WINN CESS, SSB SESS pp ae FILES Z Tee ya S77 et Fags NO SS = pr Re ag MOON Cp eee ee FPR Ta car Alar Sa 2 & J ie 2 Vee ee Rate. IPRA \ ate CH (aes oy FJ ro) PAGS 2 ; ISAS ae eee sk KO (Ree ee CRT EL Ee Ew SG Ss met Aa Ra eae ae et fie PUBLISHED WEEKLY 9 79-5 eS TRADESMAN COMPANY. PUBLISHERS2 SETS, FOLIO COE, DGG LOTTE SSS ILI SOS Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY. JANUARY 4. 1911 Number 1424 e Speak the Good Word « It isn’t the thinking how grateful we are For the kindness of friends come to bless Our sorrow or loss "Neath the weight of the cross: It is telling our gratefulness It isn’t the love that they have in their hearts And neglect or forget to reveal, That brightens the lives Of husbands and wives: It is telling the love that they feel. It isn’t the thinking of good to mankind That comes as a cooling drink To the famishing ones Of Earth’s daughters and sons: it is telling the good that we think. It isn’t the music, asleep in the strings Of the lute, that entrances the ear. And brings to the breast The spirit of rest; It is only the music we hear. It isn’t the lilies we hide from the world Nor the roses we keep as our own. That are strewn at our feet By the angels we meet On our way to the Great White Throne. It isn’t the silence of hope unexpressed That heartens and strengthens the weak To triumph through strife For the great things of life: It’s the words of good cheer tnat we speak. William J. Lampton. aa , Our Brands of Vinegar Have Been Continuously on the Market For Over Forty Years Is this not conclusive evidence of the consumers stamp- ing their approval on our brands of QUALITY? Mr. Grocer:—The pickling season now being past the good housewife is still continuing to look for the same good vinegar which has the most excellent aroma for her salad dressing and table delicacies, and she knows the following brands have the elements that she craves for: ‘“‘HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling ‘“‘STATE SEAL” Brand Sugar Vinegar Our Brands of Vinegar are profit winners. Ask your iobbers. 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 mogt 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 soid unuer 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 overloek 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. Detroit Office, 147 Jefferson Avenue, J. A. Plank, 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 seale 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 get 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. ue Moneyweight Scale Co. compe 58 State Street, Masonic Temple i ig Chicago Grand Rapids Office, 74 So. Ionia St. Start your Snow B The way they grow will make your friends sit upand take notice Lautz Bros.& Co. Den Ikon IN Ask your jobbers Salesman $ €&2 ORT RM TIC: ea era (ei ewe anne aamer t ND ec a a TE aL SRP eR ME A SETAE Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, JANUARY 4, 1910 SPECIAL FEATURES. Page 2. Knights of the Grip. 3. New York Market. 4. News of the Business World. 5. Grocery and Produce Market, 6. Shanty Town. 8. Editorial. 10. Province of Trade Papers. 12. Butter, Eggs and Provisions. 14. Playgrounds. 18 The New Congressman, 19. When is a Thief? 20. Accounts Due You. 22. Dry Goods. 24. Behind the Counter, 26. Woman’s World. 28. Find the Opening Wedge. 30. A New Year Present, 31. What Did You Make in 1910? 32. Shoes. 34. Selling by Photograph. 35. The Year’s Business, 36. Stoves and Hardware. 38. Just Plain Business. 39. Do Something Different, 40. The Commercial Traveler. 42. Drugs, 43. Drug Price Current. 44. Grocery Price Current. 47. Special Price Current. Trade Conditions. R. G. Dunn & Company’s annual review of trade discusses conditions in the different branches of business and in regard to dry goods and wool- ens and boots and shoes says: -Dry Goods and Woolens—Pros- pects in the cotton, woolen and dry goods markets at the opening of 1910 were very bright, but conditions arose as the year progressed that tended to restrict demand and _ to create so much uncertainty that the volume of business became contracted. In cotton goods the most important depressing factor was the abnormally high price of the raw material and the difficulty experienc- ed by manufacturers in prices commensurate with the en hanced cost of production. This lead to a curtailment by -producers continued to a greater or less ex- tent from about June to the close of the year, although in October the situation became somewhat improved. This curtailment resulted in placing the market in a more satisfactory po- sition, inasmuch as surplus stocks have been reduced to minimum pro portions. The prices’ of gocds were lowest from April to June, but the greatly obtaining 1 + tnat advance that commenced early in the fall carried values to a higher level, and prospects for the new year now appear more favorable. The export trade was marked by a notable in- crease in shipments of cotton goods to the Philippines, for nine months amounting to over 41,000,000 yards as against 17,000,000 yards for the largest previous full year, but as a whole exports were smaller than in 1909. In contrast to cottons the woolen and worsted trades suffered from de- clining prices of the raw material, for although the year opened with wool prices high, quotations later on fell off, from 10 per cent. on some va- rieties to 20 per cent. on others, and this restticted trade because of the uncertainty on the part of consumers as to the future course of values. The strikes and by a The Pork Situation. weeks ago fm ! rt damage was also affected change in style which decreased the requirements of], | cloth : cent. for dresses by about 25 This of production, which With the advent of Pert eg lod oe Se ae oe + necessitated curtailment took a su at times was} however, in th very extensive. papers, and the yellowe: » papers really cold weather, however, an ex- the greater the slump im prices, until’ would 5 the great army of “downtrod,” t iremely active demand for overcoat . ings and other heavy goods that lasted until the close of t Al! through the trade bought very closely and mainly | bank at a rate heretofore undreamed ee hnegcan a ga old ont fe year livin ¥ at 2 mall per nta > * their year the clothing |incomes and putting money in the for immediate requirements only, and } OT. the volume of business was decidedly As below that of 1909 half of the year there was a remark: | change. able revival in the demand for silks, During the last no change at lea =t r¢ permanent and the market for pr ions to-day, 7 and at present practically afl the silk mills are very actively employed. Boots and Shoes. Both in volume of transactions and in prices the shoe trade was during 1910. ially from the closing months of 1907 steadily advancin ind each week sees prices quoted on a ynrer plane First calling attention t the fact that pr generally unsatisfactory est ever known, at least, th were Business fell off mater and the demand during the first few months of 1910, was slow and failed to recover any i throughout the entire year. degree of activity Buying was constantly confined to immediaic requirements, the declining prices of hides and leather making operators conservative. While the year closed with business still very quiet there has been some improvement over the pro nounced dulness that prevailed dur- ing the summer months, and condt- tions at present are healthy, there having been no overproduction and jobbers and retailers carrying onl; sufficient stocks to meet their actua! requirements. ——__22.-2———_ The Boosters of Emmet. Harbor Springs—The annual ban- quet, and the election of officers of | the Harbor Springs and Emmet County Improvement Association was held at the Opera House, Thurs- day evening. The dinner was serve-l by the ladies of Harbor Springs Grange and the music was by Gard- ner’s Orchestra. About one hundred of the live wires of this and adjacent country occupied seats at the table and thoroughly enjoyed every minute of the three hours pro gram. After the election of officers short talks were made by a number of the prominent business men, the princt- pal topic, being the discrimination of the Grand Rapids and Indiana Rai!- road against Harbor Springs, and a t move will be made soon for better|no inducement to feed it n other transportation for Harbor Springs. The enthusiasm shown at this ban- Guet, by the Harbor Springs, indicates continued prosper- ity for the place, and united effort in securing additional industries. the west; on the other plac ; words, chance boosters of it at a good, round price instead. sultory and —_—_—__~.-—> on Window Demonstr2tions. MICHIGAN TRADESMAN January 4, 1911 KNIGHTS OF THE GRIP. Michigan Order Meets in Lapeer in Annual Convention. The twenty-second annual conven- tion of the Michigan Knights of the Grip was held at Lapeer Tuesday and Wednesday, Dec. 27 and 28. The at- tendance was not as large as at some of the former meetings, but there was no lack of ond Zor ¢ enthusiasm = and Frank L. Day, Director. cheer. The Lapeer brothers and tnen ladies were royal in their entertain- ment, giving tne visiting members the most cordial welcome and seeing to their happiness and comiort m the banquet at the Gra- splendid enjoyable, and the pro- s:amluie OL Music and speaking that every detail. idiat 14,005C€ Was a success and most io\cd te menu was oi the highest order. Toastmaster Sculley made happy introductions and some ot the boys “countered” hard, but it was all in fun, and everybody hits. “Father” Dunigan paid tribute to “Our Boys,” and “Father” Wittlift spoke of preparing for the last trip enjoy ed tne and presenting a clean order book, and both endeared themselves to the hearts of the members by their kind- liness. President C. H. Phillips open- ed the banquet with a humorous wel- coming address. E. O. Wood, of Flint, gave a masterful talk on “Mod- ern Business.” The toast of W. S. Abbott, of Detroit, on The Ladies, was credited as one of the “finest ever.” John D. Martin, of Grand Rapids, in his response, “Smiles,” had some things to put over on the other speaker and brought out “smiles.” Governor Fred M. Warner was unable to attend and his place was filled by C. L. Glasgow, Chair- man of the Railway Commission. Lou J. Burch, of Detroit, and Joha D. Martin, of Grand Rapids, working together on the floor of the conven- tion, offered suggestions, the growth of which will be amendments to the out- proposed constitution of the next convention. One is to change the time of being an active travel- ing man to six months, in place of one year, before being eligible to membership in the order. Another is to provide a sick benefit in addition to the death benefit of $500 already in vogue, it being the intention to make manv ! it optional with a member whether to carry the $500 death benefit, the sick benefit, or both. Mr. Martin, in his talk to the convention, explained that many traveling men were look- ing ior protection while still living dear The members re- providing for the ones left behind. as well as ceived the proposition with applause and when it is presented at the next convention all outlined and endorsed by the Board of Directors it will, no doubt, be readily accepted. A com- mittee of five was appointed to take the matter under investigation and consideration and report to the Board of Directors at the June meeting. The Committee consists of John D. Mar- tin, of Grand Rapids, Chairman, Lou J. Burch, of Detroit, W. J. Devereaux, Ninth District—W. D. Barnard, Manistee. Tenth District—R. S. Richards, Bay City. Eleventh District—Fred C. Richter, Traverse City. Twelfth District—W. G. Sault Ste. Marie. Secretary—F. M. sing. Tapert, Ackerman, Lan- Treasurer—Lou J. Burch, Detroit. Directors—F. L. Day, Jackson; C. H. Phillips, Lapeer: |. 1. Hurd Davidson; hold-over Directors—H. P. Goppelt, Saginaw; John D. Martin, Grand Rapids; W. J. Devereaux, Por: Huron. The next convention will be held in Detroit. Before the adjournment the follow- Charles H. Phillips, Retiring President. of Port Huron, Mark S. Brown, of Saginaw, and F. M. Van Tuy!l, of Bay City. The following officers were elected: President—Joe C. Wittliff, De- troit. Vice-Presidents: First District—J. L. McCauley, De- troit. Second District—W. B. Burris, Jackson. Third District—G. C. Steele, Bat- tle Creek. Fourth District—F. M. Whitbeck, Benton Harbor. Fifth District—A. A. Week, Grand Rapids. Sixth District—Alvin Davis, Flint. Seventh District—B. E. Goss, La- peer. Eighth District—M. V. Foley, Sag- inaw. ing resolutions were adopted on the illness of E. A. Stowe: Resolved—That the convention of the Michigan Knights of the Grip, in convention assembled in the K. of P. hall, Lapeer, Michigan, miss very much the presence of one of our oldest and best friends, Brother E. A. Stowe, of Grand Rapids, Michigan, who is now and has been for several weeks confined to his home by sick- mess. [It is an earnest prayer that our dear friend be spared and speed- ily restored to health and his fam- ily. We request that a copy of this resolution be spread on the minutes of the meeting, a copy sent to the Tradesman for publication and one sent to the family of Mr. Stowe. John D. Martin, Joe C. Wittliff, Lou J. Burch. The convention was presided over by President C. H. Phillips, and was opened with prayer by Rev. S. G. Livingston. Mayor Tucker gave the visitors a cordial welcome to Lapeer and President Phillips gracefully re- sponded, and then business was taken up. The following committees were appointed: Procedure—M. V. Foley, Mosher, Sculley. Credentials—Hoffman, Van _ Tyle, McCauley. President's Address—Burch, Goss, Martin. Mortuary—Mosher, Empey, Chas. Ilurd. In his annual address President Phillips said the absence of young blood was a menace to the welfare of the order. “The average age of our members is about 45 years,” he said. “As far as our present member- ship is concerned that average is bound to increase yearly, and unless checked means that inside of a few years the cost of carrying on insur- ance will be unbearable. To this we must have each year a strong infusion of young blood, and I feel that this can only be gained by elect ing a full quota of young, enthusiastic officers, who will attract a younger class of men to our membership.” avoid The report of Secretary Ackerman showed the total membership to be 1,342, with 57 new members during the year, 18 deaths, 21 lapses and one resigned, a net gain of 17; there are also 66 honorary members. Of the members who died all but four were past 50 years. The report of Treasurer Lou J. Burch showed: Receipts. General fund ...............$2,688.18 Death benefit fund ......... 9,610.99 Employment and relief ..... 738.52 Promotion ina 2.0.2.0... .. 61.00 Wass Over fund -...7....... 132.05 Disbursements. Geeeral fund. $1,365.14 Death benefit fund 8,945.20 Employment and relief ..... 24.00 Promotion fund -..........- 1.00 Mass Dyer fund ............ 132.05 Balance on Hand. isenetal fad ........2....739 723.04 Death beneht .......... «ee. | 665.70 nina caastnc ess Nbimnshsanthlnneeceneneeitnin esas easter eign it down their grips: H. E. Watkins, Sturgis. of changes in the jobbing trade here, and a general feeling seems to pre- cde MICHIGAN TRADESMAN 3 Employment and relief ..... 714.52 NEW YORK MARKET. have been very limited. Quotat no surprise. Creamery als Peemoven .62.0.02....2.... 60.00 : ————— are 4.80c less 1 per ce extras, 2334@29c; he 2 __|Special Features of the Grocery and ; a : a ee ad , : ba Dicduce ‘Teale Rice shows little change, but the | *fF45 <%@<0/2 .26 . . - : IO “ 91:99 ie docein’ Cnroiontanes ; trade is confident that with the tur 2h 23e; ta ry Oe Letters of regret were received a as et _ lof the year there will eteleted CI 3 fair from Wm. G. Tapert, Sault Ste. Ma-;| New York, Dec. 31—The week has, ing of business and a revival all along cream quoted at 17 t rie: Lloyd “Max” Mills, Portland, |48 usaal at the end of the year, beew| 9 pe to choice domestic, }must be fancy to fet Oregon; A. A. Howard, Coldwater; |ome of quietude. Stocktaking is in 1K@5Y.c oon sone hl gota Wm. Conover, Marshall. progress and all hands are taking aj “_ “" 2 : — : TAL Cae Ga Mteticaty ve breath before beginning 1911. Piacoa a ae eo i . oe sea he rill 1 bout tl sual mbe tvidually are usualy of small lots to | from thts wn to 30 r ee ‘ ne havine lajq | Lhere will be about the usual nu r ported the following as having laid keep up assortments. N hanee is|tor stock, 23@25 noted in quotations M. H. N. Raymond, Grand Rapids vail that the new year will show de-| Molasses is in comparat oe oe aie See =. L. M. Cary, Grand Rapids. cided improvement over 1910, al- anpvty - ae —_— . — a ine he Henry A. Bartlett, Flint. thoame same of the largest comcetia |r ce? 47¢ well sustamed for grocer td a tk a F. W. Thompson, Hillsdale. have been doing about all the busi- grades. Cone hye nel eae oe " ‘ R. B. Hyman, Grand Rapids. meat they could physically take (Grete there w fitile ‘ii ceo Martin Small, Jonesville. care of. — ae a0 changes rh " be Jas. McCann, Detroit. Spot coffee is having a_ holiday, mi Fates medium bemg quot pie ee R. M. Surgand, Middletown. and it is thought matters will lack 13¢. oe = ’ A. E. Siek, Chicago. animation until.it is known just what| Canned goods have been im good “ieee - M. E. Haram, Flint. will be done with the coffee now held| request all along n oa ‘i A. H. Bolter, Lansing. in storage under the valorization law. certainly an interesting statet ad . . F. W. Goodspeed, Grand Rapids. Sales made have been at full figures,|make at the end of the year, when we A. L. Dore, Chicago. and at the close Rio No. 7 is quoted|the usual report ts x t ee : Fred L. Montney, Saginaw. in an invoice way at 13'%4c. In store ude. There has been quit i peer = = Patrick Walsh, Detroit. and afloat there are 2,895,459 bags of demand for corn and there would ee i 4 J. A. Duncan, Pontiac. Brazilian coffee, against 4,386,672|4 good business if N. B. Carpenter, Grand Rapids. bags at the same time last year. Milds | ¢rs and sellers were mor r la a a Appropriate resolutions were adopt- | move in a hand-to-mouth manner,|Mony. Nothing r . ed and ordered spread on the rolls. | good Cucuta being quoted at 14%4c. grade can be bought tor r The election of officers, discussion} Teas ate well sustamed as to price. 80c, and not a few holders ask 95¢ of the proposed amendment to the |The demand has been fairly satisfac- | Tomatoes are S S constitution-and plans for promoting | tory and dealers look for a good|etal Baltimore quotation 1s 50 the welfare of the order occupied the | Janvary out-turn. Stocks are moder-|0. Some packer ge remainder of the session. ate. The subsidence of the coffee ex-|70c f. 0. b., but littl Een mania citement it is thought will promote |has been 1. String . i If vou hear a good suggestion or|a better trade in the tea market. firm and th read some article that you think is| Refined sugar is very quiet. New |about the whole r coisa tein i good, put it in use. Do not wait un-jbusiness is practically nil and with- Butter has t . & til it is forgotten. drawals under previous contracts!ic and a further drop wil 18107 Q i j | Bak 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. a ae " MICHIGAN TRADESMAN January 4, 1911 —— HAN allt STITT | ——2 |AYDS3 ABS SF SoS : Movements of Merchants. retail dry goods business with an Grand Haven—5S. S. Smith will authorized paid in capital stock of move his crockery store to Belding. $4,000. Plainwell—John Poboda succeeds Bay & Tetzlaff in the meat business. Lansing—William M. Carr, pioneer business man, died of paralysis last Friday. Ithaca—Vernon Eyer has bought | the drug store of Daniel Altenbure | at North Star. Plainwell—Bay & Tetzlaff, have sold their meat market business to John Poboda. Clare—R. E. Green, recently of Si. Johns, has opened a crockery and bazaar store here. Marquette—The capital stock of the Nevada Land Co. has been in- creased from $100,000 to $200,000. Bellevue—A. P. Holmes and R. E. Davison, of Allegan, have purchased the hardware stock of H. M. Weed. Augusta—Gavin Pitchie & Sons, of Zattle Creek, have purchased the bankrupt stock of the Flour & Ce real Co. Benton Harbor—August Peters, of the Peters Music Store, has opened a branch at Dowagiac, with W. E. Rextrew in charge. Manistee—Peterson & Quinn have formed a copartnership to furnish ice for Manistee and vicinity. Ice houses are now being built. Wellston — The Wellston Trading Co. has been incorporated to con- duct a general store, with a paid in capital stock of $2,000. Grand Haven—Star M. Long has bought the interest of his partner, G. B. Brooks, in the Gildner Hotel and has taken possession. Ludington—E. L. Brillhart built a large greenhouse and will erow lettuce this winter and in the spring will put in flowers. Elba—John Williams, of Lapeer, who bought the general store of 5. C. Lockwood, will continue the busi- | ness with the help of his son. Big Rapids—A. V. Young has pur- chased the C. H. Knapp’s bankrupt stock of shoes, together with the fixtures, bidding it in at $2,425. Battle Creek—W. H. Brown sold his grocery business to Billing ton & Frye and will give his atten- tion to his creamery business. Escanaba—Ewert Bros., commis- sion dealers of Chicago, will estab lish a branch here with L. J. Ewert in charge to handle farm products. Mt. Pleasant—F. W. Carr, engaged in business here for forty years and widely known to the trade, died last week of heart disease, aged 62 years. Fenton—The Rolland Dry Co. has engaged in the wholesale and | Christmas present. has | Pontiac—L. McNeil, of Elkton, has purchased the Thompson grocery and will add a meat department, doing business under the firm name of L. McNeil & Co. Corunna—Cecil McLaughlin has sold his store at Vernon to Burney & Wilkins, of Detroit, and will come here to take a position in the State Bank. Ann Arbor—L. C. Pray has pur- chased the interest of his partner. Charles Miller, in the grocery busi- ness, the latter retiring because of being County Clerk. Savings Coldwater—The Roucher & Moore Auto Co. has engaged in business with an authorized capital stock of $2,000, of which $1,000 has been sub- scribed and paid in in cash. Sherman—D. W. Connine & Son will open a private bank at Wexford about May 1 and work has already begun on the two-story concrete building for them to occupy. Grand Haven—John J. Boer has given his son, Henry J., a quarter interest in his furniture stock as a The firm will be known as John J. Boer & Son. Muskegon—C. A. Carlson, of Cad- illac, and W. S. Wilson, of this city, have formed a_ partnership, to be known as Wilson & Carlson, to con- duct a general plumbing business. Elmira—A. W. Stein will move to Fenton March 1, having purchased a new home. He will appoint a man- ager for the store here and will take | personal charge of the Fenton store. Frankfort—L. E. Vorce has with- drawn from the Vorce-Frederick- has | Goods Sayles Company, groceries and meai, owing to ill health. The business will be continued by the Frederick-Sayles Company. | Delta—Freeman Lazell has _ pur- |chased the general stock of merchan- |dise owned by his father, the late |Zack Lazell, and will continue the ‘business at the same location under |his own name. | St. Louis—The Masonic fraternity }is about to adopt plans for build- |ing a temple and expect to invest | from $7,000 to $10,000 in the build- jing. The plans are in the hands of IF. H. Bernard. Smith Creek—F. P. Wilson, dealer in groceries and meats, has merged | his business into a stock company |under the style of the F. P. Wilson /& Sons Co., with an authorized paid in capital stock of $7,500. St. Joseph—A new company has | been incorporated under the style of { } | |: ' | | the Sieber Oil Co., with an authorized capital stock of $8,000, which has been subscribed and paid in in cash, to sell oil and kindred products. ‘Hart—C. N. Harris & Co. have removed their stock of confectionery and cigars from Shelby to this place and will consolidate it with the F. N. Harris & Co. stock, the personnel of both firms being practically the same. Manton — The Meyer Hardware Company, the oldest hardware com- pany here, dating back to 1887, has been closed by creditors and J. H. Murray, of Cadillac, is in charge. The failure is attributed to a large amount of outstanding accounts. Charlevoix—Winter fishing has be- gun in earnest. Dealers here had at St. James alone over twelve tons of Ash of all kinds awaiting shipment ou the first day of the open season, to say nothing of large catches com. ing with local fishermen. Muskegon—The Muskegon Con- struction & Engineering Co. has been incorporated to engage in the general contracting, construction and _ engi- neering business, with an authorized capital stock of $3,000, which has been subscribed and $1,500 paid in. Bay City—Herman Meisel, for five years in charge of the tea depart- ment for Gustin, Cook & Buckley, has gone into the jobbing business, carrying tea, coffee and spices. With him will be his son, Frank, the firm name being Herman Meisel & Son. Ludington—The new Mason Coun- ty Booster Club has elected officers. President, E. L. Cole; Vice-Presi dents, Smith Hawley, C. G. Wing; Secretary, H. C. Hutton; Treasurer. C. A. Rinehart. The Club has about fifty members, with every township in the county represented. Cadillac—The well known cloth- ing house of the L. J. Law Co. is now the property of W. G. Walters. After the death of the founder of this business, L. J. Law, the store was in charge of the Michigan Trust Co. and in November was sold to R. E. Shear and W. G. Walters. Mr. Walters now takes over Mr. Shear’s interest. Manufacturing Matters. Lansing—The capital stock of the A. Simon Iron Co. has been decreased from $35,000 to $10,000. Detroit—The capital stock of the C. R. Wilson Body Co. has been in- creased from $250,000 to $750,000. Cheisea—The Grant & Wood Man- ufacturing Co., maker of automatic screw machines, has increased its capital stock from $1,000,000 to $1,250,000. Ionia—A. J. Ashdown, Secretary and Treasurer of the Ypsilanti Reed Furniture Company, has sold his in- terest and will go to Detroit to en- gage in the real estate business. Detroit—The Carlen & Clark Manu- facturing Co. has been organized to manufacture and sell twine holders. The new company has an authorized capital stock of $1,000, $500 being paid in in cash. Detroit—The Simplex Differential Clutch Co. has engaged in business to manufacture and sell automobile parts, with an authorized capitaliza- tion of $25,000, all paid in in property. Cadillac—The Cadillac Electric Manufacturing Co, has been incorpor- ated with an authorized capital stock of $20,000, of which $10,000 has been subscribed and paid in in cash, to manufacture electrical machinery. Holland—The Holland Sugar Com- pany has just closed its season. it has been a prosperous one and con- siderably more beets were sliced and many more pounds of sugar manufac- tured than during the season of 1909. Menominee—The Automatic Weld- ing Co. has engaged in business to manufacture tubes and machines for making tubes. The company has an authorized capital stock of $25,000, all of which has been subscribed and $10,000 paid in. subscribed and Detroit—The Fell-Lemen Trim- ming Co. has merged its business into a stock company under the same style with an authorized capital stock of $20,000, of which $12,100 has been subscribed, $100 being paid in in cash and $12,000 in property. Jackson—The Battery-Ball Manu- facturing Co. has engaged in business with an authorized capital stock of $25,000, of which $22,500 has been subscribed, $200 being paid in in cash and $22,300 in property, to manufac- ture an electrical device. Detroit—The Metal Body Co. has been organized with an au- thorized capital stock of $55,000 com- mon and $75,000 preferred, of which $130,000 has been subscribed, $70,000 being paid in in cash and $60,000 in property, to manufacture auto bodies. Detroit—The Marsh Trussed Pneu- matic Tube Co. has been incorporat- ed with an authorized capital stock ot $30,000, of which $28,000 has been subscribed, $3,000 being paid in in cash and $25,000 in property. The business office is located at 39 Chene St. Detroit—A new company has been organized under the style of the Steel Bar Flanging Co. to manufacture, use and sell structural steel shapes, with an authorized capital stock of $25,000, of which $13,000 has been subscribed, $400 being paid in in cash and $12,600 in property. Detroit—A new company has been organized under the style of the Spring Equalizer Co. to manufacture devices for equalizing the strain in springs used in automobiles. The company has an authorized capital stock of $5,000, which has been sub- scribed and $1,500 paid in in cash. Detroit—The Southern Wood prod- ucts Co. has been incorporated with an authorized capital stock of $100,- 000 common and $50,000 preferred, of which $100,000 has been subscribed, $50 being paid in in cash and $99,959 in property. Operations will be car- ried on at Vinegar Bend, Alabama. Jackson—The corporation known as the Holton-Weatherwax Company, Ltd., has divided its business inter- ests, Harry and Fred Holton taking the foundry and machine shop, the water power and the property south of Liberty street, Andrew Weather- wax, senior and junior, taking the mill supply business and the proper- ty north of Liberty street. Bauer a January 4, 1911 MICHIGAN TRADESMAN 5 last year to meet all requirements of} Oranges — California Nave 55 the provision trade and leave a little |and 289s, $2.50@2.75: Floridas, 1262 over. The packing at leading centers |to 216s, $2.25@2.5 } from Nov. 1 to Jan. 1 is now about | Pineapples—$4 per case “| 440,000 hogs short of that of last} Pop Corn—%@c per a 7 r Wilyear. The trade hopes for a larger 3°4@3%4c per f. for shell run during the remaining two months Potatoes—The market is st of the winter packing season. Pork |25@20c at outside g pomt closed at a decline last week of 1234] oultry—Local dealers pa r @25c, lard 1734@35c and ribs at 12% jhens; lic for springs: 7 r @W15c. roosters; 13c r gees Last week’s range of prices of the and 18¢ for principal articles on the Chicags Radishes—40c per doz ne ————LSEESEaEaEEzzS=[ Board of Trade were: i. $1.23 The Grocery Market. Dried Fruits—The Coast situation High Low 1910 | 1.50 Sugar—The market is unchanged |is thus reported by one of the largest Wheat— since last week, and from present in-|San Francisco firms: “The dried fruit}Dec. ...$ .93% $ g dications there will not be any|situation is rapidly getting to a|jMay .... .97%s : 97s Veteran Travelers Meet. change for a few days at least, but|point where most of the sales must july .... 94% 93548 a number of th it is hard to tell just what will hap-|be confined to peaches and raisins,| Corn— time traveling men of Detroit met pen, as the advances of the past two|and even these two are in a strong-|Dec. .... 48s 46 4654 5 talked st what weeks were not looked for by many.|er position than they have been for|May .... 49s 173% ABI4S 1 c The refiners are having some difficul-|many years at a corresponding date.|July .... 4934 $314 49% |2 year and have reuni J ty in getting supplies, as there is a} Europe has been such a steady buy- Oats— with whom the idea started it is hard shortage in raw stocks and will be]er of prunes since the season opened|Dec. .... 31% 31 311% | to tell, but among the pr until the arrival of new crop goods|that it is believed that the amount|May .... .34% 3334 5 nm getting the matters going was about the middle of the month. The} shipped will far exceed any previous| July .... 34% 3334 33% H. Hart, J. W. Dean, Fred 4 mee demand this week has been light, as|year. It is a conservative estimate Pork— “Billy” Bater, J. L M some of the grocers are busy taking | that there is not more than 3,500 tons jau: =... 19:30 19.20 19.65 McEachron and Johr F Kell inventory and let their stock run as|left in the hands of the packers on|May .... 19.10 19.37% 18.82 Many others worked and s low as possible. the Coast. Apricots, nectarines and Lard— trying to reach as man t tr Tea—There is a strong advance in pitted plums can not be obtained in| Jan. .... 10.82% 10.360 10.45 eling men as possible wh Ceylons and Indias. Liptons have ad- large quantities, while apples have|May .... 104214 10.00 10.20 - hae ; a ' le oes vanced their whole -line 2c per|advanced to a point that almost puts Ribs— ind to mvite them to att pound. The general market is|them in the luxury class with less|Jan. .... 1047/2 10.20 10.2214 | amet on the evening of : strong. than one-half of the amount in Cali-;May .... 9.90 9 60 9.82 the Griswold House, Detr Coffee—There is no change in the|fornia necessary to supply the re- ee _ | 100 responded to t all ar S market. Prices are as firm as ever|4Qtirements of the Coast demand for The Produce Market. time they had, good ad and well maintained on all grades.|the next six months. Present prices The local markets are very quiet speaking and good smgimg. -\t The holders of stocks are not inclined |on the Coast are 4c higher on apri- this week getting rid of the last of |Cone!usion the | lowing “ wih to press sales and the demand has | ts, 1c higher on peaches, 3c higher|the holiday stock. On account of the elected for the year: Pres t. 5 . only been of a fair size during the | 0M apples, 3c higher on prunes and|decreased demand for cranberries | ‘'*™ Vice-President, J past month. It is thought that the|about 2c higher on nectarines than|they are not able to maintain their 7°°T*'@" J demand will be much larger after the opening prices. Present prices on|previous price. Eggs have dropped |“ ”* i en first of January. Reports from Brazil | Prunes, apricots and peaches are|3c the last week. This is attributed pire — oe ° ' | are to the effect that the market there | high mark for the season to date,|to the warm spell, and tiie price is — . . ——— i is just as firm as ever. The demand with every indication of a continued |expected to rise again with this cold | ~ ; ' i from the retail trade is for a better advance. It is not unreasonable to|weather. Grape fruit and onions are) - mmercial Tr : grade of coffee than was wanted | expect peaches to record an equal|the only other products that have Michigan” was idopted \iter a2 i some time ago, which is caused by advance with apples and prunes.” varied. The former are lower and) ™'"%'"S A fa ™ <—e ** i the cheap grades going so high that Rice—Prices have grown a little |the latter show an advan wer fase | "8 <™* : i the retailers prefer to try and sell a| firmer on Japan rice and the demand | week. i better grade of coffee, as the cus-|is reported by some _ wholesalers Apples — Northern Spys, $1.50@ Th a 4 . : . | ; ay e Drug Market. tomers will be better satisfied. as being very good during the holi-|1.75 per bu.;: Baldwins, #1.3541.50 As We a an Canned Fruits—Stocks of nearly all|day season. It is stated that mills in Greenings, $1.25: Bil: igs ao. : : . u kinds of fruits are said to be of small|the South are turning down offers} per bbl. Ad oe "i proportions, both in the East andj|that were considered good, as they SJananas®-Prices range from $1.50 oes a se od ey California, and but very little re-|can not replace the stock at the same (@2.50, according to size pat 4... 2 sg . ny i mains in the hands of the packers. | prices as paid some time ago. Beans — $1.75 ver bu. for hand ei tod i He ca . Prices are unchanged for the week| Olives and Olive Oil—There is |Dicked. oo. sw i and the demand is of about the usual | nothing new to report about the olive Reets—50c per bu. tae i ce ae . size for the time of year. It is|or olive oil market. Prices are firmly Butter — Local handlers quote a ly tos thought that as soon as the spring}held on both lines and the demand|creamery at 31c for tubs and _ for a 6a a. gee demand opens that prices will ad-| continues good for the season of the | prints; dairy, 23c for No. 1: packing se . : vance somewhat. year, but prices are said to be very stock, 17¢ oa oo. ww - i Canned Vegetables—According to|small both in New York and Spain. Cabbage—30c per doz. : 5 i reports many of the packers of corn Provisions—Despite light receipts Carrots—50c per bu Battle Creek—The Gartner Baking <- have sold the most of their 1911 pack |of hogs in Chicago and at all other Celery—20c for home grown ‘o., wholesale and retail manufactur ‘ and are not anxious for any more or-| packing centers during the last week, Cocoanuts—60c per doz. or $4.25|er of br ik weet i ders at present, this showing the po-| provision prices have shown net loss- | per sack. -onfectionery of all kin sition of the market, as many of the|es. Packers were willing to supply Cranberries — Cape Cod Howe’s,|ing powder, yeast, et las mere wholesalers seem anxious for stock.| product on the swells and take their | $9.50@10 per bbl its husiness int stock m The spot supply is still very good |chances of being able to supply them- Cucumbers—$1.50@2 per doz under the same style with an author and prices are unchanged during the|selves with hogs later on such a Eggs—Local dealers are p.uaying/| ized capital stock of $50,000, of > past week. The Eastern market|basis. They have had one season} 27c f. o. b. shipping point. $36,000 has been subscribed an? pa i holds firm on tomatoes after the ad-|when hogs were scarce and product Grapes—Malagas, $6@6.50 per keg. | in in property : vance of a few cents per dozen a high, and they are not anxious for 2 Grape Fruit—$3.75 for all sizes .. .... he ' week.ago and the holders seem to/repetition. They are willing to con- Honey—18c per tb. for white clo ae . : oe ataaies : have the situation in better control|cede the theory that hogs are scarce|er and i4c for we : : . ag = eee, ; than some time ago. The demand is | —in fact, the movement to market Lemons—Calitfor Ss, $350@4 perl. . e coe . : only fair from the retail trade. The | gives every evidence of it—but they | box. = u ! shortage of cheap peas is being feit | know of a certainty that buyers of} Lettuce—tic per fb. for leaf Pretroit—The Hueo Motor Car oe more keenly all the time as stocks are |high priced product are scarcer. It Onions—Spanish, $1.60 per crat has increased its capital stock fr : gradually cleaned up. required a very short supply of hogs|home grown, 85c per bu £950,000 to $500,000 MICHIGAN TRADESMAN January 4, 1911 SHANTY TOWN. An Interesting .Section .of .Old Grand Rapids. Written for the Tradesman. Forty-one years ago that part of the city of Grand Rapids lying be- tween Division street and the river, Market street and Wealthy avenue, was known as “Shanty Town.” The territory wes low and swampy and subject to frequent inundation by the overflowing of the banks of the river. It was occupied by poor people, most ly Irish. The houses were small and shabbily constructed; the houses were few and small, a black- smith shop or two, a few saloons and groceries representing the trade in- terests of the When the annual spring freshets occurred the ground embraced in the district dis- appeared from view and communica: business section. tion with the houses, which clung to their post supports or stone founda- tions desperately, and the main land was kept open with row boats. The passing of boats between Market street and Wealthy avenue, over \) my, Calder and Prairie streets, carry- ing supplies for the water imprisoned householders was not an uncommon sight. The most distinguished citizen of early Grand Rapids, Louis Campau, lived in a fairly good house located on the corner of Cherry and Calder streets, about block south the same distance west of the Union Station. The political activities of the district were in the hands of the Irish, “Pat” and John the one and King, * Pat” Sar- Grady, Tom Martins, the McGurrins, Brittain, the Berrys gents, all Democrats. Land was cheap and this fact attracted the Holland- A few years later, when John Steketee took upon himself the politi- the after accustomed to the and the ers. cal management of ward, having new political coat he had put on upon become abandoning his residence in Grand Rapids township, and routed the Irish from the ward offices. Other prominent residents of the district were Charles B. Deane, William Riordan, Captain Coffinbury and Den- nis W. Bryan. Mr. Deane resided on Ferry street, (afterward vacated and occupied by the Grand Rapids & Indiana Railroad) at its tion with Justice (now street. When the railroad tion obtained from the city the right Ferry intersec- Ottawa) corpora- to occupy street, Deane ob- jected strenuously to the proceeding. Tater the railroad raised the grade of the street, leaving the Deane prop- erty far below the embankment, when he engaged an attorney spent much of his hard earned sav- ings while working at his trade 4s a wagon maker in prosecuting a suit in court for damages alleged to have been sustained through the construc tion of the railroad. William Rior- dan owned a little shop and worked at his trade, boot It was located on Monroe street, on the site of the present Norton store. He was elected a the common council terms. He lived at the Island and Spring streets—the spot where Corl and and shoemaking. member of several corner of Knott & Co. will have a new building. His associate was John Clancy, who commenced his business career in Grand Rapids as a grocer and saloon keeper. He acquired great wealth and when he died his will provided the money that was used in the erec- tion of St. John’s Orphan Asylum. Dennis W. Bryan, fresh from the mines of the Far West, moved into the district and invested in the high lands lying west of Ellsworth avenue. Having ample means he proceeded to develop the property and in appre- ciation of his services to the munity, and to encourage the demo- cratic principles he professed, the people dropped Clancy and elected Bryan an alderman. Clancy did not com- approve of this proceeding and promptly joined the - Republican party. Bryan bought the Nevius building and erected one adjoining it on Monroe until the sale of the property to W. S. Gunn, were known as the Bryan _ blocks. The Dutch erected a little church on the corner of Prairie (now Ionia) and Islands streets, Lemon & Wheeler company’s store. and worshipped in it several years, when they into the church they have since occupied, located on Commerce street, Oakes. Be- fore the Dutch vacated the property it was sold to W. S. Gunn, street, which, now occupied by the moved near people and was used for giving vaudeville performances until its destruction by fre im 1875. On the covered by the new Hazeltine & Per- ground now kins company’s new building a man named Clement operated a small soap factory and on the land where the Coliseum stands there stood a smai!] tannery. With the the Grand Rapids & Indiana and Grand River valley railroad (now Michigan Central) the district im- prove. The construction of the rail- road tracks necessitated the raising of the street and the lots of private and gradually the overflows of the river ceased. C. C. Comstock purchased a part of the swamp lying between Wealthy ave- nue streets, i Spring, and established a lumber yard and warehouse. He number of freight cars, which wer? advent of began to grades owners and Goodrich west of purchased a shunted on to sidings connecting his warehouse with the main railroad loaded the same the various products of his factories to be transported to all parts of the United States. It is said Mr. Comstock was the first owner of freight cars used in a private busi- Their operation failed to yield a profit however, as the cost of haul- ing the cars back to Grand Rapids empty was as great as drawing the same out loaded with goods. “Shanty Town,” now the wholesale district of the city, owes its growth lines. of and with various ness. and prosperity to the railroad corpor- ations. A vast swamp was converted into a great commercial center through their enterprise and liberal- ity. Arthur S. White. —---.—_—_ Have you a mailing list? If not, the sooner you get one and use it sooner your profits as well as business will increase. the the What Other Michigan Cities Are Do- ing. Written for the Tradesman. President Black, of the Flint Board of Commerce, has named his com- mittees for the year and the matter of securing a permanent salaried sec- retary to direct boosting operations for the year is now being considered Joseph P. Tracy, of Chicago, an expert along promotion lines, has been engaged as Secretary of the Saginaw Merchants and Manutactur ers’ Association at a salary of $5,000 per year. Saginaw added some fif- teen new concerns to its industrial population during the past year and expects to do better than this in 1911. The Commercial Club of Kalama- zoo is investigatirg three industriai concerns that are said to be desirous of locating there. The annual banquet of the Lowell Board of Trade will be held Jan. 24. This year the ladies will attend. Big Rapids is discussing ways and means for securing an automobile manufacturing plant now located in Chicago. The company is now en- ploying 100 hands and wants to leave Chicago chiefly on account of labor troubles. Sturgis has secured two new _ in- dustries during the past year and about 100 new residences have been erected. Kalkaska’s Board of Trade is now fully organized, with James Greacen as President and Irving M. Clark as Secretary. The Transportation Bureau of the Commercial Club, Kalamazoo, which was formed a month now in- cludes in its membership twelve of the large shippers of the city. The Bureau is under the supervision of Secretary J. D. Clement, of the Club. The Boyne City Board of Trade is taking up the good roads question and the Supervisors of Charlevoix county have been petitioned to sub- mit a county roads bonding propo- sition to the people at the next elec- tion. ago, The Manistee Board of Trade has approved the plan of awarding to the Manistee Iron Works $20,000 in city bonds to aid in the enlargement of The The proposition will now be submit- ted to the Common Council. Almond Griffen. ——_~++ + ____ A Breakfast Lyric. The turkey is toothsome, the oyster is good, The salmon is truly delicious; The lobster and crab are as when cooked As alive they are ugly and vicious, A eutlet of lamb and a dish of green peas Are fit for an epicure’s dinner. And bluefish. when baked, with a sauce of mushrooms, Is always a sure enough winner, charming The terrapin tempts your coin, So dainty and rich is its flavor; A saint on a fast day would fall for a goose, With onion to heighten its savor, And even a Fletchertte, simple in taste, His praise of fried chicken must utter, But give me a plateful of griddle cakes brown, When smothered in sfrup and butter! —Minna Irving in Leslie's. ——_>-> This is a good time of year to hold coffee demonstrations, especially in the small town, as the farm trade comes to town oftener than at other times during the year. ee Are you using a table to display the odds and ends of your stock on? It not, do it at once, as it is a win- ner and you will have a much cleaner stock of goods. ee Are there many things that you would like to do if you had the time? Svstem saves time. you to squander SE EE LEE Your a ZA Customers || “43-72 ask your advice on matters of food p1io- ducts. You want to be posted, don’t you? Then study the fol- lowing. It’s in- structive. Minute Gelatine (Flavored) \ 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 vegetahle 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 us send youa alebgge 8 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. GErarin® FLAVORED curanteco stor tre Feed ent Soot het a o. 5 tones wom a 2 ineer 8052. this industry. company agrees 223 MINUTE TAPIOCA CO., to build a big addition to its plant W. Main St., Orange, Mass. and employ 200 additional hands. WorRDEN GROCER COMPANY The Prompt Shippers Grand Rapids, Mich. January 4, 1911 MICHIGAN TRADESMAN What Are the Opportunities For the k Women in Pharmacy? k : ' Among other occupations and pro- f fessions, that of pharmacy has, in a measure, opened its doors to women, particularly in this country. They are admitted to membership in the phar- maceutical associations and enjoy all the privileges attendant on member- ship. In England women pharma cists were not admitted to member- ship in the British Association, according to a_ recent journal, until about 1880 (although by the same authority they were not ad- mitted to the American Pharmaceu- tical Association until about 1886), and the English Chemical Society is only now taking steps to render women eligible for membership. In Switzerland women are allow- ed to practice pharmacy, but in Ger many they are barred from the pro- fession. Pharmaceutical In Cuba Governor Magoon has been requested to debar women from government employment onthe ground that it has a tendency to low- er the status of women. Women are repeatedly urged to en- ter pharmacy as being a_ profession and business for which they are well fitted in ter the colleges on equal terms with men many ways. They may en students, they well treat ed when there, but after graduation. what? Ts it easy to obtain a situation in a retail store, both before and aft er graduation? Is the employment of women as clerks encouraged by phar- macists? Does a chance to put up prescriptions and thus use her professional knowledge, she saleswoman as is the partment store? are woman have 4 or is employed simply as 12 girl in the de- Efow can she obtain to find an answer to these questions that I made an effort to interview by let her practical experience? It was ter both men and women pharma- cists. Very often, when a young man takes up pharmacy he does it be- must do something for a i living and pharmacy looks about as cause he good to him as anything else. Whena girl decides to study pharmacy she generally does so because a pharma- what she to Phar- macy is to some women a stepping- stone to the study of medicine, where there is a peculiar place for them. Women’s medical colleges have been established, and a walk the streets of our cities will prove, by cist is wants be. along the number of women doctors’ signs that they are taking advantage their opportunities. Pharmacy also lead to the profession of chem j istry, and a pharmaceutical chemist ) has a very wide field. It is that more women do not take up this work. A prominent educator the lines of bacteriology and pharmacog nosy was asked about the probability i of success for women in these branch- es of work, and replied that he has had women in both classes, and a larger percentage of them _ have shown an aptitude for the work than men, and that the opportunities are probably just as good for the women A nota- of may strange along as for the men in this work. se mre re — ble example of a successful woman chemist and bacteriologist is Dr Mary E. Pennington. She has her own food laboratory in Philadelphia, but is employed by the of Agriculture under Dr. Wiley, has for the past four years paid as well as men. Shorte and lighter work are factor woman's some pharmacists earning they would pay a as much as a man. ever, the they had iploy agreed that as a prescription Department and been in vestigating cold storage conditions of food. In Texas, while it is difficult to get a position without experience, when }2nd those who had tried then women are employed they are liked | Unanimous in their com as well and sometimes better than |some even waxing enthustas men. man said: “Behind the pres In California it is said to be com-|COUnter she was most car paratively easy to get practical ex [tremely accurate. Altogether always conside perience and that women pharmacists clerks ever in my employ. | are never out of work for any great length of time. Some the who interviewed think that men pharmacists make mistake in that you will be able to gi the : , clerk a boost.” of women pharmacists ther emr yer rite were seemed to| ‘nother employer w : woman prescription clerk tl assuming as wee CT Cee not willing to do all kinds of work |they can he found. which they are physically able to do Another gives as Of course, it is impossible for af“! can truthfully sert t woman to do lifting of heavy boxes: |twenty years sper ' 7 this is man’s work, but the gir! who| macy I never felt so comforta goes into a store where she must or|well satisfied with r is allowed to do all of the apprentice | brood of clerks that work that she is physically able to} gone She became efficient do is going to be the better pharma | prescription counter: tha cist. |] have had girls tell me that|had never been cleaner they wanted to do everything possi-|Vviting in r ble so as to become acquainted with for the onditior f things all the details of the business. One| physician invaded stated that she was once employed in| not required a store owned by a woman, and at{ed for her: in a few one time they were left without ajmen o t t ver man clerk. This store did a consid-}|as to cut 1 eur r erable shipping business, and all the lelight women pitched in and nailed boxes k gre lelig and did everything else the man was dow g accustomed to doing, and she said PS ai they enjoyed every minute of it. Evi-|shape in which a g dently the time-honored joke about a|delig To-d woman not being able did not apply here. to drive a nail NOssessio;# i pharmacy 1 think a successful womar phar- |CO™Munity f 1s comfort : a ee ad oct of dots macist of Texas struck the keynote ed and out €D of the matter when she said: “It is| Who should att that community that all the trad worth w preempted rather hard to get work sometimes, for men do not to know what experienced, competent can We find in that it is the one who knows the business seem women do. our store macy. 1 } ' own Another [ would prefer a that our customers want, not only in|at the prescripti r prescription work but in all other|she is more likely kinds of work in the store, and the |on her work—t men are often ‘passed up’ for the|the average: besides r women clerks. We think stores are |steady in the morning just as incomplete conducted by men|more likely to be clear. My alone as those run by women only.” |ence, extending over re tl The hospitals have played a large | five years, has given me ampl part in the development of women in|for this conclusion.” Several pharmacy, and I believe the day of | pharmacists pressed pr same opinion. The she would have a the woman pharmacist will be hasten- ed by the encouragement these institutions. Of course this en- couragement is disinterested, but | of given by majority seem. to not a demoralizing it will serve. As to the work, I do|clerks. As one man put not believe a woman could have ajis the proper person she will better position nor one more suited|tendency to put the men to her abilities than this. The hours|good behavior: otherwise she are short and she is in a great meas-|impossibility in the store and ure independent and her own ° boss,” | less.” which is a desideratum. She has also A prominent western proj ample time for research work, if she | says: “My experience with is so inclined. in the pharmacy was that As to the wages paid to women|the place a distinctive dignity, clerks, I think it is true, but mnot|mosphere of something that more so than in the majority of oth-| bachelor like myself cannot er occupations, that women are not|define.” woman would be very satisfac | ™ * T ther t - ~ _ oo urs i is 4 > x @ i > he -- - - n no + i € < z one ANportinitrt yt 2 tid aus? ~ a ite il tae reads an act how meetings & " thant Aaa Soca “ there arpeter - . - ok this resp + or - toe nrotession i x san r i aon ihe as t x 3 a ; mt ‘ " a , E mac 4 35 ven This wverta? ° + g g f 1 \ " ww ’ Le with th 1 Heise ‘ + ad < + . © e z : -antact wit Ps - aan and i “ > Si tas “ - ut - nec "| - - wom . men? . " - ™ r i a ° 3 r + - o n r r r ’ . rae ma . . an yQtns t i © ~ . - = weit . - if? + cele ws n x “ Sees - a ry tT . A t “ r 1 ds ” - - ” realiz - © t tke ne - ; A r r r “ ¢ e i ii ~ he j r ears “ x FI rt c = . +h ~ 7 + rue * toad | th . . e o “ i 2 aa me tor heen ” L . ™ a Ee - { ' thee at ana - .___ The Pepper Plant. The most common and widely used of all spices is pepper. It is a native of the East Indies, but is now culti- vated in various parts of the tropical belt of America. The plant is a climb- er and has a smooth stem, sometimes 12 feet long. The fruit is about the size of a pea, and when ripe is a bright red color. In cultivation the plant is supported by poles. In some localities small trees are used instead ol poles, for the best pepper is grown in a certain degree of shade. The plant is propagated by cut- tings, comes into bearing three or four years after it is set and yields two crops annually for about twelve vears. When a few of the berries turn from green to red all of them are gathered, because if they were allowed to ripen any longer they would be less pungent. To fit them for the market they are dried, separated by rubbing with the hands and cleaned by winnow- ing. Pepper was known to the ancients. In the middle ages it was one of the most costliest of spices—a pound of it being a royal present. is. Philips. _ ee MICHIGAN TRADESMAN ll The Lowest Price on Quaker Oats - In 30 Years $2 75 per case until January 15th Families everywhere are interested in our unusual advertising campaign—they are ready to buy. We make this special advertising price solely to reach this new trade quickly through you. Never has there been such an opportunity for the grocer to increase his business. A display of Quaker Oats in your store— A suggestion from you— A word from your order clerk— and you have made a new customer for Quaker Oats. Order sufficient stock at the $2.75 price to carry you through January, and co-operate with us. This is your campaign The Quaker Oats Company Se ee So ee January 4, 1911 12 MICHIGAN TRADESMAN ae | “Be it enacted by the Legislature punished by a fine Of not less than [ol tee State OF Kansas: ..si«<‘(i‘éyS S&C dollars or more than .....- yy vy N\) ((( (f BUTTER, EGGS 4*> PROVISION —=— ypu At SENS eee Rodney 294 \s = 4 ~ OTT AG Mm ming 29) i { awe pay fa - SS we fe TO IMPROVE WESTERN EGGS. braska, Kansas, Missouri and Okla- Carlot Shippers Prepare Legislative Bill For Enactment. What carlot egg shippers in the West and also health officials of sev- | eral Western States confidently be lieve is the most advanced step ever}; taken in the West in the effort to im- prove the quality of was consummated at Western eggs a meeting held at Kansas City recently, when a pro- posed law regulating the candling of and trading in eggs was unanimous- The bill as 1 ly indorsed. these states there has been a growing dis- the part of the carlot dealers during the past few years to homa were represented. In position on eliminate bad eggs from trade chan- nels and the formulation of this bill is the outcome of this agitation. Most of the dealers them- carlot lselves are in favor of buying on a loss off basis in order to eliminate |poor eggs from trade channels, but there is always sufficient competition ifrom_ dealers drawn up| ;count will be submitted by the legislative committees of the various state or- ganizations to each state legislature and vigorous efforts will be made to secure the early enactment of this bill. In substance the proposed law prohibits anyone dealing in eggs from selling decayed, decomposed or spot} eggs and also provides that all eggs handled must be candled in order that the buyer or seller may know that the eggs do not contain poor stock. At this meeting Iowa, leges for | 1 who through various causes continue to buy on a render the case basis to enforce- ment of the loss off basis impractica- ble without the assistance of the pure health ler that they may do their best work food and officials and in or { | action is declared to be Phe bill as egislative necessary. indorsed is as follows: “An act for the protection of pub- lic health by regulating the sale of food purposes: providing | penalties for the violation thereof, and Ne- providing for the enforcement thereof. “Section 1. It shall be unlawful for any person, firm or corporation to 'buy, sell, barter or trade or deliver or to offer to buy, sell, barter or trade or hirty-first day of December of each t |year without first candling said eggs | : i than 2% per cent. of decayed, decom- or causing the same to be candled; and any person, firm or corporation who shall buy, sell, barter or trade or deliver or offer to buy, sell, bar- ter or trade or deliver, any eggs with- cut frst candling the same or caus- ing the same to be candled and with- out first removing all decayed, de- composed and spot eggs from those candled shall be guilty of a misde meanor and punished as hereinafter provided. Sec. 2. The word candle’ as used herein shall be construed to mean the examination of eggs by means of natural or artificial light in such a manner as to disclose to the person examining the same whether the eggs so examined are decayed, decomposed or spot eggs. “Sec. 3. That the State Board ot Hiealth is authorized and directed to make and publish uniform rules and regulations not in conflict with the this state for carrying out the provisions of this act. Any per- son who shall violate any of the and regulations so made and published in the official state paper shall be deemed guilty of a meanor laws of rules misde- and on conviction shall be dollars. “Sec. 4. That a case of eggs shall contain thirty dozen and it shall not be considered as a violation of this act for any person, firm or corpora- ‘tion to buy, sell or offer to buy or ‘sell any case of eggs for food pur- poses that does not contain more posed or spot eggs. 3 “Sec. 5. Any person, firm or cor- poration convicted of vioiating any provision Jf this act shall be punish- ‘ed by a fine in the sum of not less than. Le. dollars nor more than dollars. “Sec. 6. This act shall take effec. and be in force and after its publication in the statute book.” The most important result expect- ed to follow the enactment of this bill ‘irom into a law is that in order to avoid the penalties provided the particularly, and also the will find it expedient to market their eggs more frequently, which, of course, will mean that the eggs will reach their destination un- der such conditions much more quick- ly than under present circumstances when there is no necessity of market- ing eggs promptly, and at certain sea- sons speculative factors tend to en- farmer, country merchant, courage holding on the part of eggs. Indifference farmers and country merchants is also largely responsible for the present movement of eggs to market, but such a law, egg dealers assert, would largely ate this difference. slow elimin- Ask your jobber. Cheaper to use than Write for our book- See about having your advertise- NO. 1 PATENTED U.S. MAR. 10.03 CAN. DEC. 19, 0S ENG. APR. 14. 06 be used only with trays supplied by us STAR EGG CARRIERS are licensed under U.S. Patent No. 722,512, to \ Manufacturers, jobbers or agents sup- plying other trays for use with Star Egg Carriers are contributory infringers of our patent rights and subject themselves to liability of prosecution under the U.S. patent statutes. Broken Eggs Cut Your Profits Now, when eggs are high, is the time to stop all breakage by using Star Egg Carriers and Trays FOR SAFE EGG DELIVERY They pay youan extra profit of 1c on every dozen eggs delivered, because they stop all breakage, stop miscount, save time and satisfy customers. paper bags or boxes. let ‘‘No Broken Eggs.” ment on every Star Egg Tray. Made in One and Two Dozen Sizes Star Egg Carrier & Tray Mfg. Co. 500 JAY ST., ROCHESTER, N. Y. January 4, 1911 MICHIGAN TRADESMA 13 Exit the Milking Machine. The patent milking machine, ex- tensively exploited three years ago by the Kansas State Agricultural Col- lege, has been laid on the shelf. It reposes in a storeroom in the dairy department, where it probably will remain undisturbed for many days to come,.says the Kansas City Star. The milking machine was interest- ing, but the “trying out” given it by the dairy experts at the college dem- onstrated that it not suited to small dairy farmer. the difficulty free of germs and the questionable thoroughness with which it did its work, led to the re- tirement of the machine at the Kan- sas institution. ‘The tests at the that the patent milker might be use‘ was the uses of the The cost of keeping it operation, or college showed effectively in larger dairies, where competent farm laborers could not be found,” said O. E. Reed, a pro- fessor of dairying at the college “But for small dairies, where not more than twenty or thirty cows were milked, the machine hardly could be made to pay for itself. I believe the same decision followed tests made by colleges in Nebraska, Wisconsin, Missouri and other states. It was evident, too, that it would be a con- stant care to keep clean the rubber tabinge with which the milker was equipped.” The milking machine originally was the invention of two Scotchmen. In this country were added and it appeared that one § the drudgeries of the farm was to Thousands in operation up of luxurious ease while the patent milk- er “pailed” the cows. The milker do work by means of a vacuum suction, created by pumping the air from rub- ber tubes tipped with cups that ad- some improvements () 1 farmers and ye Overcome. the conjured saw machine visions reclining in made to its was hered to the udder of the cow. The power for operating the air pump could be’ applied by any means the operator chose—a gasoline engine or a treadmill driven by a farm animal. The treadmill of power ap- pealed to the farmers because it pro- vided a means of giving the vain and indolent bull cise. source herd wholesome exer- a Canadian Cheese and Butter. Consul Paul Lang, of Sherbrooke, Canada, writes that figures for the dairying season of 1910 show that while there has been a small increase in the Canadian exports of cheese as compared with last season there has a marked the ex- butter: season’s butter exports have est The the consumption in the the small- increase in and the fact that much cream was shipped to the \’nited States during the the main factors accounting heen shrinkage fact, been large ports of in on record. home season are for this decrease. However, the season has been a fairly profitable one, the ag- eregate value of all dairy exports being about $17,000,000. The shipments of cheese from the port of Montreal for the season amounted to 1,892,235 boxes, as For Dealers in HIDES speed PELTS against 1,872,315 boxes for last sea- son. There were also shipped from Quebec 17,990 boxes, as Dalmatia and, to 2 much less exten upon the Levant, in both of regions the sage The crop is gathered compared with 13,960 boxes last season, making | [ july Crohon & notes Co., Ltd., Tanners a total of 1,910,325 boxes, as against | August, beginning at the end | 37 S. Market St., Graad Papids, Mich 1,886,275 last season. | and conti t rst Se no es ene ane hae The total exports of butter amount- | tember, 3 ar e, or ed to 27,884 packages, as igains: | linarily Sep- 39,443 packages last season. The re-|tember. Ii the w -ather is war ' ma.kable shrinkage in butter exports | the first shipments ide | may be judged from the fact that in | somewhat earlier, but this 1s unusua 1905 the exports amounted to 573,- | The most active Mm ment occurs to- ' 449 packages. |ward the end of September The total exports of milk and | part of the current years crop was cream from Canada to the United shipped before that time WYKES & CO. States during the five months ended| The crops of 1909 a 110 were of GRAND RAPIOS ' August 31, 1910, were valued at $713,-| g00d « lit t rer t 159, as compared with $1,805 in the the g g Sage | corresponding period of 1909. es ghout | WANTED - " ‘ i ‘ | z3, Lair sitter cai ame Poultry Pay According To Quality. t requires four t - ort wre ace It is becoming tore and more ap- ser Cre | Fil F. E. STROUP, 7 > Division parent that to grade the cream and r rif Grand uae, a ich. pay for it according to its quality 's It har - t rs ¥ a system well worth tryin; at every h r r r creamery, in fact, that is the systemj|the crop i the pre | which, when adopted, soing to im-|the crop is not ready; but of cours R B k prove the quality of the raw material | this is not done by first-class firn Oy a € _; delivered at the creameries more thar | — General Sales Agent anything else. Preaching and sug-|_ The best pr — el | Michican, Indiana and Ohio gestae and wig and boldagi "st oo << 5 wee CHeer meetings no duobt does some good, —— a eae Sparks Waxed Paper Bread Wrappers but it is only when the pocket book a And Weave ‘s Perfection it touched that anything really hap- A. T. Pearson Produce Co. Pure Evaporated Egz The 14-16 Ottawa St., Grand Repids, Mich. pens. principle of paying cream according to quality is so ever- i | for 48 | ; The place to market your Poultry, Butter, Eggs, Veal Wm. Alden Smith Building Michican just and fair that it 1s bound to work out right in practice. lastingly Grand Rapids Butter is sold more and more on its merits and there is not the slight- Established 1376 est doubt that any creamery that raises the quality of its product 4 MAIL Us SAM PLE notch or two will be paid for it. Only | - ! tee Bakes : : . . oT ine With Quantity and Price of Any beans You Have to Offer The centralizers are beginning to Wholesate Dealers ard Shippers of Beans, Seeds and Pota realize that they, too, need to raise Moseley Bros. tees. Office and Warehouse Second Ave. and Railroad the quality of their cream, but the; Seth Phoses 1217 Grand Rapids, Mich. will have considerably more of a tas*| doing so than will the local cream qoscean eries that take up the system of pay-| . ing for the cream by grade. hence | The Vinkemulder Company their willingness to co-operate with| the latter when an opportunity pre Jobbers and Shippers verytiing i 1 sented itself National Con -<" ERUITS AND PRODUCE at the tion in Chicago. Happily, dream did not last long: happily, al- so, the grading and paying according Grand Rapids, Mich. to grade system is far better ble to the local creamer than to the centralized syste : : . C. Rea y j A. Witzig the local creameries should remen ber: they can not afford to leave un ‘ used this opportunity to take a long PRODUCE COMMISSION ea, 6 pee wae ; hetter ata | 7 - a step forward towards better quality 104-106 West Market St. Buffalo, ‘\. ¥ of the butter and leave the centraliz ap 66 t ¥ ers way behind. It will pay Das Buffalo Means Business Record. We want your shipments of poultry, both live amd dresser ea eman at high prices for choice fowls, chickens, ducks and turseys, and we cam get Preparin age Leave oo paring Sag e highest prices. : ne o y ohert y CES seu er 4 i - C onsul- General Robe a P. Skinnet Consignments of fresh eggs and dairy butter wanted at 4 ne writes from Hamburg, Germany, that REFERENCES— Marine National Bank mmercial Agents, Express noanies. Trade : thin the Ivet ten wears ;: «+ | Papers and Hundreds of Shippers. until within the last ten yea > Cetabtiched 1973 the entire export business in dried sage leaves was carried on at Ham- burg, but more recently it has beet transferred to Trieste from this port the principal Ameri markets, over ee an ans Chicago and Milwaukee, are sup lied The chief American ‘cepa is lf any to offer write us in the Northern cities. While the sage plant grows very | ALFRED J. BROWN SEED CO., GRAND RAPIDS. MICH. yet Itx in Southern FE ope h ~- - generally in Southern Eur P , the €&& OTTAWA AND LOUIS STSEETS port market depends chiefly upon} a a a 14 MICHIGAN TRADESMAN January 4, 1911 PLAYGROUNDS. Influence of Trees, Fields, Streams in Shaping Life and Character.* I feel, Mr. Chairman, in discussing the topic which is on the programme opposite my name that I am taking some liberties in injecting into a se- yerely practical programme a bit of sentiment. The only excuse for it is that the most real thing in the world | after all is sentiment, and when we sum up what there is in the world, it consists of labor, recreation and af- fection. All work and no play makes Jack a dull boy. All play and no work makes Jack a real shirk. Love is the greatest thing in the world. It} is very easy for me to eliminate the work proposition because that what you have all been talking about the severe terms beginning of this convention, and you is in most from will continue to do so until the end. I would like to talk about love as | the ruling sentiment of the world and the danger that menaces the Ameri- can home, which is the unit of our the | every occasion when it rained. We knew the deep hole which was after- ward turned into a swimming place in summer and skating rink in win- ‘ter; we knew the kinds of fish that made their home in that creek. We even had a boat and paddled up the stream for miles and enjoyed each summer the beauties of that most de- lightful natural playground. The Menominee River watershed for miles and miles was covered with | 'a beautiful growth of timber in those | early days, with all the delightful ac- |companiments of the woods: the ‘banks of this river are now as bare las your hand. The farms run close |down to the border of the stream: ithere is no waste land. The farmers | lcould not afford to leave a single tree the border of the river, and ithe playground that was my delight lis no more. This playground should have been preserved for one hundred children live |near that border to-day. There is ab- |solutely nothing that will take its iplace in the child’s heart. jalong times as many who civilization, when love grows cold or | is buried by commercialism. But that So | a little while is another subject. will bear with me for as I chat with you about play. My first experience with things in this world was living in a log house just a few steps from the Menominee River, by a rambling path through the woods. That was my playground for ten vears. I knew the names of the «rees: I knew the peculiar things that erew in certain localities and under certain trees. I knew where the wild egg plum was: I knew where the best thorn apples grew: I knew where to dig for angle worms: IT knew the curves in the stream where the fish- ing was, and I knew the extreme pleasure of sitting on the bank of the river and dangling my feet in the wa-| yer. T was not much of a_ philoso- pher—a child is rarely that—but ! was an observer, as all children are observers, and because this is so they are entitled to the best that we can vive them in the way of places to see things and enjoy them. I have forgotten most of the things that happened in the schoo! room during tfhose five years—the last of the ten; T remember teacher in particular above all the others, and she was the one who took us to the woods. I do not remember very much of what she taught in the but | do many things she taught me outside the school that alone the river. school room, remember in playground We came to Michigan when 1 was old, little from my home was Plaster Creek, a small 10 years and a way stream perhaps twenty miles long. That stream was my playground dur- ing the next six or eight years and with my companions, who had simt- lar tastes, traversed that bottom. We knew the individuality great the particularly sycamore had provided we creek trees, the out of a many of that by decay and for been eaten a safe retreat us on *address by Hon. Chas. W. Garfield at the meeting of the State Horticultural Society, Benton Harbor, Dec. 7, 1910. hope you} one | location | The second stream, Plaster Creek, 'that gave me this joy in abundance so many beautiful days in the year has almost nothing now in the way of tree growth from its source to its confiuence with Grand River, and in- stead of the beautiful even- dowing stream through the year, as in childhood, it is most Stful affair, full to the brim and run- ning over at times, yet most of the year it is only a trickling rill that a boy can easily vault without wetting his feet. When I was a boy we could traverse it with our home- being my now a OVer made boat: now only chips and toy floated except at rare The playground is gone. boats can be occasions. \\Where there was one child then to ee that playground there are now | cight thousand children who ought lto have a playground like this, but a | near sighted utilitarianism has snatch- led it away. We have stolen their right- | ful heritage from them, and when you |are discussing so splendidly to-day the | methods of getting a | culture and securing |for old age, I would living in horti- a competence have you think | for a moment at what a sacrifice some lof us are acquiring what we call bet- iterments through our labor while we are forgetful- of the children’s play- erounds and the children’s rights in play. TI went to the Agricultural College afterward and there was a play- | ground at the college. In those days |we didn’t know very much about that | kind of play which is now so impor- ltant—baseball games, football! games, and those things-—but our play was lin Number Seven, a beautiful piece LG : c of native woodland along the Cedar River. There is where we derived, as icollege studen ts, the keenest enjoy- ment. that beautifui lriverside forest, was sacrificed some i | : . Number Seven, : : : : : |vears after in the interest of having ; a more symmetrical sides of the lane. farm on twe But it was a Sac- rifce with no commensurate benefits and it would be the envy of every student who attends the school now if he could know the beautiful times | passed we boys had in that grand piece of woodland. Then, following my school days in the country and before my college course, I was a _ country school teacher. My first school was ten miles from home, and I particu- larly recall the peculiar individuality given those school premises by the playground. This attribute ought to give individuality to every school in the Nation. We have been spending millions of dollars in devices to place our scholars inside under the most unsanitary conditions and have been forgetful of that outside playground in which they can get the equai- ly important physical development which should be the accompaniment of that brain power for which we ar- range a system of education. My first school had as its distin- guishing characteristic a playground which was eighty acres of virgir timber across the road from the school building. I did not know very much about teaching things inside of the schoolhouse. I was only 17 years old and most of my pupils were as old as I, but I did, from my educa- tion in former playgrounds, know something of the woods; of the beau- ty and variety and grandeur of the woods: of the education that the woods can give to any child, and from that time until this I have rarely a vear when some one of those scholars has not said to me: “What splendid times we used to have in those woods.” They have for gotten much of the arithmetic, the al- gebra, the grammar and the rhetoric but recall with vividness the details of the playground. Through that ed ucation which able to them in connection with woods life ! furnished those thirty boys and girls something that stays with them and will stay with them clear to the end. T was give and will be helpful in appreciating that, as our friend from Ohio so well said, “This is God’s world.” It seems to me from my own experience as a student and as a school teacher that we must not be forgetful of this kind of recreation and educational en- vironment in connection with the de- velopment of our boys and _ giris, which should give them some detinite knowledge of the attractive features of this world outside of the schoo! room and teach them to appreciate the evolution of a balanced character in with the connection preparation Hart Brand Ganned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products 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.....-------+- ee eerrerrtte Lesser quantities. ......---+--++++-+ee seer ceee $3 50 BLACK DIASIOND. 5 size—s boxesin package, 20 packages in case, per case 20 gr. lots......-. +2222 eee reer t eres $3.35 Lesser quantities ......-----+--+-esesreret er: $3.50 BULL’S-EYE. 1 size—1o boxes in package, 36 packages (360 boxes) in 24% gr. case, per Case 20 gr. ioe $2.35 Lesser quantities .......--------+++-ee0e+ eee $2.50 SWIFT & COURTNEY. 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) in 5 gross case, per case 20 gr. lots ......------ +--+ QS Lesser quantities... .......-------+---eeeere eee $4 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 Lesser quantities.....----- +--+ -++te reece ee eeee $1.7 BLACK AND WHITE. 2 size—1 doz boxes in package, 12 packages in 2 gr case, per case in 20 gr. lots..........+++-- $1.80 Lesser quantities........--0+0+-+-0 seer erste $1 90 THE GROCER’S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6 gross case, per case in 20 gr. lots. $5.00 Lesser quantities....---.----.-2-25 0-0 ures Grocers 41-6 gr. 3 box package, 100 packages in 1-6 gr. case, per case in 20 gr. lots.....-. $3.5 Lesser quantities......------++- s+eeee errs eeee $3.65 ANCHOR PARLOR /IATCHES. 2 size—In slide box, 1 doz in package, 144 boxes in two gross case in 20 gr. lots.....-...------ $1.40 Lesser quantities........----+25 ceeeer eter eres $1.50 BEST AND CHEAPEST PARLOR MATCHES. 2 size—In slide box, 1 doz. inpackage, 144 boxes in 2 gr. case, in 20 gr. lots. ok 1.60 Lesser quantities........--.--. +--+ -2csereteees $1.70 3 size—In slide box, ! doz. in package, 144 boxes 1n 3 gr. case, in 20 gr. lots...-----.-++++-+++-- $2.40 Lesscr quantities. ...--...-2eeseeeeer secre eee $2.55 SEARCH-LIGHT PARLOR [MATCH. 5 size—In slide box, 1 doz in package, 12 packages in § gr case, in 20 gr. Se $4.25 Lesser quantities.......-....-+eeee ee reee ee eees $4 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 in 20 gr. ate $3.35 Lesser quantities........-2220.-+- se eeree ce eees $3.6€ SAFETY MATCHES. Light only on box. Red Top Safety—o size—: doz. boxes in package 60 packages (720 boxes) in 5 gr. case, per case in 20 gr. lots ....------- 0-2 eee eee eee _..- $2.50 Lesser quantities........-...-.---++e- sees ..- $2.75 Aluminum Safety, Aluminum Size—: doz. boxes in package, 60 packages(7z0 boxes) in 5 gr. case, per case in 20 gr. lots ......... 1.90 Lesser quantities ........-. 00+ eeee cere eee eee $2.00 ( TP AND SEALED BOXES! 2" poxes-60incase (120!) 5 '>poxes-24incase (120'S) BEST SUGAR FOR TEA AND COFFEES Sip oe eae D9 eee 3:08 O4UnnntmD 1 T La ms wane EA ele January 4, 1911 for usefulness and happiness in this life. A little later, a short distance south my home, in which I have lived most of my life, three miles away and six miles from the city, was a little plot of pine upon eighty acres of wood land. It was the last rem- nant of a splendid pine forest which stood the southern border of Grand Rapids when I was a child, and because there were only a few of these trees and all the pine woods exhausted, and because of the nobil ity of these individual specimens of the white pine, it became a favorite place, a playground for a large num- ber of people in our city, the Allen woods were known to almost every citizen of Grand Rapids. On all the holidays and on Sundays when the weather was good and the peo- of own upon and ple could get out they took the op- portunity to go to these pine woods and sit beneath the wide-spreading branches, admire the great clean boles, listen to the soughing of the winds through the evergreen tops and study with ecstasy the natural concomitants of this virgin timber. Allen owned it, and because of the rapid growth of the city and the high price of lumber he said he was sorely tempted to cut off these trees. When I found this was true I went to him and said, “Mr. Allen, do you intend to cut off these pine trees?” His reply was, “Surely I have beer 1 creatly tempted to do so.” Thea - ioe to him, ss ill you not resist the temptation?” After considering the matter he replied with emphasis, 4 will resist and those pine trees shall I live because J of that little never be cut while appreciate the value siece of land to the whole community | of Grand Rapids. I will not comunit vandalism for a money considera- tion.” Mr. Allen died and in less than two years the heirs eliminated that beautiful piece of pine woods be- cause $10,000 was too great a tempta- tion, and the whole eighty acres were as their value of Grand Rapids for a swept far as to the recreation ground was concerned. Now, my friends, I want to ask you, that $10,000 a drop in the bucket as compared with the real value of that land to our city? pose that tittle piece of land had beer allowed to stand there until those trees should fall in decay? What heritage it would have to city. Was it not a play eround worth considering in connection with the growth of our city and the develop- ment of the best type of citizenship? But we neglected the opportunity. Most are neglecting such op- portunities; most people are thought- less of their responsibility away city was Sup- a been our cities con- iection with places in the world for the children and for in saving the play the grown-ups also. There is a beautiful book which some of you have read and and if you not read it, you should. It is written by Ilenry Van Dyke and is entitled, “Little stage in which he speaks of the marvels « the sea as affecting the ae: the wonderful enjoyed, have of mankind; impres- sions that the great mountains make |eye catches t n the face of upon the human mind, and then, in| my Scotch frien the Michigan an eloquent manner, he exploits the Agricultaral iam tf fact that there is nothing after ail|minded of an nected with Guite so satisfactory to the human |this marvel Pher heart as the delights that accompany | connection with it a m hic! the lines of a little river. So it seems | all the visitors are s i to writ to me, in the interests of those who | their names and put below any lshall come after us, we should pre- word of appreciation that occurs ¢ serve the natural beauties of the lit-|them, and in hook ar f tle rivers here and there for the ben-| wonderful pieces of poetry and pr efit of all the people for all time. You | expressing the exalted dition of who love to take a hunting trip and | the human mind wt wing the put your gun upon your shoulder and stupendous illustration f od s traverse our North country know that | handiwork. After writimg 5 name the greatest assets in that Northern |one will sa; | most giori region are the beautiful streams anc \thing in the world r ther their environments. Can we afford to | God.” Another will thing ca sweep this playground out of exist | compare with ¢t might ratic ence, so that the people will lose the |of the wonderful power of rea splendid enjoyment that so many and Scot onl of them are now getting? -d this region now When you talk about utilitarianism, : tchr . : her that you can not afford to keep the|- anythin ' e timber on the land because it is worth |’ ative land, and — so many dollars for wheat and corn, | "4Me- this part lar 5 . or for orchard and vineyard planting, on ee ' ther remar! I say to myself and to you, that as | able—a ae od deal like Seotlan great as is this estimated value, —a” ho ondensed.’ can not compute in money how much| The saving gar: greater would be the value of much ‘ts grandeur and arity . of this land in genuine satisfaction | placed plainly before t Tica to the human soul if preserved in ail | people in connection witl t its sylvan beauty for the recreation | zation of the water for cor re of the congested population which | purposes. While w r gniz will surely need it in the centuries to the importar th rvation come. So it seems to me we should | power in the great strean f th broaden our angle of vision and com-|country, it has seemed to the broader prehend in it something beyond the|men and women of this ntry tha mere acquirement of a living. Scenic | we could afford t nser uy pleasures, it seems to me, are of great|ter im its)6« grand lemonstration of importance to the human race, and| power for the rts the Ameri it is a satisfaction to all of us who|can people rather r t are interested in things of this char- hooks. acter to know that the National Gov-| The White cP “ ernment is saving here and there ovef|perman has os our country reservations to remait | ¢hrouch the securing rights in that forever in the interests of the play | marvelous pie os te t of the people, the recreation of Amef-|raze to the er 1 doctews ican citizens. All hail to the govern-|the distinctive srioeiatl tial ment that recognizes this important| make them really tl st walaabl factor connected with American life.|+hing New pshire an ANs Perhaps you will remember that at again to this spirit w hz ee ene time it was a question whether ; sufficiently dominant 1 ate fairs certain parts of these reservations |in that commonwealth wh ssert ought not to be utilized for what was | its elf and sand, “W t termed more practical purposes than lbest for all the peopl we w recreation. There was a temptation |not turn this beautiful reg nto 2 to reduce the beauty, utilize the wa- barren waste in the interest a fev ter power and thus diminish the de- | men who seek riches.” The conserva- lightful scenic features. JT am glad|tion, it seems to n that we must that Yellowstone Park is as big 7s talk more about is the nservati it is. It is going to be a permanent |of the natural playere f 4 playground for all the people, and| world, and the conservation that w the marvelous Yosemite Valley is should consider ur own Stat also safe. We are glad that these Michigan is the saving th uti splendid trees, the oldest living things ful features in our North country that in the world, are going to be saved |are treasures of inestimable t for all the people instead of being|so many people. If we must tak converted into lumber that will sim- the more sordid view and 1 sur ply line the pockets of a few. It|values by material income, we wi'l seems to me that therein is a recog- then preserve the tural t f ition of the unparalleled value of the | cur Northern landscapes becaus f ereat natural features of our country the large revenue that rues to the and the preservation of them in spite |state from the people w ho do of the selfish encroachments of indi the forests and the waters and spend viduals and corporations who only their money freely in the « see power in a waterfall to run ma-|of these great atural playegré chinery and lumber, l!aths and shin-|So if we are not willing to s it sles in the great trees. Just as I am for any other purpose, do s n thinking and talking to you about the | utilitarian grounds grand values of that wonderful peo- What about that great playground ple’s playground, the Yo semite, of the world, Switzerland? Peop my ee SB eS as Sonam: + —_— tre gent: aut agian f£ _ qumbers — ocues —T . £ #hec eamdert thar we awry an cones Lever native land thee tearcte Saritzer . Dandelion Vegetable Batter Calor perfects and one th a : OG » of ye atc ws 4% ayery egetadie Butter myplies with tae > State aac ire tne sited States Manufactured by Wells & Richardson Co Burlington, Vt THE CRESCENT MANUFACTURING CO SEATTLE The Popular Flavor Better Than Maple The Lowis Hilfer Co Chicago, 1. wase There is no risk or speculation in Peas S. Pat. Off - Chocolate | They are staple and the standards for purity and excellence. es t Awards e 8 | Walter Baker & Co. Ltd. 1780. Established ro pe of the world it and America Dorchester, Wass. 16 January 4, 1911 MICHIGAN TRADESMAN care of all in connection with my every-|three boys here before me for? You|thing good and great is coming out Did You Ever? day work and thought—the things |have certainly committed the crime|of the study which the women are Pid you Byer own ae eetot Ae connected with the city playground. with which you are charged—there is|carrying on, because they are moth- Of speeding down we avenue a i ys : . . an i ae s = yith friends on a late fall night; Vitic & Go niece Gt whet ie question about that for I have the jers of the boys, and I welcome with While many envy you this pleasure. : : evidence. I know the facts and lj/a great deal of joy the results of this|,, That of owning such a dandy car, cent years there has been sweeping : : : Weak ‘ , | Perhaps say mean things about you sver our country a mighty wave in, | k20W your names. Now, why did you | investigation, the results of the meth-| Or wished your sport to mar. ove ¢ co PS g y fave eae . — - 2 : i > a , an > , 7 i : ‘ . henhet- th this Gliveroeed — cenation. do it? Come, be frank now and tell ods that shall be developed in the For a swift twenty miles you were raving, oe a ce a an ke sensei th the honest truth about the mat-|interest of child life for the reduction When ee pe ( LOW connec 1 pe i : ic C acKkety- e 2 explodes, ith coneteted Goondatlin We ales ter.” Then one after another of those |of crime. And I welcome also the ao = a bitter curse. congested population. € ais : - i : : : 1en you dig down in your outfit, SS arog ee boys stepped forward and began to|men and women who wil give their} Feel longingly: for a shoe cc c n ever; . és -_3 : -11t wasnt tt : (ye ‘4 "well yvare : : : alk. ge, ¥ see we hain ot low es ; as here (you were well aware) Mek, Abenin we oeoupeice ts Ge talk Judge, you ne t got} own liv es to the dev elopment of this |" 4 yOu Wonder what beck io a5, : : , no place to play. If we go to play in|thought in American growth. Con-|.. : minds and hearts, in the development : : ne The friends now eagerly assist you, : FE : : .., |one place, then the cop drives us off, | servation of forest is good; conserva-| In the search for what you've not, (2 of the highest type of American citi- . - ; es © ¢ ghes ype OT | ca ; pod Gully Gece ck uk en aint 1a oe Le t seoke. And offer (too) many suggestions, - i -_jand finally g and tifon of water % all might: bet the! wusch vou term Get & aes zenship, the value of play. There is i : i elie _\v hich you term, just Tommy-Rot. “«. ; : ace : where we were bein’ watched in our|conservation of human minds and/| Y@U also know that no inner tubes, a philosophy in play. There is a cs . ' _Nestle ‘neath the cushions soft, ~— eae a: oe play, because it’s fun to take some] hearts is far greater. We are reacn- Yet you dig and pull the things about philosophy behind football and base- } foe tke ft. |; : Se : : While ‘“blankety’’ words float aloft. hall which really explains the rela cnances—iun to see the cops run ait-|ing the viewpoint which establishes < \ « « Ss 2 a” : ° Ce five r : : . i er ues and we get away and hidejin our purposes the fact that the] YU Sive up after an hour or two, tionship of those games to the de-|.- : L «And walk three miles or more, 4 oo. | irom him. And then you know,| greatest of all problems in conserva-| While a cold wind fans your heated frame velopment of a well-rounded fighting : a8 13 : : And the rain begins to pour. . a : : Judge, when we scooted aw ay Wwe ition 1s the proper salvation of the| There to find a telephone ‘‘on the B . character. We know this world is |< : ny etal So pe ae a a ; : found a box car and we got into it, | child. Ge chee ae raoD (ust take, a fighting ground against all the va- : Sepia a rig to bring you home, rious forms of evil and we want to and when we were in Urat ber eer) We tik Ih cpencction with play of eee ee aie. levelan ab beuck thi eeaneedine (cis we saw something that interested us duty of happiness; that is, the respon And when you come back in the darknese¢ oe on ree : cc “land we just looked into it and it was | 13; A ©o cold, and weary and wet, ment sufficiently to take care of thet CUT UCC at aut *|sibility, the obligation we have to Expecting your friends to console you. 4 : : ‘ something we liked and, Judge, we : e gut “that’s what you didn’t get.” elements of destruction that are go- a aoe oka ourselves and to give to others the] an No! That wouldn't be nature, : ‘ : OOK 11; RacsS a ReoTe 18 OF IL: + < a a . : “Try it out if you think I deceive’ ing on in our midst. ue i. i a / npies that every human being What you got would fill an airship, The evolution of the playground Boys, if we will furnish you a|should have as a legacy. If we pur-| With the hottest it could receive. i 4 « Je 8g +} re yt a Hl ies hin oO a Har ne Ce ° a rr i" i i mevekiaset tine born tavll within the | play ground will you try to be decent | sue this line of thought and endeavor Then the auto curtains would not fit i ' land cle 49? : “; = See ho 1e ee ee fast ten years. It will be more rapid | and clean up and be good?” And they |}to weave it into our activities we shall Shs wind hike oe aa fast your luc 1a$ € Cars. ban C i¢ of . : I > ~ s “K a just y uc's th nie ce - aoe were all ready to make the promise.|above all other things demonstrate BE oa smashed the glass that day. e x n, twenty o mty i... = 2 . : a 1en you waited silently boiling, © ceabk ehopciaticg ac ihe centers of Well,” said the Judge, “we will see}not the duty of happiness but the| While blankets around you i years, especially as cer S . : . a ; And justly, in that frame of mi : 4 Rs hout saying S ae 3 ame of mind, population become more congested |» aaa ai dies fe — - se gta happiness of duty. fo make that dark night blue. and there is seen the crying demand more he dismissed : 1€ DOYS and askK- “Straight is the line of duty, And your friends said things Quixotic, ; 1 ( -{ed them upon their honor to come Curved is the line of beauty, Full of biblical phrases “I know” for an outlet for the exuberance of : : : Follow the one and thou shalt see With gestures somewhat amazing aes Le : _|back on a certain day and hour. In The second ever following thee.” Over which you've no wish to crow. spirits which is the accompaniment] . : : : . 3ut could you have visited the cli : : 1 - j —— : 1 the climate a : : the meantime the Judge _ scurriec hen eae oe ee , of childhood growth. It is emphasized . : A Your oo Ott and well, when | ot t ee around to see if there was not some Origin of Orange. co «6? oui Reve vhen these congested centers begin . : a ae ; — . “a bas : place which could be secured as a The orange, which we ali know se The credentials, I know full well. © grate upon the nerves of the peo- . . i : : eo. : . P : : a sie playground for these youngsters, and | well, is of the same family of fruits|’Twas just three o'clock in the morning, ple who are responsible for child life i : : | a ae , 1 ; : When the machinist, with repairs. A SPSS sn “Saat he found it. Then when the boys|/as the citron, the lemon and the lime. came, and 1 : i S. se who are : : You had spent the night in F : . ame back to see him : the ap- ; ic f = Mee te night in the auto, nterested in the moral development | “™"° ack jel aa ve The original home of the orange a the sport of the wind and rain. e of bovs and girls in the cities and|POoimted time he was ready for them | seems tc have been India, and thence, | Th&” So ee ee ear : > @ Ag i> 1 ne >. 2k Hy “ ue cae - : i : i oe SS, ei benenll ff oc Wildl Phat these hos and said, “Boys, I have you fitted out | about the fourteenth century, to Eu- oe of eagerness for home-like cheer, oF aS % - ot wy 3 Z 8 eae ae ° a ie len (curse the maker of autos) and girls shall grow up to the best for a playground now.” The boys|rope. Perhaps it was first introduced] You lost control ef the steering gear ay S ai Ss ‘ ah f cee pee cte rec ee i alae ia a ea ro47 , ae : bid ch clea. ecnoeiiee Ghat thev were all interested, yes, deeply inter-| into Southern Italy and passed on to Well You, were too full for utterance, : es ety eee ~ |ested. Then the Judge gave them a : i : 5 Le ne machinist a half mile away, have heen wrong: they have been| : : Sones [ : | Spain and Portugal — ae ie as ploughing his way back homeward, wicked: thev have bee oo i. | good fatherly talk and said, “I am} France, where the climate suits it. _ While you tried his course to stay. wicked; they nave been senseiess in nat poids bo coment won to aE ae | oe You tooted the horn like Blitzen. pennechon with tre wenioeal of alli OCS Oe eee | An orange tree covered with fruit ae ae — coe and swore, : oF ; soing send vo > work i- : ; out he calmly and swiftly continued, cpen spaces where the children had not going to send 77” S the work is a very heant:ful sight, and when lo increase his speed still more. sAOnSse ut o ‘ 9» let ¥ 7) 1s. 2 eke ¢ T a chance to play and covering them ee am gome to it you &° |i is m bloom it is most fragrant Then there was nothing left for you, : . .,| back and try it over again, believing : But to make repairs (if you could?) with wood and brick and stone until iva: ok veg § Orange trees grow to a great age. — mee side-stepped into a mud hole . : hat when you have a gooc ace for] -,. : ae 7ith an oi . eee the children have no place to go for : a ‘a b They often bear abundant fruit at| yo, ie ae hood. E : : : a Playground, where you will not Dé : - : yer © £9) pAnGAtAA & Boa fe recreation except in the streets: then|" Paystoun' se ae from 50 to 80 years of age; indeed,| »Pembaps (°) repeated a hymn you knew, : : : -{molested, you will do the right and .'| You looked and silently wondered, the policemen, in the interests of hiy i there are some trees whose age is What ‘the dickens’ you could do.” : ue : : ._|square thing. : ; . a preserving life, drive them from this | °4 se i reckoned by centuries and which still — — risa agua the greasy parts, ce es Te ; playground was secured | .; And wiped your hands on your clothes, iast resort... I think it is only a ques- 9 a | play; hoe o : yield a golden crop. While a rain and wind grew wilder : : and it has been used to the very bes still, tion of a few years at most when at i t 74 2 Trees bear from ten to 1.000 orang- And your party were nearly froze advantage. 1ese DOvyS, ne 0 VEER fe Then 2 > ples : ra ae eae any expense we shall have _ play- |* el : : : sean 7 \es. When the fruit is meant to be 8 Ec in dancing stream, Seon ectabliched in the caneccted | COC? WOO were ap before the Judge,| _ : ee co > 1e source of trouble, erounds established in the congested : ae d exported to cold climates it is gather- | - — ng danced caygot in muddy rout’ : . are < ng Os mao 11S5e€ 16, 2 z : a . ide your party closely di > negbhorinods of every city so that (© WmOne Miase whe mse Mane 4] of ius brine @ ik coe. Back orange] ' rely Gia wane. J “hi a i. dace 4 better tot of bovs it would be hard to]. i : ,.| You replaceu a bolt and thanked your the children will have a chance to bg i; : : ; i 1s wrapped in paper or in the husk stars, ind; and in months since that time : That fate is time. des -f . play. : of the maize, and then they are pack- | turned ae ee, : : . : there has not been a single boy] ,- | wa 1 away. Bear with me in a simple illustra- : . ed in tomes. _»¥ hue the engine kicked you blindly : : : -4,| brought into the court from that lo- es _ _- 4... | You jumped away and rubbed your arm, tion from my own city, which T will lit Hundreds ci thousands of boxes, oe behing mentally guessing, z 3 4 canty. : i a Sr nat new devil, now, was there at work briefly relate as an incident showing I ° : . each containing about 400 oranges,| To make your life ‘distressing. 5 elines our great and immediate need: There - ccs sie pleveround ite some" |come to Great Britain from the| You tested the battery and the coil, is a little region on the west side of |thing in the maintenance of law and] a /ores, Sicily, Portugal and Spain. Nou crater faa ase ee i > ce te ae 3 4 : = a i e : : a am , i é aa crank «« our river in Grand Rapids that furn-|0Tder? Has it not a large value in the | North America is supplied from 2) ace Wet | hat could be d ’ ; : : cae . oy el eS a : : a Eve yondering ‘‘what could be done” ishes the largest number of delin- making of good citizens: Surely we maica and the Bahamas, but it wili| When a new thought crept to your sleepy = : : ,.{must reckon with it in the develop- : ay: . rain, : quents in our Juvenile Court. One a a ee — depend on Florida, where the __Drizzled ‘slowly in, tho’ clearly, day the Judge was faced by twenty- |"! Of Duman Character since WE€| climate exactly suits and where there VBope ee a he Pee ae. i. ok ae aC ize it as one of > ief i: : . »glec S costing dearly. three boys for committing vandalism | Cosmze it as one of the chief ele-|are extensive orange groves. The cul- Cat a oe eo o coe ‘ : . sents j “t10 f sme 4 : i seule : a : a fal s ar, in connection with the right of way |™ents in the reduction of crime. tivation sf this fruit is now increas- ae awake the ‘wondering farmer . " se “ . . : : A ho gave you a quart or so of juice, of the Grand Rapids & Indiana Rail-| We have accomplished a great deal|ing also in Australia. With best wishes from the aonor. oo ae 7 ae ¢ Z i. oe : . : Now, this was most kind in him, road. The Judge was astonished to m the way cee play grounds in canons There ars about eighty different _. Something unusual in a granger, see that bunch of boys. For the|cities in this United States, and it is} kinds of orange. The mandarin orang- oe ae - ve = . a A = ° : ‘ou s, ana A ota stranger. most part they were very decent|because we have interested the wom-|es of China are small in size, but] i D - - : : : : os i Well, you straggled in, at broad cay light looking chaps. As soon as he took|en in connection with their club life|very fragrant and sweet; so are the voenraees, apanced and weary, — i : i " : ‘ : - = . ; our wife was pleased (? s 7 in the situation he dismissed the offi-|to investigate along these lines, and|Tangerines, which are somewhat Pa E y yO See you cer, then he closed the door and|when they become imbued with the|similar. The Maltese, or blood go = ee ae (?) y : : Soy as you recé pain, said, “Boys, we are all alone herejreal benefits to accrue from play-|orange, is grown in Southern Italy ayy Smile o'erspreads your features; _ . 10 you may have your troubles now, now, and T want you to tell me what|grounds they are not slow to take|and has its name from the deep red| Your troubles have been your teachers. ie is the matter. What are you twenty- hold of the matter and act. Some- color of its pulp. Portland, Michigan, Nov. 1, 1910. Elon A. Richards, January 4, 1911 MICHIGAN TRADESMAN | a “Here’s What You Have Done Today” The storekeeper who can say this to his clerks at the end of the day has solved his biggest business problem. He is getting his clerks to shoulder their share of responsibility for the success of his business : : =. re co ” HE can say this to his clerks and get a —————— | wi yon a great deal of valuable information be- |- = eats 3 Pri sides about his business with a National Cash —_ ———. —— Register. a Our new National Cash Register gives each clerk his own adding wheels showing how much business he does in the day. From these wheels and from the printed record fur ¥ _ nished by the register the storekeeper can | i. quickly tell each clerk how much business he | has done in the day. He can enter the record in a book for prizes or promotion. He can give a prize for the largest amount of goods sold and another prize for the largest number of customers waited on. One is as important meer : ie, a \ 4 bX Tathiag Over Today's as the other. Basimess Hetgs Tomerraw’s Recards - The National Cash Register Way is the Modern Way of Building Business Bright Clerks Welcome This System Clerks want to get ahead—to earn more money. If each one sees that you have a way of comparing his record with other clerks and relieving him of the responsibility for other people's mistakes, you get his best work. He soon develops real salcs- manship in disposing of goods that the customer cannot see to ask for. He soon sees that politeness and attention to every customer, big or small, rich or poor, helps his record and makes him more With this register each clerk stands on his own record. valuable. Meanwhile your trade grows— all of your customers get better service—your profits increase. Business Building Without Expense If you have four clerks and were able to increase each clerk’s sales only $1 a day for the whole year, that would mean increased business of over $1,200 a year. Isn’t a plan that will do that worth inves igating ? The National Cash Register is the only business system that gives this result in a practical way. More than 917,000 Nationals We could not sell this great number unless they saved money and increased trade. have been sold. The National Cash Register Co., Dayton, Ohio. D. M.T. Send me full information about National Cash Registers. This does not commit me to buy Name —_. Business oe Address No. of Clerks. What You Get With This National Separate adding wheels for each clerk up to nine clerks—each clerk has practi- cally his own cash register Total of all money taken in. Total of all *‘Charge’’ Sales. Total of all money ‘‘Paid on Account by customers. Total amount of money paid out. A printed record of each sale on a roll of paper inside the register. A printed check with each record the register can be built to print on a sales slip. Separate cash drawer for each clerk, up to nine clerks. With single cash drawer the register can be used with cashier. Can be operated with electricity. Built to stand on floor or counter. Does anything that any other register can do. Prices run from $290 to $765, accord- ing to size. SK US to send full informa- tion about this National Cash Register burlt to suit ft Pays For your business. Investigate. You cannot begin to protect your profits any too soon. The National Cash Register Company, Dayton, Ohio 16 N. Division St., Grand Rapids; 79 Woodward Ave., Detroit Salesrooms: 18 MICHIGAN TRADESMAN January 4, 1911 THE NEW CONGRESSMAN. First Winter in Washington Uncom- fortable and Lonesome. Not so many years ago a cartoonist depicted tour long graduated lines of congressmen wending their way from as many points of the compass to- ward the Capitol at Washington. And ever as they wended they decreased in size, until those entering the ma- black specks of humanity compared with jestic portals were as mere the ones just leaving home. Of course, it was very funny and added much to said cartoonist’s rep- utation for humor. And taken in a social sense it was merely an exag- geration of the truth, for Washington has a most extraordinary way of swallowing alike the petty legislator and eminent statesman and making them feel lonely and new and uncom- fortable. But the representative in Congress assembled is a most important factor in the industrial life of the capital god-send to the boarding house keeper and a veritable boon to the agent for furnished houses by the season. city—a \WWhat renters of rooms in houses near the Capitol would do witheu him is a mystery, and very many of the numerous recently constructed apartments which rear their flat top heads all over town would be sadly in need of profitable tenants were the Not engaged in congressmen to remain away. that the local populace housing Uncle Sam’s_ honorables make it a practice to fleece them, but the memory of days when their sal- aries wele munificent compared te economic conditions dies hard and, besides, a congressman is here for so brief a space as to come under the heading of transient and be charged as such. “Going to Congress” sounds awful ly big in the provinces, and the sal- ary is still called princely there with- out any rising inflection of mirth. Country politicians, who have lived with than half the amount given them by a fond govern- ment to sign M. C. ease on 1ée55 after their names and attend to a whole lot of other important legislative matters, think they can “put up at the best hotels and take life easy” when they get to Washington. But this same town with the open-faced avenues and splendid public buildings, which seem to extend so gracious a welcome to the man who has won, is popularly admitted to be the most expensive for its size within these United States. Unless the caw recruits, who will next March, in larger numbers than for many sessions, usurp the desks and committees of experienced veterans in the art of Nation, are provided with surplus funds they will discover that they can get whatever they desire—if they pay for it. Tolerantly Amusing He has ways all his own, this new member, very tolerantly amusing to the old inhabitant who has stayed right here and seen so many “take the course,” as witty Senator Rayner once described it. Impressed by the magnificent distances of Washington, running the the new member invariably seeks quarters as near the Capitol as pos- sible. He wants to be on the job early and late. After breakfast the which would deter- mine for the close observer how long the partaker had been in Congress— he often strolls over the House for a look around. mere time for strut none but other con- certain and proprietary air men served in spicuous public positions previously able te dodge. He has won and he is glad, and he feels that everybody here is his friend. In his native town he goes with everybody werth while, so why not here in Washington? This for the country member, no matter from which point he started. There 15 a pompous that who have ever seen That anybody should look down on an occupant of a seat in the House ot Representatives is beyond com- prehension. Gradually he begins to learn of “days at home” for the wives of members. He thinks it might be im- proper for him to go when his wife is not here, but loneliness wovercomes conservatism and he goes, has a fair- ly enjoyable afternoon, goes again and gets into the habit. His clothes are not just what the other men seem to be wearing. A frock coat and a silk hat appear in- dispensable. He writes to mother that he had thought his wardrobe complete, but these accessories are a necessary part of his congressional dignity. Somehow the money does not save itself here as it does on the farm. He almost wishes his wife had come along. Very many of them on going home for Christmas return with the family. They do not like the cramped rooms he has been oc- cupying. Maybe there is a young daughter and she has higher ideas. Everything desirable is taken by this time, and the only expedient is to rent a furnished flat or house at whatever the agent thinks he can get. Then the “season” is off with a bang On the day of the first public re- ception at the White House he and his ilk are early in line. To see the President is an honor. But it is doubtful if anybody can find a sec- ond term representative among this motley array. The vecently elected think it a religious duty to come out every time a card is brought to him by a pert-faced page. And maybe grafters and would-be lobbyists don’t know this! The Next Congress. The next Congress, which uproots traditions and puts in a Democratic majority, is going to bring them flocking, and the new member will see them all until his head buzzes and his desk looks like a snowstorm with reminders and requests and promises. He can’t find time to do his regular work because of this in- cessant demand on his time. Besides, there is a certain pride in realizing that even men way up in public af- fairs of his state he~e to wait humbly until he elects to come to them, card in hand. It is a boyish sort of pride and amuses everybody, but is sneered at by nobody, for the member is bland- ly unconscious of his rawness. oa He likes to take friends to dine in the Senate restaurant and to frank letters at the postoffice while people look on, and to be alluded to in tones audible all over the chamber and gal- leries as “the gentleman from So and So.” He has maybe had a hard fight and he has won and he is glad. And some of the foundations for the best and wisest measures emanate from his sort. It is only that he acts so differently later on. Take a representative to whom the winter in Washington has become a professional habit, and the only in- ducement that would make him try a tour on the monster automobiles would be a delegation from home. His wife has learned to select a day that does not conflict with the judi- ciary or the Cabinet, and he can say “there’s the great What-Do-You- Call-Him” without letting a trace of earlier awe creep into his voice. And, in passing, the I-nger the M. C. stays in office the farther he lives from the Capitol. Without exception the newcomers who have not been of the old regime at home start on Cap- itol Hill and end at Chevy Chase. Nor does this apply merely to plebe- ian sons of the soil—Washington Star. Doughnuts and Cider. Last night [I single-handed fought a gang of murderers that came To get my money or my life, nearly did the same. I struggled with them on a cliff and over it 1 toppled two, I hit another one a biff that dazed him. but I wasn’t through; As fast as one was overpowered another villian forced the fight Because four doughnuts I devoured and used a cider wash last night. and very The horse that I was riding ran with me at furious pace, He tossed me up against a tree, I plowed a furrow with my face! A farmer's bull was grazing near, he took up the battle then And landed me upon my ear farmer’s cattle pen. An aeroplane came whizzing by. I grabbed at it with all my might Because four doughnuts that you buy With cider I washed down last night. away and upon the A strang and angry beast then came, a cerature with a horrid grunt, The way he use dme was a shame; he galloped up and down my front; He had the roughest kind of feet that ever I have gazed upon. His breath was hardly fresh and sweet, of nostrils he had only one; But that belched fire and brimstone, too; his tusks were long and sharp and white. It’s awful what doughnuts will do when mixed with cider late at night! —Edgar A. Guest. —_—__~.2> > Do not fight the catalogue houses or any other competitors with abuse. Fight them with live competitive methods and you will win out. oe >—_—_ If a customer is disposed to arguc, instead of looking for arguments, look for points upon which you can agree. 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. Churches modest seating of a chapel. Schools 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 architectural scheme—from the most elaborate carved furniture for the cathedral to the The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We 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 Com oC 215 Wabash Ave. NEW YORK GRAND RAPIDS CHICAGO, ILL. BOSTON PHILADELPHIA & January 4, 1911 MICHIGAN TRADESMAN WHEN IS A THIEF? Loophole in the Law Which Seems Extraordinary But is Not. Some people are born lucky. Will Clark, of Texas, is an example. Mr, Clark was walking along a street in San Antonio one night, when his attention attracted by the very careless manrer in which Blum & Co. displayed some of their wares. Outside of their front door in a vesti- bule (almost on the sidewalk, in- deed) was a glass showcase, and in the showcase was a wax figure of a woman dressed in a handsome gown and cloak. Easiest thing in the world to get them out of that show- case! It was putting an unnecessary temptation before people to expose them in that way. Whether Mr. Clark needed a cloak and gown as a domestic peace offer- ing, or whether he merely thought that it would be a valuable lesson in locks to Blum & Co., does not appear; but it does appear that he undertook to remove the cloak was and the gown. The showcase was locked: but Mr. Clark was a man of ingenuity, and he managed to break the lock without attracting undesirable attention. He got into the showcase which was roomy enough to accomodate both him and the wax lady, and he took off her beautiful cloak and rolled it into a bundle easy to carry. Next he proceeded to unfasten the gown and slip it down to the floor—quite the customary way when ladies are not made of wax, However, in this case this metliod was net immediately suc- cessful, because the wax lady’s feet were fastened to the floor and the gown could not be removed in that manner. At first sight he would seem here to have made a mistake; but wait till you reach the end of the story. 3efore he could get a diagram of the situation into his mind and figure out that this particular kind of a lady could be effectively disrobed only by lifting the gowr over the head, a policeman interfered, and carried Mr. Clark off to jail. He was brought to trial] a charge of burglary, convicted, sentenced to on was three years’ confinement in the penitentiary. Just here is where Mr. Clark’s luck would appear at first sight to have deserted him; but wait until you reach the end of the sterv. and Mr. Clark appealed his case to the Court of Criminal Appeals of Texas, and that court, after due consideration decided that a showcase could not be regarded as a house, even if it were big enough to afford room for a tete- a-tete, and breaking into it could not, the1efore, be burglary. Mr. Clark’s guardian angel had guided him to the showcase, rather than to the The judge- ment of the lower court was reversed, and the remanded, “for the utter lack of sufficient evidence.” Then, feeling that Mr. Clark had done something that ought to be recognized in some way, they tried to get him on a charge of theft. Again judgment was rendered against him in the lower court, although Mr. Clark ingeniously tried to wriggle out of it on the plea of former conviction. show window. proper, cause Convicted of theft. the success of his former appeal, and! world and saw no reason why he should not], try it again. He did, and his faith} was justified. | purposes |passes judg i presented DOYS, The Court of 5 the case, that Mr. Clark had indispt 1 ably taken unlawful possession of wax lady’s cloak, which was valued at| oe $40; but they could not see that he! was in actual possession of the gown| 2 (valued at $85) at the time when the! nee policeman interrupted him. It was|' : still held by her firm-set feet. They| Po not admitted that the psychology of the} sw) ‘. a : he remembered | steer clear oi situation indicated that he probably|he surprised intended to take possession of the gown when he had solved the en- gineering problems connected with its removal; but the law could not punish a man for his guilty intentions, and the saving fact of the situation (for Mr. Clark) was that the lady had ef- fectively disputed possession of the! t a gown up to the time of the police! raid. The taking of the cloak alone would be a misdemeanor; but, with- out the gown to increase the value pleted and we ders. A case of Vine hagan sutfiit at prices 30 involved, the misdemeanor would not ' ' r be a felony. Judgment of the lower will wonder NOW We Can do C NEMemoer tte | was 2073 rersed a t c NEiG 4k. ie cel ae Gia Bae court was again reversed. is GRAND RAPIDS make—as good as e >es gn Now that you have reac neé . 4 : v . 2 Fr Titt? = of the story, don’t you admit t Rapids furniture. Clatk was an unusually lucky to e . o a Hl . : eased reniane rand Rapids Show Case Co. be able to secure so much unusual ” p ' ' experience of showcases buttonholes Coldbrook and Ottawa YES Gcand aos and courts at so small a cost? Branch Factory: Latke Vite Portland. Ore Tst1 PB Val sida W ui 3 v¥ 1idet Wiees and ¢ ~ oie — agen ut erence pealiieitinenie City: 51 Bedford $ ston ‘ 3 Leave Drink Alone. Last week I met a baking powder The Largest Manufacturers of Store Fixtures @ the World We Want Your Business salesman in the same town I made I had met this man before and hel a good opinion of him. o’clock p. m. I met him ticed that his face was highly color ed and it did not locate the reason. When business was he told me he fifteen barrels that day. About a hour later I met him farther his face was beginning to assur hue of a boiled lobster. Without guestioning him teered the sold thirty barrels of information that baking so far that day. In the ¢venmeg met him again at the hotel and that time he surely had t touches on him. He his firm to either or accept his resignation, but nately he fell asleep writing the tele he finichiny ne nnisnin,z was about to wire 4 double so Druggists’ Wall Fixtures gram. gzists’ ¢ 2 The next morning at breakfast the | prescription cases, patent é n ases n re cases. an poor fellow complained that this was other equipment for drug stores T ration ¢ - 2 the rottenest town on the map, t of our most popular prescription partitions he had not taken a single order F ok the previous day. When asked wher Our new Gruggists catalog strates our com te lin he sold the thirty barrels he t of this class of wor e furnis O ete plans and «s of the day before he said, mates free luft,” and by that he confessed him ae a. self unreliable, untruthful, the very JUE p 3 — " essential qualities so to 2 Write for further information salesman’s success. An every day story, but it prov my contention—that a man in his cups is unreliable, and the buyer nat urally presumes that an unre man is very apt to represent an un } reliable house, and that an unreliabl-| house is sure to sell unreliable goods | ' | and that is just what he wants to i Jo x able | 936 Jefferson Ave. nto Wilmarth Show Case Co. » geen cn Cone nine a0 nm snow yom sta IDIGs 2 jetroit show room—+4 cad wa 2 Grand Rapids. Mich. 20 MICHIGAN TRADESMAN January 4, 1911 ACCOUNTS DUE YOU. Keep After the Slow Payers and Get Your Maney. Written for the Tradesman Along January 1, 1911, or February 1 wwittch really ought to be considered the beginning of the merchant’s store year), you will be about getting up an annual statement to see where you are “at. After yon have gotten through with such items zs merchandise, cash on hand, store furniture, fixtures, ete., you will come to an item reading something like this: “Accounts due and payable.” When you come to that item you} will stop and think some, you will scratch your head and think some more. After that you will think again. [mn fact, this is one of] the most thought-provoking items that the merchant has anything to do with \ll of these accounts (that you would very joyfully convert into “cash on hand”) represent merchan- dise that you have bought and paid for. Merchandise that represents not alone the original cost price, but the first cost plus the necessary expense In addition to this there is your total net profit of operating your store. on all the merchandise represented by these outstanding accounts. vy LrOW many of these bills will be paid? Youn may think you know ap proximately how many are good and what percentage are “dead ones;” but you do not. The chances are dollars to doughnuts that vou will never col- lect 90 per cent. of the total amount —and maybe not that. Again, the chances are that you now think you will ultimately get more of it thar you will actually succeed in getting. So this is a pretty good time to go over this question of extending cred- | it. It is an old subject; but it is one | perennial freshness—just because they are vi- ? ta}. of those which have a If there is anywhere a_ merchant who does business on a strictly cash hasis, now is the time of the year when he ought to shake hands with himself, and take himself out some- where and treat himself to a sumptu- eus dinner, then go and buy himself What a amount of self-complacency he ought right a new hat. now to be carrying around— when so many merchants everywhere are scratching their heads over the s problem of past due accounts! Most merchants are right in on the ground floor of this accounts—due-us proposition; for nearly all of them grant credits. They can not very wel! help it. Very nearly all nowadays is done on that basis. Now, with reference to these ac- counts, what are you going to do Going after them, are Well, that is ment [ did have much patience with the mer- chant who is too timid to assert his rights in a sound that rings certain. You ought to have your money. You about them? you? never have given good merchandise for it. That merchandise cost money—your money. You have had to pay operat- ing expenses. You have delivered the goods, and the goods proved satis- Having thought | tremendous | business | | factory. Present your bill. Keep on If the bills are ignor- ed, write a personal letter—first a polite and courteous letter. If that is ignored, put on the rousements just a wee bit; just suggest that the first communication may have been over- presenting it. j | | | | | looked. Give him credit for being oa ithe square until you are absolutely lforeed to conclude that he is other- wise. If he ignores the second com- munication, make the next one per- After that ‘make it a point to see him personally: ceptibly warmer in tone. hut keep after him—either in person, by a communication of some sort or Hy proxy. Qf course every man who does not yay his bills should not be looked up len as a dishonest life is a complex proposition, and there are many man. things that may arise to pre- vent one’s meeting his obligations. You are probably conceding this but inwardly commenting somehow _ like jthis: “Well, in that event, why does he not come and frankly tell me his situation? JT am no heartless, driving, covetous Frankenstein. All I want to be assured of now is to know that he recognizes the obligation in a seriou: way and that he honestly purposes in his heart to pay it as soon as he ean. {[ will sie him fme” Well, 'now Hsten: There are a whole lot o7 people that will see you blinkety- lblank before they will come to you jwith a hard-luck story. They have had a solar-plexus blow from an un |expected quarter; and it has pletely put them to the bad. com- But they jare not going to tell you that. If you 'get your money you will have to wait juntil they recoup. They are not go- ling to come in and ask for a little | forbearance on your part. They are |saying to themselves: “If he wants to think of me as a ‘dead beat,’ he will iave to think on for all I care.” No: not every blessed man _ that does not pay is a_ dishonest man. Maybe he is a creature of unpropi- itious circumstances. think jthat you, Mr. Merchant, may be, in a measure, responsible for a sizable | percentage of the losses that will ul- |timately accrue to the business from |outstanding accounts that will nevei he converted into Say, did you ever stop to « "cash on hand? 1 have known merchants to encourage |¢xtravagance and over-buying on the | part of their customers. Insofar from | checking their too generous buying |proclivities, they actually begged lthem to purchase more. | It does not pay to take long chanc- /es when it comes to extending credit. | There is where the damage is done. ‘If you had given one-half the time jand study to the matter of credit- extension that you now give to col- lecting bad accounts you would not | have so many bad accounts to wor- ry over: but you were so eager to sell. Ah! there’s the rub. So you did not look up your customers so thor- oughly as you should. Or you were inveigled into grant- ing an unlimited credit by the good- ness of your heart. Your judgment said one thing and your heart said another—and you could not say no. Now you wish you had. That is the reason, I say, mer- chants are themselves very largely to blame for the accumulation of bad accounts. A very shrewd business man, speaking on the ever-fruitful theme ot how to sell goods on credit and get one’s money, makes this excellent suggestion: “I would agree with the customer upon the largest amount he should owe at any one time and the day upon which he was to pey. ! would not allow the account to lapse. li a wage earner or a salaried man can not pay his bills on the first pay day he certainly can not pay double the amount on the second pay day, and if you allow him to increase his account you will eventually lose.” You can argument. It Now that is good logic. not overthrow that is sclid masonry. Why is not the practice of shut- ting off further supplies until the past due account is straightened up | universally adopted? For several reasons—most of which, perhaps, are specious: 1. We are afraid of queering him, thus losing his trade. The answer to that alleged reason is, We won't queer him if he is at all normal and we are as tactful and gentlemanly as we ought to be. 2. We are convinced that he is in a tight place and we want to do by him as we would like to have the other fellow do by us, etc. Analyze this alleged reason. It is a compound one of much credulity, social sympa- thy and a large amount of bad busi- ness. Perhaps our dead-easiness is a prolific source of his undoing. Be- cause he has found he can work us— perhaps by some fabricated hard-luck yarn—he will work both us and oth- ers to a fare-you-well in the future. ts that a legitimate application oi vour Golden Rule principle? Not nec essarily. If you have investigated his story and found that he is giving you the straight goods, well and good: but suppose he is working you for an easy mark; must you be worked | And moreever remember this: the fellow who is actually up against the ragged edge of things is often an ex- tremely sensitive fellow; and he isn’t gonig to tell you if he can help it. In one sense granting credit is like giving alms. The fellow that asks you for a quarter isn’t worth blowing into Kingdom Come, ninety- nine times out of a thousand. He’s a dead-beat—in all human probability Grand Rapids Electrotype Co. 1 Lyon St., Grand Rapids, Mich. Makers of Highest Grade Electrotypes by all modern methods. Thousands of satisfied customers is our best advertisement. Also a complete line of Printing Machinery, Type and Printers’ Supplies. | ERFECTIoN For $1.90 G I will ship pis TF you com- | Foy tnd Claes Mack, No etter selling articles | RONINGROApD se: Mem a Sales Books SPECIAL OFFER FOR $4.00 We will send you complete, with Original Bill and Du- plicate Copy, Printed, Perforated and Numbered, 5,000 Original Bills. 5,000 Duplicate Copies, 150 Sheets ol 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 — on large quantities, address The Oeder-Thomsen Co., 1942 Webster Ave., Chicago. 139-141 Mor Se ewe rs GRAND RAPIDS. MICH. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. TRACE and Quickly. FIRE The Leading Agency YOUR DELAYED FREIGHT Easily We can tell you | 10W BARLOW BROS., (without a protest on your part)? | Grand Rapids, Mich don't so understand the golden rule. | : ‘ihe INVENTORY : Inventory | ce a Cailed by Priced by Outfits ee ee [ = { ARTICLE at shri 7 As a quick, easy and ments checked up sim- sheet is returned. When sheets are completed they may be accurate method of tak- = {ay 4 a ing stock the value of a ‘med } | loose sheet inventory - Tq system will readily be . Py recognized, by the dis- * | tribution of inventory i cz sheets properly number- i { oS Se ed to the various depart- a t ments the entire force ' oy a may be employed on the iL aes -- at inventory and all depart- Be ee ultaneously. The pricing extending, checking, etc.. may be begun as soon as the first modities or arranged in any way desired and filed for reference in a 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 classified according to departments, com- 5-7 Pearl Street TISCH-HINE CO. | Grand Rapids, Mich. a. January 4, 1911 MICHIGAN TRADESMAN —and just working you for the price of one whiskey and two beers. If you want to do a little real alms- giving, you have to go and hunt for a legitimate object. And sometimes they'll positively conceal their want. So the people who demand more time; buy more goods, and keep on demanding time—giving you hard-luck yarns galore—these are the ones yon will have to look out for. It isn’t a question whether or not you shall grant credit in this modern era of merchandising. That question has been answered for you by the majority. You've got to grant credit to some extent even though you do what you call a cash business. The question credit on a sane basis, so as to show a decent net profit at the end of the year? That’s the topic of the hour. 1. How grant burning For one thing you'd better figure on losing ten or fifteen per cent. through bad accouts. Figure on that at the beginning of the year, and mark your asking price for your goods up to point where you can lose fifteen per cent. of your accounts through non- pay, and still show a net earning of from ten to seventeen per cent. on the volume of business done. And in the meantime keep after the slow payers. Eli Elkins. —___—_o + Banks and Investments. Investment banking is becoming every day a more important business. Bankers even in the smaller towns are being called upon more and more to advise their customers about in vestments. This cannot be otherwise in a growing country where there is a constantly increasing amount of cap- ital seeking profitable employment. The bank depositor naturally goes ‘9 his banker for information regard- for he is supposed to stocks and willing to wise choice in ing investments: be informed on _ bonds, mortgages and is usually help his customer make a There are limits to services this way. For instance, he doesn’ eare to act as a purchasing agent and pass on the merits of a horse, as was asked banker by an up-the-country farmer, but he will do his best to dodge the “eats and dogs” securities offer- ed, where the only profit in sight is the rake-off of the promoter. Wideawake bankers the smaller towns are alive o the opportunities in this line of business and are helping their customers make profitable invest- ments, and incidentally add to their surplus This field is already here, though worked as yet only by a few, but it must be an ever- expanding business for the bankers who get busy and serve their custom- erseas they might, in the capacity ot confidential advisers on —The Commercial West. his recently of a Minneapolis of in own account. investing. ee. The merchant who at this season is sitting by the stove waiting for customers to come in and buy 1s neither very busy nor very happy. The retailer who finds pleasure in his work is the man who reaches the store early in the morning, knowing that he has planned to do something new for that day. Slogans Help To Make the Store's Reputation. The tendency which has been so marked in recent years to eliminate personal names from store titles—a tendency which, no doubt, has been greatly encouraged by the incorpora- tions whicn have been effected—has also brought about the adoption of store mottoes, which in many cases appear on the stationery of a con- cern and occasionally form a part of the name-plate used in the store’s ad- vertising. when the motto of but three or four words it is presented on the signs bearing the store name, whether these signs appear over the door, against the supporting piers which border the sides of the entrance or upon the plate glass of the show windows. Frequently, consists too, = It is maintained by some concerns, and apparently with good that there is a distinct advantage in the selection of a good store motto and in giving wide publicity to that motto in connection with the store name. A well-selected motto can be used with good effect as a business slogan and, under r reason, certain cum- stances, it contributes quite material- Cl ly to the creation of a reputation for| fair treatment, reliable merchandise, good service and other trade-pulling policies. Thus a good store motto, consistently lived up to for a term of years, may become one of the assets of the business. We present a number of mottoes which have been tried and prove: | successful. In regard to these the| following foreword will be found| worthy of attention. A few of the mottoes, like the first | two, in a general way, suggest lead- | ership. Unless that leadership is 2 reality, however, the motto is worse | than useless. Certain of the mottoes, like 7, 8 and 13, suggest leadership in} value givin each presenting thought which is distinctly alluring to the large majority of women shop- pers. Nos. 16 and 17 emphasize style su-| premacy and therefore apply pa ularly to concerns dealing largely in Q garments, millinery and other ready-| to-wear gocds. Mottoes like those numb and 2! ered 19, 20 to the “best class” of trade p such as endeavor to attain and main tain a certain “tone” in their business For a concern which aims to build up a substantial business founded on a reputation for dependability few, if any, hetter mottoes could be select- ed than Nos. 22, 23 and 25. Of the mottoes above referred to each suggests only one point of su- premacy or of leadership. There are two or three longer mottoes, how ever, at the end of the list. each of pomts 2 which of supremacy. two Few concerns, suggests or more 1 “ how- ever, would care to adopt a mott: calling for more than one printed) line. List of Store Mottoes. 1. The Store Ahead. 2. We Take the Lead. Nos. | emphasize the quality idea, and apply best to stores which cater | { . ' 4 rl Té and co } 3. The Busy Store 25. The Satisfies 4. The Popular Store. 26. Certai 5. Everything to Wear at . —" ‘ coe 6. Everything for Everybody; ™ gs la — Fa ie ; Good nA pogo eh M be i x ———_—_ — - -- >< — 21. Merchand 2 22. .Th Stor i ae a rth 24. Our Word Is Our B - Get the . ” Line of Good Sun Beam” Line of Goods | * For Fall and Winter Trade Horse Blankets, Fur Robes Plush Robes Far Overcoats, Fur Lined Ove Oiled Clothime Cravenette Ram Coats, Rubber Ram Coats Trunks, Suit cases and Bags Gloves and Mittens These goods will satisfy your customers and m crease your business. Ask for catalogue Brown & Sehler Co. Grand Rapids, Mich. Your Waste In the Way Something to Make Every Pound of Your Waste Paper Brimg You Good Dollars The Handy Press For bailing all »f waste Kinds Waste Paper Hides and Leather Rags, Rubber Metals ” s introduced. To llustrated catalogue the day it Send for Increases the profit of the merchant from $35 and #6 f.o b. Grand Rapids dzesx. Price Handy Press Co. 251-263 So. Ionia St. Grand Rapids, Mich. MICHIGAN TRADESMAN January 4, 1911 a — — "WS iar 4 = = = Ss—= '¥ * DRY GOODS, ‘ANCY GOODS » NOTIONS: 4 ‘(fei £6644 hin (C116 SCN 5 After Christmas Reminders. Seasonable lines to which retailers will find it advisable to direct their attention immediately follow- ing Christmas are summer toys to be purchased on import order for de- livery two or three months later and valentines for February, also sou- venirs and novelties for Lincoln’s and | Washington's birthdays, to be pur- chased from wholesalers’ stocks. By purchasing the spring and sum- mer toys on import order, the re-| tailer is not only enabled to effect a price saving, but will also secure at least a few items that would be unobtainable from stock later on. An- other feature of toys of this nature is that they are, in the main, staple. On the three lines of merchandise mentioned for February selling, the retailer could not expect any great amount of profit, nor should he stock | more than limited quantities. Yet it is imperative that a showing be made for the purpose of stamping the store as keeping times. Valentines of the better can be so marked as to afford a heavy margin of profit, and if the goods are purchased with due caution the ques- | tion of left-overs will be a matter of secondary consideration. For Lincoln’s and Washington's birthdays only a limited assortment articles of specifically appropriate need be purchased, and, with these, | novelties of a kindred nature already | in stock can be included to increase | the effectiveness of the display. In medium and large cities card parties, receptions and festival gather- ings of one kind or another are held on each of the three days mentioned, and souvenirs, prizes and appropriate table decoration pieces are employed. customers, in- For such occasions stead of taking single pieces, almost | invariably buy from a half dozen to | a dozen or more of an item or as- sorted items. —_—_——2- o a> The White Goods Sale. \ Minneapolis dry goods merchant says that for the January white goods sale he occupies just double the usual floor space. “It is rather a slack time for millinery,” he says, “and as that department is our nearest neighbor we encroach a good deal on their territory for this one month. Then in addition to doubling the space on this floor we have booths and tables for leaders on the main floor. “Very early in the proceedings every bit of glass is polished until it shines, every shelf and fixture abso- | lutely freed from dust and every drawer emptied of its contents and straightened. Perfect cleanliness is abreast with the | grades | | lferns and green vines arranged as an | effective background to the dazzling iwhite of the goods displayed, and a ‘little pink in ribbons and flowers to , brighten it here and there. I do not ‘believe in sparing either time or ex- |pense in preparing for a white goods sale, for we get it all back. “I arrange my display as conven- the first requisite. Then I have palms, iently as possible for the customers, having plenty of space between the tables, and as far as possible having |goods of one price on a single table. |'Where this is not possible, all the goods are plainly marked. “After the first day of the sale ! select some one article as a leader. at a special price, and feature a new lone each day in the advertisements and department displays. Then to- ward the last week of the sale I have a special table of soiled muslins on 'which T put all the odds and ends, ad- vertise them at greatly reduced pric- es and get rid of them before com- pleting the stocktaking.” —_—_e-2.—___ New Ribbons Used. Grosgrain and ottoman are the newest ribbons to be used in millin- ery. A good effect is produced with a new weave having a narrow. rib |woven in two tones. Bright colors are | used with a high sheen for the out- side of ribbons which have a very dark or black background. While rib- |bon appears on many of the newest ihats it is no longer in the immense |bows favored earlier in the season. A inew arrangement giving a chic ap- /pearance to a small Tyrolean shape simulated a wing, the effect being produced by long and short backward pointing loops. A wide crush band of ribbon about the crown finished by a losely shirred rosette forms an ef- ective trimming arrangement for a small felt shape. Entire “ f wrbans Of tur are seen ‘with greater frequency since the ap- Ipearance of cold weather. Sable, er- imine, mink and chinchilla are used in ithe more expensive millinery, while lin the moderate and popular-priced 'models prominence is given to seal or its imitation, marten and caracul. —_222——— The man who succeeds does so be- cause of the way he does the regu- lar daily duties rather than because of his ability in the exceptional case, weak seldom occurs. —_—_222>___ | Many think that it is trust in Provi- dence that enables them to > remain calm in the face of the disasters of | others. | | Se | The man who doubts himself is ike the chap who rowed all night with his boat tied to a stake. The Man of Cheer. If you have any business with a I don’t know how he is on the creeds, 1 f concern go to the highest man you I never heard him say; But he’s got a smile that fits his face, | can get at. Assume that you and And he wears it every day. your business are important enough If things go wrong, he doesn’t complain— to merit attention from the head of Just tries to see the joke. h He’s always finding little ways the house. Of helping other folk. He sees the good in every one, Their faults he never mentions; He has a lot of confidence In people’s good intentions. Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children You soon forget what ails you When you happen ’round this man; He can cure a case of hypo— Quicker than the doctor can, No matter if the sky is gray, You get his point of view, And the clouds begin to scatter And the sun comes breaking through. Corl, Knott & Co., Ltd. You'll know him if you meet him, 20, 22, 24, 26 N. Division St. And you'll find it worth your while | To cultivate the friendship of Grand Rapids, Mich. The man behind the smile. —Progress Magazine. 99 out of 100 Buyers will agree that the line ‘of Wash Goods we are showing for the year 1911 is the most handsome and complete line on the market. Ask our man to show you the big sellers, such as: Seminole Madras Tavora Suiting Splendor Voile Carolina Tussa Batiste Dimity Cheviots Madras Mirror Silk Tissue Princess Foulard Tussah Silk Galatea And Many Others Percales Poplin Bleviot Ripplette Grand Rapids Dry Goods Co. Wholesale only Grand Rapids, Michigan We offer Printed Flannelettes to close at the fol- lowing prices which are very low. Mail your order at once while the assortment is good: irewimeie §......... ..--. 6he Avmmre (22 Melton Velion......------------- 9 Boxsbore eee ‘ Moleskin ...-.----------+++e+++++ 9 Bundles, short lengths.......... 6% Melesee ..--.-i-- et 10 BUH oe eee 7 Fleecedown ......--------++: - 410 Poweetse --2-2:..2 8 6 Raye Crepe ...----------:++++++- 8's POONA 5.2 Arnold Superfine ....-..--.------ 6% BORO ee ees 9 Henley Serge....--------------- 6 Heavy Pemberton Pink only.. 17 P. Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. January 4, 1911 MICHIGAN TRADESMAN Practical Advice To Clothing Store Window Trimmers. The trimming of clothing and furnishing goods windows is consid- ered to be the most difficult line in the profession. Yet, when a man of taste gets into a window to be trim- med with men’s wear, many beautiful and business-getting effects can be obtained. Without taste there can be no execution of this work to a mark ed degree. Where only native taste prevails the beauty will be crude, oft- en fantastic. My idea, and I feel very confident that the majority of the window artists will agree with me, is to displav the merchandise, whatever kind it may be, in the window at the same time it is inserted in the local papets. sist the By doing this, one will as- other by working in har- mony and producing a window effect that is strong and attractive. Strong because supplementary to the printed product, and attractive because the printed matter has prepared the read- er’s mind for it. To blend the two into one effect may require considerable study, yet it will be bringing the practical out of the theory, the ideal into possible form. Never crowd your windows. This is the most injurious failing that so many window trimmers have. When you make your next display try this idea: Supposing brown suits are the rage; get your very brown suits and let every one be brown. Put them in window, and if you should desire to put a few hats and gloves in, best your which are con- sidered necessary to carry out the ei- fect, let them be brown also. Then in your next window display gray outhits, and so. on. Specialize your windows and watch the color effects. Let your window cards be the same color as your suits or as near the same color as possible. In your brown window use brown cards with white lettering. I never put the price card on my suits unless during a sale. Instead, special reduction I use cards that are about 21%4x3™%4 inches, and name each suit with some English name that I think sounds good. For example; I might have five suits in a window, something like this: First, Carrolton; Winton: third, Calvert; fourth, Waverley: fifth, Prince Hen- ry. Of course the names are a mat- ter of taste. I pursue this course in preference to second, marking the price in large figures as I often see in many windows. I have tried both ways and the first one cer- tainly appears to be the smarter of the two. In-my locality IT find some of the classier trade just a little fin- icky about selecting a suit from will- dows that are priced in bold figures. Of course some argument can arise here regarding the above idea. Build your displays up. Do not let them look as if you had put a level on top of them. Let the displays he up high enough to catch the vision. Make them bold and arrange them so they will command attention. No- tice T use the word “command.” Well, that is exactly what I mean. I have made displays that command {hats or jewelry in an underwear win Of course, im t stor £ and I have seen others that did so. | dow. sing is c re t I change my temporary _ back- Do not put cravats, shirts, coll we © * —— grounds every time I change my dis- half hose, undershirts, suspenders, |OUt the entire year, things are m plays. The cost of doing this is very muffiers, garters, belts, stocks or simplified. Ihe clerk who reads t small, providing you have ideas of |Sweaters in a fain coat window advertisements of the store sh , your own and are mechanic enough Do not put cravats, shirts, collars re to know The clerk who wil to execute them. half hose, suspenders, pajamas, gar-|"* should be advised to accept 2 p Never have a fancy background: 1[%t® 06%. sweaters, oF jewelry in stn Whe the competes ee mean by that, one that will detract sa window. Suits from the merchandise that you are|°° combined with any neers i : Tender Hearted. displaying dashery in one window, although care vu : nil : ’ 2 : : vir » Ss Fikw teps t ? a should be taken to have them corre- : There is no limit to the amount of |. ‘ ‘ g rridor t ther ; . |spond. As, outing accessories with good a window decorator can do his : 1 : ‘ ing le gazes at the r c ; Think wl ie outing clothes, formal accessories employer. nink what you are doing, : : gates, Ss ting with ~ y : 4 with formal clothes, etc i : : originate ideas of your own and | ment at their iro: ars g I have heard window ers re- above all do not be backward about : tt r starter mark many times that th was not exhibiting. These ideas sometimes are just the thing that will do the work. much in the art of decorating for a men’s wear shop. Right here I beg leave to differ. If the line of work is executed as it should be there I remember, several years age when the coat-shirts first cume into vogue, I had originated an idea of my own in displaying them. I felt as if I did not have the nerve to. ar- range it as I had previously intend- ed. I pondered over it and I finally decided to use it. Well, when my window went up I had a display that much to it. J. C. Waters, ——_+--2 The Clerk and the Advertisement. When a good (Callenoli Cyhic Gallipol Ss, ti advertisement ha been prepared the thing to be accom- plished is not actually done until the sold more coat-shirts than we had ; oe, ; : i : i merchandise advertised is displayed sold in the previous thirty days. So ° +: nae : ; : ; > land the attention of the selling force now if you have an idea, uncover it. | .- ; : a a. | : ao directed to what has been said to the Let it out. If it should not be the ' : ‘ : -- |eustomer through the advertisement kind the public appreciates you will ‘ Se : ; i i 5 and to what is expected of those wh he nothing out. You still have other : : have charge of each partment ideas to be executed. ‘ : Ae ' : there is to be a special s tt Watch the little things about yourl 44. the clerk or clerks who ha : 3 coats, the clerk or clerks who ha window. See that there is nOt 2 Pi) | -harce of that de . oa or a small piece of paper on the floor. | iow exactly what the ' ve > fix : - 4 “pe : ae i Keep the fixtures clean and keep the special demand in ee window as well lighted and the lights] .,.4 displays and on t or lamps as nearly concealed asj.:., duatcuners sn the instances where sotte «= One of S eee tae 4 ee oe i possible ne rf my great helps 1m} .e¢jal information is expect the men’s line is an abundant sup- in ‘ H : } a C ay De somewhat of a revel. ply of silk plush to drape around the Coun 3 ‘1 ne ; : ih : 9 o the merchant to Know that pedestals. You will be surprised at]. “ a. | Ae ‘ ‘ : : i | “lvery few of -his clerks read his ad the nice, rich effects this will give. If F SG Sa. vertisements. Clerks, as a usual thing possible, have it some color that ; os — ’ : are not concerned sufiicientiy in the} won't fight, but one that will harmon- oS. ; i : ; : ee, i activities of the store where they ize nicely with its surroundings. t Le sks Vee a0 = om - E¢S—i,4 t+ KY riow ere?” c 1 ‘ ” ne x nat a. A A SG z _ st +#int bh street . r : 3 +n vit ea * = r 4 ‘ nian r ctr - . ’ . oe i”? vr " vi s F Tl x e eas : : * | work to investigate what the stor I am a great believer in unit dis-|ijtends to do the next day or week. plays. W hatever you select for thely<: the clerk is posted continuous! unit of your trim, you should take there is a relation built ap an care to preserve the individuality Of |the advertising plans for ea lay your displays throughout. If that is|puciness anc os who ie ta o i 3 ' S| ee : not done the trim, as a whole, Will | the things advertis have the appearance of designless art. us Ge f i Some time ago the write r visited || There should be no crowding of the 8 : : : ~ fan exclusive dry goods store where} units, for that is sure to destroy their . ; ou eo . a eee iia . |the purpose of the adve nt, the || individuality and if their individuali-| ,. : : ol display and the duty sler ty can not be maintained the effects of grouping are destroyed. an advertised sale on several lines of teva | oo a. I believe in changing my windows | perchandise, each line advertise in this way: Suppose in window No. 1 I have clothing this week. Next week I will put furnishings in win ing displayed on individual tables H. A. Seinsheimer & Co. CINCINNATI Manufacturers of ‘‘The Frat’”’ I ne | were carried to a science. There was YOUNG MEN’S CLOTHES “iraduate” and “Viking System™ Clotives through the center of the store. Just for Young Men and “Viking” for Boys and over each table, pasted on a large | Little Fellows. dow No. 1. Suppose I have hats in} .s-qhoard, that part of the advertise a Oe tt, Lilbatl t : ‘ ie att CE IS - * No. 2 this week. Next week I will ment which concerned th Made im Chicago Dy AU Lil V¥ rite X'* © rit i ‘ r - put in a neckwear display, and so on, played ot i a BECKER, MAYER & CO. and so on, until every one of my ae ae ah ra ” : 2 ae “ |_| peared. The customer wh ia | T w windows have an entirely different]... j4gvert; . 68 ‘ he Man Who Knows : ; - the advertisement ice at home w + Mill Miade’”’ Clothes line in them every week. -_ oo ad ' ears *‘Miller-Made' Clothes oo. i: ro : And merchants “who knew” sell them. W The public is really more observ- | alt. 1 rd { |seud swatches and models or a maa will be : Ay a as Cees ate : ‘ . jsent to any merchant. aaywhere. apy time ing than many window artists give|reading it, as it was always before } No obligations. them credit for. Phe following areitheir eyes. This sys Miller, Watt & Company a few things a window. trimmer|avoids errors, misunderstandings and | Pime Clothes for Mex Chicago should avoid: gets results. It often occurs that a| Do not put underwear, gloves, muf-|customer will ask about a sale on 2/| flers, garters, sweaters, rain coats, OF|certain line advertised in last night's | hats in a window with shirts paper and the clerk wil return a far Do not put collars, gloves, hand-|away look which shows that the sal kerchiefs, suspenders, mufflers, belts, advertised has never been heard stocks, sticks, umbrellas, raincoats, before. THE FACTORIES GRAND Rapios. Mick ‘MICHIGAN TRADESMAN January 4, 1911 yo» QS F 2 ; -2 = @ Sa —p: \ BEHIND tHE COUNTER: = S : = < ‘ = |< 3 eae Courtesy, Loyalty and Hard Work Essential To Success. By making good, or how to hold a| increase position, I how to your satisfaction, steadily developing higher ability and greater responsibility. mean employer's by There are valuable hints to be gain- ed by studying the careers of men succeeded. T believe to who have essentials business success are promptness, courtesy, loyalty and hard work. Promptness is the keynote ip this age of hustle. Opportunity waits for no man, and the one who is al behind a losing Business hours should be rig- Tardiness of ten minutes in the morning, trivial, as it may seem of itself, is a pretty sure indication of the degree of prompt- ness you will show in more impor- ant matters. ways is playing game. idly observed. five or Next comes courtesy. It is an in- vestment which pays large dividends. In this nerve-racking, endless rush of affairs there is nothing which leaves a stronger impression than a pleasant word or a kind act. Business cour- tesy is largely a matter of habit, and one of the habits afford to cultivate. In the army and navy loy- alty essential we can is an for success, and it is no less so in the business world. Enthusiasm and loyalty go hand in hand. The man the hour is the faithful man, the man who makes his employers’ interests his of own and whose loyalty never wavers. Next comes hard work, and there is substitute. Do not be afraid to do $2 worth of work .where it is required, no even although your present remuneration only half that The words “hard work’ come nearer holding the key to suc- cess than do volumes of advice. is amount. Another point I would make: Do not stay in a position after you have it, outgrown and which offers no| chance for advancement. Hundreds of men are making this mistake by becoming fossilized letting their abilities and experience go to waste, when they might be earning large salaries. Certainly there is no excuse for this, especially since the coming of employment experts, who make a business of marketing ability. While giving your employer the of promptness, loyalty and hard work, you should in justice to yourself keep on the lookout for bet- ter opportunities. best courtesy, We hear in these days a good deal of the phrase, “Making good,” and pretty nearly all of us in our line of effort, no matter what that line may the | and | be, are endeavoring to live up to it, if we amount to anything. | The reason for the common use of the phrase, I suppose, is because iit tells tersely a basic truth. A man idesires to make good if he is wise, | because in his way he advances him- |self; and has the satisfaction in his consciousness of well-doing. There are few successful people, men inner ior women, in business life to-day who do not appreciate the necessity for |making good.’—C. F. H. —__~. <->. Looking After Stcere Expenses. \ large share of the failures in the | grocery have been due to jneglect to properly look after store jexpenses. The cost of retailing is ail- important, and the grocer who does not know exactly what it costs him to sell a dollar’s wurth of goods can not know whether he is making mon- ey OF not. When a new delivery wagon purchased, an extra clerk employed, every additional fixed charge means increased cost of selling a dollar’s worth of goods in that particular store, and if the proprietor does not take it into account he is neglecting a very important matter. It is abso- lutely necessary to scrutinize the ex- penditures incident to the conduct of business is any kind of business. It sometimes imeans the difference between profit | land loss. If a store has one clerk too many he should be discharged and an un- | necessary of thus jeliminated. In a well managed gro- icery it is not difficult to tell when |there are too many clerks, because |in such a store all clerks should be |busy practically all the time. There lis virtually no spare time in the well |conducted grocery. Having the right |men in the right places—no hangers |on—or ornamental figures—goes a |long ways toward making the busi- successful. It is woeful evidence of poor man |agement to carry men on the payroll item expense is i TIess 1 | who are not needed and who do not jactively contribute to the daily prog- } | itess which the business should be j|making. Even although a salary is |small, it is too large if it is unneces- | |sary. Efficiency is one of the princi- |pal objects to be sought in conduct- ing itence or insufficient help is not econ- a successful business. Incompe- omy but an expense——Grocers’ Cri- | terion. _—-o.-—-——— You Must Work. | Remember, my son, you have | work. to Whether you handle a pick or a pen, a wheelbarrow or a set of books, dig ditches or edit a paper, ring an auction bell or write funny things, you must work. If you look around you will see the men who are the most able to live the rest of their days without work are the men who work the hardest. Do not be afraid of killing yourself with overwork. It is beyond your power to do that on the sunny side of 30. They die some- times, but it is because they quit work at 6 p. m. and do not get home until 2 a. m. It is the interval that kills, my son. The work gives you an appetite for your meals; it lends solidity to your slumbers; it gives you a perfect and grateful apprecia- tion of a holiday. There are young men who do not work, but the world is not proud of them. It does not know their names even; it simply speaks of them as “old So-and-So’s boys.” Nobody likes them; the great, busy world does not know that they are there. So find out what you want to be and do, and take off your coat and make a dust in the world. The busier you are the less harm you will be apt to get into, the sweeter will be your sleep, the brighter and happier your holidays and the better satisfied the world will be with you. Bob Burdette. —_2- > Think It Over, James. Cenfidence once lost is seldom re- gained. If brains could be bought for $20 a week I know a few men who would have starved to death long, long ago. Before I forget it, James, let me inform you that the firm can, on a pinch, worry along without you. Per- petual motion and the man that the firm can not get along without have never yet been discovered. When I hear a man telling that he knows more about the business than the boss does I feel like asking why he is not the boss, then. T heard a man growling the other day because he had not had a raise ot salary in four years. On the sly |} looked into his case and found that he had not earned one in all that time. Brown told me of a fellow who got a raise in salary for telling a foolish young woman, who called him on the phone during business hours, that he didn’t have time to talk to her.—Beach’s Magazine of Busi- ness. —>-2-——__ It Is Your Business To Know. “What is your best price on a bar- rel of split peas?” asked the big lunch man. “Nine dollars,” said the clerk. “Tfow many pounds are there in a barrel?” asked the big lunch man. “T don’t know,” said the clerk. In the first place, he should not have said “I don’t know,” but should have gone and found out, and in the second place he should have known that a barrel of split peas weighs 210 pounds net. { would like to make a suggestion: Back of your sales book have a blank slip and on that write down the things that come up daily that you “don’t know’’—and before you leave the store that evening find out. The boss, the manager or the floor man can tell you. If you have he bashful habit write to me. This split pea affair came under my personal notice in a certain store and it is merely an illustration of what may happen in a hundred other cases. Boys, take my advice and know. If you want to get up “know.” If you want to be able some day to tell the other fellow, “know’—and know to- day. E. W. Sweeney. ++ -____- Thoroughness. Thoroughness is not only com- mendable, but most essential, to per- manent success. The human mind at its best is a limited faculty and by its very essence is designed to compre- hend fully and thoroughly only one thing at a time. Hence the advisabil- ity and desirability of specialization. A man vain enough to attempt a complete knowledge and mastery of many different subjects, foreign to his profession or business, is gencral- lv superficially informed in all, and superficial knowledge is often harm- ful to the possessor, because it opposed to thoroughness. is Therefore, let us choose one busi- ness, or trade, or profession, in ac- cord with our aptitude and our men- tal endowments. Whether that sub- ject be salesmanship, or some other, let us put into it all the energy and will that is ours. Let us study it, analyze it, and bring to bear upon it all our efforts. The resultant of these concentrat- ed efforts and of this fixity of pur- pose will be genuine success.—Rcb- ert Francis Nattan. ——_>-----—____ The Clerk’s Inducement. Shirts with detached cuffs, which were popular and in good form a few years ago, are seldom seen _ now, some haberdashers not handling them at all. The other day a certain de- partment store in Milwaukee adver- tised a special shirt-drive, and among the first visitors to reach the store was Mr. H., a genteleman of a somewhat old-fashioned _ proclivity. Looking carefully over the piles of garments stacked up on the coun- ier, he was disappointed to see that they all had cuffs attached. He went up to one of the clerks and said, “Say, young follow, ain’t you got shirts without cuffs. hitched to them? If you have. I’ll take half a dozen.” “I’m afraid we can’t accommodate you,” replied the enterprising clerk, “but ll tell you what we'll do; if you will take a half shirts we’re dozen of the selling, we'll throw in pair of scissors.” ——_++—___ In many grocery stores tea is han- dled too carelessly, and too little thought is given to the importance of the tea department. Tea is one of the best profit-getters of the gro- cery store, and a tea reputation is one of the best advertisements a store can have. If you please a woman on tea you are sure to please her on other goods. In order to get this reputation you must give good value for the money asked. ><> The past year has been a pros- perous one with the average mer- a chant, but that shculd make you all the keener for improved business- getting methods for next year. . January 4, 191 MICHIGAN TRADESMAN B Manufactured “Ina Class by a a Sanitary Conditions Made in Ive Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. MICHIGAN TRADESMAN January 4, 1911 New Year Reforms From Twe Points | of View. Written for the Tradesman She was a fair sight, this sister, as New viewed she before the grate on Year’s sat Eve, and her brother her with frank and open admiration. “Now, Jack,” she began in carnest pleading tones, “before you go up to Helen’s this evening I want you to promise me just one thing, or three things rather. It is an old-fash- ioned way to do, but I want to pet: suade to turn over a new leaf this it will you and so much to Helen in all the you mean so much to year; years that are to come. Let me write | three sentences on the leaf, and then turn it. The first will be this, °! Jack, have been doing ever so much _ bet- you will not drink.’ I know, you ter than you did two or three years | ago—here her voice quivered with emotion—and if you could live all your life and take only a glass now the last make you and then, as you have done six months, it would not ever the bit of but know lots a few Uncle least difference; how of the fellows a gn down. after years, know how Jack and Cariton went. ‘booze’ runs in our family, father always has kept clear ef it. So. Jack, can’t you, won't you, make up your mind once and for all to cut it out entirely?” She looked at him wistfully. “And then, Jack, that pipe. I know it is not the worst thing in the world, and all the other fellows smoke—or almost all of them—but it does grieve me so to see you be- coming so tied to it, and I know Helen hates it as much as I do. You say, ‘Helen is not one of the reform- ing kind; but you might give it up to please her, even if she does not ask it. So let smoke,’ as the second inscription on the new leaf?” The girl to > her “Now, one thing more, Jack: You are spending too much. You know father me write, “1 will not warmed task can not do anything for you finan- cially—vyou will have to be self-mad~ and no mistake. So you ought not to wait another day but start a savings at can. account once and put by I know Helen would every cent you be only too glad to get along with | fewer flowers and concerts and thea- ters if she knew you by for a start. So let me write as the third inscription on the new leaf, ‘J will Now, Jack, dear, won't you? You are such a fine fellow but three little things. and I am so afraid they are were laying save my money.’ for these You realize that plain | although | going to spoil it all. Now, Jack, |won't you?” | “Sis, you do have a fetching way lwith you, even when it comes to han- idling disagreeable subjects. You lought to be a jury lawyer. You would ‘bring every man over to your side before you stop. Since jyou have gotten so distressed about imy fallen condition, I do not mind ever would |telling you that I have decided to | cut out the drink entirely. Helen and ti settled that. I have really | thought some of giving up the pipe: lcan not say. Maybe Helen and I will | talk that over to-night. I have got lto save my money. I have a little nest in the bank already that I have | not told you about, and Tam study- T almost the nickel have Cro a5 le ling every way to add to it. |always walk home to save car fare.” “Why, Jack, dear, you almost have the new leaf turned already and I am so glad.” Here she kissed him warm- ‘ly. “IT am ever so proud of you.” A pause followed. “Sis, how about your new leaf?” “My leaf? I—I_ had thought of any—I do not quite under- new not istand what you. mean, Jack,” she gasped. “Won't you please explain A ittle?” “Tt is rather hard to explain, Sis ‘Did it never occur to you that one of the many ways in which a woman ihas a man at a disadvantage is that his and are worn on outside, and read of men, so to speak, while a woman’s failings—no one dreams she has any vices failings the known ail except her own family and a few of her intimate women friends. “When you come at me about my hit the every time. ‘Don‘t drink, don’t smoke, plead. My shortcomings you bull’s-eye save your money, you faults are tangible, palpable, even eross, you may say. You can get at them. Now, Sis, your faults are not . are t r r @ r ; . | brighten up the store so t EO] 2 STREMCTH way to tempt the market with his | “4 : ; ‘ a . ° ‘ | WI Want Oo COME IF . own product by making a_ specialty | 1 ; .. tk oa ‘ Soid m ee . if | 1s partner, if rst sitatin 2 tO of ice cream molded in fancy shapes | 9p bas ‘ ‘ “lect e + . Sting Top 1 ; : ' irealized the facts that had he 3 1 ile put in hand appliances and went}. t] ‘ . a . fos r : ; ; . |torth and agreed, and the two g a out after orders for weddings, parties |, TY fia ‘ ‘ ‘ “ sen ing 4 : lhusy. The two show windows wh rpr " = os and other special occasions. ies ee ad . ilooked pretty old and ist wer w F Seanmtai Tt amet It took time to introduce his inno | ca akitate eed oad : ’ — restores he coter . 4 Gc? Iprerery Ct $e, © OF a L i : a vation, but finally the idea took hold. displays put in. On the sidewalk gr ; © nen. aces et . ‘ ‘ iSpidys put in IF EERC SI WV a & 4 be om He had to increase his equipment and |_. +: a ee H pods ‘hat <4. . : a signs were whitewashed, sugges d ORT wiel “atest within a year built a factory. Then new hateasins and advertioine “d Sometimes wv - i “WwW Dargains an advertising 1 : : : ‘ > 2 pes Weer S c nea x- oie ” cs ane ile he sold his candy store, engaging ex tidus? ine crees and sade water i . as te ae other clusively in the wholesale ice cream ics ba a i cies oe .« .. . : . . ‘ igars > ple al YFIMIUtTeTS Were 2 business, continuing to push his spe-|_, ertised in the wiadows : - 7 . anve Sc 1 tHe WInNdGOWS i cialty. He now has a large profitabl- Trade auickly picked wp. TI ahs oe 1 a 4 : ‘ rad juICKI IcCKEG Uf} : business c ams cover a wide H ‘ he +o , q s and his teams cover a wid had found the entering wedge t " territory. Tt was idea that built this in- dustry. The man could have drifted on indefinitely with his little candy store, but he.was not satisfied with such a limited field. He analyzed his trade and found the wedge that could he effectively used on his particular business. an oO s If you are carrying a number of lines, of which profitable, focus on some You cream man, that a lot o! none are especially one thing and develop it. like may discover, the ice new customers are waiting for your enterprise. Then drop. the otkes lines and push the winner. Wilson, against the advice of his friends, opened a restaurant in a lo cality that was overcrowded to be gin with. His friends warned him that with his limited capital he would stand no chance. Wilson, however, had ideas of own. He secured small quarters and spent two-thirds of his capital on dec- orations and the front exterior. His designs were original and unique. The show window border, outside and inside, was oak, varnished and pol- ished. Panels of the same wood reached from the bottom of the glass to the sidewalk. A massive oak door was put in, with extra-heavy brass hardware. Inside, oak panels and We on business. wider The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special teilet soap—saperior to any other in countless ways—-+- The employe who thinks boss has a cinch because he ing for himself do pleases, does not know _ that boss is working for the public, most fickle of all masters. —— Nobody ever yet accumulated any new ideas with his nose right on the grindstone. Do not stick so close your job that you do not know any- thing else. —___—_o->—____ When you are selling goods to 2 man talk to him in terms of his own business. Make contrasts and com- parisons that he will understand. ———__o-—.—____ and caf to It is no use talking brotherhood when you are only courting men to have them boost your ecclesiastical burdens. ———_2>--> Faith is manifest not in resignation to fate but in fidelity to ideals. T WHAT DID YOU MAKE IN 1910? | ure my words oie lyou have 1 Simple Question That Many Mer-|). as oa chants Can Not Answer. ee Written for the Tradesman. — Do you know just how much to th oe good you are on the business of 19107) ¥© "4 . There are lots of merchants who t really can not answer that simple |" 2 question. Their statement of me iy™ F year's business maybe shows a fig-|~ ure representing the net profits 7 merchandise sold during the — how does the stock invoice: has become of this money that y ~ * are supposed to have made during the | ©? rime year? Have you it? Do you know | 91,900 where it went? oe, of Suppose you have $30,000 invested -" . in your stock, storeroom, iurniture, ‘seine: : fixtures, etc. Suppose you did a $40, ig 000 business during the year 1910. [7}°" “© ™ you sold your goods at 25 per cen ie sa ag gross prolit (which I presume is|*>°™ about an average marking : your gross profits on merchandise S sold amounted to $10,000. Suppose|* ? it cost you $6,000 to do business dur- - ing the year. That leaves you 160 net profits, does it not? No, it does not. Right there is where you another think coe that $30,000 you have inv How about ested in th business? Is not that money g anything? “Certain ly, you [ could not have that $4,006 projit if it had not been for this $30,000 capital. Al! right, then, give the money By investing your $30,000 in reasonably sane and it would have earned y 6 per cent.; that is $1,800. + ae tually earned, then, by your own in-| dustry and business Long Distance Bell Telephone Service is— An Economy in Busimess ryt ; v A Blessing in Social Life HS 9 € nN $ Ler lati 2 r ~ wr... = a — _ WUE a a & wo 50. N00 [TIES AND a TOWNS $4,000, less $1,300, or $3,200 ive | you kept your living s wit | Beery BELI cr ; ‘ in the latter figure st of . _.. a ig Sia eS ma the business during the year as h as $1,800 and put it im s £00d, | - os ; safe investment? i } “No, you say. Fo 1 question. | Why not? there may be a r F ot y ¥ answers. One merchant says 53 DIV IDEN DS * my books show a $40,000 siness £ 1 | “ert - + — —_ - +o ¢ — resr for the year—and [| certains IN AN INVESTMENT THE MOST IMPORTANT. THE sold merchandise to tl t ESSENTIAL, ELEMENT IS THE UNDERLYING PRINCIPLE have not all the money t r OF SAFETY. “ s oy Specu tise im value, however desirable are sec a account itt — a” ee . ondary. A combinatu ¥O tS rare an at on e sirewd extent of $1,500—most of it good est can see, and take advantage of - ers ¢ CITIZENS TEL- however.” (This is added by EPHONE CO. believe that its stocx ssesse e frst eleme evond an after-thought.) gustion. There are no bonds, liens or mortgages om its property, te m Sl ee debtedness except current obligations, an e ra ssets feors s How good is it? we more thantwelve t ne , suspension etd s e vear ws t discount that $1,500 r practically pay every ar l€Dts an 4 et DLT rperation est now, no hedgi s C say so much? Re eo 4 Every year, ever D€ $1,200. I think r ‘ 1Of been of steady uminterrm ei than that, but since you r sking ED BY PANICS OR HARD TE for a cash proposition, | is almost the last thing thought of. a would be willing to tak 21 200 as ¢ matter of economy 1¢@ raid - aa telephone compay is yet to be re Y-e-s, I guess so. Thank } kine DENDS have been paid : as OF but I believe, since 3 r interest on GOV ERNMENT BON chandise, I will let you bor c While the tremendous develop | past fifteen years has nect d the oney. : andl t ' — as the time approaches wien emand “i Then off with $300 fr t cessity for the sale of stoca w so decrease Nie past =x net “profits” of the business perience warrants noting in the siape + propane e er TI ee) eet dle ¢ ae pany believes that a a period is not far off Pie territory served by it cuts your original $4,000 ite ss taste cana, ¢ ere are few towns in it mot a0w ae r its larger gl * ” i inf - niars cam de hbrarmed "r le ee ge a —.. made more than that!” No you have} ee ee ee < fa ieee ee . | pany’s office, Louis street and Grand Kiver not. Thus far in the game (meas- Oo bo MICHIGAN TRADESMAN January 4, 1911 Settling Shoe Complaints. A customer upon entering our store, says a prominent St. Louis shoe man, is met by one of our sales- men, to whom she proceeds to tell her troubles. He refers her to the man in charge of the department, she again tells him the same, and he, up- on examining the shoes in question— in his judgment the complaint is justifiable—immediately new pair without any here a argu- customer gives further ment. If in his mind the has not had sufficient wear, he will charge her at the rate of $1 a month} for the wear she has given them, and in this stand the loss, and many case we cases are easily settled by giv ing a slight reduction on a new pair Now and then | and at the end of each that we have had an even break. Then occasionally we get hold ofa hard and who does not see anything but a new pair, and rather than have any loud talking or argument in the store we proceed to settle this complaint customer who is an extra one by doing almost anything she wishes, and letting her out of the store smil- ing. We stand the loss, and you will find at the end of the season ] have not lost much, and the customer | confidence in us stick to us her friends, adver doing may that send tising us and our methods of have placed a will make her an? us many of business. We had a the other day with a pair of shoes, and the sloes of the shoes were burn- man come in our store ed into a crisp. were burned that he fire. We told him that “right was right and wrong was wrong, and his case was so very wrong that no leath- er could be worked into a shoe that was burned to a crisp, and that ail we could do for him was to sole and heel them at our regular price, $1.25." He would not stand for this, so I im- shoes up, claimed was never mediately wrapped his handed them to him and said, “If we had to lose every customer we had by giving them one cent off on such raw and unjust kicks, we would lose them all.” A customer often gets fitted too small and finds this out after wear- ing them a few times. In these cas- es—Il always take them back, taking particular pains to fit them properly. The soiled ones are cleaned up and set aside until sale time, put in their respective lines and sold along with the lines at the sale price without any trouble, but at all times have a 15 cent p. m. on all clean-ups and we nitiaiitesiccmmetll | get soaked good | and hard but stand the loss and smile, | year 1 find you; We told him they | but he claimed not and! near al SS LAS & = = BES S Pee: 8 = = =. = = é = = or ae : ° =~ > |: REVIEW °F SHOE MARKET | ze = i = BS =z = = See Cy — y yaa r\ hy ; — a= Dipegg” S37 sd ~ a. jd 2 = 4 fe 4p wy at G —_ > : fuk Joe | | | | | kave no trouble in getting rid of them. | We do not guarantee shoes for any | length of time, we simply say, these ishoes are guaranteed to give you good wear and absolute satisfaction, and if anything should happen to them, to let us know and we will itake care of you. Of course this does | not apply to velvets, satins or pat- positively do not | guarantee to last any time. There are |a great many things to talk about on these lines, but life is short to istand up and scrap all day, and it does not pay. In the smaller cities, where women iknow each other, they soon find a |store out and ithem a black eye. jents; these we too boost them or give A customer came in the other day and said very blunt- iy, “I want my money returned on I saw something in another window that suits me bet- ter.” So quickly we gave her her that she was surprised. She \left our store and in about one hour |returned and took the same pair that ishe had selected. If we had argued with her and tried to turn her down and finally had refunded the money ito her—do you think she would have come back? No. There are other places to buy shoes ‘besides ours and I believe refunding money places a confidence in our cus- tomers that cannot be-bought. This i kick question is a long one. I could italk all day on this subject, but 1 just go along every day trying to do what is right by everybody. rn | Leaving in the Lasting Tacks a Men- ace To Business. The one possibly innocent, yet |truly criminal, negligence of a great ;}many shoe manufacturers of to-day lis not paying strict enough attention ito the “lasting tack” danger. Every retailer in the country has suffered |irom injury done to customers ithrough the fact that lasting tacks |are not withdrawn from the shoes by 'the manufacturer previous to his |sending the footwear out of his fac- itory. Every dealer in the land ought ito protest against this evil. Every /manufacturer ought to issue severe jand rigid rules to eliminate this evil |which menaces the public who come ito purchase shoes. | There is scarcely a day passes that | retailers are not confronted with the }annoyance of finding small and large |tacks jutting out of the innersole ana |forming a positive danger to sales- |people who put their hands _ into |shoes and cut and puncture their fin- igers. Then, again, shoes are often itried on without first examining the innersole, and where the _tack has this pair of shoes. money Bear Brand Orders Coming Every Day The only thing that concerns us at this time is the fear that some of our Bear Brand friends are under. estimat- ing their Wales Goodyear Rubber re- quirements for this season. Your rubber order goes out the same day it comes in, rain or shine, the dealer who wants quick action will get it here, but the trade gets away from the store that runs short on sizes, because the rubber customer cannot and will not wait while you are getting Keep your stock filled up on the selling sizes—go through the rubber stock and make out and mail your order today. your goods in. Herold=Bertsch Shoe Co. Grand Rapids, Mich. Distributors of Wales Goodyear Rubbers Makers of the Famous ‘‘Bertsch’’ and «‘H B Hard Pan’’ Shoes The Watson Shoe Is a Shoe of Distinction and Merit It is made and sold at the lowest possible prices to meet all demands. Every shoe in this line is a winner, made of solid, high grade leathers, guaranteed to give satisfaction in wear and fit. We carrv a large stock on the floor in Chicago at all times, thus insuring prompt shipments on immediate orders. Send us atrial order. Catalogue sent upon request. Watson-Plummer Shoe Company Factories Dixon, IIl. Offices and Sales Rooms Market and Monroe Sts. Chicago Michigan Representatives Willard H. James, Sam D. Davenport a January 4, 1911 MICHIGAN TRADESMAN 33 caught the stocking and ‘pricked the |the former dropped off sharply sal skin of the foot, it becomes a serious|calf and Russia came to the f ront. problem how to get the foot out of} This manifestation no doubt has! ‘6 99 the shoe without doing greater harm.|}een common all over the country. | ur af an Cases have been known where it re-| Black Russia and dull calfskin are | 4 * quired a knife to cut down from the * mate vamp to the toe in order to release |rjals for winter footwear and they and the foot without drawing blood from | i alae have been selling heavily eminently sane and seasonah the skin. These are certainly facts— past few weeks. 99 ° Sb ; “s voit : a the truth of which any retailer wil! Undoubtedly velvet will be called 66 ertsch hoe | ines testify to. for strongly again in the spring, or are ; is “i is ne onfined to one} : . Thi: evil is n rt confined to NE | upon the arrival of class of manufacturers, but is gen-| , extended pe- : : lriod of fine, clear weat and there . “ral. Oo oh-grade shoes |. ego : i , eral. Tn medium of high-grade shoes /is every reason to befieve that this Will Be Bigger and Better re 1s y c a case where | ; ae : , there is yet to be found a case where | joterial will be much in demand the evil does not exist. F, errw furi he Th E Thi Yea leverywhere during the spring and There is no excuse for the mant-| : | an — - , ne : |summer, in low cuts. But there is facturer shipping — — the lreason to feel encouraged over the i et ag i i sharp lasting tacks left in the inner-|. __-1-1: ‘ . a “ ae «a z Bary Tastee § € INNCT- | Hossibility that the assertion of Now is the time to clean out these old e sole as 32 -nace tc stc s and} é sole as a menace to customers a 1) mon sense on the part of women cat “ salespeople. Every tack should be “11 t 1 : tt: unsatisiactory shoes that are so trouvDie- ; : |tomers will help the dealer in selling a / ee ee — drawn out previous to the placing On| oyvey cp, devstantinad some and stock ep on cpu i : : et SHOCS FStandiig' Sort : StOCcH U on our Et ciara of the bottom. Haste in production | ’ . -_ - makes employes careless. If no other | safeguard can be employed, the man- | What kind of a hold have you on ~ sood and will meet every demand ute secede adA ancther wot | nd of a hold have you made good and will meet every demand in the packing department hose |7°"" trader Tid you ever se yous ¢ ; 4 1 } acking dep WHOSC, . ... og r vo trad care 5 br Sa.es I 2 P : ._ |self this question? Did you ever stop of your trace A card will brimg our sales- sole duty should be the examination 7 oe : ‘ ito think whether you could hold your a es , i a of the insides of the shoe. The same ig a ciel a man Or we Will S€md sampies on request * _ a s : : J : trade m r ' care used in the inspection of the 7 ee . - Téai rn? Lhese outer shoe should be used in the in-| i Th ik are rht to ask a | ey Wear Like Iron - . you er means Before placing cartons on _ the}: | ind r shelves retailers should have their} : : . . |; competitors, clerks examine the innersole of every | : . ; oo order houses an the pov o dis shoe. This should not be superficial, | a as : : oe iregard the prices ed by the mer bat should be a careful examination. | EOE OM i Herold-Bertsch Shoe Co : ichants in your town and the pre and the clerk should run his hand up : : ’ : ifits made by them. into the box to make the search| ae thorough. | There is a firm in an Tilinois town Grand Rapids, Mich. Every shoe that is found contain |not many miles trom st. Louis that : : ives this answer: “li ‘Shears & Saw o ing Tastes fiche shonld be fepored ee ers: UP eee heat’ we « thottee Wedd ae coe trade by letter or sent back to the manu- | Puck’ have a better hold ra t t facturer. A reject teaches a lesson |*"4% WE Save ey are we every time. It may be a simple mat- | it.’ Indepes dent? Von et the ter to cut off the tack, but let the |2°* © dependent! And simply be manufacturer know about it. A few | C@tse¢ they are real merchants. W! experiences of this kind and the man- they aay about mail-order houses ufacturers will see the wisdom of be- ing more careful. [he Story of opetu endency. }ent of all outside tactors r1s€ 7 The oe of ee have o of |thev can “hold their trad The: ec Tro its footwear have been so numerous|hold it because they ar Nterpris- that shoe dealers are inclined to | ing: because they tak ivantag ot. ; : throw up their hands and to adopt|every opp rtunity t better me See yee ewe a = an attitude of being ready for any-|selves—something that half the mer- sse of vour busimess vear that thing, no matter how absurd. ichants of this country do not o | a : : CC. “4 hl cae The adoption of the pump some} Now, Mr. Retailer, what kind ell you that. it 3 the shell warmers four or five years ago, as an all-day |a hold have you on your trad ice wel anenl B w _ shoe, was a surprise. The pump|yot pet with rder eo ee — “— was originally designed for both men|houses? If you have the right kind Fasago, Hard Pans. Rikalogs and women as an evening shoe; butiof a hold on your customers oo a ' wt women calmly proceeded to put them|can: if you ha e not 7 EE EEE on after breakfast and wore them all| you haven't it ts time to analyz ur day long and thus established an en- i business methods; it is Why ; tirely new use for them. The tenden-|out what is wrong and it is time that cy fo — roa together with — get a noid nh your trac cause the stock vou now nave eo gauze hosiery in winter has been not To those who are not ed. This peculiar combination of ! r rs om on hand represents but a costume is usually accompanied by r t oworweatum of the ceanstite of heavy furs piled about the shoulders. r bus roug oo r eo . On the whole, these eccentricities e and « t r you mave dDouecnt during tie probably are more the exception than | scrutiny of your qual the rule, for there is now often di3-| business man at the same tin cernible a strong underlying current|you are prone to let the Lord run of common sense after all. An ex-| y Ir sines ithou t a little as ample of this is to be found in the |sistance from yourself, remember tha sharp falling off of sales of velvet|if you take ‘ sé boots noted in New York and other|you will increase you profits At Kalmbach, Logie & Co., Ltd. eo a . - | large cities immediately after the | all events w ‘7 profit heavy general snowfall early in De-| methods and start th ‘ ar Grand Rapids. Mich. cember. The velvet boots and pumps| firmly determined t suc n « were neglected and calfskin and black|on your trade that no t Russia boots had the call. Sales of |it away from you. i ) 3 34 MICHIGAN TRADESMAN January 4, 1911 SELLING BY PHOTOGRAPH. Plan Has Been Considered at Times by Shoe Manufactuerrs. At various time in past years there | has been brought forward for discus-} sion the idea of selling shoes by pho-| tograph. While this plan one | which has points in its favor, owing | to the money saving ideas which it the other hand it marks a radical departure from ac-| cepted methods and for that reason | has not been seriously considered, so} far as is known, by shoe manufactur- ing concerns here or elsewhere. is embodies, yet on the who make shoes and the men who It has long been the desire of men sell them to reduce as much as pos- sible the traveling men’s expenses when on the road. Looming large} in this outgo is the item of excess baggage. Constant friction exists be- tween the salesman, his house, the railroads and other transportation | companies regarding this matter.) Many are the subterfuges resorted to by travelers for the purpose of ting the better of the railroads. In ally get- Brockton, Mass., the men’s shoes in which a large amount | where practic- entire product consists of} of heavy stock is used, the excess] baggage charges amount in the ag-| sregate to large sums. each year. | Many of the salesmen, in fact most! of those who represent Brockton} houses, carry two trunks on their! trips and pay out many dollars every | week in payment for excess baggage} charges above the regulation 150 | pounds for each man. How great, therefore, would be the saving if the | salesman, instead of taking out 200 or 300 pounds of shoe samples each| | | season, could limit his baggage to| 150 peunds or less. Photography would surely come to | his aid in this regard, for 50 paper} representations of shoe styles could | be carried in a hand grip all over the] country. The idea of showing shoes | by photograph is one which has been! discussed more or less for many years past. Although several points | are recommended in favor of it, nev-| ertheless there are many serious ob-| jections to be overcome. Every trav- eling man who sells shees by sample of showing the shoe to the whelesaler or retailer] in the manner in which the latter has} realizes the importance always been accustomed to seeing it. | With the shoe in hand, the dealer can note carefull the height of toe ot its various features: and heel, the “feel” many other charac-} j i “< the stock and teristics with which ke desires to be- With impossi- come familiar before ordering. photographs, this would ble, and the dealer's point of view he could obtain only the most superficial idea regarding the styles and materials of It : pe from the line. is, therefore, not likely that an entire line of shoes could be suc- cessfully marketed in this way. A compromise, however, might be af- fected by showing the novelties in actual shoes and the more. staple stvles by photographs. This would give the dealer the opportunity which be desires to see the latest styles as they actually appear in the finished ishoes for street wear. lof well-to-do iin (knowingly and are aware ; Woman shoe. The lasts and patterns with which he is familiar from the season ior the years previous could be suf- ficiently realized from the photo- : : | graphic representation. The foregoing is of interest to shoe manufacturers as well as to the sales- men and merchants. It is brought forward at this time not as a new idea but as one which has its good points and might be successfully worked out in a more or less modi- fied form, ——_—~2 2 Turned Shoes For the Street. One of the points for a retail deal- er to guard against is a persistent ten- dency of selling too many turned The customer she does not be should informed, if know already, that the turned shoe is the lightest and most delicate of all shoes in construction, and that it can not stand the hard wear that may be given either a welt or a McKay sew- ed shoe. Furthermore, it is not easy to repair. If a customer understands these things then she has no ground fot 3ut if she does not dissatisfaction. then the dealer who sells them is lia- ible to have trouble. There are plenty women who do. not consider wear as of prime importance buying their shoes. They want stvle, grace and comfort, and whena shoe gets out of repair or out oft ishape or begins to show any mark of thrown customers use it 1s aside permanently. shoes their Such buy turned ot | qualities. Nothing is likely to excel the turn- shee for lightness and flexibility, since the method of making, whereby the sole is stitched directly to the up- ed per, interposes no thick or cumber- some material. Sole leather of good {quality is used. In fact, the scle would have to be not light, only strong, but thin } ra er the shoe could not be turned in the process of manufacture without straining it and ont of shape. They have their place, getting it land have a high value; but not every turned shoe on the street, and not every one will be the amount received when thus worn. —_——.@—-——_——_ Mammoth Ivory. iurnishes a Can wear a with ot service satished Siberia large quantity of ivory to the markets of the world, ibut the production of it belongs to another age and to a species of ani- mal that dces not now exist. The ivory is cut from the tusks of mas- todons whose skeletons are found frozen in masses of ice or buried in the mud of Siberian rivers and swamps. The Northern portion of the abounds in extensive called urmans. In these are found the tusks of the mas- todon, from which it is inferred that country which bogs are these animals lost their lives by ven- turing upon a surface that would not bear their weight. Even to wild animals these urmans are forbidden ground. The reindeer can sometimes cross nimble them safely in the summertime, but most other large animals attempting to do so would be engulfed. In the Museum of Tobo are n merous specimens of mammoth, an sk 1- os peo throughout this region they are by no means rare. When an_ ice-pack breaks down a river bank, or the summer thaw penetrates more deeply than usual into the ground, some ci these antediluvian monsters are very likely to be exposed. In many cases their remains are so fresh and well preserved, with their dark, shaggy hair and under-wool of reddish brown, their tufted ears and long curved tusks, that all the abori- eines, and even some of the Russian settlers, persist in the belief that they ere specimens of animals which still burrowing underground like moles, and die the instant they are admitted to the light. The farther the traveler goes north- ward, it is said, the more abundant do these remains become. They are washed up with the tides upon the a ive, \rctic shores, and some extensive islands off the coast contain great quantities of fossil ivory and bones. Tusks which have been long or re- peatedly exposed to the air are brittle and unserviceable, but those which have remained buried in the ice retain the qualities of recent ivory and are a valuable article of merchandise. There is a great market for these mammoth tusks at Yakutsk, on the jLena, whence they find their way to the workshops of European’ Russia and to the ivory-carvers of Canton. ——_-2. Be sure your plan is right before you start it, then carry it out to a finish. The novelty will wear off and things will drag. Then is the time to show the stuff you are, made of. Hang on. Do not be a quitter. ——_—.-.———_— Jne of the greatest assets a mer chant can have is the respect of his clerks, so they will work for his in- terest as well when he is away as they do when he is at the store. To secure the best work from your clerks you must show your apprecia- tion of their work and let them know that you are interested in their wel- fare as well as your own. IT PAYS TO HANDLE WORK SHOES ea RYT 146-148 Jefferson Ave. Selling Agents BOSTON RUBBER SHOE CO. DETROIT and Red Cross made for cold weather and snows of quality. Leather Tops Combination Top Rubbers There is no better footwear Men’s 17 inch Leather Top Rubbers, per pair net ..........-....-2. 2.22.22 ee eee $2 95 Men’s 14 inch Leather Top Rubbers, per pair net....-......-...-.- 2... 22-2 eee eee 270 Men's 11 ineh Leather Top Rubbers, per pair net------...-............-...--.---- 2 40 Men’s 8 inch Leather Top Rubbers, per pair net--.--....-.. ........--.-......--- 2 15 Boys’ (iach Leather Top Eubbers. per pair net-------.--:-......-..-.-..-.--.--- 1 75 Youths’ 7 inch Leather Top Rubbers, per pair net -............-.......-..--...... 160 Men’s Red Cross Combination Leather and Waterproof Canvas Top Rubbers, Wee ie Cee ee 2 50 Hoge seme as ADOC... --. 85. es 2 00 Vouths seme as anore ----..- ee 1 80 The rubbers on these goods are made especially for us by the Glove Rubber Co. and their name is a sufficient guarantee Send us your order today. deep Jobbers of Glove Rubbers HIRTH-KRAUSE CO. Grand Rapids, Mich. Makers of Rouge Rex Shoes 1 agente sce reteesenene renee Le January 4, 1911 MICHIGAN TRADESMAN THE YEAR’S BUSINESS. Bradstreet’s Review of the Past and Forecast for the Future. Nineteen hundred and ten was, on the whole, a disturbed and rather a disappointing period in American trade, finanace and industry. It was a year of agitation, of attempts 16 work out politico-economic schieud of declines in quotations of securities, of inflation and, later, of unsettle- ment and finally of weakness in many commodity prices, of industrial un- rest and curtailment, of repression in consumptive demand, of numerous strikes, of political overturn ap- proaching the proportions of a land- slide, and of changes in long estab- lished channels of domestic and for- Withal, and in spite of many drawiacks, but probably be- cause of tie momentum acquired in the previous year cf tremendous ac- of tpbuilding and of recupera- it wzs a period of immense ag- effort, crowned with nota- in some instances, as re- gards quantitv. and of record outputs in many lines cf manufacture. It wit- nessed the floating of large new is- ities, while at the same time it saw a volume of financial li- quidation which in other years might have caused convulsion. It witness- ed a vast expansion of banking trans- record totals of loans and and close to record bank clearings, and vet fewer failures than in either of the twe preceding years, although the voiume of failure dam- above the normal, being ex- ceeded only in years of vital stress. In assigning causes for the dis- turbed conditions wihch pervaded the body politie and economic through- ut the year, first place will proba- bly have to be accorded to prevailing high levels of all prices, whether of eign trade. tivity, tion, ricultural ble success, sies of secir actions, deposits age was securities or of commodities. The first invited attack because of ex- travagant manipulation before the ear began, while the height to which isda prices rose in the open- ine months of the vear constituted a burden which gave rise to bitter agi- tation and resulted ultimately in far- reaching effects, primarily upon con- sumption, thence upon output and fin- ally upon profits. In the latter re spect there will probably be little dis- sent from the statement that an im- mense business was done at a small, in some instances disappearing, mar- gin. Of this the generally conceded small net results reported obtained by business men and by manufactur ers and the lessened net earnings an- nounced by the railways are strik- ing examples. Declining prices of securities, high prices boycotts, 4 1 i of food, meat e- mands for higher wages by railway and industrial employes, talk of cor- poration prosecutions, this in turn unsettling confidence and preventing the floating of new security issues for improvements, all made the earlier months of the year a veritable “win- ter of discontent.” Excessively large expenditures for food naturally les- sened margins available for purchases of other necesities and of earnings increased the pressure upon Was a public | United States officials to embark upon prosecutions |sell in but not so favorable a countr to which the term trust-baiting be- to buy in. In this continge: t ha came applied. Spring brought some | undoubtedly that ou relief in the matter of lowered pric-|export trade pre es, but weather and crop uncertain- | ucts and in raw cotton has more tha ties and manufacturing curtailment,|made up for declines in breadstuffs forced by high raw material costs,| and —— caused conservatism in business: Con- | 1 dly | be : co : It will hardly be confidently claim tinued governmental activity against | 1 that 4 — . ‘ a 6 e¢ he me demand for pTé { certain corporations and threats of | bs i rom : ae , iucts is sufficient to take up the sur injunction su:ts against the railways,/|_, 4 ae pag : |plus productions of the country in which were seeking to recoup them- ‘ a ; : ae . ; f |year such as this just closing, and selves for increased costs of opctz-|°. Be i if a iview of foreign competition ed 0 tion, due to granting of higher wages. | i es : h ‘ *. |large crops in the rest of the world’ by increasing rates, found the stock | of ‘ eae | SSP : |surplus-producing countries, Amer market vulnerable, while low crop| rippin emaaey cee ae | |can participation in this trade conditions at the turn of the year| P — i ‘ . hardly possible at ce lex favored bearish movements and in } 7 : lels. The situation wou ' duced liquidation. With larger agri i i . .. |seem, indeed, to point to liquid cultural yields more certain of attair-| |. ; / 2 ! i | being necessa of f ment in the iate summer and carly}. ” ' Bp | | tion, and past liqu n th autumn, a more cheerful outlook pre- | t gi : L we ~ . |market may ac vailed, but ‘he political overturn in| ‘ ‘ |part in natural products, which the fall, with the prospects of a re- | P Ce : lito have advanced more ! opening of the tariff AG made | : oe i i ee |manufactured goods, having for slightly less optimistic views. Re- | 1% a ; es _|bly been affect the spec pression and conservatism and small spirit so mt and frequent, rather than large or]: : ‘ : ties markets in 1999, | confident, buying kept trade and in- rk : , Pe ; : tle : haps, found it t dustry within rather narrow chan- nels, considering the country’s vastly enlarged producing capacity, and parently good holiday trade did disguise the fact that the advent of an early winter had reduced outdoor not thereto. In this 4. activities and lessened demand, while | Perhaps : | y industrial idleness was greater ean | Ore" - oe gpl ee eae —_ for some years past. monty of pend te : oe hee sea en for a permar igher range of a Financial measures of the year’s eerie tem ee _— turnover showed only a slight shrink- final aetiemnen ve : es age. Thus, clearings fell only 1.3 per for which one offered solution is th eee LU loss was, however, mainly at New — oo = 2 York, where the decrease was 6 © | obviously —— promecker cagecanes cent., while ‘the rest of the country | oT oe. showed a gain of 6 per cent. Expla- | oo = nation of the loss at New York is| oo ‘= 209 partly furnishable by the decreases ep ~— : = of 22 per cent. in stock transactions wants, would seem in keeping wit and 52 per cent. in bond sales as ceni- the conservatism manifest in so man pared with 1909. Still, it might be vous : ) : noted that clearings as a whole were A — 7 a ern nearly 2 per cent. larger than the 1993} 07 8€™UmE co-operati n in the rest total and nearly double these of a — * — _ decade ago. Failure returns were ir- — ne regular. These were 1.3 per cent. few- — er than in 1909 and 16 per cent. less ' ’ ii than in 1908, although 13 per cent. | PTOSPETY a ai cautgiarn more than in 1907. Liabilities, owing | TY POSSessims the magn to the occurrence of some large sus- . pensions, were 25 per cent. larger ee : ' than in 1909, but 40 per cent. less} pais that to son than in 1908, and less than half those ee ee of 1907, the record year of failure Quiet oe damage. ae 7 High prices of most products, and ned if t especially foods and raw materials, | ' - have been a sort of endless-chain | *' ady in burden to labor, to manufacture and _— , — — ~ to trade generally, which free buying | °° hoped, satisfactorily m of some generally esteemed non-es- | The Fish Trade. sentials has not entirely concealed. Before very long Lent wi er Perhaps the best evidence that Amer-|and the ds ; fish can re ican markets were out of line ee While perhaps the the rest of the ' world was the reduc-|tution of f tion of our export trade in food prod | served in this cour ucts, which one time constituted our|foreign nations, ¢! is st strength in foreign trade. Coinci-|siderably close following of tl dently, imports broke all records, this|ten customs among cert giving rise to the remark that the ,.the population e made f tne theory due A nter r i Ever deator “ ———— tn by very Gea 4 i “ wantace Fw * - nia ° adva Lag i 3 orepare t m advan i secure such 2 V4 5¢ nolte “ etract tamed we ant + negnie ag < 1 ’ kinds £ » while eon — . thar here w mar wh x a erally £ ets ction ¢ y are 2 ne e =o = — b e075 . ane os + ot rT He sx aT] as ar ' possible. cater ¢ the wid serie? taste of those wh bine fror A sort f salt wed ' 4 vue afecvect _— . -_ - ats i i thus av2 andied aler L x t #h ealer w $ re x natiur > re +h - ‘ ara Z - . w . , walneea x oe tn « + + » i t of what we fh - nower?t , Saw A et+toOn a oe - — ~ 2 - a “ - rt Lent sht “ “ . t X Ts x HOS © t f a the uaoe wih - - Sin =< aT Te Sse snec $PR4SONS teduces friction to wear and tear of wagon ergy- It increases hot Put up in sat 10, 15 and 25 Ib. buckets kegs, half barrels and barrels. Hand Separator Oil Is free from sacl and ts anti- rust and anti-corrosive. Put up im 4, lon cans. t and 5 gal STANDARD OIL CO. Grand Rapids, Mick. 1911 Motor Cars Oakland © oy ge Oo ana aes Ad eet idee of pl i a ay | F Ru abouts, Touring ee ee i Closed Cars, Trucks, 13 to 48 H. P.—+s and +ylinders— $1,950 $4,500. Pierce Arrow Danmeew, Cars, Town Cars, 36-48-66 H H ix cylinders only—$#7.98s0 to $7,200. We always have afew good im second hand cars Sargains ADAMS & HART 47-49 %. Division Sr. Grand Rapids. Wich. MICHIGAN TRADESMAN January 4, 1911 i XS: _——— > — ; = == Se, = = = = = = Ss SS — — a ~ ae = a ~~ — - ~ -_ — _ or - - yar" ene fo . Hardware Merchants and the Sale of ;paint sales year after year to the |fact that paint is displacing the use oi Paint. merchants ee SUCCESSIUi Retail hardware handle portion are in amount of energy put into this line. A intelligent ad- 1 solicita- paints to t push that they well pro- ne 1 1 assofted SItOcK, vertising both by personal tion and newspaper publicity, who | and | a know- | ithat are | Painters | increased in vestment wall paper in many cases and is be- ing used to cover floors instead of carpets; also to the general tenden- cy of house owners to brighten up their property. It is claimed by this concern that no class of merchants are in better position to handle this line and to get the business upon a profitable basis than hardwaremen. The views of a Minnesota house are diametrically opposite those referred to, as will be seen from the following remarks: “While we have never kept a separate account of our paint business, we are satisfied that there is no money in it, except as it may draw other trade. The new finishes being brought out cause an constantly. Mix- close a invested. class wholesale ed margin are for sold the buy at iew paints on capital from a Too can of manufacturers There prices. are a specialties sold at a restricted price that pay a profit. But they comprise a small part of the paint trade. The only relief to be jihad, to our mind, is twofold: re- iconfining ledge of and faith in the goods car- ried, and prompt deliveries, are some of the requisites necessary to make the paint department pay. An Illinois hardware firm writes that while they added paint to their stock only last year, they have fot nd |! it a very profitable business. A good}! supply of free samples for dis-| tribution is always kept in the front | part of the store, which is regarded as | having brought business. The most effective ethod, how- | ever, has been found in sending the | of prospective buyers to the cturer and have them write these prospects concernig their paints | and referring them to the concern as their \ per cquaintence with every paint contractor in the town has re- sulted in a very satisfactory busi- ss by simply keeping after them | until they agree to try the paint hand- led by the fir An Idaho merchant handles a full | line of paint and advertises and push- | es it in the same way as he does his other lines. He handles what he con- siders the best paint, getting $2.50 per gallon, and guaranteeing every | callon sold. \n Indiana hardware at- ipaint business profitable tributes its success with paints, of | which it sells “lots,” to two things: lirst, because first-class paint is han- dled by it, and second, the same make of paint is handled that has heen sold from the stere for over | twenty-two years. The latter fact | gives a strong talking point A firm in Ohio considers the paint business a profitable line to handle in connection with hardware, if the line is a good one and confined to the paints made by one manufacturer. | The line should be as complete as the size of the town justifies. It is believed that little attenion should be given to getting the business of the as collections will in- variably be slow from this class of average painter, customers, Dut T branch of its business on the theory that it pays to keep the best line in town and finds that persons who are accustomed to. dealing elsewhere drop in for articles not obtainable at their regular trading places and pay cash for their purchases. This | frm attributes the increase in its | stricted prices and a getting together oi the manufacturers, with a view of trade in legitimate chan- The paint creed of a successful Texas is | leader house Make a yriefly as follows: of staples at close margins and push fancy goods at a profit. Do not buy in too large quantities. Watch your stock closely. Keep what the trade requires. A Penns} hardware firm, which gives particular attention to th nsvlvania e paint end of its business, writes in- “We all so inthe outdoor find our the year terestingly as follows: round, and especially slopes season. Possibly our meth- [od of handling it is somewhat differ- ent from that aoe hy some oth- ers. We carry a well known and |widely advertised line of ready pre- pared paint, the factory being in quick shipping distance. No attempt is made to stock the company’s full iline of paints, nor does the company think that such a course could be followed with profit except where the paint trade is very heavy. Our de- 1e firm conducts this | sire is to keep well stocked on the inside paints, varnishes, fillers, etc. ‘Inside work is often done on the spur of the moment, and if we find the stock does not include just what the customer is looking for, he or she will almost invariably go elsewhere before waiting for us to order it. With outside work, however, the op- ;posite holds good. Most people will Trade Conditions. There are but very few changes in the price of hardware to record. The generally low prices of somany goods come in to pick their colors a week or so in advance of the time they intend to use the paint. Then the sale is made from the color card and ordered from the factory. Linseed|do not permit much further oe oil is kept in stock and always enough|so long as matertal and labor stay a lead for any fair sized job. A good/|their present level. In connection line of brushes and colors in oil is|with the question as to the probable carried to attract the professional|course of things in 1911, there is per- painter. Their trade is valuable, for|haps a disposition to underestimate hey help to sell paint. To repeat, we the importance of the closely related find a full line of inside paints, varn- facts that consumption on a great ishes, etc. a small line of outside scale is going on steadily, and that paints, with good facilities for order-|the country generally is enjoying 2 ing, with lead, oil and turpentine for|splendid prosperity based in part, but “ those who prefer it, to be a win-|not entirely on the magnificent crops ning combination.” which have rewarded the labors of ee the farmers, and will in due course Paper Minnows for Bait. stimulate all departments of industry A new industry at Holland is the|anq commercial activity—Iron Age. manufacture of paper minnows for bait by the Holland Rod and Bait The only lonely people are those Company. The minnow is made of|who can find no one to help. waterproof parchment paper, has enough flexibility. when in the water to closely simulate the action of a live Acorn Brass Mig. Co. minnow, and is very bouyant. It will ada eC iis a . Chicago ride over snags and weeds, it is said, without becoming entangled, as the | Makes Gasoline Lighting Systems and hook is concealed inside. . | Everything of Metal In some respects it is like a trout fly, being very light and hiding a hook beneath its bright colors. The paper || SNAP YOU FINGERS offers but the slightest resistance and R R the fish makes a close and quick con- At the Gas and Electric Trusts : : : and their exorbitant charges. nection with the hook,much the same Putin an American Lighting oc fly System and be independent. as im striking a fy. Bares in operating expense ven of inows may ee will pay for system in short A. dozen of the minows may be car ue Wedeta ao wet: as ried in the vest pocket and the same these lights and nothing so bait used several times. The bait is oe not destroyed when struck, although American Gas Machine Co. the more bites the sooner it is used ——- eee ee, <& up. The action of the water alone Walter Shankland & Co. does not affect the bait injuriously, Michigan State Agents and, it is asserted, it may be used re- tebe sot ——— . oeatedly until torn by a fish. as lt may be used on any ordinary A Good Investment hook and leader, or without snell, by PEANUT ROASTERS simply winding the fine wire of the minnow around the leader. The min- and CORN POPPERS. — hae Roce tae. Great Variety, $8.50 to $350.04 now is made in four different colors, EASY TERMS. to resemble the natural food of larger Catalog Free. fish, and from 3 to 6 inches in length. KINGERY MFG. CO.,106-108 E. Pearl St.,Cincinnat!,O Foster, Stevens & Co. ° Wholesale Hardware 10 and 12 Monroe St. a 31-33-35-37 Louis St. * Grand Rapi i rand Rapids, Mich. If you buy anything bearing the brand “OUR TRAVELERS” Remember that it is GUARANTEED by Clark-Weaver Co. © = s — Wholesale Hardware ss Grand Rapids, Michigan January 4, 1911 MICHIGAN TRADESMAN The Woman Trade. It is a delusion to think that wom- en are not interested in elementary mechanics just as it is an exploded idea that a woman can not drive a nail straight. She can and does—fre- quently it is she who does the little odd jobs around the house. The wife of a mechanic will, it is true, usually leave these duties to the man, but among the very large clerk class it will be found that the better half as often as not wields a hammer and siw with very good effect. But, for reasons for~ which the dealer is very largely responsible, women as a_ general thing, shrink from going into the hardware store. In a city she has no tremors about entering the large department store— that has an atmosphere which is not repellant to her—it is her department just as much as it is a man’s. But in the smaller places she avoids the hardware store almost as much as she does the saloon, although, it is to be assumed, for different rea- sons. What is the consequence? Just this—-jewelers and grocers and drug- gists can stock and sell lines that properly belong to the hardwareman. Tt is a remarkable fact that when other dealers add an outside line to their stock, in nine cases out of ten it is one of the hardwareman’s lines that they take. You do not find the furniture store adding a drug line, nor the grocer taking something away from the jeweler—no indeed— but you do find all four taking goods away from the hardwareman, and you do not find that very important merchant adding anybody’s else line to his own. The most progressive among hardware merchants are very much alive to this unwholesome state of af- fairs and are doing what they can to get women’s trade and so hold the sale of goods that other merchants are taking away from them. How are they doing it? In the first place by telling their clerks that when a woman does ven- ture into the store they should not treat her as a strange animal who has wandered in from some menag- erie—but that they must treat her as though she were a welcome and usu- al sight in a hardware store—to be polite to her—not to be openly amus- ed if she asks for “one of those flat things’’ when she means a screwdriv- er—to listen attentively and patient- ly when she gives a long description of her needs. A woman remembers these things and tells her friends about them—and that means trade well worth having and increasing. Politeness—not greasy effusiveness, but manly, straightforward cour- tesy—is a priceless quality behind the counter for women’s trade and for men’s, too, although the latter may pretend they do not care a continen- fal for 3: In this matter of catering to wom- en’s trade some hardware dealers have even gone the length of em- ploying female help. It is extremely doubtful whether, in the hardware store of average size, this is wise, either as to economy or efficiency. It must be borne in mind, too, that women prefer to be waited upon by | for every shortage or overcharge men wherever possible, just as fe-|make it the day we discover them |i male clerks would very much rather|and discover them as soon as we sell to men than to members of their| ceive the goods Therefore, it will probably| Third. We should be just be found best to keep only men whO|and square in our dealings with OW SCAz. can go from selling a package Of|customers and jobbers as we expect tacks or a dozen curtain rings to @/them to he with us and we woman to selling sheet metal to a@|cheat them in any way, j man. it lan we would allow urse i t But even if the clerks are compe- | cheated tent to handle women’s trade, they| Fourth. We should join an tom to attend to. Women must be| work to make that associati educated to coming into the hard-| sult-producing organizati ware store—to feel that it is as much} theirs as is the hardware section in aj} city department store or the grocery | shop anywhere else. may have none of that valuable cus-| ciation—if we are not mem! This can only be done by advertis-| per cent. of our er pr ing, backed up by the goods and the rese; service. We should aisco mak Women like a complete description |rule not to allow toc and prices. That is what the cata-|to get on our books logue houses are giving them. Sixth. We Catalogue houses may be as eviljto help our fellow mere as they are said to be, but nobody cause we never will deny that the best of them know | need some assistanc TI how to get business—therefore, the |done through tl local dealer will not waste time if Seventh—\V sh he adopts such of their methods as | rule to be urteous t iT are suited to his own trade. and see that our clerks tr 22> —___— with ft Rules For the New Year. In short If you intend to swear off doing certain things, or promise yourself that you will do necessary things, be careful. Do not be rash. his 1 There are a lot of things that most |on each one of us bur of us really ought to do. We ought /tions must g - ur to draft a set of business rules, how- | should inve ever, instead of resolutions, and wejtions and see how the; ff should not only keep these rules our- | business selves, but make our clerks keep is a duty them. |selves, to our families and t iT First. We should make it a rule |tomers. I know there ar to weigh, count, measure and gauge |who, if everything we buy. { Second. We should make claims |goods cheaper an some eer annie Estabtisted in 1473 Best Easipped Firm iw the State Steam and Water Heating fron Pipe | Fittings and Brass Goods if Electrical and Gas Fixtures Galvanized tron Work The Weatherfy Co. 13 Peart St. Grand Rapids. Wich Means a larger and more profitable business for you than method you could adopt to increase your trade. We can refer you to thousands of Grocers and Coffee Dealers through- out the country who are using our ROYAL machines and they will be glad to give you their experience. We can put No. | No. 96 Royal you in the Cof- | ROVAL Electric fee business | Coffee Coffee Mill right. Wecan | Roaster The Mill that furnish several Operated by Cuts the Coffee different sizes | Electricity and styles of machines and are in position to give you full advice in buy- ing green cof- fee, roasting and blending it to suit the trade in amy part of the co sive advertising for you to use in con a it now while it is fresh in your min The A. J. Deer Co. A Royal System in Your Coffee Department eer, Ww > untry. We can also tink UtbOrit hole story > ad ad We also manufacture Electric Meat Choppers and Meat § any other rT he ‘tion with yvour We have several experts along the above lines, connected with us, wie de- vote their time to these features and their services are at the command, gratis of all users of ROYAL systems. Write us for full information and our larest catalogue which tells the w t costs you nothing vestigate i MICHIGAN TRADESMAN January 4, 1911 JUST PLAIN BUSINESS. Why Merchants are Satisfied With Local Option. Written for the Tradesman. “IT notice,” said the man who had stock in the brewery, “that several people are getting a good living pick- ing up empty whiskey bottles and sel- ling them to dealers.” “Who told you that?” said the grocer. | “Why, I saw it in a newspaper.”! “How much do they get pint and half pint bottles?” merchant. for those asked the “Two cents, I think,” was the reply. ‘\ good living, eh?” grinned the other. “Fifty for .a dollar, and a hundred fer two dollars! I saw that article, also, and observed the state- ment in it that half a dozen men were making from fifty to one hundred dollars a week in this town picking up bottles. Now, how many would they have to pick up to get that sum?” “Bottles are pretty thick,” respond- the had stock the brewery. “lf halt a men made one hundred dollars a week each picking up bottles,” the “they would have to collect thirty thousand whiskey 1 bottles ed man who in dozen said grocer, bottles a week. Now, that looks reasonable, doesn't it?” “There's a good many bottles thrown out,’ insisted the man who had stock in the brewery. “But thirty thousand!” laughed the grocer, “Why, thirty thousand whis- key bottles would pave a block of street from curb to curb. Do you think there are that many picked up? No, this is just another one of the cheap lies printed in the newspapers which have been bought up by the whiskey and beer trust. It is so cheap that it injures the cause it is supposed to help. The whiskey men ought to hire a new press agent.” “IT guess you don’t know how much whiskey and beer is drank in local option counties,” said the man who was mourning because he wasn't get- any dividends from _ his _ local brewery stock. “Why, there’s just as much sold as there is in wet counties.” “That is another cheap falsehood,” said the grocer, who was a bigger than the brewer man. “If it were true, the big breweries in Chi- cago, Detroit and St. Louis, to say nothing of Milwaukee, would be quietly putting money into anti-sa- loon funds in order to shut out local ting man breweries and their competition. This whiskey argument is all too cheap.” “I hope you're not getting to be a prohibition crank?” said the brewer man, “I should replied the vay up to my house you'll find something good in the cellar for special occasions, though I don’t serve it to the little ones. No, sir! I’m anything but a prohibitionist! This local option matter with me is just plain business. I'm trying to fight the money away from the saloons, just as I’m trying to get the people of this c ty to bring their money to me instead of taking not,” come say STocer. you | five it to my competitors. Understand?” “But you are not in the same line of business as the saloon man. There can be no competition between you.” “Oh, you think there can’t be any competition between a man who sells provisions and a man who sells whis- key and beer? Let me show you. This town had forty saloons before the county went dry. These saloons must have taken in one hundred and twenty-five dellars a week, on an av- erage, each one, | mean. That means thousand dollars a week. This money was spent by working men, principally. The rich ones who drink whiskey and beer don’t drink drugged over the bar. They get the pure goods and drink at home. More than half of this money was taken right out of the provision business. My share of it would be over $100 a week. This is just business with me.” “I think you're figuring said the brewery man. slops wrong,” It was Saturday forenoon, and the grocer walked down to the heap of goods lying on the floor, ready for delivery. “Look here,” said. his jot goes to a man down on Blank street. The amount of the bill is four dollars. In the days before local option he swept out saloons and_ spent his change for cheap whiskey. His wife earned what little they had to eat— doing washings for the neighbors. She did mine. Now her husband has a good job and they spend about five dollars a week here. “And lives he here is another case. He down on Shutter street. He was a drunkard and his wife earned what she could and the county did the rest. Now he spends six dollars a week here. There are dozens of cases just like these two. I am below the limit when I say that local option is worth a hundred dollars a week in trade to me, and probably to each of my competitors.” ‘But the saloon men spent money here, didn’t they? Money you don’t get now?” “IT have not heard of any saloon man going hungry,’ was the reply. “T guess the saloon men and the bar keepers are all eating regularly. The difference with them they can’t get their living as easily now as they used to when they were doing busi- ness with drunken men. And they are not sending three or four thous- and dollars out of town every week for beer and whiskey.” “You're a crank, all right!” “Am I? Then every business man who is plugging for trade is a crank. I don’t want the earth, but I want to sell all the provisions I can, and there are hundreds of families in this town who are buying liberally now who would not be buying if the county should go wet again. I’m going to keep the trade of those families if I can.” “So you're not willing to give any- one else a chance?” growled the man who was missing his brewery divi- dends. “Not to get my trade away from me,” laughed the grocer. “It looks to me as if you wanted state wide: prohibition,” snarled the other. “Oh, I don’t care how much stuff is the people of other towns drink,” was the reply. I wouldn’t vote for state wide prohibition. I don’t like the class of men who get into the saloon business, and I don’t like the way the saloons are run, but I don’t want to see the state go prohibition. 1 want to see officers elected who will enforce the laws against saloons, and see the number of saloons limited to about for every two thousand Then the men who get liquor liscenses can make money, and won't have to stand in with fakirs and sell goods made in the basement.” one population. “You don’t want any one else to make a living,’ complained the brew- ery man. “I want every man to be an aid to the community,” was the reply. “I want the saloons we have, if we ever have any more here, to be just as decent places of business the groceries and meat markets. I want the pure food and drug laws enforced in the saloons, and the laws against drunkness eniorced there, also. as “It is the whiskey men who are making these counties local option. If the grocers should sell rotten goods, and cheat their customers in every possible way, and make their stores resorts for bums and lewd women they would be driven out of business, and it wouldn’t be because the people believed it wrong to eat food either. Some other system of furnishing provisions would be in force until grocers got sense enough to obey the laws of their state as well as the laws of decency. “If the grocers created a slum dis- trict where they were thickest the people of the city wouldn't tolerate them. If every grocery had a gang ot stiffs hanging about its decor, there would be a revolt against the business. It is the saloon the people are knocking out, and not spirituous, malt, brewed, fermented and vinous liquors. it is a cmch that half the people who will vote local option this spring will take a chance. It isn’t the liquor they hate, but the dirty, indecent, robber sa- loon.” “Every trade has its own features,” replied the brewer. “That is very true,’ was the reply, “but there must be uo indecent feat- ures. The breweries and wholesale whisky men got so they would put any low-browed loafer into business, and so the saloons grew to be just what they were when they were knocked out of so many counties in Michigan. The good men went with the bad. There were half a dozen saloons in this town which were all right. If there had been no worse ones local option would not have carried here. “The whisky crowd got so they tried to control the city elections, an half the public officers became plug- gers for the saloons. I don’t under- stand -how it can be so, but it is a fact that nearly all the criminal of- ficials are in favor of the wet gang. If the police had arrested drunks as closely under the old laws as they do now there would have been a hun- dred arrests every day. But now they rake the streets to find a man whose breath smells of beer, and cheap hunt all night to find a man giving And all the time there are clubs with regu- a friend a nip out of a bottle. lar bar keepers running in this town, and they know it. “This shows that we must get a different class of men in Office, as of in But I’m talking only what you'll hear on the streets every day, so you'll not care to hear any more of it. Just set me down as on the dry side for purely business reasons.” Alfred B. Tozer. ee Leaving By the Back Door. “Uncle Sam is kept so busy wel- coming new citizens at his front door that he seems to be overlook- ing the wholesale departure of na- tive sons over the back yard fence,’ said Herman H. Boardman, of St. Louis, who is at the New Willard. “The Philippines during the past ten years have lured away at least ten thousand Americans, and fully a third of them have settled down in the archipelago and will end their days there. Probably five times as many have moved over the border into Mexico, for in the City of Mex- ico alone there is a permanent colo- ny of six thousand Americans. Thou- sands have settled in other Latin- American states. Finally, emigration from the United States to the north- western provinces of Canada is in- creasing every year. “No ‘doubt it will astonish most- Americans to learn that almost one hundred thousand of their country- men crossed the Canadin border in 1909,” continued Mr. Boardman, “not to look at the scenery but to make new homes under the Union Jack. These pilgrims carried their all with them and bought land. According to the Canadian immigration returns, they were citizens of the most de- sirable type, for every one had ambr- tion in him and a thirst for hard work, and each had in _ his inside pocket an average bank roll of $1,000. That is to say, these emigrants with- drew in one year ninety million dol- lars from the wealth of the United States and invested it in Canadian farms. So far, Americans’ have bought nearly two and three-quarters million acres of land across the bor- der and have added more than one- half million acres to the annual acreage of the Canadian wheat crop. “And the end is not yet, for each succeeding month sees an increase in the emigration. Some of the states along the northern border—particu- larly Washington and the Dakotas— are already feeling the loss of farm- ers. The whole of the Canadian Northwest is becoming an American colony. Unluckily, their wealth ‘but- ters no parsnips’ for Uncle Sam. His tariff wall keeps out the products of their farms, and they gradually break their old ties. Many of them, | might say the great majority, indeed, take part in Canadian politics. It is not inconceivable that before many years an American born Canadian will be bossing the Parliament at Ot- tawa. And what then?”—Washing- ton Herald. well as a different class men the saloon business. January 4, 1911 MICHIGAN TRADESMAN DO SOMETHING DIFFERENT. Originality Is Within Reach of All Who Will Work For It. Written for the Tradesman. “Originality is not plentiful. Per- haps the most original man in thes: times is the one who can adapt th: ideas of some his situation in a new way. This quo tation was taken from a recent issue of the Michigan Tradesman. Every reader of the Tradesmau ought to take this little bunch of words and make good use of them. Every merchant can be original if he will take an interest in Veing so, that is to say, he can find thoughts that will fit his case in everything he does and not use the same thoughts of other men. Let us try to do something differ- one else to own ent and something better than we have done heretofore; do it in the new way, by and through new thoughts which are being born by our own actions. Every time we act we are creat- ing new forces. Take any man’s thoughts and begin to use them and you will find your experience differ- ent from his. We mean that no two men can possibly do the same thing in the same way, but both may suc- ceed. When you have seen or heard of successful men and think that you would be pleased to be able to suc- ceed in the same way, try to accom- plish the same deed, but do not be disappointed if your work is not just like that which you have seen ac complished by the other party. Jf your work were just like that of your teacher you would be an imitator—a sort of a mocking-bird instead of an original individual. Our natural characteristics unique, uncopied and unmatched by any other human being, but that does rot prevent others from getting an idea—which is our words or actions. We live and move and have our being by and through the power of suggestion. I may sug- gest something to you that awaken thoughts in your mind that will do you a world of good. But | can not furnish you all of the thoughts necessary. You will have to originate—attract them yourself. The brain is a piece of very fine mechanism. If we think we can not be original and allow our brain to be fed with no other thoughts than those that we merely pick up here and there we are not trying very hard to be governed by new thoughts. The thought world lives by inter- changeable principles which divide themselves into characters, types, qualities, habits, tempers, greatiness, fulness and unlimited power if we know how to manage it. There is no reason why acroamatism should not be acquired by every mind. This wil! never be accomplished, however, by one who is afraid of work. The orig- inal individual is the fellow who nev- er sleeps—as it were—his mind is active all the time and his work is done promptly. He never puts things off until to-morrow. The mind that has developed its acroatic activities is one that can are valuable—from will foresee many things and can do many things that can not be done by those who do not like to work. There is a reason for everything and there is no reason why every merchant should not be successful and original Too many of us are half-learned and illiterate. uninformed and uncul- tivated—too many of us are thou sands of years behind the age Our brains are uninvestigated, un- explored: caught tripping along through life without any pro tection. The how to we are thinker has how to own spontaneous thoughts. When he original learned listen, listen to his wants to know anything he goes of by himself and has a “Father within.” talk with his Our unconsciousness, our ignor ance and inexperience of what we really and truly are—is the blindness ickag \ CK € around by Adam’s that is leading us through life many of us are in a sealed pa and are carried Express Company. If just one-half of the people would be as original as the fashion builders there would not he so many fashion plates. There is little hope of over-esti- mating the amount. of thought one is capable of receiving. It all depends upon the amount of mental energy one uses. We can not receive original thought thinking and acting—we ll this—then why do we refuse to think and work? original without know Too many are depending upon the few. to do our thinking. iports and } improve accor tail business Mr. St m+ sit th tf fact that the | tailers asks the ing and fences a i house, We are paying others | The original mind is always on the | lookout for setbacks; it knows what it is “up against.” have had a mighty hard time getting expression through the mind of Many good men have been killed account of original thoughts. Original t “ thoughts | a man is willing to give up his life—| if need be—for ' mind is look at an overworked what Edison original idea his] Take a good} has done. He} is not dead, but he has come through more than most of us would feei like | undertaking. If yeu are willing to work hard and, if need be, gi up soul and body for a succ and business you wil! be an merchant with ments. 1} eT ett il Tivit successf Edward ———__.-—. How Do You Keep Your Books? At a recent meeting of land (Oregon) Men, L. B. Smith, Secretary organization, gave an interesting and practical talk on the subject of “The Retail Merchant’s Books as from the Credit Man’s Desk.” Smith called attention te that much of the +1 Vn ee the Port- Credit Association of aie oe = energy of the As of the} Viewed | Mr. | fact | sociation had been exerted, and just- | ly, too, in blotting out and punish ing fraud, but he also tion to the fact that by far the great- est percentage of failures are due to incompetency, and the records show that while the subject of the retail- ers’ books has been mentioned occa- sionally, nothing had ever been sys tematically and thoroughly tried to ~alied atten called atten ' way, but afl - + how can tailers cited est man petency Third, tl no commit - ii | goes to the e t alee DOOKS the hones renders laregly tems ané ts would aé tt il tne LOT ¢é mercnant t Dusy tr S pares a negiects a rom the adeouat ¥ de k wernknedce Thats what the grocer s pieased to learm adeout any item in his stock. All deaiers White House Coffee Find that IT sells FAST aoe ‘Les * Distributed at Wholesale Dy JUDSON GROCER CO. Grand Rapids. Mich. sso ae AREA + MICHIGAN TRADESMAN January 4, 1911 = — — = — — — tn COMMERCIAL TRAVE ¢ wy —_ = ~ — — god - = = LE \ TAN ee VU TNPVAY A Content To Smoke. He traveled in a Pullman car And sat in front and smoked all day; He burned up many a good cigar, Though a lady fair went all the way. e had a captivating smile, And she was traveling alone; Jey seat was just across the aisle From where his overcoat was thrown. He neither looked at her nor spoke, Put took a novel from his grip And sat in front, content to smoke; His wife was with him on the trip. —Judge. ++. Hotel Bar-rooms. The Little Red Button much in evidence about the Indiana Legislature the coming session. The Little Red Button is the badge of the Adult Bible class of the National Sun- day per cent. of the Indiana traveling men belong. Another religious School Association, to which 90 organiza- and these two have a membership in more than 16,000 “men of the road The traveling men take eons, will not will not fight for or against the pro- | meal . posed amendments. It is not likely fen rounders the hotel is his home and he does not wish to be annoyed by a lot of drunk- around the who hang |lobby or prowl through the halls. The |traveling man who is a rounder and a bummer is not on the road any |more. These are some of the reasons the traveling men will ask that a clause he inserted in whatever liquor | . . law is enacted separating the hotel iand the saloon business. Indiana Traveling Men Will Oppose | That a hotel may be operated suc- ‘cessfully without a saloon attached is will be} | first | lana that have no bars. iation. Charley proved by Al Busick, of the Commer- cial Hotel, at Tipton. He has all the business he can possibly do, sets a and has clean, com- fortable beds, and he would not sell a drop of liquor under any consider- Micheals, of the Tee- class meal : : : : ““* |garden House, at Laporte, is another tion of the traveling men is the Gid- ee an viel cogunceauaieanienia Plymouth c Indiana _ of | Ancenc of the New another. successful hotels in Ross Hotel There are Tndi- Every trav- : : & }eling man will concede that the little part in the local option contest. They | ijhas all the business it that they will use their influence for | any liquor legislation except that they will ask that no saloons be per- mitted in connection with the hotels where they stop. posals on the which liquor the traveling men will before the Legislature. They feel thai there should be no connection be- There are two pro- | question on! sets the best Indiana, barring none, and and there is no possible chance’to get a frame botel at Berne can do idrink of intoxicating liquor there. come | The traveling men know that a sa- Ieon is needed to not make a suc- |cessful hotel, no matter what the |hotel men say about it. The trav- leling men are not trying to keep tween the hotel lobby and the bar- | business is no part of the hotel busi- ness and that there is just as much reason for having a saloon attached to a department store or a_hard- ware store, or any other kind of a commercial business, as there is for having one connected with a hotel. Every traveling man knows not 5 per cent. of the receipts of the bar in a hotel come from the travel- ing men, and a very small part of it from the guests of the house. In In- dianapolis the large hotels get bar- room money from the hotel guests that | the landlords whose hotels they sup- port out of the whisky business, but ae : ithey are demanding that the whisky room, and they insist that the whisky ae bh | business e conducted separately from the hotels. In this they have the backing of every firm, not in the li- quor business or any of its side lines, that has men on the road. The traveling men, too, will ask ithat the State Board of Health re- ceive more money in order that the |Board may make a better and more ‘thorough inspection of the kitchens and sanitary conditions of the hotels jin Indiana. Furthermore, the travel- |ing men will demand better protec- ‘tion for life and limb in the hotels of because the majority of those guests | are politicians and officeseekers who jelevators be made safer and that 2 come here for a day or two. But the | traveling men at the Claypool, the Grand, the Denison, or the English, contribute a very small part of the bar returns. pends on local trade. The hotel bar-room de- | the State. They will demand that the better system of fire escapes. be jadopted, and the Committee, repre- senting 18,000 traveling men, that is meeting here to-day is going over bills that are to be introduced along |the lines outlined in this article. The office and lobby of the hotel | are used as a pathway to the bar by | the impeccable citizen who has not the courage to be seen going into a saloon, and the hotel bar is the mos? notorious of Sunday +1 I>tors. There is not a hotel in Indiana that could live a week if the commer- |cial trade were taken away from it, jand not 5 per cent. of the commer- /cial men patronize a hotel bar-room, The | or any other kind of a bar-room for position of the traveling man is that |that matter. A saloon in a hotel, in while he is away from his own home |the opinion of most traveling men, is a nuisance that they are anxious to have abolished. If the Hotel Keepers’ Association put back the kind of bar- rooms that were operated in many places before the county option law was passed, such hotels will lose the traveling men’s trade if some one will start a barless hotel in the same lo- cality. All the traveling men are asking is a decent home when they are on the road, and they feel that they can not have that kind of a home if there is a bar-room attached to the _ place where they have to eat and sleep. They are asking that the health au- thorities protect them from inferior canned goods and rusty bacon fried in cottonseed oil, and that the State see to it that they have a chance for their lives in case of fire. W. H. Blodgett. ——_> > ____ Selling Talk. T have observed that many sales- men after presenting the _ severa! claims regarding the quality, utility and economy of their line seem lost if a sale is not completed and drift into small talk—getting away from the subject apparently in trying to avoid repetition of what they have said before. This is a mistake, for so long as you can sustain the prospective cus- tomer’s interest, even although you can not close the sale, go over the ground. Keep talking the economy, the utility and the quality of the prod- uct. Clothe yopr talk in different words—approach your claims from different angles, but stick to the sell- ing talk. continue to Do not drift to small talk or get away from the truth. Keep hammer- ing at what you know are the logi- cal reasons for the customer to war- 1ant his buying your line. Repetition is as good here as any- where else. It is ing—it is good in ry good in advertis- education. When you want to make an impression that is permanent it is necessary to repeat in different ways the same thought. Now, this does not mean being a It is as bad to talk too long it is to stop prematurely. Some salesmen act as though the introduction and the regular sales talk, if successfully concluded, dem- onstrate their ability and blame the customer if he still hesitates. The mere fact that an interview is obtained and the sales claims made means nothing if a sale is not con- cluded or the opportunity for a fu- ture sale assured. The right kind of selling talk should accumulate force as you go along, repeating the differ- ent points and re-affirming or elabor- ating upon, with different forms and illustrations, the claims that you know are in favor of what you are endeavoring to sell. Avoid small talk—if you are sell- ing goods—it is live selling talk that will close the sale over the counter or on the road. If you are short of selling talk— get busy—every good article ina line has an unlimited selling talk behind it and you can weave in enough per- pest. as sonal appeal to satisfy the type of occasional customer who likes to taik about “outside topics.” Study and know each article from its history to its actual use. Most salesmen are weak when it comes t» their sales talk after the first “rally” — you should have every claim and ob- jection clearly in your mind in fou: or five combinations of words. Geo. H. Eberhard. ——_..>->-a The Traveling Man. The hotel ‘bus from the midnight train 3rought only one passenger through the ain; "Twas a traveling man, tired, weary and sad, He had toiled all day and biz was bad. Not a single order was on his book, The disgust he felt was in his look; With a careless hand he scribbled his : name On a page of the book unknown to fame. The drowsy clerk the signature scanned, Then a letter placed in the drummer’s hand; { See how -.e starts, while a smile of de- light Plays over his face at the welcome sight. Thus clouds of despair that ever appear To a traveling man sometimes in the year Are often dispelled by such simple means As a friendly letter, how queer it seems. So my dear little little chum, If you know where I’ll be when Sunday comes, to me there permit, Draw at sight and I will remit. My thanks. sweetheart, my own if your time will —Troy Chief. We need of both head and heart in our business. There is little danger of getting too much of the combination. The trouble comes in not enough or with an unequal mix- ture. more ——__+ ++ The more times you ask people to buy from you the more likely they will be to buy. The secret of suc- cessful advertising is repetition. ——_>---2--—___— A bargain which is a bargain for only one party of the transaction, while involving loss for the other, is a poor bargain. 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 meais 50c. Like the Little Red School House in _ the poem Hotel Livingston Grand Rapids, Mich. is ‘‘half way up the hill.’’ No more convenient loca- tion. Just high enough to catch the freshest, purest air. 4 sll ls ; . ¥ January 4, 1911 MICHIGAN TRADESMAN TRAVELED PERILOUS TRAILS. |and revolver from saddle Oldest of Indiana Salesmen Recalls Early Days on the Road. What it meant to be a traveling salesman in Indiana fifty more ago, when there were no means of rapid communication, and sample cases were four-horse stock wagons that were on the road forty- five days at a time, fair weather and | foul, is told by W. J. Woods, age 81, | who has been transferred from the city hospital to the county infirmary destitute in pocket, but with a mind brimming with stores of the “drum- mer’s,” says the Indianapolis News. Woods is one of the most philoso- phical old men who ever went under Grateful for treat- ment at the city hospital, he is thank- ful' also for the shelter now offered. For if his memory is not at fault he had worse times and more strenuous living in the years before the Civil War, when he was a notion jobber’s salesman on a four-hundred-mile wagon run out of Indianapolis to set- tlements on both sides of the Wa- bash and in Illinois. In 1856 Mr. Woods, then 26 years old, entered the employ of the J. H the county’s care. Crossland wholesale house. He was one of four wagon salesmen were drivers, hostlers and book-keepers as well, except in very inclement weather, when a driver was provided. The equipment—the sample case—-weighed 2,220 pounds, and the stock of goods, and the like, total up to 6,500 pounds, which the team had to draz through roads often hub over in mud. notions, dry brought the deep afi Woods’ stock generally at $3,000 to $4,000. Was Cash payments on delivery were rare, and credit was merchants in the thirty, extended to the settlements for and sixty, ninety even 130 days. So on each trip the “peddlers” made collections for soods previously delivered, and con sequently returned to Indianapolis with wallets containing from $3,000 to $5,000. In 1856, shortly after Woods went cn the road, the weather was ex- bad. It was early in the spring. Thaws had made the roads impassable, and were fe- ported stalled all along the old Na- tional road. On account of the long of credit the jobbing houses tremely freighters periods sometimes were deeply embarrassed in their efforts to make payments in the East. The firm Mr. Woods work- ed for found itself in a tight place. Bills were and financially. overdue, although about $20,000 was outstand- | ing on the wagon routes, the w eather had been so unfavorable that collec- tions could not be made. came a matter of necessity. 1 Woods was the first to go out, ne] having the most at stake. He rode horseback out the National road, then over the pike to Danville. He found it impossible to go on, even in the saddle, as the roadbed would | not bear the combined weight of rider and horse. At Danville, Woods put on a pair of legging boots, transferred papers years oF | when | salesmen. The | valued | sut it be-| bags to pack and started out on foot. 1 | Through all that rough, blustery | weather and over four hundred miles lof territory he tramped, collecting |money. He made from ten to fifteen lor twenty miles a day, according to \the conditions of | day he had to climb forty leven the foot trails being impassable, | which made walking on unbroken | ground necessary. | Among the places he went through were Ladoga, Crawfordsville, Rock ville, several points in Illinois, then | back on the | Wabash, Peru and Logansport, and finally, by to In- | dianapolis. It was lonesome traveling, but at a circuitous route, the paths. In one} fences, | Wabash to Lafayette, | i ao : ; ee ‘basin but he said Mr. Woods had|noe near Battle Ground. The current | better go on to Burl: Ww 3 } _ was ten miles distant. It was|™*¥ YaFe wrist Lhe weg | night, and the road extended large part of the distance, thr swamp, being ed nearly its Woods whist was off in cash bag, con 2 |close by his side, and his revolver | |was handy About three mile i dimly discerned lroad behind the wagon. Woods perk ed up the team. A rod or so farther |another black form slipped in lof the horses. Then Woods knew he a - | was in for it The man n fr rises | stepped near F. M. Ackerman, Secretary Michigan Knights of the Grip 2 Prairie, in the earliest part of the draggled and well ribbed yeliow dog and ate crackers crumbs formed the venant, and ithenceforth that yellow dog went as | mascot to the } | | | Woods did not have a | } | traveling salesman prosaic ¢x- listence in those days. The State po- lice system was not perfect a poe Ye | dlers’ wagons, but especially | ley bags, offered | bandits 1 choice pre At sundown, late in the fall 1857, lknown as Ewing’s store, now la forgotten point in | Cross-State traveling was heavy, and t Woods drew up at the Howard the place was full. The landlord was| W . trip, he chanced to meet a mud-be- | He whistled and the animal came up | and cheese. [he] eee I MICHIGAN TRADESMAN January 4, 1911 Michigan Board of Pharmacy. President—Wm. A. Dohany, Detroit. Secretary—Ed. J. Rodgers, Port Huron. Treasurer—John J. Campbell, oe Other Members—Will E. Collins, Owos- so: John D. Muir, Grand Rapids. Next Meeting—Grand Rapids, Nov. 15, 16 and 17. Michigan Retall Druggists’ Association. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage, Muskegon. Second Vice-President—C. H. Jongejan, Grand Rapids. Secretary—H. R. McDonald, Traverse City. Treasurer—Henry Riechel, Grand Rap- | ids Executive Committee—W. C. Kirch- gessner, Grand Rapids; R. A. Abbott, Muskegon; D. D. Alton, Fremont; S. T. Collins, Hart; Geo. L. Davis, Hamilton. Michigan State Pharmaceutical Assocla- 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 Raplds Drug Club. President—Wm. C. Kirchgessner . Vice-President—O. A. Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. uigley, Chairman; Henry Riechel, Theron Forbes. Photography in Pharmacy. The pharmacist not with secrets of photography will be especially ! ple method of acquainted with the = sim- contact photography. This branch of photog- fascinat: shadow or raphy car be applicd in many usefui ways, by teacher, student and practi- tioner: extensive experience and knowledge of photography are not required for its practical execution. Close observation of directions or a instruction transform the intelli- single hour of rational will suffice to gent laymen to a successful photog- rapher. Expensive apparatus, a cam- era and a dark-room are not needed, | the time usually consumed with prep- arations of the negative plate, saved: and the absorbing attention, essen tial to a careful photographer, does strict } to this branch cf photography. not apply in the same sens? The teacher of natural history will be aided during demonstrations by outline, structure and image of plants, flow- yhotographs showing the 1 2ray ‘ ers, leaves and fibers of plants; but- terflies, insects, parts of insects, Wings, construction of tissue, etc., in its full thus aided in his studies and comprehen- detail. The student is sion, his herbariums and collection. pertaining to the special branches of his studies, benefited by additional illustrations, attached to the specimens. beautified and The preparation of various labels, signs, posters for decorative purpos- es and advertisements, copies of orig- inal prescriptions and manuscripts, will be of value to the practical phar- macist. Following are the appliances required: Cost of 4x5 Size. Printing frame, suitable size ....$0.25 Glassplate to fit frame (free from Geiecis) 05 Photographic paper (printing out paper, folio, albuma, etc.) .... 20 Combined toning and fixing so- intion, 8 oz bettie 12)... 25 The ob:eet selected for duplication is placed on the glassplate, | photopaper with sensitized side down, | placed on top, and secured tightly | with the frame covet. taken not to dis- 'place the paper or object while print- clean Care should be ing is going on, to avoid double and blurred impression. The frame is ex- posed to full view of strong light, preferably sunlight, and left in posi- tion until necessary density and dark- ness are obtained. The time consum- ed by the printing varies from five to fifty minutes and longer and de- pends on density of the object or and on the strength of the light used to oxidize the silver paper. The print- ‘ing should be a shade or two dark- ler ‘than the the toning bath tinished copy, as reduces its density. |'Upon completion of the printing |process the paper is removed from the frame, washed in two to three ichanges of water to dissolve the free silver on its surface and subjected _to the action of the toning bath. The toning, under normal conditions, re- quires from five to ten minutes. As ;soon as the desired color is obtain- ed the print is again washed in two changes of water and placed in a fix- ing bath to assure permanency, then washed in ten to twelve changes of water to remove all traces of the fix- ing solution. The combined toning and fixing bath is used according to directions found always on origina! bottles. These formulas will serve well for ordinary grades of photo paper: Toning Bath. Solution 1. (rold chloride ......__:. .gm. 1.00 Distitied water ..........c © 15605 Fl. sol. Solutien 11. Potassium acetate ........ gms. 30.09 Distiiied water ......._-. .c. Cc. 60.00 To Tone, Mix. i ee eee eomgon Tt 4.00 Water ee ... 1,000.00 Sodium bicarbonate sufficient quan- tity to render bath slightly alkaline. Bath should tone in five to ten min- utes. In slow action, add gold solution; quick action, add wa- ter. case of Fixing Bath. gms. 60.00 Sodium hyposulphite Mates (oS c.c. 1,000.06 M. fl. sol. To be used eight to ten minutes to assure permanency. Labels are printed from a_ cliche (negative) made on __ transpareit (glassine), or thin paper. India ink is best for the purpose. Manuscripts and prescriptions should be placed in frame with written characters down and secured smoothly. Heavy paper and pale inks will fail to print plain- Iv. Pencil marks are reproduce’ faintly. The whole process, with its simplicity and ease of manipulation will never disappoint whenever used with proper care and in the extent of its limits. — 7+. Drug Sundries. the most noticeable fea- tures of this year has been the idea ot usefulness in all drug sundries. Not only have the productions been more artistically perfect than but there have also them. One of the novelties of unusual in- terest which was recently placed up- on the market is a popular-priced leatherette velvet-lined case contain. ing a set of manicure instruments of good — serviceable Another manicure sold ex- One of CVcE, been more of quality. which has tremely well is made expressly for the use of travelers as it folded into a very small spacc. Always use a good quality of pa- per. Should a package break between your store and the home of one of your best customers it may also break the tie that binds that custom- er to your store. Merchants, Attention Just Opened Alfred Halzman Co. Wholesale Novelties, Post Cards BERT RICKER, Manager A complete line of Christmas, New Year, Birthday, Comics, ete. Our stock is not rusty— itisnew. Fancy Christmas Cards from $3.50 per M.up. Write for samples or tellus 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. Citz. Phone 6238 42-44 South Ionia Street Bell Phone 3690 Grand Rapids, Mich, : i 2 | ; ‘ . s A 3 a : TUERieMReinE Se Eine Ser eens January 4, 1911 MICHIGAN TRADESMAN 8 WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ....... 6 Benzoicum, Ger.. “ TAOTGCe oo. ee ees Carbolicum ..... 16@ Ciricnum ....-..-; 45@ Hydrochfor ..... 3@ Witrocum §......- 8@ Owalicum ....... 14@ Phosphorium, dil. @ Salicylicum ..... 44@ Sulphuricum 1%@ Tannicum ....... 15@ Tartaricum ..... 38@ Ammonia Aqua, 18 deg. ... 4@ Aqua, 20 deg. .. 6@ Carbonas ...+... 13@ Chloridum ....... 12@ niline Bek |. eee, 2 00@2 Bren 636.585. oo Wee ok. eee 45 Wee oc esc. 2 6093 ccae Conepae ....:.... 10@ pT ee 6@ Xanthoxylum .. 1 00@1 Baisamum Ceperon ......... 60 OP eck eee 00@2 Terabin, Canad 70@ WORee 626.) ke 40@ Cortex Abies, Canadian Cassiae ......-. Cinchona Flava.. Buonymus atro.. Myrica ‘oe: Prunus Vérgini. Quillaia, gr’d. . Sassafras, po 30.. ASAE ns ce as Extractum Glycyrrhiza, Gla.. 24@ Glycyrrhiza, po.. 28@ Haematox ...... 11 Haematox, _ idaematox, ie Haematox, 8 Ferru Carbonate Precip. Citrate and Quina 2 Citrate Soiublie.. Ferrocyanidum S Solut. Chloride sulphate, com’! .. Sulphate, com’l, by bbl. per cwt. Sulphate, pure Fiora Aces ws... 20@ Anthemis ....... 50 Matricaria ...... 30 Folia Barosma ........ 1 00@1 Cassia Acutifol, Tinnevelly .... 15@ Cassia, Acutifol 25@ Salvia officinalis, ¥%s and %s 18 Uva Ursl ...-..- 8 Gummi Acacia, ist pkd. Acacia, 2nd pkd. Acacia, 8rd pkd. Acacia, sifted sts. @ Acacia, po ....... 45@ Aloe, Barb ...... 22@ Aloe, Cape ...... @ Aloe, Socotri @ Ammoniac ...... 55@ Asafoetida ..... 2 00@2 Benzoinum ...... 50@ Catechu, is ..... @ Catechu, %5 g Catechu, Y%s Camphorae ..... 58@ Buphorbium @ Galbanum ....... @1 Gamboge -po..1 ~~ Gauciacum po 35 Hine ...... po 45c @ Mastic .......... @ Myrrh ..... po 50 @ GOprim .....-.-- 50@5 Syeuac .......--> 45@ Shellac, bleached 60@ Tragacanth ..... 90@1 Herba Absinthium .... 4 50@7 Kupaterium oz pk Lobelia ... oz pk Majorium ..oz pk Mentra Pip. oz pk Mentra Ver oz pk Hee .......: oz pk Tanacetum..V.. Thymus 7..0z pk Magnesia Calcined, Pat. .. 556@ Carbonate, Pat. 18@ Carbonate, K-M. 8@ Carbonate ....... 18@ Oleum Absinthium .... 7 50@8 Amygdalae Dulce. 15@ Amygdalae, Ama 7 Was fri: SO a 1 99@2 Auranti Cortex 2 75@2 Bergamil ........ 6 50@6 hs Ge ee 8h oa ncsceck Suane COGRP cecsecsce Chenopadii daesee 4 50@5 Cinnamoni ..... 1 Tées1 Conium Mae : Citronelia ....... 60 26 00 50 # 75 8 10 26 60 85 10 20 30 20 Copaiba ..... -1 76@1 @| Setiace .......... @ Cubebae ....... 4 80@5 @| Scillae Co. ...... @ Mrigevon ...... -2 2o@a Si Totutan ......... @ Evechthitos .....1 00@11¢| Prunus virg @ Gaultheria ..... 4 80@6 6C | Zingiber ........ @ Geranium ..... OZ Tt Tinctures Gossippil Sem gal 70@ 7:|Aloes ..........-. Tiggcema |... ... 2 50@2 7: | Aloes & Myrrh.. Junipera 40@1 26| Anconitum Nap’sF Lavendula ....... 90@3 6 | Anconitum Nap’sR Tipione ...2...... 3 Gl Ri APMIeeA ...------. Mentha Piper .. 2 20@2 40| Asafoetida ...... Mentha Verid ...3 40@3 50! Atrope Belladonna Morrhuae, gal. ..2 00@2 75| Auranti Cortex.. Meviicla «=... ., 3 06@3 56| Barosma ........ OMG . 2.1 ye... 1 06@3 @i Benzoin -....-.-.- Picis Liquida .... 16@ 12] Benzoin Co. ..... Picis Liquida gal. @ 4|Cantharides ..... Hiciia | ........., 94@1 0 ae otereee ‘ardamon ...... Rosaé 0%. .«..:. 8 00@8 50 Gada C. ... Rosmarini @1 %/ Cassia ° Pile 8 ..........:---.-- 1 90 Fair . Fair es BUTTER COLOR Fancy : oe Len bucbeacee 18% H b Dandelion, 25¢ size ....2 Ne 10 3... ¢ ee oo. Fieve .....---.--+--+-> NDLES RBON OILS _~—_s| Peaberry ..eeeeeeeeeeee Hides and Pelts ......- 10 eee ce 10 CA nom © c hoists : J Paragine, 125 ......--- 101 perfection aes aad cae ee re. oe Jell Gi Wicking .... -:.---+:- “11>. gre agg a gna hecce ed ee S 3000S Gas Machine .... : ant Deodor’'d Nap’a Choice ee ec oe 16% ee 6] 3m Standards 1% | Cylinder ....... MaAMGY 6. eg ee 1 er Gallon _. 3 SOS 50] eingine ........- 16 Guatemaia M . seg Black, winter Sos 15 acnder " Biotchnes ......-------- : > th Cee ee 150@1 = CEREALS as Java _ Me: cts .----+-: Sta s gallons @5 09 Breakfast Fouds ricam 2.2. 610.6... Mince Meat oe 6 a bane ere Food Pettijohns 1 90 ge African .......- 17 Binlacees ......-----:-- : Pee 0 85@i 3: eam of Wheat 36 2t 4 - - = eee ee oe = Mitstand -.....---.----- ®| ee 85@ 9 BMG ee ce oo foes 70a) if | Post Toasties T No. 2 Mocha " wae Th@1 2! 24 pkgs. .......+-- Arabian 2.02): 21 Naess ee. 11 . : Post Toasties T No. 3 k Biueberries Packag : ‘d 1 20 36 pkgs. New ro — ° aoe ~ @ 50] Apetiao Biscuit. 24 pk : a0 ae 20 25 Olipes _.........------ BItSREEOM -.----.>-+--- cs... 1 gan alee aoe Sys Clams _| Grape Nuts. 2 doz. 2 McLaughlin’s XXXX af Little Neck. 1f. 1 00@1 25] Malta Vita. %6 1). ....2 hs Mere a ee wold Mines .........-.+--..- 6 Little Neck. 2%b. @1 5¢|Mapl-Flake, 24 1th. ..2 79) to retailers only. Mail all etme aerhee rte rere : Clam Bouillon Pillsbury’s Vitos, 3 dz 4 25|Craers direct to Ww. F. or caee Queue 6| Burnham’s '% pt. ...-- 225 oe Health Food =e & Co., Chica- peaeth ..4..-- 365 - es. 31 ‘ - cece So) ee a Provisions ....-..-.----- 6 Aelhoee-ceenind oe ae : Zs saxon g ee Food, | Se R Cherries ae Shrea eWheat’ Biscuit, alee, a Gre boxes in ce 7) Red Standards @i 40 Cae Hummels foil, % gro. 85 NY Pe eee ‘ Pree oe ‘ ro oaste 3 ou, . Salad Dressing .. White @i 4 Kellogg Toasted ansacont a oe ti a BECTON -------+- oe 0 Corn Flakes, 36 pkgs in cs. 2 80 1 8 , 16 . Sal Soda .............- 7) pai 90@1 00] Vigur, 36 pkes. CRACKERS ‘ Pe 7 aod ee 1 Oval 101 Voigt Cream Flakes .. National Biscuit Company Salt Fish .........---. fi faney ..------. 1 45| Zest, 20 Sib. .......... 410 Brand Mee ec. 7 : ¢ 2 French Peas Rolled Oats N. ae — 6% bx 6 epee Blacking ......-- 8 Monbadon (Natural) > ax | Rolled Avena. bbls. . aaa Rd. bbl 6% bx 6 suai Co. 8 per doz. ......--.--6 45 Steel Cut, 100 th. sks. ea ie | berries Monarch, bm ee “E | @, Bowes 2... 6 — ee : a 6 09| Monarch, 90 ib. sacks i 80 sae ee eerie oman ; ee 8 Hominy _| Quaker, 18 Regular - Saratoga Flakes .... 13 Eee eee 8 Stantiard ....0.° 3. 85 Quaker, 20 Family Zephyrette ........--- 13 / : pele syne Ovster T Saeeatie was. N. B. C. Rd. bbl 6% bx 6 ee : _ > ce eae 4 za 24 tb. packages oom, 6% boxes .. 6 — (cache cs eee sae Picnic “‘Talls ee 9 75 CATSUP So og ee eters: Mackerel Columbia, 25 pts Avimals (60. Vv Mustard, 1. .-...--.- 1 80} Snider's pints : Rtastics oe 12 ROE... eee eas, S| Mustard, 2ib. ...-.....- Zz 80/ Snider's % pints Atlantic, Assorted ... 12 Soused, 1}@Tb. ....-.--- 1 80 CHEESE __ | Arrowroot Biscuit ... 16 w Soused, 21. ........- hee 8. 15%] Avena Fruit Cake ... 12 Wicking ...........--.. §| Tomato, 1tb. .........- 1 50 | Bloomingdale a See 11 Woodenware ......... 9} Tomeco 2TH. ...... i<-8 SOi Raa |... 15 Bumble Bee 62 10 h ¢ -_ ee ss e0 $s Warner ..06. |. ite FARES ca So ee oes snes @ er . Hotels vo @ 17 Perrende Sane oa 17 Cartwheels Assorted .. 9 ns, % S ieee 17 [Chocolate Drops ...... 16 Y Buttons, %S .... | i Menst Cake .........-. 19 Buttons, Is ...... @ 73 Leiden .......... 15 'Choc. Honey Fingers 16 4 Limburecer .....- @16 eae ose sceeel 60 Sap Sago ...... 5 20 Swiss, "vacation 13 CHEWING GUM American Flag Spruce 55 Beeman’s Pepsin ..... 55 Adams’ Pepsin ....... 55 Best Pepsin .......... 4 Best Pepsin, 5 boxes 2 00 BiIBGE JHCK -........06 Be Largest Gum Made .. 55 Ren Ben ....-2..2-65- Sen Sen Breath Per’f 1 00 Dd Circle Honey Cookies 12 Currant Fruit Biscuits 12 CYRCEROIS. . oiccec0 kee 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 ......... 10 Coffee Cake, iced ..... 11 Crumpets ...... Socese am Dinner Biscuit ....... 25 Dixie Sugar Cookie ... 9 Family Cookie ........ 9 Fig Cake Assorted ....12 Fig Newtons ..... sees be Florabel Cake ........ 12% Fluted Cocoanut Bar 10 Forsted Creams ...... 8 Frosted Ginger Cookie 8 1 0 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. Square ........4..... 8 Hippodrome Bar .... 13 Honey Cake, N. B. C, 12 Honey Fingers As. Ice 12 Honey Jumbies, Iced i2 Honey Flake ........ 12% diousehold Cookies .... 8 di0usehvuid Cookies Iced y imperial ..... seeeseces OF dersey iamenh ........ 9 Jubilee Mixed ...... 10 Kream Kiips ........ 28 PAGS oo ses ke : iuCInOn Gems ........ Lemon Biscuit Square 3 demon Water ........ PUCMONA 26 sk, J Mary Ann ....... 9 Marshmaliow Wainuts 17 diolasses Cakes ...... Molasses Cakes, Iced y Moiasses Fruit Cookies SCOR oes a ce Mottled Square ...... l Oatmeal Crackers .... Orange Gems ........ Fenny Assorted ...... Peanut Gems ........ Pretzels, Hand Md. .. Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ...... Raisin Gems ......... 11 Revere, Assorted .... 14 - CeCeoocnodr Rittenhouse Fruit SeISCINE 200 og. 10 Mupe ... 2... k sc . taces oo Scalloped Gems ........ 10 Scotch Cookies ...... 10 Spiced Currant Cake . <= Busar Pingers ....... Nuitana Fruit Biscuit 18 Spiced Ginger Cake .. 9 Spiced Ginger Cake Icd 10 sugar Cakes ..... 9 Sugar Squares, iarge or SHA cee ee : Sunnyside Jumbles’ oo 40 SURpCEDA. 2.005) 65... 8 Sponge Lady Fingers 25 mupar Crimp .....,.. Vanilla Wafers ...... 17 Waverly ....... In-er Seal Goods per doz. Aibert Biscuit ....... 1 00 Amimals 2. 050).0... 55 1 00 Arrowroot Biscuit . 1 00 Athena Lemon Cake 50 Baronet Biscuit ..... - 100 Bremmer’s Butter Waters ......<:+..5 4 60 Cameo Biscuit ...... 1 60 Cheese Sandwich .... 1 00 Chocolate Wafers .... 1 00 Cocoanut Dainties . 1 00 aust Oyster ........ 1 00 Wie Newton ......... 1 00 Five O’clock Tea .... 1 00 Mrotana 20. oko... 1 00 Ginger Snaps, N. B. C. 1 00 wero Crackers, Red Pel ose ; Lemon Snaps ........ Oatmeal Crackers .. Old Time Sugar Cook, Oval Salt Biscuit .... Oysterettes .......... Pretzelettes, Royel Toast .......:. Saltine Biscuit ...... . Saratoga Flakes ..... : Social Tea Biscuit ... soda Crackers N. B.C Soda Crackers Select fat pa fa bak pk fd hf ek S. S. Butter Crackers 1 50 Uneeda Biscuit ...... 0 Uneeda Jinjer Wayfer 1 00 Uneeda Lunch Biscuit 50 Vanilla Wafers ...... 1 Water Thin Biscuit .. 1 00 Zu Zu Ginger Snaps .. 4 DWACBACK 2 oc ce eee In Special Tin Packages. Per y WCStUINO «2... -5ccaeee Nabisco, 2he .....:... 2 50) Pabiseo, 0c ......-..- 1 00 re ae -. 2 50 Sorbetto covoses 2 OO Nabisco soos b te Festino -- 160 Bent’s Water Crackers 1 40 CREAM TARTAR Barrels or drums .... 33 BOXCS 2225. sae ee Square cans ..... a cee € Fancy caddies ....... : & — oe Apples SUNGTION ....c00 Evaporated "10% 11% : Apricots Caltformia 2.5... ., 12@15 Citron Corsican ........ @15 Currante Imp’d 1 th. pkg. @10 Imported bulk oe @ 9% Peel Lemon American .. 13 Orange American .. 13 Raisins Connosiar Cluster ....3 25 Dessert Cluster ...... 00 loose Muscentels 3 er, Loose Muscatels 3 Cr .. Loose Muscatels 4 cr. 6% lL. M. Seeded 1 th. T@8 California a L. M. Seeded, bulk - 1% Sultanas, Bleached .. 12 100-125 55th. boxes. |G s 90-100 25%. boxes..@ 8% 80- 990 25tb. boxes..@ 9 70- 80 25%. boxes..@ 914 60- 70 25%. boxes..@10~ 60- 60 25Tb. boxes. .@ Int, 30- 40 25%. boxes..@i2 %c less in 50%D. cases FARINACEOUS @O0CcDs Beans Dricd fima 2)... 2 6% Med. Hand Picked ...2 35 Brown Holland ......2 85 Farina 25 1 Tb. packages ....1 50 Bulk, per 100 fbs. ..... 3 50 Hominy Pearl, 100 Ib. sack ....1 75 Maccaroni and MNermicelli Domestic, 19 th. box .. 60 Imported, 25 th. box ..2 50 Pearl Barley Chester. 0000 0. sscee 8 OF Empire Peas Green, Wisconsin, bu. Green, Scotch, bu. ....2 80 Pee Ibe 04 Mast India ............ 5 German, sacks ....... German, broken pkg. Tapioca tlake, 10 Olb. sacks... 6 Pearl, 130 tbh. sacks .. 4% Pearl, 24 tb. pkgs. .... 7% FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla Noe. 2 size ....... oaaseae CO mi. 4 size... es 4 00 No. 3 size ....... --.-36 00 NG: 8 SIZe oo). -.-48 00 Coleman Terp. Lemon WO: 2 SIZE oo. oe 9 60 WO. £5176 2... 52s. e 00 NO: 3 RIZe 21 00 ING, & size ......5:..) 36 00 / Jaxon Mexican Vanilla. 1 O% OVEL o.oo. cece 12 Om, OWA 5 22. . 28 20 14 OZ. At ......ccc0c se ae S Oz fat 205.0... -108 00 Jaxon Terp. Lemon. 1 OZ. Oval .23. 57 scceeke 20 Z OZ. OVAL 2.0... cssecele GO * O27) fat ..........: -33 00 3 02. flat ........ coe e Crescent Mfg. Co. Mapleine 2 OZ, per Gbz ........8 0 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat eG oes eee vecee 91 White ........ wae cicleee 88 20 - 480 ieee oe seb 00 ‘Four in barrels, 25c per barrel additional. Lemon & Wheeler Co. 3ig Wonder Ys cloth 4 50 Big Wonder 4s cloth 4 50 Worden Grocer Co.’s Brand (Suaker, paper 2.2.) 4 70 Guaker, cloth ......., 4 60 Wykes & Co. Eclipse ...... cocsccee 4 85 anuary 4 , 1911 MI CH IG A i. Gdas apes MAN 5 : 7 6 White h on W nite & ‘ erie oe Wheele A te Star is cloth > — american ao tL 7 B 7 an E r : : | oo I age, Ys : 5 3 | abbitt POT | Puri ili Lapi e, 4 Co 30 | 8 a, ing ‘Co. He ol 5’ lol 0 as casas Wiz: of Patent arain | Pi Brectes Por od Minnes eee & | ao. — led ONS © 400 ~ oe alow ances 5 pao Sar feees ork nities i Wisard oo Co , 20 | B Sut oceans ‘ tens. us ae ! ao ine ee. 4 80 fo rec ee an 23 00 > mi oe haameeres i ee ae Bu ss cyeie 21 Ss — 40 Ths. _ ' spring, Wea sheat 3 = he ii - 09 No. . es .. 9 Ppegeneae 20 | --6 3 D is 35 6 | No. z 16 50 cas ‘ a Wheat co ory sat Mea 25 09 No. 1 7 00 Ss = i W — revi rs Flour 501 Pu llies it ge 26 00 No 1, L 35 — 7? a He oo ; oe jo om en ‘in a eats 5 00 i 1b 30 a bs = . ae oe bakers © oo is es — a te Whi 5 ool eens % ces 10 a yeni eS. cag whe 40150 Ib. tubs pace a , |'co ia Whitefish 70 \doou Pure ¢ 5 1% Splint. ee ) “ae a as . Br 50 | 20 Ib. ubs Lard 12% 10 =a “<9 » No i 4 shoic Sane Splint, a . ae W ingel & BS cece: bara 10 Ib. = a anass a 3 2F e ¥ illow — om ing d, % eeler’ ee 6: 5 . «cc cle ance " ood 2 Se ae bé : " “lott : idl Winged ets jo| 8 ae | eee (boas ose T= _—“" i Soe a = ae Baas rand : bails a nee fand oo — Sun etait — nN A “i nae @ ss _ -* eae pete uate, Oo 6 0: He s ls .-ad ance sate’, fox la CK “a R dried. a 4 ire Sey : 3 2% 2 din a. Laurel 1 03 | Hams, ae” § |siliers fs ING Begun oe yt othes, mem 2 sisi meres 1 aurel, 4s loth 0. Ss Bre 3. ae 14 th pa 1 5 “rs Pa xs} nall dz 2 aned a wa ne} 24@28 m. *. 25 ates ; siz a cn! a Meigs. seer rand eacan be tb. ave i Fahoome ‘SNU > olish -«t a6 Regular 16 tum igs o + It a ; So. © Vo gt wali eB 6 0 tease 18 tb. SLs See wn Polis 25 Po. uet-t eae ' seas a ie a pri So. 1 vous ihing cloth. +o 90 Ham, 8 Ib. average. 1 Maccaboy, ete sh . oe ved cy 14@ ~ ; b a nia a ; . amie ste N : 4 Voi vs res Co.’s” a 8! ‘alife dri si a ge ge.. 3 R in ers 5 | Ni et tired m+ g3e 2 : x ' 2 a igt’ Fl cer s oa 0} Pi ifo ried 1s “rag e..15 tap jars be -fir yediu 36@. » = : 36 _— + s ‘lou at B 80 icni rni a ge. a ‘ pie oe . ed choles at Bar: e i ' | Voi g's Hygiene beens rand Boiled Boi a pie sation SOAP. Pog q hoice 36 30 oo | .— | No. 2 - » x igt’ 1am en : 0 B ed ‘oil am ets 20 Dusi iear K rs 33 n y 5@3 rre > reer te 3 y d ee a: : erli Hz ed s ' 16 ae A Kirk 2 tin O37 i on ns a 2 3. — 2 " Si oral 5 6U Mi in | am Ha oe 164% | Decale biz Fan éc 45 M j a . A : “a y 3 : eecer yes, ee Ney : —— Tien oF ms - -il% — Be amon wen as une Gun 2 os ype et cisteun cach | U1 1 ; Sleepy Eee ae ia > 00 erg am ceed ( avon in - 8 ¢ 24S th oo — ti ion a 2a eee we a, } Sleepy Eye. ps cloth a” Bologn eee . “Tt oe Iraper oe a 3 30 Pi ame : ear ~~ os, i a ” 3s) wasted ae w 4 leepy Eye, ibs _—- 50 eas * Sausa es 11 ae ee Ts 30 : ames ay Eon . 3 a Su ‘avd ime ou Eye, 3 cloth 6 40 Frankfor oe . 17 maaan = “ns i . ’ te med = uy erates 2 _"s 54 aeanee .wist 2 Ti feckion. “"s 4 30 war | peteeeteeees« Pr lle i 3 68 aaa $4 2 _ - Gam co ) se Or, Se > = Gen oy on F F pape 6 30 To bt 9 i” ae 80 Choi vo 35 pas ° in eee nd _oxs 26 ist ' B 4 x — op Blour r6 H fo ‘* > ive ox or a6 a x 06 Pane 2 ng gs al mpiete - er en sig tt 3 n § 0 F Co. a asa 5 ji ee a yen S 4 y Ht oa comps Le oan “ase ea, eae eee c dche beteeeeeeres 10% | ivory. 6 ae ee | 4 ‘GU &@ yson ‘ , tse, . ; sa Po ie Yn se Tip ection af Flour | of 60 Bonel ese. ee = lal 10 “a ai se Co i pee ‘ : med ened = : . Oo ; . Bad / fe = 12! oz. elena noy, Ge r + : aes “me, 30 Bre vee «owl oS Ee —_ . 3 L ¥ Hoyle Horse a a ie eed ——- 2 hare, T 4 Mm ‘ ga ‘z 2 oe _ aot fan ae 2 oe ; mess Leylor a ee — ” : No. Car Granu 13 Oo % bi 15 ei, ey : 2 06 ; " SY _—_ - *h indi “- 2 “iD a sai mon sprin aos ' ” or s -- 6 s., ¥ yeh , 06 sia id a tt wt ae ‘ : To a as % he Stk 4 Corn seu 3 cs Hog : a Oe wo 2 Lae he 3035 = GO i Pee ay - » 3 int lea ed Oa 23 o | Be 1 g0 Ibs. --_ 80 Mat 2 ine cco Gace 3- ho » 3 Pa ade 5 @ i ; Middl we - 23 ng Beet Pte oT hose. 1 4 aa 5 — G50 © aa Standan a. S uftalo’ C coarse 22 7 auen rounds, - 3 30 ; _ Standard we oe cine me 22 v P, Ca... 5000 4 og a bi Glute: Suen 2 Ou Ss Un on : Ce | me j . + S : we : = Ke is OP Banry Feed aa O —. ease ate a = d Co 4 30 3% eset O Li yk Fe 33 vu unt air B a 6 Sne puntry_ - 35 2 i ~ie > 3 eo peas es & eds 3 00/C ry a 2 aeevina 0 Low "Soap ‘ & = a wa tto xo ed Co ‘orn Ca Is eS ine oi St Bo Pov 4 $i 3 oo Gl 7 Meal. Cc ed nn 0 : Pos Pows 33 ‘ wo Grewal F Sake- a . 35 — beef, “oma 18 Snow ‘Boy. — ‘arn ” is Bang ‘ 2% r aise ‘eed eal eal 33 0 poet t beef, 2 — w 164 Soha. ad 6é mils 5 ao ae & 70 Alfalfa Grait °* 33 0 ee eet, | 1 tb. Ye | Gt id J ed 50 Se ' z ‘- teai arg ; alf ond 7 ( Potted ‘Has 4 _— uae — pust, 24 7 s : - a nd Dairy ‘eves — — Ib. ee a 3 40 } irkolnes 24 as vie } - ; ‘so siOouse — 3 a g 3 Michig . sak coe = ot — aia so 3 | carer ito-se 4 20} mouse wood, 3 : ges. y i ! co ; ee 518 i 2 . in a \ ‘ ss tha Osta 23 Potted Ham _ ed seen iiie oc ti Ms or agg ft Ca n ca ots 00 Pott dt am, Ks ie 50 | oset © ane a i a se woes ‘ 5ies ly rlot rlo i ed ongue i ; . = .rm ine vaag cet 3 > oO , a al 2 ess S Cor ts ... ao F ton e, s ee ooae ae ‘ seeeeeel 3 ” 4 wet, sod ” 3 “ +‘ Lz than a 36} an gu % ° 50 ‘adjoin oT eae 4 28 ‘ hes i C an Palen | taoaa Bid de ca 90 om scat nee 2 16 20 pring es = ‘ bs i toot a HESS . ae Ss . a - a sore seer ‘ ae ee sun ‘ 5, > 7 ‘s-in . n wi ; : lo 2 rpeerieet 57 % aa ppoatedh ' 90 ney Ss Compound 3 70} £ 30 a pes te ee wrope 3 0 carlot: , on LAD | 2 7 i R hg va ine unds 3 10 fe : 5 anced, Mo > z. b AP pth noe wher se D DRE 54@ Me | sub -N Y ol XXX | ds 30 = 0 - adinsth = % : 3 ottl LE ’ 16 iti ese iy RE %G 6% | pRXK vse - r Na > Ww aber ra, —_ 57 F MOL. EINE 17 nace = 1 — @ 3% En eam 5 101] Lrummon vy, te = abe No No 58 cae fuistee New ‘ASSI doz sni kee's oo : | sapolio. _ ee 42% ;vr -o id, Sra wz 5 gn abe Bi : + & : 2 oi O oO ES 2 3 der’ ar Ke a 2 alae vie Me rin vee 3 30 imam > a at : ' - & ie “ s $ - s a ee ce per rlea 00 tis Ss. small 1 oe 5:3 poli y orga’ --3 *D seg > t Lez } +O. “ a $e —- wae 1 Ke ns jer is SS 2 doz -4 aa dae lio, gross lo 3 85 ‘Battle ae N $ af. aq Sw pre 7 ro » br 2 ir oa ttle r — doz. t 9 | Sapoto. half oo [Brace = - 3 - a ” HL ug ee of “* 1 SA ail, 2 dc . & Seo sid SI gre iS. B cer x i Leaf » wis w lw $1. L al . : =? 43 \rr tr LER: é 2 2 ce ) ng > . ig E : f oo. o ash b f ooo ds oe eae - Sig. n pai 50 RAT doz. 2 3 | Seourin Lepr i a lots 9 00 bisor FE ‘ ; ‘ wey Seok soar > x . a Sioa Pe M rrel i. a; D land” id F hs US I | scour Ma o- »xeS 4 of = Sack - 3 3 bE sau : S32 aa i - — r IN s 2 22 wi s fa 5 5 “OU 1e@ an | a } ul ack i Te urin a a b max 16 ¥ Sas smoke “” ie z L B vag ; MUSTARD , Siandara : sn a. 7 ry Kege. iy vcaices er, Co aa at, Golden ae * Singie vat - mle “¥ 4 4 ab sin Bg > | 3, ee ‘ j 0 wik >rh =e . rts re a os a . : ios" : oe 1 Se D 2 95|G eines a oe sere oo — a lige a - < De — ik & iv . Tr . i 00 | eh one ov Cite | Hs 45 oe it ai = ba ck - Bulk, 2 al. k — cociee S ca 3 00 Alls “ SPI Sok Bed $6) Gn d i weer ii ; “hee 93 . Stutted get —*% xs Granulated, SODA . 1 80) amepice oan ae 51, (old Some He 33 jood Lucie . 3 ie Se = Stuffed, 5 :. . pope Lu Pp, —_ 1 bis. _.3 00) ao pele cong 4% 1G. ld tone z= 33 z ms 3 oe varie S e os S Stuffed, 1 8 oe egs a. Z mp, Cy 00 Ibs. < i Cassia. —_ ica es st = > Py: ~ 33% a nao Sain ie oi ataiia . =) . i .* ( _ a _* | Cas a. ; oy i “i - ae . ; . ~ 3 j ” 3 née _ tted n 14 m te wi a 1 Pe Ib. oe. cs. S Cassia, os i 2 gt to IB +4 ‘in eit - A. sual ee - i not st eee 90 oa 3 ommon_ kegs .. $0 | Ginger. 5c a. " co 11 | Horse i wist 5 oa ers m . : : —? - L zan egy 5 i n de j ng 7 ie i “ ones Sh ‘ ws : 33 ; nae _ B js oe io 4 illa, stunted) a os 28 § Ib. sack Grad 95 | Mac ah Fa dos.... br om ad Dip 32| \- wood BG! ¢ a Ds ‘i u son 5| 2 10 sa Ss e | Mi E oc n at ly wn i i 3 i i. , Q nch 10 OZ. eeee 6 10% - Oe s | ixed. oe hin D4 _ = _ = T — I 48 _ “a . we otioes bE if een 16 oz oz. en 25 28 Ib. one os nee 24 | Minea oat poaedes ; Key “* ype wist =i titer % z2 ie Q — ae 5 pe 4 » | wized. is. 7 Oe eee one oe oe : 3 ueen : aa aod = Pi tb. 4 = Lae Lg = } Nutme be 2 e . 14 Near re eS mt ae ad 34) en, Mammo = Boece eee 0) a aio a ie is boy 3 ‘Twist - & ected, i ba ly cam — j Olive oO ny 25 ‘ Ib. os — a. 32 | Pepper. gS. oo. 16% y Spun a 6 : wi vet Is La- i ; os 2 Fadioun aoe 8 @ chow, 2 es 3 75 6 tb eek ion drill 17 | epp: r, 106-1 . a Roll = ia = ~ nites Po a 2 Hara r doz. 2° doz. °\G . sacks. Saas a | Pepper, whit 10... "30 ‘3 N bre Ml * con Pare 2 é Tin a i os euarawood toot au ao” Gronuiat ie 30 | sprike eae 0| creas haiti = Poa . $0 He EER : rates "Bn... | auspice “Hesogm ae - fee os! eee ewan ares : — KS |S AP iaia asl eeee ona 8s = |3 = ie, Se =a S Bees PICKLES =e Sen Cc cig 90 Cassia. ry Bul Spear | : 59 * |s 1380" we Now 2 : 3% 5 "Sos 85 a whole H eee 96 | ae fanton . + eas Fe a 6 a 30 iad 3 fd ~ Ba we 600" cou péeck — anne | Nutme ooo eae 3 a. ead 14% oz 26 er - see | 1ang ++ is teas 2 i : a ge en a unt 115 Str a bricks: , 1 Pepper. & 75° cere 12 star di a al i. “4 a ? res = 75 6 barrel — 4 50 — Halio 7H 6 | P pper. Bla a oa. - 12 yen ard Nav om —— ’ gal arre oe _ 2 u ali ea 1 iy | epp Ww ck _ E Pen N Pe ‘ 5 k B lon Se eH 25 y we eoocee iout @ .” rinse ae a 5 ¥ ai T ny avy . 23 ; a arre £3 Leen 9 © Xd one ni , | prika, F Ne oon nkee lak 1 8 ‘ Sal 2. ‘ 3 - Gherkins + 5 00 ¥. a nT a erchanatny | Ki eta on ee i ott Oy ob SF pa $5 ga bar ee Ins sees 25 x. _w i i He vee 15 | Kin TA garia Ps 3 stton * bi sé . . a Ba _ —_— yaa - 90| ~ bg se aan bl . 16) Musey. 2 ARCH ‘a Cotton, > rine ° ~ a z “3 2 = ae te or > oe ge n 45 n. 4 ply * , ugh © : aoe te Sweet fae nol Queen " hoops, ee ‘ os] uaay, 0 = a aa. =”. ” a“ ies . eta 1 Queen. eer nee, 23) Si 11. pee 1 Wooi. oP se wut <<-- | Queen = 3 eee : 73 v L +e Th | 3 25 = dibu — ' kegs ... aaa 3 r ke bbls Pe ce | Silver okinente - o% . ~ -—= ia serving < : wn A 2 ee 13 5 N € 1S ' _|8 er ona Hi pe slue t oie ga aeeene 7 0 No. = aes “a Gi ord s i‘ ghi VINEG 2s iB —_ Seeder oe 50 No i. 10 Trout . 1 09 j er Gloam 40 Oak and Eas Live I m <2 a . 809 N is ) — ne a4 | 48 loss 16 lids Sta land ap AR 24 Boiled ab ie ‘ ell alif Oo. » 40 8 . | 1 2th A a te a ple 3 . ate B ‘ é Ni 1 bs. 63 1 Tb. Mu 12 s 2 3 se ppl a od Let v : é tocol oa. 2 Ss. . 3} 6 41h . A.) 2 cid i 1, 0 ibs. noes | 12 51b. pa usEy 2 6%, —_—- : . cid er 1! ad pater ' oo 8 3. ve aon 6Ib. ck . “4 arr pu “- er id Pie 3 x nt Mi z rY bh, tf I> sa z S f ¢ 4 <3 ’ NT reso N Bring Something to Pass Mr. Merchant left overs Turn over your Build up your business. Don’t sserifice the cream of your stoek in a special sale. Use the plan that brings ail the prospective Duyers B face to face competition and gets results personally conduct my sales sand guarantee my work. Write me JOHN C. GIBBS. Auc- tioneer, Mt. Unton, fa. F sa ea wi a $ ~ cS Z i e 2 x at ~ e 3 ef i A a AKO T a A ts v\ es Ah rade wW t i wi > + sie zi x ~ Ww lols a { y A > eek 7; # A Z ~ aoe = 4 2g iress 3 Ka ror sa Sta 2 z 5 4 ge a ta (re Sa] ¢ 7 2 i 4 $ i gaze 2 a aT Zz 4 OOK = WA. r g gg g Secor i yt ey tie a Vi g 3 i a ox 4 a _ S ‘ a fe ™ a 2 a = 2 x = I can positively close out or reduce your steck of merchandise at a profit ‘an poOs- tively prove by those who have used my meta ely out of the yeos- he best, the cheapest and most satisfactory saies pian of any saies- man in the business. LET ME PR r G. B. JOHNS, Auctioneer and Sale Specialist 13414 Warren Ave. West Detroit, Wick tion. I positively ha fa - ” 4 3 i 3a3 Oreg 2a 2 Zt - 4 i 4.0) . > 2 ‘or @ale ma ge tear no Dp zg r E> es 4 x y e ka Cilarge ies _ Business-Wants Department. this head fo tw x oe > ee ome ory - -a nan ess ali 2 cen aso = a S< a 3 i Lack we a es z x Zz i = z ~ 2 Sa % - Z w z * — J Ca 1a ningda i! $ WERCHANTS ATTENTION 2 MSe % Ss ww i y F SOHeCcis Sa. 4 x ¥ & - tt 4 > 2et z rt ¥ x so saw ~~ lo Merchants Every where et in lige for # rou ba co. specia sme adertu stiee 2 Netiods ¥ row ur were ¥ sab ile sliatome;rs ya egitimate persens ares OS eave te dad after effect. a a i sr jus goods into ready - i= toda COMST OCK-GRISIER SALES 197 Ome Sanang neds, Ohie 4, ~ Tt "4 2 » oe , 3 smn. 34 Phd +4 4 tad +. - r 3 5 eeenaien a z 3T ence - = Bi a i m ie Sor Sale—$i.500 stoek groceries and vi Ze arming — t 2 ad 3 2. gma id 3 “ tal shed = Cx St Michigan's ost wT ae * “ ars + 3 2 cae v TI 3 gation ze x f Nate os ON i Sa aiesman 0 Por Saie—Stoek of general ter chandise nm ome of the Sest towns in Michigan, n~- cices Fa008 Can reduce stocks t mit gure haser Reason for selling, peor fealth and ay sem leaving. One com- petiter Address Bou 3. care Trades oart. hw Iq fee penet— Ww Horiim mis == rand Rapids Mich ae For Sale—One 300 account Mictaskes register cheap itirem A & =? Wichigan ~aclesmanri. ak Ss TUATIONS wan7 ES 48 | MICHIGAN TRADESMAN January 4, 1911 The Big Store’s Produce Show. | show” was through the daily and Traverse City—Tkhe Produce Show] weekly papers and premium lists held in the Big Store at Traverse} were mailed to the company’s regu- City during the week of Dec. proved 12-17 | iar mailing list, the advertising being beyond ex-/ also an invitation to attend the expo- The occasion for assembI*| sition. There was an attendance of 15,000 people during the successiul even pectations. ing in the middle of the winter season} probably produce raised in the Grand Traverse} week, Wednesday being the largest Region was the meeting of the State} day when 4,000 came in the afternoon Grange here the same week and it was|and 2,000 more in the evening—this deemed expedient to use such displays| being the holiday season the store to inform our visitors better than) was kept open evening all the week. might be done in any other way, the} Besides the exhibits and the attract- possibilities of the soil and climate | ive displays of goods and the season- hereabout. The decoration of the entire store to be most attractive advertising by|the entertainment for the people con- bringing to the store people who had} sisted of band concerts afternoons been trading elsewhere, getting them|and evenings and a number of the better acquainted with the establish-| manufacturers and jobbers from ment, its policy and the stocks of| whom the store buys goods had rep- the several! resentatives here to demonstrate pro- i ducts, while others sent cards and Despite the fact that the “fair” was| literature as well as samples to be held in winter and that only onej distributed, making the event as near of notice was given the entry | like the district fairs held in the fall books, which were kept in the same;as possible, and the expressions of careful manner that should character-| opinion heard since indicate that all ize a regular exposition, show that | event also proved| able merchandise carried in departments. month efforts were appreciated. Produce Exhibit at the Big Store during State Grange meeting. nearly 1,000 items or articles that had! From an advertising standpoint the been produced in the city and vicinity | produce show was certainly a splen- were brought in. These were divided | did thing for the country at large, into convenient classes and arranged | while the benefits to the store, direct the store,| and indirect, are considered ample for but if the tables on which they were, the expense thereof. shown were placed together in line] ——_+--————— (the alfalfa, grains, grass seeds, corn, | Just as long as you never call upon vegetables, dairy products, fruits, can-!a clerk to do work that you would ned goods, jellies, pickles, fancy work, | not do yourself, you will not be im- etc.) the distance covered would be/ posing upon him. equal to about two city blocks. For} these nearly $200 in cash was paid in| Tt is a wise salesman who knows premiums by the Hannah & Lay|when to talk and what to say and Mercantile Co, * jit is a wiser one who knows when to The perliminary advertising for thei keep still. in the aisles throughout ——_—_—_ 2. With Those Who Sell. Petoskey—Harry Shurtz, of Grand Rapids, has accepted a _ responsible position with the Northern Hardware Company. Marquette — R. A. Williams has gone to Traverse City, where he will represent Straub Bros. & Amiotte, candy manufacturers. For the past year Mr. Williams has traveled for C. J. Markham, of Houghton. Port Huron—Patrick Ryan, who has been traveling for the American Tobacco Co. for some time, has been made State Manager and will have | charge of the sale of Hassan cigar- | ettes. chickens, 13@15c; old cocks, 10@11c: geese, 14@15c; ducks, 17@18c; tur- keys, 20@22c. Dressed Poultry — Chickens, 14@ t7c; fowls, 14@16c; old cocks, 10@ lic; ducks, 18@20c; geese, 14@15c; turkeys, 20@25c. Beans—Pea, $2.15; medium, $2.15; white kidney, $2.75; red kidney, $2.75; marrow, $2.40@2.50. Potatoes—45@50c per bu. Rea & Witzig. —__—_ sr 22s—_ The saint who says he can not sin may be an earnest man, but it is wis- est to trust some other man with the | funds of the church. Produce Exhibit at the Big Store during State Grange meeting. Charlotte — Charles Hyman, for many years with the Peoples’ Outiit- ting Company, will move to Chicago tc take the management of one of the Albert Hoefield haberdashery stores. Cassopolis — George D. Hilton, pharmacist at the C. A. Bishop & Co. drug store, has gone to Indianap- olis to accept a position as traveling salesman for the Lilly Drug Co. He will have Northern Michigan and Wisconsin as his territory. Kalamazoo—Marshall Mackey, of South Haven, has been engaged to manage the cutlery department in the Edwards & Chamberlin Hard- ware Co.’s store. ———_+-<+_____ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Jan. 4—Creamery, 27@30c; dairy, fresh, 18@23c; roll, fresh, 20@ 25c; poor, all kinds, 16@18c. Eggs—Strictly fresh candled, 32@ 33c; cold storage candled, 24@25c. Live Poultry — Fowls, 13@15c; | BUSINESS CHANCES. For Sale—Smail stock bazaar goods in hustl- ing Northern town. Box 34. Buckley — é For Sale—Stock of dry goods, shoes and groceries, including fixtures, in Yale, Michigan. Stock $6,000. Good trade cash system. Address Box 205, Yale, Mich. 116 HELP WANTED. Wanted—First-class sausage maker, married, Reference required. Address No. 106, care Tradesman. 106 Wanted—Clerk for book, stationery and wall paper store. Must be sober, industrious and have some previous ex- perience. Reference required. Address Lock Box 37, Ionia, Mich. 113 Active partner wanted to rebuild plant with 16 years established wholesale trade in hardwood trim and mouldings in New York city; business 1909 was $75,000.00. Power, yards, warerooms, sheds, etc., in- tact. $20,000.00 in stock and real estate. Located in good healthy town in moun- tains of West Virginia; good schools, fine water and well located for supply of hardwoods. Average net earnings for 12 successive years, 20 per cent. on invest- ment; opportunities better now than ever for large trade. Frank N. Mann, Alder- son, W. Va. io Salesman with established trade to car- ry first-class line of brooms on com- mission. Central Broom Co., Jefferson City, Mo. 42 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required. Address Store, care Tradesman. 242 | om, Pe es sas TENE INREE Svanamaintesioe nner sii ame You Can Be Freed Of Your Bookkeeping Burdens You can learn more about your business in five minutes with a“ The McCaskey Gravity Account Register System First and Still the Best Than you can in a whole day from day books, journals and ledgers If it saves time, labor and money for the sixty thousand merchants who use t «= > do the same for you. Ask amy user or write The McCaskey Register Co., Alliance, Ohio Agencies in all Principal Cities Manufacturers of Duplicating amd Triplicating Safes Seeks a al wamenes Here's The Proof Kellogg's “Square Deal Policy Protects Both eatecs | GROCER“°CONSUMER § === Bevan Ptr iS le *NO SQU ARE | DEAL POLICY Peet | Some time ago | assisted in adjusting a fire loss for a grocer. Among the stuff set ascie for acjustment of loss sustamed No “Free Deals” pz was a lot of breakfast food supposed to be damaged by smoke [| opened several cackages and ‘ounct them oor damaged . t ind j E by smoke—but decidedly stale, and refused to make any allowance WOaEver On hese: W = xiso. “ounet @ ‘of of nackages UMS MEST Price-Cutting ge contaming a biscuit—popular and well known. Upon exammanon | found these denceciy caneie ane! unfit for ‘os oe |= learned later that all these goods had been bought a large quantities m order to get the omec. and. as 1s oftem he case Se ee P the quantity could not be disposed of while fresm and saleable. Age does aot improve anything scidie There is & lime treacle even to agemg Limburger and Rocheford cheese—where louc smeil gwes some class ot the nestri of ‘he -qeeure. out | tave ey ‘z yet to find the first cereal or package foods. or foods sold i any form, that improve Sy age. anc ‘he sooner manufacturers No “Quantity | E of food-stuffs change their system of quantity pnee and follow the “Square Deal” pehey of a Battie Cceets cereal che setter . Soket sniv nm Price” to favor | for themselves, the repefation of their product. and the better for the grocer ist want co adet tere chat among che Cereals the , big buyers [=z put out as damaged by smoke, none of which had the least ace of smoke. were Nellogg Tastert - Ketlogg sacaage A tht a Flakes,” {and three other brands”) and others, not one of them crsp and ‘tes ber Kellogg Toaster? Carn * eeatliatimedinel Flakes. Why? Kelloggs was the only cereal there not bought » quantity Single case gurchases Geor : ze on the shelf fresh, crisp, wholesome and appetizing From cvery stamcpomt comudenmg quabty. agwal @ Nothing to = ' oe oH. sg : Ane he same encourage over- | = warehouse room, the square deal policy s the best amd only policy ‘or ‘he meer buying goods B *Names furnished on apptication. } = REPRINT FROM “UP-TO-DATE” Edited by J. W. Rittenhouse, official organiser of the Reta’ te ots official title “Published im the Interest of the ® at Mer- i> Li Zz ° sith) i &, ul ge £ hemes : i Eiek « i & ; IT PAYS EVERYONE TO STICK TO pen Letter to the Merchants of Michigan |* TRAVELING over the State our representatives occasionally find a busy merchant who has established himself in business through close application and economical figuring; who has equipped his store with many conveniences but has entirely overlooked one item of vital importance, the lack of which may put him back ten years, namely, a fire-proof safe. We do not know whether you have a safe or not, but we want to talk to all those Michigan merchants who have none or may need a larger one. A fire-proof safe protects against the loss of money by ordinary burglars and sneak thieves, but this is not its greatest value. With most merchants the value of their accounts for goods sold on credit greatly exceeds the cash in hand If you have no safe, just stop and think fora moment. How many of these accounts could vou collect in full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he won’t. Ask the most successful merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts hore every night. Suppose your house should burn some night and you barely escape with your life. The loss of your accounts would be added to the loss of your home. _Insur- ance may partly cover your home, but you can’t buy fire insurance on your accounts any way in the world except by buying a fire-proof safe. Perbaps you keep your books near the door or window and hope to get them out safely by breaking the glass after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded. The fire does not wait while you jump into your clothes and run four blocks down town. It reaches out after you as well as your property. Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you going to show your insur- ance companies how much stock you had? The insurance contract requires that you furnish them a full statement of the sound value of your stock and the loss thereon, under oath. Can you do this after a fire? If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement? A knowledge of human nature makes the insurance man guess that the other man would guess in his own favor. The insurance adjuster must pay, but he cuts off a large percentage for the uncertainty. And remember that, should you swell your statement to offset this apparent injustice, you are making a sworn statement and can be compelled to answer all questions about your stock under oath. If you have kept and preserved the records of your business in a fire-proof safe, the adjustment of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does not protect his creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, which we would be glad to show you. We also ship direct from the factory with difference in freight allowed. : If a merchant has other uses for his ready money just now, we will furnish a safe for part cash and take small notes, payable monthly, with 6% per annum interest for the balance. If he has a safe and requires a larger one, we will take the old safe in part payment. The above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you ought to have one. You know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and do it right now. We will take great pleasure in mailing you illustrations and prices of several styles and sizes. : Kindly let us hear from you. Grand Rapids Safe Co. A ee nr 9 ee on a aa a a