Asso- ciation is better protection for their lives and health while they are away from their homes. This they will ask for and they will ask for it out loud. The only way they can get it is by means of the law and the enforce- ment of the law.—W. H. Blodgett. ——_+-> Learn From the Travelers. There is a means by which a knowledge of hardware is disseminat- ed which might be of even greater influence if merchants would make proper use of it. The last half of the nineteenth century was made not- able commercially by the sending out of multitudes of traveling salesmen who were constantly visiting the merchants, large and small, often forming pleasant personal relations with them and thus contributing in many ways to the activity of busi- ness and the knowledge and intelli- gence of the trade. These salesmen are experts in their different not only knowing, with greater or less thoroughness, according to their ability and experience about the goods they sell, but also having a fund of information about other lines. With their geniality, courtesy and knowledge they have a large part in diffusing information in regard to hardware, and thus sending important aid in acquiring a mastery of the business. Some merchants make the mistake of not -deriving from travel- ing representatives the information which is thus within their reach of not using at all adequately this source of trade information. With the many, however, who appreciate the value of these opportunities, it is a serious problem in the overcrowded hours of a busy day, to find time to give these traveling representatives the atten- tion they deserve and to receive from them the information they are so competent and so willing to give— Iron Age. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. lines, Many improvements have been made . in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3 00. American plan. All meals 50c. The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Rooms $2.50 per day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSEE” NEW YORK When you see a traveler hustling extra hard make up your mind his object is to reach Grand Rapids by Saturday night. Sunday passes quickly at Hotel Livingston Grand Rapids, Mich. wilcnenicenee ai nnutssAS 4 2 ‘ : 4 : : 4 ; November 30, 1910 MICHIGAN TRADESMAN 41 What the Buyer Knows. How much does the average buyer know about merchandise?” I asked a traveling man the other day. “Not a great deal, so far as detail- ed analysis is concerned,” he replied, “and it isn’t necessary that he should. Now, there’s Harry May, up at Saw- yerville. He is one of the most suc- cessful buyers in his district, and he never tries to see whether he is get- ting the lowest price or not so much as to ascertain what the merchandise will bring and still pay him his mar- gin of profit. “He picks up a piece of goods and looks it over critically and decides what he can sell for before he even asks the price. Then, if there is suf- ficient difference between the cost and selling price he is satisfied. He told me one day that price paid did not worry him so much as to getting the most desirable goods, and that he would willingly pay a higher figure for something that would move in- stantly and give satisfaction to the one that got it than to buy the other sort of merchandise 25 per cent. un- der the market. “There’s another fellow in the next town. He buys for Johnson’s store there-—a second-rate sort of a place. He is one of those fellows that trys to remember what every one quoted him. He goes through my line and picks out stuff, gets my prices and then tells me what So-and-So offered him the same thing for two months ago. He thinks he can qualities as long as that. remember “And another insane idea that he has is that he can figure out what certain things ought to cost. True, he can come somewhere near guessing the manufacturer’s cost of some things, but he does not take into ac- count that conditions of production are not the same all over the coun- try. He is always trying to buy at less than market price, and if you have a job of undesirables to unload all you've got to do is to quote him a price and wait for him to ‘come back’ at you with a probably about what you had intend- ed to get for the lot. lower one— “Now, I’ve been on the road for nearly twenty years, and I’ve seen lots of buyers and you can take it from me that the successful ones al- ways bear the probable selling price of an article in mind when they are making their selections, and that the selling price is of greater importance to them than the cost. If a buyer will give his business to reputable houses that will do the right thing by him in the way of prices and turn his whole attention to getting the things that will sell quickest, he is bound to be successful, for not one buyer in a hundred, especially in the small- er stores, is a competent judge of prices. 1 Woe —_++>__ The Drummer’s Trunk. The unaccustomed traveler is like- ly to have a number of pieces of hand luggage to look after and bother about, but the drummer traveling all the time tries to spare himself all such trouble, On the platform of a railroad sta- tion stood a trunk, not one of the cardboard variety with gingerbread corners that would fall apart if you dropped it off a wagon, but a rugged trunk that wouldn’t even bounce if you slid it off a roof. When the own- er of the trunk came along he placed a hand bag he was carrying on the platform for a moment and unlocked the solid looking trunk and threw its lid back. Then he dropped the bag into a compartment within which it just fitted, and then out of another compartment which it just fitted he lifted and set down on the platform a sample case. Then he dropped the trunk lid and locked the trunk, and the next minute he was off with the sample case to see the people he wanted to call on in that town. When he struck a town he didn’t have to bother over lugging his handbag around with him or leaving it somewhere or getting it checked; he dropped it in his trunk and there’s where he carried his sample case, except when in actual use. He could get all his belongings into one piece of baggage, his trunk, and the check for that he dropped in his pocket. If course, not all drummers can get their baggage into this compact form. There are men who take along ten, fifteen, twenty trunks, a double truckload of baggage. But usually the man on the road has some scheme to save himself all unnecessary troub- le: and few men are more resource- ful than the drummer—Kansas City Journal. —_—__~-> o___—_- Traverse City Council’s Doings. Traverse City Council, U. C. T., No. 361, held its regular meeting Sat- urday evening, Nov. 26, and enjoyed the largest attendance since the an- nual meeting last February. Visiting members present were: John D. Mar- tin, of Grand Executive Committee oe: Grand Rapids Council, No. 131; Rrother A. Sempliner, of Cadillac Council, No. 143, Detroit, and Broth- er Fred A. Castenholtz, of Muskegon Council, No. 404. J. G. Cornwall, Donn Evans, Wil- liam D. Eaton and A. E. Ford cross- ed the hot sands in due form. After the regular meeting the la- dies of the Council served refresh- ments in the bouquet chamber. The room was profusely decorated with the colors of the order, pumpkins and corn stalks. The remainder of the evening was spent in dancing and the Traverse City Council closed one of its most enjoyable meetings with a membership of eighty-six. ~——_- seo Indiana Travelers. Indianapolis—The seventh annual ball of Indianapolis Council,. No. 4, U. C. T., will be given at the German Home Friday evening, Dec. 2. The arrangements are in the hands of Louis G. Adams, T. W. Rodebaugh, EH. Kellenbach, William Bradford, Shell Brown and C. D. Rodebaugh. The Commercial Travelers’ Asso- ciation of Indiana will give its an- nual ball Dec. 31 at the Board of Trade rooms in this city. Between 200 and 300 members are expected to attend. The officers of the Commercial Travelers’ Association of Indiana will go to Terre Haute Saturday to at- tend a meeting of the members of this Association, at which plans for enlarging the membership will be dis- cussed and a definite campaign meth- od outlined. ——_>2+-+-——— Farmers Use Many Checks. The common belief is that wage- earners -do not use checks in making payments to an extent worth men- tioning. This is probably true, if by wage-earners is meant the manual laborers. People in clerical positions, with no larger income than manual laborers, are users of checks to a degree as large proportionately as wealthy people.” This is one of the conclusions in a report made public by the national monetary commission on “The use of credit instruments in payments in the United States.” The report was pre- pared by David Kinley of the Univer- sity of Illinois. The deposits in national banks by retail dealers on a selected date, March 16, 1909, show- ed that outside of reserve cities under the national banking law, the retail deposits aggregated $36,255,308, of which $24,929,620, or 68.7 per cent, was in checks. An examination of retail deposits in five agricultural states, leaving out cities of more than 25,000 inhabitants, indicated that checks are used more generally by farmers in making their payments than is sometimes supposed. The five states selected were III- inois, Iowa, Kansas, Nebraska and Texas. Out of the total retail de- posits in these states, amounting to $4,984,181, the proportion of checks was 72.8 per cent; currency, 21.8 per cent, and specie, 5.4 per cent. The percentage in each state in the order of the highest ratio of checks was Nebraska, 78.5 per cent; Iowa, 75.2 per cent;Kansas, 74.4 per cent; Tll- inois, 70.5 per cent, and Texas, 68.5 per cent. Farmers who in 1890-1896 had no surplus, now have bank accounts, and there has been a notable increase in payments by means of checks.—Fi- nance. —— aa He Was Sick. In the bright sunlight on a rail- road station in Georgia slept a col- ored brother. He snored gently with his mouth ajar, and his long, moist tongue resting on his chest like a pink necktie. A Northerner climbed off a train to stretch his legs, un- screwed the top of a capsule, and, ad- vancing on tiptoe, dusted ten grains of quinine on the surface of the dar- ky’s tongue. Presently the negro sucked his tongue back inside his mouth and instantly arose with a start and looked about him wildly. “Mistah,” he said to the joker, ms you a doctah?” “Nope.” “Well, then, kin yo’ tell me whar I kin fin’ me a doctah right away?” “What do you want with a doctor?” “I'm sick.” “How sick?” “Powerful sick.” “Ee you know what’s the matter with you?” “Suttin’ly I knows whut’s de matteh with me—mah gall’s busted!” Good Will and the Christmas Pres- ent. A great deal of criticism is yearly poured out about the Christmas pres- ent. Some of it is deserved. The Christmas present that is a soulless exchange between reluctant acquaint- ances; the Christmas present that is the largest amount of worthless show for the smallest amount of value; the Christmas present that is beyond the giver’s means or felt as an obli- gation by the receiver; the Christmas present that was somebody’s else last year and is saved up and passed on; the Christmas present, in other words, that is machinery and _ pre- tence, and not the living, real thing— this ought to be criticised out of ex- istence. But the real Christmas pres- ent is a different thing, whose critics judge themselves. The real Christmas present is a concrete bit of good will and affec- tion. The baby’s first Christmas stocking—what family could argue calmly about doing away with it? The children’s gift to mother, select- ed in conclave, and saved for enthu- siastically—how much it means. The remembrance of friends, be they in- timates of next door or divided by half the earth—what a fulness they give to the world-wide day! It is be- cause of the sweetness of the Christ- mas gift that foolish people abuse it. They try to grasp too much, or to fill the empty place of the real gift with the simulacrum of it. Let each Christmas present be real—let that rule be held to—and all the joy is kept, and all the mistaken rush and overloading and nervous strain van ish. For real gifts are full of sim- plicity and love, and the spirit of Christmas is peace—peace and good will—Harper’s Bazar. —_——oeoo——— Dreams of Youth. Professor Holmes, of the Univer- sity of Pennsylvania, in a recent ad- dress, emphasized the importance of young men having dreams and vi- sions of future achievement. He said every idealistic dream registered it- self on the brain and contributed to the ultimate formation of character. And further he said: “A young man must have his ideals energized by love or emotion. He must take steps to accomplish his vi- sions and enforce his ideals. When he has learned to dream and at the same time be capable of positive ac- tion he has formed a character that will make him a power in civiliza- tion. The trouble with young people is that they drop getting out into their dreams after society and busi- ness. They become engulfed in style and commercialism which amount to a withering blast to ideals and vi- sions. Professor Holmes says it is a divine prerogative of the young to see visions. They can not have too many of them, for they enrich char- acter and build up purpose. It is eally a sad part of a youth’s experi- ence when he gets out into the world and mixes with its vanity and selfishness and drops his dreaming.— Okio State Journal. MICHIGAN TRADESMAN November 30, 1910 Michigan Board of Pharmacy. President—Wm. A. Dohany, Detroit. Searetaty—Ed. J. Rodgers, Port Huron. Treastneys—John J. Campbell, Pigeon. Other kiembers—Will E. Collins, Owos- so; John{D. Muir, Grand Rapids, Next Meeting—Grand Rapids, Nov. 15, 16 and ;17. Michigan Retail Druggists’ Assoclation. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second laa cei H. Jongejan, Grand Rapids. ‘Gaetan 5i R. McDonald, Traverse City. Treasurer—Henry Riechel, Grand Rap- ds. Committee—W. C. Kirch- A. Abbott, Executive gessner, Grand Rapids; R. Muskegon; D. D. . Collins, Hart; Geo. L. Davis, Hamilton. Michigan State Pharmaceutical Assocla- on. President—E. E. Calkins, Ann Arbor. First Vice-President—F. C. Cahow, Reading. Benond Vice-President—W. A. Hyslop. Bovne City. Secretary—M. 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. Chairman; Henry Riechel, Theron uigley, orbes. Soda Fountain Specialties. Marshmallow Cieme Sundae. Place a disherful of vanilla ice cream in a sundae glass and over it pour a sauce made of marshmallow paste, 1 part: simple syrup, 2 parts, and sufficient extract of vanilla to flavor. Top off with a little whipped cream and a red cherry. Place a few pieces of pink marshmallows around the edge of the sundae dish and with nuts or not, as desired. Chocolate Sundae. Place ice cream in sundae dish and pour chocolate syrup over ice cream. Serve with glass of water, napkin and spoon. Opera Frappe. Into a_ 12-ounce glass draw one ounce of coffee syrup, one-half ounce of caramel syrup, one ounce whipped cream and a little ice. Shake and fill with carbonated water using the fine stream mostly. Top with whipped cream. Cherry Blossom. Mix thoroughly 1 dram essence of cherry, 1 dram es- sence of strawberry, ™% ounce extract vanilla, and 2 drams solution of citric acid with ™% gallon of simple syrup serve and color cherry red. Serve 114 ounces in 12-ounce glass of soda, using 1-3 glass of ice. Cherry Bounce Syrup. Mix thor- oughly 2 pints of cherry bounce juice, and 1 ounce of solution of citric acid with 6 pints of simple syrup. Malted Milk Chocolate. Chocolate syrup, 1% sweet cream, 1 ounce; plain water, 2 ounces, Hor- lick’s malted milk, 2 teaspoonfuls, cracked ice. Shake thoroughly, strain and fill glass with fine stream. Leghorn Chocolate. Chocolate syr- up, 1 ounce; vanilla syrup, %4 ounce; egg, 1; sweet cream, 1 ounce; small ounces; Alton. Fremont; S. T.! amount of cracked ice. Shake, strain, fill with fine and coarse stream; top with nutmeg. Chocolate Bush-Wha. Chocolate syrup, 1% ounces; coffee syrup, %4 ounce; sweet cream, 2 ounces. Shake and fill with fine and coarse stream. Egg Chocolate. Chocolate syrup, 1% ounces; egg, 1; sweet cream, 1 ounce;. Small amount of ice cream if desired. Cracked ice. Shake, strain, fill with fine and coarse stream: top with nutmeg. Egg Cho-Cola. Chocolate syrup, 1 ounce; Coca-Cola, 1 ounce; sweet cream, 1 ounce; egg, 1: cracked ice. Shake, strain, fill with’ fine and coarse stream; top with nutmeg. Convention Day. Fill a 12-ounce glass two-thirds full of shaved ice and add 1 ounce sweet mint syrup, 1 ounce of Welch’s, a slice of orange and a sprig of mint. Fill glass with carbonated water, solid, and stir gen- tly. Kansas High Ball. In a glass mix the juice of 1 lemon, 3 ounces of Welch's, 1 egg, sufficient simple syr- up to sweeten, half a scoop of crack- ed ice and a little plain water: shake well, jerk up with carbonated water, fine stream, strain and serve in 8- ounce glass. Pepsin Phosphate. Solution of Pepsin, N. F., 8 ounces: raspberry syrup, 16 ounces; solution of acid phosphates, 4 ounces; syrup, to make t pints. M. Lime juice, orange, grape, and other phosphates made. are similarly Bronx Park Egg Phosphate. Into a mixing glass draw 1%4 ounces of pineapple syrup and add 4 dashes of lime juice and 3 of phosphate. Into this break an egg and shake thor- oughly. Fill with carbonated water and strain into a 12-ounce glass. Lime Juice Flip. Into a mixing glass draw 114 ounces of lemon syrup and '™% ounce of lime juice, add 3 dashes of phosphate and a little ice. Into this break an egg and shake thoroughly. Fill with carbonated water and strain into a 12-ounce glass. Egg Lemonade. Break 1 egg into 1 mixing glass. Use 1 or 2 lemons and syrup to taste; shake well with ice and use a fine stream of soda. Serve na bell glass with nutmeg or cinna- mon. Grape Lemonade. Grape syrup and lemon syrup, each, % ounce; soda water, large stream, 7 ounces; a dash of acid phosphate. Stir gently with spoon. Lime-ade. Lemon syrup, 1 ounce; lime juice, % ounce. Pour over fine ice in mineral glass, fill up with soda and stir. Preventative Medicine. Pharmacists can do much of noxious germs, said J. P. Remington, in the way preventing infection from of Philadelphia, in an addiess before the Medical Cleanliness has come Association. in with the antiseptics, and asepsis is being vig- orously exploited. There have been several practices followed by careless and ignorant druggists which have undoubtedly increased the death rate in the past. Bottles and boxes which have been sent straight from the in- fected sick room to be refilled, bot- tles for holding oil emulsions, and other medicines, are usually sent back without cleansing thoroughly. Corks are particularly dangerous as germ bearers; corks which have been in the mouths of tuberculous patients are often picked up by in- fants, and as everything goes into the mouth of a baby, is a source of in- fection. The habit of not removing the old label from the bottle or box coming from the sick room, but pass- ing the new one right over the old dirt is a habit which has been animad- verted against for centuries. Unclean, germ-laden hands and fingers in pharmaceutical manipulations should be carefully guarded against, and the disgusting habit, sometimes seen, of using the mouth as a cork presser, by chewing the cork, in almost ob- solete, thanks to continued preaching and teaching. Corks, bottles and boxes from infected sick rooms should be immediately destroyed; in fact, they should never leave the in- fected room. Prescriptions could easily be refilled by telephoning or having some member of the family, not infected, send a written memoran- dum giving the number and date of the prescription which is to be re- filled, and then have the pharmacist send new containers. The rejuvenation of corks, particu- larly for wine bottles and other bev- erages, is attended with considerable American danger and whenever old bottles and hoxes come into the store to be re- filled they should be disinfected or sterilized, but far better destroyed, so that their power for increasing dis- ease may be eliminated. The intelli- gent pharmacist, when he is once awakened to the necessity for taking up his daily burden in preventive medicine, will be enabled to do a vast amount of work of benefit to his fellows. Why Stock Substitutes? Why do some druggists stock sub- stitutes for popular proprietaty arti- cles when they could make as much money by selling the original? Such druggists and their clerks go home at night leg-weary and tired after spend- ing the day and part of the night tell- ing the purchasing public they have something just as good, when by sell- ing what is called for the profit would have been the same or nearly so and the labor infinitely less. We have yet to see any druggist achieving colossal success by such methods, stealing the thunder of the success- ful proprietor. The manufacturers of to-day include many of the bright- est and ablest men in the business world. Most of them have also been retail druggists. They have won suc- cess by the exercise of those quali- fications and energies which will bring success to any one. Substitutes and substitution are a failure, looked at from any view point. They are bad business policy, alienating rather than attracting the public. The cus- tomer resents any attempt to switch him from one thing to another, con- sidering it a virtual reflection upon his judgment. A store that gets a reputation for this sort of thing is foredoomed to failure. Substitution (even with the customer’s knowledge and consent) is bad business; it is not good salesmanship, as some apolo- gists would have us think. A consideration of the moral and ethical aspects of the question would not appeal to the substituter, hence we do not attempt it.—Practical Druggist. —_.>2~>__ Antitoxin and Diphtheria. The widest possible publicity should be given to what the health department has to say on the subject of diphtheria. We quote from its last weekly bulletin, which reads: “Antitoxin will cure practically all cases of diphtheria if the antitoxin in proper doses is given in time. It will prevent the development of the dis- ease in those who have been exposed if the proper immunizing dose is giv- en in time.” These are not idle or ill-considered assertions. Their truth is proved by a most instructive experience. The disease that used to make people hopeless may now be fought with confidence. And as the bulletin says, poverty is no excuse for failure to secure the necessary treatment to save life, since “antitoxin is free as water.” Go after the diphtheria on sus- picion if there are any symptoms that suggest the disease. Don’t delay an hour, but find out immediately what the trouble is and act accordingly. Learn the following by heart for your guidance: “If antitoxin is given on the first day of diphtheria there will be no deaths; if on the second day, nearly all of the cases will get well: if on the third day, most of the sick chil- dren will recover; if on the fourth day, large numbers will die. Later than the fourth day antitoxin does very little if any good.”—Chicago Record Herald. —— Every customer is supposed to be honest until proved to be otherwise, but all the same it is not wise to leave strangers free to fill their pockets if they have the disposition. Merchants, Attention Just Opened Alfred Halzman Co. Wholesale Novelties, Post Cards BERT RICKER, Manager A complete line of Christmas, New Year, Birthday, Corvies, ete. Our stock is not rusty— itisnew. Fancy Christmas Cards from $3.50 derM up Write for samples or tell us to call on vou 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 Bell Phone 3690 42-44 South Ionia Street Grand Rapids, Mich. ind ci Oa wi CSA EI TI a November 30, 1910 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT i. seipenee so 8 Capaina . ...-.+.s 1 75@1 85|Scillae .......... @ 50 Se Cubebae 4 80@5 00) Scillae Co @ 50 1 eeenese Oe ee “= = Erigeron ........ 2 35@2 5¢| Tolutan ......... @ 50 icum ——- oe Evechthitos .....1 00@1 i¢| Prunus virg @ 50 ee 48@ 50|Gaultheria ..... 4 80@5 00| Zingiber ........ @ 50 Nitrocum ....... 8@ 10|Geranium ..... oz t Tinctures Oxalicum ......- 14 15| Gossippii Sem gal 70@ T7i|Aloes .........-+- 60 — ~ | 18| Hedeoma ........ 250@2 7: | Aloes & Myrrh.. 60 ew. 1% 5|Junipera ........ 40@1 20| Anconitum Nap’sF 50 | Tannicum ......- g 85; Lavendula ....... 90@3 60) Anconitum Nap’sR 60 Tartaricum ..... 38@ 40! |imons ved 15@) 2 | Arnica 2.0.0.0... 50 Ammonla Mentha Piper .. 2 20@2 40| Asafoetida ...... 5t — ee o. . = . Mentha Verid ...3 40@3 50| Atrope Beliadonna 6C a: 1g | Morrhuae, gal. ..2 00@2 75| Auranti Cortex.. 50 Chioridum ....... 4g 14| Myricia .........- 3 20@8 60| Barosma ........ 5u Aniline HIVE ..- eee ... 1 00@3 @ | Benzoin ......--- $0 Biaek ....----s-- 2 90@1 60 Ferri Chieridum 35 see one 20 Potassium mtiat <3... Caemisne. Flava.. 18] 8i-Carb .. Da 6g Mr young CG. 22... © us atro.. hi Gichromate ... tear 1 RRRIACe ee ttt Myrice, Cerlfera. ‘ 20| Bromide ... .---- 30@ 35|Guiaca ammon .. 60 Prunus Vérgini.. SRI COD owe ssaens 1z@ ic|AHyoscyamus .... 50 Quillaia, gr’ 16; Chlorate ..... po. 12 14|Iodine .... ate 76 Sassafras, po 30.. 26| Gvanide .......-- 30@ 40| Iodine. colorless 1b Ulmus .....---- 20 | Iodide soa: 2 _ = a ee = Potassa, art pr @ %32| Lobelia .....-+-+- Extractum Potass Nitras opt 7@ 10|Myrrh ........... 50 Glycyrrhiza, Gle.. 24@ 80) potass Nitras .... 6@ |8|Nux Vomica .... 5: | Glycyrrhiza, po.. 28@ 89) prussiate ....--.- se Onl .....-..---. 1 50 Haematox--.... 1@ 14) sulphate po... 18@ 18) 0 Geodorized 2 08 aematox, »il, de Heemstox, 8. ss ¥ aeccis naan 20@ 2 a Dean - Hacmatox, 4a -. 16O Minh UU mtany ........- Ferru cone gel ng ti a tessa a 50 | Carbonate Precip. 15| Arum po .....---; : Ce eo Citrate and Quina 2 00| Calamus .......-- 20@ 40 on wees . fete eon s 40 aeeiece . is 160 18 Tolutan ......... 60 Ferrocyanidum yehrrhiza pv me tReet es 3olut. Chioride .. 15| Hellehore, Alba 12@_= 15 ve ee e Sulphate, com’l .. 2| Hydrastis, Canada @3 00 Zingiber 60 | sulphate, com’l, by Hivarasria, Can, po 202 aU | bbl. per cwt. .- " = OO seenere, 200 * cy Mieeeien te oe | waraane: pure PeCac, PO coeeee irts plox ......--- sow Aether, Spts Nit 4f 34 38) Fiora lalapa, pr. ....-- 70 1% Alumen, gid po 7 3 4\ amnica ..-..----- 20@ %6| Maranta, 4s ---- $ Aenatie os... 40@ 50 Anthemis .....-- 50 60} podophylum po 15 i8 Antimoni, po . 4 5 Matricaria ...--- 30@ 85) Rhel .......----- 78@1 00|Antimoni et po T 40@ 650 Fella Rhei, cut .....-- 1 00@1 25) Antifebrin ....... 20 Barosma ...... 1 80@1 90| Khel, pv. uo a = . ppeticadge il = = sangu nar p a 4 . é ee Ao 16@ 2¢|Scillae, po'45 .... 20@ 2|Arsenicum ...... 1 12 Cassia. Acutifol . S@ $0) 3ence2 --------- oo : —- nee One jos S r i Serpentarla ..... 5 | Bismu oe oo, 18 20 Smila ax, M_...... 25 | Calcium Chior, is . 9 oa Bar : 3 lv Smilax. off’s F1.. ake . Pg a. 28 g 12 | oe Spigella Seite oG a valeium Chior, “48 Gummi Symplocarpus @ 25 Cantharides, Rus. @ 90 Acacie, ist pkd. 65} Valeriana Eneg.. 25| Capsici Fruc’s af @ 20 Acacia, 2nd pkd. 45| Valeriana, Ger. .. 15@ 20) C#psici Fruc’s po g 22 Acacia, 8rd pkd. 85| Zingiber a .....- 12@ 16|Capi Fruc’s B po 15 Acacia, sifted sts. - 2 Zineiper 3 .....- 25@ 28 Heseesaln No. 40 “a z Acacia, po ...---- Semen arphyllus ....... 2 Aloe, Barb coe pie 22@ 25 Anisum po 22 (. 18 a w = pe bg eri feria g 45 | Avie (gravels) on “ oe g 10 , ane ee a Sie ee Ammoniac ....- 5@ 60 Cannabis Sativa 1@ 8 Cera Alba Se 50 55 Asafoetida ....- 2 00@2 20] Gara: m@ 90} Cera Plava ....- 40 42 inde ole: oe ic... of ; @rocus (0)... 45@ 50 oeuzoinum 13 Carui po 15 ..... 12@ 15 Chloretoren 34@ 54 oe as 14|Ghenopodium .... 9@ 4,|Chloral Hyd Crss 1 25@1 45 . ce oriandrum ..... a fPatechu. %8 ae es = Cydonium ....... 75@1 00 e ee Dyuibbs = Camphorae ..... $ *| Dipterix Odorate 3 50@4 00 209 fuphorbium .... 40 ps Cinchonid’e Germ 38 48 Galvanum eee. 00 ee ee “po. 1@ - Cinchonidine P-W 38@ 48 Gamboge po..1 25@1 85 Lint “ener ee os 6@ + Socaine ........ _3 05@3 25 Gauciacum po za @ Lint, grd. bbl. 5% 6@ 8 oo less 70% o & Kino ....-- po 46¢ Og | Lobelia -...--..-- 75@ 80| Grete oc. = =. po 60 @ 5 eee Cana’n po _ Creta prep. eo @ 5 Opium ...------ i. eo ck in ee we Ee _% eT tae Ce ee en Ce 10|Gudbear ..... 28 Tragacanth ....- 0@1 00 ries Cupri Sulph ..... 3@ 10 " Frumenti W. D. 2 00@2 5! | Dextrine ........ 7@ 10 Herba Frumenti .......- 25@1 50| Hmery, all Nos... @ 8 Absinthium oe 4 50@7 00 Juniperis Co. ..1 Te@s bt Emery, pe @ 6 Hu — oz ng = Juniperis on OF s 65@? o Ergota po 65 60@ 65 Lobelia ... 0oZ Dp Saccharum 90@2 1 | ther Sulpt 35@ 40 Majorium, - .oz pk 28| Spt Vint Gall 1 75@6 56 | Flake White 2@ 15 Mentra Pip. oz p Vint Alba ......- me WlGala 060... J =— Ver oz = = Vini Oporto ....1 25@2 06 an elec Co 3 “ Me eset: oF ; Sponges Gelatin, Cooper . @ 60 Tanacetum..V.. 22) extra : ; 5, “ : yellow sheeps Gelatin, French — 60 Thymus 7..0z pk 28| “wool carriage 1 25|Glassware, fit boo 15% nesi orida sheeps’ woo! 38 an box lo ed Meo . 55@ 60 aes 3 00@3 50 Giue peor iets 11@ 13 oes. ‘Pat. 18@ 20| Grass sheeps’ wool Glue, white ..... 15@ 25 Carbonate, K-M. 18@ 20| carriage ......- @1 25|Glycerina ...... 26@ 35 ee 18 20| Hard, slate use. @i 0v|Grana Paradisi @ 2 ee Nassau sheeps’ wool Humulus 35@ 60 Oleum assa eee ee ee i. . carriage .....- 3 50@3 75|Hydrarg Ammo’l 1 10 a Duic. , sy = Velvet extra sheeps’ Hydrarg Ch..Mt. 85 i yaanies, ‘Ama 8 00@8 25| _ Wool carriage @2 00|Hydrarg Ch Cor @ 8 Anisi 1 90@2 00| Yellow Reef, for Hydrarg Ox Ru’m @ 9% Aurant! Cortex 2 76@3 85; Slate use .....- @1 4¢|Hydrarg Ungue’m 45@ 50 Bergami wee « Syrups Hydrargyrum ... 80 Cajiputi .......-.. 88@ | Acacia .......... 2 ain. Ar 90@1 90 Sees uranti Cortex .. By | Pawo : Cervoppnil cn HRs Basra Goked "BE ltodite, ments «8 ge oe .. (OGetut ia rae @ Chenopadii ....--2 168¢ S| Rho arom... & fo] Utauor “Arsen st Conium Mae ... 8 90 Smilax Off’s ... 50@ 60 Hydra Tod. .. g 95 Citronelia ....... 60@ 7 Senega .......-. @ 60! Liq. Potass Arsinit 10@ 12 Epi ........ @1 50| Rubia Tinctorum 12@ 14/| Vanilla ......... 9 oor o 00 Lycopodium ..... 60@ 70|Saccharum La’s 18@ 20 Zinci Sulph ... pn a 65@ 70|Salacin ........- 4 50@4 75 Olls ia : Magnesia, Sulph. 3@ 6/|Sanguis Drac’s 40@ 50 _ SSS. Lard, extra ..... Magnesia, Sulph. bhi @ 1%| Sapo. G .-....-.- e mie 25 <3 Mannia S. F. 16@ %5|Sapo, M .......- 10@ 12 pananee. as raw 1 09@1 15 Menthol ........ 3 50@3 75| Sapo, W ......-. . 15@ 18| Linseed, boiled ..1 10@1 16 Morphia, SPW 3 soos 60| seidlitz Mixture zug 2z|Neat’s-foot, w str 65@ 70 Morphia, SNYQ 3 35@3 60|Sinapis .......--- 18| Turpentine, bbl. ..81%2 Morphia, Mai. ..3 35@3 60| Sinapis, opt. @ 30| Turpentine. less-..-. 67 Moschus Canton @ 40|Snuff. Maccaboy, Whale, winter 70@ 18 Myristica, No. 1 25@ 40| De Voes ...... @ 54 Paints bbl. L. Nux Vomica po 15 @ 10|Snuff, S’h DeVo’s @ 54|Green, Paris ...... 21 26 Os Sepia ......... 30@ 35|Soda, Boras .... 5 10|Green, Peninsular 13 16 repsin Ee. H & Soda, Boras, po ..5 10| Lead, red ...... 7 8 ry Ce. ....... @1 0v| Soda et Pot’s T art 25@ 28|Lead, white .... 7 8 Picis Lia. NWN % Soda, Carb ....... %@ 2|Ochre, yel Ber 1% gal. dos. ...... 2 00|Soda, Bi-Carb .. 7 5| Ochre, yel Mars 1% 2 @4 Picis Liq qts .... 1 00| Soda, Ash ....... 316 4| Putty, commer’! 24 Picis Lig pints .. 60| Soda, Sulphas @ 2)|Putty, strict PF 2% 2%a3 Pil Hydrarg po 80 Spts. Cologne .. @3 00|Red Venetian ..1% 2 @3 Piper Alba po 35 30 | Spts. te Co. “7 65 | Shaker Prep'd | 1 25@1 35 Piper Nigra po 22 » 18|Spts. Myrc 2 60| Vermillion, Eng. 13 gh Pix Burgum 10@ 12) Spts. Vint Rect ‘bbl @ Vermillion Prime riumbi Acet .... 12@ 16|Spts. Vii Rect % b @ American ...... 13@ Pulvis Ip'cet Opil 1 30@1 60|Spts. Vii R’'t 10 gl @ Whiting Gilders’ g, 3 Pyrenthrum, bxs. H Spts. Vi'i R’t 5 gl @ Whit’g Paris Am’r 1 25 & P D Co. doz @ Strychnia. Crys'l 1 10@1 3° a Paris Eng. Pyrenthrum, pv. 20 26|Sulphur, Roll .... 2%@ 5)| cliff ......... > 40 (waemine ........ 8 10;Sulphur Subl. ... 2%@ 6 Whiting, white S’n Guina, NN. ¥. .... If 27|Tamarinds ...... 3q@ 10 Varnish Quina, S. Ger.... 17 21\Terebenth Venice 49@ 50; Extra Turp ..... 1 60@1 70 nina. 8 P & W 17@ 27 Thebrromae ..... 42@ 47 No.1 Turp Coachi 10@1 20 D ists’ Sundri ruggists unaries Books Stationery | Sporting goods W* yet have a few samples as well as a small quantity of regular stock of Holiday Goods that we can offer you for prompt shipment at satisfac- tory prices and terms—early buyers get the first selec- tion. Albums Dishes Manicure Goods Books Dolls Perfumes Bric-a-Brac Games Pictures Burnt Wood Hand Bags Postal Albums Cut Glass Iron Toys Stationery Yours truly, Hazeltine & Perkins Drug Co., Grand Rapids, Mich. LaBelle Moistener and Letter Sealer For Sealing Letters, Affixing Stamps and General Use Simplest, cleanest and most convenient device of its kind on the market. You can seal 2,000 letters an hour. Filled with water it will last several days and is always ready. Price, 75¢ Postpaid to Your Address TRADESMAN COMPANY GRAND RAPIDS, MICH. November 30, 1910 MICHIGAN TRADESMAN snniacmea a iconnaaii These quotations are carefully corrected weekly, within six hours of mailing Limburger ....... @17 Cocoanut Brittle Cake 12 | Champagne Water 2 50 Pineapple ....... 40 @60 Cocoanut Taffy Bar ..12 Per tin in — and are intended to be correct at time of going to press. Prices, however, are Sa ge eee on Cocoanut Bar "10 Nani ee 7 wiss, domestic Sosese ee ADISCO .cccesses eee liable to change at any time, and country merchants will have their orders filled at CHEWING GUM /Cocoanut Drops ..... 12 |Festino_.............. i is market prices at date of purchase. American Flag Spruce 55 Cocoanut Macaroons ..18 Bent’s Water Crackers 1 40 —— oo been =. Cocoanut Hon. Fingers 12 CREAM TARTAR ADVANCED DECLINED Best Pepsin .--....2.,, 45 Cocoanut Hon Jumbles 12 Barrels or drums .... 33 Best Pepsin, 5 boxes 200 Coffee Cake ......... 10 Boxes .----sseceeseres 34 Black Jack ........ .- 55 Coffee C ee eee ee ee - $6 Largest Gum Made .. 55 offee Cake, iced ..... 11 | Fancy caddies ........ 4i Sen Sen 6.002) 2 2c. Be Crumpets ........++++ 10 Sen Sen Breath Pert 10 Dinner Biscuit ....... 25 on Appl RUITS ucatan .. 'Dixi es sa eerie oa Dixie Sugar Cookie ... 9 3 Spearmint ..--.-.-...- 55 sundried ...+se0e { : 1 Family Cookie ........ 9 | Evaporated 10%@11 CHICORY eats % oe tk 6.2 eee 5 |Fig Cake Assorted ....12 ee 7|Fig Newtons ......... Sie Index to Markets 1 2 Bagle jcsccetersete1 8] Florabel Cake ........ a — Behaner es ..-.. 5.5. 6 a ae Bar 10 | Corsican einen — ARCTIC AMMONIA Oysters yaiGHOCOLATE.,. [frosted Ginger Cookis 8 Jaq 4 UTmaRe™ eee Cove, i. ..-.-- 85@ 90 , : {mp'd 1 Th. ; Ga | 12 0% ovals 2 dos. box..75|Cove, 2b. ...... iGel Gilt eae — com — aoonea wae. eee A AXLE GREASE ARRORE nao ces ase oo ee = ececaebees 1 Frazer — Walter M. Lowney Go. |Ginger Gems ...-..666 8 | orang, Se Aman saps UT wood boxes, ’ dos. 3 Plums .....-.--:- 1 00@2 60| premium, \4s aaah 30! Ginger Gems, Iced .... 9 Orange American .. 13 8 suib. tin poxes, 2 doz. 4 25| Marrowfat 95@1 25 a “SWEET wie eee Pie lar Cluste Baked Beans ....----- 1| 10%. pails, per doz....6 4 Barly June ....- ial 2 “Morgan’s” et Seer Family 8 So oe he a Bath Brick ....----+++ 1 . a. el — 32 4 Early nae Sifted 1 15@1 80 Trade barrel 50 gals 7 50|Ginger Snaps N. B.C. 7%]. oun Muscatets Se Biuing ..-.------+- Lane rade barrel, 28 gals. 4 50| Ginger Snaps N. B. C. Loose Muscatels 3 ¢ Brooms l...--++++++++*" i BAKED BEANS Pie Peaches 1 25 | 2 Etade bar rel, 14 gals 2 75| gquar r ce Loose Muscatels 4 cr 83, Brushes. ..-----+++++°" 1|/1itm. can, per doz....--- 01 No. 10 size can 1 i 4 = Soiled, per gal. ....... oa seseee 8 1 M. Seeded 1 Ib. ™%@8- Butter Color ....-+--+- 1| 2mm. can, per doz...... 1 40 ize can pie @ Hard, per gal: ........ 99 | Hippodrome Bar .... 12 este 3%. can, per doz.....-- 1 80 : Pineapple COCOA Honey Cake, N. B. C. 12 4 . aleny Prunes Canin . Acs BATH BRICK = aked one o> et ee ee 37| Honey Fingers As. Ice 12 Pocaes ee gob epee n ier?” i nglish .....-.eeeeeees eee Cleveland .....:....... : -125 3 “4 Canned oo seeenee i BLUING Pumpkin Moloniat We |... ee. 35 moors deen, toe = es al Se 8% oe ee Oils oo 2 Sawyer’s Pepper Box Wear oe eee : g5| Colonial, Ws ......... eee ee +e - 12%] g0- 90 25m. 8 1 a eo 2 Per Gross| Good ...... oe. 90 Epps Coes kc 42| Household Cookies .... 8 70- 80 25th. boxes..@ - ee. ++ $l No. 3, 8 doz. wood bxs 4 00| Fancy ....---+++ 1 00|Huyler ........-.- sees 45| Household Cookies Iced 9 | 80- 70 251. boxes..@ 8% Cheese ...---+-+: seca 2| No. 5, 3 doz. wood bxs 7 00| Gallon .......... 2 50} Lowney, 6S Oe eee oe 36|tmperial . 9 50- 60 25tb. boxes..@ 9 Chewing Gum ...-.--++- 3| Sawyer Crystal Bag Raspberries omer = Jersey Lu ae oe eres Chicory .----sessseet? 3| Blue ......---++-+:> Mian. -pesaiild zs sees - : igi nch ....... 9 4c less in 50Ib. cases Chocolate ...--+-++eees 8 Salmon 7. ee ee en ubilee Mixed ...... 10 aor TANOR -+-->>--°" No. 1 Carpet 4 cow ..475|Col’a River, talls .... 2 25 ee 42) Kream Klips ..... ls | a _ ee aes 3 Sebel fee Bas ARS Me igh lan Hier eo lee gen aoe (brea aioe . we eesecceenes oO. arpet 3 sew .. ied Sees -- @ Van Houten, _: aie Med. Hand Picked ..2 — or ere 3|N No. 4 Carpet 3 sew ..2 76 Pink Alaska ....1 20@1 30) Webb npn ek Glas Biseait Bquare 13 | Brown Holland Cie eae rapeetbain Dees cone ci... wk 1 40 Sardines Wilber, %8 .........+-. 33} Lemon Wafer ........ 17 Farina Common fake a cs aoe “if Wilbur, Ws -:... 91L 5 Crackers ..---eessette : Tancy Whisk ...------- 50 oe oak Le ee : - so. Pee = standard Tees or pun Jo etee ees eee oe ae Mac. Md. 8 treen ee bu ; 2 pees ee ots 200 6 0.0 2 © nGe -..-565---65- Ait pg scceeseonenceon acces LalsS i S ‘ - . 4 G No. 4 ..--ceceeeeereees 1 70 di oe eee 1614 alsin a s+e+++ 10 | Green, Scotch, bu. ... 2 7 Gelatine ...-.---+-+--- ge Reece ett 190). Tomatoes ini 10| FANCY --eeceeeceeeeres 19’ | Revere, Assorted .... i et eer eee 04 Grain Bags ---------7: §| | BUTTER COLOR | | fair 0.020.020... S5G1 fy [Peaberry v.-..es see. . | Rittenhouse Fruit ’"” Sage Dandelion, 25c size ....2 co... ¢. 40 Maracalbo BiBCWIE ...:.-. 2)... 10 | act India 5 H ee CAN pL . Mo. 1D 6.0. @3 00 ate ee 16 a Ce 9 siiadescgap ol aaeanap -§ Ass @ BS .....------ OiCR ee. ms 2.0 x ee cee fie ach Pale... selenremne, ie 10...) 8% CARBON OILS Mexican Scotch Cookies ...... Ce ee Wiekink ...+------<-+-- zu _ Barrels Chatee .. 16% | SPiced Currant Cake ..10 Tapioca J CANNED GOODS ee @ 2% Fancy ae ee a ae 12 “lake, 10 Ot. sacks.. 6 Jelly ....-.---------+-- 6 Ph io Gas Machine 38 an : Guatemaia Spiced Ginkger gg * Sage Se hog .. 4% . gn sina, nla Ras, Bib|owmee STN RES SEES CIS [rcavormne, gaqaacrs cL Ee awe ylinder ....... , @ ava near Cakes ........ 9 AVORING EXTRA MCOTIC® .-------+-=--** 6 Blackberries Tneine ......--- gee | African .....-.--.--.- 12 |Sugar Squares, large or Foote & Jenks . M > th... 1 50@1 20 Black, winter ... By Oi0 Waney African ......- ac small .............. Col Ee 6 Standards gallons @5 0 CEREALS Oo Gee ees 25 Sosaitde: hd Jumbles .. 10 oo oo Vanilla : Se Meutencks ...-->-- 6 Beans Breakfast Foods PG oe 31 ace ge cope. 8 DO: 2 SIZe. 2. see cee 14 00 oe Meat ......---+- : ed 4 pore ee . Bear Food Pettijohns 1 90 ho Mocha 21 Sucae Gein —— | No 7 omar 36 § 90 Te | Ace ceed | ee °!}Cream of W heat = 2b 4 SO, Arabian ------+-+-+>- Vanilla Wafers ..--:. ae Mustard .....----++++:> 6 os hata al wees sh - rm . — a do _ Package Waverly eee. 10 oe vt ” N Blueberries oa oasties No. 2 80) Arbu ae oie Pe is 25 Se ie gon ea _— Nuts ....------------*> 11] Standard .....----- 1 35 — Toasties “No.8 Tien eee 2.4 25 i i Ber eee Bee ether 7* i os gaat i Al eee a0 Sesegguints sei [acieme es a OD os. cee Otves Sl an spiced am Apetiag ‘Biscult, 24 pk 8 . ec MeLaughlin’s XXXX sold Arrowroot Biseuit, ... 1 00{No, 8 size ........... 36 00 ree yee este eer 2b. cans, spiced .....- ) seeeeeeee o retailers only. ail al ena Lemon Cake . p Cla Some Aw . - — < = cree direct to WwW. F. aot Biscuit ooees _ . 00 1 ce ee cma ae Riggs ....--.---------- 6 piven — ib. 1 “— - Mapl-Flake, 24 1 2 W0 a aughlin & Co., Chica- Wafers a 1 00/2 on oval 2... 4.h. eee Sc l ee aaa es 4 atte set a. a 1} flston s Vitos, 3 dz 4 25 Extract Cameo Biscuit ...... 1 50 2 OZ fat: <2.....4... 5 55 20 y B ....---- am Bou Ralston Health Food Holland, % gro boxes 95] Cheese Soe ee Oe RE 108 00 ee (os... : Burnham's e or. eee : E 26 9... 50| Felix, % gross ....... 115|Chocolate Wafers .... 1 00 Jaxon Terp. Lemon. nw cu eee iwi pts. ee 2 Balt "Wheat Food, 24 Hummel's foil, % gro. 85|Cocoanut Dainties ... 1 00/1 oz. oval e 10 20 ‘ urnham’s qts. ...---- pies. 2.664. 3 00| Hummel’s tin, % gor. 1 43| Faust Oyster ........ [oe ol. 16 80 Cherries Shred "Wheat Biscuit, Fig Newton ......... 1 00 - OVAL ...--. sree Rice ...... 2-2 eeeeee es 71 Red Standards @1 40 36 pkgs. 60 | x. ..,..., CRACKERS eS Cie ite. 33 00 to ge er a Oe ae National Biscuit Company | protana ock Tea .... 1 He Se Gb esas dee 63 00 7 ue ' Blakes, 86 Kes in cs. 2 80 — Ginger Snaps. N. ‘BG. 1 00 Crescent Mfg. Co. . he go@1 00] Vigor. 25 PRBS | 7"2 go|N. B.C. Sq. bbl. 6% bx 6 oe Ce Ber gs 2 ss 1S Saas 1 Ohad te] Nolet creams Flakes 3 $8) Nevmous. Ra. bbl 6% Be 6 [remom Swape aR) ook cee Soda Oatmeal Crackers ....1 00/A keag, 7 French Peas Rolled Oats N. moskeag, 100 in bale 19 8|Monbadon (Natural) _| Rolled Avena, bbls, ..4 25) eas - — oes : oe So : He Amoskeag, less than bl 19% aoe eee 9 45|Steel Cut, 100 tb, sks. 210 Saratoga Flakes .... Soe to, GRAIN_AND FLOUR 8 Gooseberries Monarch, bt +. Wo | Zephy rette weer 13 | Pretzelettes. “Hd Md. 100| peg ‘Wiest ms We ib lo. Mona ite ; peice Se om 8 i tova past 6.2... 1 00 L tee reece eeeeces ‘ sieies Guage 16 Reaite 1 gS) mG RGD ox bx g | allne Blatt oo. 3 08) Winker “wine ee” ae Pa » 2 } Gem, bbl, 6% boxes .. 6 Saratoga Flakes ...... 1 50 Winter Wheat Flour T Lobster an Cracked Wheat a Faust oo a 8 ee ad ....1 00 a aioe Brands g| Bulk .......-------- As : weet Goods oda ckers N. B.C. 1 00) Hatents .------ e+e - 5 40 VR, one tenants ceo es 8 1g Gree : = 24 2th. packages .....- 250;Animals ......-.-+--- 10 Soda Crackers Select 1 00|Second Patents ...... : 20 TODACCO ......002200e- Tae ee : or Ts Attaniics .....1-.-:-» 12 |S. S. Butter Crackers 1 50| Straight --.---.--+-+- 80 Pienic Talis .......-+-- 2 7 CATSUP We 5 chicos eset s - yn eo 6 ae ae Atlantic, Assorted ... 12 | Uneeda Biscuit_...... 50 | Second Straight ..... j 2 ek sa 1 80|Snider’s pints ......... 2 35 Arrowroot Biscuit ... 16 Tineeda Jinjer Wayfer 1 00 Clear ....-..++sseeee 4 tf sgustard, St. .....---- eee ne nee ee Lunch Biscuit | 50|, Flour in barrels, “2c per Vinegar ........0+--5:: oe a 1 80 - Brite 22.2600... aes 11 | Vanilla Wafers ...... 1 00 | barrel additional. S / coe CHEESE _.«-,,| Bumble Bee .....---+ 10 | Water Thin Biscuit .. 100| Lemon & Wheel w Soused, — reyes - = cme .......---- 1516 | Cadets 9 |Zu Zu Ginger Snaps 50| Big Wonder % poe 25 T t ; Be ee ( 2 ~ sa a = were er eeeseeesce x ce nder s clo mtrOae ......54.4-4>- 9 cere — ere ae Bloomingdale ... @17 | Cartwheels Assorted .. 9 |Zwieback ...........- 1 00| Big Wonder \%s cloth 5 25 S Woodenware ......... 9 Jersey ..---+-+-- 15 |Chocolate Drops ...... 1 In Special Tin Pacias es.| Worden Grocer Co.’s Brand Wrapping Paper ...... 10 Mushrooms Warner eee @1i% Choc. Honey Fingers 16 r dor, Quaker, paper ...... 10 figtela .....+---- 17| Riverside ....... @17%\ Circle Honey Cookies 12 |Festino .....-..+--++- 0} Quaker, cloth Buttons, 48 .--- @ 14 Brick ......---:- @18 |Currant Fruit Biscuits 12 | Nabisco, 25c 2 80 ae A “? Teast One ....-..-..- 19 Buttons, Is ...--- @ 23 Leiden ..........- @l15 |Cracknels ............ Ge \featiseo, ibe .....--ss5 1 00 aoe & Co. as FO cna sheeted aca li - November 30, 1910 MICHIGAN TRADESMAN 4o 6 ' n ler Co. POTASH Mackerel | 10tb. cans, % dz. in cs, 1 50 Splint, small .....++.- 2 75 white’ star, Ygs cloth 6 10 Babbitt’s ........---- 400, Mess, 100 Ibs. .....--- 16 50| stb. cans, Z dz. in cs. 1 60 | Willow, Clothes, large 8 26 White Star, %s cloth 6 00} PROVISIONS i Mess, 40 Is. --.----. 700 2%ib. cans, 2 dz. in cs. 1 65) Wanuw. Clots, puiail © os White Star, 4s cloth 5 90 | Barreled Pork | Mess, Te Ths) ooo... £ say Pure Cane : | vv law, clothes, mem 7 20 Worden: Grocer Co |Clear Back .......-- 24 00; Mess, 8 Ibs. ....----- 4 G0) Pate ...----+-+- 22-222 46 Butter Plates American Hagle 4 aa é 10 | Short Cut... esse es 23 75|No. 1, 100 Ibs. ...-.-- 15 50;Good .........-. eee 20 Wire End or Ovals. . Short Cut Clear .... 23 75 No. 1. 40 Tos. ..------ 6 60' Choice ......-..++--+-> 25 | 4 lb., 250 in crate .....- 30 Grand Kapids = wain &\Bean ..........-0++ 23 00 No. 1, 10 Ibs. ...--.-- 1 70) TEA | 4 Ib., 200 in crate ....-. 30 Peng Pie col tisker. Cleat nee ee OM | AR Ay BA cee + 1 40| Japan | 1 lb., 250 in crate ...----- 30 ee oe a cc. ae een 23 00 | Whitefish |Sundried, medium ..24@26)z ib., 200 in crate ...---. 30 Seal of Minnesota ----9 $Y) Clear Family --..--- 26 00) No. 1, No. 2 Fam. Sundried, choice ....30@83/|¥ ib., 250 in crate .....--- 4u Ss oe Sry Salt Meats }100 Ibs. -.-.----s 975 350 Sundried, fancy ....36@40/ ib., 250 in crate ...--- 5U Wizard: bee ea Reick 6... 16 60 lbs: -......- °5 25 190 Regular, medium ...24@26 Churns Wizard Grau, scat ..-3 50 | 10 Tbs. ....+++- ‘112 55 Regular, choice ..... 30@33/ Barrel, 6 gal., each ..2 40 Wizard sucswieat ..6 00) = | bard oi | BM wcinenses SE. OE) Soeaies, fancy .--.--- 36@40| Barrel, 10 gal.. each..2 06 Ry@ cece ec eee ceeceeecs 4 50 cio es ae. 124 | Cok as seine Basket-fired, medium ..30/ Cisthea Pine ie ee io os ape ~ a 4, |Handy Box, large 3 dz 2 50 eo —— eer Round Head. — i gees Horn, family..6 90|60 Ib. tubs ....advance %/| Handy Box, small ....1 25 | iL et-fired, fancy pred 7 Se ee ++ ee + pie a oreo 3p \80 tb. tins ....advance % | Bixby's Royal Polish 85 ae titeceteseceees seein tha inch, 6 Ena ee reopen sin Kye “"44.|20 tb. pails ...advance % | Miller's Crown Polish 85 F: i oes * 7a bai hve 20 2% ~, ony Jason Grocer Co.'s Brand|10 Ib. pails ...advance % | SNUFF ota OO 7) sae eee oat Oa Ceresota, 4s ; 6 4-| 5 Ib. pails ...advance 1 | Scotch. in bladders ....- 871 oy pees. ahaa ; TS a y, . oo eee ee 6 30| 8 Ib. pails ...advance 1 Maccaboy, in jars .....-- 35| Moyune, medium ......- 38 | No 1 complete .....--- Ceres a, a eee? 6 2 Srceken Meats French Rappie in jars ..48 Moyune, choice ....... . 32 No. 2 complete sseceees 2 CeresOld, 7S --+++- ss u H 12 Ib. average. .184 SOAP Moyune, fancy .. ...40@45) Case No.2 fillerslisets 1 35 — Wheeler 8 — tl 7 average. 18% J. S. Kirk & Co. Pingsuey, medium . .25@28/ Case, mediums, 12 sets 1 15 Wien “ vesereessee 62] Hams, 16 Ib. average. .18% American Family ..... 4 00 i qnoice eta oe Faucets ‘ Win old, a. 6 55 | Hams, 18 Ib. average. .18% Dusky Diamond, 50 80z 2 80 mney, . PHC - +=. -40@ SO)” Ore. linea SS in....-ee Worden Grocer Co. ‘S$ Brand|Skinned Hams ........ 99 | Dusky D'nd 109 6 oz 3 80 bene Young Hyson ‘ork lined B lt. sees oes 3 Laurel, %s cloth d 6 2v| Ham, dried beef sets ..16% Jap Rose, 50 bars ....- 3 60 enon eee ae 30 |. ork lined i? jn....... Laurel, %s cloth ....6 10|California Hams ..... nee ee ca oust nae OP i ee “ a >icni i g ite Russian ....... li : roje oe Laurel, a e hee he — Fake aeal back oo... 3 00| Formosa, fancy ..... 45@60| Kclipse patent spring 86 V Ulgl *‘Mlung CO ’$ “Brana Berlin Ham, pressed ..11 Gatinet, OVA! ...-<-+-- 2 70|Amoy, medium .......-. 25 | No. 1 common — 30 sven soy L i 5 6v|Minced Ham ........-- li Snowberry, 190 cakes 4 90) Amoy, choice .......+..- 82) No 2 pai. brush holder 85 Mpeseoeg aaa ee 3 60|Gacon .2..5........... 21 Proctor & Gamble Co _Engiisn Breakfast _} 12% cotton mop heads i 40 ee ta ae Sausages LOnOe «2-0 ac--s eee 3 50 Medium Cube deme dag aeciea 25 Ideal No. 7 eee a RA srahaii 5 00; Bologna ..........---- g |Ivory, 6 0%. ..--+++-+e 4 00 | CHOICE «6... eee ee vere 30 Pails | Voi rn er eae OBOE ainsi loa eke 5 Ivory, 10 oz. ...-.----- 6 Th| Wancy ....--eeeeeeeee 40@45|2-hoop Standard ..... 2 00 “ Ww et ate Frankfort .....--..+- 10% | Star ....seeseeeeesecss 360) india |3-hoop Standard ..... 2 35 Slee mye Ws cloth..6 50| Pork ....-..---.eeeeee jl Lautz Bros. & Co. Ceylon, choice ...... 30@35!2-wire Cable ........- 2 10 eee Eee 4s pint. 6 40 VOAL ws -..- eee nee os: 11 Acme, 30 bars, 75 Ibs. 4 00) Fancy .....--.+.s.e-- 45@50 Cedar all red brass 1 25 ey Eve. igs cloth. .6 30 | Tongue .........-.5.- 11 Acme, 25 bars, 75 Tos. 4 90 TOBACCO |8-wire Cable .......-- 2 30 Sleepy Hye, %s paper 6 30 | Headcheese ........-- 9 |aAcme, 25 bere 70 Tbs. : 8° | Blot Fine Cut 1a aie Hureka ......-; : = awe Deet Acme, 100 cakes ....-.- ‘ 0 |. ; te eeee ps eesaesase BOGE cco cecesescecses 2 Sleepy Bye, 48 paper & - MoneGlese .....--..-+.-- 14 oo | Big Master, 70 bars 2 85 | Liiawatha, EG OZ, ...... 60 | Toothpicks ' Perfection flour ...... 5 60|Rump, new ........-- 14 00|German Mottled ....-- 3 35| Hiawatha, 1 oe 56' Hardwgod ......++-+- 2 50 Tip Top Flour ooo. e 20 ig’s Feet German Mottled, 5 bxs 3 30 | No Limit, 7 02. ....--- 1 Ga) Gottwadd «2... 4.--++- 2 7a Goiden Sheaf Flour ..4 75|% Dbis. .........---+-- 4 6| German Mottled. 10bxs 3 25|No Limit, 14 oz .....- $15 Banquet .....-.-++++- 1 50 Marshall's Best Flour 5 90|% bbis., 40 Ibs. ......- 2 00|German Mottled, 25bxs 3 20/ Ojibwa, 16 0%. ...-..-- MO TAGEE casncsieenses ses 1 50 Perfection Buckwheat 2 50|% bbls. .....--.------- 4 00 | Marseilles, 100 cakes_..6 00, Ojibwa, dc PEE. .----- 1 80) Traps Tip Top Buckwheat oe ge a oe g ou | Marseilles, if ckes 5¢ 4 00; Ojibwa, 5C ..--.+-+-eee 47 Mouse, wood, 2 holes 22 Badger Dairy Feed 24 00 Tripe Marseilles, 100 ck toil 4 00 | Petoskey Chief, 7 oz. ..1 85' mouse, wood, 4 holes 40 Alfalfa Horse Feed ..28 00|Kits. 15 Ibs........----- go| Marseilles, %ebx toilet 2 10| Petoskey Chief, 14 oz. 3 70| wiouse, wood, 6 holes 1 Kahr Com ........- “*"1 90|%4 bbls., 40 Ibs. .....--- 1 60] _ A. B. Wrisley |Sterling Dark, 5c ...-. 5 76) Mouse, tin, o holes .. 6 Hoyle Seratch Feed ..1 65 % bbis., 80 Ibs. ....-- 3 00 | Good @Vidar 002.52... 4 00 | Sweet Cuba, Oe awa § 60 | Rat. woad ....-....+-. 30 Meai Casings Old Country ......---> 3 a0 | Bowers Cuba, 1l0c ..... 11 10jxat, spring ....------ 15 Bolted 3 6y| Hogs, per ID. ...---+--- 321. Soap Powders iSweet Cuba, 1 Ib. ..... 5 00) uus Golden ‘Granulated ...3 30 | Beef, rounds, Set 2... 25|Snow Boy, 24 41bs, oe 00 Sweet Cuba, 16 Oz. seed 20! 20-in. Standard, No. 17 6 St. Car Feed screened 23 00 Beef, middles, set .... 80 |Snow Boy. 60 Se .....-- 2 40 | Sweet Cuba, 4% Ib. ....2 10 18-in. Standard, No. 2 6 60 No. 1 Corn and Oats 23 0v Sheep, per bundle .... 90) Snow Boy, 30 10c Rey. 40 | Sweet Burley, 5c .....- 5 76 | 16-in. Standard, No. 3 5 50 Corn, cracked ...... 22 OU Uncolored Butterin Gold Dust, 24 large 4 50 | Sweet Mist, % sr. ....5 70! 2y-in, Cable, No. 1 ...-8 00 Corn Meal coarse _.22 00 Solid dairy ..... 10 @iz Gold Dust, 100-5c ..... 4 00 Sweet Burley, 24 Ib. cs 4 90 1s-in. Cable, No. 2 .«. “a Winter Wheat Bran 24 0u|Country Rolls .. 10% |6's Kirkouue, 24 41. ----- 3 80;'Tiger, ¥% gross ......-- 6 00| ig-in. Cable No. 3 ....6 00 Middlings i. ae Canned Meats PCSTMG cones ers ee--* 3 75 |Tiger, dc tins .......-. 5 50; No. 1 Fibre ......... iu 29 Buffalo Gluten Feed 33 00 Corned beef, 2 Ib. ....3 40|Soapine -..-..-..---- 410'Uncle Daniel, 1 Ib. ...._ 60) No. 2 Fibre .....-+-+ 9 Danry Feeds Corned beef, 1 Ib. ....1 90 Babbitt’s BPG | olga ses a 3 75}Uncle Daniel, 1 oz. ....5 22; No, 3 Fibre ......--.«- & 20 Wykes & Co Roast beef, 2 Ib. ...... 3 49|Roseine .....---++++-- 3 50 Plug Washboards : O P Linseed Meal 35 og | Roast beer, 1 ib. .....- 1 90! Armour’s ..--+-+++++- 3 70|Am. Navy, 1d 04% .... Vilprouse Giohe .------+- 2 50 OP Laxo-Cake-Meal 33 vu Potted Ham, 4s ...... 50 ' Wisdom ........-.--<- 3 80}rummond, Nat Leaf, CMM oe a uceueis sees 1 76 Cottonseed Meal 34 5y| Potted Ham, %8 ...-- 90 Soap Compounds _ 2 & 5 Ib. ...eee eee 60| Double Acme ......--- 3 76 Gaui Week ..-..500 28 5U Peviled Ham, 4s .... 50 Johnson's Fine ......- 5 19{Drurmmmond Nat. Leaf | Single Acme .......-- 3 15 Brewers’ Grains .....28 00 Deviled Ham, WS sce 90 Johnson's Me cea. 4 25 per OZ, ...--eeeeee 95 | Double Peerless ....--- 3 76 a ee acca a4 Wo boot Seems: ae «<> OR Nine Ore 3 30|Batile Ax ..--.--.++++ 37| Single Peerless .....-.8 26 Alfalfa Meal 25 v0 Potted tongue, 4s .... 90 Rub-No-More .......-. SSG) tpacer ool... hase. 37| Northern Queen .....- 3 “0 RICE Ee Scouring Big Four .....-.++++- 31! pouble Duplex ......- 3 00 Michigan carlots a4 (oe SS 7 @7% _ Enoch Morgan's Sons. iBoot Jack ..-.-----++- 86| Good Luck .....++--+-. 2 75 fo ea ee... 8 fee 5%@ 6% Sapolio, gross lots ....9 00}Bullion, 16 oz. ......-- 46| Universal ......-++--- ec Broken ...+-s+e 2%@ 3% Sapolio, half gro. lots 4 50)Climax’ Golden Twins .. 43} Window. Cleaners Carlots 55 SALAD DRESSinw —_|Sapolio, single boxes. 2 SsDays Work -..-.----+: BE Wh oss c seen ee oes 1 Less than carlots ... cy |Columbir. % pint ....2 25|Sapollo, Hang ius +22 25PDerby ...-eseeeeeeeees ME Be icc ees staan 1 H oe Columbia, 1 pint ...... 4 00|Scourine Manufacturing CO} Bros, .....++-++eeeee 63 } oe ee 2 30 Carlots sad 1g | Durkee’s. large, 1 doz. 4 50|Scourine, 50 cakes i MO, Wdee 42.05. -s nas 43 | Wood Bowls Less than carols .- 17 Durkee’s, small, 2 doz. 5 oc 109 cakes ..3 50}Gold Rope, 7 to Ib..... Gal ia ti Peete 5 occ cece 1 60 MAPLEINE | Snider's, large, 1 doz. 2 39 — Gold Rope, 14 to tb... 58|Ja in. Butter ....-.--- 2 oz. bottles, per doz. 3 00 Snider's, small, @ doz. 1 35| Boxes ..... Deana nae eo 5% m 6 BP 2... 32/17 in. Butter ........-- 4 * OSMOLASSES SALERATUS ees, Wig” ------ 4% |Granger Twist ........ 46\19 in. Butter ...-.-++ 5 90 New Orleans Packed 60 Ibs. in box. SPICES ee 37| Assorted, 13-16-17 ....3 00 Fancy Open Kettle 4o| Arm and Hammer .. -3 00) Whote Spices Horse Shoe ........++- 43| Assorted, 16-17-19 ....4 26 Choice ae Deland’s ...---+++-+- 3 00} Allspice, Jarnaica eee 13 Viioney Dip Twist ..... 45 | WHAPPING PAPER Cua... a 22 Dwight’s Cow .....---- 3 00 | Allspice large Garden 11 Re A ss cose ncscus 40 sinus WM oo 56: 2 Fair To eT 20| & canes = 3 00 | Cloves, Zanzibar ..... TT 9 icc kacces 35|Fibre Manila, white .. 3 ait ‘barrels Ze extra Standard .......ee.e- l 80 Cassia, Canton ....... 14 Keystone Twist ...... 46 | Fibre Manila, colored ..4 MINCE MEAT Wyandotte, 100 %s _ ..3 00 | Cassia, Be pe doz... 25 | Licismet ..............-- 43|No, 1 Manila ........++ 4 Pe 85 SAL SODA 'Ginger, African ....-- 9%/Nobby Spun Roll ..... 58|Cream Manila ....+-++- 3 g MUSTARD __ Granulated, bbls. .... 80 Ginger, Cochin ....---- SAME GVEGE 6... sabe ceeeees 28! Butcher's Manila .....-- 2% Ib. 6 Ib. b 18 Granulated, 100 tbs. cs. 90 Mace, Penang aks 70 Meee ci gsas ox ee 40| Wax Butter, short e’nt 13 % : hp oleae Lump, bbls. .....+.--- 80 Mixed, No. 1 eo ae A cine Twiat .......+. 45| Wax Butter, full count 20 Bei ee ims kegs .. 95 Mixed. No. 2 .....--.: 10 |Piper Heidsick ......-. 69| Wax Butter, rolls ..... 19 Bulk, 2 gai. kegs 95@1 10 aoe. | Mixed. Se pkgs. doz.. 49 |iredicut, 1% oz. ..---. 38 | YEAST CAKE Bulk § gal. kegs y0@! 03 Common Grades | Nommecs =, 25 [Red Lion .........ee 20| Magic, 3 dom. ...-. oe ee ta ee ee 2 40 Nutmegs. 105-110 ...-- 9 |Sherry Cobbler, i0'0z." 26| Sunlight, 3 doz ------- 1 ou Stuffed, 8 OZ. .....s.-- ieee eS 22 fo 14 |Spear Head, 12 oz. .... 44| Sunlight, 1% doz»... OF Stuffed, 14 oz .....-- oe ee ee. Spear Head, 14% oz... 44|1east Foam, 3 doz...-1 18 Pitted "(not tuffed) 56 Tb. sacks ...-++++- 32 Pepper. Cayenne .-+-- 22 Spear Head, 7 0Z. .... 47| Yeast Cream, 3 doz...1 ov itted (not 5 2 25| 28 Ib. Skeka 2.2... . 17 Paprika, Hungarian .. Be EO eee es a3|Yoast Foam, 1% dos.. 68 oe ae 90 yore | Pure Ground in Gull Star ........eeceoeeeees 43 FRESH FISH Manzanilla, 8 0Z. ....-- = 56 Ib. dairy in drill bags 40 Alispice. Jamaica .... 12 {Standard Navy .---.:- 37 Per Ib. aa... 28 Ib. dairy in drill bags 20 Cloves. Zanzibar ...... Me th Peed .-..-i----- 38| Whitefish, Jumbo ....16 a ee, a. aoe Neer | Casein. Contam ---<*-* 12 |pown Talk 14 oz....... 30| Whitefish, No. 1 ....-- 12 eS G6 Ib. SAGMe --- + wanne Ge | Cane ApUeee s+ ss 12 Yankee Girl .........- $2\ Trout ...--s----ereses 11% ORs leseees or ao 1% Common Mace, Penang ......-.-. id TWINE BR cgi ccueaseass 10 Queen, Mammoth, 28 5 25 Granulated, fine ...... 90 Nutmegs, 75-80 ...... 35 Gokton, 4 Gis .oci-+oe BB (RIMETINE -- fos nse nenee 7 e ‘chow, 2° doz. ¢ Medium, Gne - 2%: ac. Poe, ee 2% Cotton. 4 piy -.-<.-.--- 25 | Bluefish ...---+++eeee 14% ON 2 doz. cs, 95 oe oo Fhe sind pola eee . ec cc ans i ona pape. 39.- Ce seseed ° epper, Cayenne .... eae oiled Lobster .....--- 29 Banewert Tooth Picks 2 . Large whole .... : | aarti, Haneasien . 88 ot * ii ae” — [oer - ‘PICKLES Small whole -.* cme | oa Wooi, 1 Tb. bails ...... $ | Haddock .... .--++ 8 Medi rips or bric ba TY, VINEGAR Pickerel ....--.---:++> edium Pollock ......- ae @ 5 | Kingsford, 40 tbs. ..... al ittand annie cder 13 Be cc caass 9 ‘aadiaen secunat |Muzay, 20 11. pkgs. -. 5%| O2TianG apple cider ..16 | Perch o--.--eerrsors 3 Barrels. "200, oom ..7 50 ll serra BE ae a - oe © (tae ee -----..---: 13 | Smoked, White veeee LBM Half bbis., 600 count 4 50 ee hae eg Kingsford 40 grain pure white ..10 | ae ——— ao ek co oe eee Lrg ig eS are nu i aa ign WICKING |Finnan Haddie ...----- ae Sma $0 = * = hee % bb Sion oo i2 aaa gi, |No. 0 per gross ....-- 30 |Roe Shad ......-.------ a ; a we Roe oe ee . No. 1 per gross ....-- 49 |Shad Roe, each ...---- Half barrels ....----+ 5 25|¥Y. M. wh. hoop Milchers | Muzzy ia, 2 per gee ..--.:- 50 |Speckled Bass .....--- 8% eee ee ee we 9 1 48 JID. packages .--- By |No. 3 per gross... 76 HIDES AND PELTS Barrels 11 00|Queen, % bbls. .---- 475 12 6Ib. eae 6 WOODENWARE Hides Half barrels .......- 5 00|Queen, kegs .-.....- ag gg ho Ti. Baskets Cts Me © conc nee-- 0s 11 5; ee See ae ce SYRUPS oe Pindhicls 12.4. v-.s- 100 Green No. 2 ....---:- 10 5 gallon kegs ......-- 2 75 Trout SYRUPS eee : 15 eee ft ieee 13 Sweet Small No. 1, 100 tbs 7 60 Corn Bushels, wide band .. 1 Cure O, 1 sess = Barrels .....----++++ 4% 50|No. 1, 40 tbe. .....2.-.8 28 Barrels ....-.---0-00- ae ns “oa ee cas te it Half b wicceecese 7 60!No. 1, 10 Ths. .....--- Half barrels ......-+-++3 96 Splint, large .----+-- , , | 7 8 9 | 10 | @ met 2M .o.. 5.5. MS boiw. cans % dz in cs. i 65 Splint, medium ...... 3 00 Calfskin, green, No. 3 11 11 Calfskin, cured No. 1 14 Calfskin, cured No. 2 12% | Pelts [Old Wed ....... @ 30 | lawiles 2 422... : 50@ 75 Shearlings ..... 40@ 65 “ : Tallow Oh el... dD 5 UNG. 202. 2yer, g 4 Wool Unwashed, med. @ 28 | Unwashed, fine @ 23 {Standard Twist @ 8 Cases | Jumbo, 32 Ib. ......... 1% | Extra We PE cocci cuns 10 | Boston Cream ........ 12 | Big stick, 30 Ib. case 8 Mixed Candy GROCEIS coisas cccccces 6% COmpeOtltion ......sces 2 POCO eos ccacsacesccue 8 CONSEFVE «2... .cececes 7% TOONOE oo pidiccedvcaccs 12 REIOOE gv ce dcccccuuae 10 aert Sales dceee ses « 8 Pe RAGE 4 os 4 ee caaeae MICAMOE so ceases scecaaes : TEADOCIBAPIGN «osc encase 10 Brench Gream ....... 9 OA eons icc sedsdcanus 11 Hand Made Cream .. 16 Premio Cream mixed 14 | Paris Cream Bon Bons 10 Fancy—in Pails [Gypsy Ficaria .....<.. 14 Coco Bon Bons ....... 14 Fudge Squares ...... 13 Peanut Squares ...... y Sugared Peanuts .... 12 Saited Peanuts ....... 12 Starlight Kisses ...... aL | San Bias Goodies ....13 | Lozenges, plain ...... 10 | Lozenges, printed .... 12 Champion Chocolate ..12 Eclipse Chocolates .. 14 Eureka Chocolates ... 16 | Quintette Chocolates 14 {Champion Gum Drops 9 Moss DEG .cescccc ss 10 L@mon POUSS 166 60-..0 10 SARIIGUICNG chs scsscceae 10 Ital. Cream Opera .... 12 lial. Cream Bon Bons 12 |Golden Waffles 1g | Red Rose Gum Drops 10 | Auto Bubbles _....... i | Fancy—in 5tb. Boxes | Old Fashioned Molas- | ses Kisses 10Ib. bx. 1 30 | Orange Jellies ....... 50 Lemon Sours ..... . 60 Old Fashioned Hore- hound drops ...... 60 Peppermint Drops .. 50 Champion Choc. Drps_ 65 |H. M. Choc. Drops 1 10 | Ht. M. Choc. Lt. and Dark No. 12 .... 1 10 | Bitter Sweets, as’td 1 25 26) Brilliant Gums, Crys. 60 A. A. Licorice Drops 90 Lozenges, printed .... 65 | Lozenges, plain ...... 60 |Imperials ...+++++++++ 60 |Mottoes ....+- eadedes « & | Cream Bar ..ceoe-+-ees 60 G. M. Peanut Bar .. 60 | Hand Made Crms 80@90 |Cream Wafers ....-- 65 | String Rock ........-. 60 | Wintergreen Berries 60 | Old Time Assorted 2 | Buster Brown Good 3 | Up-to-date Asstm’t 3 75 iTen Strike No. 1 ....6 |'Ten Strike No, 2 ....6 |Ten Strike, Summer assortment .....-. 6 75 | Scientific Ass’t ....18 00 Pop Corn Cracker Jack ...... 3 25 Giggles, 5c pkg. cs. 3 50 Pop Corn Balls 200s 1 35 Azulikit 100s ....... 3 25 Oh My 100s .......- 3 50 Cough Drops |Putnam Menthol .. 1 00 [Gimith Broe. ......-- 1 25 NUTS—Whoie | Almonds, Tarragona 16 Almonds, Drake ...... 15 Almonds, California soft shell .......:. |Brazils ..... «s+ 12018 | Wierts .., White House, 21, ......,, Exeelaior, Blend, 11, Excelsior, Blend, 2Tb Tip Top, Blend, 11, Royal Blend Peace eee ck Royal High Grade ........ Superior Blend Boston Combination SSSA S Aes seen se oes TES VOS EOE OSD Distributed by Judaon Grocer Co., Grand Rapids; Worden Grocer Co. Brand Lee @ Cady, Detroit; Sy- mons Bros. @ Co. Sagi- Ben Hur naw; Brown, Davis «& Perfection ...............35 Warner, Jackson; Gode- Perfection Extras ....... 35 mark, Durand & Co. Bat- BOUTON ea sss ....--83 the Creek; Fielbach Oo., Londres Grand .. = Toledo. EG nee eee .33 lanes an .36 FISHING TACKLE Panatellas, Finas .. 35 &% to 1 in. 7 Panatellas, Bock 35 i\% See CC 7 Jockey Club 35 1m to 2 In. 5 , oe 11 SSeonnuT ee 15 Baker's Brazil Shredded [ee 8 20 Be Oe cis i ee 5 2, 15 feet 7 3, 15 feet $ 4, 15 feet a m we Oe ote 11 6, 15 feet 12 eS ee ee — 5, feet 18 $, 15 feet 20 Linen Lines hoor dene oes « - lium 26 arge 34 Poles 14 ft. r doz. 3 § ft er doz. 40 3 ft.. per dos. 38 GELATINE : liom. Large L 36 x's. | doz Smail I Knox's Sparkling. doz. 1 25 : tex * Sroark z er 14 ye eipon s “on 1 @ ' es 8 Acidu’d dos. 1s . oat ; Pirmouth Honk _..... is |Company. Thirty-five sizes ;and styles on hand at all |100 cakes, SAFES Full line of fire and bur- glar proof safes kept in stock by the Tradesman times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and _ inspect the line personally, write for quotations. SOAP Beaver Soap Co.’s_ Brand large large small small size. .6 50 size..3 25 size. .3 85 size..1 95 50 cakes, cakes, 50 cakes, Tradesman Co.’s Brand Black Hawk, one box 2 50) Black Hawk, five bxs 2 40} Black Hawk, ten bxs 2 28! TABLE SAUCES Halford, large Halford, small ......., 2 o. on son Lowest Our catalogue is ‘“‘the market” the largest buyers of general world’s lowest because we are merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. Butler Brothers New York Chicago St. Louis Minneapolis OO THE 1910 FRANKLIN BARS Are More Beautiful, Simple and Sensible than Ever Before Air Cooled. Light Weight, Easy Riding Model H. Franklin, 6 Cylinders, 42 H. P 7 Passengers, $3750.00 Other Models $1750.00 to $5000.00 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. Use Tradesn.an Coupon Books What Is the Good Of good printing? answer that in a minute when you com- pare good printing with poor. the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. impresses you when you receive it from some one else. your customers, we can do by a judicious admixture of brains and type. your printing. Tradesman Company Grand Rapids It has the same effect on Let us show you what Let us help you with You can probably You know You know how it $ 4 Xe . 4 3 # % : 4 | : November 30, 1910 MICHIGAN TRADESMAN MON ASE ESO gee ele TATE ECO ECT ATOLel PIER GREReLOLED % cents a word the first insertion and one cent a word for each No charge less than 25 cents. Cash must accompany BUSINESS CHANCES. Compelte drug stock (in storage), $3,000. Will sell at discount, terms to suit or exchange for small fruit farm or other property. Chas. Maynard, Milan, Mich. 48 For Sale—The business formerly con- ducted by Billings Bros., of Harbor Springs, consisting of stock of groceries, provisions, fixtures, horses and wagons. Good opportunity for the right party. En- guire of Adrian Oole, Trustee, c-o M ussel- man Grocer Co., Traverse City, Mich. _ 57 For Sale—Barr Cash Carrier, four sta- tion, practically new, at a sacrifice. Ad- dress Box 143, Buckley, Mich. 56 For Sale—Grocery, best stand in Au- rora. For particulars address Grocer, 412 Spring St., Aurora, Ill. 5d Bring Something to Pass Mr. Merchant! Turn over your ‘left overs.”’ Build up your business. Don't sacrifice the cream of your stock in a special sale. Use the plan that brings ail the prospective buyers in face to face competition and gets results. I personally conduct my sales and guarantee my work. Write me. JOHN C. GIBBS, Auc- ioneer, Mt. Union, la. i Stores and auditorium for rent; Athens, Ga., growing, prosperous city; excellent business opportunities. For information address R. L. Moss & Co., Athens, a Wanted—$6,500 for % interest in pay- ing business; clean stock; inventories $25,000; investigate. Exceptional chance for right party; gilt edge references fur- nished. Box 259, Bloomington, Til. 53 Good Business Chance—Store building. electric lighted throughout, to rent at Crystal, Montcalm Co., Mich. Crystal is situated on banks of Crystal Lake, a beautiful body of water and fine summer resort. Good every day trade and fine farming country surrounding. Address David Van Luven. 52 Wanted—Sales manager to take charge of sales. Oak and poplar lumber. One who is familiar with oak flooring and fin- ish business _ preferred. Licking River Lumber Co., Huntington, W. Va. 50 For Sale—Retail lumber yard in St. Paul. Minn. A live, going business, long established. Investment around $15,000. Sales $50,000. Best of locations. Cheap lease. Teams, wagons, etc., complete. Stock reduced for winter. For sale ‘he- cause the owner has moved to another city. This should appeal to a lumberman desirous of moving to a live, growing city for its social, educational, financial and healthful advantages. Might consider some low priced northwestern farm lands as part payment. FE. T. White, Megr., $12 Kittson St.. St. Paul, Minn. 49 — 4 combined grocery and meat market for sale; a money-maker; easy terms. | Address Box 18, Ashley, Mich. 47 For Sale—One Remington typewriter. Also a National Cash Register (gold fin- | ish), with five counters and ticket detail | ~~ strip, one drawer. All in perfect order. | °° Address Lock Box 90, Lake Odessa, = | The Comstock-Grisier Co. Merchandise Sale Specialists Stocks reduced at @ profit, or entirely closed : out. Resulte that always please Highest references 24 to character of work. 907 Otic Building Totedo, Ottie aur Excellent Business Opportunity. For Rent-—A two-story store building. 22285, alag store room j g Best location im town, fruit pet Long lease. Terms reasonanic, AGA eas No. 44, care Tradesman fac An: atin a Special Gales Tne sidest Sale Coan- ductor in the business, Sar 6 One Best of references from wholesalers ang ré- tallers, Personally conduct all of my own gales W. N. Harper, Port Huron, Mich 4% or gale—Drug store, doing 4 good iness, Must be sold by Jan. 1; town “. One other store, Address Mo. 41, Wichigan Tradesman $1 wy waxenange Por Merchandise T #O fine devdoped, rich, black soil Seuthert jlantations Deserthe