mE cAyyL rs Be 4 LENG, SPS 7 SF 6 Age STON (SK co Ci en pa ¥j es arr EAS BMA oe er 2 ge: A Wage PCC AR STE nt 2 Db ES icra Gta a a PAT yl 2 a LIN KO (a SCREEN NONE AE MED (AMES Ke SA) Des ly a ee (GIN See PON OAS co \ Cae ae LL Ames Aro SR NE NS ye fe PUBLISHED WEEKLY 9 75 SOC SIG) DAS AGW $2 PER YEAR 43 oo tN “ CS Ow A ae A WG SE FOO LESS re =~ SST) s EVIE ZIP YAS SSF ELELZZADNE " gues Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, DECEMBER 7, 1910 Number 1420 Friendship Will You Be One of Cwo? 7 I have so much to thank you for I ask will you be one of two, At which you may not even guess, If I the other one will be, Although that does not matter, nor To search out some good work to do, Do I give thanks the less. Then do it well and cheerfully ? A happiness in little things, Will you be one of two, to strive The hope that bids my courage rise To make this world of ours more sweet, And passes like a whirr of wings To help the buds and flowers to thrive, Cleaving the sullen skies. And fill with beauty every street? Because—ah, just that you are you Will you be one of two, to seek And promise you will be my friend To do a little good each day; I laugh at Time, and work anew To some sad soul a kind word speak; Henceforth until the end. Or help some traveler on life’s way ? My path is crossed with amber light, Will you be one of two, to lend The loneliness of soul is passed, Whate’er in you is brave and strong, From now there comes no dreamless night, That there may some day be an end My spirit is made fast. To whatsoe’er is base and wrong? We may be all the world apart, Will you be one of two, to nerve Tossed far amidst that world’s affairs; Yourself, in every post and place, Hiding your friendship in my heart Earth’s mighty brotherhood to serve, I know that some one cares. And thereby bless the human race? All this, my friend, you cannot know, If thus we shall resolve to do, There is so much I dare not say, Ere yet today shall set the sun, My heart is far too full, and so— No more will each be one of two, I go upon my way. For then shall we become as one. Sybil Grant. Thomas F. Porter. The average consumer is much more willing to buy good stuff and pay a good price for it at Christmas time than at any other time of the year. Are you prepared to take advantage of that? 3 Our Brands of Vinegar Have Been Continuously on the Market For Over Forty Years Ctrraxy pr? f ee Is this not conclusive evidence of the consumers stamping their approval on our brands for QUALITY? The Pickling Season is now at hand, line up your stocks and increase your profits by selling the following brands: “HIGHLAND” Brand Cider and White Pickl “OAKLAND”’ Brand Cider and White Pickling “STATE SEAL’’ Brand Sugar Vinegar Demand them from your jobber—he can supply you Se" Oakland Vinegar & Pickle Co. Saginaw, Mich. A Reliable Name And the Yeast Is the Same Fleischmann’s The U. S. Courts Have Decreed that the AMERICAN ACCOUNT REGISTER AND SYSTEM is fully protected by patents which amply cover every essential point in the manufac- ture of account registers, and in addition give AMERICAN users the benefit of exclusive features not found in any other register or system. These decisions have been most sweeping in their effect. They effectual- ly establish our claim to the most com- plete and most up-to-date system and balk all attempts of competitors to in- timidate merchants who prefer our sys- tem because of its exclusive, money-mak- ing features. Every attack against us has failed utterly. The complaints of frightened competitors have been found to have no basis in law. OUR GUARANTEE OF PROTECTION IS BACKED BY THE COURTS Every American Account Register and System is sold under an absolute guaran- tee against attack from disgruntled, dis- appointed makers of registers who have failed utterly to establish the faintest basis of a claim against our letters patent. Here are the words of the United States court in a case recently decided in the Western district of Pennsylvania: “There is no infringement. The Bill should be dismissed. Let a decree be drawn.’’ This decision was in a case under this competitor’s main patent. Other cases brought have been dismissed at this competitor's cost or with drawn before they came to trial. THE WHOLE TRUTH IN THE CASE is that the American Account and Register System not only is amply protected by patents decreed by the United States Courts to be ample but is giving the merchant who uses the American, so many points of superiority that its sale is increasing by leaps and bounds. The American stends the test not only of the Courts but of the Dealers. It Leads the World. You should examine these points of superiority and exclusive features before you buy any account system. You cannot afford to overlook this important development in the method of Putting Credit Business on a Cash Basis. Write for full particulars and descriptive matter to our nearest office. THE AMERICAN CASE & REGISTER CO. , Detrvit Office, 147 Jefferson Avenue, J. A. Piank, G. A. Des Moines Office, 421 Locust Street, Weir Bros., G. A. SALEM, OHIO Our New Gold-Finish, Glass-End Scale We are proud of the fact that our auto- matic scale does not need for its operation, and consequently does not use a heavy pen- dulum supported by a cut-down pivot. To show the excellent workmanship of the most important part of our scale, we built a sample for our show room having a beautiful piece of plate glass at each end of the computing cylinder through which the operating mechanism is clearly shown. Merchants saw it What was the result? They wanted scales just like it and were willing to wait a while to ge! them. We are now shipping them in large quantities. They are meeting with success beyond our expectations. We use springs because they never wear out. Do not confuse our scales with those heavy-pendulum, cut-down-pivot scales advocated by other manufacturers. [You know the life of the sensitiveness of the pen- dulum scale is only as long as the life of the cut-down pivot. ] Nineteen years of practical experience proves to us and our cus- tomers that the construction using high-grade springs controlled by our patented, perfect-acting, automatic thermostat is the best mechanism for a modern and practical automatic computing scale. It is the only mechan- ism which never wears out, EXCHANGE. If you have a computing scale of any make which is out-of-date or unsatisfactory, ask for our exchange figures. We will accept it as part payment on the purchase of our modern scale. Local district sales offices in all large cities. Moneyweight Scale Co. 58 State Street, Masonic Temple Chicago Grand Rapids Office, 74 So. lonia St. ‘ - & Start your Snow Boy ce) moving The way they grow will makeyour friends sit upand take notice Lautz Bros.& Co. Buffalo,NN. Ask your jobbers Salesman SS a Y) iS “Se Wn) ware Lm a) RE Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, DECEMBER 7, 1910 Number 1420 SPECIAL FEATURES. Page 2. Benefit of a Soft Answer. 4. News of the Business World. 5. Gorcery and Produce Market. 6. Indiana Items. 8 Editorial. 10. That ‘‘Superior” Air. 12. Butter, Eggs and Provisions. 14 Different Kinds of Valor. 16. Window and Interior Decorations. 18. Furniture Dealer’s Field. 20. Woman’s World. 22. Dry Goods. 24. Publicity Advertising. 26. For Grocers to Discuss. 28. Behind the Counter. 30 $10,000,000 Dividend. 31. Philosophic Comment. 32. Shoes. 36. Stoves and Hardware. 38. The Toy Trade. 39. Official Call. 40. The Commercial Traveler. 42 Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. HOOP AND HOBBLE SKIRTS. Contemplation of the latest women’s. dress, the hobble skirt, leads the possessors of long memories to dwell upon the time when feminine fashions ran to the other extreme, to hoop ex- treme style in skirts and crinoline. It is difficult for those who have never seen the expanded skirts of the old days, to conceive the effect in public, or to appreciate the diffi- culties which that fashion entailed. The hobble skirt is ideally suited to modern street railway conditions, but the hoop skirt would be a_ serious cause of confusion, embarrassment and vehement public clamor. An evi- dence of how that freakish fashion worked in its effect upon out-of-door life is afforded by the discovery in New York of an old photograph— they called them ferrotypes in those days—showing a_ bridge that was erected in 1867 across Broadway at Fulton street to accommodate the pe- destrians who were compelled to go from one side to the other of the city’s main thoroughfare. The pass- age across Broadway at that point was regarded as extremely perilious. There were, it is true, no electric cars, or even cable cars, or even horse cars. There were no automobiles. But there were omnibuses, veritable juggernauts in their mad career of five miles an hour, zigzagging from curb to curb to take up signaling passengers. There were other vehi- cles congesting the narrow street un- til the city fathers concluded that consideration for human life demand- ed an aerial passageway, and it was built at great expense and was hailed as a monument of municipal progress. But, alas, it was a failure. It helped the men to get across Broadwaey when the men took the pains to climb the steps, but the women of New York, for whose accommodation it was chiefly designed, after one or two trials positively refused to em- ploy such an embarrassing means of transit. There was something incom- patible between a hoop skirt and a pair of stairs in public. The police reserves had to be called out on sev- eral occasions to preserve order be- fore the utter uselessness of the bridge to the women of New York became plain to. official eyes. It took three years for this lesson to be learned fully, and in 1870 the bridge was torn down, having stood almost in idleness during that period. This bit of history is instructive. It may serve as a warning to the dress de- signers of to-day not to try anything that resembles the old-time hoop skirt. Let it be agreed, once and for all time, that crinoline can not be re- vived without completely undermin- ing the foundations of society. —_—__2 2.» —__ Goods That Pay Profit. It will soon be time for the winter inventory—annual or semi-annual as may be the custom of the store— and it will show some surprises to a good bunch of retailers, as it al- ways does. The general result may not be greatly different than anti- cipated, but the showing of certain stocks will throw up some jarring facts, provided the manager of the store so conducts his inquiry into conditions as to determine what each stock is doing. The fault which many stores fall into—and there are large ones that do the same thing—is the failure to keep separate records of what dif. ferent stocks are doing. Where there are no distinct department lines the inventory represents one thing this vear and another thing next year without clearly determining what is being done excepting as to general figures with the result that some stocks that don’t pay profits as they should are being bolstered by oth- er stocks that are doing finely with the proper credit. The manager that takes his in- ventory under the headings of cloth- ing, shoes, domestics, and so forth, may find his general result satisfac- tory, but the details which enter each one of these items are ertirely lost. For instance, the clothing line this year may contain a stock of boys’ goods or of girls’ cloaks which it did not contain at the last inventory. These are not segregated in a man- ner to determine whether they have 1eally paid or not and the clothing stock as a bulk gets the credit or the cursing. In the domestics we find that last year there were goods which were not there last year, with the re- sult that we do not know whether either one paid as it should. We may also find that the shoe stock is like- wise uncertain in that it may have paid a fair profit in certain lines and represented a loss in others, but we can not determine this unless we have the figures for these lines. These uncertainties are not in the line of good business. To be sure of what is being done and to be reason- ably careful of the investment or cap- ital, it is necessary to know what each separate character of goods is doing for the store and to determine from the fiugure what should be done to those lines that are not satisfac- tory. All that requires a little more time and a little more careful book- keeping than does the present meth- ods of bunching all the merchandise in the store in one great column oi figures, but it is the only true way of finding out where are the leaks and where are the best profits. The farmer who has a big bunch of cattle is not satisfied with the re- turns of a year which may show hin a good round increase and profit, but he carefully watches each one and eliminates those which are undoubt- edly unprofitable. The retailer can do the same thing by the exercise of a little carefulness in separating his lines of goods and keeping track of their conditions. Systematic watch- ing of merchandise takes less time than most people who have not done it realize, and the results obtained are so eminently satisfactory that the re- tailer who desires to of what he is doing and not waste time in unprofitable directions will pur- sue that course after once trying it. More profit is lost through actual ignorance of conditions than through willful carelessness or straight be certain mis- fortune. _ oo Colored Teas Must Be Labeled. At a meeting of the Board of Tea Experts of New York and represen- tatives of the U. S. Department oi Agriculture and tea importers held in New York last week it was decid- ed that, after May 1, 1911, artificially colored tea must be labeled. Resolu- tions to this effect were drawn up and have, been submitted to the Secreta- ries of the Department of Agricul- ture and the Treasury. At present tea importations are be- ing regulated by the so-called tea act ot 1897. The object of this act was to prevent the importation of poor tea. For this purpose a tea board was crganized to determine the standards of teas, which meets every February in New York and from a study of the tea crop of the year selects standards for the ensuing year. The pure food law of 1906, therefore, insofar as it applies to teas, is considered by im- porters as an encroachment upon al- ready established regulations. The resolution recommended to the Secretaries of the Treasury and Ag- ricultural Department will affect 50,- 000,000 pounds of tea imported from China, Japan and Ceylon. The color- ing of this tea varies in degree, but it is asserted by importers and Dr. Wiley himself that the coloration is absolutely harmless. It is used in or- der to preserve the flavor in the leaf and to give it a better appearance. While importers object to the impor- tation of highly artificially colored teas, they maintain that the labeling of them is only a question of form. At the meeting several members of the Board suggested that repre- sentatives of the Department of Ag- riculture, tea examiners and apprais- ers and officials work in closer co- operation in cases where excessive coloration in imported teas is evi- dent. This would indicate that excessive coloration is no very desirable at- tribute of tea. on ee Few Bank Failures. The State Banking Department was organized twenty years ago, and an examination of the records show that during that period only nfteen State banks have become solvent and two more were turned over to stockholders to be rehabitat- ed. The total capital of these banks $1,021,000, with liabilities to stockholders $6,034,370.52. The depositors in these banks realized an cent. on their claims, and in several instances above The records show that the failures have usually come in bunches, one bank going down carry- others with it. In ’96, for in- stance, there were four failures, in ’97 there were two and in ’08 there were three. There been no failures since ’08. The record regarded as an excellent one. in- Vas of average of 65 per 90 per cent. ing have as a whole is ——>-> Pioneer Merchant of Coral. Daniel S. Shook, one of the pio- Coral, died last He had been in business at Coral for forty years and was a fine example of what ener- gy and integrity can accomplish. As he started a little grocery store in his mother’s pantry, buying his first bill of goods from J. W. Belknap, of Greenville, and bringing them via the old Indian trail by ox- team to Maple Hill. From the pan- try, Shook moved his stock of gro- ceries to his mother’s kitchen, then to the sitting room and finally he built a small store building at the Maple Hill corners, which he occu- pied until he moved to Coral. neer merchants of week, aged 70 years. a boy The Retail Grocers’ Association adopted resolutions at its meeting Tuesday night condemning Sunday opening, and against trading stamps It was decidel to close the groceries on the Mondays following Christmas and New Years. > >_> —— Many churches mistake raking in the shekels for bringing in_ the sheaves. MICHIGAN TRADESMAN December 7, 1910 BENEFITS OF A SOFT ANSWER. Too Much Truth Telling Is Posi- tively Vicious. Written for the Tradesman. I think is was Solomon who ob- served that “a soft answer turneth away wrath.” Anyhow it was a wise and timely observation. The world is generally long on wrath; for there are many people in the world whose feel- ings are decidedly “ticklish.” They are so easily peeved, and so prone to blurt out hasty ate things. And there are so many people in generally so and inconsider- the world with exaggerated ideas of their own rights and dignities. Their imaginary domain has such amplitude you trespass without know- ing it. is sometimes almost as extensive as the banqueter’s description of the United States. One speaker had said: “The United States of America is bounded on the north by the Do- minion of Canada, on the south by the Gulf of Mexico, on the east by Atlantic, and on the west by the Pacific Ocean.” The next speaker said: “The gentleman who has just preceded me is entirely too modest. The United States is bounded on the north by the aurora borealis, on the south by the procession of the equi- noxes, on the east by primeval chaos, and on the west by the day of judgment!” These people with expansive ideas of their own rights, dignities and privileges, are, as I have intimated, ofttimes offended before we know it. It’s therefore up to us to still the troubled waters. And here’s where the benefits of the “soft answer” commend themselves. Fortunate is the man whose ways are tactful; for verily that man shall be prospered in his merchandis- ing. Also his customers shall rise up and think well of him. When their fur hath been duly rubbed the right way, and they have gone forth on their journey placated, it will dawn upon them that they have been hasty as to their speech: and slow also to discern that they were more to blame than their dealer. Therefore it will repent them concerning the things which they have said in their haste. But the quiet patience of the dealer who turned away their causeless in- dignation, will grow upon them what time they pursue their journey. And by and by they will be duly ashamed of themselves. But suppose our dealer lacks tact. Suppose he is himself possessed with a certain variety of demon, known in modern terminology as “the grouch?” What then? In_ that event, beloved, things will be do- ing thereabouts, if I am not mis- taken. When the caustic remark of the cutsomer is met with an acri- monious reply from the dealer, the customer will bethink himself of words steeped in venom; and the manner of him will not be the man- ner of a man who is tickled with the goods. If the rancor in him reaches a certain point, he will buy gingerly. If it waxes yet higher, he will not Their opinion of themselves buy at all. If it should approximate the point where fudgment yields to passion, he will go forth with an abused feeling. Thereafter he will darken no more the door of that dealer. Consequently the profits on his business will go to thy competitor across the way; and thou wilt regret thy folly. “Blessed are the peacemakers.” But how can a _ peace-maker make peace unless he is endowed with in- exhaustible supplies of tact? He can't. It takes tact to still the tem- which ever and anon rage in the bosoms of men. And of thunder appreciate these even-tempered, tranquilizing citizens. They hold the world together, and pests since there are so many in the world, we sons keep things from going utterly and speedily to the bow-wows. Suppose they removed from the face of the earth suddenly; what then? Pandemonium verily would break loose. Every man would be an Ishmaelite, with his hand against every other man’s hand. Wouldn't this be a jolly old world then? The welkin would ring with vituperative eloquence, and the echoes of _ re- sounding whacks would be heard. Each man would be busily engaged pummeling his neighbor’s head— and applying adhesive plaster to abras- ions in his own noggin. Some people are lacking in tact be- cause they haven’t the mental tem- perament that your tactful person must have. Or, if they have suff- cient tact to keep themselves out of mischief, they haven’t enough tact to help a belligerent friend in his day of need. In other words, they can not make peace between discordant parties. And morever there are peo- ple who lack tact because they have a wrong idea of the ethics of speech. For instance they assume the affirm- ative of that old question in cas- uistry: Is it justifiable to tell the truth, the whole truth, and nothing but the truth in each and every in- stance? And that assumption is entirely too zenerous. After all truth is rela- tive, and progressive. To-day’s truth may be outgrown to-morrow. And furthermore, whether we will or not, the mind colors with a light of its own all things which it beholds. This gives us prejudice. You are not so good a man, I opine, as your warmest friend says you are; and I[’ll warrant you are not half so black as your enemy paints you. You couldn’t tell the entire truth about everything on every occasion. If you did, you’d be talking all the time; and some of your customers would grow weary of waiting, and hike over to your competitor. And then, you are the subject of variant moods. Speak the truth, the whole truth, and nothing but the truth— well, let us say concerning your im- pression of present day merchandis- ing conditions for the dealer in your line: perchance your statement will not be altogether cheerful. It is conceivable that you may have some serious misgivings. But wait until to-morrow, then speak out your con- victions; and it will appear that this should be is a glorious old world—this in which we live; and right cheerful from the retailer’s point of view. Thus you see the mood varies. But the entire garment of truth, the whole truth, and nothing but the truth, would exact the entire scheme of your present impressions. And when a personality is the subject un- der discussion, you must tell all you know and think and feel and believe about him. And that is folly and nonsense. Absolute and unqualified truth-tell- ing would make tact impossible; and banish diplomacy—I mean the entire, crude truth. “Blessed are the peace- makers?” Yes, but suppose you try to make peace between contending parties by telling the truth, the whole truth about each of them? In that event, they’d both forget their minor difference, pool their newly kindled wrath against you, and proceed to dry-clean a portion of the boulevard with your anatomy—provided you haven't more prudence in your heels than you have wisdom in your head —and beat it. Assuredly Kipling is right when he says: “East is East, and West is West, and never the twain shall meet.’ And TI have no patience with the liar. The economy of the uni- verse makes it hard on the Annini- ases and the Dr. Cooks. this rule suffices: For myself If I must answer a plain, intelligible, pertinent ques- tion “Yes” by all means will I answer in harmony with the truth. wn I must suffer temporary loss. In the Such is my faith , or “No,” then No hedging, even end it will be gain. in the goodness of the general order of things. But, when it comes. to speaking about conditions, and people, I will speak such truth, and only such truth, as seems fit and proper. Why should I peddle a scandalous tale, the truth of which I cannot doubt, but the telling of which can do no possible good? Life is too short. And besdies there is much truth-telling that is positively vicious. And morever my customers reqiure attention. Charles L. Garrison. things, Originality is not plentiful. Perhaps the most original man in these times is the one who can adapt the ideas of some one else to his own situa- tion in a new way. ————-—-———————_ When you are contemplating try- ing any new form of advertising con- sider how you have been influenced by a similar form of advertising tried on yourself. WoRrRDEN GROCER (OMPANY The Prompt Shippers Grand Rapids, Mich. Inventory As a quick, easy and accurate method of tak- ing stock the value of a loose sheet inventory system will readily be recognized, by the dis- tribution of inventory sheets properly number- ed to the various depart- ments the entire force may be employed on the inventory and all depart- ments checked up sim- ultaneously. sheet is returned. ~ Sheet No DEPARTMENT Called by. Priced by e Entered Sy___ Extended; LOCATION Outfits —— The pricing extending, checking, etc , may be begun as soon as the first When sheets are completed they may be classified according to departments, com- modities or arranged in any way desired and filed for reference ina post binder. By the use of carbons a duplicate may be made—a protection against errors or loss of originals. We supply sheets, binders and carbon paper. Everything for the Office arcana acer ae a ea 5-7 Pearl Street TISCH=-HINE CO. Grand Rapids, Mich. 4 iter omer ereresas December 7, 1910 MICHIGAN TRADESMAN What Other Michigan Cities Are Do- ing. Written for the Tradesman. Sugar beet growers of Eastern Michigan will meet at Bay City Dec. 10 to take steps toward better prices for the 1911 crop. Saranac has a Boosters’ Club and a new canning factory, water works and other things are already in view for the coming year. Clyde Watt is President of the organization. Owosso has asked the State Rail- road Commission to interview the railroad officials with respect to ex- pediting matters relating to the new union station which has been prom- ised that city. The retiring President of the Flint Chamber of Commerce urges that body to take steps towards securing more diversified industries. The re- cent slump in the automobile business hurts Flint keenly. One of the features of the Manu- facturers’ Industrial Exposition at Port Huron, Jan. 10-14, will be the electrical display. More than a thou- sand lights will be turned on during the exhibition. Benton Harbor entertains the for- tieth annual meeting of the State Horticultural Society this week and iS preparing to give the fruit growers the time of their lives. Four of the Kalamazoo banks have increased the interest rate on time de- posits from 3 to 4 per cent. Wyandotte and Escanaba are now cities, Governor Warner having sign- ed their charters Nov. 30. Menominee contemplates spending some money the coming year in ad- vertising the city’s many advan- tages. Kalamazoo wants a central mar- ket for the farmers and has invited Superintendent Wm. McLeod, of the Grand Rapids city market, to come down and tell them the advantages and how to do it. The fifth annual convention of the Michigan Association of Ice Cream Manufacturers will be held at Lan- sing Dec 14 and 15. A board of trade was formed at Lakeview this week. The village of South Frankfort is tired of its name and $5 in gold is offered for the best suggestion as to a new name, the contest holding open until Dec. 15. Belding will organize a board of trade and start a campaign for more factories. Almond Griffen. >> >. Show the Christmas Spirit. Have you your whole store, be it grocery, dry goods,candy, shoes or notions fairly breathe the Christmas spirit the next three weeks, be- gin this on the outside by having ever- green branches or holly decorations. A neat letter sign in red and black or green and red “Brown Bros. Wish You a Merry Christmas and a Hap- py New Year” would serve to add to the appearance of the store front. The main idea is to have everyone see your store whether on your or the opposite side of the street. Have it so attractive and so holiday-like in its appearance that they will want to come inside. It goes without say- ing that the window displays should be fresh, attractive and gift-sugest- ing. As the interested person who has seen the attractive window dis- plays and store front enters the store he should be confronted by an inter- ior that also speaks for the _ holi- days. This is only possible by your having every department look its best. The Christmas spirit should be everywhere—at every turn—in fact, every display should suggest gift-giv- ing, and in order to do this the mer- chandise displays should be most at- tractive, fresh and temptingly §ar- ranged. Exert every effort to make your store a comfortable shopping place during the holidays as well as _ at- tractive. Offer your customers free assistance in the preparation’ of packages for mailing. A little extra paper and twine—services of a boy or girl—some holiday address tags— may cost you a little extra, but your customers will not forget the favor and you'll get compound inter- est upon the investment, so to speak. One retailer last year made a “Hit” by having everyone of his salespeople wear a_ sprig of holly every day, and he stationed a boy at the entrance with a barrel of holly sprigs so that everyone who entered the store received a twig bearing a few leaves and berries. This did not cost much but it meant a great deal, as it gave a holiday appearance to each and it suggested gift-giving to each prospective customer as he ent- ered. Trade Names in Germany. Our German brethren are discuss- ing vigorously the proposition to in- clude in the next revision of the Ger- man Pharmacopoeia short names for the long-winded chemical names of a number of additions. Look at the fol- lowing list, the trade name first, then the chemical: Novocaine, paraminobenzoyldiae- thylaminoaethanolum hydrochlori- cum. Stovaine, benzoylaethyldimethy- laminopropanolum hydrochloricum. Tropacocaine, drochloricum. tropacocainum hy- B. Eucaine, trimethylbenzoxypiperi- dinum hydrochloricum. Dionin, aethylmorphinum hydro- chloricum. Heroin, diacetylmorphinum hydro- chloricum. Aspirin, acidu acetylo-salicylicum. Salipyrine, pyrazolonum pheny, dimethylicum salicylicum. Pyramidon, pyrazolonum dimethy laminophenyldimethylicum. Atoxyl, natrium arsanilicum. Ethics in Germany, as here, frown upon the use of trade names in the Pharmacopoeia, so as usual a substi- tution compromise is proposed, name- ly, to coin new words, and in place of novocaine use the name aethamin for stovaine the name propamin, etc Think of the flood of gutteral German in this discussion, and we do not blame them, for the scientific names are certainly fierce. l Absolutely Pure The only baking powder made from Royal Grape Gream of Tartar NoAlum, No Lime Phosphate ALL grocers should carry a Full Stock of Royal Baking Powder. It always gives the greatest satisfaction to customers, and in the end yields the larger profit to the grocer. eed MICHIGAN TRADESMAN December 7, 1910 Movements of Merchants. Carson City—Martin Straight will open a bazaar Dec. 10. Traverse City — William has closed his meat market. SJeulah—C. J. Smith Snow in the meat b: siness. Sidney—Fred Nelson has sold his meat market to Will Minard. Carroll } Chase—John Lehman has purchas- | ed the George Stickney meat mar- ket. Kalamazoo — Glenn Matthews cigar and _ confectionery has opened a store. Alpena—Mrs. Ruth W. Kelley has opened an art store on Washington avenue. Negaunee — John Markinen, of Marquette, will open a candy kitchen Dec. 10 Gobleville—William Marklie sold out his entire stock of imple- oments. Benzonia—Wm. his stock of jewelry to building. Grand Ledge—Horace Hodges will open a restaurant in his confection- ery store. Cassopolis—Elmer Stamp has pur- chased the C. C. Koons stock of groceries. St. Johns—Alva G. Ruff has moved his stock of jewelry to the Steel Ho- tel block. Poinpeii—John Wang has_ pur- chased the meat market of Bert Mc- Cptcheon. Port Huron — Charles Baer has opened an art and picture molding store here. Traverse City—S. W. Hines suc- ceeds W. E. Carroll & Co. in the gro- cery and meat business. Saranac—Ralph Stuart chased the bakery of John and has taken possession. Reed City—George Ringler and Fred Sadler have purchased the gro- cery stock of Berger & Son. Harvard—Roy W. Clark, recently of Cedar Springs, will engage in gen- eral trade here, about January 1. Carson City—W. C. Smith, a pio- has Halen has moved the Mott has. pur- Arthur neer merchant and widely respect- ed, died Nov. 17, after a long = ill- ness. Benzonia—C. J. Smith, of Beulah, has purchased the George Snow meat market, immediate possession being given. Owosso—Edward Dalton, of Te- cumseh, has purchased an interest in the tailoring business of Bert Dutcher. Lambs—C. C. Peck & Co., will es- tablish the Exchange Bank here as soon as their new brick building is completed. : a na ee succeeds Mr. | | | | | | Mackinac Island — Herman Bird, |who conducted a grocery store here for many died last week at Cheboygan. ycear®rs, Kingsley—Claude Moore has pur- chased the grocery stock of A. Box, and will continue the business at the same location. St. Johns—Ridenour Bros. have sold their hardware stock to John H. Corbit. Mr. Corbit wil be assisted by Charles Ridenour. Sand Lake—Fred H. Peck has sold his meat market to Warren Wain- right, recently of Ensley, who took immediate possession. Berlin—B. A. Raymond has sold his stock of shoes and hardware, to Ralph Burrell, who will continue the business at the same location. Durand—W. H. Singer has rented the S. A. Brown building and will open for business soon with a stock of clothing, boots and shoes. Fowler—Levi W. Baldwin has sold his stock of general merchandise to his sons, George T. and Jesse E., who will continue the business. Cadillac—W. A. Truax, proprietor of the Cash Market, has purchased the fish market of E. S. Manning and will consolidate the stocks. Hudson—George T. Nicholls, of Jackson, who recently opened a meat inarket on the east side of the river, has established a branch on the west side. Belding—A new company, known as the Belding Furniture Co., has opened a store in the Millard block. Zenas D. Dow will ment. Grand Ledge—James C. Welsh & Son, of Lansing, have purchased the coal and implement stock of Eye- stone Bros., immediate possession be- ing given. Brookfield—Walter Conant, recent- ly of Charlotte, has purchased the C. M. Powers & Co. general stock of merchandise, and will take possession January 1. Jackson—D. C. Meserol has sold his stock of drugs to Matthews & Weinman, who will continue the store as a branch of their present es- tablishment. Muskegon — John and Cornelius Hasper have purchased the bakery of their father, Gerrit Hasper, who has conducted the business for twen- ty-five years. Belding—S. S. Smith has sold a half interest in his meat stock to William R. Ward, and the business will be continued under the style of Smith & Ward. Traverse City—The stock of la- dies’ garments, furs, etc., of the Bar- ney Co., bankrupt, is in the hands of assume Manage- EAS ITT TE BRT IEEE RL BT TEINS ISS I John T. Beadle, who has been ap- pointed temporary receiver. Charlotte—Lamb & Spencer, gro- cers, begin business to-day under the corporate name of the Lamb & Spencer Grocery Co., incorporated, with a capital stock of $20,000. Cadillac—W. H. Selkirk, of Boyne City, has leased a store building and will open with a stock of clothing and men’s furnishings Jan ary 1. Pontiac—Fred J. Poole, dealer in building material and fuel, will open a hardware store on Oakland avenue, Nec. 15, under the management of J. H. McBride, formerly of Lima, Ohio. Ithaca—Victor C. Morse, who has conducted a jewelry store here for the past eighteen years, has sold his stock to W. F. Walker, formerly of Plainwell, who took immediate pos- session. Galesburg—The Jones Aldrich & Moreau Co. has engaged in business to deal in hardware, heating and plumbing, etc., with an authorized capital stock of $9,000, all of which has been subscribed and paid in in property. : Sparta—The Sparta State Savings Bank has*completed its organization with some of the best known and most substantial business men as stockholders. The capital is $25,- 000, and the officers are Fresident Wm. B. Stiles; Vice-Presidents, AI- bert A. Anderson and N. A. Shaw; Cashier, D. Scott Partridge. Traverse City—The Traverse City Drug Club dined at the Little Tav- ern the evening of Nov. 29 and the physicians of the city were its guests. C. A. Bugbee was toastmaster and the speakers were Dr. Sara T. Chase, F. H. Mead, Dr. G. A. Holliday, H. Kk. Macdonald, Dr. J. B. Martin and E. E. Miller. The occasion was very enjoyable. Luther — H. W. Hammond, for twenty-six years an active business man at this place and eminently a good citizen, died at his home here Nov. 29, aged 61 years. Mr. Ham- mond as a young man worked his way through the University of Mich- igan, taking the medical course. He practiced medicine for several years and then engaged in the drug busi- ness here with Mr. Osborne. He was a 32d degree Mason and a Knight Templar. Manufacturing Matters. Maple City—The Meridian Cream- ery, of Platte township, has estab- lished a branch here. Detroit—The capital stock of the Detroit Gelatine Co. has been in- creased from $50,000 to $75,000. 3urr Oak—The Whitehouse Un- dearwear Mills have increased their capital stock from $10,000 to $20,000. Lowell — The Boyland Creamery Co. has made another change and the local branch is now to be found at McCarty Bros.’ produce store. Alpena—The Success Cabinet Co. has engaged in business with an au- thorized capital stock of $10,000, all of which has been subscribed and $2,000: paid in in cash. Detroit—The McIntosh Auto Co. has been incorporated with an au- thorized capital stock of $10,000, of which $5,000 has been _ subscribed, $200 being paid 4n in cash and $4,405.50 in property. Monroe — The Monroe Specialty Co. has engaged in business to manu- facture and sell machinery, tools, auto parts, etc., with an authorized capital stock of $10,000, of which $5,000 has been subscribed and $1,100 paid in in cash. Charlotte—The Beach Manufactur- ing Co., manufacturer of farm tools, machinery, castings, etc., has merged its business into a stock company under the same style with an au- thorized capital stock of $100,000, of which $90,000 has been subscribed and paid in in property. oS ee The Grand Rapids Hosiery Co. has been incorporated with an authorized capital stock of $50,000 common and $50,000 preferred, all of which has been subscribed, $50,000 being paid in in cash. E. A. Clement, of the Globe Knitting Works; John Snitseler, H. B. Herpolsheimer and _ Christian Bertsch are among the stockholders. The company will occupy leased quarters at first and will start opera- tions with about fifty hands as soon as the necessary equipment can Le procured. 2. L. F. McCrath, local manager for Morris & Co. for twenty-three years, has resigned and is planning a trip to the West and a year’s. vacation. As a testimonial of his long and eff- cient service he received a handsome present and still more handsome let- ters of appreciation and good wishes from the officers of the company in Chicago. He will be succeeded by L. Audrian, who has long been asso- ciated with Mr. McCrath. ———_>2~—_____ Thomas A. McGee has merged his business into a stock company under the stvle of the McGee Shoe Shop Co., with an authorized capital stock of $4,000, all of which has been sub- scribed, $125 being paid in in cash and $2,875 in property. Those inter- ested are Edwin B. Yohe, Columbus, Ohio; Jacob Kleinhans and Thomas A. McGee. Mr. McGee was long with the Geo. H. Mayhew Shoe Co. in this city. ———_+----____ The Success Shoe Co. has been in- corporated with an authorized capital stock of $25,000 common and §$10,- 090 preferred, of which $35,000 has been subscribed, $10,000 being paid in in cash and $25,000 in property. Those interested are Henry L. Houseman, Eugene W. Jones. and Henrietta Houseman. The company will conduct the new Walk Over shoe shop on Monroe street. ——__>--2--9___. The Judson Grocer Company will entertain all its employes at a ban- quet at the Pantlind the evening of Dec. 17. This has been an annual function for the company and its em- ployes for years and is looked for- ward to by everybody from office boy to President with fond anticipations, and is remembered until the next one comes around. President Wm. Jud- son will preside. December 7, 1910 MICHIGAN TRADESMAN = Site esteees ny a a o a The Produce Market. The early holiday rush for good things to eat has caused a consider- able stir in the local market. Celery has advanced 2c and cranberries have gone up. nearly $1. Oranges have dropped about 50c, owing to an en- larged supply from California. Poul- try, with the exception of turkeys, is passing freely on the market, and although a slight advance is noted in hens, springs and chickens, there is a plentiful supply. Turkeys are a litle scarce and have gone up ic, with good possibilities of going higher before Christmas. Creamery butter, veal and sweet potatoes have drop ped a little in price this week, while Spanish onions have advanced. Late red cranberries are out of the mar- ket. Apples — Northern Spys, $1.50@ 1.75 per bu.; Baldwins, $1.35@1.50; Greenings, $1.25. Bananas—Prices range from $1.50 (22.50, 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 31%c for prints; dairy ranges from 20@ 2114c for packing stock to 23@26c for No.4. Cabbage—50c per doz. Cauliflower $1.25 per doz. Carrots—50c per bu. Celery—20c for home grown. Cocoanuts—60c per doz. or per sack. $4.25 Cranberries—Cape Cod Howe’s, $9 @9.75 per bbl. Cucumbers—$1.20 per doz. Eggs—tTocal dealers are paying 27 (v28c 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 (24.50 for 54s and 64s. Honey—1l7c per tb. for white clov- er and 12c for dark. Lemons — Californias, $5(@5.50 per box. Lettuce—10c per fh. for leaf. Onions—Spanish, $1.40 per crate; home grown, 75c per bu. Oranges — California Navals, 96s and 288s, $3@3.25. Oranges — Florida, 126s to 216s, $2.75(@3. Pineapples—$4 per case. Pop Corn—90c per bu for ear; 34@34“c per fb. for shelled. Potatoes—The market has declin- ed to 25@30c at outside buying points. Poultry—Local dealers pay 10c for hens, 14c for springs; 7c for old roosters; 13c for ducks; 11c for geese and 18c for turkeys. Radishes—30c per doz. Sweet Potatoes—$2 for Virginias; $1.35 for Maryland Sweets per ham- per; $3.75 for Jerseys. Veal—Dealers pay 6@7c for poor and thin; 7@9c for fair to good; 9@ 104%c for good white kidney; 10%4c for fancy. ' +> 2. - The Grocery Market. Sugar—Has dropped 10 points in the last week and is at present being quoted at 509 for eastern and 499 for Michigan. Tea—The Japan market remains stationary and firm for the better goods and somewhat easier for low grades with only a steady demand. Consul-General Sammons of Yoko- hama reports that an association con- trolling the tea industry of Japan has sent a reptesentative here to stimulate the consumption of tea in the United States and Canada, the decreasing ex- ports to those markets being attribut- ed to increased prices. Mr. Akira Shito, an expert in all matters per- taining to tea and silk, has been ap- pointed Japanese Commercial Agent to New York City to stimulate the Japanese trade with this country. Statistics now at hand show that the Pacific Coast absorbed about 3. mil- lions pounds more of Japan tea this year than last, while the territory east of the Mississippi shows a decrease of nearly as much, indicating the rap- id growth of Ceylon, India and For- mosa teas in the New England and Middle states and Canada. New York is now recognized as the center of the Formosa as well as Congou tea trade, which formerly belonged to London. Eastern advices of late date note a further advance in all black teas, particularly Indias and Ceylons, and every indication points to a high- er market during the next few months. Coffee—Demand is good and prices steady at the last advance. The real basis of strength of coffee is supply and demand. The first basic fact is, consumption steadily increases and supply steadily diminishes. The sec- ond leading fact is the current Brazil crop is below the yearly average and the growing crop, -ccording to latest advices, will be even less in quantity. Mild coffees the world over show no increase, but seem each year to fall off in supply approximately a hun- dred thousand bags. On the other hand, the increase in consumption has just been estimated at 500,000 bags annually. As Brazil is restricted by law against setting out new planta- tions in Sao Paulo to increase the production, it follows that no large yield can be looked for until such restrictions are rerooved. Canned Fruits—The demand so far this season has been much larger This is not ony true here, but the same is re- ported from many sections of the country. With this increased demand and the shortage in many fruit grow- ing sections, prices are sure to hold firm, and higher prices are looked for as soon as the spring demand opens up well. New York gallon apples seem to feel the effect of the rising market on evaporated apples and are firmly held at present prices. Stocks that were thought large enough to run through the season are running short already in some of the lines. Canned Vegetables—Prices of to- matoes hold firm after the slight rise of a short time ago, but it seems as though they are reasonable yet, as the pack was so much short of a normal pack. The shortage in cheap peas has been felt for some time and it will be but a short time until the market will be bare of this grade. Other grades of peas are also being taken very freely. Prices of corn are un- changed for the week, but are firm, which has been the case during the whole season. There is nothing to indicate any lower prices, but every- thing points to a higher market. Canned and Salt Fish—The salmon market has been without change dur- ing the week, but all stock is held very firmly. Reports from the coast are to the effect that there is nothing doing there at this time, but packers do not seem anxious to sell, as prices have been advancing ever since prices were first named at the opening of the season. Salt fish is being taken in larger quantities than a short time ago and the 50 and 100-pound pack- ages seem very popular with the trade, as they make a nice display. Dried Fruits—The situation in the dried fruit market on the coast is very firm. Stocks are said to be the smallest in years, especially on apri- cots and prunes. The stock of rais- ins is also much smaller than a year ago according to figures compiled by one of the largest dried fruit dealers on the coast. Spot stocks are small for the time of year and the advance of two cents on evaporated apples was unexpected, but it it said to be caused by green apples bringing such high prices. There has been an ex- ceptionally heavy trade during the past week in imported dried fruits and figs, dates and Malaga grapes. The prune market shows no weaken- ing of prices, as stocks are small and the demand is very _ satisfactory. Prices of apricots are gradually work- ing upward, but the demand is light just at this season of the year. Rice—The market is weak with no sign of a reaction until after the first of the year. Stocks in jobbers’ hands are being held down to the lowest possible notch ard but little interest is manifested in etther Japs or Heads. The demand is quiet and with liberal supplies in first hands. Cheese—The market is firm and prices 1ecently advanced. The better qualities of domestic cheese are very fimly held and the demand for con- sumption is improving. There is an than for many years past. active consuming and trade demand for all descriptions of fancy cheese. Prices are unchanged since last week, being generally very steady to firm. Spices—The spice market is with- out new feature, although prices on all peppers are extremely strong, with small stocks in importers’ hands and little afloat for the United States” that can arrive until after Christmas, and possibly New Year’s. A very fair amount of business is being done by grinders and retail demand is sea- sonble. Syrup and Molasses—The molasses market continues firm in tone. Re- ports from New Orleans are of ;¢ stimulating character. At that pri- mary point open kettle goods are re- ported to be two cents higher. Cane syrups are firm ar¢ in very good re- quest from the grocery trade to meet an improved demand from consum- ers. Maple syrup and sugar are in very good request now at firm quota- tions. Provisions—Values improved ma- terially last week in the Chicago mar- ket. Hog receipts did not increase as expected. Arrivals at primary cen- ters fell considerably short of a year ago, and the number packed at lead- ing points fell 55,000 short of a year ago. Quite a number in trade were inclined to the belief that hogs were not likely to be available at figures low enough to permit manufacture of product at present levels and were therefore taking the buying side. It was notable that the visiting stockmen also believed in a light hog supply, as most of these bought provisions. Pork closed at an advance last week of 65c to $1.10, lard gained 25@27%4c and ribs gained 35@52%Ac. Last week’s range of prices of the principal articles on the Chicago board of trade, with comparisons, were: W heat— Dec. ....8 C8 2 ¢ SUN May 91% - 24% MY July 84 i 943 Corn— Dec. 4634 4304 4634 May .... A487 4674 A834 i... ia wa ae Oats— ive... st se tk May .... 353%, 323% 26% July 35 a Pork— Jan 1... 295 16.65 17.75 May 16.80 16.12% 16.77% Lara — Jan. 9.90 9.6214 987% May 9.75 9.45 9.7214 Ribs — Jan. : 9.45 8.9214 9.45 May .... 9.1714 8.80 9.1714 ——_2+.>____ Edward Kruisenga has been ap- pointed General Manager of the Cadillac branch of the National Grocer Company and will enter up- on his duties at once. Mr. Kruisinga worked in his father’s grocery store at Holland as a boy, was graduated in- to the Musselman store here about fifteen years ago and for five years has been assistant manager and buy- cr. He is about 34 years old, full of energy and ambition and with the thorough training he has received in the business is certain to make a suc- cess, MICHIGAN TRADESMAN December 7, 1910 INDIANA ITEMS. Business News From the Hoosier State. Lafayette—Charles C. Robinson, for many years one of this city’s lead- ing wholesale merchants, died last week at South Haven, Mich., where he has been visiting his daughter. Mr. Robinson was 78 years old. Indianapolis—Jas. H. Fry, of Fort Wayne, has been appointed State Su- pervisor of Oil Inspection to succeed Sid. Conger, whose term expires Jan- uary 1. Indianapolis—The normal Indiana tomato pack is about 1,000,000 cases, Lut this year’s pack will total only about 550,000 cases. Decatur—J. W. Cowan has _ pur- chased a half interest in the racket store owned by his son-in-law, John Gephart, and will assist in its man- agement. Kendallville—Roy Miller has pur- chased the grocery business of Joe Emerick. Winchester—Ed. Monks and Will Alexander have opened a meat mar- ket on the west side of the Public Square. Wabash—The local canning fac- tory will make a winter run on red kidney and Boston baked beans, with erders already booked for 15,000 cases. ——_ >. Evolution in Toilet Goods—Beauti- fiers Become Requisites. There is no class of merchandise which has been so greatly changed, so thoroughly reformed by the pure food and drugs law, as have toilet goods. The working of the national law has removed the great majority of toilet specialties from the medical class and placed them in a class by themselves. It has made of them a class of applications intended and ad- vertised solely for the purpose of ap- pealing to the senses of sight, smell and feeling. Of course, many lotions are | still advertised to, and really do, smooth roughened skin; but the best of these always were and still are of very simple formula. Despite the exten- sive advertising to the contrary, few soaps, except those intended for sur- gical use, ever did contain any me- dicinal properties. Thus, the work- ing of this great law has made the handling of toilet goods by dry goods men, not only legitimate, but safe. Talcum powder may be consider- ed as something of a fad, and the present consumption of it is liable to decrease. Dealers who wish to make a permanent talcum powder trade should be careful of their pur- chases and sell only good powder. A pure talcum powder is light in weight and almost impalpable. When rub- bed upon an even slightly moist skin talcum which leaves a_bluish-white, faintly metallic luster upon the skin is impure and may contain harmful properties. In purchasing, it is well to remem- ber that powders of any nature, as simple beautifiers, are rapidly de- creasing in use. For years women in general believed that powders were much safer than creams and lotions. They are rapidly learning that this is not true; that the standard pastes and liquids are perfectly safe and that only such beautifiers as are ap- plied moist and allowed to dry upon the skin will withstand the moisture exuding from the pores. Another point which salespeople should have brought to their at- tention is that toilet preparations are by no means exclusively used by A toilet introduced exclusively for a feminine women. cream which was beautifier contains menthol and other ingredients which make of it an ex- ceedingly pleasant application after Through it and men shaving. similar goods, who shave themselves are rapidly learning that both com- fort and appearance may be improved by the use of certain so-called peautifiers. On the other hand, brilliantine was for years considered as a dressing exclusively for mustaches; but, it having been’ discovered to be the one thing needful to keep puffs and other coiffure units in form, it is today used by women more than men. Throughout all the world’s history the use of perfumes has been pe- riodic. During the last decade we have seen their use descend to the minimum. Now. the upward advance is plainly noticeable. Dealers may more safely stock high-grade bulk goods than at any time for years, but they should not forget that during the time when liquid odors were con- sidered inelegant the well-bred wom- an learned to become an expert user of sachet powders. The art of imparting a delicate aro- ma to thé wearing apparel while hanging in closet or folded in drawers brought an evolution in the powders and their application. The use of the gaudy holder called a “sachet” has almost passed and the use of coarse harsh-odored powders is passing aft- er it. Madame now purchases fine, al- most impalpable powders which sell at from one dollar per ounce up to even ten. These powders, while very powerful, represent the acme of the perfumers’ art. A few grains scattered upon the garment or thrown in drawers disappears from sight but leaves a delicate and yet remrakably lasting odor upon all articles brought within the atmos- phere which it permeates. Highly colored toilet waters are passing and it will not be surprising if the Washington officials aid in the passing of some of them. To the deal- er their chief virtue has been their display possibilities; but he who is wise will in future buy largely of toilet waters of neutral tone and sell them upon the basis of quality rather than appearance. Some waters already ex- amined have been found to contain harmful dyes. These dyes, although leaving no stain upon fabric or per- son, contain mineral substances which penetrate into the pores with harmful results to the users. Joel Blanc. five or soon Scarcity of Fish. There is a great scarcity of fish on the market, and the opinion is ex- pressed by competent authorities that scarcity will not be relieved to any appreciable extent before the first of the year. So far as we can learn, this scarcity is due to two causes, first, rough weather off shore of the fish- ing grounds, and the fact that fisher- men are not taking fares. This scarcity extends to haddock and hake and creates a scarcity of fin- nan haddie. Dealers, we understand, are having great difficulty in filling orders for finnan haddie, for the rea- son that they can not get the fish. When there is a scarcity of finnan haddie finnan hake are substituted, but under the present situation there is, also, a scarcity of hake, and deal- ers are in an embarrassing position between trying to satisfy customers by partially filling orders and by try- ing to explain to customers the situ- ation. Undoubtedly the reputable whole- sale dealers are careful to explain to their customers the difference be- tween finnan hake and haddock. If they do not, they ought to. Any dealer running a local market can tell at a glance the difference between finnan haddie and finnan hake. To begin with, they are two different fish entirely. They are both split in the same way, laid back at the backbone, and lightly smoked. If we take a fish and look at the back or skin side we shall see that there are two black or nearly black lines down either side of the spinal column beginning near the head, quite near the backbone, and extending in a slight outward curve to the tail of the fish. This marks it as a_ hake. Haddock has no such dark lines on its back. While we are on the subject, it may be interesting to our readers to know something about the prepara- tion of finnan haddie. They are simply smoked haddock, and as they are not salted they have no keeping qualities. They keep very little bet- ter than the ordinary fresh, uncur- ed fish. They are smoked in houses with various materials, woods of dif- ferent kinds, oak and walnut wood being the best. Corncobs are also used, but not very extensively. Ma- ple wood is considered to give a good flavor, and we have heard of several other materials which had better re- main nameless, although we doubt very much if they were ever used for this purpose. The process is a very simple one, and the secret of the bus- iness, if there is a secret, consists in exercising judgment in order that the fish may be smoked exactly to the right degree. A scarcity of salt water fish has brought into the market a great many fish from the Great Lakes, mostly white fish, and there is great activity among the fishermen of the lakes and ponds in New England, so that now we notice in the market unusual quantities of such fish as pickerel, brindle perch, white perch, and pike from Lake Champlain and It is hoped the St. Lawrence River. that there will be an adequate sup- ply before the Lenten season be- gins, as the absence of such supply would lead to much embarassment on the part of dealers—New Eng- land Grocer. —_—_--->———— Date Growing in America. The date industry in California promises to become a great factor in the fruit markets of the world, for it has been proved that the condi- tions in the Coachella Valley are more favorable for the development of the date of first quality than any other country where the date is grown. It has also been demonstrat- ed that a much larger percentage of first quality dates can be produc- ed from the seed than in the Saha- ran oases. In planting the date seed plant in rows 30 feet apart, placing the seed about 18 inches apart in the row, thus planting about 1,000 seed to the acre. During the first few years any kind of crop can be cultivated be- tween the rows. When the palm is three years old it begins to blossom. At this time the process of thinning begins and the male plants can be taken up and sent to the city to be planted as ornamental trees. From this time until after the fifth year the thinning and rearranging in rows must be properly attended to, and according to the best authority growers may expect at least 100 plants of the best quality of dates out of the 1,000 seeds planted to the acre, and as plants should be at least 30 feet apart each way when 12 or 15 years of age they will have fifty good plants to the acre to dispose of; but when one considers the profit to be derived from the first off- shoots, which may be expected from a 5-year-old plant one will be tempt- ed to leave the plants 15 feet in the row for a few years at least. A conservative estimate places an average of four offshoots to the plants 5 vears old, and an average of one offshoot to the plant a year for the next five years. The offshoot always bears fruit identical with the parent tree. In this way the parties who plant the first seedling orchards will be in line to reap a rich harvest for their surplus offshoots, for the imported offshoots will be very ex- pensive for several years to come. After transporting the offshoots on the backs of camels across the burn- ing sands of Sahara Desert to the ocean liner, lying upon the docks at both ends of the line, then transport- ed by rail to the indicated farms, the plants will certainly be considerably weakened and will require a year of tender nursing—Los Angeles Her- ald. ——— 72> —___ Don’t spend all your time putter- ing over the little things of the busi- ness, when it might be used to de- velop something big. The putterer never gets very far in trade. —_~+-.—___ If you have a line of goods that is not moving, write to the manufactur- er and ask for help. They make noth- ing on the dealer who is loaded up with dead stock. ARO ATT December 7, 1910 + MICHIGAN TRADESMAN T GOOD THING! You know it when you see it Mr. Merchant, don’t you? So does the general public, whether in the line of merchandise or attractive ads. The public understands that an advertisement e reflects the character of the store. Our The better your ads look the better your chance for success. New Year Greeting Cut placed in your ad will make it the tastiest ad in the paper. You are seeking that verdict. You want the cut. You want it today. The most progressive advertisers in the state are ordering it. We will sell to but one merchant ina town. That one should be YOU. Should your order be received after the receipt of another from your city, your money will be refunded at once. a ATR Price for This Special Cut One four column cut $1.50 One six column cut 2.70 CUT THIS OUT AND SEND IT IN TO-DAY Tradesman Company, Grand Rapids, Mich. Gentlemen: Enclosed find $ _.......... for which please send one................ column special v New Year Greeting Cut with the understanding that I am the only merchant in my town that is to receive this cut. ene eee. pe Ee se a OO RIE ne es a area ee ee. i oe 2 RE SEL le eS ee. + Tradesman Company, = Grand Rapids, Mich. 8 MICHIGAN TRADESMAN December 7, 1910 RBcHIGAN TRADESMAN Pv Fo. = DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. : Two dollars per year, payable in ad- vance, Five dollars for three years, payable 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. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWER, Editor. December 7, 1910 THE CHRISTMAS SPIRIT. The calendar shows fifteen more shopping days before Christmas These days should be fiiteen golden harvest davs for the retail merchnat, but they will not be unless the mer- chant makes good use of his oppor- tunities. The least enterprising, the slowest, the sloppiest retailers will get some benefit. They can not help it. But it will be the live ones who will rake in the big and good money. Therefore it should behoove every retailer to be a live one. The Christmas spirit is contagious. lt is as catching as the measles or mumps. If he has not already done so the retailer will try to introduce the epidemic in his own community. He will give his shop a “Christmasy” appearance. He will display his most fetching wares. In his advertising he will appeal to that sentiment which is in all hearts, of love and good will. is voice will take on a_ cheerier tone. His hand clasp will be warmer and heartier. There are many little things he can do that will be sugges- tive of Christmas, and often it is the little things that count more. The Christmas spirit is but the retailer himself must have it before he can “give” it to his neigh- bor. If you have not this Christmas spirit, get inoculated as soon as you can and be in the game with the rest of the folks. catching, TWO OLD SAYINGS. W ord New York to he effect that the son of a famous family has won a bride by abstaining from strong drink for a year. The individuals in the case need rot interest the public particularly, although kindly disposed persons will hope that the young couple will find their lives cast in pleasant places. But the general proposition of liv- ing temperately for a given time for a reward is one that may be consider- ed profitably. There are the two ancient dictums, embodying the homely years: “Do not marry a man to save him,” and “Virtue is its own reward.” The woman who marries a man to save him usually finds herself in a storm tossed craft, with her own ex- comes frem wisdom of ae one eae en akan as es Ee te PEST RELA SRLS CR AINE ER eA istence and that of her partner great- ly jeopardized. That virtue is its own reward is a severe doctrine, but one which can be verified absolutely. In the instance of the bridegroom referred to, virtue was not its own reward, but the trust of a young woman was the reward. Nor did the bride quite marry her husband _ to save him, since he had been saving himself for a year. There will be a wide audience, made a bit skeptical by observation and experience, that will place more dependence in the next year’s per- formance of the young man than in the year during which he was on probation. And these may have the chance to utter that cynical saying, “I told you so.” Nevertheless, there is this fine thing about virtue—it becomes. the property of those who come in con- tact with it, as well as of those who have compassed it; and by one of the high miracles of love the young New York husband may reap a reward of the virtue which is his by proxy. PRESENT FOR THE TEACHER. Some one in your district is going to have a chance to sell a lot of eager girls and boys their holiday offering tc the teacher. The sum offered is nxed and immovable. It represents a skirmish among the little folks, some oi whom earn their own pin money and are in a way independent; more who have begged the nickel or dime from the parents, who in some. in- stances may have been obliged to cut out necessary purchases that there be no disappointment here. The Com- mittee have counted uoses many times over, and maybe it always comes a dime short. Then the new boy on the corner comes to the res- cue with a double allowance, and the coveted spoon, book or jewel case is in sight. But guard well the confidence en- trusted upon you should they deem your goods the desideratum. Unless the selection is entirely out of taste, do not strive to alter the original choice, although sometimes a_ hint skillfully dropped will be gladly ap- propriated. Enter into their wants with enthu- siasm. If you have not just what they desire, can you not get it, and thus make those faces happy? See to it that they get a good bargain. Imagine for the time that you are buying instead of selling, buying for one of your nearest kin; or that it is your boy who has been saving his pennies that he might help to get “Teacher” an acceptable Christmas gift. If they do not have an_ idea formulated, put your own wits to work to think out a nice gift. It is easy to “get the best” of the juvenile trade. But remember that the eyes of an entire neighborhood are upon you. Do your level best for this selfish reason, if for no other. Again, remember that the little folks are going to be big some day, and that they uow have good memories. Any favor you can show them will bear fruit. If their fund is a little short of reaching the coveted article, cut prices. Good will is worth mure than the difference in cash. And the remembrance of the happy faces when the desired purchase is made should be worth to you several times the profit in dollars and cents. CIVIC BEAUTY. What is it? Not simply fine streets, parks, fountains and public buildings, but it is behavior, too. “Handsome is that handsome does” applies to a city. If a city is full of lawlessness, racket, noise, bicker- ing, scandal and contention it is not the city beautiful. It is the city ugly, it makes no difference how fine the streets and parks. It is like a quar- reling family in a palace. The true phase of beauty is in the life of the people. Send a motorcy- cle snorting down a beautiful street at thirty miles an hour, and the street loses half its beauty. Set up a con- tinuous noise or clatter in any part of a city, and see how intelligence will get away from there, and the price of real estate go down. Order is heaven’s first law everywhere, and a city is no exception. Letting things go helter-skelter is a losing business. Let a man deface his own property and it depreciates all property. Let the city do an ill piece of work, or permit another to do it, and the wel- fare of the whole community is weak- ened. Civic life is the main thing; it is for that that fine streets and struc- tures are encouraged. The true civic life implies things that are positive, as purity, honor, cleanliness, decency, order and quiet. Some _ indolent minds have an idea that the attain- ment of civic life is in stopping a fight or catching a thief—that a man may make all the noise he pleases or run his automobile with all the speed that suits him, so he does not hit you in the face. That is a terribly disordered view of civic beauty. Behavior is the very first thing a city needs to take care of, if it wants to guard its own honor or welfare. Respectability is not in money, houses or lands, it is in con- duct, and right conduct is utility, an advantage to a community, and when that is not rightly prized a commu. nity is unfortunate. “DOES THA’ LIKE THYSEL’?” There is much solid sense in the question which Frances Hodgson Burnett makes her Yorkshire maid ask of the little maid from India who has been quite pampered and spoiled by servants. ‘“Mother said that to me once,” she said. “She was at the washtub an’ I was in a bad temper an’ talkin’ dl of folk an’ she turns round on me an’ says: ‘Tha’ young vixon, tha’! There tha’ stands sayin’ tha’ doesn’t like this one an’ tha’ doesn’t like that one. How does tha’ like thy- sel 7 The question might properly come home to us many times in a year. And if honestly answered, the reply might be like that of the astonished little girl from India, after she had reflected over the matter carefully, “Not at all—really.” Perfection is a difficult thing to attain. But have you really approxi- mated it? Have you attempted this? Have you always tried to do the best that you could? Has your work dur- ing the past year been in any way an improvement over that of previous years? If others have passed you’ buy is there not some reason for this slight? How would you do if posi- tions were exchanged? Gazing in the mirror does not necessarily make a person vain. If the reflected visage is rough and uncouth, the effect should be quite the reverse, providing we have learned to view ourselves with unbiased eyes. “Paint me as I am,” replied Cromwell angrily, when the artist would have obliterated the mole from his face. Look over yourself and your work carefully, and see honestly commendable. what worthy of cen- sure. Mark the points well in which improvement can be made. Be sure that others will mark them if you do not, and perhaps with less kindly mo- tive. “How does tha’ like thysel’?” may prove the key to popular favor. what is PARCELS POST MENACE. Do you want the mail order hous- es of Chicago to make further’ en- croachment upon the home which is the moral right local merchant? If you do not, now is the time to get busy. Strenuous effort will be made dur- ing this session of Congress to se- cure the enactment of what is called a local parcels post law. This law, it is argued, would give the local merchant a better chance to serve his rural route customers, and by confining the mailing privileges to the rural delivery station it would shut out the big city mail order hous- es. The argument is plausible, but the local merchants should not let themselves be fooled. There is noth- ing to prevent the Chicago mail order houses sending their catalogues and trade solicitors through the rural dis- tricts and then when enough orders have been accumulated to make it worth while to freight the goods, ail carefully wrapped and mailed, to the rural route station and make use oi the mails for the final delivery. The Chicago houses could not mail direct to customers in Michigan, but there would be nothing in the law to pre- vent them sending their goods by freight to Grand Rapids, Cadillac, Traverse City, Big Rapids or any other town, and there mailing them. This local parcels post is a delu- sion and a snare. It is a menace to the local merchant, and the local mer- chant who would preserve his own trade against encroachments that are unscrupulous and unfair should — set himself down with pen in hand and express himself with earnestness and vigor in a letter to his Congressman and to Senator Julius Caesar Bur- rows and to William Alden Smith. And now is the time to do it. trade, of every The big fish who are now eating up the little ones were not always big fish. The business that would grow must feed upon something. mea ae RO a erm a ae Per OE a Oe OU RSP ene <2 ange “UE TRRpoeMaNReNT tS eI Span RE ON tp & anal. December 7, 1910 MICHIGAN TRADESMAN WAITING. Every minute that you keep a cus- tomer waiting presses up against you every defect in furnishings and in goods. He may wait for his own convenience, and note the excellent points in your establisment, but the minute that the obligation is on the other side his opinon of all surround- ings changes. Just put yourself in his place. You are stranded at some wayside junc- tion, waiting for a train. Do you content yourself with admiring the landscape or replenishing your lungs with a fresh supply of ozone? Not a bit of it. You wonder how many hours late the train is, and whether the coffee and sandwiches at the only within reach could possibly be more unpalatable. restaurant There is always more or less dan- ger in keeping a customer wait- ing. Even though you are acquainted with his personal characteristics, assured of his unbounded good na- ture, you do not know what the pre- sent demand may be ffor haste. Although the patron may be so po- lite as to assure you that “There is no hurry,” do not so fully take him ai his word that you cease working expeditiously. Just imagine that he is in the hurry which he may feel, even although assuring you to the contrary through courtesy. The man who waits may do so with seemingly good grace; yet if in the slightest inconvenienced he will, perhaps unconsciously, draw a men- tal inventory of your surroundings which is not complimentary to you. He will see not what he came to see, but what the inconveniences of the time thrust upon his vision. Things look warped and distorted when one is personally inconvenienced. So for your own good strive to be prompt in waiting upon customers. The good will thus gained is much more than the purchase of the day. You can quickly figure up the latter; but the former is like a repeating decimal, going on forever, yet with some point recurring at stated intervals. TRIBUTE TO TWAIN. The memorial services recently held in New York in honor of the world’s great humorist were quite out of the ordinary observances of this character, but were molded, as Mr. Howell suggested, as Twain him- self would have wished, of a remin- iscent nature. And the fun which he had made for them individually and collectively was again enjoyed. Speaker Cannon regards his work as a series of photographs, of which Tom Sawyer, “the most natural boy between covers,’ serves as a first- class illustration. And when we stop to consider what is his best work, Innocents Abroad, but a_ series of travels? He saw things with the fun- ny side up always. Would that more of us could fall into this habit. It would not only make the world brighter for others but for ourselves. One good story recalled was dur- ing his trip to Washington in the interests of the author’s copyright bill. He tried to get the floor of the House “to talk for three hours,” on the plea that he had learned that “only those who could attain’ the honor of the floor were persons who had received the thanks of Con- gress.” Then he wrote to Speaker “Write thanks yourself, and have Congress ratify Cannon: me your it tater. Bor 7l years [| Have let Congress alone, and I deserve its thanks.” But if he could not get before Con- he took his revenge in dis- that He went into the Speaker's gress solving august body for a time. big private office and let the word get out that he was there. In less than five minutes so many Congress- men had business that way that there was not a quorum left in the room! Tact is useful, even to the humorist! The entire exercises would have been enjoyed by Twain had he been present; and they emphasize the fact that the best memorial of any worthy person is that promoting the methods in which they excelled. FOR ABSTINENCE. That from the head of the nation most given to universal drinking of alcoholic beverages should come the unqualified statement that the nation which in the future uses the smallest amount of alcohol will lead in art, industry and war, ‘s great encourage- ment to the temperance worker. And Emperor William could not chosen a more opportune moment for rendering the impressive _ state- ment than the opening of the new naval acedemy at Muerwick, during which, while strongly warning against the excessive use of liquor, he also emphasized the importance of total abstinence. The Emperor strove to impress up- on the cadets the fact that the naval service of to-day requires strong nerves; that the world _ realiz- es, in the strenuous life of the pres- ent, there is the utmost call for the highest powers of the human mind, be the path chosen that of a military or a business career. Facts true of a nation as a whole are equally true regarding its com- ponent parts. We are not engaged in war, and have no military aspirations. But we should aspire to the same strong physique for which the soldie1 strives. It is not beyond the reach of every one of us. With it we can vork better, think more effectively and act more nobly. If we are to excel in the arts of everyday life we must conform to the fundamental rules. When Humboldt was asked the se cret of his success he replied: “It is continued temperance which sustains the body for the longest period of time, and which most surely pre- serves it free from sickness.” Yet this man tested the rule alike in high and low latitudes, in tropical sun ana polar snow. May the German eliminate the beer, and may we at the same time strive to banish every intoxicant. Our best interests, mental, moral, social and financial, all demand it. have THE HANDKERCHIEF. There is no single article which appeals more generally to the holi- day trade. It is cheap or expen- sive, as the buyer wishes. It ap- pears in a multitude of materials. It is always appropriate and there is no fear of a surfeit through duplica- tion. It is adapted to young and old alike. If the feminine taste is for ornamentation, there is an endless opportunity for elaboration with the needle. It never changes greatly in all the vagaries of fashion relat- ing to other articles. kerchief is A neat hand- always an essential to refinement. Yet it appears in as many different forms as eyes to seek it out. there are There is no article readily adapts itself to tion. which more ornamenta- Simplicity is the keynote to success in window dressing, and here we have the material upon which to form almost any design wished. Elandkerchiefs neatly folded and with the points overlapping like shingles combine most artistically into a chirch if a bit of scenery is _at- tempted, others widely spread sim- ulating the snowy landscape. Or they may form the bricks of a quaint old fireplace. Again, you may cover the Christmas bell with them. In tact, there is scarcely a form of design in which they may not become an artistic part. Show what can be done with them, if you wish. The fancy apron made of four will appeal to the lover of fancy work. The Dinah doll causes mirth for the fun-loving, and many a colored bandana may be disposed of to the mere copyist or to the one who sees plenty more of fun by exercising a bit of originality with the hint given. Make a special effort along this line. Advertise the fact. 3e to give a range in prices which will appeal to all. Present them in fancy packages, novel forms, and give value for value. sure BE INDEPENDENT. The daughter of the Governor of Oklahoma has struck the keynote to real education in her announcement that as soon as she is graduated she will earn her own living. The habit is fast being lived down of keeping the sons of rich men in idleness. It has been proven time and again that if they are to become worthy of their birth and opportunities they must be put to work. Yet the daughters are too often allowed to grow as _ but- terflies in the social world. The very training of the daughters throws them eventually into the households of the sons of their class. Why is not the broader path of ha- man duty extended to them also? Even although their ultimate mission is making a home, they will do this more completely by first getting a broader conception of the world at large, its needs and possibilities. Then there is the development of self-reliance; the getting away from the feeling that there are only con- ventional forms to be followed. It does any one good to be placed in a spot where they must exercise their own judgment, rely upon their own resources. It quickens the wits to ‘have new problems presented. It en- larges the sympathies to come in contact with other stations in life. It makes the selfish, contracted heart into a new. organ, capable of beat- ing not only with force to send a renewed life-giving current through the pulses of its owner, but to offer a warmth to the freezing world out- side. The girl works only to get through school and then to fall into the old rut gets not half so much out of her course as she who has a definite aim; who resolves to make her own way in the world; who finds who pleasure in independent work; who adds something to the monument of human toil and endeavor. TENANT FARMING REMEDY. One of the speakers before the an- imal session of the National Grange at Atlantic City declared against “tenant farming.’ Any increase in the number of that class of farmers he viewed as a menace to the move- ment to put the farming industry on a business basis. There may be a point worth con- sideration in the suggestion, but the remedy for the reduction of the num- ber of “tenant farmers” appears to be involved in the bigger question of how to increase the number of sci- So that the “note of alarm” sounded against tenant farm- ing is merely incidental to the main problem regarding the farming indus- try. entific farmers. The fact is that there are too many poor farmers and not enough good farmers, by whatever name they may be called otherwise. When any farmer knows how to produce three busheles where he now several depends upon growing one, there will be fewer ten- ant farmers. The man who feels now that he can not own a farm of 160 acres will know that it is not neces- sary to own so much land in order tc become a successful farmer. Then produces one and to grow crops where he now be will become an owner otf a small rather than a tenant upon a big farm. When the man who boasts now of his expansive acres finds out that expansive farming is expensive farm- farm ing, he will seek to reduce his acre- age and intensify his efforts. That will mean more opportunity for the tenant who desires to own his own land. The real problem is not to de- crease the number of any particular kind of farming except the unscien- tific, unbusinesslike farmers. If you are going to pass out free, calendars for 1911, see that they get into the homes. Calendars lost on the way or tossed into a waste bas- ket will not produce any returns. Do not overbuy just because you can get a long dating or an extra discount. The bill has to be paid and the goods must be sold in order to produce any profit. eRRIE EE Ce ena cn oe eM ne aa nn ocak Meee oe een aaa 10 MICHIGAN TRADESMAN December 7, 1910 THAT “SUPERIOR” AIR Has Ruined Many a Promising Busi- ness Future. Written for the Tradesman. When you see a clerk with that cold, frosty uprightness, like a_ bit of garden weed left out over night in December, fire him if you are the boss. There are take pride in their calmness of feature, in their immobility, in the dignity of their facial expression. They are us ually courteous in words, but they have the slow drawl, the bored look, which clerks who the wooden face exasperates customers, and yet no into words their offense against buy- ers. one can put They have the “superior” air, and pride themselves on “keeping them- selves hand,” telling everything they in “presenting a dignified face to the world.” say for themselves. They have to say a lot of things for themselves if any- thing good is said. They are “civil,” but, Holy Mackerel! how cold they are. You need an overcoat in July if you draw near to one of them. They couldn't sell bread to a starving man the second time. well in and in not and know,’ ‘here are other things they When vou find one of your clerks, or book-keepers, or delivery men, getting into this false, unnatur- al, insincere attitude toward the buy- ing public, you make up your mind that they are hostile to your inter- ests and fire them, or him, or what- ever the pronoun should be in such a case. If you are getting the habit of pushing customers away with your chilly glances and your icy manners, go out and find a man to buy your business. even There are times in a store when too much talking loses customers, and there are times when this “dig- nified” silence is an insult to the buyer. The merchant or clerk who does not know when to be dignified and when to be loquacious ought not to be in trade at all. It is the know- ing of people that wins. It is the “I go there because I like to trade with the clerks” that There was Harley. He was a good fellow, but he took himself too se- riously. He thought he was the last word in about everything. He liked to be invited out into society, and liked to be popular and “in demand.” He could be quite jolly outside, but he had an idea that business was an entirely different proposition. He could laugh and joke in the parlor, put in the store, behind the counter, makes a store. he must be treated with becoming respect. That was the way he ex- pressed it. He must be treated with becoming respect. I don’t know what his boss thought ahout Harley. The young man might have been a fine salesman at the start, before he began to think the people of the world were not so much; before he began to assume the expression which said, “I wait on you here because T have to, but don’t you dare think you are my _ equal;” he might have had buyers come to the store and ask for him by name. You ESC a oa a ee eee a are see, he thought he would be all the more “taking” in the cheap little cir- cle he moved around in if he put on the airs of a thorough-going business man. That is, I don’t know what Har- tey’s boss thought of him as the rav- ages of this “superior” disease wig- eled through the c¢clerk’s frame and inade his face look like one of these putty masks one can buy for a dime. I know what he thought after Har- ley had— The way it came about was this: Nellie and Bertha Norton came to town. They were young, and pretty, and had bank, and men working for them every day in some old iron mill, or something like that, and so Dillonville was crazy about them and permitted them to set the pace. They came to visit Fanny Ri- ley, whose father owned the _ big store where Harley worked, and at the Riley breakfast table they talked of buying things and_ writing to “Mamma” and “Pawpaw” to come to this town and live. money in Riley hoped they would, and snick- ered when he thought what a rise he had on the other merchants! Nellie and Bertha set the pace. Where they bought things the other society peo- ple would buy. On the strength of the prospects, he gave Fanny a new kat that wagons had to turn out for, Lecause of her tact in bringing these college chums to his town. The Norton girls were invited out and they accepted all invitations They were there to have the time of their lives and they succeeded. Gn one or two occasions they met Har- ley at select gatherings and Harley was gracious. One woman who saw him smile actually looked him over with her glass afterward to see if his smooth, hard, shiny cheek had not cracked with the effort. Just after the first of the year, after the Norton’s were nicely set- tled in about the finest house on East street, they announced one grand re- ception. It was to be a dress affair, and the people of the town who did the least hard work and earned the least money there. were to be The dry goods merchants and the tailors prepared for a money- making season, for others would fol- low the example set by the Nortons, and money would roll in swiftly. Rilev, banking on the honestly chumship before mentioned, put in a new stock of the latest things in make-the-girl- pretty lines and sat back to count his money. Would you believe it? The money did not come! It was dull in the store, although the girls kept everything lively at the house. The business streets seemed full of buyers every day, but few of them came to the Riley mart. Riley won- dered over it, and finally decided that no buying was being done. “They are wearing out clothes,” he thought. But they were not wearing out their old clothes, and he found it cut one night by sitting in the din- ing room over a cigar while Fanny and the Norton girls fluttered all over the house, planning and getting ready their old for the big event. Of course the girls were talking about dress. “Isn't that swell?” That was Bertha’s voice, and Riley heard the rustle of silk. “Awfully nice!!” That was Fanny. ” “Best in town,” continued Bertha. “Why, I haven’t seen anything like that in stock,” Fanny said. Then Riley bent lower over his pa- per and cigar and opened his ears as wide as they could be opened. “Did you look at Swan’s?” That was Bertha again. Swan’s. Riley came near exploding with a loud noise. Swan’s! What right had these girls to mention Swan's? “No,” said Fanny, “I! didn't.” “Why, of course not!” cried Bertha. ‘You have to get your goods at Paw-paw’s. Of course you wouldn't look at Swan’s.” Riley was wondering if Fanny did rot have sufficient drag with the Norton girls to keep them away from Swan’s. And if not, why not? “Lots of the girls go to Swan’s,” Bertha went on. “It is just a lovely place to trade Why, I've waited ‘or them to order what I wanted from the city.” Riley was on the point of tearing what little hair he had out by the roots when the explanation came. “You won't have to wait for the goods to come from the city if you go to Papa’s store.” said Fanny, and the old merchant resolved then and there that the girl should have a red motor car that would beat anything in the county. “There’s a nice stock at your Paw- vaw’s,”’ said Bertha, “but, somehow, we don’t go there any more.” “Why?” whisper. “Mercy!” cried Nellie. “What did we have to do when we went there last, sister?” Riley could hear ‘the two girls laughing, and knew that the secret of this insurgency would soon be out. “My!” cried Bertha. “What didn't we do?” “Tell me,” said Fanny. “Why, Harley waited on us,” Ber- tha said, “and I kept asking Nellie to get some one to shut the door to keep the cold air off me.” “Cold air!” repeated Nellie. “I froze under Harley’s cold glances.” “Why, of all things!” cried Fanny. “So superior, and so dignified, and so chilly!” continued Bertha. “Why,” laughed Nellie, “I went home and drank ginger tea and put my feet in hot water!” The two girls giggled in chorus, and Riley, listening, came near go- ing up through a new ceiling that had cost him $400. “Why, I thought Harley friend!” Fanny said. “WJe’s the North Pole!” laughed Rertha. “When I go in there now,” laughed Nellie, “I put on double clothing. Do you see that little mark on my cheek? That is where a glance of his supe- rior, frosty eye froze the skin.” “e's a thousand miles off when he’s waiting on customers!” laughed asked Fanny, in an awed was a Bertha. “I quit going there for fear of pneumonia. I got this cold at his counter!” That night Fanny admitted that the girls had been telling about Har- ley’s frost all over town, and that the girls were all staying Kiley’s. away from Harley makes a good clerk in a gas office, where people are not sup- posed to—— But what’s the use? Alfred B. Tozer. 77+ Man Without an Overcoat. As cold weather settles itself in Winter quarters the man who neve: Owns an overcoat comes inte prom- inence. He is generally a man a lit- tle advanced in years, of whom you might expect better things. His dress does not indicate that he is destitute ‘f an overcoat because he can not afford the expense. Far trom it. He is more likely to be a person well-to-do in the world than other wise. With him it is an eccentricity more than anything else. ile likes to attract attention by this peculiarity, and he never misses an Gopertunity to brag about it. He is constantly on the alert for some one to ask, “Don’t you find it uncomfortable without an overcoat?” su that he can reply, proudly: “Sir, 1 never wear an overcoat, even in the- coldest weather.” He promenades the streets when the mercury is suffering with the ague, with a frozen smile on his fea- tures, originally intended to show, to kis way of thinking, “December’s as pleasant as May.” lf you study the man who never wears an overcoat, you will generally find that peculiarity is the only thing about him that entitles him to any attention. —~++.___ Two Sorts of Failures. A contributor to the Century some time ago said that what might be called the only true failure in busi- ness from a statistical standpoint is that where a person fails owing money to others. This is the failure in which the business world is really interested, because in it is involved the loss of other people’s money. The failure merely to succeed, and the temporary or permanent withdrawal of the failing trader with only the -loss of his own capital, cannot have the interest for the community at large that would follow if the failing trader had lost some other person’s money besides his own. For the first kind of failure there is usually a public record of some kind which can be statistically measured; for the second there is really no record at all, and the unfortunate business mariner sinks without the traditional ripple. As regards the latter sort of failure, it is well to remember, too, the old saying regarding square pegs and round holes. A man may fail to suc- ceed several times, yet ultimately win in another line of business, and some of the most conspicuous final suc- cesses in business have sometimes met with these temporary dis- couragements. Ra eae ee ee eee a ee rn a ae ea as shea December 7, 1910 MICHIGAN TRADESMAN Hilwavs a Little Better IE always strive to make our overalls just a little W better than the other fellows, and our No. 176 which we describe below, is no exception to this rule. Made of Stifel’s Wabash Stripe pure indigo drill, which is unsurpassed in wearing quality, permanency of color and pattern and warranted not to break in the print. Full pantaloon cut, extra wide legs, deep crotch and seat, long waist with two button opening on side. Has two front swing pockets made of 250 weight, Pepperell drill, two hip pockets, Silesia lined fly, trimmed with high grade gold gilt buttons and is double stitched throughout with extra heavy thread. One of the features of this garment which should not be overlooked is the suspender which is made up for us of a 2 inch extra heavy web with a calf leather back piece and a heavy crome leather tab, and is far superior to any suspender being used by other manu- facturers. Samples sent at our expense. THE IDEAL CLOTHING COMPANY, = a a a a a a a a a a a a a a a a a a a a a a a a a a | a a a a Grand Rapids, Michigan a a 's a a a a a a a a a a a a a a a a a combination watch and pencil pocket on bib, one rule and = | a a a a a a a a a a a a a a a a - WMiUtCHIGAN TRADEBMAN December 7, 1910 ry Hh) se melds, TER, EGGS 4D PROVISIONS a kes wi Sy = —", nye ual Te Eras V \ WW State Creamery Owners and Mana- gers Hold Meeting. The Michigan Association of Creamery Owners and Managers, organized in Saginaw in September, completed its organization at a meeting held in this city 1, with 100 The constitution December about members present and by-laws were adopted and committees pointed to that purposes of were ap consider some _ matters The the organization are to need immediate attention. interests of the put the better basis, to elevate standards and to educate producers to bet- promote the cream- ery men, to business on a cream ter methods. C & Van Slyke, Durand, frank Keuch, Grindstone City, and Wm. Dubendorf, Coopersville, were ap- pointed a committee to devise a plan for grading cream. At present there is no uniform grading system, each creamery having its own and some having none. Mr. Dubendorf explain- ed the method used at the Coopers- ville creamery and it seemed to be favored. At the Coopersville cream- No. highest price, is sweet, tests not less ery 1 cream, commanding the than 15 cc. to a 50 cc, Mann's acid ltest, and is free from off-flavor: No. 2 cream, with price 1% cents lower, is sour flavors. Be- iow No. 2 cream the price is 4 cents and free from less. The loaning of cans to patrons is one of the evils of the business and I’. V. Bennett, Elsie, F. L. Eldridge, Breckenridge, and John Boyland, Grand Rapids, were appointed a committee to how _ this problem should be dealt with. TEPOCIE ON The officers of the Association, ap- pointed at the Saginaw meeting, are: President — H. L. Burroughs, Owosso. Vice-President—L. Freeman Fen- fon. Secretary-Treasurer — Martin Sei- del, Saginaw. Executive Committee—Wm. Bach- tel, Caro, F. V. Bennett, Elsie, John Boyland, Grand Rapids, W. Basold, Bay City, and N. J. Whitney, Kala- mazoo. The next meeting of the Associa- tion will be held at Bay City in Feb- ruary, at the same time as the an- nual convention of the State Dairy- men’s Association. At this meeting the Committee will report on a plan for grading cream, and on the can loaning problem, and what. legisla- tion is desired will also be consid- ered, —_>+2—___ New Use For Waste Milk. \ new and exceedingly profitable use has been discovered for the waste milk produced in such abundance by all creameries. There are sections of the country where this waste is used by the farmers who sell their cream, to fatten pigs, but then again there are districts where the milk, thor- oughly skimmed and watery in char- acter, is allowed to drain away. It has found, however, that by mixing the milk with phosphate of lime a most efficient phosphate is produced. The phosphate of lime is placed in «x hollow heap on the floor, the waste milk is run into the hollow, and a handful of yeast is added. In course of time the whole is turned and thor- oughly mixed after the fashion of mortar. After it has dried and is broken up it is a most efficient fer- tilizer, containing about 72.30 per cent. of phosphate and a little more than 1 per cent. of nitrogen. Unlike the manufacture of most phosphates, this process is not attended by any of the disagreeable smells and other been nuisances so closely associated with the ordinary fertilizer factory. ——___. > ~< To Widen Elgin Butter Scope. Enlargement of the Elgin territory and the establishment of two grades oft butter—specials and extras—to conform with the New York market, have been recommended by the Com- mittee of Revision of By-Laws of the Elgin Board of Trade, Monday at Elgin. which met The present territory embraces all of Illinois, the three lower tiers of counties in Wisconsin, the eastern tier in Iowa and a few counties in the southwest corner of Minnesota. The “regulars” and “insurgents” on the Board are lining up for the elec- tion to be held Dec. 19. Chicago members, with a number of farmers, will put in the field an independent ticket. The Elgin butter quotations dropped 1 to 30 cents Monday, bad market conditions being given as the cause. ——_+--- Buckwheat flour, pancake flour and syrups are articles which should now receive the attention of the dealer. A good window display of these goods would serve to call the consumer’s at- tention to the fact that they are now in season, and many sales would probably result. ee If you were going to make a speech wouldn't you study up in ad- vance the character of your audience? Well, in writing advertisements it is just as necessary to plan them to fit your audience. bags or boxes. STOP EGG BREAKAGE! Retailers All Over the World Are Using Star Egg Carriers and Trays FOR SAFE EGG DELIVERY They prevent breakage and miscounts. Save time and customers. We can show you how to make an extra profit of 1c on every dozen eggs you deliver. The STAR SYSTEM is cheaper to use than paper Write today for booklet, ‘‘NO BROKEN EGGS,” then order through your jobber. It will save you money. NO. 1 PATENTED U.S. MAR. 10,'03 CAN. DEC. 19, '05 ENG. APR. 14, '06 Henry Ollman. Elgin, I]l., writes:— The STAR EGG CARRIERS and TRAYS I purchased of you are the best ever. There is no loss of carriers, or broken eggs, and I feel that they are the cheapest for any grocer who delivers by wagon. Made in One and Two Dozen Sizes Star Egg Carrier & Tray Mfg. Co. 500 JAY ST., ROCHESTER, N. Y. Sa ee ee ee ee Ge ee eee Ie ee Ec ac Ia iesain RC er peg gureeciestermn nian eo December 7, 1910 MICHIGAN TRADESMAN 13 New England Method of Killing and Picking Poultry. The Maine Department of Agri- culture Bulletin on poultry says in part: A great many different methods are used in killing poultry, from the method common in the West where they go out with a rifle and shoot the chickens (prairie chickens) that they can not catch, to the most skillful, dry picking method of the East. Probably more chickens are killed by having the head removed with the ax than in any other way. A great many birds are killed at home by wringing the neck. This method should be discouraged, for in many instances the birds are not properly killed. They are simply strangled to death and there is lit- tle or no bleeding. A far simpler method of killing a chicken is to dis- locate the neck. !t consists in tak- ing the head of the bird in the right hand, holding the legs and primary feathers of the wings in, the left hand; bending the head of the bird at a right angle to the back of the neck and pulling. If properly done the neck disjoints close to the skull and the arteries, windpipe, etc., are so broken that the bird bleeds freely. Too much attention can not be given to the proper bleeding of the car- cass. Perhaps the killing of the bird should be governed more by _ the method in which one proposes. to pick it than by any other. Two meth- ods are in common use—wet picking and dry picking. A great many peo- ple scald their poultry. This should never be done. The scalding causes the skin to peel and gives the car- cass a bleached appearance. No doubt the feathers come off quite easily in this way, but the appearance of the carcass is so bad that it can not suc- cessfully compete with a first class article. Some shippers in Maine do wet pick their poultry and ship it into the Boston market in such good condi- tion that it can scarcely be told from the dry picked. The secret of their success is in the use of water that is not too hot. They endeavor, if pos- sible, to keep the temperature of the water at about 130 degrees. It is true the bird does not pick quite so easily with water at that tempera- ture, hut the appearance of the car- cass is materially improved and it is really the only form of wet picking that should be followed. The best dressed poultry in the country is dry picked. It is doubtful if the average individual who has only a few birds to market each fall will ever become very proficient in dry picking. The secret of dry picking consists in being able to properly kill the chicken. One may succeed very well with one bird. but to do it over and over again requires practice, and it is only the skilled pickers in the large packing houses who ever be- come really proficient at it. Two methods of dry picking are in use— the string method and_ the © stool method. The string method consists in hanging the bird up by a string fastened around the hocks; a hook with a weight attached is suspended from the upper mandible. This draws tne bird’s head down tightly and it bleeds more freely. The picker takes firm hold of the back of the chicken’s head with his left hand and takes a sharp, rather long pointed knife in his right hand and severs the arte- ries on either side of the mouth, then with a straight stab he pierces the brain, gives the knife a half turn, and so effectively paralyzes the mus- cles that if he proceeds quickly the feathers come off very easily. The stool method is quicker than the string method. The work of kill- ing is all done from the outside and disfigures the appearance of the head and neck of the bird to such an ex- tent that it is necessary to wrap the heads in paper, if shipped with the heads on. The bird is held firmly be- tween the knees. The head is extend- ed in the left hand and the first cut is made through the neck in the same manner as one would kill a sheep. The bird bleeds freely. The second motion is to insert a_ knife from the outside immediately below the eve and to follow one of the sinus- es of the head back to the _ brain, which is not located, as many people believe, in the top of the head, but rather in the back of the skull just at the point where the neck joins the head. Really the word picking does not apply tothe speed with which skilled pickers remove the feathers. They do not take time to pick them; they rub them off, and anyone who has had opportunity to watch these men will notice that they dampen the hand slightly at the outset and at inter- vals while at work on a bird. The secret of their speed is that they re- move the pin feathers at the same time that they remove the _ outer feathers. In the larger killing houses the birds are laid out on large tables and sorted immediately after being killed. But few people have any idea of the number of grades into which roasters are divided. The Boston market man is familiar with at least twenty-four grades of medium chick- ens weighing between two and a half and four pounds apiece and he buys his stock accordingly. Following the grading the carcasses are gradually cooled before being placed in the re- frigerator. In the smaller killing houses one of two methods is used. Either the birds are plunged in ice cold water or are placed on the shaping board to harden: Cold water does plump the birds up somewhat and they ab- sorb more or less water, but in the end it does not pay if one desires to have a first class carcass. The wa- ter removes the oily gloss from the skin and the skin in time becomes hard and dry, and the carcass will not keep so long. The shaping board is not used much in New England. It consists in setting two six-inch beards at right angles to each other. The birds are placed on the boards. keel down, and with the feet drawn up underneath. If it is desirable to plump them a weighted board is laid along the backs. However, the chief value of the shaping board is that it facilities packing, and the method of packing is most important if one desires to have an attractive looking package. —__~+~+ + The store that shows a proper ap- preciation of its customer’s small or- ders is the store that is likely to get their large orders. 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. Feeds None Better WYKES & CO. @RAND RAPIDS WANTED Eggs, Dairy Butter, Veal and Poultry at our new store F. E. STROUP, 237 S. Division Grand Rapids, Mich. SEEDS-— Clover, Alsyke, Timothy POULTRY FEED-—For Hens, for Chicks We Pay the Freight When in the market for Seeds and Poultry Feed, ask for our Delivered Prices. It will pay you to handle our SEEDS. O. Gandy & Company South Whitley, Ind. A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your Poultry, Butter, Eggs, Veal For Dealers in HIDES AND PELTS Look to Crohon & Roden Co , Ltd., Tanners 37 S. Market St., Grand Rapids, Mich. Ship us your Hides to be made into Robes Prices Satisfactory The Vinkemulder Company Jobbers and Shippers o Everything in FRUITS AND PRODUCE Grand Rapids, Mich. C. 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 & W ITZ IG J. A. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. ‘‘Buffalo Means Business’’ We want your shipments of poultry, both live and dressed. Heavy demand at high prices for choice fowls, chickens, ducks and turkeys, and we can get highest prices. Consignments of fresh eggs and dairy butter wanted at all times. REFERENCES— Marine National Bank, Commercial Agents, Express Companies, Trade Established 1873 Papers and Hundreds of Shippers, Clover Seed and Beans If any to offer write us ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS Established 1876 Wanted Moseley Bros. Both Phones 1217 White Beans Red Kidney Beans Brown Swedish Beans Potatoes Clover Seed Onions, Eggs Wholesale Dealers and Shippers of Beans, Seeds and Pota- tose Office and Warehouse Second Ave. and Railroad. Grand Rapids, Mich. 14 MICHIGAN TRADESMAN December 7, 1910 DIFFERENT KINDS OF VALOR. Plug-uglies Did Not Make Good as Soldiers. Written for the Tradesman. “When the long dispute on the slavery question finally came to a head in an appeal to arms; when the bullet and bayonet took the place of fist and bludgeon, the trial of true courage came to the nation.” The schoolmaster sat whittling and entertaining the snow-bound twain of clothing drummers with his yarns of bygone days. Old Tom was get- ting on the nerves of some of the traveling wayfarers of the up-country route, yet most of the younger men were glad enough to be entertained when marooned among the hills of the Far North. “It was thought, imagined is the better word, that the backwoods toughs, the plug-uglies and bullies of the woods would make first class food for shot and shell of an army in battle. These men were the ter- ror of the woods, boasting of their feats of strength and ability to cope with an enemy however powerful. Think you they made good when the test came?” “T have an idea,” said the slim Mr. Dixon, “that they were not bullet proof at any rate. Big men, with the strength of oxen, could stand no better show than the timid counter- jumper where bullets become trumps. Am IT right?” “Quite right,” agreed the old schoolmaster. “There was plenty ot proof of-this fact during the open- ing months of the great Civil War. You know whole regiments were en- listed from the slums of our great cities. One regiment was composed wholly of criminals, the qualification to membership being the committal of some crime, a certificate of eligi- bility being nothing less than a form- er jail or penitentiary sentence.” “And such soldiers were not espe- cially famed for their valor in the face of the foe, I take it.” “Decidedly they were not. The tough element of the North woods did not combine in one organization, but were fused with the better class of recruits. None of these home ter- rors, however, made good in actual battle. A weak little weazen-faced clerk did better service. I call to mind one chap who was mother’s boy at home, an ahsolute abstainer from broils, who won his spurs under ‘Pap Thomas’ in the West and fell fighting for the old flag on the bloody field of Chickamauga. The biggest tough and terror of our neighborhood was at the same time huddled on a cot in a hospital, sick from very fear.” “You don’t mean to say that the war made cowards of strong men and heroes of weaklings, do you, Mr. Tanner?” queried Dixon. “By no means. What I do say, though, is that the war brought out what was in a man. The habitual brawler and shoulder-hitter of the woods was, nine times out of ten, at heart a coward, while the gentle, al- most timid man had in him a moral heroism that needed the crucible of the battlefield to bring it out. One of the most famous fighters of the lum- berwoods was drafted. He wilted like an icicle under a spring sun; became absolutely tame and really childlike in his demeanor toward the very men he had once affected to despise.” “Were there no brave men among the toughs, the backwoods bullies?” “No, not in the sense you imply. There were men among them who had pride enough to put up a bold front and face the music for a time. In the main, however, they were poor stuff of which to make soldiers. The bad man of the lumber woods was not like his prototype of the West, the man quick with the trigger and his gun-play. Some of those latter, I understand, were brave and ready to die with their boots on. Very sel- dom did the lumber woods tough re- sort to the use of the gun.” “That is weapon.” usually the coward's “It was so considered in the woods; out West it is different. A man who, in the lumber camp, was caught with a gun strapped to him was sure to be hooted out of the place, utterly disgraced. All brawls were settled with the fist. I could give you a dozen instances where fist fights set- tled feuds, but I won’t inflict you to day.” “Go ahead; let’s hear some of them.” “Not now,” with a slow smile. “One young chap I remember ter- rorized the settlements with his de- pravity in the line of small indiscre- tions such as petty stealings from the men. He had been cuffed for his folly many times, but failed to learn from experience. He once stole a new suit of clothes from a shanty mate, went to Muskegon, traded the goods to a peddler for tinware, sold this to a widow for a mince pie; sat down beside the road, ate the pie, then went to town, stole some money from one of the millmen, went back to his own shanty and, when accused of theft of the clothes, owned to the stealing and paid the loser with the money he got at Muskegon.” “And didn’t he get jugged?” “Not that time. He enlisted and went South to fight the Johnnies—” “Winning fame as a doubt.” “Very grave doubt,” chuckled old Tom, whittling rapidly. “He was al- ways in hot water, even in the army. He gave more trouble to his poor old mother than a little. He wrote home that he had deserted, been caught, tried by court martial and sentenced to be shot. That poor mother, a widow at the time, wept over the sad fate of her degenerate son.” soldier, no “So the young rascal got his de- serts at last,’ exclaimed Dixon. “Not that time,” grined old Tom. “He lived to come home. After the war he got into scrapes that finally wound up in Jackson prison. I never learned what became of him at the last; think he died in prison.” “Served him right,” unitedly agreed all present. Old Timer. Unreasonable Reason. Dr. Simon Flexner, the «distin- guished head of the Rockefeller In- stitute, said of the anti-vivisection movement, at a recent dinner in New York: “It is odd that so many pronounc- ed anti-vivisectionists are pronounc- ed sportsmen. These men object to killing rats and mice for the good they don’t killing gazelles and pheasants and giraffes and other’ beautiful and harmless creatures for the mere pleasure of the killing. “They make me think, such peo- ple, of Mr. Skimple, a Philadelphian. “*Wrell, Mr. Skimple,’ I said one day, ‘what are you going to make of mankind, but mind your little boy? A grocer like your- self?’ “‘No, doctor,’ said Mr. Skimple; ‘I think I’l! make him a butcher, he’s so fond of animals.’ ” Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured.by Wells & Richardson Co. Burlington, Vt. itz om Vihite! USE THE LONG DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. t ( i ann &> LP SEALED BOXES! —_————eee © eee 2!” soxes-60in case (120'25) D> Boxes-24incase (120'°5). fae BEST SUGAR FOR TEA AND COFFEES aa tat 8 P00 R20 108 02 LEED 11 Ts Bi Bs Ouro EP we BOOMING HAS DONE. Yes, ‘‘White House” Coffee has surely reached that point of prosperity where the liveliness of its success is fairly expressed by that word—‘‘BOOMING,” which, better than any other, expresses the FACT that its splendid quality has really excited people to the point of getting right hold of the “pole” and helping the good work of personal ‘‘pull.” coffee can interest folks to the point of figuratively erecting a statue in its honor, it MUST be pretty good stuff. THAT’S WHAT “WHITE HOUSE” When a Distributed at Wholesale by Judson Grocer Co. Grand Rapids, Mich. SE a a en ee a re ea a ae December 7, 1910 Conductor Long’s Traveling Experi- ences With General Butler. Written for the Tradesman. Conductor W. W. Long, of the Grand Rapids & Indiana Railroad, has resided in Grand Rapids thirty- seven years, and in his capacity as conductor has had many interesting experiences with men of prominence in public life. In the year 1882 Gen- eral Benjamin F. Butler, jurist, soldier, manufacturer, author and statesman, toured the State of Michigan, making speeches in the in- terest of Josiah W. Begole, Green- back-Democratic candidate for gov- ernor. To Conductor Long was as- signed the special train in which General Butler and his friends trav- eled in filling the appointments made for him on the line of the Grand Rapids & Indiana Railroad by the State Campaign Committee. Conductor Long took the train at Howard City, and his schedule call- ed for many stops between that point and Petoskey to permit the General to talk to the voters. Gen- eral Butler had been speaking many times every day during the preced- ing two weeks and was quite ex- hausted physically when he reached Michigan. Owing to his enfeebled condition he felt it necessary to touch the button quite often and the car porter never failed to respond with a bottle of Bourbon and a bowl filled with lumps of sugar. The Gen- eral helped himself liberally and at times, when the train halted for the purpose of allowing the General to talk to the people, he did not re- fuse the assistance of the porter or of the politicians traveling short dis- tances in his car. At Fife Lake an old woodsman stood with the villagers assembled and when the speaker appeared the ran shouted: “Is that man General Butler? T walked fourteen miles this morning to see him. Good Lord!” Butler was not a handsome man but a powerful speaker, and the elec- tion of Begole to the office of gov- ernor, which followed the General’s tour of Michigan, gave him much satisfaction. Twenty years ago Conductor Long deposited $5 with the Gas- light Company for permission to use one of its meters. In a later year he purchased a home on Wealthy avenue, and after a time, complying with the urgent requests of his wife, he took the receipt for his money to the Gaslight Company and receiv- ed the original amount with accrued interest, amounting to $5. It was the first experience of that nature in the history of the Gaslight Company. Arthur S. White. ——o-2-___ Time To Push Collections. There is not much time left before the coming of a new year, and the butcher will be busy during this in- terval of six weeks. He should not be so busy as to forget that this is the best time of the year to make collections. No business man wants to carry accounts from one year to another, and it gives an excellent ex- cuse to inform your customers that you expect all payments to be made MICHIGAN TRADESMAN in time to close your books for the year. It will not do to put off ar- rangements for getting after the de- linquents, for two reasons; first, be- cause time does not permit, and sec- ond, because even under the best of circumstances it will require a good deal of systematic work to make some of the collections, as many a butcher can bear witness to. The first thing to do is to make up a com- plete list of accounts due and then devise some way in which to make the collections promptly and yet any customers. If the accounts are permitted to extend beyond the first of the year they will be doubly hard without losing to collect, hence there is no advantage gained in pro- longing matters. In other lines of industry it is taken for granted that the books are to be balanced at the end of the year, and people govern themselves accordingly. The patrons of a market should be educated to this point and should be impressed with the fact that the butcher must close his accounts also at the end of the year. Many have tried this plan with success, and it is worth a trial on the part of any butcher who has a number of outstanding accounts and does not know how to make a beginning towards collecting them. ee Long Business Hours. Some of you dealers who keep open early and late flatter yourselves about the splendid industry you dis- play. It may be well enougn if you alone are to be considered, but if there are employes interested it should be borne in mind that crowd- ing a willing horse continuously breaks down the best animal and reduces his worth and capacity. It is as true of the human. Better study hard to improve your service hy shortening business hours than make yourself and help drudees and incompetents. Many a sale after the supper hour is one that would have come earlier if it were not known that the store is one of those which keep open eve- ings. The relief of care-free evenings brings back master and man in bet- ter shape to cope with to-morrow’'s affairs, and while philosophers preach much of the importance of to-day— to which we lend ready assent— there is every whit as much in the impertant to-morrow. In fact, the retailer, who can not see more than a day ahead is in the wrong line of endeavor. To get there one ‘must learn to take a long look ahead.—Dry Goods Economist. —_——_»--__—_ Rough on Rats. During the past eight months 40,- 000 rats have been destroyed by the Health Department. Dr. J. E. Crich- ton, Health Commissioner, has four- teen men on his staff whose sole duty is catching and poisoning rats. These men destroy about 1,000 per month and about 4,000 are destroyed and brought in for the 10 cent head bounty.—Seattle Trade Register. Salmon Situation. The deliveries are exceeding the ‘Last Wednesday some 10,- 000 cs. were shipped by’ rail to east- receipts. ern points. The final pack of salmon is nearly finished and it is estimat- ed to total 4,000,000 cs. the figures of the demand in previ- Based on ous years, the pack is not short, but the consumption has increased enor- mously all over the world. Salmon is becoming a popular food, and the supply has not kept up with the de- mand. With the exception of a few flats, the sockeye pack is about all sold up. Buyers are recommended to anticipate their wants, as it is expected that prices will shortly be advanced upon the few cases remain- ine in first hands. There are n0 Alaska reds in first hands. Medium reads, talls, are quoted at $1.50 f. o. b. on the Coast. Pinks are practic- ally all gone. The pack of chums :¢ not completed and will not be for some time. It is not anticipated that there will be a very large pack. The above summarizes the salmon situa- tion at the present time.—Seattle Trade Reporter. Oe al Tt is still possible for an up-to-date grocer, a man of strong character and initiative, to build up a good business in spite Of the competition of stores, department stores; etc. be- cause after all a customer prefers to deal wth a principal rather than with chain an assistant, whose interests are lim- ited by his weekly wages. You are selling some goods for less prices than your competitors ask for the same. Are you advertis- ing those low prices and getting the benefit of their drawing power? Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products 15 The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size -5 boxes in package, 20 packages incase, per Case 20 gr. lots........ 2.220 ec eees ce eeee ee RMBIET GURO oa o cane case adn tae: $3 50 BLACK DIASIOND. 5 size—s5 boxesin package, 20 packages in case, per AM WO, TO i oi ahedcana sd wavueeeses $3.35 EAOOOY COMA 6 oss os ond oa a ccas edaeee ance $3.50 BULL’S-EYE. 1 size—10 boxes in package, 36 packages (360 boxes) in 244 gr. case, per case 20 gr. lot.......... 35 DGNGOY CUANEIRIOG os 5 soos co derdecnss aac $2.50 SWIFT & COURTNEY. 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) i in 5 gross case, per case 20 gr. lots ..... ‘ - $3.7 RGSGOU GUM MCINIOH oc 5 occ oo was ow gece ane BARBER’S RED DIAMOND. 2 size—In slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots.. $1.60 PT as $1.7¢ BLACK AND WHITE. 2 size—1 doz boxes in ing. 12 = pene) in 2 gr case, per case in 20 gr. lots. «e PP ee ee ee $1 90 THE GROCER’S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6gross case, per casein 20 gr. lots. .$5.00 EGRGGY GUAUEMION, << 6555 senses ccs s joan es Grocers 41-6 gr. 3 box package, 100 packages in 4 1-6 gr, case, per case in 20 gr. lots....... $3.50 pe se es ae $3.65 ANCHOR PARLOR IATCHES. 2 size—In slide box, 1 doz in package, 144 boxes in two gross case in 20 Br. MAG i 1.40 Lesser quantities.. die cane Ge eae .- $1.50 BEST AND CHEAPEST PARLOR MATCHES. 2 size —In slide box, 1 doz. inpackage, 144 boxes in 2 ay. case, in 20g. lots. ........ 5... 6 044,. 60 We $1.70 3 size—In slide box, 1 doz. in package, 144 boxes in 4 oe CASe, 1 20 GF. TES... 5... 5-5 40 PiGeGee GUMNCIG So ooo 6 sone wai cnds 540s 5- ones $2.55 SEARCH-LIGHT PARLOR IATCH. 5 size—In slide box, 1 doz in package, 12 packages ink § @Y Case, in 20 or. Tots... «22... 52 55s $4.20 pa Oe A $4.50 UNCLE SAM. 2 size—Parlor Matches, handsome box and package; red, white and blue heads, 3 boxes in fat pack- ages, 100 packages(300 boxes )in 4 1-6 gr, case, per Case Ii 20 SF. 1OES. « «5 ose 5 eo cs ns sade $3.35 MGGACS CUIEIIC Gy oo os os ck icc ee tens weinnas $3.66 SAFETY [MMATCHES. Light only on box. Red Top Safety —o size -1 doz. boxes in package 60 packages (720 boxes) in § gr. case, per case RO Oy OG oc bods cnccde ones cotwanee oa $2.50 MeMROY GUMNEITI CH, won 5. 5 8 8 on ohn scans 555s $2.75 Aluminum Safety, ‘Aluminum Size—1 doz, boxes in package, 60 packages(7z0 boxes) in gr. case, per case in 20 gr. lots ......... COUGH CUGMIION ooo soins ee pcce ccs +-- oss $2. 0 We have recently purchased a large amount of machinery for the improvement and better- ment of our Electrotype Department and are in a position to give the purchaser of electro- types the advantage of any of the so-called new processes now being advertised. Our prices are consistent with the service ren- dered. Any of our customers can prove it. Grand Rapids Electrotype Co. H. L. Adzit, Manager Grand Rapids, Mich 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 Registered a nd U.S. Pat. Off 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. MICHIGAN TRADESMAN December 7, 1910 Christmas Trading—Show Novelties | and Price Tags. Now is the time to begin to show the Christmas novelties. The should not delay the selection of those goods suitable for the season. If this branch of the business is put | off until later there will not be the time to properly pick and the business-bringers. The variety should be large and well selected. It is not always a good plan to dis- choose play all the novelties at once, as the people would tire of them before they were ready to purchase. As new added to the time, seeing novelties are display from time to many be lost if the whole variety were shown immediately, or only a few days before Christmas. The idea is to keep alive the interest in the novel- ties by gradually adding to the dis- play. This method enables the dealer to better attract the customer's at- tention to these goods, as he can say he has added such such lately, and a sale often follows. and A certain section of the should be set apart for the display of Christmas novelties. In this way the goods are shown more effective- ly, and the buyer’s attention is more completely fixed upon them. \nother thing which adds greatly to the sale of Christmas novelties is dealer | | | | driven out by stupidity or want of tact. Many sales are lost to this iclass of customer through the neg- lect of not ticketing the goods with |the price. It should be borne in mind that at this season of the year a man is buyer than a A man’s buying characteris- |tics should be catered to. If he sees |the price in good plain figures his i|mind is quickly made up. He does not want to be bothered with having ‘to ask what does this or that cost. When purchasing in a retail way he is not so given to bargaining as the generally a freer 1 ; woman. |woman, nor does the price trouble sales are made which would probably | |advertisement only articles | store | him much if it is within his means. The window display of Christmas novelties should not be neglected. The window 1s oné of the best and cheapest advertising the The windew shows while the written describes them. The window display shows the ob- server the quality of the goods, while the way in advertise- ments are written, false ideas of qual- forms of dealer possesses. the actual goods, which some }ity are aroused which result in dis- i novelties i week from now to have goods selling at a uniform | | display. In this manner animpression price placed together. Fverything should be neatly and plainly price-marked. The marking of the price on goods is one of the features that thave added greatly to the success of the department stores Human nature is contradictory Many people have an absolute dislike for enquiring the price of an article, and there are will not some who iworked to bring the trade. appointment when the goods are As in the store display, all the should not be shown _ at once in the The dispiay should be changed once or twice a until the close of the new goods at. each Secn, window. season, adding of large variety is created, and peo- ple will purposely come to view the window to see what new novelty is The window should be At this expensive being shown. season people are in an mood, and buy many things which | they i times. trade at a store where they have to| ask the price of every article they may wish to purchase. teristic is more pronounced in man than in woman. As a rule a man will not enquire the price of an article for fear it may be beyond his means. The price card has an attraction for him, as it enables him to quickly make up his mind as to whether to This charac- | other through with attractive displays of seasonable goods and trade is sure to follow. Do not forget the price would not purchase at Advertise the store the window leard, it is a trade-getting magnet that is too often overlooked. Some dealers object to the price card for buy or not, whereas if he had to en- | |has twice the drawing power of a quire the price, and even should it prove within his means, he would hesitate before purchasing, if he bought at all. On the other hand, should the price be beyond his buy- feel ashamed, and perhaps leave the store with the ing power he would opinon that it is not a good place | for him to trade. A man, as a rule, does not leave without purchasing some- and he not do so unless a seore thing, will fear their competitors will cut under them. The progressive dealer takes little notice of his competitors so long as he is giving value for money. A window display with price cards window display without price cards. Many a store has made a reputation for itself through its methods of con- 'ducting its Christmas business which ihas followed it through its business career. Although these remarks apply |more particularly to goods sold by | jewelry, dry hardware and |similar stores, the grocer also should not fail to take advantage of the goods, season to increase his sales and his prestige. The great variety of food- stuffs has of late years led to their being used extensively as complimen- tary remembrances between friends. Baskets of choice mixed fruits inva- riably find a ready sale. These can be arranged either in plain or fancy baskets. The fancy basket is prefera- ble. as it can be afterwards used to hold sewing materials or other things, which the housewife does not care to put in a drawer, but wants them in some handy receptacle. The salahbility of baskets of mixed fruits is much increased by placing in them a small box of candy, a box of stuff- ed prunes, a few figs or dates. A small bottle of grape juice and a few nuts also add much to their effective- ness. If a bow of broad ribbon is tied to the handle it will give the basket a finishing touch. It only re- quires a little taste to make these mixed fruit baskets the most popular sellers of the season. Candy is another item which should not be overlooked. This is the time of the year when people want the best, even if they are accustomed to buying cheaper candy during the rest of the year. Fancy boxes of candy, of good quality, is a good line to handle. Then there are crack- ers, fancy cheese and numerous oth- er foodstuffs not ordinarily called for, but which command a good sale dur- ing Christmas holidays. These should be brought to the front and pushed, not forgetting coffee and tea. The grocer needs to exercise care not to overstock in these extra luxuries, and yet his variety should be such that his customers will not have occa- sion to go elsewhere to supply themselves. The manner in’ which the Christmas trade has been con- ducted has gained or lost customers for a store. With variety, combined with good quality and service, the grocer need not fear but that he will have his share of the ness. season's busi- ————~+-2>—_ Early Shopping. From year to year the early Christmas shopping movement. all ever the country is gaining niomen- tum, as the force of the arguments with which it is supported impresses itself upon all concerned. Once let the shoppers realize that they are serving their own best interests as well as those of the tired shop girls and the movement will be accelerat- ed. Every merchant can in his own way in his own field help this move- ment along and for his own good he should do so. The early shoppers get the bene- fit of fresh assortments of goods. They “avoid the rush’ and escape the distracting confusion of the last days of the shopping season. With- cut venturing any formal statistics, it may be estimated that much the creater bulk of the Christmas shop- Eing could be done three or four weeks before Christmas just as well as, and in fact better than, during the last week before the holiday. The bulk of the money spent is expend- ed by those who do not have to wait until the last few days to dis- tribute their available Christmas money. A large proportion of the Christmas shopping is unavoidably delayed until the eve of the holiday season, but only the thoughtlessness of a great many shoppers prevents them from making most of their pur. chases early. Post Toasties Any time, anywhere, a delig htful food— ‘‘The Taste Lingers ”’ Postum Cereal Co., Ltd Battle Creek, Mich. The Popular Flavor Better Than Maple Order from your jobber or The Louis Hilfer Co Chicago, Il. THE CRESCENT MANUFACTURING CO. SEATTLE, WASH 139-141 Monroe St. Both Phones GRAND RAPIDS. MICH. Morton House Bouquet, Made in Three Sizes The Best 10 Cent Cigar on the Market Is put up in nice, neat packages and makes a very suitable and appreciated gift for any gentleman who likes a quality smoke. these two brands. Geo. H. Seymour Prepare for Christmas Trade The high standard of our two brands of cigars has caused them to become very popular Christmas presents to those who ‘‘Know a Good Smoke.” Be sure that your supply is suffi- cient to take care of the trade that is bound to come Holiday Week. The valuable premiums given in exchange for bands add much to the popularity of For sale by all jobbers. Green Cross Made in Three Sizes Is the Popular 5 Cent Cigar of Western Michigan The smoker who is looking for quality and quantity is always satisfied with a Green Cross Cigar. Grand Rapids, Mich. @ Co. Ra a ace ce cae Na sg cm eS Ne ae EE Se ec SS Cee Nae ce See ae December 7, 1910 MICHIGAN TRADESMAN. 17 Where We Lose. The greatest single factor in the cause of failures to make good, eith- er in business, public, or private en- terprises, is the disregard of the piling up of expenses. Nobody ever enters into an expenditure with a certainty as to the ultimate cost, not because the cost is impossible to reckon but rather because the reck- oning is carelessly and insufficiently done. It is the frequent remark that a thing has cost more than was expected, yet that expectation could have been properly discounted had the right effort been made. Public works almost invariably re- quire a second and a third § and sometimes more appropriations and bond issues before they are com- pleted. The company that erects any building or plant for its uses and purposes seldom finds the cost of the thing within the original es- timate and hardly ever has a cost below that calculated on. The indi- vidual who builds a house or a store, or goes out to purchase a stock of goods seldom has funds enough set aside to meet the ac- tual cost of the finished task. We are hearing almost incessant- ly about the high cost of living and the cause of it all is laid at the feet of various octopustical aggregations. Rarely does one stop to consider that we have gone on and on and on with this failure to reckon the correct cost of living and moving and having a hand in everything un- til it has become a habit to have to dig into our jeans a second and third time in order to fetch up enough to pay for the thing we want, or which we think we want. The era of extravagance and_ short reckoning is the father of the high cost of living which has _ brought about a desire on the part of indi- viduals and great corporations to furnish for a_ profitable price the things we demand and the things which we think we are unable to exist without. We have so long been in the hab- it of fixing our desires on the some- thing or other we think we need or must have and then going to ex- tremes that are beyond our real means to obtain it that we have come to think the fact that we are short of sufficient funds somewhere on the day of reckoning is the fault of some man, or men, or influence outside of ourselves. It is the curse of ninety-nine out of a hundred of us and it has swept from individuals to societies and associations and clubs and municipalities and com- monwealths and national govern- ments. As human beings we have attached our desires beyond our abilities to pay and in our haste to find a cause for our inabilities we ascribe it all to the business factors we have created and allowed to wax powerful and predatory as a result of our rather strange inclinations’ to possess this and that and_ the other thing which are really beyond our reasonable means to purchase and pav for. The economies of our ancestors are not borne out by ourselves and | we have become needlessly extrava- gant and wasteful, destroying yeariy millions of dollars’ worth of prod- ucts that represent years of labor in their construction. Our failure to economize and to reckon with our abilities is made capital by the in- terests which are termed “preda- tory.” These interests are indefensi- ble but they are of our own creation through our failure to reckon cor- rectly our abilities to pay and keep where we should financially. The day of reckoning and a fore- ed balance comes in one way or an- other and is inexorable in its. de- inands. It is not to be avoided ex- cept as we destroy partnership with extravagance and waste. —_2+-2—___. Giving of Credit. The retail grocers, as a class, are easy creditors. They dislike to push people. They stand nearer to the home and the hearthstones than any cther class of merchants. If there is sickness or death or misfortune of any kind the grocers are the ones who stand between the people and want, distress. They carry them along through a hard winter, through strikes, and they are more apt to be “stuck” than any other dealer in a community. As the grocers are the men who are least apt to push or make it uncomfortable for debtors, they are the ones who get the “go by,” for nine men out of ten will settle with the creditor who pushes them the hardest and let the one who is saying nothing wait. It is te guard against this very contingency that the retail grocer must carefully scrutinize and limit his credit, or go entirely upon a cash basis, and _ it must be either one thing or the oth- er, for we do not think it is practic- able, indeed possible, to do both a credit and a cash business over the same counter. There can be no dis- crimination, and after a little while we do not think that the average cus- tomer who has been accustomed to pay cash or to pay promptly will ob- ject seriously. If we were engaged in the gro- cery business we would not make a hard and fast rule. There are people who have had hard rows to hoe, who have been hard hit by misfor- tunes of different kinds, who are as worthy of credit and as safe as any customer in the world. In such a case the dealer should use judgment and he should not refuse credit, and such families should be given a stand- ing on the merchant’s book withovt a blemish, and without a flaw. The whole sum and substance of the mat- ter is, look out for people who are not worthy of credit and insist up-| on cash before delivering the goods to such people. By credit it meant confidence a man without a cent in his pocket, and a man who is liable not to have a cent in his pocket for a month or a year or two years, may have and may deserve credit and may be worthy of it. Credit depends upon ultimate payment, and if payment est, the debtor is a good risk and worthy of confidence—New England Grocer. ee Protect Your Credit. A bttsiness any other for that matter—can not be too care- ful about protecting his credit. Many dealers think that this means simply paying their bills on man man time, or dis- counting them before they are due. ‘Phat certainly is a bic part of it, but not all by any means. A credit is not always estimated by his actual resources, what Fe has, but as well by what he does, how he lives, in | ifidently expect that their past i who will ultimately be made with inter- | man's | his personality. There are men who have no credit rating in the books of the big commercial companies yet credit whenever’ they can obtain want it. There are others who may have a comparatively good rating in Dunn’s or Bradstreet’s who are nev- watched than they are aware that they do ertheless more carefully not get beyond the bounds of their actual assets. There are such things as moral risks and credit reports made these days when a man habitu- ally neglects his business, when he lives beyond his means, when he drinks, speculates or lives a_ loose life generally. In other words, a character largely into the basis for extending credit. These facts ought especially to impress themselves on the young men who look forward to starting in business for themselves some When that time comes they can con- man’s personal enters day. rec- ords are to be carefully looked into and that the their will depend in a large degree upon basis of credit the lives that they lived. Merchants are doing business should like- wise give these facts careful thought and heed them. ed when the easy-going, the royster- er and the to follow such ways and not eventu- The days have pass- “good fellow” can expect ally have his credit impaired. Cred it, like a man’s reputation, is easily, the work of repair is a decidedly difficult and often dis couraging task. damaged, while 622 —— It isn’t your business to spy upon clerks outside of business hours, but it is your to that the people who handle your money honest and their out- business know are correct in side lives. {T WILL BE YOUR BEST CUSTOMERS; Or some slow dealer’s best ones, that call for HAND SAPOLIO Always supply it and you will keep their good will. 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. hut should he sold at 10 cencs per cake 18 MICHIGAN TRADESMAN December 7, 1910 FURNITURE DEALER’S FIELD. The Unprecedented Prosperity of the American Farmer. Written for the Tradesman. In spite of the activities of a few persistent calamity howlers, which, like the poor, we have with us al- ways; and in spite of the screech- ing of the small tribe of yellow jour- nalists, and a few other nondescript bob-tails of the body politic, whose function it is to “darken counsel with words without knowledge,” this vast country perity. of ours is steeped in pros- “In covering a distance of six thousand miles and a territory represented by thirteen Middle West- ern States,’ says a close observer accurate writer, “in inter- ‘viewing farmers, dealers, townspeo- and an ple and city dwellers not once did [ have my faith shaken in the sub- stantiality of the West.” This man is speaking about conditions which exist now in the section to which he refers. From my own knowledge of conditions in the South I know that prosperity, well nigh phenomenal in its nature, exists in this section of eur country, while accurate and dis- passionate reports from other parts of our country indicate a similar sit- uation. In our wheat growing section one state may report a wheat crop some- what below the average; but that discrepancy is offset by a_ preter- normal corn yield in one of the states in the corn belt. Apples are scarce here, but yonder they had a peach crop way beyond the normal. If one farmer has a poor stand of wheat or rye, another farmer in the same locality has an outlook more than ordinarily encouraging. Wheat, corn, tobacco and cotton—the four big crops of our country—have aver- aged up well and prices are good. Everything that the farmer and the truck grower have produced is read- ily converted into cash—and much cash, and the farmers of our coun- try are, take them all in all, con- tented and happy. They have mon- ey. You do not find them calamity- howling. They can pay spot cash for things they want—and having much spot cash they are naturally want- ing more and more of the good things of life—manufactured things that make for comfort, convenience, luxury and solid comfort. Now, what does this prosperity mean to the furniture dealer? Well, ‘na word, it means a new world of opportunity for him—provided, of course, he has vision. Farmers to- day are building new and _ better homes and they are equipping their homes with modern’ conveniences. Modern heating systems are being installed. Sanitary plumbing is be- ing introduced into country homes. Rural residences are being screened with metal fly screens. In almost every country home one may _ hear every few minutes the familiar tin- - tinnabulation of the telephone bell. The money already invested by farm- ers in automobiles, and the money they contemplate investing therein, has proved a matter both of wonder bankers. But Not many farm- and despair to our don't get alarmed. their ers are going to mortgage farms to buy an automobile, or anything else, for that matter. They They’ve zot the money in the bank. And when they buy the thing they want don't have to, thank you! to-day, they'll have more money with which to buy to-morrow. And all the while the standard of living, in the country, is going up. If our cities are deteriorating (as sociologists claim), at all events the country is not. There never was a time in our history when our country dwellers could ex- hibit as much culture and refinement as they now possess. Better roads, rural mail service, telephones, auto- mobiles, and sundry other agencies have conspired to put the country- dweller in touch with the active cur- rents of thought and progress. We have our agricultural colleges in which scientific farming is taught. We have our technical journals de- voted to the business of farming. And the farmer is coming to be a business man. He is learning how to farm intelligently. The strength of the soil is being converted by rotation of crops. Better crops are produced as a result of — scientific seed-selection. And more land is be- ing tilled by virtue of the introduc- tion of time and labor saving devices and farming implements. The average farmer isn’t any longer a back-num- ber. Not by a jugful. Since the farmer and his family are are reading current literature, the daily newspapers, and technical per- iodicals; since the farmer and his family are making occasional trips to the large cities, and visiting in homes where refined taste is evi- dent in furniture and decorations— isn’t it likely that the farmer’s wife and daughter (or daughters) will soon lose faith in the fitness of that old in- grain carpet and that old, shoddy- looking parlor suit upholstered in red plush? Will that little dinky, light oak hall rack please forever and a Gay? As a matter of fact, brother furn- iture dealer, the homes of our coun- try folks are right now in the midst of a remarkable transformation. The renaissance is on. And this whole country of ours is fairly plastered with opportunities for most en- couraging activities for furniture re- tailing. The people who dwell in the country are being told what is what in interior decoration and _ house furnishings. They are seeing high grade furniture advertisements in the literary periodicals, and they are seeing pictures of interior views of homes that are homes. And they are beginning to want new and bet- ter furniture. From various sources they are getting tips on rugs, drap- eries, pictures, furniture, chinaware, bric-a-brac, etc. And they are be- ginning to want these things that are accredited and really worth the having. And believe me, they will have them; for haven’t I already in- timated that they have the where- withal? some ee cee nee tne te ee ce oe All right, then. This is where Get busy. been running a little dinky furniture you come in. If you have shop with a nondescript collection of pieces, try to see your way clear to buy some real furniture. You can’t sell real furniture till you get it. If you have been neglecting the possibilities of this big new country- trade proposition, now is the time to wake up. The farmers’ trade in the furniture line looks mighty good to the catalog people; and they have been going after it. Been getting some of it, too. But it sometimes seems to take that sort of competi- tion to wake some dealers up and get them metamorphosed into real merchants. Do you know, lots of ccuntry people have a mighty poor opinon of the little furniture store in their nearby town? And do you know, they are saying, “Oh, I would not buy there! Wait until you go to the city (meaning the big city a hun- dred or two hundred miles away). They haven’t anything you’d want.” Now, why are people saying things like that? Largely because these things are true. The local dealer hasn’t what they want. Back of what he actually has there is precious lit- tle hustle and aggressiveness. The time has come for the furniture deal- er to take this country trade propo- sition seriously. Let me tell you about a man who did: He was a prosperous farmer. Early in life he had owned a grocery store. Did pretty .well with that; but went to the country for his wife’s health. And he did well on the farm. He made money—and saved it. Now that his wife’s health was recovered he decided that he would get back into the merchandising game. He didn’t know very much about furniture, to be sure; but he knew the general principles of mer- chandising and he thought he saw a splendid opportunity for building up a real furniture store in this lit- tle town of eighteen hundred people, located in the midst of a most pros- perous farming section. Ramey & Samey had owned and operated this little furniture store and undertaking establishment. And it was a little dingy store, with an antiquated, weather-stained front. In- stead of having plate glass they had the superanuated window pane sort of a front—and no display window at all! They had an old, ramshackle sign across the brick pavement bear- ing the words: Ramey & Samey, Furniture. Ramey had been dead five years and properly cared for by Churches modest seating of a chapel. Lodge Halls quirements and how to meet them luxurious upholstered opera chairs. We Manufacture Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general scheme—from the most elaborate carved furniture for the cathedral to the Schools 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 specialize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. American Seating Company architectural 215 Wabash Ave. GRAND RAPIDS NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA inferiors elsewhere. . Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. You will get just as Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Mich. Seer eee nae nee eee eeee anne ne te a ee ee as i f Met December 7, 1910 the undertaking department of the Ramey & Samey furniture establish- ment; but still the old sign remain- ed as it was in the beginning. Well, the new man, whom we will call Hibbins, bought the stock, good will, etc., and started in to build up a furniture trade in that old town. To begin with, he changed the location. Got a more desirable build- ing—-a larger, better equipped build- ing—across the street. Sold the old Ramey & Samey building to a gro- cer—and made money on the deal. Next door to the new building was a vacant lot, 50x100 feet. On _ this lot he built a neat two-story brick structure, similar in style to the other building. This gave him a room 980x100 feet, two stories in height. It had some modern dis- play windows. He then advertised a big clearance sale. Gave it out that he was going to clean up that old Ramey & Samey stock in short order — and he was not particular about prices. He certainly did cut. He cut the price until it went—it was mostly junk anyhow. Then he put in a nice line of stylish, up-to- date, medium priced furniture. He citcularized, advertised in the country newspapers, covered the country with paraffined cardboard signs, metal signs and some large painted signs at prominent road crossings. He talked quality furniture. He invited inspection. He gave souvenirs. When people visited the store—and you can be sure they did, for it struck them that Hibbins was a wonder—-he took them through the establishment, commenting on_ the different woods, ample stock and varied patterns. He took pride in showing people the goods—and you can be sure he created the impres- sion that he was there to build up the trade on the basis of fair deal- ing. Ii I had time I should like to tell of some of his advertising stunts, some of his novel trade-winning schemes, guessing contests, and the like. But I haven’t the time and, besides, it is not necessary to elab- orate. He proved to be a real mer- chant come to town. It was not a large town—and most of his cus- tomers lived in the country. But he contrived to reach them. He ex- tended his operations into sections as far as twenty miles from that lit- tle town. He built up a splendid re tail furniture trade in a territory the possibilities of which never once dawned upon poor old Ramey & Samey. It pays to go after the coun- try trade in earnest—especially in these piping times of prosperity. Chas. L. Garrison. a —- — The Store Building. One of the problems which often present especial difficulties to the re- tail merchant is that of the extent and character of his store premises. This applies in a certain degree whether he be doing business in his own or in rented quarters. Rent, or interest on the money—perhaps bor- rowed-—locked up in such property, is a fixed overhead charge, one that MICHIGAN TRADESMAN does not readily admit of reduction and in many cases is subject to in- crease. Therefore, it is of speciai importance to take care that the building in which the business is carried on be not too large nor too costly. It is seldom firms are heard of going to the wall through the inadequacy of their quarters, but of the fiancial disasters of the dry goods world a number are traceable to the undue expansion of the prem- ises in which the business was car- ried on. Incidentally it may be said that where expansion is likely to become desirable it is well to provide for opportunities therefor. Thus it is that ofttimes merchants, looking vears ahead put themselves in a posi- tion to meet every need. Not every merchant, however, can thus afford to lock up capital in real estate which is unimproved, or on which the improvements bring only a nom- inal return. One result of wundue store en- largement which will readily suggest itself is that an undue amount of space devoted to a line of merchan- dise usually tends to a corresponding increase in the stock which that de- partment carries and a consequent lessening of its power—it being the natural tendency of certain buyers to increase their stocks n_ accord- ance with expansion pi the space at their disposal. Another point worth noting here is that a store that is too big for the business done therein presents an empty appearance which tends to repel, instead of attract, the aver- age customer. Especially should the merchant be guided by conservatism when build- ing a new store or an addition. He should always bear in mind that the interests of the architect are by no means identical with his own. An over-ambitious architetct, for examp- le, who is. called upon to provide plans for a large building on a main street may see therein an op- portunity to erect a “monument” to himself. Thus he will deem it to his interest to make the building as ornate and as striking as possible. This, however, while tending to greatly increase the cost of construc- tion, may prove of little benefit to the owner. It is worthy of note that new city stores which have been erected luring the last few years are rather plain m aspect. In style and structure, too, a number of them closely approach the office building. Thus, should necessity arise, they could readily be converted to such purposes. —_++——— The only way to get rich quick is to gamble in some form. Then you may become suddenly poor. The only sure way to acquire a competence is to keep hammering away for years, saving what you get. ee You have heard people advise let- ting well enough alone. Don’t stop with well enough. Don’t stop with anything short of your nearest pos- sible approach to perfection. Business a Mold. Business is the great molder and de- veloper of men. It is a gigantic school of character, taking bashful, callow, untrained, inexperienced youths and in a few years making them efficient, ‘nasterly doers of big things. Busi- ness develops a man’s latent abilities. It brings out to the surface those deep-rooted, sleeping possibilities which are in nearly every one. Busi- ness demands that a man make some- thing out of himself. It holds out splendid rewards to those who do. It punishes with failure those who won't. Education is an unfolding process. Sunshine, rain and air bring forth the buds on the flowers and trees. The kindly elements extend their help and encouragement to the buds until they develop into beautiful flowers or luscious fruits. Likewise, work, study, thought, difficulties and handicaps bring forth the buds in our character and finally flower them into. that magnificent bouquet—a _ positive personality. In business we must work, plan, study and overcome problems. That is how it educates and makes little men, into big men. But you will say that busi- ness often makes men narrow, crab- bed, cold and miserable. Yes, but that is the fault of the men and not of business. Did you ever notice that business usually punishes these men? For a time they seem to succeed, but inevitably there comes a efash—_a falling of the structure not reared ona Often this crash does not come until death, but it comes some time When the unfortunate one dies, folks Say, “Ele was mot a suceess. His character does not inspire us. His memory is not hallowed.” He him- self, wlien dying, often wishes that he had his life to live over. He tacitly admits that he is a failure. Such is also a teacher of ethics. It rewards those who are on the square. To win its plaudits one must practice the vir- tues. late business law, or to run counter to the science of success. Every real and permanent success in business 1s the result of many virtues, persever- eringly practiced. Most setbacks or erasping, solid foundation. lives show us that business To violate moral law is to vio- 19 failures in business are the results of indulgence in one or more vices, or, in other words, the result of grossly violating moral law. John A. Murphy. ————— The Trying Telephone. Several says Tit- Bits, a young man repaired to a tel- ephone office and rang up his sweet- heart at her residence. evenings ago, “Is that you?” “Yes, George, dear,’ came the re- ply. “Are you alone?” “Yes, darling.” “T wish I was there.” “IT wish sO, t06.” “Tf I were there do you know what I would do with my darling?” “No, George; I do not.” And then somehow the lines got mixed, and this is what she 1 “Well, I’d pull her ears back unti! she opened her mouth, and then I'd put a lump of mud in it. If that did not answer I’d give her a thrashing.” And then Marior fainted. And they mever speak as they pass by, and the man who was talking to lis farrier about a balky mare says that anybody who will advise a mar tc put his arms round the neck of an obstrepercus horse and hear« sound whisper vords of love in its ear ought to be hanged to the nearest lamp-post. This Trade Mark Wilmartt, It is a guarantee of honest workmanship, excellence of design and moderate price. See That Your Show Cases Bear { | WILMARTH SHOW CASE CO. 936 Jefferson Ave. Grand Rapids, Mich. Downtown showroom—as S. Ionia St. Detroit Salesroom—40 Broadway will wonder how we can do Rapids furniture. Coldbrook and Ottawa Sts. is GRAND RAPIDS make—as good as the best Grand Grand Rapids Show Case Co. Branch Factory: Lutke Mfg. Co., Portland, Ore. Offices and showrooms under our own management: 724 Broadway, New York City; 51 Bedford St., Boston; 1329-1331 Wash. Ave., St. Louis. The Largest Manufacturers of Store Fixtures in the World We Want Your Business Our new plant is com- pleted and we need or- ders. A case or complete outfit at prices so low you it. Remember the quality Grand Rapids, Michigan MICHIGAN TRADESMAN December 7, 1910 A Field of Activity Wanted for the Elderly Woman. Written for the ‘'radesman. We all know her, the woman who so smart and has so much gumption as if ought to large orphan asylum, or be the cap- tain of an ocean liner, or run a de- partment store. Perhaps a seem- ingly blind and cruel Fate entrusts to such one only the affairs of a moderate sized family. As her chil- dren grow up and leave home, this task, which never was at all com- mensurate with her powers, dwindles. The work of her household is man- aged lightly and easily and she real- ly has nothing to take up her atten- tion. I pity this kind of woman from the bottom of heart, for l know that her very excess of ability is bound to involve her in difficulty. The natural thing, the usual thing for her to she does not have business enough of her own, is to look about among her friends and relatives and acquaintances and try to help them run theirs. Her intentions are good; she knows a whole lot of things that younger and capable women — sorely need to know; her advice and opin- ions are backed by years and years of successful experience; and yet her kind offers are bound to meet with ungrateful and perhaps even ungra- cious and resentful reception on the part of those whom she would bene- fit. and seems is practical that it have charge she Got a a my do, since less If only the younger wives and housekeepers were not all so pig- headed! Yes, pig-headed is just the word for it. There is Lucile, married a few weeks ago, who is making dreadful work with her initial attempts at cooking. Now what is the need of that child spending the time to work out for herself a sys- tem of culinary science? Here is Aunt Caroline, who has gotten it all down fine now, and would be so elad to tell and show Lucile for a little time, and help her manage. But Lucile never would stand for being bossed by Aunt Caroline, so she messes along by herself, her ad- vancement in household arts being painfully slow. And the amount that foolish girl wastes, it makes one to think of it! There Grace, another novice in housekeeping, whom her neighbor, Mrs. N——, 60 years old very skilful, et a of recipes less, kindly sick is and number peer- show a and possessed that are absolutely volunteered to little about pickles and _ preserves. Was it appreciated? Hardly. Grace soon was telling around among her ‘child Marie. friends that “Old Mrs. N-——— cer- tainly ought to be running a canning factory.” Mrs. N———— could run a lcanning factory, and a good _ one, while it looks quite unlikely that anyone ever will suggest Grace for such a position. There is Kate with her first baby. Whenever the baby is ailing Mother Wilkins—she the baby’s papa’s mother—-goes right over. There was trouble before the baby was a week 1s old because Mother Wilkins just hinted—you could hardly say sug- gested—that Lucy would be an aw- fully pretty name for the baby, when Kate’s head was set on calling the There has been trouble ever since because Kate gets scared and sends for the doctor if the baby does not more than hiccough, Mother Wilkins thinks she might better send for her. And the doctor Kate sends for is not the right doc- tor either, and here a week ago, when when the baby really was quite sick and Mother Wilkins insisted that the right doctor be summoned at once, because she was positive he could bring the child through if any one |could, Kate flared right up and told 'her—her own husband’s mother— that she guessed she “had a right to manage her own young one her- self.” The baby did not die, which fact its grandmother attributes sole- ly to the fine constitution it had in- herited from the Wilkins side. It is a bitter pill for many a good woman to swallow, but it has been demonstrated so many times that it may as well be accepted as an in- controvertible fact that wisdom and experience, and all that kind of thing, invaluable as they are to the person holding them, are non-nego- tiable assets. They can not be sold, they can not even be given away, for no one is willing to take them. The elderly woman who has a su- perabundance of these good things can not distribute them around among her younger friends who need them so much. So I say it is high time that some one opened a field of activity in which all this wisdom and experience and power and energy that is now running to waste can be utilized. As things Stand it is. bad capable elderly wom- still keeping her own for her work not enough to occupy her. But when Death re- duces her household to herself alone and everyone thinks she must go and live with her children, then things speedily become worse. For down in now enough for the an when she is home, is their hearts there are few daughters | and daughters-in-law that really wel- | come a capable managing mother to their firesides. They naturaily hate to see their pigmy powers measured up alongside of her colossal abili- ties. They would rather worry along way that they can than have a capable hand like hers take hold and straighten things out for them. It is not what mother will eat or what she will wear that is begrudged. In- deed, she generally is able to more than pay her way financially. It is that unerring judgment, that unfail- be contented to crochet tea cozies, or knit a stocking to pass away the time, it out to hear it purr! Of course she would bright as a dollar and have full pos- session of all her faculties, and see as well as ever she could, but still she never would see our faults and failings and ing it. and then ravel be any where we were miss- There is no way by which you : : -_|can change > ang - ingly good headpiece of hers that is sai the capable, managing dreaded. grandma into the placid, picture ‘ . : grandma, any more than you can All of us who are in any kind of]> : . y transform a war horse into a Shet- circumstances and possess any de- : oe aoe ited land pony. So I repeat that there gree of imagination would like to : 1s crying need of some proper field have as a member of our households]. hein slit i ; of activity for the capable and ener- what I will call a picture grandma, ; ; : ' c : i getic elderly woman, for now she is a creature of snow-white hair and|- : . ai : in the situation of a good general caps and kerchiefs, a dear placid old|_. ao : ..|With no army to command, an ex- body who would sit in her big chair : : ert farmer with no soil to till, < and piece away at a bedquilt which, si : oun, es . ©... actor without theater or stage. when done, would contain 8,967 Quill “patches,” and which we would take ere Get the women coming into your store and the men will have to come. Are not the women the ones who control the spending in the families you know? around to the county fairs and brag about, telling how our grandma 85 years old did every stitch of it. The grandma whom we want is of the kind that, if the piecing failed, would 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 Ce. Makers GRAND RAPIDS, MICH. =a Who Pays for Our Advertising? ANSWER: 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, advertising makes it easy to Sell LOWNEY’ S COCOA our advertising bills. All LOWNEY’S products are superfine, Pay a good profit and are easy to sell. Foore & JENKS’ CQLESIAN’S ~GRand)_ High Class Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats ‘Factory to Family’ schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. Terpeneless December 7, 1919 MICHIGAN TRADESMAN 21 How Fashions Are Created. “How are fashions created?” is a question that must often occur to those who are interested in this fas- cinating subject. As a matter of fact, few styles are actually created, the majority being merely evolved. In the world of fashion, as elsewhere, there is nothing absolutely new and the craze of to-day is only too often the revived fashion of a past age cleverly adapted to ultra-modern tastes. With regard to the actual proce- dure of evolving a new style, some of the cleverest dressmakers _ start from some dominant idea which they endeavor to materialize by trying it on the most elegant and picturesque model, studying the effect of the ma- terial, measuring, selecting, discard- ing, just as the result appears satis- factory or the reverse. They play with lace, ribbons, silks, embroidery, try them in a thousand different ways until they find their ideal. Ob- viously this is often a nerve racking business for both the artist and the model. Sometimes these models are stol- en by unfaithful employes, heavily bribed by unscrupulous firms eager to secure the “latest.” Others employ clever women to go. and_ sketch models under the pretense of giving orders for costly gowns, which they are allowed to inspect and see tried on. No sooner does such a pirate firm obtain a new model than it is cut .p.and distributed in sections to a number of workrooms. Thanks to a minute division of labor, they can re- produce, in an incredibly short space of time, a complete dress, frequent- ly using quite inferior materials and “sweatshop” labor. These they duplicate in immense quantities and, long before the open- ing of the real Paris season, place them in his windows with the de- scription, “Latest Paris Models.” Customers seldom realize that they are being defrauded by a pirated or stolen model or by some rehash of last year’s fashions. These exploits explain the jeal- ousy with which dress secrets are preserved in Paris. Nothing is more loathsome to the really elegant woman than the idea of wearing a dress accessible to oth- er women. So far is this fad carried that a select number of wealthy women have all their dresses special- ly designed; their material is spe- cially woven for them, and the col- ors specially blended and dyed so that the couturier may always ob- tain the desired effect. But it is not sufficient to invent and design a new fashion. It has to be launched in the most diplo- matic manner in order to secure its success. There are, of course, eral methods of attaining this sirable end. Often a marriage high _ life serves as an for the dis- play of a number of brilliant cos- tumes created by the leading firms for the aristocratic guests. At such sev- de- in occasion is sure to be a crowd, composed, to a considerable extent, of clever, elegantly gowned, lynx eyed young women from _ the leading dressmakers. The news that a new fashion has_ been created spreads with. remarkable rapidity and the daily papers, the illustrated fash- ion papers and the foreign corre- spondents eagerly announce that a new fashion has been created. But the new fashion, sooner launched, is already doomed to be eclipsed by something else within a brief period, for nothing evanescent. The craze for has to be satisfied, principel element in success. a function there no is more novelty that being the the big shop’s eee Smiles Win Trade. One of the most touching inci- dents of Hawthorne’s “The House of Seven Gables,” written sixty years ago, that which describes the experience of one of its charac- ters in setting up a shop. some is After trying the first day behind the counter, during which the petty details of country storekeeping on a small scale had vexed the soul of the poor old gentlewoman; when she had blundered to and fro, commit- ing the most unheard-of errors; “now stringing up twelve, and now seven tallow candles, instead of ten to the round: selling ginger for Scotch snuff, pins for needles and needles for pins; misreckoning her change, sometimes tq the public detriment, and much oftener to her own,’ a conversation two just outside the door, had_ noticed the shop window, was overheard by her: “Will she make it think you’ “Make it co. Not a bit of it. Why, her face is enough to frighten the old Nick himself, if he had ever great a mind to trade with her. People can not stand it, I tell you. She scowls dreadfully, reason reason.” There had_ hardly a pang, we may well believe, all her previous misery, that which the poor woman felt on hearing this conversation. Success seemed to her an impossibility. Early the next morning, with the augury of her ill- success fresh in mind, she respond- ed to the summons of the shop bell and admitted an old man whose counsel to the gentlewoman as itnportant in these days: a bricht for your customers, and smile pleasantly as you hand them what they ask for. A _ stale article, if you dip it in a good, warm, between men, who go, so OF Ho been so. bitter in as sage is just ‘Put on face sunny smile, will go off better than a fresh one that you have scowled upon.” The temper and manners of peo- ple have not changed in sixty years, neither have the demands of cus- tomers, and a smile and_ pleasant word are just as effective in these days. ——_-> + oe ___ There are a lot of people who think more of a_ cheerful manner than they do of a 5 per cent. dis- count. Cordiality is the cheapest thing you can dispense in your store. -Domestic Doughnuts in a New Class. The humble doughnut—so much maligned, the butt of so many near- jokes, the reputed maker of dyspep- tics galore, the alleged cause of pains without measure—the doughnut has been placed in a new class by no less authority than the Chicago School of Arts and Sciences. In a recent meeting this society solemnly voted to list doughnuts among the nutritive, heat-giving, digestible, healthful foods, with the assertion that it is “good for workers because of its fats and carbohydrates,” and that when properly made it is “one of the best of breakfast foods.” But that “made properly’! Aye, there’s the rub. The School proceeds to tell a waiting world just how a doughnut may be “properly made,” and be kept in the class to which it is entitled. Bakers all think they know how doughnuts should be made; but it is self-evident, from the bad name so widely given them, that the secret of their right making is known to (or practiced by) but few. If the School recipe will help to rescue this good friend of the bakery by all means use it. Of course it was not written for bakers; but bakers can easily put it their own vernacular: business, into Two cups of flour, one-half cup of sugar, one-half teaspoonful of salt, one-fourth to one-half cup of milk, one egg, one teaspoonful of butter, inelted; four teaspoonfuls of baking powder. Mix in the order given. Add one-fourth cup of milk to egg; add this mixture to the dry ients. Then add as much of as make the enough to handle. tion of an ring cutter, another portion When all and turn drain ingred the milk dough just soft Take a small por- roll to one-third thickness. Cut with a putting the scraps with to be rolled again rolled fry in deep fat When done will at a time and inch are when paper. who brown. in bakers and and the baking business as well as any man in the middle West said a few days ago that if he were to start in the baking business next week, he make specialty; would sell at would make A man knows bakeries doughnuts a make them dozen; and would he to he short is 2 a doughnut There may things than some eenis a himself rich in a time. He says he knows there splendid market for worth 25 cents a dozen. be more to these bakers think. 25 —_~++—__ The Holiday Spirit. The holiday spirit, the a treasure too priceless to throw lightly. It the thing which keeps us counting the golden threads among the silver instead of the oth- er way around; the thing that keeps us up all getting dolls dress- ed or the Christmas tree ready; the thing that makes the blood leap with the first fall of snow or the tinkle of the sleigh bells (rheumatics cepted): the thing that makes dare look approaching face saucily. "Why, | not much care,’ a woman not long ago. “I by way, is away is hours ex- us age in the said love to do give, but I do not see much sense in this setting aside birthdays and holidays for the giving. It always seems to me the holiday fuss is more or less of a tempest in a tea- pot.” And we closed our eyes and look- ed down long avenues of monoton- ous days, no high lights—a life with- out air castles. Perhaps this, too, depends upon the point of view, but if there’s a wee bit of a_ holiday spirit roaming about within you seeking warmth and encouragement, snuggle it up, for some day it will be a good friend. And we are not idealizing at that either. — ~ rears Vous EET ‘i Customers | nec ieianiiadiene ask your advice on matters of food pro- ducts. You want to] be posted, don’t you?| Then study the ‘fol- lowing. It’s in- structive. Minute Gelatine a is made from the highest quality of gelatine—other kinds may use a cheap- er gelatine as colors and flavors can conceal its inferiority. Init the most expensive vegetable colors are used-- others may be colored with cheap vegetable or coal-tar colors. True fruit flavors are used. They cost more but they are better. — Artificial, ether- eal flavors are found in others. They are cheaper and easier to get. [Minute Gelatine Flavored) is made to sell on quality —not by advertising or low prices only. Don’t take it that all other flavored gelatines have all the bad points mentioned. Most of them have some. None of them have all the good points of Minute Gelatine (Flavored). Decide for yourself. Let a send youa package free and try it beside any other flavored gelatine you may select. That’s fair isn’t it? When writing for the package please give us your jobber’s name. 2 MINUTE TAPIOCA CO., 23 W. Main St., Orange, Mass. | " DERFEc For $1.90 TION 1 will ship NG you com- cow’ plete Ironing Board | Sclar Sellieg arden etter : es | ae Brace, De Witt Mich Sawyer’s “= CRYSTAL wn, Blue. Re R ‘Sold i in Sifting Top Boxes. pend) FG RYSTAL: Sawyer’s Crys- tal Blue gives a | beautiful tint and restores the color to linen, laces and goods that are worn and faded. It goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - -MASS. ——$ $$ —_—__—___._____} December 7, 1910 MICHIGAN TRADESMAN HLT ( ~ FAN = A — we ALeat (60 §: ( Getting and Caring For the Christ- mas Season Trade. The coming of Christmas is now but a matter of days. The holiday trade, in fact, is already well under way. If you have not already made complete arrangements to get the business and care for it, there is no time to lose. Your entire stock should be ar- ranged for holiday selling with the point in view of making selection easy and of bringing the most giva- ble articles to the fore and pushing those less in demand for gifts, tem- porarily into the background. : The stance, handkerchief section, for in- which at other times does not occupy a great deal of space, can well be expanded now to double its normal size. There is a diversity of opinions re- garding the use of aisle tables at this time, many merchants that they help to sell goods, contending while others claim that at such a time when | the store will be crowded, they had best be taken out so as to permit free circulation of people, with the idea that the more the people get around the store the more they will see, and that the result will be high- ly satisfactory with regard to the re- sults obtained. Cards above the or at certain counters will do much to facilitate shopping with quent saving of time on the part of the customer and the removal of much of the trouble of shopping for those unfamiliar with the store. Everything displayed should bear a price ticket and wherever possible ar- | ticles at the same price should be) grouped. Package enclosures that say, “We can serve you well the day before | Christmas, but we can serve you much better now” should be used as | effort | early as possible, and every made to get shopping done the final rush. before Anything that you may do to help the customer in the task of sending presents will be sure to be appreciat- ed. A separate counter or desk should be set aside in some part of the store where parcels can be wrap- ped for mailing or expressing, and) where there will be writing materials for addressing, scales for weighing and stamps to supply your customers’ needs should they so desire. Holly tags for attaching to gifts can be bought for very little and given free with each purchase for gift purposee. Handkerchiefs, dress and waist lengths of materials, and many shelving telling | what is to be found in certain aisles | a conse-| father things can be given a holiday ‘air by being neatly boxed, free of \additional charge. | Boxed handkerchiefs should be es- ipecially featured and the boxes ‘should contain not only single hand- |kerchiefs but dozens and half dozens |with price by the box. When the stock is arranged and ticketed and the interior of the store \in holiday dress, turn your attention |to the things that are to bring people |to see your goods. | First of all, the advertising. Let it |savor strongly of sentiment, for at ‘this season sentiment plays an impor- | tant part in purchases. See that your |advertising is well illustrated and that iit lists items that will be interesting, | bescause the aim of all successful ad- |vertising is to bring people to the | store, and you can never attract, es- |pecially at this time, with the wrong kind of offerings. But holiday advertising can do more than merely attract people for ithe articles advertised. It can, ithrough sentiment, appeal to the generous in their natures, to their imagination, so strongly that they | will have the desire to buy well found- ‘ed before they enter the door, even although it may not be a desire to buy the specific things mentioned in the advertisement. Give sentiment its position of im- portance and, if possible, let it ex- itend to Santa Claus labels for all | packages leaving the store. Classified Christmas shopping lists suggesting gifts for each member of the family, with space for checking \the items, the shopper will be inter- ested in, and the suggestion that the |list be brought to the store on the /next buying expedition, can be profit- | bly used either as package enclosures lor for mailing purposes. | In these lists prices should be giv- ien or a range of prices at which the articles may be had. Glove certifi- /cates and merchandise certificates re- ideemable in merchandise for a cer- ‘tain amount are favored forms of | solving the perplexing problem of what to give. They should prefera- bly be of different colors, each color | meaning a certain amount, and with- |out a notation on the face of the cer- |tificate of its value. As for the windows, merchandise | should, of course, be the theme, but ‘in many cases additional features will |/more than repay any efforts made in |their installation. The following are suggestions: | A live Santa Claus, either making io demonstrating toys in the win- dow. | Winter landscape backgrounds ar- ranged so that snow (paper pings) is constantly falling. Figures of Santa in his sleigh, gaily riding through snow-capped moun- tains in the background by means of an endless belt arrangement. clip- Santa Claus in an airship propell- ed by an electric fan. Pantomine effects in which the window shows the interior of a room with a child asleep and Santa filling the stockings. A doll’s theater with a marionette performance at stated hours. Aquatic toys sailing around minia- ture lakes made of zinc pans, filled with water and edged with moss or sod. But the crowd outside at the win- dow won't buy much unless you get them inside the store. A live Santa to talk to the children, demonstrate mechanical toys and be entertaining in various other ways usually has the effect of not only crowding the store with youngsters but with “children of a larger growth,” for we are all still children at heart. This Santa Claus should, if possi- ble, arrive on the train from a near- by station and his arrival should be announced sufficiently ahead of time so that he may be certain of an en- thusiastic reception. He might then be driven to the store to greet the youngsters and give out inexpensive souvenirs. One store uses buttons with San- ta’s picture and the name of the store on them, and the good saint SWEETEN UP Xmas Your Stock for the With Xmas Table Linens Xmas Napkins Xmas Pattern Cloth Xmas Towels Xmas Lunch Cloths Xmas Side Board Scarfs Xmas Fancy Toweling Trade Grand Rapids Exclusively Wholesale Grand Rapids, Michigan Dry Goods Co. We offer— 30 x 60 Smyrna Christmas Presents Rugs Make Good Xmas Presents $o 75 in lots of ten or more. 27 x 60 Axminster 1.60 formerly $1.85. 27 x 60 Saxony I. 50 36 x 72 Saxony 2.75 27 x 60 Body Brussels 1.97% The above come in oriental and floral designs—good colors We have for sale about 50 second hand store stools at 50 cents each. P. STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. MOR ncasn weer od December 7, 1916 MICHIGAN TRADESMAN requests each child to wear the but- ton until Christmas in honor of him. Santa might have a large book in which he records the names of the children, a list of the things they wish to receive as gifts and the ad- dress of their parents. A better plan is to make these no- tations on ecards, which are then mail- ed to the parents. Santa Claus mail boxes for receiv- ing letters to Santa should be placed at places throughout the store where they are sure to be seen and to en- courage this correspondence; prizes might be offered tur the best Santa Claus letter. Anything that interests the children is good holiday adver- tising. One store has certain hours during which the children may talk to Santa over the phone either at their own homes or from a booth in the store. Santa sends letters from another store asking the children to come and see him. Moving picture entertainments dur- ing the less busy hours, showing Mother Goose scenes or other things with which the children are familiar will bring them in when they will be the least troublesome. It would be well, however, to fe- member that in adpoting any of these plans you should make one of the conditions that parents must accom- pany the children who participate. A doll doctor to mend broken dolls that the little ones may bring in can huild up a lucrative practice during the next few weeks. One hustling merchant advertis- ed that each child might bring a stocking to the store and leave it to be filled by Saint Nicholas, provided they would call for it the day be- fore Christmas and bring their pa- ents with them. The handkerchief sale should be one of the leading merchandise events of the holidays. It should be given plenty of advertising and plen- ty of display space in the store. One of its leading items should be hand- kerchiefs of many different kinds at 9 cents each, three for 25 cents, oF 31 a dozen. By naming a quantity price, quantity buying often follows. Hosiery sales should feature stock- ings suitable for gifts, and the fact that each is boxed ready for giving. Suggestive displays of merchandise may be made both in the store and in: the windows by having one coun- ter or table filled with gifts for fa- ther, another for mother, and so on, until each member of the family has been considered. In fact, every dis- play either in the store or in the windows should be suggestive of giv- ing to the extent of having holly de- price cards or wreaths and sprigs of holly scattered around. If the store is to be open evenings, After Supper Sales will be productive of good results for the reason that the men can come to the store then. fn considering the Christmas prob- tem do not overlook the men. A neat folder offering suggestions of giva- lle things and assuring freedom from importunity to buy, ought to bring many men to your counters who sel- sign 4 . wanted something else. dom see the inside of a dry goods store. All of these suggestions are for getting the business. When it does come you must take care of it. See that your salespeople are well post- ed not only on their own lines but on the location at least of other lines in the store. See that stocks are kept complete and that deliveries are made very promtply. See that your fire protection is adequate and provide, if possible, for every other exigency. a - John Gresham Lost by His “Stiff- back” Methods. A couple of months ago I happen- ed to occupy the same seat with John Gresham when taking a trip to market, and after we had discuss- ed the weather, the crops and va- rious other items of general interest, our talk naturally drifted into busi- ress channels. Now, John owned a very clean up- to-date store located in the center of the business district of a city of twenty thousand, and had been in business in his town for a number of years. But some way he didn't seem to “get on.” He had a nice lit- tle business, but although others “spread out” John kept on in the same monotonous way, having about the same volume of trade year in and year out. Socially you would not want to meet a better fellow, and he was honest as the day is long. In his way, too, he was aggressive and wide-awake, and the lines he carried were ‘nquestionably good merchan- dise. ] had been in his store on sev- eral occasions and had noticed that his prices were fair and reasonable. With all these things in his favor, ! was at a loss to understand his lack of growth. And so as we flitted by corn fields and over bridges, T started an inves- tigation for my own benefit. We took up various business topics, and on each his judgment seemed _ sound. From that we drifted into politics and then back to business. Finally the reason I sought came like a flash of lightning. “I'll tell you,” he said, “a man has to stand up for his rights even if he is in business. It does not do to let peo- ple impose on you too much. Why, [ sold a fellow a shirt the other day and he took it home and tried it on and brought it back because it was too small, expecting me to give him bis money. I'll tell you, ‘] showed him where to head in.’ He ought to have known what size he wore, and if I had taken that shirt back I would have had to send it to the laundry before it could have zone back in stock. “And, what do you think a wom- an did in the drapery section? Why, the clerk had hardiy got a piece cut off when she changed her mind and Of course. the cut-off piece was a good length and would probably have sold read- ily, but if I had allowed that woman to do that that time she would probably have tried it again. “I'll tell you,” he concluded, “you have simply got to stick up for your rights or they’ll trample all you.” over Last week John made an assign- ment. Every one wondered why. f knew. It was simply that John had regarded his rights above pleasing his customers. He had not given the sort of service that will hold trade and for years had been get- ting new customers to take the places of those that he lost by his “stiff-back” that ‘his trade had remained about the same. methods, so But the time came when the ter- ritory had literally been pumped dry, and his trade dropped off so fast that he could not withstand the fall. John’s case is typical of stores—many more imagine. many than one might They have not all failed yet, but a whole let of them are on the toboggan. From a_ business standpoint doesn’t it pay to be im- posed upon at times? There are not many people who ask unreasonable things of the merchant. Let us look at the proposition from an unbiased standpoint of dollars and cents, de- cide which is the better way and then turn the searchlight on our own business, and if we can find any form of imposition that will pay a profit put it into effect at once.— Dry Goods Reporter. _—-2>o—_—_—— Gift Handkerchiefs. Retailers in the larger cities are featuring holiday handkerchiefs, and many stores have entire windows given up to a display of this attrac- tive and popular line of holiday mer- chandise. Conspicuous in these dis- olays are the decorated holiday boxes and dainty hand-painted folders which add to the attractiveness of the higher-priced numbers in the eyes of prospective purchasers, and incident- ally to the price. Handkerchiefs are one of the strongest and best paying lines of holiday merchandise. Unlike many which come under that head they are also good every month in the year and any day in the week. The merchant is never “stuck” even should he buy a larger stock than he is able to get rid of at once. He can contemplate carrying over a stock of handkerchiefs without either acceleration or diminution of temper- ature. He is sure of this one article be- ing in demand alike by prince and pauper, and the up-to-date merchant carries a line of handkerchiefs suited to the needs and purses of these ex- tremes and every grade between. At the aristocratic head of the list are the real lace handkerchiefs of Brussels and rose point, Duchesse, Princess, Valenciennes and many other cobwebby creations. Then there are the embroidered handkerchiefs, Madeira, Swiss and Irish in the or- der of their excellence down to the cambric affair which sells for a few There is no difficulty in prices to suit lines pennies. finding styles and everybody. Truth in Advertising. Any man who thinks that he cam build up a fine business and hold his custom by deception and_ falsehood will wake up some morning to find that truth has closed his store by depriving it of customers. It is not regeneration we wish to impress up- on mountebanks, but good methods of advertising. Truth and sincerity must be the groundwork of all good systems of advertising. If these are lacking in articles of publicity all good is lack- ing. In some advertisements the decep- tion is so subtle as to hide itself from all but the discriminating ob- server, while in others the superla- tive style of composition betrays the deception to all who read. It is better to say little in your articles of publicity, but let that lit- tle be the truth, and nothing but the truth. Large, ilaming, braggadocio prod- ucts are never effective. They are more of a burlesque than something real. It is dangerous to play the buf- foon in advertisement; better play the clown in your store and not advertise at all one’s than to send out such travesties on decency. H. A. Seinsheimer & Co. CINCINNATI Manufacturers of ‘*‘The Frat’’ YOUNG MEN’S CLOTHES We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. New and BAGS senctha For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building : Grand Rapids, Mich. “Graduate” and “Viking System’’ Clothes for Young Men and “Viking” for Boys and Little Fellows. Made in Chicago by BECKER, MAYER & CO. The Man Who Knows Wears ‘‘Miller-Made’’ Clothes And merchants ‘““who know” sell them. Will send swatches and models or a man will be sent to any merchant, anywhere, apy time. No obligations. Miller, Watt & Company Fine Clothes for Mea Chicago 24 MICHIGAN TRADESMAN December 7, 1910 PUBLICITY ADVERTISING. Merchants Need It Occasionally To Straighten Out Kinks. Written for the Tradesman. The writer of good advertising matter must be a broad minded fel- low. He must look far into the future and must not be discouraged if his advertising does not draw trade immediately. In a general way we can not say too much about our goods and the system used in dealing with the public. People are very sceptical and refuse to believe many things they read in advertisements. The large retail mail order hous- es know this and in they insert every word known in . 1 the English language which conveys | suggestion. said, “Boil down This may be good ad- Some one advertising. your 3 vice, but one must know how long |} to let the kettle boil. We should spend no less than 5 per cent. sales ad- vertising and. this amount ought to be spent in many different ways. We should run ad- vertisements with nothing them but the articles and the prices, and every once run publicity advertisements. of our gross in our business, in in are written to catch the eye of new- | Our old | comers and customers. customers need talks, but it takes many gestions to fasten the mind of a new custonier—on our way doing business. new no a od sug- of If I should advertise the best flour for 25 cents less pound sack than any other dealer in the city, IT would not get the atten- tion of a newcomer or.a cus- tomer if he were a sceptical sort of fellow. To catch him I must feed his mind with intellectual reading matter that he is likely to be inter- ested in. on a ninety-eight new The more intellectual and interest- ing we can make some of our ad- vertising the better it is for the business. The only power that at- tracts people’s attention and holds it is the power of suggestion. Publicity advertising is not intend- ed to bring immediate results. It is written to educate the public in the many different departments and the system of conducting the business in general. It is a waste of money for the re- tailer in small towns to spend much on publicity advertising, but those who are doing business in larger cities ought to think deeply about this subject. Attractive head lines, backed up with good intellectual matter con- cerning things of general interest, are advertising if they carry the moral and executive principles of the business. Acknowledgments of the indebted- ness we owe the public if well writ- ten is good advertising. There are always many good cus- tomers who have grievances. and who feel that they have been cheated good consequence | awhile we ought to} These | long-drawn-out | and who stay away from the store. These can be induced to come back if we use good judgment in our pub- licity advertising. Nine times out of ten when people |have grievances they are unfair and unreasonable and they know it, and if a merchant will spend a little of his advertising money on_ publicity advertising he may get these people back. Publicity advertising ithe place of personal letters. They 'should be written so plainly that | there will be no doubt about the imerchant’s desire to do right in all | matters. should take We are in duty bound to impress jupon the minds of every customer that we mean to treat them on the square and order to do this there is no better method than pub- jlicitv advertising. People as a rule love the jpathetic touch, the elements of hu- jman benevolence and unselfishness jand if we are educated in our busi- iness we know just what chords to itouch to reach the ear of those who |have the wrong opinon of us and ithe goods we have sold them. We not be inhuman and (barbarous by thinking that it makes if people do we are not just right our- and that our goods do not igive satisfaction. Some of us _ re- itailers get a little too independent. When our minds are filled with inde- ipendent thoughts it pays tenfold to keep our thoughts to ourselves—if we can. But, on the other hand, if in sym- should ino. difference some ithink selves we are really and truly in earnest and are trying to give our trade every possible advantage we _ can not write too much about it. Talk about your business day in and day out, year in and year out, but be sure that you back up every word you say. The gathering clouds of disap- pointments are caused by the dis- turbing elements of not telling the truth. The infernal idea that we can de- ceive the public is the cause of mich of our trouble. If this kind of thought was not in and around our commu- nity maybe some of the more hon- est merchants would not have to spend any of their hard earned money on publicity advertising When things are not done right they must be again and for this reason we must do some pub- licity advertising. made over The great retail merchant is up against questions and the best thing for him to do is to make the pub- lic his yokemate and he should think about this courtship with oth- er ideas than that of a valentine. There are some people who do not care a rap about who and what a merchant is; they do not care if he gets drunk, stays out all night and comes home and whips his wife, just so he gives them the right goods at the right price. There are a few stores I know of that are doing a great business and the proprietor is drunk half the time, but I notice that the personality of some other man is behind the business. Every person—it makes no differ- ence who or what he is—admires courtesy, politeness, honor and ex- cellency. The merchant who is wise enough to live right and to con- duct his business right and is not afraid to publish the fact—will make a success. One ought to fashion his business after the manners of the largest num- ber of the people in his community, so when he sends out his publicity advertising it will attract the ma- jority of the voters who decide his fate in the business world. pians tail from a attention to details The American fail- “Most great lack of proper in the execution. ing is a lack of thoroughness.” “When you get a hard job divide it into its parts. Then tackle each part separately.” Advertising is the hardest job in any business and _ it should be divided into many parts, put in many places and in many dif- ferent ways. The two quotations just used are taken from the issue of the Michigan Tradesman of Nov. 16. Edward Miller, Jr. — +2 2>—____ Confidence an Asset. You may bring customers to your store once by shrewd schemes and advertising, but you can not hold them hy this means alone. Unless you satisfy them, give them good value for their money, you can not induce them to come again. But the satisfied customer is a perpetual ad- vertisement. He not comes again himself but he sends _ his friends, and they furnish a perpetuai mouth-to-mcuth advertisement which gives stability and permanence io a business which can never come from mere newspaper advertising. Many young men going into busi- ness seem to think that price is the only element that enters into com- petition. But it is really only one of many. There may be a score of reasons besides price why customers flock to one store and pass by a dozen half-empty stores on_ their way. For instance, a great many people never learn to depend upon themselves in their buying. They do not trust their own judgment, but depend upon the clerk who waits on them. A clerk who knows his busi- ness can assist a customer wonder- fully in a very delicate way by sug- gestion, his knowledge of goods, of qualities, of fabrics, of durability. The courtesy and affability of clerks in one store pull thousands of cus- tomers right by the doors of rival establishments where the clerks are not so courteous or accommodating, and a little personal interest goes a great way in attracting and hold- i Most of us are will- only ing customers. ing to put ourselves to considerable trouble to patronize those who are accommodating, who show a dispo- sition to help us, to render us real service. He is a shrewd merchant, there- fore, who keeps only courteous, ac- commodating employes. Confidence has everything to do with patronage. We like to patron- ize the firm which has a good repu- tation, and many prefer to pay more for articles in a reliable store that guarantees their quality, than to buy similar articles at a much lower price in an unreliable store. People are afraid to go to unreliable places, even although the prices are cheap- er. They have a feeling that they will be swindled somewhere; that the lower price only covers up poor quality. There is no one thing that has so much to do with a business man’s success as the absolute confi- dence of the public. —_~-- > ___- A City Must Advertise. Elbert Hubbard wrote recently that not long ago he visited the far-fam- ed Mammoth Cave, in Kentucky. He found clumps of willows and grasses grown up before its entrance. The large hotel that entertained hundreds of guests were falling down and in ruins. Only a single family of farm- ing people lived near the great cave’s mouth. Once inside the cave, Hub- bard was still more astonished, for he found thousands of names written and carved on its walls. There were the names of Emerson, Longfellow and President U. S. Grant. Hubbard asked himself a question. How is it, he said, that so many people once journeyed to visit this wonderful place and so few come now? He inquired around. He soon got an answer to his question. It was this: The man who once ad- vertised the Mammoth Cave so ex- tensively a few years ago died. And with the death the advertising manager the great cave, with all its wonders dropped out of sight. It is the same old story. People won't know what your goods and your town are unless you advertise. An enterprising man for twenty- five years advertised the Mammoth Cave and got thousands of people there. Every fellow used to take his girl there on their honeymoon. But now it is obscured by a jungle. No one knows about its wonders. Why? The advertising man died. —_——_>--9———___ Fortunes in Nickels. Dividends of millions of dollars are annually declared by the street railway companies, the elevated roads and the subways, all of which come from the nickels paid in by the throngs using the roads as a means of transportation. ot The five and ten cent stores are multiplying because the real busi- ness man has come to appreciate their value. It is the small cash sale, the low price, which brings the crowd, and it is the cash which paid that enables the merchant to finish up the year with a nice bal- ance. The all-compelling power of ' low price brings the people from far and near to secure the little articles needed in every household. Such stores do not often fail, for they have the business, they get the money and they realize the profit. oe is The special sale should not stop with being a good business maker. It should be a profit-maker as well, indirectly if not directly. December 7, 1910 MICHIGAN TRADESMAN v3) 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, aii : which guarantees to the proprietor that the proper Can be operated by electricity and is built to stand amount of money is put into the register. on floor or counter This register tells you at This Is The Se Detail Strip VERY time a clerk makes a cash sale or a ‘“‘charge’’ sale, | or receives money on account, or pays out money, the Register prints a record of it on this strip of paper. In the meantime the Register is also add- ingon separate wheels the totals of these various things. Intl COomreovulmnn 2 O~I— = GI IOOND AI bP ob LOS MOS IMO cor —QANO-ONOO—-—© NINOCA UICN—= Ou) Actual Size night these four most im- portant things: 1—Total cash sales made by each clerk. 2—Total of your credit sales. 3—Total amount of money received on account. 4—Total amount of money paid out. Also the secret adding counter tells you the total amount of all cash taken in. 183 SEP 30 WE 1 TS MITCHELL & SEABURG 901 W. Second Sirest, OTTUMWA, - IOWA. Groceries and Maats. ‘This is your receipt for the correct amount of your purchase. See that you get it. (over) Actual Size This Is The Printed Check R customers’ re- ceipt that the Register prints every time a sale is made, or money is paid out, or received on ac- count, guaranteeing to the proprietor that the proper amount of money is put into the register. This check | makes a fine thing to print your advertise- | ment on. Write and tell us the number of clerks you employ and we will send you description and price of this register built to suit your business This will place you under no obligation to buy. The National Cash Register Company, Dayton, Ohio Salesrooms: 16 N. Division St., Grand Rapids; 79 Woodward Ave., Detroit 26 MICHIGAN TRADESMAN December 7, 1910 FOR GROCERS TO DISCUSS. F. J. Buckley Suggests Ideas For the State Association to Consider. Secretary M. L. DeBats, of the State Retail Grocers’ Association, has asked me to write with reference to some new ideas in the grocery business, for discussion before the meeting of the retail grocers of this State. IT have been hesitating as to what to say. However, I can write the letter, and I trust that any ideas that may be gained from anything | may have to say will be somewhat beneficial to the organization. The science of running a grocery or merchandise business has been ris- ing pretty rapidly for some time. In fact, the last two years have dem- onstrated to me heyond a doubt that, while there are still merchants who buy at a quality goods, the majority of them have learned that for future profits and for the future good of the grocery food price instead of business—especially since the law went into effect—it is absolutely necessary to handle a good line ot merchandise, be careful of what they purchase, forget price cutting, work with their competitors and, above all, follow the modern methods of doing business which are very apparent to- day The retail grocer who watches his accounts closely, issues credit for convenience only and sells his goods for cash, or nearly so, is the one who will stay in business for the future. The wholesale grocer, in my opin- sells the retailer take time the due date on his invoices, or does not see that such retailer pays his ion at least. who ind allows him to past bills when due, is doing the public, and especially that retailer, an injus- tice as well as himself, and will soon- er or later meet with a loss in his business. T believe my opinion can be = sub- stantiated by that of other jobbers who have made a study of present conditions in this business. The mar- gin of profit in the retail or in the wholesale grocery business to-day is so small that it behooves the average merchant to be as careful and do business with as much dignity as the banker. For instance, the banker does not take the chances that the retail grocer does: he makes more money You go into a bank to do business, present your note for discount and the first thing that banker does is not only to question you as to your own responsibility and ask for what you have and what you own to be in writing, but he also wants to see it. He does not always take vour word for it. He may send a man to see what vou have—your reputation sometimes has something to do with it. Even on top of this he says: “Well, have you an endorser?” If you do not have, you are not likely to get the money. The consumer comes into the re- tail grocery store and without ques- tioning at all, without any comments from them or him or her, he asks for credit, never stopping to think that that merchant is entitled to where he has been buying goods, know whether he has paid for them, wheth- er he paid the bill at the last place where he purchasced or how much time the retailer wants to give him on the purchase. The retailer should not give credit to a consumer except as a matter of convenience, simply to save the handling of money at each time an order is given. If a consumer wants to buy goods of a retail gro- cer that retail grocer should have an understanding, before the account is opened, as to when the bill is to be rendered. He should say to the cus- tomer, “Now, I will give you credit and will run an account with you for two weeks. I have looked you up, find that you have paid your bills where you did business before or where you have been buying your goods, and I am glad to have the bills are payable every two weeks, or thirty days.” depending entirely on the sys- tem the retailer has inaugurated for the collection of his accounts. Then when that two weeks or thirty days are up it behooves said retailer to pelitely ask that consumer for the money; not take a payment on ac count, but ask for the money—what the bill amounts to—and the bill should be paid in full before con- tracting new indebtedness. This is the only safe way, and conditions at the present time warrant the state- ment that it is not safe to do business on a credit basis with anyone except as a matter of convenience to the consumer, business, but my every I hope your Board of Directors will take notice of this fact and de- cidedly and surely try to educate the retail grocery trade of the State of Michigan, or wherever they do busi- ness, that this is the only safe way to run a grocery in the future. If 1 were in the retail grocery business I would not buy goods of the jobbers who sold to every Tom, Dick and Harry and allowed them extended credit—allowed bills to mature and did not see that they paid them when due. I would not buy goods of a wholesaler grocer who permitted my retail competitors to discount their bills beyond the limit of time. It would be doing me as much of an injustice as he did to himself. The retail grocers of this State should be willing and consider it a favor to belong to the Retail Gro- cers’ Association and pay a certain sum vearly towards its maintenance. Besides their local Association afili- ating with each otherin their towns, they should see that their Association belongs to the State Association and a goodly sum paid yearly towards its support. I will say right here, that there are enough good retail grocers in the State of Michigan to raise at least $10,000 per year _ to- wards the expense and maintenance of a first-class organization. An association is not for the pur- pose of agreeing to sell goods for certain prices, but for the purpose of hiring capable men—men who under- stand the science of merchandising and who can call upon these retail- ers, who belong to this Association, periodically throughout the State and show them where the weak points are in their business You can not hire this kind of man or men for nothing; you have to pay them for it. They are brainy men, have earned and can earn good money in their line of work. You know it is often said that “advice is cheap.” It is, but when vou pay for it I notice you give more attention to what is told you than if it eame free and off-hand In other words, it is listened to but seldom followed. The business of this country—it does not make any difference wheth- er | am referring to the grocery business or any other business—will be carried on in the future by men who are capable, who understand business methods and who will give the consumer and everyone a square deal. That is to be the future policy; there is no question about it. The merchant who tries to pursue a dif- ferent policy than this in the future will certainly be up against it. He can not eventually make a_ success. He must fall by the wayside. You can depend upon it that he will not stay in business so long in the future as he has in the past on anything but the square deal proposition. So many of tts in business pay at- tention to what the other fellow is doing—-what the other fellow is of- fering—instead of trying to run our own business and make it profitable by using all of our time and modern business methods to make it a suc- cess. I am giving you my views and |! trust some good may come of them but I state to you frankly and con- Adentially that if I were the represen- tative of the Retail Grocers’ Associa- tion and went into a retailer’s store I would see that he was instructed to dust off his shelves, keep his goods neat and clean, the fresh goods al- ways to the front, watch his clerks, see that they made correct account of every cent they took in and watch all the little details that are so im- portant in a business; and, further- more, I would question him to see if he paid his bills when they ma- tured—whether he took care of obli- gations as agreed upon: also, if he collected his accounts promptly and what method he pursued towards the giving of credit. There are a thousand and one little items that the average retailer overlooks and to which his attention is not very often called by anybody. He simply goes along on the line of the least resist- ance and hopes to come out in the end all right, banking on his own intuition, which is sometimes not strong enough to carry him through The average grocery nowadays should be modern and attractive. The retailer should place himself in the consumer's position once in awhile. Go to the front of the store, look around and see how it looks from the consumer’s. standpoint: notice whether the store is kept thorough- Ivy clean and articles ready for. the customer to see or handle when he comes in. All these little things TRA F YOUR DELAYED 6 FREIGHT Easily and Quickly. We can te!l 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 ofte 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. oe December 7, 1910 MICHIGAN TRADESMAN afe very important in the retail gro- cery business, and I certainly hope the time will come, if it is not al- ready here, when your Association will have a man or men to call on the retailers who belong to your As- sociation, talk with them, advise them and in the end they will make better merchants in every way, I can assure you. F. J. Buckley. Bay City, Mich. —__+~- 2. The Grocer’s Window. There is no more excuse for the gtocer’s failing to have good window trims than there would be for the dry goods merchant’s. In past years, before this present era of package goods, there was more of an excuse than now. In those days the grocer handled nearly everything in bulk and it was a much harder matter to get up an effective dis- play, either in the store or in the window, than it is now. To-day, with store filled with all kinds of package goods in bright, clean, high- ly colored and attractive packages, the grocer who does not have good window displays has no good excuse. Since the enactment of the food and drugs act and the attendant and resultant agitation of pure food sub- jects, the public is much more inter- ested in food products than it used to be. People like to see different kinds of foods, either new or old on the market, shown and exhibited in an interesting way. The grocer may easily create interest by arranging a his series of different window displays, each one featuring some kind of food. A Coffee Window. For instance, one window might be entirely devoted to coffee. If the gro- cer handles more than one brand of coffee—as most of them do—he can combine his different brands in a very effective way, and can show the different kinds of coffee on plates or saucers or in some other appropriate way. Another window might exploit the different kinds of teas the grocer handles, with some of each kind shown in the same way the coffees were shown. Several of the large tea chests from Japan might be used in this display. Breakfast Foods and Cereals. Another time the different kinds of breakfast and cereal foods the grocer handles might be made the subject of a very striking display. Most gro- cers have enough different kinds in stock to enable them to give this window considerable variety, and the way in which the manufacturers vie with each other in getting out high- ly colored and handsome packages makes it easy to get up a bright and interesting display. Very brilliant and attractive win dows can be made with nothing but biscuit cartons, of which there is a great variety and all of which are handsome and highly colored. Canned fruits and vegetables of dif- ferent kinds could be used for an- other window, and bottled goods for still another. Why does the average retail gro- cer wait for the manufacturer’s trav- eling representative to come along Push the Fancy Groceries. = at the time when they are in and put in a handsome, interesting, From now until Lent balis, par- | mand? Keep the stock f a attractive window devoted entirely tojties, sociables, dinners and social en-j|tractively di aved Let the w his particular brand of goods, what-j|tertainments crowd upon each other. de : ters, th 1elve ever it may be? Why does he not|}From now on merrymaking, eating |b h goods that p 2 pr put in a few good windows himself?}and drinking will be the order Staples s themse! t At this season, when all the world |the day. $3 require the tact, ing . is thinking of Christmas, the grocer’s} Never before was the array art the salesm t 10Wwe window should be suggestive of the |tempting articles of food so great ‘ rewarded service, the sort season. Show things that will make|never before so many put up in at-| work that sides ther people want to eat or give away, that |tractive form. The windows of the |added satisfact t - will appeal to their appetites and|best stores are brilliant in their set sed, , mm their memories. Put color into the|ting of fruits, fresh and rved f frie x3 display and good cheer and _ the|foreign and domestic delicacies. And t pular Christmas spirit. vet there are mary retailers who s of 2 4 cin OO move along duri this favorabl- | Le Ke>D UF - “Must Haves” For the Kitchen. season in an indi t and mechan rocerie rnish - “There has never been the proper |ical way. pushing the sale of the nec-/ers with r - 2 r system in the home,” said Mrs. Alice |essaries of life, handling them at : : ration - G. Kirk, decidedly, “and it is my ob-| profit barely sufficient to pa the 7: : ject to teach the girls of the next}cost of the service and giving [ttl er - generation to have a system. Home-|or no attention to those things whic mak mpress keeping is a profession. Homekeepersjare not articles of dail 1 nd tr should realize it. which tickle the palate and afford . : “In the first place a kitchen should | 200d profits. They elect “ be so arranged as to make for ease |partrients where large margins ar rst rat wr and efficiency. A woman should have|to be made and toil and advertise t sker ‘ aa , her tables and her dishpans high|sell things which everybody must nine « tewvest enough so that she can work at them | have. wocers. 2d e he 7 without stooping. In buying utensils No dealer ever built up a trade in a ‘ aa A for the kitchen, the motto should be:|fine and fancy groceries thout be sk and « _ - ‘The best is the cheapest.’ There are| ginning in a small w and working atid ; ie some that are really ‘must haves. |hard to introduce goods and con- ata iii Anything that saves labor is. A|stantly adding something new and at worl kitchen cabinet, as an example. It|tractive. There is not a village, town re am arrangement saves steps and work. Every womanjor city where there are not peopl re allowed some tim cr ought to have one. And she should|who are fond of good g t 1 es get @ g have a high stool, which can be mov-|hke variety of diet. The or Don t ar t e ot ed easily, and on which you can |farge, the opportunity to merease the | store, or rd room, or bowling perch if you have a moment now andjvolume of trade and profits mvit- feeping im tobas nok then. ing and promising. Why not labor| the great tdoors that en “For small utensils there are 2{/to sell the fuxuries, the delicacte asy clerk dozen or so that seem absolutely nec- a i ae i essary. A bread mixer is one of them, for bread is the very first thing in the life of a home. Then eM iny, a food chopper and a_ casserole.” oy OS Mrs. Kirk touched a little brown = " = dish and went on: “A casserole can oa be ttsed for several purposes, among au feés others the cooking of the cheaper Se cuts of meat over a slow fire. The result is a most appetizing dish. “Every woman should have a sharp vegetable, meat and bread _ knife, It is a mistake to think that CERESOTA sharp, mind you. No man would at- tempt to work with the dal toot is expensive because it costs more than other that women use. She should have a tin flour bin, and a steam cooker, flour. Better bread and more of it pays for if possible. At any rate a woman ” should have double boilers, and use the difference in price. them al! she can, for steam cooked food is very economical and health- Money back if it isn't so. iul. “Then get a steel frying pan. It -s light—a woman ought always to| have light dishes, and | steel does not] Then soak the grease as iron does. if the cook will buy a little 3-cent| brush for washing the vegetabies clean, I think she will have at least! a few of the ‘must haves.’ ””—Boston Traveler. Do not think for a minute that man can gamble and drink outside of the store and become a honesty 1 & 7 mode! ot and sobriety as soon as he your threshold. —_—_»+2. If loud talk and loud laughter are crosse allowed in your store, be sure it will | offend and drive away a good many| of the most desirable kind of cus-| tomers. } JUDSON GROCER CO. Distributers Grand Rapids, Mich MICHIGAN TRADESMAN December 7, 1910 = — = = ~ - ~~ = — (ct BEHIND te COUNT IDEALISM AND HARD WORK. Nothing Incompatible if Hard Work Is Done Well. Written for the Tradesman. Many young occupying en rather unremunerative positions, seem to think they have a kick com- ing. It is theirs to perform humble and prosaic duties. Such, for exam- ple, as sweeping out the the morning, washing windows, tidy- ing up the store betimes, replenish- ing the fire, bringing in kindling and coal, delivering parcels per their pedals, etc., etc. And sometimes they are disposed to become restive un- der such tasks. They seem menial and commonplace, and they feel that they are cut out for impor- tant things. men who are store in more On general principles I am_ con- strained to commend them; that is, insofar as they actually desire to qualify for more important duties. Ambition ought always to be en- couraged. He who blights and chills by a sarcastic and unsympathetic word any sentiment of aspiration in the bosom of another is guilty of a misdemeanor. I had almost used the word “crime;’ and, really, that is not putting it too strongly. Crushing ambition is, fundamentally, tanta- mount to crushing out life; for as- piration is the very flower and per- fume of life. And it is not a deplorable thing under the sun as some people would have us believe, that a young man should think rather highly of such himself and his capacities. More peo- | ple are doomed to subordinate plac- es by lack of proper self-valuation than from any other cause. And a smattering of egotism is not going to hurt anybody. If a young man happens to think more highly of himself than there’s any occasion for | the tilts and jolts and buffetings of | subsequent experience will knock all that out of him in due time. And in the elegant language of the telephone girl, “Never mind it, please!” He'll outgrow it. Of course if he actually makes good on a scale commensur ate with his ideas of himself, then the joke is on the people who said it was not in him. If he does not make good according to his im- aginary capacities, then the joke 1s on him. So, in the meantime, it is not worth while to pester him. Let him go along and see what he can do. No: my sympathy goes out to the fellow who thinks he can do things: to the young man who is not asham- own subordinate, and _ oft- | let to assert that he can do things, ito the young person who longs for |big things to do. T like that sort of |an attitude. It shows spunk. It ‘manifests a spirit of aggressiveness. now | But there is nothing incompatible between the splendid idealism of ‘youth and the faithful performance of the prosaic, commonplace duties ‘incident to the position one happens to hold. To slight a piece of work be- cause, forsooth, it appears too hum- ble and inconsequential for us, is a mighty poor way to assert our al- leged superiority. Let us by all means cling to the ideal; but if ;somebody puts a broom in our (hands and instructs us to get busy, let’s not be so enamored of the far- cf prospect that we overlook dirt in the foreground. Hang onto the ideal—and keep the broom going. If the “boss” seems unresponsive, and promotion begins to look like a forlorn hope, do _ not relax your grip, nor slight your work, nor whine and sulk and deplore an un- propitious fate; work like the very mischief and compel recognition on the basis of evident ability After all, the thing that counts is one’s ability to do. The important thing is, not what you think you can do, but what you actually can do because you do it. Not what you can do under hypostatic conditions (we've got to work under conditions as they are): not what your uncle or your aunt or your cousin Tom opines you could do, provided, etc., {but what you can do here and now, iwith the implements at hand. As an offhand proposition every- body would infinitely rather have the ibig job, with its commensurate dig- nities and pay, than the lesser pos- tion with its longer hours and hum- jbler requirements. But the point |is, we can not all have what we want in this world—and right at the | time we want it. But we can get the \thing we are working for provided we are willing to bide our time and show by our faithfulness that we are worthy. The woods are full of people who are perfectly willing to enjoy the honors, and the faster they come the better they like them; willing to par- ticipate in the successes—after some- body else works them out: tickled to a frazzle to join in the tumult and the shouting. But they are ordinari- ly far less keen to lend a hand to prosaic yet essential work. What sort of a young man would you pick as a winner? I think Chas. R. Bartlett gives a pretty good de- scription of his salient features in that inspiring poem of his entitled, “The Man Who Wins.” He says he “is just an average man; not built on any peculiar plan; not blessed with any peculiar luck; just steady and earnest and full of pluck.” Doesn’t that describe him pretty accurately? And there is a whole lot of comfort in that description. Too long we have identified success with outstanding features of genius. Too long we have supposed that the men who revolutionize things in this world are endowed with a sort of super-human somewhat, which, for want of a better name, we call ge- nius. But all that is tommyrot. We all have a capacity for taking pains— for being thorough and accurate in our work. Well, just elaborate that capacity which is the common gitt of all; raise it to its highest power and you have genius. the last analysis, it just amounts to staying on the job and developing the latent possibilities in the job. The trouble with most of us is that we do not see these latent So, in possibilities. We are like those of whom it was said, “Having eyes, they see not.’ Eli Elkins. ———— 7.2 Cheerfulness in Business. It is a Scriptural proverb that “A merry heart maketh a cheerful coun- tenance’—and surely when a man can invariably make manifest these attributes under such comparatively adverse conditions as frequently ob- tain “behind the counter,” he is en- titled to something extra. We read of a retailer who says that he has one man in his employ to whom he he pays more than he is worth, be- cause he is cheerful, and his cheer- fulness helps everyone in the store. If one of the staff turns up feeling down in the dumps and runs up against the cheerful man, he begins to smile and to feel better. The cheerful man, the retailer in question contends, radiates cheerful- ness, and coming within the sphere of his influence means the absorpt.:on by others of some of his genial spirit. Why, I have come into the store myself when business was dull, feeling inclined to gloominess, and then I’ve had a word with our cheerful man, and felt myself brac- ing up right away and thinking about how we could start things up a bit. Tle isn’t the best salesman in the world, but he gives us atmosphere, as you might say, that really helps; and we pay him, and are glad to pay him for that. And yet, despite that tribute to cheerfulness, there are some em- ployers who regard it as unbecoming in business, and who prefer the sour- visaged, attentive-to-his-duty = man. Laughing in some business. estab- lishment, we are assured, is forbid- den and subject to a fine. tion with customers is Conversa- forbidden, too, and the instructions are, when spoken to, to always reply seriously and as briefly as is consistent with courtesy. In some shops to be cheer- ful is even regarded as a derelictior of duty, because it is thought to be in some way or other an alliance with idleness. But if an employer is wise he will encourage the assistant with a good address, pleasant manners and a cheerful visage. Customers are _ at- tracted by happy surroundings. The man or young woman who _ looks pleasant very often does more work than any of the other assistants, be- cause the pleasant ones attract, and there is quite a competition for their services. Yes, if we were asked to vote on the subject, we should plump for the cheerful assistant!—Ironmon- gers’ Chronicle. >. Begin With a Smile. Begin the business day with a smile of good fellowship; be a good fellow all day and be good to your companions. Have the best people in your employ and treat them like friends. They are sure to be profi- cient with good-natured tuition, and what splendid results may be obtain- ed when al! work together. Work in this way will be one round of pleas- ure. Enjoy the pleasure of greeting each customer that crosses your business door as you would the guest who calls at your home. Kind attention and affable courtesies will surely captivate the visitor and you will have his admiration and good will. You may occasionally have a cus- tomer who may be irritable and hard to approach even with your best ef- forts. However, never lose sight of the truth that patience is always a virtue, and some far distant day this hard, disagreeable crank may prove a very fruitful business friend. When you had him at your good- natured mercy at the time he was irascible and weak, you accepted the inevitable with a smile and he was conquered. Ts it not a pleasure to have your part in business fortified with such valuable ammunition as_ patience, kindness and courteous treatment for your daily visitors? 22. In Stock. There is a proprietor of a shop in New Haven, a man of most excitable temperament, who is forever scolding his clerks for their indifference in the matter of possible sales. One day, hearing a clerk say to a customer: “No, we have not had any for a long time,” the proprietor, un- able to countenance such an admis- sion, began to work himself into the usual rage. Fixing a glassy eye on his clerk, he said to the customer: “We have plenty in reserve, ma’am. plenty downstairs.” Whereupon the customer looked dazed; and then, to the amazement of the proprietor, burst into hysteri- cal laughter and quit the shop. “What did she say to you?” de- manded the proprietor of the clerk. “We haven’t had any rain lately.”— iarper’s Weekly. —_—_+ There are some customers who are suited with any kind of a clerk who waits on them. There are others who need the most particular kind of attention and you should have clerks who can wait on the latter class. ~ December 7, 1910 Manufactured “Ina U nder Class by Sanitary Itself’ Conditions Made in Five Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. MICHIGAN TRADESMAN December 7, 1910 $10,000,000 DIVIDEND. Mail Order Houses Made Immense Profits. One of the most significant news- paper items, as far as the commercial world is concerned, that has been printed for a long time is the state- ment printed November 12 from Chicago, that Sears-Roebuck & Co., the great mail order house, has de- clared a dividend of 33% per cent. on common stock of $30,000,000 to holders of record April 1, 1911. This dividend amounts to $10,000,- 000, representing the undivided prot- its of the company. The Standard Oil Company, the greatest monopoly that the world has ever known, does not declare dividends any larger than this, or as large. John D. Rockefeller, in his palmiest days of profit gathering, dreamed of $10,000,000 This dividend is indicative of what the mail order houses have been do- ing. With a start of twenty years, they have been able to so organize and systematize their business of reach- ing farmers that the annual business of two of the big ones located in Chicago is said by authorities to eaual $80,000,000 per annum. If the average sales per year of a small retail merchant are considered, and they are put at about $5,000 per annum, this income ot $80,000,- 000 would represent the sales of 16,- 000 retail merchants. To be plainer, because the mail order houses have educated the farming community to send their orders by mail for delivery by mail or freight or express, 16,000 retail merchants, who might have been helping to build up small towns all over the United States have been put out of business or have been kept from going into business. These figures are so stupendous, and at the same time so appalling, that they deserve the attention of legislative commission. In this article they are principally useful for an ar- gument against the installation by the Postoffiice Department of a local par- cels post. The bill for this local par- cels post will be introduced at the coming session of Congress, and any merchant who has any regard for the safety of his own business will, without delay, set about convincing the Congressmen from his district that it should be voted down. A local parcels post differs mate- rially from the original idea of a gen- eral parcels post, and the specious argument is held out that its purpose is to benefit the small retail mer- chants in the country towns. The eifect of the local parcels post will be to establish parcels delivery only by rural delivery carriers. The ar- gument is held out that the benefit of such a delivery can come only to the retail merchant in the small town, who will be enabled to send purchas- es up to eleven pounds in weight by the rural carrier to the farmers along the route. At first glance this looks Actually the bill is aimed to benefit the mail order houses in the large cities, and it is safe to assert that the express companies are equal- never good. dividends.” ly interested in it. In operation, the law would work this way: A mail order house would estab- lish an agent in a country town of three to five thousand inhabitants. This agent, provided with a buggy or possibly with a small automobile, would make trips over the surround- ing country reached by rural mail routes with his four pounds mail or- der house catalogues and his fulsome description of very poor goods, aided by his own very slick tongue, he would sell thousands of dollars’ worth of goods to the farmers and their wives, promising delivery by mail within a week or ten days. As soon as he has accumulated sufficient of these orders to justify shipment, they would be sent to the mail order house in Chicago or Kansas City or wherever located. There they would be made up into packages for each consignee, and when the whole number of orders from that particular agent were got- ten ready, they would be packed in larger boxes and shipped by freight or express to the agent of the mail order house in the small town. On each package there would be = suffi- cient postage to carry them. Arrived at the country town, the boxes would be opened, the packages taken out and deposited in the postoffice, and the next day would begin a mer- ry time for the several rural route carriers out of that town. Their spring wagons, buggies and _ two- wheeled carts would be loaded to the top with merchandise, from the large mail order house that should have been bought in the home town, and as fast as possible would be deliv- ered to the farmers and their fami- lies. The disaster contained in this sort of business is almost beyond con- ception. Catalogue descriptions given by the mail order houses are the most flattering reading matter that was ever put in a book. When to this is added the equally flattering statements of the agent for the mail order house, the arguments for the zoods would be invincible. Merchan- dise of comparatively no value would be sold to the farmers at pric- es as high or higher than would be charged by the merchants in the near-by town for goods of standard value. The retail merchants in the near-by town would lose this busi- ness and all succeeding orders, and in the long run the entire business of the surrounding country would be diverted from them to the mail or- der houses in the big cities. As soon as this would become the case the decadence of the country town would be certain. With mer- chants making no money, they would go out of business. They and their clerks would seek other sections, pos- sibly they would drift to the cities and still further congest them, there tc go to work for the very men who had put them out of business in their home town, the mail order houses. The wiping out of the smaller towns would be complete. The country would be in the position of having hut two elements, city people and farmers. The farmers would find themselves of necessity compelled to buy by mail from the cities. They must either buy from the mail order house or direct from manufacturers. The jobbing houses in the big cities would be eliminated because there would be no retail merchants for them to cater to. Manufacturers would find that they could not sell to consumers, hence they would be brought to the basis of selling their product to the mail order houses. That would lead eventually to a commercial octopus, a mail order monster of such enor- mous size and breed that it would not only control all of the selling and the selling prices of merchandise, but it would also control the buying and buying prices of merchandise. To sum up, the local parcels post is equally as dangerous as the gen- eral parcels post, and in some re- spects it is even more dangerous be- cause it is insiduous and because it will work under a misrepresentation of fact and conditions until it will be too late to head it off. Every merchant in every. small town and city in the country should lay these facts before the editor of his home newspaper with the request that he write, not one, but twenty ar- ticles in opposition to the local par- cels post, aimed to show the farming community that by buying from mail order houses they would be jeopar- dizing their own best interests. These merchants should also take immedi- ate steps to lay these facts before the Congressman from their district and the two Senators from _ their State. The parcels post is a menace of so great a threat as to be almost as re- pulsive in its operations as a plague. —The Drygoodsman. ——-_-_— a ____ See that you know when the mar- ket price of a staple goes up so that you can take advantage of it and add something to your profits. The clerk who began _ business years ago learned the value of early hours. A little of the same training would not hurt some clerks now. We will Quote, Sell or Buy Michigan Pacific Lumber Co. Stock E. B. CADWELL & COMPANY Penobscot Bidg. Detroit, Mich. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agency Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigation Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids Kent State Bank Main Office Fountain St. Facing Monroe maa. Ue Ce Surplus and Profits = - Deposits 6 Million Dollars $500,000 225,000 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. long experience may be valuable in these matters. In process of consolidation to become the Grand Rapids National City Bank Capital $1,000,000 Our Grand Rapids National Bank December 7, 19106 MICHIGAN TRADESMAN PHILOSOPHIC COMMENT. Wise Is the Man Who Is Heedless of Neighbors’ Ways. Written for the Tradesman. I would advise every reader of the Tradesman to be strictly honest with himself and live within his income. What is the use of troubling about the way the neighbors are dressing, riding and eating? Do you not know that nine failures out of ten can be traced to the cause of trying to “outdo” one’s neighbors? It is the wise man and the wise woman who can live happily in a home without- paying attention to what the neighbors are doing. We are a lot of monkeys when we try to keep pace with what our neigh- bors are doing. “You can never tell what a man is by the clothes he wears.” Some of the biggest thieves in the world are dressed in the latest style. The only thing one should worry about is how to attract wisdom. A perfect understanding of one’s own intuition will place him in a position iar above his how much style he carries on back. Personal apearance is accompanied by intellect. There is not much real wisdom in the mind that is ever intent on show. The man or woman whose mind is fixed on thoughts of appearance only -—is a waiter on providence. We should not push aside our in- tellectual powers nor throw them in- to the background nor ignore those beautiful moments that produce the stuff that pays all our bills. neighbor—no matter his valuable if Ideas, money making ideas, are in demand and they are commodities that are manufactured in thinking minds. The enquiring mind is the machine that is grinding out money making ideas. The thoughtful and deliberative fellow who is really in earnest will examine and investigate every med- ium that carries up-to-date ideas. To be able to discriminate what value an idea has one must learn low to separate the good from the bad. We mean by this that what is good for one may not be good for another. There are thousands of money making ideas published in the Trades man every week, but they are not worth one cent to you nor me if we do not select and utilize those that will apply to our own business. The trouble with too many of us is —~-we are over loaded with promises, we read good ideas and promise, in thought, that we will entertain them in the near future, but we run off with the devil. Every retail merchant who pays his good old two dollars a year for this journal ought to be able to find (in its columns every week) enough money making ideas to pay for ten years subscription. Tf you have a thinking, ambitious and inquiring mind you will agree with me and I am sure you have found what I have in the columns of this journal. There is no use for me to draw your attention to any par- ticular articles, for on every one can find a dollar’s worth of ideas —-some are worth fifty dollars if the suggestions Money making est things in tl for the man Almost every retail merchant car- ries life and fire insurance, and 2 w have taken out also. The paid uf thing, in his pocket. In a fine one a good round sum ance, he is doubly and genes through life on treet—-as it were But why spend all of this money on stich insurance if has not a paid up policy against r2 > A paid up policy against ignorance is more desirable than all others. It pays larger dividends than all other| protection known to the human mind t gives the individual of the he and his family may enjoy its ben- efits. The purchase price of insu + =f t 4 t: ‘ policy while he is living and against ignorance is very cheap tT 4 costs it mental energy and thinking each moment of the day There is no hard labor attached t tt this work if one is really an earnest about havin; I paid in full. Freedom, liberty and independence | are assured when our policy against ignorance is paid. A paid up policy against ignorance is a sort of self} government and non-interfere protects us against of business disfranchisement principles and good mor It makes us stand solid on both feet and does als. 1 3 co not allow us to from one thing to another. It is ab solutely a guarantee that there is r limit to one’s achievements, to th height to which one may clim 1 tellectaally. It gives us every vantage known to progress thoughts of the age. It gives sort of a faithful, commanding spir that never fails. It is a policy can get by reading the Michigan Tradesman. It is indeed very strange how we are to catch on to the live things After these many thousands of years we are enjoying the graph and the This system of full wireless communication has working been in order since wireless tele-| telephone. | Adam’s first day on this earth; the| only reason why we fail to realize) nds) | this is that our machines (mi have not had the right batteries at-| t tached to them. Our minds have been | charged with the current of sugges-| tion instead of attraction. We been using the late system of phoning—by listening to things that come over the wires—we still believe | in the man-made receiver and have | no faith in the spontaneous wireless | messages that are pouring into our ears every moment of the day. We ought to be as wise as Moses: he knew more about wireless teleg- raphy and telephoning than we do. sto oat f an Hleries”” —_cRat z tter 2 word i ais mew 4 *. wine coe Shear —~——2 a ASE Ss Vi “a The Kind That G \®, od the «a Vow Wack x eter an the ; . ; — 2 esos, ? “—« were 4 revives % {ilo Tot. Print, istriete” 2. presences. é 3 Our Savings Certificates Are better than Government Bonds, because tiiey are (ast 45 sate and gee poe a larger interest return 3% % # eft ome year 53 DIVIDENDS IN AN INVESTMENT THE MOST IMPORTANT. THE ESSENTIAL, ELEMENT 1S THE UNDERLYING PRINCIPLE OF SAFETY. Speculative features, a3 4 rise ta value, ondary. A combsnation of the two is rare and est can see, and take advantage of. Theotiicers ot ¢ EPHONE CO. believe that its stocx gossesses tae qustion. There are no bonds, lens or mortgages om debtedness except current obligations, and tie ratio oF more thantwelve to one. A suspensiom of drvidends practically pay every dollar of debts Can any other public < say So much? : Every year, every quarterly period of its aiteem years existence 14s been of steady aminterrupted progress. The busmess is NOT APFPECT- ED BY PANICS OR HARD TIMES. Dispensing with tic ‘eiepnone is almost the last thing thought of, and sts discontinuance is raresy wdered as a matter of economy. The failure of a weil established weil managed telephone compay is yet to be recorded THE CITIZENS 3 DIVtT- DENDS have been paid with as UNFAILING RUGULARITY as che interest on GOVERNMENT BONDS. hile the tremendous development of the telephone Susimess ‘ae past fifteen years has necessitated the issue of large amounts of s€curities as the time approaches when the demand for such service Stacaens the me- cessity for the sale of stock will also decrease and stop Male past ox- perience warrants nothing m the shape of 2 propiiecy citizens pany believes that such a period is mot far off Pte territory served by is fairly covered, there are few towns mit not now cared for, «3 ‘arger 4 =, 5 costs so much that it can not be We are pleased to note a ten- or tHe SHOE MARKET | vi the ses se ae ge ae et ic = aS SH[ tf possible, and especially if the | ance sale. We hope the various as- = a x = == » Meecrs ) ee we g NE “33, ce, Why the Sole of One Shoe May Wear Longer. Criticism of the varying qualities of soles of shoes is often based upon a very slight conception of the con- the In the first place, leather is a natural product. If it were an arti- ficial product, like cloth, it could be ditions governing selection of soles. ] | {tanning processes, and still further |multiplied by the fact that no sin- | packer made uniform, like cloth. But the hides, from which sole leather is | made, are grown on cattle, and hides vary in weight and quality just as the cattle vary in condition and size. These hides vary in price according to weight of the hides, the condition of the cattle, the number of brands en the hide and the amount of slaughter cuts made on the flesh side in taking them off the animal. Packer hides, which mean_ hides taken off cattle slaughtered in the large packing establishments, are considered the most valuable because of the good condition of the cattle and the skill of the butchers in kill- ing, Next in quality come the “coun- try slaughter” hides, being hides tak- en off by country butchers and which are more apt to have slaughter cuts on the flesh side of the hide. In these two classes alone, without going into the details of “green salt- ed’ and “dry salted” hides, there is a wide range or variety of hide texture. In addition to U 1 these we have the dry hides that come from _ other countries, very largely from South America. Then we have a wide variety of tanning processes, generally known as oak, hemlock, union, extract and chrome. The growing scarcity of oak and hemlock bark has steadily reduced gle side of sole leather will cut two soles alike. With this almost inter- minable variety of outsoles, it is not that the quality of should vary even in the same pair of shoes. Now the prices of these dif- selections or combinations of hides and tannages vary also, the highest priced being the oak tanned hides and the strange soles ferent lowest price | being the hemlock tanned dry hides, the volume of straight oak, hemlock | and union tannage and correspond- ingly forced the mse of chemical extracts. increasing No one but a tanning chemist can explain the varied uses of chemicals, but a layman may under- stand that a wide variety of tanning processes, applied to an equally wide range of qualities of hides, must produce an infinite variety of quali- ties of leather and that is precisely what we have. It should understood that from a side of leather it is practi- cally tanning also be impossible to cut two © soles that are exactly alike. They may ap- pear to be near enough alike for all commercial purposes, brt they must vary somewhere, becavse that is the nature of the beast. And so we have a large variety of hides, multiplied by a wide range of | i é es ee ‘ Se ae aes aa eee Ree ee nnn ne nnn nn aaa a Soe a ltioned as a icut from a with all the other varieties and com- binations coming in two extremes. All these varieties “whole sides;” the bellies and OF in “bends,” “neck and The “bend” is therefore the very best part of the side of sole leather and yet no two soles alike can be cut from it and it has a flanky por- iion. It is a fact that a sole may be cut from the “back” of a hemlock tanned dry hide, that may be worth niuch more than a sole cut from the flank of a “bend” from an oak tan- ned packer hide. between these are sold in Qf in “backs after shins are removed; after taking off the “shoulder.” Hemlock tanned dry _ hides are classified in four weights, viz: “over- weight,” “heavy weight,’ “middle weight” and “light weight,’ and are assorted in quality as “clear,” “good damaged,” “poor damaged,” “rejects” and “scabs.” Most of the other varie- ties are assorted into four weights and three qualities. In addition to all these classifica- tions there are what is known as “spready” hides, which are usually coarse and loose in texture and “chunky” hides that are fine and firm in texture. To again emphasize the wide range in quality of soles, it may be men- fact that a sole may be “scab” hemlock dry hide of more real worth than a sole cut from a No. 1. eak bend. Such is the infinite variety of sole leather that there is not a single shoe manufacturer, nor a single cut sole establishment that can attempt to cut or use more than a few of these varieties. The most that the very largest of them can do is to buy the selections that seem best suited to their needs and to cut and grade the soles as best they can for weight and quality. In spite of the most careful super- vision, the very highest grade of shoes will sometimes be made with a sole that is not as high in quality as it should be. This is due to the fact that sole leather is sold by the that is flanky packer This will, in part, explain why it is that on a reasonably high priced shoe it sometimes happens that one sole may wear out much more quick- ly than its mate. Possibly one was “danky,” while the other came from the firm portion of the back, while both of them were cut priced leather. from high On cheap grades of shoes, made at the closest prices, the sorting of the avail be stil closer and al- though the selection of leather pur- chased for them will be at a much lower price than that paid for high grade shoes, the same varying quali- ties will be there, and sometimes there will be a sole on a cheap shoe that is better than a flanky sole that may be found in a high priced shoe. soles It is the aim of every shoe manu- facturer to make his run as even in quality as possible, both in upper stock and in sole leather, but, although some succeed in this better than others, none of them can be per- fect until Nature produces hides which are perfectly uniform all over. Therefore there does not seem to be any complete remedy for the dis- parity in quality of soles. About the only thing shoe buyers can do is to keep closely to those manufacturers they find on experi- ence to be most reliable, and to re- frain from trying to crowd them on price. shoes If retailers want quality in soles they must expect to allow a com- mensurate price. The shoe manu- facturer can not put two or three cents per pair extra into his soles every time any one asks him to be- cause his margin is not large enough to permit him to do so. To get a higher average quality of soles requires a _ higher price for shoes, and the range of sole-qualities outlined in this dis- cussion would seem to suggest the desirability of shoe and retailers endeavoring to co-oper- ate to re-adjust the margins on shoes so as to raise the quality, and at the same time place both manufacturer and retailer on a more comfortable basis. average ——— +2 >—___—__ Warning—Defer Clearance Sales. Custom or habit, rather than any well founded reason, is responsible for the January clearance sale. Many otherwise able and intelligent shoe retailers immediately after the holi- days seem possessed of the idea to manufacturers | of retailers will take ac- tion to prevent premature price cut- ting. January and February are months that produce much “shoe weather.” Last spring, we recall, was one of the latest seasons on record. All over the country winter really lingered until May crowded him off the boards. Merchants who maintain- ed full stocks at full prices made money. And, after all, why is a clearance sale? There seems no real necessity for slaughtering the price of perfect- ly good merchandise. Of course, oc- casionally a buyer will plunge on some line that leaves a lot of brok- en sizes and widths on hand. Then the clearance sale is a necessity. But there are plenty of stores that never have a clearance sale. The manager watches his stock and “keeps a fin- ger on the trigger and an eye on the hog.” When he sees a certain line sticking he puts ona “P. M.” and pushes out a few stirring advertise- ments. He does not stand around and allow barnacles to grow on his business. Not he. An Indiana merchant has a good plan to avoid clearance sales. He watches the clerks, as well as the stock, and if he sees a line being neglected, or “passed up,” he gets busy with the salesforce. If he finds it is the fault of the line he puts it on the “Push List” and places a “P. M. on each pair. About three years ago, when the craze for ankle strap pumps came along, this dealer found that he was possessed of a large assortment of strapless pumps. Did he slaughter them? Not much. He sent them to the factory and had straps put on them. And then he sold every pair at an advance of 50 cents a pair! This man once said: “I have never in my twenty years’ experience been the victim of a cut price sale. My competitors have come and_ gone. I have seen scores of them rise and fall. I have stuck to my plan of merchandising and won out. I will be here until my time comes to pass over, but I will never have a clear- sale.”—Shoe Retailer. Fine J YY Shoes for Men A SNAPPY LINE ance HONORBILT ea TY 146-148 Jefferson Ave. DETROIT Selling Agents BOSTON RUBBER SHOE CO. Saar ean RETIIDNTIIITDNID PINT tin tr Ee eal ieinlel a hoe Rishi ad a Na tek i enti a ORO te December 7, 1910 MICHIGAN TRADESMAN 3 Army Shoes For Men. Why could not some manufacturer of men’s shoes make a “ten-strike” by putting on the market a line of Government shoes, made upon Unit- ed States Army specifications? A distinct type of shoe has been worked out for the use of the Army, certain features having been settled upon and made part of Army speci- fications. Naturally, wear and com- fort are two leading requirements, although there are sufficient varia- tions permitted to give some scope in the matter of style. There are several classes of shoes made, in- cluding those intended for dress, for marching, and for sports and gymna- sium work. The soldiers buy them at cost price from the Government, being allowed a certain sum of mon- ey each year for shoes. In the making of the shoes there are points of construction which all tend to promote durability. All of the shoes are full vamp. In shoes which have boxing in the toes the box is cemented to the tip, and in stitching, two rows of thread are put through both tip and box, so that there can be no slipping or shift- ing in lasting. Every seam is rein- forced with strong linen tape to prevent ripping. The shoes have a leather side lining along the vamp, put in with rubber cement. Counters are pasted on both sides when put in by the lasters. The best oak sole is used and the bottoms are left in the grain with- out being buffed off, being merely waxed up and brushed. In stitching and sewing only the best silk and linen are used. The leather is the best calfskin that can he produced, being both mellow and pliable. Easy-fitting lasts are used, and the Government now has its own sup ply. There would be a long string of useful tive of such shoes, that could be used “advertising points,” descrip- by the manufacturer or the dealer It would be worth trying out in me dium grade shoes. +. __ Thecry of Successful Shoe Advertis- ing. The writer recently talked with an expert publicity man on various methods of advertising. This adver- tising man is one of the few in the business who have specialized in re- tail shoe advertising and he knows the shoe game from A to Z. He said im part: “It is impossible to explain to your readers just what lines to follow to successfully conduct an advertis ing campaign, but my theory is that the most essential thing in the ad vertising game is to select some spe- cial feature in your goods and then hammer on that one point continual- ly until it produces results. “Advertising cannot be made to pay in a day or a week and the great dificultv with the average shoe re- tailer is that he expects immediate results. His have heen boosted business may never before, but as soon as he spends a few dollars fo1 advertising he expects a return of double his outlay, and he expects the return to begin immediately. “All advertising is useless when the article advertised does not pos- sess sufficient merit to bring the} customer back. So I should suggest | that the shoe retailer select some| definite selling point and hammer| away at it and overlook the minor} features of his business about which | all. other shoe merchants can boast. | No matter if it is fit, comfort, size | range, courteous treatment or what! not, keep at it. The merchant who} adopts the plan is sure to win out Starting an advertising campaign is like digging the foundation of a house. It is tough work and the results are not evident."—The Shoe Retailer. oe The Staple Trade. In the excitement of trade which may represent large individual profits we put aside the careful attention that is due the staple trade and al- low it to suffer more or less from neglect, and when the “better” trade drops on us we find we have so al- lowed the other trade to go by de- fault that it is not in present shape to give us the immediate returns we ought to have to in good health. question at any ful importance of and the present conditi how much support it will give the business at times when we need that support very much. People must have staple shoes at all times, and when luxuries are beyond then they must buy necessities. The ne cessities are the things that ed t be looked after with care at all times rather than given spasmodic atten tion of the intense kind when w are compelled te do 30 W hy shouldn't a business viewpoint re main practical under all conditi Leather Gazette. —_—————_>-2 > Selling Rubber Boots. Rubber boots run into money pret- ty rapidly, and the profit good to the retail shoe dealer This, therefore, is a hint to sell more rubber boots “But how can 1?” enquires the man from~ Missouri who insists cls. ‘ Vemeg srow! Get after the farmers or the cour try trade, and if you cannot sell boots, sell overs with wool or felt boots. Make it an inducement for these out of the way people to come to your store. If you believe in the premium plan this is the place to work it. Give the farmers a good pocket knife with your adver- tisement on it. Tell them that these knives go with every pair of rub- Put the Lecese display window with the knives tied | €T boots. boots in the on to the pull loop and see what happens If you don't like this scheme work out something yourself, hecause there is a good profit in rubber boots, and you can afford to do it —_2<+2—_—_—_ It’s all richt to take it easy as you ts all rignt to take it easy as you 209 along, but if you do you will never | be over-burdened with the weight of | j this world’s goods. i The Watson Shoe Is a Shoe of Distinction and Merit m4 eal reset It is made a sible ; all demands. Every shoe in this lime is 2 winger, made solid, high grade leathers, guaranteed to > satusfac wear and ft. We carrv a large stock on the foor m zo at 21] fimes thus msuring prompt shipments on -diate ers Send us a trial order atalog sent ped renues Watson-Plummer Shoe Company Factories Offices and Safes Pseas Dixon, Hl Maret and Vourne - ; * Michigan Representatives Willard H. James, Sam sveTDOr BOYS’ SKATING SHOES Rindge, Kalmbach, Logie & Co.. Ltd. Grand Rapids. Mich. 34 MICHIGAN TRADESMAN December 7, 1910 Nature Faking and Heels. The cry of “Back to Nature” con- tinues to ring in the discussion of footwear, and always will unless cus- toms cease to evolute. With a seem- ing want of ideas for footwear chang- es the advocates of the no heel sys- tem have seized upon this slogan as a complete reversal of form, much as the disgruntled rustic of fable fame who found the porridge too hot to eat from the kettle, so he tipped the kettle’s contents into the fire. So the “Back to Nature” fans in have included footwear in their list ses and condemn styles, part and parcel, by general of abt or) present saying, “\We don’t walk properly: we wear hideous, bone-maiming shoes _ that make body propulsion an agony and ahominable exercise. “Back to Nature,” they proclaim and add: “Observe the classic car- riage and perfect anatomical con- formation of feet of the ancient Greeks pictured in their sculptrres. They had the proper idea of health and exercise.” The small foot held no charms for them. It was not the style. If it were they would have had short vamps and Louis heels you may be sure. And there you have it. that as for almost everything you can name. Let us look back to the Nature period and weigh the argu- ment a little. History does not record the time when footwear of some kind was not worn by at least the better classes. The first foot protectors sandals. Whether the ancient Greeks -were pigeon-toed or walked obliquely there are no sure means to determine. were, of course, The American Indian is acknowl- edged pigeon-toed. He is a bent- kneed walker, his stride being a lope instead of the stiff-kneed walk that partakes of dignity to the white man’s mind. In contrast to the mih- tary carriage we brand as graceful he is as stooped over as _ possible. They are flat-footed and not grace- ful. As for the sandal wearing races, there is the same bent-kneed loping style with an added shuffling. Among the Orientals the sandals are worn in their strict adherence to the ancient customs, their manufacture being but a slight modification in method of making and material from the Gays of 1495 B.C It was after a long period of evo- lution in styles that the heel came to us. It entered gradually and van- be credited with its advent to popularity, although the thrift of the people when the peasantry ac- customed themselves to ity may shoes and found them to wear first at the heels may have been the initial cause. But the desire for the dignity of height, especially among the low-statured French, who were then, as now, initiators of soon brought the heel to abnormal size. Queen Elizabeth wore generous size heels and soon the ladies in their headlong desire for extremes were wearing them at high as_ three inches. styles, Fashion is accountable for | The men were no whit backward, and in the swash-buckling days of Charles I. and Cromwell the short men were tall and tall men were giants through the medium of their high-heeled shoes. We of to-day have gone through as varied an experience as the heel question. It has been pointed and broad, health shape and narrow joint-distorting shpae, square-toed and round-toed. They are now with us in any shape we choose. But there are as vari-shaped feet as there are shoes. Choose a_ last that gives the most comfort, with maxi- | mum or minimum of style as we de- sire. The bugaboos of bone forma- tion and hygienic footwear is an |over-worked scarecrow. Our ances- tors survived without suffering joint some ab- disintegration and wore normally pointed and pegged shoes. D. j. Shea oo Good Business Opening. Shoe retailing is an evolution. Not only do the constant changes prove the survival of the fittest in business constantly 'but they also prove that unseen and iunrecognized forces are |compelling difference in methods that 1 The man who sring desired results. | began retailing shoes twenty years ago is now either doing business rad- ically different than he was com- pelled to do it at that time or he is being distanced by some other fel- low who is up and doing after the manners compelled by the present. That statement bars, ot course, the community that has not changed in size, shape and hardly individuals in that period—and such communities are small. Where the advance of activity has changed and is changing the needs, the desires and the ultimate demands of the public, the retailing of the present is no more like the retailing of twenty years ago than is the retail- ing of to-day of the samesort as will be the retailing of twenty years hence. The man who has an idea that what he’ is doing now is the best that may be done is not the man who will be getting the business of his locality five years hence without a a change in his opinions. The pride of long establishment, or the pride of having done business in the same place for a long term of years is nothing unless the proud understand that such things have nothing whatever to do with the ideas and the inclina- tions of the public toward buying There might have been a time when personality and possibly a credit system could hold custom- ers indefinitely and induce them to continue to buy in the one store with scarcely reference to what another store might be doing, but that is impossible at present and the store that contends or holds out for such a possibility is losing ground. There is always somebody | look- ing for a good location for busi- ness. The shrewdest of these can estimate an old or wealthy communi- ty and its trading possibilities and at the same time make a very rea- sonable estimate of whether the one is willing to shoes. RE Te reer eee eee eenee ener areca eee nee eee nn nnn en nnn enn a deem ceili Now Is the Time Your stock of Holiday footwear should be complete. We can fill immediately your orders for the following if you will send in your order today; but theyre going fast: Warm Shoes 830—Women’s Dong. Vamp and Fox Beaver Top, White Fleeced oo ow ore een ek $1 50 824—Women’s Dong. Vamp Full Qtr. Pl. Toe. White Fleeced re: a ee 1 00 834— Women’s Kang. Vamp and Fox Lace Blue Beaver Top, Flannel Lined Pl. Toe.....-.---- 110 844— Women’s Dong. Fox Felt Top Red Flannel lined, Pl. Toe......- 1 00 846—Women’s Dong. Fox Lace Black Felt Top, Pl. Toe, Felt ee ee 80 848—Women’s Blue Beaver Lace Felt Sole and Heel........-.--.. 1 00 Juliets 850—Women’s Black Fur Trim VaieG......---+-..--- $ 60 852—Women’s Wine Felt Juliet Fur Coney Trim ... 80 853—Women’s Brown Felt Juliet Hy. Coney Trim... 90 804 -Women’s Mixed Green Felt Juliet Ribbon Trim.. 1 07% 805—Women's Wine Felt Juliet Ribbon Trim..-.---.. 1 07% 806—Women’s Brown Felt Juliet Coney Trim .....--- 60 807—Women’s Purple Felt Juliet Ribbon Trim......--- 107% 838—Women’s Dark Blue Felt Juliet Coney Trim..-.- 75 867 -Women’s Brown Felt Juliet Fur Coney Trim..........-..-----+---+2-+-+ 20+ $ 80 868 — Women’s Black Felt Juliet Fur Coney Trim..........-.------seee cece eee eee 80 s09— Women’s Brown Felt Juliet Ribbon Trim .........--.-.-. sees cece ee cece eee 1 07% Slippers 841— Women’s Brown Lady Marian Ribbon Trim.... $1 00 832—Women’s Blue Felt Slipper Flexible Sole...- 60 857— Women's Felt Mocca- sin Mixed Green Ribbon Pein oo eas a 95 858 — Women’s’ Elephant Grey Felt Moccasin Rib- bon Trim.-.-:-.-4........ 95 aoe tn ee Men’s Slippers 870—Men’s Black Feit Slip- per Felt Sole.....---------- $ 57% 883—Men’s Black Felt Slip- perGrey Sole ..-....------- 40 900—Men’s Velvet Everett Pat: Gur. -.-------...-..- 40 904—Men’s Grain Everett.-.-- 80 907—Men’s Tan Vici Kid Ro- MPO ee ee 1 00 911—Men’s Tan Kid Opera Pat. Inlaid Chamois Lined 1 17% 908—Men’s Black Vici Kid Memeo (62. 1 00 927—Men’s Vici Kid Opera Kid Qtr. Lined Red Inlaid 80 930—Men's Tan Vici Kid Everett Leather Qtr. Lined 80 931—Men’s Black Vici Kid Everett LeatherQtr. Lined 80 933—Men’s Tan Kid Everett Dull Qtr. Lined .:.....-.---- 60 935—Men’s Tan Kid Everett Leather Qtr. Lined Turn 1 00 938—Men's Bright Colt Everett Kid Qtr. Lined ........-------- +... ee ee etre erie wees 1 00 939—Men’s Bright Colt Romeo Kid Qtr. Lined Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. DT Ea seca December 7, 1910 MICHIGAN TRADESMAN : | : : present stores are filling the present certain type, but is demanded by cus- needs and the probable ability of the people to buy and consume. such communities there drop men who are ready to do business as it is compelled to be done at the pres- ent time. Into These men will come in with a modern store equipment and a line of goods assorted and arrang- ed radically different from the set, cut-and-dried retailing of the older The will smile at the presumption and the arrogance of the newcomers and “give” them a certain length of time to fail and get out. Invariably the newcomers either capture the best of the business in the town inside of a year or they compel the older stores to change methods, manners and purposes in order to hold even a fair proportion of the business. This has been the case time and again and is con- stantly being repeated. The methods of other days, unchanged because of fancied security from long use of the business possibilities of a lo- cality, are overcome by the doings of the present-day merchandise, and it matters not whether such store doings are carried on in the woods of Minnesota or the farm country of Missouri or Tennessee. The retailer who has done business for so many years and fancies him- self secure from competition in a settled and reasonably wealthy lo- cality is going to sleep with his past and lose his business before he awakes, or he is going to be up and stores. long-established stores doing with the way things must be done at present. He who waits to be forced waits to lose and he who thinks nobody may discover his town thinks to be mistaken.—Shoe and Leather Gazette. —_- +o The American Gait. Visiting English representatives of the shoe trade who recently some time in New York the human tides on Broadway and Fifth avenue were united in their condemnation of the walk of many American women. They declared that many of them stumped along as if on stilts with no possible pretension of grace and no elasticity or freedom of action whatever. These observers blame the worn, without exception. The princi- pal hobblers were invariably to he found wearing very short shoes with exceedingly spent observing shoes short vamps and high heels, certain parts of New York probably manifesting the extreme types of this combination. They do seem to get the hats a little bigger, the skirts a little tighter, the heels a little higher and the toes a_ little shorter on Broadway than anywhere else in the civilized world. There is no doubt whatever that thousands of women are habitually wearing shoes these days wihch will lay the foundation for life-long prac- tice for many a chiropodist. As fast as shoe dealers get the public edu- cated up to a little higher degree of common sense in shoe buying along comes some fashion which is adapta- ble successfully only to feet of a tomers with all kinds of feet. The current misuse of the pump will probably lead tc a great deal of foot trouble. A pump must be built over a last of peculiar type to be successful, anl even then there are thousands of people who ought not to wear even the best of them. They were not originally intended for an all-day shoe. There is no doubt that for sum- mer wear both men and women will continue to want their quite low, for the sake of coolness. | The pump.-is, of course, the lowest possible cut which does not involve the use of ties, straps or other fasten- ings above the main part of the top- ping. But the extreme which hobble not a necessary part of it. reall ‘ Wwaik 15S leads to the When graceful walking becomes a fad longer toes will be inevitable; anc customers of class can be appealed to| strongly right now in tavor of the longer vamp, with modified French last. oe ee | Gaining Style Authority. Some of the requisites of authority are worth style shoes cut | shortness | considering. | What do you need in order to be-| come an authority on shoe styles in| your town? Most shoe dealers fully | understand and appreciate the value} of such a reputation. In the first place style authority must be supreme and unquestioned. Furthermore it must be safe; it must lead; it must suggest and originate as well as decide and direct; it must be informing and instructive and it| must always be right. This may look like a formidable list of requirements, but a style repu- tation is worth to a shoe it costs in the way of time and effort. Furthermore, time spent in the study of shoe styles is useful in more ways store all than one. A dealer can not make a study of shoe styles, their develop- ment and their future prosperity, without going a good bit deeper than the mere outside. the foundation principles of making. He can not study the features of the airy particular season without thereby learning more about all shoes, for all time. But, as we have said before, style information on the part of the retail dealer is more common than the dis- position or the ability to let the pub- lic know that the dealer has this in- formation. The principal thing to begin with is to be so sure of style information and of your ability to correctly instruct the public upon styles, that your very tone will have the ring of confidence and assurance. Then translate that confidence into words and let the public know about it. There is one trouble; shoe dealers keep their information to themselves except when they are talking to a customer. But the very essence of advertising in print is the utilizing of a means of talking to all the public at once. He goes down to shoe- thoroughly ‘ “ snoes oft Where There’s a Boy There’s a Family Who is wearing out and buying shoes -_ 2 —one pair of Climax Brand Wales Goodyear Rubbers on any boy will do more for you in th way of getting trade for your store and it /2WALES=> ah “ Des = th =i. 1. wail j an giving your business the right kind of {| SHOE CO. rertisi t nv of ex \ arr, advertising than any amount of ex- planation on your part of why wears his rubbers out so fast We'll send catalogue for a postal. Sizing up orders filled P. D. Q Herold-Bertsch Shoe Co. Grand Rapids, Mich. Distributors of Wales Goodyear Rubbers Makers of the Famous Bertsch” and «H B Hard Pan” Shoes WHAT OF 1911? Will you keep books next losses, errors, disputes, ce- year in the same manner as_ lays, the thousama amd one did your father and grand- vexations arising from the an father? Will you permit your- tiquated methods of handing self to be subjected to the accounts? Or will you mstal THE McCASKEY GRAVITY First ans ACCOUNT REGISTER SYSTEM 32. which with OVE WRITING their accounts, draw new will handle every detail of trade. mmprove your colle your business from the time tions and mitelligertiy and the goods are purchased un- scientifically set credit lmots til the money for them is m om your patrons, write teda the bank? for full and free mformation If, next year, you want to So you do not forget—we stop the leaks and losse you business, prevent dis customers over putes with The McCaskey Register Company Alliance. Obio Agencies ia aff Priscipel Cities Detrait Office 1614 Chamber of Commerce Bidg. Grand Rapids Office 256 Steldea St. Citz Phoae 145 y Non-Smut Duplicating aod Tripiiceating Sales Books and Single Carbon Pads in ail varieties MICHIGAN TRADESMAN December 7, 1910 In: ca ~ gy SX ty — = ~- = ~ = Soe = -_ = — ~ — “ ae nS fl Ss ==: : = = 3 , = = . _ : ~ — = —- ¢ LS = — Pe = - = — > . = ma a 3 - oil = = = 2 ~— A N D = = eee e / < ~ — ‘ oe ar a - . =e Ee . & = 22 = | ( =. = = a =. ss = Z — ed x — - _ 4, — j ee ae iz Za = 2 me Ss a= a ma S ) The “Pittsburg Idea” of Co-operative | Buying. The co-operative plan for hardware dealers to buy their stocks, known as the “Pittsburg Idea,” is attracting considerable attention. As a novelty it is interesting, but as a_ practical proposition it ought to be looked in- to carefully before being adopted. It is claimed the retail merchant pays the jobber a gross profit of 20 per cent. This consists of 7 per cent. for house expenses, 8 per cent. for sales- traveling expens- es and 5 per cent. for the jobber’s net retail men’s salaries and proft The “idea” is for the merchants to organize co-operatively and to buy as jobbers, at jobbers’ prices, without salesmen, thereby saving the 8 per cent. (salesmen’s salaries and expenses) and the 5 per- | cent. (jobbers’ net profit), or a total of 13 per cent. on their purchases. The “idea’ on its face seems very 1 and it is said that 100 or merchants alluring, more have already con- tributed their quota to a capitaliza- tion of $50,000 to give the plan a start and a trial. What the outcome will be remains to be seen. In the past fifty years many attempts have been made, in the way of grange movements, farmers’ unions and syn- dicate buying to obtain profits from Even a } co-operative storekeeping. number of prominent hardware job- | bers at one time attempted to bvy their goods together. Their associa- | “Anil Clap along the line of co- tion was known as the All attempts operation in the complicated ware business, however, have proven | unsatisfactory and all have been fail- | ures, as have been most of the simi- | Theoreti- | lar attempts in other lines cally the plans may Fave been sound, but unfortunately in business we must contend with human nature and human nature tre in dealing with leader of any ambition, vanity, envy, sel%shness and greed, not to mention even baser human motives. It kas been the Fu- man side of the problem that has caused the wreck of some of these dreams which theoretically were of great promise. In any combination of men, some men of ability and strength of char- acter will assert themselves. Wheth- er they be officers, directors, or sim- ply on the advisory board they will be the dynamos of the business. How will these long men : = i. benefit of others without salaries? If} they do not agree with the manage- ment how long before they will unite | and insist upon a change in manage- ment? hard- | buiness is up against | serve to the} The plan contemplates the elimina- ‘tion of the traveling man, but will the traveling salesman consent to be- ing eliminated? The live manufactur- ers and jobbers will continue to send around their and as be- from a picture book and selecting from real articles it is not a big guess as to what the mer- chant will do after the novelty wears off the mail order method of doing business. salesmen tween buying plan have is not The co-operative may merits. It to be demned offhand and without reserve, but the retail merchant will wait to see how the plan works else- 'where before trying it himself. og Good Time For Food Choppers. Food choppers and meat grinders some con- wise ‘are good sellers just at this time and |the hardware merchant in the small- er places certainly has a bulge on the city man in the sale of this line of For instance, the resident of ithe metropolis buys his sausages in goods. pink paper lined boxes at so much a while the farmer is as fa- miliar with home ground hog as he potatoes. The early boarding house life of the city |'married man has trained him to shun | dozen, is with stove piped lanything that savors of hash, while | the country customer seems to have }ae such scruples. With fields to /country merchant is too often asleep such work in, the (to his opportunities and this profita- ble business drifts away. The mere fact that this merchandise is on the |shelves in boxes that will keep dust from getting at the goods won't win such is the business. Of course, if case, some customers will hunt you up, but they represent little more than the spray of a strong current ipushing past to the merchant who is a booster. A newspaper advertise- ment on food choppers, a good lstrong letter to your trade and a window display of these goods will work just at this season wken man’s thoughts naturally turn wonders toward good things to eat. —__~. 2 Clothes Wringers. The American Wringer Company. New York, under date of November 1, announces a_ decided reduction from its trade list, in the prices of clothes wringers The decrease is equivalent, approximately, to $3 per i doz. in wringers warranted for 1 year, $4 on the 3-year grades and $5 per doz. on wringers guaranteed for 5 | years. The Lovell Manufacturing Com- |pany, Erie, Pa., also announces under date of November 1, a reduction in the prices of its clothes wringers of from $2 to $5 per doz. from list prices. The company asserts that there will be no reduction in the quality of its Anchor brand clothes wringers; no wringer so branded be- ing warranted for less than 3 years for regular family use. It will be recalled that owing to the sensational and speculative ad- vances in crude rubber earlier in the year, the manufacturers of wringers were compelled to make a general advance in prices. As there has now been a pronounced decline in rubber, the companies referred to are send- ing out new price lists covering the} Until within a peried of several years raw rubber averaged normally about $1 to $1.10 per tb. At that time there was not the large consumption of rubber which has de- veloped in the last two or three years, in consequence of the great demand for automobile tires. The electrical business has also taken a much larger bulk of rubber in the last few years, while the trade in mechanical goods, of which the railway interests are large consumers, has likewise great- ly expanded, in addition to the rub- ber required for shoes, clothing and innumerable small articles. to the growth of the demand for articles of which rubber is an im- portant part, it is not expected that rubber will soon, if ever, reach the low levels of three to five years ago. —_—_+<-.___ Use Large Enough Pipe. A stove manufacturer says: “As it is usually an easier matter to check a draft than to supply it, stove men should use great care in supplying a sufficiently large pipe when they are putting up a stove Presumably the manufacturer knows his business. If he did not he soon would not be in} business. Competition would drive him out and all the advertising under the sun could not keep entire lines. Owing him in in- therefore, that he knows his business, he does not: definitely. Granting, put a stove on the market without scientifically determining what size the smoke pipe should be. When a dealer uses a pipe of less area than the smoke collar requires he is run- ning considerable tisk of causing dis- appointment to his customer. Many dealers, themselves or their assist- ants do not seem to realize this fact, familiar as they are with stoves and ranges. oo Repairing a Coal Pail. If small holes have been worn in the coal scuttle, they can be repaired in the following manner; After scrap- ing and removing all dust and dirt and drying the metal thoroughly, pour enough melted asphaltum into the scuttle to cover the surface and worn places and allow it to dry and harden thoroughly. If the holes are too large to be mended in this way, put a piece of tin, iron or zinc over the worn part and hold it in place with a stick un- til the patch is covered with the as- phaltum. When the asphaltum is dry and hard, remove the stick, and the pail will again be serviceable. Acorn Brass Mfg. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. . 18 Pearl St. Grand Rapids, Mich. a Wholesale Hardware ee If you buy anything bearing the brand “OUR TRAVELERS” Remember that it is GUARANTEED by Clark-Weaver Co. Grand Rapids, Michigan Wholesale ean OUIINIDUNE TENE Sr re ccc ee Foster, Stevens & Co. os 10 and 12 Monroe St. = 31-33-35=37 Louis St. Grand Rapids, Mich. Hardware PeMnENerSta ete iteacea ibis . i December 7, 1910 MICHIGAN TRADESMAN ot * Must Not Be Too Clean. If an order issued recently by As- sistant General Manager Charles Ware, of the Union Pacific, becomes effective dirt will become popular on that railroad. “He who seeks equity must do so with clean hands,” dict from judges. comes the ver- “He who wishes to hold his job as engineer, fireman, conductor, flagman or brakeman must come into termin- als with unclean hands and dirty fac- es,’ in effect is the mandate of the Union Pacific powers that be. Inter-state Commerce Commission statistics show that the Union Paci- fic has fewer wrecks in proportion to its mileage than any other road in the United States. But the Union Pacific evidently is not satisfied with its record. And by compelling en- ginemen and trainmen to come into terminals with countenances and greasy fingers it hopes to have fewer rail accidents in the future, strange although it may seem. grimy Mr. Ware has issued his order only after the closest investigation. He finds that the biggest disasters on his read happen at or near terminal sta- tions, and are caused by the fact that the engineer or firemen instead of be- ing in the cab diligently watching for some sign or warning of obstructions on the track, have been down in the gangway or other convenient and is- olated point adjusting a necktie, re- moving overalls, or in other ways making himself as immaculate for en try into the terminal as the groom who is to win a city country bride. He has found cases in which the entire train crew, firemen, engineer, brakemen and conductor have been “in the clear’ sprucing up for enter ing a terminal station, leaving the train entirely unprotected. He takes the trainmen to task for the danger in which such action places the pub- lic, especially in the larger cities. In the future cleanliness will be taken as prima facie evidence that the trainman, no matter in what depart- ment, has been guilty of violating this rule. A white shirt, a diamond stud on an untarnished background, pat- ent leather shoes, a red carnation, or even an airy swagger which betrays an official confidence in his “glad rags’ hereafter is likely to be con- sidered sufficient cause for dismissal. The Brown system of demerit marks recently installed on many Western lines, also effective on the Pacific, will register all cleanliness on the debit employe’s account. It is not likely, however, that the dirtiest appearing man will stand the best chance of promotion. Undue ef- forts to assimilate dirt will not be countenanced, according to officials. —_—__+3-+——__— “Silly” Toy Boom. Simple “silly” toys are all the rage just now. The Teddy bear is responsible for the boom, and following him a host of simple unbreakable mals, manikins and sprung upon the toy market. Cheap mechanical clockwork toys and things that “wind up” seem to have Union attempts at side of the woolly ani- “babies” have lost favor with children. Boys up to 12 years of age, temporarily girls O% all ages and even grown-ups have cloth OFT ; be a taken a violent fancy to the woolen toy which can 1 or kissed without il either to the kicked, sat on effects, toy. Enquiries made at the owner or to the leading London toy shops show that during the coming winter season the simple toy will be the chief article sold. At one large Regent street establishment one side of the shop is already stock- “silly” time hundreds elephants, bears, shee bbits, etc.—costing to £3 3s. each. simple toy is having ‘an un- doubted boom just said the manager. “These really in tended for babies, but I have ladies to fall in love with them and buy them for themselves. While the affecting the sales ed with and in a few days’ toys, more will ar- rive—lions, dogs, ra from 1s. fhe now, toys afe known craze is certainly of cheap mechanical clockwork toys, it has not hurt the scientific toy trade. It seems that children nowadays eith- er like an extremely a really simple “toy or amusement, such as experiments, put- together or sci- brainy making electrical ting toy aeroplanes entific kite flying.” Popular “siily” toys already sell ing well are “Baby _ fitted | with a “can’t-break-’ art head, and a very live to duck, called aj “Puddleduck.” Each of has been bought as a mas dies and taken out in motor cars.— Mirror. cot Dy ta Tondon Practical Work. It isn’t strange that, in a great number of cases, the member’s inter- est in his local retail merchants’ as- sociation should lag, and then all but die out. It wouldn't if the association did anything to benefit him or keep his interest alive. The trouble is, that the average retail general merchants’ association little or no practical work. cial features in too many such organi- zations completely outweigh the real purposes for which the organization | was formed—i. e., to improve condi- tions affecting the trade; to make} merchandising a more agreeable and profitable occupation. Usually there is a great enthusiasm evident at the birth and in the infancy of a retailers’ associa- tion, with the practical benefits of th organization uppermost in the mi sads| of all connected with it; ly this soon gives way to bordering on indifference; the enter- tainments given by or auspices of the of much more importance than any- thing else the organization is doing; and the because it is doing little or no of a practical nature. Sometimes this is so because the officers of the association do not hi; thing know what to do. Very often they don’t know what kind of iaied work the organization is capable of performing, or even how the meet- ings may be made of real benefit, in- stead of merely a talkfest about nothing in particular. It shouldn’t, these toys] a of | but general-| a feeling | grocers’ or| does | | The so-| | | | under the) association become} reason for this invariably is| however, be hard serious discussion. conditions existin ig In every commun- " : — o ity which the retailers would be glad to see remedied. Here TRADE WINNERS Pos Cara Poppers, Paamut Roasters aad tical work to do. also to think of cuss. They really iki sdieetein Camoimation Macaimes. : : Many Srvrizs tions, co-operative Satisfaction Guaranteed. Send ter Catalog. VE, Poart Sb..Cincinnati.d and inside peddlers’ licet CINGERY ¥FG. CO..1 It seems meeting SNAP YOUR FINGERS ers are the officers, or to be.— 7S «st the Gas aud Eleetriec Trusts ; and their exorbitant charges {srocers CUFriterion. Putin an American Lighting System and Se independent : Saving in operating expense Th sending rist = r | will vay for system im short io a far wn } time Nothing so brilliant as ay _ i these lights amd uething so x od a x pen Ft = C heap to run shows attention an r ti] american Gas Wacitine Ca. th ste rs trade. | r | 03 Clare St sibert Lea, Wier ’ ‘ printed r t. | : . — Waiter Shankland & Ca + , ar OTrAsS rrt ; . . * Ss a x W Wichican State 4gents ; ot r i and Rapids, Wich Get the “Sun Beam” Line of Goods For Fall and Winter Trade Horse Blankets, Plush Robes, Fur Ro Fur Overcoats, ro Lined Overcoats Oiled C Cravenette Rain Coats a A € hing S iO Chin Rubber Ram Coats Trunks, Suit cases and Bags Gloves and Mittens These goods will satisfy your customers and m crease your business. Brown & Sehler Co. Grand Rapids, Mich. Your Waste In the Way Something to Make Every Pound of Your Waste Paper Bring You Good Dollars The Handy Press For bailing all kinds of waste Waste Paper Hides and Leather Rags, Rubber Metais a Increases the profit of the merchant from the day it is introduced. Two sizes $35 and #5 f. o. Srand Rapids. Send for llustrated catalogue Pt eg Handy Press Co. 251-263 So. fonia Se. Grand Rapids. Mick. 88 MICHIGAN TRADESMAN December 7, 1910 THE TOY TRADE. How Clever Advertising Men Appeal To the Little Ones. Toy advertising is (or should be) different from any other kind. In or- der to advertise them with the best results it is necessary for the ad- vertising man to see them with the eyes of a child and to describe them in au entirely different way from that tn which he would tell of suits or furniture. Christmas to the child is the one day of the whole year. It is a day of wonders that is anticipated for weeks with the wildest excitement. To the little child Santa Claus with his pack and reindeers is as real papa and mamma. All of these things must be taken into consideration the advertising man when he starts out to tell about the toy department. It is true that the children will not read the advertisement but their pa- rents will, and they will catch the advertising man’s enthusiasm if it rings with the true Christmas spirit. Here are some of the toy advertise- ments written last year by the clev- erest advertising men the coun. try. They are worth reading by the man to ments for a toy section: News To Be Read by Children Only. They've got the finest drums Wanamaker’s you ever saw in as by in who has write advertise- at your life and these drums have the red- dest paint and they make the most noise and there are so many of them that if every boy had one of them it would make a line from here to Jenkintown; of course, the line would not be solid. It not talked about much, but it is generally known in all women’s society that there never were pretty dolls the his- tory of the world as they have at Wanamaker’s. Now, if the boys knew how pretty they were they wouldn't buy fire engines, hill climbers and drums any more, but they would just sit down and play with dolls like the girls. That is why so little is said it. There is a whole city of them here, however, and they have the softest eyes and the longest hair and the prettiest dresses (some. of them two-piece dresses, too) that ever were made anywhere at all, and there is such a lot of boys and girls here every day that the grown-ups don’t seem to count very much and there much room for every- body that nobody can get squeezed too hard, and there is so much to see that you just have to keep ceming again and again, because there never were two eyes anywhere that were big enough to take it all in at one time. 1s such in about is so Toys. Do remember the Christmas times when you were a child? Every package that came home had such genuine interest for you. Keep that recollection green in your memory and be a bounteous Santa Claus to you some child or children by reason of it. This store affords you your best opportunity in toys and games. It is the best stocked and best ar- ranged toy store in the city. You will notice that more mothers bring their children here than to any other toy store. It is the toy store that is best prepared to assist you in solv- ing the gift question. Come To Toyland To-day. The brightest spot in the city to- day will be Toyland! Santa Claus is here, welcoming thousands of enthu- siastic, happy children and pleased parents. Will you come to his re- ception to-day? See the hundreds of whirling, whizzing trains, trolleys, boats and flying machines. See the regiments of soldiers, the myriads of dolls, the marvelous mechanical toys, the thousand and one things to en- trance the children—drums, sleds, au- tos, wagons, hobby horses, doll coaches, children’s furniture, games, magic lanterns, moving picture ma- chines—everything. Just look about, or, if you wish, purchase now while it is easier than it will be later. Just Take a Glmpse Inside Our Toy Store. An infectious to be let loose there, for as soon as you get in the bustling, palpitating atmos- phere, hear the tinkle of the piano, see the dollie clog dancers and min- gle in the gaiety you feel ’steen years younger again, if you are a grown- up, or wild with delight if you’re a youngster. smile seems Take hold of your mummy’s hand real tight and make her come along to the most exciting things. I don’t believe she ever had a doll with real eyelashes and French clothes to play with, or knew there were such com- plete housekeeping arrangements as we have here. Of course, the electric engines that run through a real park, there are electric lights, switchboards and other conveniences are awfully nice and noisy, and one of the trains has a real tunnel; but the very latest thing is a little telegraphy ticker. where And then there are animals by the menagerie full. But if one happens to be a small girl, then it’s the dolls, wonderfully beautiful and comfy, waiting to be kissed a million times on their eyes and cheeks, that make vour busy feet pause. Come down and see ’em all. Toys Are a Great Pleasure to the grown-ups in giving and to the little ones in receiving. It’s a mutual affair. The greater advantage, how- ever, is perhaps on the side of the giver, for pleasure given comes back a hundredfold. We have admirably well prepared for the Christmas hap- piness of many thousands of little ones in our toy store. Will you see for yourself and will you bring a child or two with you? Toyland Beams With Brightness. Its thousand twinkling lights beck- on you to come and bring the chil- dren. Although the whole store beams with that good will, cheeriness and brightness for which it is famed, the happiest spot seems to be the toy store. That’s because the dear chil- NTS Ene with their gather dren make it so. They friends about Toyland Lake to see the boats dart about. They throng the doll section, parents and marvel at the mechanical toys and revel among the stuffed animals and thousand and one things of delight. All the while they are unconsciously What at- most here will giving the hints you want. tracts them please them most on Christmas morning— do you see? Spirit of Christmas Is Abroad— Everybody Happy. Everybody, big and little, is think- ing about Christmas. The mails will be floeded with Santa Claus; but how easy it is to bring the children right here to Toyland, where they can see him and shake hands with him and whisper in his ear! And the best thing about this. Christmas store is that it’s just as interesting to grown folks as to chil- dren. The Christmas decorations are artistic, the thousands of beautiful gift things are attractively displayed, aisles are broad and comfortable, service is prompt and efficient. The brightest and best Christmas store. letters to Here Are the Toys for Children You Love. If you have thoughts of giving Christmas-time happiness to the tiny tots, we can be of greatest assistance to you. By long and varied experi- ence we have learned how, and will give freely of the secret to every pa- rent and friend who comes to Toy- land. And yet it is not a secret. It is just a great, big hearted, laughter making, optimistic determination to give the children the means, and let them make their own jollity. With these toys there will be great fun for a lot of litthe ones Christmas morn- ing, and through many days _ there- after. It is your privilege to provide them, ours, to give you some money saving opportunities to-day. Noah’s arks—would a Christmas be complete without one? Seems _ not, judge by the way they sell. A good sized one for 25 cents—think of it— the ark and the animals, too. The Greater Toy Store. Several thousand square feet added to Toyland, just so you and your lit- tle friends may see its wonders in comfort. Almost twice as much space on the fourth floor as ever before in the new greater toy store. For months this store has been planning, acquiring, basing its work on years of experience. The best toys pro- duced the world over are here in pro- fusion, at moderate prices. Come while you have abundant time. Best of all, bring the children, so that they may by their artless exclamations of delight tell more plainly than they can in words what they want Santa Claus to bring them for Christmas. Every woman has a good deal of regard for neat housekeeping. See that your store is kept so clean that its cleanliness will attract the atten- tion of every feminine customer. The Country’s Christmas Gifts. There are some gifts this country needs, and that woman can put in its Christmas stocking. If she does not, America will go without them, day by day, throughout year after year, and suffer for the lack. One is the gift of pure food in every home—pure food which never will be reached until the women of the United States insist upon its manu- facture, its presence on the grocery shelves, its safe-guarding by ade- quate law. Another gift needed is that of the tight of every American child to live, to be educated until its fourteenth year, to be protected against the forces of greed and of evil. Christ- ianity means this or it means noth- ing; and yet babies all over the land die by the thousand, poisoned by stale milk or murdered by tenement conditions; and little children toil, dwarfed and exploited, in American mills and mines and sweatshops. Not until every woman helps to give every child its life and its rights in our land has she come into the true national spirit of Christmas. A third is the gift of health. It rests with the women to create the home, the school, the municipal con- ditions of wholesome living in each community. Pure air in every room, clean surroundings, sanitary laws— these are no mystery beyond any woman’s learning, or beyond the power of woman’s concerted action to gain inside and outside their homes. All men agree, all doctors repeat, that woman alone can con- fer this gift of public health in all its details and its fullness. There are others. But just these three—if 1910 saw them given, what a Christmas Uncle Sam would have, and how he would rise up and cail the givers blessed —Harper’s Bazar. ——_2- Success By Specializing. E. H. Harriman won fame and for- tune because he specialized on rail- roads. Great surgeons are those who specialized upon one given branch of surgery. Great physicians specialize upon certain diseases, and the world, recognizing their superiority, ac- cepts their words as final and abso- lute. So if women want to succeed, in business or the arts, they must first learn to specialize. Most women, however, who are clever, flit from one “fad” to an- other, and while they may gather a lot of heterogeneous matter, success and fame pass them by and go to the girl wh» has put heart and sou) into one thing, which she does bet- ter than any other. It is not ‘what your work is, you know, but liow you do it that counts. It is better to be a good cook or an excellent housekeeper than a poor artist or writer, and it is a lot finer and a tot harder to be a good wife than to be a good stenographer. But, however your talents run, in what- ever path of life your feet are set, specialize. Do a few things well and let the others go. — Washington Times. December 7, 1910 MICHIGAN TRADESMAN OFFICIAL CALL. | | Annual Convention of State Retail | Grocers at Port Huron. | To the retail grocers and general | merchants of Michigan—greeting: The Thirteenth Annual Convention | of this Association will be held in} Port Huron on February 7, 8 and 9, | 1911, and your Association is not) only cordially invited to be repre- sented but is urged to see that as large a number of delegates as pos- sible are appointed. Never has more careful thought and preparation been made for an an- nual meeting of this kind than has been the case this year, and a pro- gramme is in course of preparation, well balanced as regards both busi- ness and entertainment features. The committees entrusted with the details have borne in mind the fact that the business man who leaves his store for three days to attend the convention wants to feel upon his re- turn that he has received some prac- tical benefits. The business pro- gramme will include some instructive addresses on trade topics of timely interest and ample provision will be made for the consideration of sug- gestions from the membership and for discussions of ways and means for improving the conditions of the retail trade generally. Each local association is entitled to one delegate for every dollar paid as per capita tax. Individual member- ships may be taken out by retailers located in cities or places where there is no association, the dues for such membership being $1 per year, paya- ble at the time of application. The inauguration recently of pre- liminary plans for the formation of a State-wide information bureau is one of the interesting developments of the association work during the past year, and an effort will be made at this convention to expedite the formation of a local credit rating bu- reau in those cities where none ex- ist at present. Other important business will come before the convention and a_ large attendance of delegates will be con- ducive to the best interests of the Association. It is important that the State Secretary be notified promptly of the names of the delegates from each association as soon as the same are appointed. Provision should be made for the payment by each association of its per capita tax, either prior to or at the convention. J. T. Percival, Secretary, Port Huron. M. L. DeBats, President, Bay City. a ct a A “Greenback” Governor—Josiah W. Begole. Written for the Tradesman Following the panic of 1873 a large number of people, honest but mis- guided in the judgment of many oth- er honest people, organized the Greenback party. Their avowed, ob- ject was to obstruct and, if possible, defeat the resumption of specie pay- ments by the General Government, i tial by an act of Congress in the year | 1879. The Greenbackers that the payment obligations in paper money proposed | } of governmental | should | be continued and the volume of pa-| per money increased largely per cap- ita. The movement met. with instant | favor in Michigan and many influen- | the Among abandoned the the men of prominence who joined the men to join new. Greenbackers was Henry S. Smith, who was elected Mayor on_ the Greenback ticket and was the first Greenback candidate for Governor, | old parties | local | for which office he received from the | voters of the State about 75.000 bal- lots. Charles C. Comstock, William A. Berkey, General William P. In-| nes. Wiltam H. Walker, Wil- liam T. Powers, William B. Weston and Henry F. McCormick joined the party and it Crawford Angell, | lacked nothing in financial strength | The several after the specie resumption act intellectual continued in or ability. existence party | years | of | Congress took effect, without any of | the resulting, but its the evils predicted by backers ‘ Green- | members | eventualy drifted into the Democrat | party. of Flint, who had Saginaw-Genesee gress as a_ Republican had joined the Greenback party soon after its organization, was nom- inated for the office of Governor by his party and received the ment of the Democrats. A paign committee was appointed, of which the late William D. Fuller was represented district in In the year 1882 Josiah W. Bégole, | the | Con- | and who| endorse- | cam- | Chairman and William A. Innes Sec-| retay. The Committee prepared three political documents, millions of cop- ies of which were circulated the people. The first called attention to the generosity of Mr. Begole in the year when fire swept the counties of Huron and Sanilac, ren- dering thousands of people homeless. Mr. Begole’s famous telegram to the Relief Committee: “Draw on me. Let among over no one suffer while I have money, was made the subject of one of the documents. Another, designed to ap- peal especially to employes of the railroads, recalled the fact that the Republican Legislature had refused to enact a law to compel the rail corporations to road certain ise life pre- serving appliances used in other states. The third document arraign ed the Legislature for enacting a law requiring that the bodies of deceased paupers be delivered to the medical school of the State University dissection the demonstrators of that institution and by students. Car- tcons depicting the horrors of acci- dents occurring to employes upon the railroads and a gruesome scene ofl the pickling vat for human _ bodies were used and the usual number of stump orators was employed and Be- gole was elected by a handsome ma- jority. A Republican Legislature re- fused to. adopt the reforms he had recommended, and there remains but little in the history of his adminis- tration to the credit of the for by Gov- which had been fixed to take place Arthur S. White. ernor. The Gain o per cent juairty of increasing popularity BESIDES, it’s conclusive proof that the mteil- gent housewife appreci WHITE and pastry to the extent she 1s willimg to pay more for it and eliminate the disagreeableness and dis- appointments of bake day with its hitherto expens- ive experiments isfactory results. with With She would rather have light, white bread and liciously crisp pastries 1 mouth” and make her a with what ‘‘mother use f taesiy ““mert ws tie Dread no retiecti This is would hav o oO. o oO D sight of the LILY ability to make the proper £ -« TIEVW WHITE fact i$ Lii.¥ vVvi The [ITE dealers and conusum ers are intelligent, economical. farseemg and prosperous; their discriminative abtlity 1s keen anc their judgemnt is backed up by large resuits. If you, by chance, do not handle LILY WHITE it’s not too late to order NOW. ; le 7 fain "4e~ _—— + From a ‘“‘wise” dealer m Maine (name furnished upon request. ‘*‘Gentlemen:— Please plan to load me out one car rice you can wien Hey City goods be- Itke these goods every ten days. Make the best p loading. I am getting out of Val tween every car and my customer better than anything I can t. out a car every ten days until further Have you a business like the above? If not, wh not? From a consumer i Michigan ‘‘Thanking you for past courtesies and favors simply to prove that my fam ows and EEL E Wil ates the quality of “‘LIL¥ rs for more than ten ye four th made by the Valley City Milling Company has ent- ered our home We have hundreds of other letters on file. the sentiments of which are fully as strong as either of above. Write us for a copy or address. Valley City Milling Company Grand Rapids, Michigan |S MICHIGAN TRADESMAN December 7, 1910 Be a, 4 ~ § = o -— — = 7 == = = - = = =et == — > 2 = + F = : H E , = ; aa : =e s = —- = , — S = es o = = ee go =~ = . =F Ta = = <= tp —- f Homa — . x — y Ee Z f cad =F oS . Ne é : \ { | | i} | | | The Indulgent Father. He's just a boy, not nine years old; If I were you I wouldn't scold Or punish him for what he’s done, He isn’t bad, just full of fun. He didn’t Know that that was wrong, You say you warned him right along? Well, never mind, just let him go He won't do that again, I know. My boy was saucy? No, siree; I'll bet he never meant to be. My boy was disobedient, too? I'm positive that that’s not true. You say he broke your winodw pane? Ill pay for it, but he’ll explain It was an accident, [ll vow He couldn't help it, anyhow. Why don’t I whip him as I should? You can't whip boys and make them good, And, anyhow, he doesn’t need A whipping. Why. my heart would bleed To have to thrash him, he’s so small, So young. He’s only eight, that’s all, He's mischievous, I know; but, then, He’s just a boy, and we are men. You can’t tell me my boy is bad; I don't believe it, I'm his dad. I don’t care what he’s done to-day, Or what he’s broken in his play, Or what he’s said or failed to do. I'm for that youngster, through and through, He’s my boy, and I’m going to see How kind a father I can be! How Grand Rapids Travelers Are Kept Well Informed. If the Up-State storekeepers who receive frequent visits from_ the Grand Rapids traveling men could drop into town some Saturday morning it would be easy for them to find out why it is the Grand Rap- ids traveling formed as to market and commodity conditions and how they are able to men are so well in- talk so intelligently concerning the goods they sell. The Saturday morning visitor at the Iemon & Wheeler, the Judson, the Musselman, the Worden and oth- er wholesale houses will find a school of instruction in progress, and an exceedingly interesting and interest- ed school it is, too. the traveling The pupils are salesmen, and at. the head of the table as instructor is us- head men, “old man” occasionally tak- ually one of the office with the ing a hand and sometimes the demon- strator for one of the lines carried. The traveling men get home usual- Friday Saturday morning and about 9 o’clock they as- around the table. There is no set programme for the ly on night or semble council session, hut often it opens with the enquiry if anybody who has any sug- This question is put to each of the travelers, and any- gestions to offer. thing pertinent is welcomed whether it relates to the handled, goods that might be handled, possi- goc yds ble improvements in shipping meth- ods or along anv other line. The sug- noted for fu- ture consideration and sometimes are gestions are carefuly made the subject tor general discus: And then the question around the table as to what plaints are heard regarding goods or sion. goes com- service, and this is discussed and the, cS oO < =< = 8 5 = older goods in the line. 6 CE discussion often points the way to remedying evils or defects. If there are any changes in mar- instructor tells what they are and the reasons for them, and this enables the traveling men to explain to their ket prices the New explained and the best “talking points” in their customers. goods are displayed and behalf are gone over. The “talking points” are not always concerning new goods, but often they are repeat- ed with variations in regard to the The whole “school” is to make the salesmen more intelligent, to give urpose of the them greater ambitions and enthusi- asm, to inspire them with courage and the desire to do things. Occa- sionally the representative of some manufacturer whose goods are car- tied by the house attends the ses- sion and gives a talk on the merits and points of the article sold. These talks are in the nature of specials, by specialists. The lasts until noon, although the session is some- times so interesting that it lasts con- siderably longer, and then the trav- elers have the rest of the day to themselves to get acquainted with “school” usually their families. The spirational “schools” are instructive, in- { and exceedingly useful, and no live wholesale house in Grand Rapids would try to get along with- out them. They tend to encourage the men to do their best and keep them in closer touch with the house and with each other. —2--.__ He Goes There No More. Bob is a New York drum- mer who picks up a great deal of trade in the smaller towns and vil- lages along his route, and he makes it a point to stop at the house of his customers overnight where he can ingratiate himself into the good grac- es of the lady members of the fami- lies. Ile once said that their influence on sales was 50 per cent. One rainy night he was stopping at a country storekeeper’s home in Pennsylvania, and entertaining the family laughable anecdotes of the sights aud scenes on the road. “Speaking of odd habits,” he said, “that some people practice while traveling, reminds me of an old coun- try dame, from Down East some- where, who rode on the day train in the same section of a Pullman car with me about two weeks ago, and she just kept stuffing herself with gingerbread all the way from Bos- ton to New York without stopping.” “And didn’t offer you any?” ejacu- with lated one of the storekeeper’s rosy cheeked daughters. “Good heavens, no! What a_ pro- digious suggestion! That would have been adding insult to injury.” “Young man,” spoke up an old lady in the corner by the fire, as_ she gazed over the top of her glasses at Bob, “I’ve been trying to place you ever since you came into the house. Now I know you, for I am the ‘old country dame who was stuffing her- self with gingerbread all the from Boston to New stopping.’”’ Now Bob always refuses the store- keeper's pressing invitation to come up to the house and have a chat with “the old dame.” ———+2>____ An Old Story Retold. Scene, a parlor car. Enter commer- cial tourist, who sits on the shady side, center chair. After the usual sharp glance at the pretty girls. and a careful perusal of the expense ac- count, together with another look at the last orders obtained, C. T. set- tles himself to be comfortable. Next chair occupied by a gentleman, who is drawn into casual conversation in reference to the weather, etc. C. T. enquires: “What line are you in, sir?”. Gentleman, who is a minister, with a smile: “The © spiritual line.” “Thunder!” says the C. T.: “darn if I didn‘t think so. But what a price you've got gin up to!” Total silence, a smile from the passengers and the C. T., observing for the first time the name of Rev. on the valise, starts for the smoking-car, where he remains until his arrival at destina- tion. way York without —_————— > o-oo How To Quit Smoking. Do not light the first cigar less than half an hour after breakfast. The more difficult this delay may be the more need there is for a cure. The remainder of the day smoke the same as usual. It is only the first cigar with which we are dealing. Keep this up for a week, then lengthen the in- terval to an hour for another week, two, two and a half, and so on. If you have an “all gone” sensation, a long- ing for something-and-don’t-know- what sort of feeling, eat an orange, or apple, or almost any kind of fruit, but don’t smoke until the time is up! The nerves being deprived of their morning stimulant are crying for nourishment, which nature is has- tening to supply through increased appetite to supply digestion. By the time the first cigar is entirely elim- inated the cure is effected with no se- rious derangement of the heart or di- gestive apparatus. It now requires only a moderate will power to make the cure permanent.—St. Louis Post- Dispatch. ——_+->—_____ December is the month of hard work for merchants. Don’t expect many idle moments until after Christmas. When a moment threat- ens to be idle find a task to fill it. a The man who leads nowadays is the man who adopts improved meth- ods. The wise clerk will seek for the store that follows the latest and best methods of doing business Up To Date Don'ts. Don't steal another man’s good name, even if your own is worn out. Don’t pattern after the busy little bee. It’s the other fellow who eats the honey. Don’t monopolize one color in your make-up A ruby nose spoils the effect of ruby lips. Don’t bet with your wife unless you are prepared to lose whether you win or not. Don't look a gift horse in the mouth. Sell him for what you can get and let the other fellow look. Don't judge a man by the clothes he wears. Form your opinions from the apparel of his wife. Don't be a clam. If you must be anything of that kind be a turtle. Then you will have a little snap about you. Don't take the bull by the horns. Take him by the tail, and then you can let go without getting some one to help you—Hugh Morist in Lippin- cott’s. ——_+-2 Making New Contracts. The season 1s approaching when arrangements are made with _ sales- for the new year. The _ best salesmen will naturally receive over- tures from other houses. He should consider them thoughtfully. He should weigh the reputation of the house. He must not forget that it 1s a simple matter for a house to em- ploy a successful salesman for one year at a somewhat better salary than he can earn with the view of having him turn his trade over to them. Aft- erwards it is just as easy to re-adjust the salary. The salesman possibly is ashamed to return to his old house and so accepts the disagreeable situ- ation with the best grace possible. men It may be a little out of your way to Hotel Livingston Grand Rapids, Mich. but we went a little out of our way to make our Sun- day dinners the meals 7 ‘‘par excellence.’ Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00, $2.50 and $3 00. American plan. All meals 50c. Batic Ge e December 7, 1910 MICHIGAN TRADESMAN A SNAKE IN THE NEST. Kill the Serpent and Teach Boys To Think. Written for the Tradesman. lt is said by physicians that the first involuntary exertion of muscles in the young of the human race is shown in the hands. The fingers, the doctors say, clutch spasmodically and get a pretty firm grip on any- thing within reach. In the old, old days, the evolu- tionists tell us, the young of the hu- man race were born in trees, and in caves, and on rock-ledges, so it was necessary for the new human animal to get hold of something or fall off. Anyway, the human young clutches at something the first second of life, and it is a sure thing that it is not a dollar it is after, for dollars are not known at that stage of the game. In fact, the dollar never would have come in to the world at all if some bright genius—back there before the use of fire was known—hadn’t saved up the last of the deer he had kill- ed for dinner, instead of letting the wolves have it, as was the custom in those ancient days. Then, you see, this old fraud had something to sell, and that in time brought about a medium of exchange, and— But this is not a story of the be- ginning of finance. It is,a story of that clutching spirit in the human being. Anywhere, everywhere, you will hear the talk of accumulation. You can find as many advertisers tell- ing you how to save money as there are merchants telling you where to spend it. There are even advertisers who— at $800 a page in the magazines—tell you how to get the money to save and to spend. There are philanthro pists who want te sell you mining stock for ten cents a share just be- cause it is going up to fifty cents a share next week. There are real es- tate men who want to unload on you a lot on a new plat for forty dollars for no other reason than that it will be worth one hundred dollars next month. But there are also men who tell you that if you want your boy to annex his share of the world’s goods and good things you must train him. These advertisers tell you to your boy a plumber, a music teacher, a book-keeper, an almost anything, by the mail order route. They even tell you that you are not too old to learn to sell real estate, or tune a piano, or become a lawyer or a doctor my mail. These advertisers form the vance guard of an army of men who will, in a few years, be teaching the nation that there is nothing in the world that is any good at all except the human brain. They are teaching, and will continue to teach, that the mogul engine, and the battleship, and the transcontinental railroad, and the tunnels under the rivers, all came make ad- from a mighty small cell in the hu- man brain—a cell so small that thou- sands could be put on a pin-head. “Tet us stock your brain cells for you,” they are saying, and will con- tinue to say, “and see what kind of a sky-scraper will spring forth.” And the beauty of it all is that they are handling a good many _brain-cells, and are doing a lot of good in the world. If the boy or girl, the man or woman, they teach and_ collect from does not learn the game that is on tap in the weekly letters, he or she will at least become possess- ed of a brighter brain than before, and the brighter the brain in the pa- rent the brighter the brain in the child, and the— You may follow that line of rea- soning out for yourself. What this story is to tell is the worth of a brain rightly trained—the supreme might of trained, unshaken brain, strong, confident, unfailing. Every year these masterful brains you are being told of are becoming more numerous in the world. The training begins in selfishness, and continues in selfish- ness—individual or tribal. People learn in order that they may have more, and get it with less agony of exertion. So, back of and behind this train- ing of the human brain must come a school of instruction which will get the individual and the tribe out of the notion that all this brain culture is exclusively personal. Now you, perhaps, begin to see why you have been led through all these mazes of expression to come plump against the basis thought that all this intelli- gence may in the end become some- thing of a curse to the humana family. Rome had all the big things in the way of private and public buildings, and roadways, and high lights in art, and men who could talk wisely at the rate of two hundred words a minute, but she went to the scrap heap because the people who knew acquired all that account. how was of any The masses were nothing. Perhaps they knew how to plumb, and tune pianos, and build houses, and shape big ships—although there were no mail order schools of instruction then —but they did not know how to look out for each other. They had never been taught to do things for the common good. The common good, their country, meant nothing to them. Government meant taxes, flag lifting of the few at the the many. nothing for Rome. meant the expense of They cared Just by way of an aside, you go to some gathering of working men in this country, in Grand Rapids, or Battle Creek, or Duluth, or any old place, and talk the glory of the flag, and the sacredness begin a about of our country, and the love of coun- try, and do you know what you will get? You will get the merry Ha! Ha! They will tell you in the gram- mat of the third grade that the transportation companies, and_ the packing companies, and the oil com- panies, own this country. If it needs defending, they say, let these people defend it. What are you going to say when they talk to you like that? But about this training of the brain for the com- mon good. Some genius who ought to have a monument as high as the Rocky Mountains is showing how this can be done. where the wise Catholic always begun, with the boys. care what becomes of the old and women if aoys and girls can be prepared stocked before the hi gus? Teach a boy right up to the time he is 16 and you have a good citizen. church ' “ ‘ celle of the Le lis Jk LESC the brain work of It takes a long time to get to the point, doesn’t it? There are so many things that need to be reader before the main point is pre- sented. As men who write 40,000 words for $100, say, the peril of the main forever be kept in make a kolding story. Well, this man who conceived the grcuping boys together into set before the order you te situation sh sma st mind iff OFGET to ized bands of The modern not a friend on earth bef scouts a medal. In too many cealiest enemy a boy hz aca the cases tne tionally, but through orig ness and lack of training. The boy at in too cases, is that there world, and that is the numeral one home, many is only one numeral Every day you find fathers ing because the offspring is carrying out this distress of Thompson Seton is, I think, the who movement. women, 5 nome-taught theory to the the parents inaugurated the Boy Scout More power to him! He is teaching the boys that ther : nothing of any account save know- i a Fa a on . — ing how! He is teaching thai the prosnerity of pends on the prosperity Iie is showing how a can be a comfort to well as a snoncy grabber for the in- dividual. He is teaching the boys that they have a country and that wien that flag ceases to float we are likely t have r houses, and our factories, and our sixty-day rotes drawing 6 per cent in banks, burned by little in cotton nighties. And, above all, he is teaching how to keep the snake out of the nest. 1 There is no room for such a in the Boy Sconts. If a Scout turns out to be a snake he is fired good and Lard. But about tivating the Dd:ram along purely personal and_ self Yhere are elever law, and they tell the story which should have heen I years ago—the stor} ions. He is beginning There is a snake nt I a every | nest. In every community there is a hoy, sometimes more than e, whe thinks it is smart to cheat, to lie, to get things hy disreputable methods have saved Pome, and ff all the -rowns in the world years ag Here ace the Boy Scout articles faith: 1. He must be honorable 2. He raust be loyal to parent, teacher, employer and companion 3. He must be helpful to others, especially to parents and compan- ww avattd * Ty tr Lia erro ~ ~ ee = 5 E mus © 4 2ITID ae snimals 7 Te must learn to ohev eo were ooee oat «ft om scam S aSt C¢ li ait & ai } on Die «2 cee ) MTSE s 32 ss chat ad te Gheoties tt Ele a . nectar sorter i? ‘ ait S ow Ss —~ and therr nests tT Fo rrct e 2 good atl KTIOW a eo < TT altro - iss iti iis im a un On Stans ¢g t Zz 7 iow ft os ~ eho i a _— _ \ 3 i a ZS 1 ‘ , . he found - ro rcves c sma! wa a “ - ae sen be S ee - thas at ence — 7 oe receri gt _ > a a ot eee ae the moet mmnortant thine ‘Tes S the comments ae ahecver + + time when “—e ree th xOrT _" v pers . tribal * siGah lant sttee + . _ wsk than he ele — steele “ . 5 ‘aa , < de here “ Vattar thea wor ty “ “ { ' Tent 7a tevern + of, a i “ # oust + . sty detective work im the ~ steahhie a6 the h Scone » ' . M: r a - * § canci4t a —— det © ere —_—— at ote a Sens ' ened fs . Lh - ~ - “~ r A i ¥ é = ns “ ete rene Space mr 4 ee ; thiae + —_ " we the wots af eee ¢ Ltt Cui eat. if —_. « o 4 - 9 - ‘ Ants eS hotftetia arhere mitre. I ona ¢ . ee he Sout Nae @ tinder of Bist BE nl “a i -ai y ‘ . 4 | wack te E saaee P i ‘. wen oe iat alt ail « econ v 4 a cin of Shows ws ele ieee See cate aie T 4 awww + - t cares wot nl i get dow ‘ ' 4 ianare and contemulate that The time of vear when you thea « rks x nmave tno work => ranid’ approaching See tha S yw a proper norectat -~ at +h tra work your employes do for nl ee Stady the lines of coods 1 le. Learn how they are made lwhere and when. This is the to good buying MICHIGAN TRADESMAN December 7, 1910 9 Michigan Board of Pharmacy. President—Wm. A. Dohany, Detroit. Secretary—Ed. J. Rodgers, Port Huron. Treasurer—John J. Campbell, Pigeon. Other Members—Will E. Collins, Owos- so: John D. Muir, Grand Rapids. Next Meeting—Grand Rapids, Nov. 15, | 16 and 17. } Michigan Retail Druggists’ Association. | President—C. A. Bugbee, Traverse City. | First Vice-President—Fred Brundage, | Muskegon. | Second Vice-President—C. H. Jongejan, Grand Rapids. Secretary—H. R. McDonald, Traverse City. i ae ere iene Riechel, Grand Rap- | s Executive Committee—W. C. Kirch- gessner, Grand Rapids; R. A. Abbott, Muskegon: D. D. Alton, Fremont; S. T. Collins, Hart; Geo. L. Davis, Hamilton. Michigan State Pharmaceutical Assocla- tion. President—E. E. Calkins, Ann Arbor. First Vice-President—F. C. Cahow, Reading. Second Vice-President—W. A. Hyslop. Boyne City. Secretary—M. H. Goodale, Battle Creek. Treasurer—Willis Leisenring, Pontiac. | Next Meeting—Battle Creek. Grand Rapids Drug Club. President—Wm. C. Kirchgessner . Vice-President—O. A. Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman; Henry Riechel. Theron Forbes. Drug Store Prescribing. How far can the pharmacist go before he will be deemed guilty of in- trading on the physicians asked A. S. Musande of San Fran- cisco, at an address the American Medical Association. This is a limit on not all agree. Some that a prescriptionist should never give medicine without an crder from a_ physician, but is this practical? It that the compromise that has been offered 1s that a pharmacist should never try to diagnose a case, but should explain domain? before which say seems best to a patient that the best thing would be to see a physician, as his: opinion may be then, if the customer refuses to do this, the drug- sist should unharmful mixture for the sympton complained necessary, and give some of with final directions to see a physi- cian if not relieved. A the pharmaceutic profession is sumptuous when he fails to tell the of | pre- member the sick that pharmacists are not able taught to diseases and that it is the physician’s work to do; or diagnose so, just as it is presumptuous for the | physician to give a price on prescrip- tions without knowing how they are figured. Dispensing at the patient’s house is the oldest charge hurled at physi- cians. Let it be understood at the start that no reasonable pharmacist can deny that this practice is in order when immediate medication is need- ed or when the patient lives at a distance store. It was said in defending physicians against exposure of errors that the nature of his such that mistakes often from a drug- the his too remote creep |! is ithan the | but rarely used, and it is 'therapeutic | Greek /QOueen Caroline of England work | into his prescriptions; therefore the fact is evident that somebody must act as a checker in dispensing his orders, and who is better qualitied pharmacist? Many times |also the physician is wrong in his idea of the dosage of some powerful drug appropriate for the occasion, here that taught in pharmacy should be play. The pharmacist also has a better opportunity to make sure, he can look these up in the books on without exciting suspicion. lows also that the physician dispense so the knowledge of posology the college of brought into as matters materia medica It fol- cannot competently the pharmacist, whose ability to do so is dependent on his knowledge and as of mixing drugs. Therefore, a physician who makes it a practice to dispense his own pre- scriptions experience in acts detrimentally to his patient, the pharmacuetic profession and his brother practitioners, in the latter case, because of the financial advantage gained by custom. unfair the ——»+-+___ The Medical Uses of Mummies. Mediaeval medicine employed strange remedies, some of them fan- tastical but soothing, such as frog’s spawn, others creepy and_ formid- able, such as the wood of coffins. Or. Wiedmann, Professor of Eg- yptulogy at the University of Bonn, assures us that it is not very long since medicines made from mum- ;mies were employed in the treatment ae diseases. The mummies made use of were two kinds, genuine land artificial The former were isnatched by the Arabs from the | burial places of the valley of the Nile Asia. The virtues of these were at- tributed to the asphalt with which the and sent to Europe and jembalmer had impregnated the bodies ot other the and the acknowledged which Galen physicians and |healing virtues in cases of colds, ec- ;zema, convulsions, epilepsy, suppura- tion, and other maladies. The author also asserts that the very name mummy—is derived from a Persian and Arabic word meaning asphalt, and that it was only at a later date that the word was used exclusively to refer to embalmed bodies. Mum- mies were so generally used in Per- sia as remedies that the Shah offer- ed them as presents to friendly sov- ereigns. Louis XIV. and Catherine received gold boxes filled with mum- mified limbs, and late 1809 was or- dered mummy extract by her physi- cians. In the absence of as as authentic mummies, such as the soil of Egypt alone could furnish, an artificial var- iety was manufactured in other coun- tries. Here is a somewvziat disquiet- ing receipt according to the manu- script of the Persian poet Nizami: “Take a man with red skin and hair, feed him with fruits up to the age of thirty. Then plunge him into a stone vat filled with honey and divers oth- er drugs; close up the vat and seal it hermetically. One hundred and twenty years later the honey and body will be mummified. Open the vat and serve up the contents.” The mummy extract, says the German sa- vant, was in common use in __ the eighteenth century, and as late as 1853 it figured in Austrian pharma- cy.—The Hospital. i re Oils and Perfume Plants. Of the countless number of plants in the vegetable kingdom, many pos- sess peculiar aromatic odors. Before the art of distillation was known, the ancient peoples used odoriferous plants and spices in their dried forms for their agreeable odors. Gradually, however, the develop- ment of special utensils for other do- mestic purposes may have resulted in the discovery of methods for the separation of odors from plants and plant products. The first mention in ancient Greek writings of the separation of an odor from a crude substance is that of the oil of cedar which was separated from the oleo- resin by means of the crudest form of apparatus. With the _ develop- ment of the necessary apparatus, ex- tensive perfume industries have arisen. In southwestern France a general perfume industry of great importance, based on the production of lavender, cassie, rose, violet, and other perfume plants, has grown up. The attar of roses from Bul- garia and Turkey, the rose-geranium oils from Algeria, Reunion, and oth- er French colonies, the lavender and other essential oils from England, and the citrus oils from Italy, as wel! as the lemon-grass, citronells, veti- ver, and other volatile oil and per- fume-producing products from India, may be mentioned as important in- dustrial products. In the United States and in Japan the production Or peppermint oil and its products constitutes important industry. At the present time the num- ber of plants in the United States yielding oils in a commercial way is very small, but the number capable oi yielding oils of probable value is correspondingly great. At present the cultivated plants are principally pepperpmint and spearmint, togeth- er with small quantities of worm- wood, tansy and wormseed. The wild plants include sassafras, winter- green, sweet birch, Canada fleabane, an blue-gum, wild bergamot, horse- mint, and pennyroyal. Oil of turpentine has been dis- tilled commercially for more than a century and is produced on a very extensive scale. Unlike most vol- atile oils, the oil of turpentine is not distilled directly from the plant but results as one of the products of the distallation of the oleoresin from several varieties of pine trees. Information concerning plants yielding materials used in the manu- facture of perfume products, also concerning the processes and appara- tus required to utilize these oil-bear- ing plants, is given in Bulletin No. 195, of the Bureau of Plant Industry, U. S. Department of Agriculture, re- cently issued. —_+>-~_____ Drugs Below Standard. Indiana physicians are forming an organization for the purpose of in- ducing tle next legislature to strengthen the pure drug law of that state. The organization is known as the Indiana Plysicians’ Pure Drug Association, Dr. Edmund _ D. Clark of Indianapolis is president. It will be the purpose of the organiza- tion to ask for additional appropria- tion for the use of the state board of health, for the purpose of prose- cuting persons and firms that put on the market drugs below the legal standard. Dr. Clark, the president of the association, speaking of the plan, said: “It is wicked and criminal for the manufacturers to sell drugs which do not comply with the standard. I recall two instances of the sale tincture of opium, and in of in one case the preparation contained only one-sixth of the amount of opium that it should have contained, while in the other case it contained more opium it should have contained. can see the danger The physician than Now, you in this matter. can not know how much of any drug he is giving his patient so such long as manufacturers do The lives of his pa- tients depend on his absolute know- ledge of his drugs and the assurance that the drugs are pure. This is a matter of the utmost im- portance to the physicians, and we expect them to join in’ this move- ment to better the condition. “The reports from the state labor- atory show that during the year end- ing with September, 1910, 444 samples of drugs were analyzed at the state laboratory. Of these 242 were legal and 202 were illegal, or below the standard. Ninety-two samples of spirits of camphor were analyzed and twenty-eight were found to be legal while sixty-four were illegal. Pare- goric contains opium and you can see the danger in this wide variance. Out of seventy-two samples of tinc- ture of iodine only twenty-six were found to be legal, while forty-six In tincture of iron seventeen were legal and sixteen il- legal, and in fluid extract of bella- donna six were legal and seven were illegal.” things. were illegal. Merchants, Attention Just Opened Alfred Halzman Co. Wholesale Novelties, Post Cards BERT RICKER, Manager A complete line of Christmas, New Year, Birthday, Comics, etc. Our stock is not rusty— itisnew. Fancy Christmas Cards from $3.50 derM.up. Write for samples or tell us to call on you any where in the state. We are located opposite Union Station and fill mail orders promptly. Our prices will in- terest you—ask for them. Citx. Phone 6238 Bell Phone 3690 42-44 Seuth Ionia Street Grand Rapids, Mich : : 2 4 4 j 4 December 7, 1910 MICHIGAN TRADESMAN 43 i WHOLESALE DRUG P ICE CU ee ........ @1 so| Rubia Tinctorum 12@ 14| Vanilla _. S we@w R RRENT Lycopodium ..... 0@ 70 Saccharum Las 1%@ 29 | Zinet Suiph ‘3 is janine C * MN ooo a caee 65@ 76) Salacin 4 50@4 73 | Olle OVAIME ......25. 1 75@1 8 | Seillae .......... @ %|Magnesia, Sulph. 3@ §& Sanguis Drac’s Hea Wi bE gl ieum {oases : Fant ante ; + Acoticum sae) 10m 7p| Cubebae ....... 4 80@5 00|Scillae Co. ...... @ 50| Magnesia. Sulph. bbl 7 1% |Sapo, G ..... es sa = ae oe 5 DB ivews % w Boracie ......... g erigeron ...:.... 2 35@2 5 | Tolutan ......... @ 50|Mannia S. F. .. | Sapo, M .....-. 19@ 12 | Linseed, pure raw I oot LS Carbolicum Evechthitos .....1 00@1 1\| Prunus virg @ 50|Menthol ........ 3 5093 i Gage, W +. e-e- 15@ 13) Linseed. boiled ..1 W@i i6 Hydrocht a | Gaultheria ..... 4 80@5 0(| Zingiber ........ @ 50|Morphia, SPcw 3 = 60) Seidiitz Mixture wuw 22 Neat +fot. w tr SQ a Seameninien oa - in Morphia, SNYQ 3 ues 60|Sinapis ........ @ Is8| Turpentine, bbI Ils a : reac ccings Morphia, Mal. ..3 35@3 60) Sinapis. opt .. @ %| Turpentine. less sz Oxalicum is Gossippii Sem gal 70@ 7: | Aloes ............ 66| Moschus Canton 40 Snuff. Maccaboy Whale, winter og eee - us 18|Hedeoma ........ 2 50@2 7: | Aloes & Myrrh.. ae et ae Oe ee Oe. @ Paints Sulphuricum ' 1%@ 5 auHipere 22.22... 40@1 2(| Anccnitum Nap’sF 501 Os Se gag == = = — a oun + oer a a Tannicum ....... 75@ 85| Lavendula ....... 90@3 60| Anconitum Nap’sR 60|Pepsin Saac, H & Soda. Boras, po ..5 Wi lLead, we _.. “ ‘s Cartaricum ..... 38@ 40) Limons ........ 4 15@4 2 i Arnica ........-.- 59 | bicis cae < Gi w a 6s = + Lead, white a 5 aq i a, Carb . 1%@ 2| Ochre, yet Ber tf 2 uals ye “wm Mentha Piper .. 2 20@2 40| Asafoetida ...... a... 3 06| Soda. Bi-Carb ig Fo ected ml > . on Aqua, —o.. (8 8 Mentha Verid ...3 40@8 50| Atrope Belladonna 60| Picis Liq qts .... @1 00 | Soda, Ash 3% 4 Putty, commer? 7 ™% Carbonas ...-... 8g 15| Morrhuae, gal. ..2 00@2 75| Auranti Cortex.. 50 Pa Hoos i 2 “~. bial oom qu ¢. é o— strict pr ty 2% 03 i Spts. Cologne .. Re enetian = 2 @3 Chioridum ....... 12 34] Mericta. ........: 3 00@3 66| Barosma ........ 50| Piper Alba po 35 30 Spts. Ether Co 30@ & Shaker Prep'd i @i 3% Aniline OVS erase 1 00@3 @C| Benzoin ......... $0 Piper Nigra po 22 13|Spts. Myrcia . S| Vermillion, Ens a we _ pres neacaas os; a Picis Liquida .. 16@ 12|Benzoin Co. ..... 50 iene ten : 19@ s _ ba nest Bg ° Vermillion Prime HOW ..5:25.-.- ee Spts. vr ect b Amertean Be ae oo g0| Picis Liquida gal. @ 4 ——— vetoes a Pulvis Ip’cet Opil 1 30 1656 Spts Vii Rt iost @ Whiting Gildery a % YOU .... 00553. 2 50@8 @| Ricina .......... oS? a. se Pyrenthrum, bxs. H Spits. VTIIRtS5 si @ Whit'g Paris Amr @1 6 Rosae oz. ...-- 8 00@8 50 rdamon . 76 & Co. doz. @ 7% | Strychnia. Crys'l 1 10@1 30 Whit'g Parts Eng ccae R ni 1 06 Cardamon Co. ... Pyrenthrum, pv. 20@ 2% Sulphur. Rofl . 2%@ 3 cliff a « Cubebae ........-. 10@ GH henner @ Cassia Acutifol .. 5€| Quassiae ........ 3 10|Suiphur Subl. ... 2%@ 6 Whiting, white 9n @ Junipers ...... 6@ SiSavina .....-.... 90@1 @0| Cassia Acutifol Co 50| Quina, N. Y. .... 17@ 2) Tamarinds — Jarnisnes Xanthoxylum 1 00@1 10 meta @4 5¢ i ee 1 66 Quina, & Co.... @ Terebenth Venice #@ 36 Extra Turp f wet Tt? Balsamum Soasnitin ....-.. 90@1 00 aes eteeeeeceee 7 Quina, SP &W 17@ 2% Thebrromae ..... a@ Sf “Mo.l Turp Coach! WaT ™ Cuan. coca ‘ $2. S Sinapis, ess 02. a . Glachena Ge. . 60 niacin Ce tae eta Succini 40 Columbia ...... 56 Terabin, Canad 0g SOlTievine. .......-.. 40@ 5¢\Gubebae ... a 50 Vomten <..-.5.. 0@ 45) tnyme, opt. .... Gi Gita. ...... Cortex or a og } 4 a. a. sel Abies, Canadian 18 Tigh sha owe ee wt Feori Chloridum 35 | Cassiae .......- 20 Potassium Gentian ......... 50 Cinchona Flava.. 2 mee piece eas se # oe Ce ..... e Buonymus atro.. enromate ..... : E MAGE 6 occ css Myrica Cerifera.. 296i Bromide ......... 30@ 35|Guiaca ammon 60 Prunus Véfrgini.. = aan Co. bee # ao S | ‘ Quillaia, gr’d. ... orate ..... po. OGG ..+.--..-4- 1 . S . Sassafras, po 30.. 26 Cyanide ea ; se 40 Todine. colorless ws Druggists undries Ulmus ......--- OGIGO . acces css 6 GUUS Ged etre terre ce eenee i Extractum eae iaciaa pr 5 a er 4 RB otass tras opt WEEN ogee aie das | Glycyrrhiza, _ 4@ 30 dieu HE Bene 48 aon cn, | 18 ooks aematox ...--- Sulphate po 15@ 18| Opil. camphorate 1 00) Haematox, ils ... 18 14 Opil, deodorized 2 00) . : . Heematox, a. 14g 18 Radlx estate 50. tationery § Sporting goods i Aconitum ....... 29 ais... i . Haematox, 48 -- 160 17) jithee ...0...-- oS” e cave a Anchusa ........ 10 13 Sa cian foes 50 nnitiiiatie disinns Carbonate Precip. Arum 0 ....+.-. oe ee | Citrate and Quina 200| Calamus ........- 20@ 40 Se a * Citrate Soluble 65|Gentiana po 15.. 12@ 16|73o%num $0 ferrocyanidum 8 40/ Glychrrhiza pv 15 16@ 18 a ee ee | BELATED BUYERS solut. Chloride 15| Sellebore. Avha~ 12% 15| Valerian = sulphate, ——) J 2| Hydrastis, Canada @3 00 tingteer a $0 Arae x 4 » | GINQiIDer ..----eee suiphate, com, by ac ae suina ibaa ilies | E yet have a few samples as well as 2 small Sulphate, pure 7| Ipecac, po ......2 302 35 pipe al ao 4 _ | 4 Flora ee ek -.- ll ceaen, Oe ae ag quantity of regular stock of oe Goods coaies ae ae a Maranta, %s i g 35 saeette Dowels “ y Me + tee Podophyllum po 16 ntimoni, po ... F Matricaria ...... 30 85 Ret” 7 ea po 15@1 00 Antimoni et po T “g 50. that we can offer you for prompt shipment at $2 $fac Folia — Cut 2.2.02. 1 ° ; = ate coerce ¢ = sie ee ee Bier 5. ee, | . ! Barosma «.-:- 1 60@1 90) Gree pari, po is Bg Oe et Nitras os _@ @2|| *OFy Prices and terms—early buyers get the first selec- tad... Me Mies Oe... Re Re i 10@ 12) ' Cassia, Acutifol 25@ 30 Sanega 2 .......- 85@ 90 Balm Gilead —. Sa 65 tion Salvia officinalis, Serpentaria ..... 50@ 55|Bismuth S N ...2 20@2 30) %s and %s ... 18@ 20 ti Si q = poe enh 9 is 4 RB ‘| Smilax, offi’s *1.. zalcium Chior, ‘gs ; wm ¢ Uva Ural ....... 09 13] Sates ons 7. 14581 $0] Calcium Chior 8s @ 22 Albums Dishes Manicure Goods Gumm! Symplocarpus ... @ | Cantharides, Rus. 90 2 Acacie, ist pkd. 65|Vaicriana ‘Eng... _@ 25|Capsici Fruc’s af @ 20/| Books Dolls Stns acae a Fee 8 il aero, Ce Batts boo 8B f . Mngiber a .....- 24 sé ‘ 5| : “ Acacia, sifted sts. | @ 18|Zingiber J... 25 2§| Farming No. 40 26 25 Bric-a-Brac Games Pictures Acacia, pO ....... Raiden arphyllus ....... Aloe, Barb vesees 22@ Bl Aanisum po 22 .. @ 18) rtaceum y # | Burnt Wood Hand Bags Postal Albums . eee Apium (graveis) Sey hel ee a Aloe, Socotri .... @ 4 : Centrafia ....:... @ 10) : Ammoniae «+... » 9, 2 Bird. eo iative 10 $|Ccm Ale ...--. 50g 55 Cut Glass Iron Toys Stationery safoetida ..... a a A , | Cera awe .2... 0 ' wpeuzoinum ...... 50@ 55 — 15 poe i2@ 7 45@ 50 ¥ [ Catechu, is ..... @ 13 ienauadtate nee 95 31 {Chloroform ...... 34@ 54 ours truly, aoe ra g a Comanadrum ..... 12@ 14 pe sn moe - = a Camphorae cae a 75@1 00] Ghondrus ......-. 20@ 25 H Iti & Perki D Buphorbfum ... @ 40| Dipterix Odorate 3 50@4 90 | Ginchonid'e Germ 38@ 43 azeitine erKIns rug Co., — raga 2) oo on le Cinchonidine P-W ie 48 } Gauclacum po 35 3 86 “et ad. bh. bu ss : Cake te te 0% Grand Rapids, Mich. ee scales po 45c g - a ' : 1@ 80| Teoeoulnm! .....- @ 4% BOO ....-..-5- ee pe ~ Crea ... Ok 1% e 5 2 sehgada Cana‘n 9@ Id Myrrh ..... po 50 @ 45 Ra 5m 6 €Creta, prem .-..-.:. @ & a 5 50@5 60| Simapis Aiba. B@ wolcrete precip. «9 1h Shellac. bleached m8 6 Sinapis “spirtus 9@ 10 Cudbear Ki oo @ 24 ragacanth ..... G upri Suiph ..... 3@ 10) Frumenti . D. 2 00@2 50| Dextrine .. : l@ 10 s Herba Frumenti ........ 25@1 50| Emery, all Nos... @ 8 Absinthium 4 50@7 00/ Juniperis Co. "1 7573 50 —.”lU a a 2 e OS ener pupatcrium Om RK 38| Juniper's CoO 71 $g8 00| ergo po 65 som & Majorium ..oz pk 28) Spt Vini Galli ..1 75@6 50 ke La — fe wi Flake White 12@ 15 Mentra Pip. oz pk 23/ Vini Alba ....... 1 25-7 WlGalla ..... @ w Mentra Ver oz oe 25| Vini Oporto ....1 25 it? 00| Gambler _........ 3@ (9 an ge er da er ean 2 Pp a Sponges Gelatin, Cooper . @ 60 ——- . = bk 25 ee sheeps’ ‘ Foran ree 35@ 60 ; oi wool carriage @1 25| Glassware, fit boo i - . ' Magnesia Florida aeocee’ woot 7 Less than box =" For Sealing Letters, Affixing Stamps and General Use Calcined, Pat. .. 55@ 60 2 eae ; 00@3 50 =. a odes BS 13 Carbonate, Pat. 18@ 20| Grass sheeps’ woo! ue, white ..... 5 25 i ‘qrbonate aK 180 20 cok es ts. o = ne sears 2%@ % Simplest, cleanest and most convenient device of its “Arponate .....-. " i @ 2a . t “a Oleum — sheeps’ —_ “a4 aoe pases, 35@ 60 kind on the market. carriage ...... 0 5 rar "I ¥ ‘ ‘ ‘ omens ; ee ad 7 rg « Velvet . sheeps’ . apdrate Ch Mt. | s You can seal 2,000 letters an hour. Filled with water Amyedalae, Ama 8 00@8 25 wool carriage @2 00|Hydrarg Ch Cor it will last several days and is always ready. Aa cate | segs a Toho Sect gy ag EVES Sage= af Ss rtex 2 75@2 tees G e’m s A Aurantl Co @ Syrups Hydrargyrum . 80 Price, 75¢ Postpaid to Your Address Cajfputi ......... | Avacita .......... w 50 —— Am. = = 1 Auranti Cort @ $y|4nGmwo ...------- | —— — mane caer... So] Peri lod *.. Go| Iodine, Resubi ..3 00@3 25 wp Chenopadili i ioenc (#.. @ |leaororia ........ 3s wes w cre sca: sf | Liquor Arson’ TRADESMAN COMPANY GRAND RAPIDS, WICH. Conium Mae 90| Smilax Offi’s 50@ 60 Hydrarg tron: 7 Senega ........- @ 50! Liq. Potass Ee enitt 109 32 | i MICHIGAN TRADESMAN December 7, 1910 and are intended to be correct at time of going to press. market prices at date of purchase. ADVANCED index to Markets By Columnas oe Baked Beans .......--- Bath Brick Brushes Candles Canned Goods Canned Meats Carbon Oils weet sere eees Cheese Chewing Gum ......--- Chicory Chocolate Clothes Lines Cocoa Cocoanut Cocoa Shells Coffee Confections Crackers Cream Tartar See 0 bo BVO DO “TDS ee ow Clesrtreoesoses coco D Dried Fruits F Farinaceous Goods .... Feed Fish and Oysters .....- 1 Fishing Tackle .......- corres Extracts .... 5 Flou 5 can Meats Gelatine Grain Bags Grains weet eee ecceese on Hlerbs Hides and Pelts ......- Matches Meat Extracts Mince Meat Molasses Mustard ANAMAH Playing Cards Potash Provisions AAIMNH Rice Salad Dressing Saleratus Sal Soda Snu ee 00 00 00 00 00 00 BERD 3993-149 © Vinegar weet wee eee eee WVURRI 5. coca eee. Woodenware Wrapping Paper ...... 1 eG . wes Limburger ..... ; 17 These quotations are carefully corrected weekly, within six hours of mailing Pineapple _ 60 ; ap Sago ...... . ‘lh tet * snags 3 Swiss, focus 13 i hange at any time, and country merchants will have their orders filled a CHEWING GUM _— . : ; American Flag Spruce 655 Beeman’s Pepsin ..... a, Pepsin ....... est RON 24.55 5.5. DECLINED Best Pepsin, 5 boxes “9 0 inck Jaek ...5......> Largest Gum Made .. 55 Ben Sen 2.2.0.5 ...2. 5 Sen Sen Breath Per’f 1 00 Wecatan ..........- eeee BD Spearmint .......-., os. OP CHICORY — = —- | Bul sexe eas See eee . 5 BO occ ee coe ne os 7 eeeqe oo co wees we cease 5 1 9 Hranck’s .......... ist q BeCRenNCr’S |... 655..25656 6 CHOCOLATE ARCTIC ee c Ps anal oe ee Walter Baker & Co.’s . B. | Cove, tote eeee 29@_ 9°!) German’s CCL Loc. s 12 oz. ovals 2 doz. box. .75 Cove, 29D. ...... 1 63@1 7 Premium o6ccsccdcccecs - - APACAR <2 ..4 5 eis en tee Plums Walter M. Lowney Co. iT. wood boxes, 4 doz. 3 00{ “lums ........... 1 00@2 50| Premium, 4s ......+.. itm. tin boxes, 3 doz. 2 35 Peas Premium, %s ee 3%1b. tin boxes, 2 doz. 4 25) Marrowfat ..... 95@1- 25 CIDER, SWEET 10%. pails, per doz....6 00| arly June 95@1 25 ““Morgan’s 15tb. pails, per doz. ..7 20 Early June Sifted 1 15@1 30| Regualr barrel 50 gals 7 50 25tb. pails, per doz. :.12 00 Trade barrel, 28 gals. 4 50 KED BEANS Peaches 14 Trade barrel, 14 gals 2 75 oo on eet PED eee 90@1 25| Boiled, per gal. ..-... oe 2tb. foe Mer doz......1 40| No. 10 size can pie @3 00| Hard, per gal. ....... - - 3Ib. can, per doz....... 1 80 Pineapple : COCOA BATH BRICK Gated 8. enape Gb i Gaker's ..............; 3 English .....-.-------- Soi chcet .........- 95@2 40 Ele oo vette see e eee Z ____BLUING ,. Pumpkin Gries (iam wikis = go | National a Company pal a di lee i mest. 20 GR. c..------- 410 2 Raney .........., 1 Ca utter a h Peas Rolied Oats 2 Micchahan’ (stare) Rolled Avena, bbls. ..4 25] Seymour. Rd. bbl 64% as . her gee ee 2 45| Steel Cut, 100 tb. sks. 2 10 Snite GCincierrins Monarch, bbl. ........ +N. B. C., BOE. .....- 6 _ Pelee 09 Monarch, 90 3b. sacks i BO ieaicce: 6-2 9 Nie a0 ce eee Quaker, a8 Re gular 1 38 Saratoga Flakes 13 oe Hominy 85 Quaker, 20 Family 4 00 any eee 13 co ee : vster Lobster Burk “Ke? Whe" 34, IN. B.C. Ra. bbl 6% bx 6 ib. tees settee : = 24 tb. packages ...... 2 50 ea bbl, 6% boxes .. : Ronee) cee he th a he ens : RUBE 2c cee Henic Temes) 20000 2 75 CATSUP : Sweet Goods Mackerel Columbia, 25 pts. ..... 4 ii Animale oe. 10 Mustard Wb .....-.-- 1 80 Snider’s pints ......... 20) Ritaeties © ee 12 Mustard, 21b ..2 80] Snider's % pints ......1 3 Atlantic, Assorted ... 12 | Soused, ll .......-. 1 80 CHEESE _. |Arrowroot Biscuit ... 16 | soused. 21D. 2 idem... .....: @15%| Avena Fruit Cake ... 12 | Tomato. It --1 5°) Bloomingdale @is (Brie ...-........... 11 Tomeco 2% a ee 95 | Bumble Bee ......... 10 Mushrooms Minarner ......... @il -iCudets 2... SS 9 Fioteis ...-.-.-.- 17| Riverside ....... @17 Cartwheels Assorted .. 9 Buttons. %s a0 BOR we cess - > @18 Chocolate Drops ...... 6 Buttons, Is ...... SS teltep .......... wo Choc. Honey Fingers 16 10 4 Circle Honey Cookies 12 Currant Fruit Biscuits 12 Cracknels .....25;5 22. - 16 Cocoanut Brittle Cake 12 Cocoanut Taffy Bar ..12 Cocoanut Bar ........ 10 Cocoanut Drops ..... 12 Cocoanut Macaroons ..18 Cocoanut Hon. Fingers 12 Cocoanut Hon Jumbles 12 Coffee Cake ....:.... 40 Coffee Cake, iced ..... 11 Crumpets ...........; 39 Dinner Biscuit ...... - 26 Dixie Sugar Cookie ... 9 Family Cookie ........ 9 Fig Cake Assorted ....12 Fig Newtons ...... was a Florabel Cake ........ 12% Fluted Cocoanut Bar 10 Forsted Creams ...... Frosted Ginger Cookie 8 Frosted Honey Cake ..12 Fruit Lunch Iced ....10 Ginger Gems .....,... 8 Ginger Gems, Iced .... 9 Graham Crackers .... 8 Ginger Snaps Family 8 Ginger Snaps N. B. C. 7% Ginger Snaps N. B, C. SGUAIS ....55., oc... 8 Hippodrome Bar .... 12 Honey Cake, N. B. C. 12 Hioney Fingers As. Ice 12 Honey Jumbles, Iced 12 Honey Flake ........ 12% Household Cookies .... 8 Household Cookies Iced 9 imperial paces cs cs Jersey Lunch sees Jubilee Mixed ...... 10 Kream Klips ........ 25 PAIS oe es - 2 Lemon Gems ...... 10 Lemon Biscuit Square 8 femon Wafer ........ 17 TPM 2k Mary Amn ....... Marshmallow Wainuts W Molasses Cakes ...... Molasses Cakes, Iced 9y Molasses Fruit Cookies RGeCR Mottled Square ..... Oatmeal Crackers .... Orange Gems ........ Penny Assorted ...... Peanut Gems : Pretzels, Hand Md." es Pretzelettes, Hand Md. Pretzelettes, Mac. Md. Raisin Cookies ...... 10 Raisin Gems ... Biseule 2: ks 10 PUBS oo “se Oo Scalloped Gems ........ 10 Scotch Cookies ...... 10 Spiced Currant Cake ..10 Sugar HWingers .....,. 12 Sultana Fruit Biscuit 16 Spiced Ginger Cake .. 9 Spiced Ginger Cake Icd 10 Sugar Cakes ........ 9 ee ere large or Samia oe ee - 2 Sunnyside Jumbles .. 10 SUETBR ol 8 Sponge Lady Fingers 25 Sugar Crimp ........ 9 Vanilla Wafers ...... 17 Wavery .2..5..0..5.; 10 In-er Seal Goods per doz. Albert Bisenit: ....5.- 00 Animals §. 202.5... c. 00 Arrowroot Biscuit ... 1 Athena Lemon Cake 50 Baronet Biscuit ...... 00 Bremmer’s Butter Whaters ... 2-2. 2: : 00 Cameo Biscuit ...... 1 50 Cheese Sandwich .... 1 Chocolate Wafers .... 1 Cocoanut Dainties ... 1 Faust Oyster Pig Newton .....,... 1 Five O'clock Tea .... 1 BRYOtanma) oo. oc, 1 Ginger Snaps, N. B. C. 1 Graham Crackers, Red Bet sea cosas Lemon Seaps .....-., Oatmeal Crackers ....10 Old Time Sugar Cook, 1 0 sees eece Oval Salt Biscuit .... 1 00 Oysterettes :......::% 50 Pretzelettes, Hd. Md. 1 00 Royal Toast .-:....5< 1 00 Saltine Biscuit ......- 1 00 Saratoga Flakes ...... 1 50 Social Tea Biscuit ....1 ‘oda Crackers N. B.C. 1 1 00 1 50 50 Soda Crackers Select S. S. Butter Crackers Uneeda Biscuit ...... Uneeda Jinjer Wayfer 1 00 Uneeda Lunch Biscuit 50 Vanilla Wafers ...... 1 00 Water Thin Biscuit .. 1 00 Zu Zu Ginger Snaps .. 50 Peiepack .......:5-.. 00 In Special Tin Packages. Per doz. Mestsne .... 05252. 4.2. 2 50 Nabisco, 25¢ .....-.s» 2 50 Mahisco, 10 ...:--. ..- 1 00 Dd Champagne Wafer .. 2 50 Per tin in bulk Sorbetto 00 Nabisco Festino ..... 50 Bent’s Water ‘Crackers 1 40 CREAM TARTAR eeeeeseeeecees Barrels or drums 33 OXON ie 34 Square cans .......... ge Fancy caddies ....... oa DRIED FRUITS Apples Sundried ooo. 6 css Evaporated ---- 104%@11% i Apricots valitornia 2.4.5... 12@15 Citron Corsican 2.00205, @15 Currants {mp'd 1 tb. pkg. @ 9% imported bulk @ 9% Peel lemon American 13 Orange American 13 Raisins Connosiar Cluster ....3 25 Dessert Cluster ...... 4 00 toose Muscuteis 3 er, Loose Muscatels 3 Cr .. Loose Muscatels “4 er. 6% lL. M. Seeded 1 th. 744@8 California Prunes L. M. Seeded, bulk .. 7% Sultanas, Bleached .. 12 100-125 25tb. boxes..@ 6% 90-100 25tb. boxes..@ 7 89- 90 25tb. boxes..@ 7% 70- 80 25t. boxes..@ 8 60- 70 25tb. boxes..@ 8% 50- 60 25tb. boxes..@ 9 30- 40 25U. boxes..@11 4c less in 50%D. cases ARINACEOUS GOODS Beans ried Pima 2.60 3s 2: 6% Med. Hand Picked .2 35 Brown Holland ...... 3 25 Farina 25 1 Ib. packages 1 50 Bulk, per 100 Ibs. ..... 3 50 Hominy Pearl, 100 1). sack <....1 75 “iaccaroni and MNermicelli Domestic, 10 Tb. box .. 60 Imported, 25 tb. box ..2 50 Pearl Barley PREBECE ole 75 MMBIFe . 2.26 .i. 3 65 Peas ireen, Wisconsin, bu. Green, pcoten, bu ... 2 76 SONG Th 2, 04 Sage Piast fodia 230.5000... 5 zerman, sacks ..... «sb zerman, broken pkg. Tapioca Jake, 19 Ob. sacks... 6 Pearl, 1380 Tb. sacks .. 4% Pearl, 24 tb. pkgs. . % FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla MNO: 2 SIZe ....... -2---14 09 No 4 size -;...... 8. 24 00 i .--36 00 Coleman Terp. Lemon No. 2 size Oo 4 Size 6 ee a, 18 00 No. 3 size No. 8 size Jaxon Mexican Vanilla. 1.02. OVEl ...55..62.2 16 00 2 O04 OVAL... ce. ot 28 20 4 of fiat ........ -.-.55 20 8 om fiat ........,.; 08 00 Jaxon Terp. Lemon. ££ 0% Oval 2.03... 10 20 2 OZ. OVAL 222568... 16 80 0m Mat 23 33 00 S OZ. GAL foie 63 Crescent Mfg. Co. Mapleine Z OZ. per doz. ........8 W GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat OO sea. boas 91 Waite 2.2.22. sec eoeae 88 Winter bg ne Fiour Local Bran - Patents .25....552 0; 5 40 a Semen i ecue. = Straig Sooke * straight c-2c0 = §0 fy a da ne ia a 4 00 Tone in barrels, 25e per barrel additional. Lemon & Wheeler Co. Big Wonder %s cloth 5 25 Big Wonder \%s cloth 5 25 Worden Grocer Co.’s Brand Quaker, paper ...... 5 10 Quaker, cloth ..... --- & 20 Wykes & Co. Eclipse ...... Secscess Oe ~~ December 7, 1910 meas TRADESMAN | 8 | . Pe. : 10° 8 lemon & Wh White Star, % eeler Co. i , %s cloth 6 10 ,_ POTASH white Star, Zs cloth 6 00 Babbitt’s ssccccscscee 400; Mess Mackerel oe tar, %s cloth 5 90) ee Po ne MOG We. .-4-. 55. 16 50! oa abel wane Gsctex Co. ee pee Pork | ieee a a eases 7 00 anew MME soc npwene 2 7% : Gre T Gees 4h as 6 6 Geet Coe 8... aw 4 oe ll 1-35 hott Clothes, large 3% cured Mo. £ 14 j “a? Kapius Grain & lShort Gut Clear .... 21 00 No. 1 100 tbs Seas 1 50 yw. Clotues. suiail § 2 i me 2 : Puri illing Co. Brands [Bean .... AE 1.126 21 00 No. 1, 40 certs 15 50 7 oo - Peits oe : Purity, Fateut .. to pat eriske Mee 3 00 Ne - 40 Ibs. ..-.---- 6 60 cutter PT 304 Seal chreepuecaate ie alata 5 20; t. Clear .- oF No. 1, 10 Ibs 5 i ies aco 4 coop Minnesota ....5 8v | Eis ee a 00 No. 1, 8 Pt 4 Po aa 1 76 ire nd or Ovals ge w ; se ‘ eine 24. co SU Glgar family ....... 3 00 ae ie gg ll tela 1 & * iD., so0 lik crat ss 7 se ; Wizard Granam ....... aI ; iy. 636. 26 00 as "| Senate ig ®., 250 is erate am Tai! — i Wizard Gran, steal ...3 S P Bell Sait Meats 100 Ibs. o. 1, No. 2 Fam. Su _— medium ..24@25 z ip. 2o0 im crate ; oe 2 rr hago Buckwheat ..6 0 4 ie. 16 | 50 aa rirossese 975 3 56 aaa choles ..__30@s3|3 ib. 250 in cr orate ~~ 2 es FO cece cena eet es ese 4 he | Sick Lard | 40 tbs. teense ...5 25 190 Reguiar . oe |. 36@40 : — 250 im er rate = ye 4 spring wheat cia | Ge in tierces ...... 12 | 8 ts Sueeacsau ie hagudas. ¢ edium ...24@26 ®., 250 im crate > A sci ‘ Roy ‘Baker s Brand |Compound Lard 9%, | L cveeeeees 93 48 Regular, choice ..... 30@33 Barrel, j Churns > washed, med. . “> Games Hort family. .6 90 S22 i % | Handy Box “anges ts + rae gale ag ae ee ee ca Siaatinnd Coan e 2 i n, kKers..5 5 --. advance H , large 3 dz 2 30| Bas io finale edium 30 rel, 10 gal. sach..2 35 dara i wis “a ’ Wisconsil es .6 8u 50 Ib. tins iy andy Bo J Ket-fired. cho aan 38 e 3 oe ....advan x, small . “ . choice 35@27 Round Cicthes P < ~ Judson Grocer Co.'s Bis 1a 7 oo fa © ee ee a“ « a ‘ast | Nomsd lend. Jambe, 32 meee Ceresota, %s .... 4 = | : Ib. pails ...advance Z| filler’'s Crown Polish 83 ease ae ap28 4 mech, 5 gross _|atra HA b eveeweoce BH Cone, WR cent 8 30 | Ib. pails .. advance 1 i Se SNUFF x Fan 8 ah ek ues ‘ i8Gpis tine Harare > gross a Soston Cream — Cereso vay = erveeteeal so S & toe | eeranee 1 | Scotch, us nani a wenitgs ...-2s6cee- saa =I rtons, 26 2% doz. ous 3 Big stick, 30 % 3 iz emon & Wisders eee H Smokeu Meats le accaboy, in jars ....... 35 uunpowder ; ‘fog Crates and = a at - tase § Wingold, %s ..... 67 eas 12 tb. average. .1814| rench Rappie in forms 8 medium .. % ee Dumpty, 12 is 2 is xed Cardy Wingold, is oe oa 14 Ib. average. 1844 | ag cnoice Lo, alee i complete ...... e On pet ‘ ii hip cy ES i bo | Hams: 16 Ib. average. .18% | Ame J. S. Kirk & Co. | Pingsue faney -.... WG Case commpeete -—- gy Special =i . bpm ay Grocer Co.’s Brand | 1Sk ms, 18 fb. average. .18% ID ce te Family _.4 00| Pin: gsucy. medium . 2@2 Neca No2d fillersigests 1 s% —""*T** oo a — Ws cloth .....6 20 | inned Hams ...... Dus y Diamond, 50 802 2 se hh — eh oe = ‘age. medias, t8 sete § te) ooo ‘j ti io cloth *....6 10| Califo dried beef sets By |Sae'e Dind 100 6 oz 3 80 OO “a 1% Cort F auceta » *®| Ribbon 52 aoe a Trea 6 Ou Se ae ae oe 11} oe oo " 3 60 | Choice Ou og “Hyson Cork, linew. 6 im -. ry| Broken ‘a cloth ......6 00/B ams ..15 | i... fae... ae hak haa 2 o. Load 3 ee, Milunug Co.'s ao ~ hn ay a ee 22 oe Russian Lio Yo sree reve reccese 0@50 York lined. 16 im..... = eader ding vera oe ool 3 iy | Minced Hat pressed ..11 | centinet oval _ ee 3 00 Formosa a Tre Moe Sticks dergarten 3 ouroi iS BO cere : iQ , owen: aL. 6S age! eee aoe Wissen Ckamameen 5 Voges Fouroige 0° 60] Bacon. 2200 HL |Snowberry “iis aid 4 00 | Amoy ee 0 Eilon Gite apr” Be eas Graham .... x Sausages _ . rector & Gz oe —— | 25 No. 1 comme a Siand 13 . : Voigt's Royal ....... (Sa diate pe 9 oe’ ¢ a.'" rae = 50 M _ English aa" No. 3 pat. »rush i | Prem Made Cream -. 16 i W ykes & co 80 | Prent ee seen 5 pat ey, ta 40 Mediuns sev ecdue t 21D cotton mo . holder * “a ian *t a nixed 14 sleepy Eye, 4s = . al ‘rankfort ere cule 1 4 oe | — ee = ideal No. > heads i 4 eam Bon Bons 10 4 a rankfort 2.00. 10% | Star. anne oe 5 OIC «+ eee eee pe eens : ms I Sieeny Kye, %s cloth..6 40 Veal tt eeeccccrsucece a 1. a ee 3 50 oo 0G 2 Putte : 3 eo Eye, %s cloth..6 30 tlc A a a pl il | ae autz Bros. & Co Cowl india 2-hoop Standard « z s aleces 2. paper 6 Siiogaes a laeme 2 tee 400| Fancy choice ...... $-hoop Standar = bye, 448 paper | Headcheese .......... iv cme, 25 bars, 75 Ibs. 4 9 CY -cecerereceee-e 5 : 2% g t Pe ca & ee Ue. 30 AT Peet 9 aoe 25 bars. 70 fhe > =) TOBACCO 2. is Tio ection Flour ...... 5 60 | Rur OAM fees. eee 14 00/ Bi me, 100 cakes .....-: > 60 Ble Fine -L 25 g J ip S08 eee. MP, DEW enna seee Voce ees 60 | Bot nee eee aia a oiden sheaf Flour ..4 15|% Pig’s Feet | German Mottled is a cos watha, : 2% > 2 Marshalls best Flour 5 S y bbls. ........... 1 PY one Mottled. 5 bxs 2 30 a. oo iT ha a ae ee Buckwheat ee Pr ro “the... tiene, Mottled 16bxs 3 25 No Limit, | Logenge ; Badg oe ee 3 40|1- bbl. Bo vse eeseecsceere 4 tal ituructiien 100 2sbxs 3 20 Gieaa. i e OM. eevee $15 2 30) Chames ; airy Feed 24 0 eye pececc cree 9 00| Marsei es, 100 cakes - 4 66 Gibes. 56 Of .-.-..-. 4, Peuquet & is ipion Cheeoiat a ae A Feed ..28 a ite 15 aoe lies cc ues Hes Brot 5e 4 On Cubes, a Oe sees I ideai ae = aa - s ” at 2 eeocecseaceaecs y Ty tdeaeecose | sign’ - } Cc teil 4 0 * € ee ee Tr oe. &» vA “i . Hoyle Scratch Feed .. i $3 % ‘bls. “30 1b ee 1 Chl ebx toilet 2 10 Peteshey Chief, 7 oz. .-1 b= Mouse, aa ghe 3 h 4 M “* nD i. = Wrisle ’ oskey Ch . --1 | mouse, w » + hoe 22 $ Bolted es ian ; 3 69|H Casings coed oa Cheer en a. Sterling Dar “Ry i oz. 3 70 algae a 4 holes 4 , Poa e Granulated ...3 $0 Beef. per Ib. ......---- 32 | a Conte... "3 40 Sweet Cite, ot -.----- (aL ant hon a 7 No a he nty screened 23 UU 3eef, eee 2. oleae 25 | Snow nop? yy Piet ee |... 0 Kat, wood . Se os ai. } sO. rn and Oats 23 eas . “ .... Sitnow & 24 4!bs aa| owcet Cuba, I I «Sh i mae, GE coer rece. 4ier Corn, cracked Dee ea aaa per bundle .... Soi ase no aed o * Sweet Cuba, Fp $2 —— 73 ¢ Wint Meal, coarse ..22 Qu | Solid "aa Butterine |Gold 1 were oe ee 2 40 Saeed Cute, % B ....2 20 20-in. Standard, W 1 ai® , Middlings’ heat Bran 24 0v ie ae @12_ |Gold Dust, 190 ae Sweet Mis mi 4 3 78) etm Stauaark No 3 5 30 pa eee! 3 ...10%@l16 Looe a O6-Se i... owee r ‘39 '% |6-im, Stan ee are 232 a Maced 3 . O Wykes & Co. org Ae ge i io. ....4 30 Babbitt vette eee eees 4 16} ween Se time ..-. 7 a ié-im Cable ae - od “om i Moias- O - Linseed Meal ..35 0 Roast it AM tales 3 40 | Roseit S 0@ ....-4.. 3 % }Uncle Daniel, I Ib. - SD Single Peeriess 3 er Sw ay = a soeccccore _Enoch Morgan's Sons — ae. i Northern Que ss - 3, ax td Carlots ott ame merce eo 3a $2 a oe $$ ore a --- 3 aie buen 3 . zums, Crys ess than carlots co 37 aa “ee moma peel ges lots 4 50 ee max eee = so0d Lock wi é e Drops & : H ee : ‘ pint . 2 25) ae ngle boxes. .2 imax Golden Twins . 6 Unive : = 2 ted and eee de 25 |Sapolio, Rand. ,.-,--7-.2 28 beta ’ Golden Twins’ +. 43°" Window “Cieaners |e jae a Less than carlots .... 17 fe aes large, 4 da, 4 | Gocurine, Manufacturing a jberby geek aS 33.12 im. -----. oo ottoes 6 2 MAPLEINE Gaetan bb _ 1, 2 doz. 5 25| Secourine 30 cakes 1 Gof, Bros. eee ee eeeeeee i464 im ------ i & Cream Bar 35 oz. bottles, per doz. 3 00 Snider's, ound 1 doz. 2 35) r 10) cakes a i {Gilt ee i a, Gi tm -.---.. i ®@i Gc. M Pean . B 30 New Ovican SALERATUS ~ 1 35 | Boxes Ee svcmaih ' Gola aoe (ie wT! Be Weed Gowis | Hand Made Crme 3 36 Bancy Open Larweye Packed 66 iba. in box | Kegs. Englich _ ve SHIG Oo. oe Mtb... & 3 ny Butter eevee is Cream Wafers 43S ~~ on ao Arm and Hammer von B 00| SPICES * |Granger Twist 2212012. 32/17 in. Butter 3 | Wintergreen “i 3 oan 39 Dwight’s Cow ......- 3 00) Alispi eS OO oss epresewes 46'i9 in. Butter a, $0) oid Tim — ae SS Fair ........ ae a ie s Cow ......... 3 00) iactde Jamnaica ..... 13 | Horse et aa i a 37| assorted. 13-16-1 + 8 — Assorted 2 75 Haif barrels ‘- pone 0 Standard Dee ae sea 3 00) a oa 11 ae r whet weeree a assorted, ie 4 . 5- ial egy rl —e tw rsa teeereeeseees | Aeaka w 2. ae Vee |. 4 . fen Str - t 3% Per case oe a Wyandotte. 100" "%s 2 $0 | Cassia. ee ...---. Ln fz. By TOE eee ee en core n 40 Stuffed, 14 "rittt'a 8] 28 10% - JIITIIN2 25 Pepper. B 195-110 ....- - ieee the... -2 2. 33 VEAST CAK i (335 Pitted (not an 9! 56 Ib a e210 Pepper, Se 14 Dherry el a ae 30| Magic, 3 dow - .. 3 5 . 2 25| 28 Ib. jeucesess Ae Cee Witte .......25 |oetor Bese r, 10 oz 26 suutight, 3 dom 7 uy > —— an. ..... = : ee ee 17 | Paprika br van Souue 22 | Spear Head, 7 a .. 44 junlight, 1% dos t 2 iia ae bags 20. ee oo 12 Star a Niece jee anemia 23 feast Scam | — © i UTS—Whe a OZ. 156 Ib Oc! iC ’ Zz ea 22 } Standard Wat eee 43 =RESH 3 de 3* Almonds th ie Queen, Mamm 3 75 - Sacks ..... | Cassia, Canton , eee ee tore 37 IESH FISH ids ragona * oth, ‘og Cc Saenes Sel Ginger. African ....-. 43 yt en Pen ny i = a A 5 3 oz. Souder see Granul: ommon Mac i ay beaeea 1g jTown Talk 14 oz....... 23; WI tefish, Jur ahead * , — 8g as| Granulated ane =. | Nutri aoe i [town ale M4 oa.2<00°° go) maemo. : ee ’ S _ eeeesesee Pe e O-SU seevae 35 : wn 2 rout = ae cae Tooth Picks ] = me “so Sennen, oni Lc 1 | Cotton, 3 ply pid _ | Halibut -. tae ig a, al rge wh Pepper. ee eee es otton, 4 ply ... aoee — tier? ring . ¥ ah. ae OF ae PICKLES 85 | Small a oe 7 ucts Cayenne ... a | Jute, 4 ply . ae Bluefish . 6 {| Tae ts, 2 ae : ONG cases $ prika, Hungarian io. ia voaad in veceee 10h We it 1I5@is Medium Strips or bricks 7 % STAR _.38 | Hemp, © ply -.. 4 ive Lobster ee inuts, Marbot i PICKLES Pollock .... 1! — a o fk. s — Lobster I * wens } wes is edium Halibut Kingsfo | Wool, 1 ®. bails... a “0K oa a 1,200 count ..7 50 Strips iene Muzzy 00 i a Ti | VINEGAR 7 addocis Half bbis., 600 count "4 50 Chunks . coccescccee 16 |Muszy, 40 11D. pkgs. .. 54,| Highland apple cid 1 bscherel 5 gallon kegs .. 5 H ee ooo. -. © kland a cider 13 eal « 22a wu a Herring ie | State ———" cider ..16 inert Y. M. wh. hoo i 7 ee eeresees i Jemolk et Barrels ooicnees------ 9 001 ME wh poem und & We | aeeee a ol eee 15 | Smoked. “White = 2 oe i . Wh. dl . 9 ver 3 72 | i ° 100 Se 5 gallon kegs —— e z Y. M. ae foo ae 75 | Silver Sean s i “<<. We KING lac kerel B Gherkins kegs .... chers__| Mu tbs. 81,| No. 9 per gross . nan Haddie arrels ..... Cucen, tila. ........ 8548 11. Zz |Xo. 1 per gro 34 Roe Shad Half barrels ........ y S Queen, % bbis ..... 10 00 16 5tD. slau oe & | MO 2 per ae -----48 |Shad Roe ' ; A. 5 gallon kegs og 0| Queen, kegs BO satawos 5 25 12 6Ib a echnane Josuee Se No. 3 per gross . a Speckled Bass t |! Sweet ecu 75 Trout je eae 65 50TD trot ee WOODENWAR — HICES ass Ds y3 } ae jee es aa 4 18 50 No. 1, 100 Tbs. | X SYRUPS 2% Baskets = tag Lliea ~ a2 alt barrels ......... 2 No. 1, 40 ths. ceceeeeeT 50) Cc PS Bushels ...... Green No. 1 . | Jordan Almonds s @ 6 gallon kegs sso. 750)No. 1, 10 ae eee 2% Barrels _— |Bushels, wide band . 1 66’ Green No. 2 os mounds @47 eecesscne © OG 1, gn oscevece 4 Half hesvele ee iil ele 23 wosmet a a = Cured No { = 2 Seanuts eeereesose 20D. tal aka iaeielae gl aca oll 26 plint, la. 2 ee Cured No 5 A Taney H P en : : i, cans % dz. in cs. 1 55 Splint, m a :> mein green, No. I S _Roasted a @ is ee . 4 . 2 Ex 5 _ a skin. gre, We 315 | be --.... P. Jum- @ 3 46 MICHIGAN TRADESMAN December 7, 1910 Special Price Current AXLE GREASE Pork Teme 4. .s.-- ss. @16 Dressed ......... @11 Boston Butts @15 Shoulders ....... @12% Lear Lar .....- @13 Pork Trimmings @i. Mutton Carrasa ......... @10 Lemus .......--- @12 Spring Lambs .. @13 : eal Mica, -tin boxes ..75 9 00/C@rcass --------- oa Paragon ......... 55 6 00 CLOTHES LINES Sisal BAKING POWDER Royal 60ft. 3 thread, extra..1 00 y 72ft. 3 thread, extra..1 40 10c size 90 art : chrona. extra. .1 = t. thread, extra..1 4b. cans 1 35 72ft. 6 thread, extra.. 6oz. cans 1 90 Yet. cans 2 50) gort, ....... — Shh es 75 %m. eans $ 76 | 72ft. ..........--.---- 90 a ee 1 05 1tb. cans 4 80) ;90ft. 3b. cans 13 00} E i] ws i ca 10 > oe 7 °° | sore. SO Rs 1 35 te YOUR i ante e OWN on Cotton Windsor - | oC eee ee 1 PRIVATES im 1 44 BRAND ore eG | Sort ieee 2 00 Cotton Braided ee 35 On 95 Bre 1 65 Galvanized Wire PRIvaTe No. 20, each 100ft. long 1 99 Pa ‘ No. 19, each 100ft. long 2 10 [ ee COFFEE | Roasted i Dwinell-Wright Co.’s B’ds. Wabash Baking Powder Co., Wabash, Ind. BO om. tin cOns ....... 3 75 B2 os. tin cans ...... 1 50 19 oz. tin cans ...... 85 16 oz. tin cans ...... 75 14 oz. tin cans ...... 65 10 oz. tin cans ..... 65 8 oz. tin cans ...... 45 * of. tin cans ...... 11 oz glass tumbler .. 85 6 oz. glass tumbler 15 16 oz. pint mason jar 85 CIGARS Johnson Cigar Co.’s Brand White House, lib. ........ White House, 2Ib. ........ Excelsior, Blend, 1fb. ..... Excelsior, Blend, 2tb. ..... Tip Top, Blend, lib. ...... Royal Biend ............... —, ~~ — eeecees uperior ene .. 3... 5s. se 8. C. W., 1,000 lots ..... Si ein, Gombination ...... OS Seo gee am co eee Mivening Press .......... 32 Distributed by Judson Pipermmpiar .........-.-... 32 Grocer Co., Grand Rapids; Worden Grocer Co. Brand Lee & Cady, Detroit; Sy- mons Bros. & me - Ben Hur naw; Brown, Davis & Permrentinn ........-...->- 35 Warner, Jackson; Gods- Perfection Extras ....... 35 mark, Durand & &o., Bat- eS a 35 tle Creek; Fielbach Co., Londres Grand Toledo. Standard ....... Puritanos FISHING TACKLE Panatellas, Panatellas, Jockey Club COCOANUT (ae interes — Baker's Brasil Shredded'g jn. ..............---++- 20 Cotton Lines No. 1, 10 feet .......... 5 No 2 15 Feet ....--.:-- 7 No. 3, ib feet .........-- 9 We 4 16 feet ..........- 10 No. &, i feet -.........-> 1 Me. & 25 feet ......-.... 12) No. 7, 15 Sept .....--0-2-- 16 Ne. RB 15 Geek ...-..--.:-. 18 No, 9, 15 feet .....-...-- 20 Linen Lines bares [3A Ns heres 20 Be MEGS wc ss cs 26 _ “ er ees 34 SAFES Full line of fire and bur- glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect’ the line personally, write for quotations. SOAP Beaver Soap Co.’s_ Brand “4 100 cakes, large size..6 50 cakes, large size..3 25 100 cakes, small size..3 50 cakes, small size..1 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Halford, large ........ 3 75 Halford, small ........ 2 25 Use Tradesn.an Coupon Books Made by Poles 86 10c pkgs., per case 2 60| Bamboo, 14 ft., per doz. 55 (0 5c pkgs., per case ..2 60) 16 10c and 38 5c pkgs., |Bamboo, 16 ft., per doz. 60 per came ......... 2 60) Samboo, 18 ft., per doz. 80 FRESH MEATS | GELATING Beef |Cox’s, 1 doz. Large ..1 80 Carcams ........ 64%@ 9% |Cox’s, 1 doz. Small ..1 00 Gindquarters ... 8 @10% Kmnox’s Sparkling, doz. 1 25 Liao 9 @l4 Knox’s Sparkling, gr. 14 00 Rannee. cs 7%@ 9 NeMORS ...-...--0...- 1 50 oui «......... 7 @ 7% | Knox’s Acidu’d. doz. ..1 2 eee eae h 1 Ouvome ...........52. ™ cio ck. @& iPivmouth Rook ...... 1 3§ | | i } Tradesman Company Grand Rapids, Mich. 1911 Motor Cars Runabouts and Tour- Oaklan ing Cars, 30 and 40 H. P.—4 cylinders—$1,000 to $1,600. Franklin 8272. Touring Cars, Taxicabs. Closed Cars, Trucks, 18 to 48 H. P.—4 and 6 cylinders— $1,950 to $4,500. Pierce Arrow 227250"; ouring Cars, Town Cars, 36-48-66 H. H.—six cylinders only— $3,850 to $7,200. We always have afew good bargains in second hand cars Lowest Our catalogue is ‘‘the world’s lowest market” because we are. the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- ADAMS & HART duces costs. 47-49 N. Division St. Grand Rapids, Mich. We sell to merchants or Mica Axle G Ica AXI@ Urease i Ask for current cata- Reduces friction to a minimum. logue. It saves wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 |b. tin boxes, 10, 15 and 25 Ib. buckets and kegs, half barrels and barrels. Hand Separator Oil Butler Brothers New York Is free from gum and is anti- Chicago St. Louis rust and anti-corrosive. Put up in 4g, 1 and 5 gallon cans. Minneapolis ae SS STANDARD OIL CO. Grand Rapids, Mich. Tradesman Company hat Is the Good Of good printing? You can probably answer that in a minute when you com- pare good printing with poor. You know | the satisfaction of sending out printed | matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. It has the same effect on your customers, Let us show you what | we can do by a judicious admixture of brains and type. Let us help you with your printing. Grand Rapids - December 7, 1910 MICHIGAN TRADESMAN 47 — USO eae Iwcitisements m0 BUSINESS CHANCES. Excellent Business Opportunity. For Wanted—Competent man to han Rent—A two-story store building, 22x60, bing line of dry goods in T ; 500 Trades—Farms, merhandise, etc.|also store room adjoining. Best location sula on com: ion Line Direct from owners. What have you?|in town, Michigan’s famous fruit belt.| strong. Addre > Graham Brothers, Eldorado, Kansas. Long lease. Terms reasonable. Address Tradesman, 65 |No. 44, care Tradesman. - | ‘ Local Representativ e Wanted—Splendid ; Wanted—Stock general merchandise, Special Sales—The oldest Sale Con-jiincome assured right man to act 49 OUT ; clothing or shoes. All correspondence con-| ductor in the business, bar no one. Best | representative after learning our fidential. O. G. Price, Macomb, Ill. 64 |of references from wholesalers and re-|thoroughly by mail. Former exp senate 1] , rer Te (enn ‘ a|tailers. Personally conduct_all of myjunnecessary. All we ré uaeeeate STL om anocetion and own sales. W. N. Harper, Port Huron, |ability, ambition and wi | tex iv isine To country, produce business connected, do- | Mich. 43 __|lucrative business. N ness to learn itng or trav- ing good business, sell at invoice. Ad-| for Exchange For ~ Merchandise—Two | ¢!"8- age ao a in Ee aan dane tae dress No. 63, care Tradesman. 63 | fine developed, rich, black soil Southern | vine ‘business a cagitdl aad be- Store for rent at Boyne City, Michigan. nn eae ee = fully. - |*ome independent for life. Write at once Best location in city, modern show win- | == oo, Sah for full particulars. Address E. R. Mar- dows and interior, with steam heat. If you want a half interest in a good|den. Pres. The National Co-Operativ Clothing or dry goods preferred. Write] live hardware business that will pay all W. H. Selkirk, Boyne City, Mich. 62 expenses, Real Estate Company, Suite 371, Marden including proprietors’ salaries; Bidg., Washington, D. C. 3 | and double your money ip two years. |. . Gc «ek oo SR a ; ss ; |address Bargain, care Tradvsman. 45 |, Wanted—Clerk for general store. Must 4 The Comstock-Grisier Co. : For Sale—Grocery | stock 432,000. - Best pil ont experince, References required : . _ ocation in city stablishe usiness | 4 at - F nr 74? Merchandise Sale Specialists doing at present $25,000 per year. Thriv- ee ts reece i : : ing manufacturing town 14,000 popula- Stocks reduced at 6 Drant, or eucinety closed tion. Personal reason for selling. Price; out. Results that always please. Highest/ right if sold at once. B. G. Appleby Co. references as to character of work. Saginaw, Mich. 40 14; For Sale—Old-established shoe stock, ~ 9e7 Cate Domes — finest location in Michigan’s best town/|fer town of 1.500 or 2 00 References of 30,000. Valuable lease and absolutely |furnished. Address No. 11, care Trades- The Western Sales Co. is now booking} clean stock. Will invoice about $12,900 | man. 1 contracts for next year. Let us save you| easily, reduced to $8,100. This is a cash | ooo a a date for January or February clear-| proposition that will stand the most| Want ads. continued on next page ance sale. Our men are the pick of the| careful investigation. Owner obliged to| profession and always in demand. Can make change of climate. Address No. | do world of good for you oa ee ae 37, care Michigan Tradesman. —_37_—s=*’/ Ce — Se 2 ee 61 For Sale—A doctor’s practice and gvod | ee Office equipment in a thrifty town of Buy a farm in Central Minnesota,|1,(09 population, surrounded with a good prices will surprise you, good soil, water, farming community in Central Michigan. markets .roads, schools, churches. neigh-| Address Mrs. C. E. Goodwin, St. Louis, bors ana not least, “Always a good title.’ roe Mich. Write C. D. Baker, Fergus Falls, Minne- sc sota, for lists of 100 farms. 59 iw | i Compelte drug. stock (in storage), IMPORTANT i $3,000. Will sell at discount, terms to|_1 ¢@@ positively close out or reduce your) & suit or exchange for small fruit farm or | Stock of merchandise at a profit. I can posi-| Your advertisement other property. Chas, Maynard, Milan, | ively prove by those who have used my meth-| ie — Mich. 48 ods tnat a failure is entirely out of the ques-| Fe Soper, Meee Fey ae tion. I positively have the best, the cheapest | For Sale—T he ‘business formerly con- | and most satisfactory sales plan of a, gash ducted by Billings Bros., of Harbor} manin the business. LET ME PROVE a ' provisias, feorres ‘a. a ae > = JOHNS, Auctioneer and Sale Specialist { if piaced m tors page Good opportunity for the right party. En- adi asrem Ave. West Detret, Mich i quire of Adrian Oole, Trustee, c-o Mussel- man Grocer Co., Traverse City, Mich. 57 I bring buyer and seller together. No| ‘ 3 " | ‘_| matter where located if you want to buy, would be seen and read For Sale—Barr Cash Carrier, four sta-|sell or exchange any kind of business or FIRE AND tion, practically new, at a sacrifice. Ad-|property anywhere at any price, address | dress Box 143, Buckley, Mich. 56 Frank P. Cleveland, Real Estate Expert 26 “xpress nildir For Sale—-Grocery, best stand in Au- or gaa Express Building, Chi a | BURGLAR s . rora. For particulars address Grocer, en OF e1gat thousand of 412 Spring St., Aurora, Il. 55 For Sale or Exchange—For real es-| " Stores and auditorium for rent; Athens,|tate, first-class stock of general mer-| PROOF Ga., growing, prosperous city; excellent chandise in up-to-date town. Address | business opportunities. For information]No. 988, care Tradesman. 388 j »} monet — arc address R. L. Moss & Co., Athens, Ga.| po. gate Hall interest in am estab- (me Most progressive : lished shoe store in best city in the! Good Business Chance—Store buildiug, | Northwest. Monthly payroll over $1,000,- | electric lighted throughout, to rent at/y00. Party purchasing to take the en-| Crystal, Montcalm Co., Mich. Crystal is|tire management of business. About situated on banks of Crystal Lake, a $6,599 required. Address 6 ; ed ess No. 975, care merchants m Michigan, beautiful body of water and fine summer | pragesman 975 resort. Good every day trade and fine - farming country surrounding. Address For Sale—Cash_ or part trade, finest David Van Luven. 52 willinery store. Best location in Denver,| ae Colorado, for unimcumbered 6 5 ' Ann Arbor property Box 103. ‘Den *. HIG and Indiana. We . s f o y a 99, en ver, Bring Something to Passov. _ Mr. Merchant! Turn over your ‘left overs.”’ Safes Opened—W. L. Slocum, safe ex- Build up your business. Don't sacrifice the|}pert and locksmith. 62 Ottawa street, | : ee as J - cream of your stock in a special er Use the|Grand Rapids. Mich 4 | nave ceStimioniai et- plan that brings ailthe prospective buyers in face to face competition and gets results. 1|, For Sale—Stock of general merchandise personally conduct my sales and guarantee |in one of the hest towns in Michigan, in-— . my work. Writeme. JOHN C. GIBBS, Auc-| voices $8000. Can reduce stock to suit Grand Rapids . joneer, Mt. Union. la. purchaser. Reason for selling, poor ters from thousands of ; health and my son leaving. One com-. ” eo — — SITUATIONS WANTED Wanted—Posi om as manager of dry goods, clothing or shoe store. Young married man, 12 years’ experience. Pre- i } t i { Cash for your business or real estate. | For Sale—Retail lumber yard in St. = Address Box H, care ar | Safe Co Paul, Minn. A live, going business, long — a | * established. Investment around $15,000. For Sale—Well established drug stock | Sales $50,000. Best of locations. Cheapjin thrifty town tributary to rich farming} lease. Teams, wagons, etc., complete. ay ecto oo — —, ag = Stock reduced for winter. For sale be-|tory 90 il sé or a ¥o} ‘ cause the owner has moved to another|dead stock. Terms cash or its equiva-| Tradesman Suilding city. This should appeal to a lumberman|lent. Address No. 777, care Michigan | desirous of moving to a live, growing | Tradesman. Ti city for its social, educational, financial aoe - i and healthful advantages. Might consider aaa” aoe ae ermiaanunenee some low priced northwestern farm lands confidential R Ww Johnson Minneap- | as part payment. #. FT.) White, Mer., hte ‘iin : : , ' 913 ’ 412 Kittson St., St. Paul, Minn. 49 — ey en ze ‘ i A combined grocery and meat market vegeten aia coca A icCastey | ott for sale; a money-maker; easy terms. Michiaan Tradesman ig ae Address Box 18, Ashley, Mich. 47 nn : _ For Sale—One Remington typewriter. WELP WANTED Also a National Cash Register (gold fin- - | eles divect reanit af ish), with five counters and ticket detail Ss once clerk for general) etek, TP UNe strip, one drawer. All in perfect order. | store, st be capable of managin 1g dry} Address Lock Box 80, Lake Odessa, Mich. | goods ana shoe department. Box 308, a" ‘ 46 Charles, Mich. | For os store, doing a good Salesman with established trade to aa yerticins 7 —— aol business. Must be sold by Jan. 1; town ry first-class line of brooms on com-| { _— , ' ~~ ee "od m es i © t w * » j } bought, sold of ez ay ~*~} } 1,500. One other store. ddress No. 41, mission. Central Broom Co., ae care Michigan Tradesman. a ;City, Mo, 48 MICHIGAN TRADESMAN December 7, 1910 A Christian Spirit Should Be a Mer- chant’s First Principle.* It is indeed a pleasure for me to meet with you here to-night. It is always a matter of the greatest sat- isfaction for me to join you in your worthy enterprise and to commend you for your splendid work, which has done much to elevate the trade in food products in the city in which we are so proud to live and to do business. I can testify here to-night to the growth not only of our business but of our morals in the conduct of it. i am sure you will agree with me when | say that there is a noticeable ten- dency on the part of men in charge ot business affairs to deal in absolute iairness and honesty with their cus- tomers, and I think that more and more the Christian spirit is mani- fested in the management of all busi- ness enterprises. It is necessary for the real success of any business to have the confidence not only of your customers but of the people with whom you are associated in the man- agement of the business, and it is necessary that the underlying basis should be that of honesty, that we should tell the absolute truth about things, that we should hide nothing and the result is that people will be- lieve that they are getting a square deal, and that will be the truth about it. Some believe that there is appar- ent to-day in commercial life a dis- tressing condition, that there is a de- sire to avoid payment of honest debts, that there is evidently a desire to sell goods that are not up to the standard, to make imperfect deliver- ies and to receive more than just values. I am not one of that group. I believe that justice is a virtue that permits us to pay what we owe to our neighbors, that it is the founda- tion of social order in business in- tercourse. If men did not have a sense of justice they would have no confidence in integrity and be with- out confidence; commercial life would be paralyzed. This truly Christian spirit in business will lead to a solid foundation in commercial life, to gen- eral trust, faith and satisfaction. Business men should not be Chris- tians only when they say their pray- ers, but all the time. Under such con- ditions a Christian spirit will per- vade all business, and all business will be honest. Through meetings of this through friendly inter- course more than in any other way we are taught to trust our neighbors and to strive to be trusted in return, and nowhere is there a happier or better people than in this neighbor- hood; in this city where people in like callings work together in friend- ly intercourse. character, 1 am always favorably impressed when a merchant has the moral strength in commercial practice to hx a price on his goods that. will give a fair profit and a j st reward for wholesome well ren- dered. All right minded people will welcome general action of this kind. services ” *Address by Wm. Judson before meet- ing of Grand Rapids Retail Grocers’ As- sociation. None of us advocate the voting in our Association meetings of resolu- tions adversely affecting the interests of others. None of us stand for ever getting outside the law or operating in restraint of trade, but give all honor to the merchants who have successfully passed through the trials and battles of commercial life with a character unblemished. Such men are worthy of our esteem and venera- tion. —_—_———_se-2 2 ——__ In the District Court of the United States for the Western District of Michigan — Southern Division In Bankruptcy. In the matter of E. Clifford Bram- ble, bankrupt. Notice is hereby given that the as- sets of the said bankrupt will be of- fered by me for sale at public auction to the highest bidder, according to the order of said court, on Saturday, December 17th, 1910, at 11 a. m. at the store of said bankrupt in the city of Muskegon Heights, Michigan. Said assets consist of and are inventoried as follows: Dry goods, $2,751.02; clothing, $618.85; shoes, $2,092.12; fix- tures, $120.80; book account, $25; total, $5,427.49. Said sale will be sub- ject to confirmation by the court, and creditors are hereby given notice that said sale will be confirmed, unless cause to the contrary be shown, on Tuesday, the 20th day of December, 1910. An itemized inventory of said assets may be seen at the office of Hon. Kirk E. Wicks, Referee, House- man Bldg., Grand Rapids, Mich., and Peter Doran, 307-8 Fourth National Bank Bldg., Grand Rapids, Mich. Dated December 7, 1910. John Snitseler, Receiver. Peter Doran, Grand Rapids, Mich. Attorney for Receiver. —_—_~--.——___ American Peaches for England. Consul Albert Halstead, of Bir- mingham, England, suggests that a market should be created in England for American peaches. He _ alls attention to recent experiments in shipping Canadian peaches to the United Kingdom and adds the follow- ing suggestion: : It would seem possible for an en- terprising commission house in New York, for example, to purchase care- fully selected Georgia peaches early in the spring and ship them over, and as the season develops ship Maryland, Delaware, New Jersey and Connecticut peaches. Thus, there could be a steady supply of the fruit which is most popular in England, but which, by reason of the cost of growing it in hothouses, is not ob- tainable by the average purchaser. Thus, American peaches could oc- cupy a period in the English market when there are no peaches available and without trespassing upon the Canadian market, for the Canadian peaches would come into the British market, as a rule, after the American peaches have gone out of season. —>2—___. The poorest way for the preacher to make sure of the love of people is to worry over whether they like his preaching. NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Dec. 5—Spot coffee moves steadily upward in sympathy with the article on the Coffee Ex- change, and there seems to be no lim- it to the point which it may attain. Buyers are realizing that there is not likely to be any marked recession in quotations and are purchasing with a pretty good degree of freedom. Hold- ers are firm and in no case do they seem inclined to make any concession. In an invoice way Rio No. 7 is quot- ed at 13%4c. In store and afloat there are 2,988,627 bags, against 4,411,540 bags same time last year. Dealers in mild coffees are pleased to note the upward tendency of these grades and some good sales have been noted. Good Cucuta is quoted at 14%c. The tea market shows a steadily increasing strength and dealers are much encouraged by the outlook. De- mand seems to be improving right along, and some good sales have been noted almost every day. Low grade Congous are especially sought for at about 934@10c. Refined sugar remains about as last noted. The demand is running along in the daily channel and refiners gen- erally are making the quotation of 4.60c, with one quoting 4.55c from consignment points. Rice is rather quiet, but the season is comparing favorably with previous ones, and sellers seem hopeful for the year. Primary markets firm. Prime to choice 474@5%4e. Foreign advices relating to spices are showing an upward tendency, and the market here is well sustained. The demand is not rushing, but there is quite a steady run all the time and the aggregate will prove satisfactory. Singapore black pepper 81!4c; white 145 Pays an honest | profit to the . o E r a alin 4 saienatliatain = E* Backed by the business principle. pose of. If You Want a Good Safe— We Employ No Salesmen We Have Only One Price Yes, we lose some sales by having only one price on our safes, but that is our way of doing business and it wins oftener than it loses, simply because it embodies a correct IN the first place our prices are lower because we practically have no selling expense and in the second and last place, wecount one man’s money as good as another's for anything we have to dis- and want to pay just what it is worth and no more Common-Sense On Safes —Ask Us for Prices Grand Rapids Safe Co. Tradesman Building Grand Rapids, Mich. ey aT) ee ee } ay i ‘ep SS ( WS YI Ba ry ea Y } AA fk Do you want to give better service to your cus- tomers without increasing the cost of doing business? Do you want a perfect check on every transac- tion—whether cash or credit? Why a Bilt Rite Carrier System? Do you want to know which clerk makes the most sales and the most profitable ones? Do you want a cashier and office assistant with- out an increase in your payroll? Do you want the details of every transaction cen- tralized at one place so that in an instant you can place your finger on the record of any sale? Do you want to have every transaction, cash or credit, go through two hands, thus eliminating the chance of errors, disputes with customers and temptations for your salespeople? All these things and more BILT RITE CARRIERS CASH AND PARCEL will do for you, without increasing the number of your employees or swelling the amount of your payroll. Bilt Rite Cash Carriers cut out the running from customer and counter to the cash drawer and the time saved can be utilized in attending to the wants of another patron. A Bilt Rite Cash Carrier removes the chance for error and temptation in handling cash because each transaction must pass through two hands. A Bilt Rite Cash Carrier will tell you what each clerk sells and in this way informs you which ones should be rewarded. Bilt Rite Parcel Carriers go farther, they insure ab- solute accuracy in handling both cash and goods— prevent over generosity on the part of clerks and force both the money and the merchandise to pass through two hands. There are many more advantages to be obtained by the use of Bilt Rite Carriers, which are fully described in a booklet which we will be glad to send you, free; it is yours just for the asking and it contains many valuable tips about handling goods, cash and store service. Just a word as to how Bilt Rite Carrier Systems are made. All good points of all other systems are built in them—the defects of the others have been left out. Bilt Rite Carriers contain many valuable patented devices, found on no others, that make them simpler, more durable, lighter, speedier and comparatively noiseless. The mechanical construction of the Bilt Rite Car- rier is fully described in the booklet mentioned. The International Store Service Company MINNEAPOLIS, MINNESOTA The McCaskey Register Company Alliance, Ohio Sales Agents Address all inquiries to The McCaskey Register Company, Alliance, Ohio. a iy | i) t