1% e708 reves ot TANNERY Where Rouge Rex Leather Is Made OFFICE AND SALESROOMS The Plant and the Product The Mark | a ‘The Geile to of a ‘ Genuine Quality Foot Comfort In High Grade 4 / and Footwear Serviceability Write Today and Secure the Agency for Rouge Rex Shoes Send for New Spring Catalog irth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. 0.0 s * ae ~ *,* + am PAG aw 2 io} HN HAA it” | i j" HH HATA | A HATA co | | | ork | a _ [Sayan ) a | ) 7 Rit ee F y CA UL | anne UA i a , i | One Yi a) yy Wf ; . > Ay aye i od { | gw I : ! A SS ? a onan — Lorne: ARC ARR NE PRCT! 1 AE ly MICHIGAN TRADESMAN Pick the Pickle from Michigan Sweet and Sour Pickles Baked Beans Pure Fruit Preserves Jellies and Butter Pure Apple Cider Vinegar Mustards and Condiments Williams’ High Grade Food — Products Detroit Prepared with the Greatest Care from Selected Materials in Modern and Sanitary Kitchens a2 MICHIGAN TRADESMAN Mareh 8, 1911 No More PCT asia Wood Shingles peeuutemmmess For those who know about Reynolds Flexible Risphalt Slate IN COLORS As an up-to-date dealer or contractor you should know all about the Latest Thing Out in Roofing Slate GUARANTEED FOR 20 YEARS Sauer Reynolds Flexible Asphalt Slate is the best roofing material known today. Has a rich architectural ap- pearance on a building and lasts a lifetime. Needs no paint or preservative and is fire and lightning proof. These slate are 8x 13 inches in size and are laid 4 inches to the weather. Cost no more than best wood shingles but outlast them over and over. A descriptive booklet free for the asking. Write for it. ESTABLISHED 1868 H. M. REYNOLDS ROOFING CO. . Grand Rapids, Mich. — Are You “Next” t Feed Dealers * Our MIXED CARS: State Agents pD° you know that we can ship you a mixed car load of all the well known feeds from our transfer house at Hammond, Ind., (Chicago) or through rates from the west and SAVE YOU MONEY? Our latest Delivered price list will give you the figures. Write for it. Wykes & Co., Grand Rapids, Mich. March 8, 1911 MICHIGAN TRADESMAN ANNOUNCEMENT N March Ist we acquired large additional floor space, which will enable us to carry all the stock of our dif- ferent departments in the same block. Owing to the changed conditions in the wholesale gro- cery business, there has grown up a disposition on the part of the retailer to expect the jobber to carry the surplus needs for business, and we have from time to time enlarged our floor space to meet these requirements. The phenomenal growth of our Coffee Roasting depart- ment and Tea Department have necessitated large increased stocks in both of these departments. Our growing trade has also compelled us to enlarge our stock and required further additions to our floor space. With this last addition, however, we have acquired sufficient capacity to take care of a large increase of trade and to continue to carry one of the largest and most complete stocks in the state. We are, therefore, better equipped than ever to continue our well established policy of the careful and prompt han- dling of all orders entrusted to our care. y WORDEN (jROCER COMPANY 21, 23, 25, 27, 29 Ottawa St. GRAND RAPIDS, MICHIGAN The Prompt Shippers a4 The Coffee of Quality ROASTED AND PACKED DAILY BY WorDEN GROCER COMES JOBBERS FOOD Ta ERORUETS GRAND RAPIDS. MICH. For Sale by Most Retail Grocers Roasted and Packed Daily by J WORDEN (;ROCER COMPANY Wholesale Gr O cers Tea Importers and Coffee Roast ers small » Pokey “em Pokey ome Sen a.) MICHIGAN TRADESMAN a3 Mr. Merchant: GRAND er SHOE. TRADE MARK REGISTERED OESN’T it make you feel good to have your cus- tomer say: “‘] want another pair of shoes just like the last pair bought" The more shoes you sell with this trademark. the oftener you will have this pleasant experience. Our factory has been thoroughly overhauled and systematized by experts and is now one of the most up-to-date plants in the country. We feel confident our customers will notice and appreciate the improved workmanship and service. The high quality of our shoes will be maintained as we use only the best materials. The fall line will be stronger than ever. many new features being added and old good sellers improved by new lasts and patterns. Rindge, Kalmbach, Logie & Co., Ltd. 10-12-14-16-18-20-22 North Ionia Street Grand Rapids, Michigan Manufacturers of Men’s and Boys’ shoes for hard wear in Goodyear Welts and Standard Screw. Regular heights and High Cuts. MICHIGAN TRADESMAN March 8, 1911 4 Why Should You Use Light? Because—first— you need it— again—it pays well. Time was—and that not so long ago—when but little at- tention was given the subject. But—look back for an instant to those progressive and pay- ing establishments you have yourself seen in the last couple years. Yes—they were well lighted and had you asked—why?— you would have been told that light has been found quite as necessary as GOOD advertis- ing or even good quality. Citizens 4321 Bell M. 637 THE PUBLIC WILL NOT BE KEPT IN THE DARK! Why Use Gas Light? Because, with up-to-date appliance such as we can furnish—you can secure a greater amount of light and at lower cost, with gas than with any other illuminant. And the quality of light is such as is best suited to the eye, Why Light With Gas Arc Lamps? Because the large units are the most efficient and the most eco- nomical for large area lighting. Gas Arc Lamps are made in var- ious sizes —300 to 500 candle power—to suit various requirements. As to Smaller Units Arcs cannot always be used. For some purposes single burner lamps are an advantage. Single burners are used exclusively in the home. Reflex Single Burner Inverted lamps typify what is best and most efficient in modern single burner lighting. The Final Word We don’t theorize. If you are in the market for more and better light we will go so far, if necessary, as to make a practical dem- onstration on your premises—and convince you by fact and fig- ure before we ask you for a penny. GAS COMPANY Ottawa Sts. enter wo aA ee 9 eee eee March 8, 1911 MICHIGAN TRADESMAN } | } 1 i bE 1} i D a ic... a Bags Bass Bags 2D ASS Sass DIALS OAs “| All Kinds of Bags ~ D : 1B} ASS For Flour But More Especially is 4a Feed a cnin | Potato Bags Beans | ) i ‘ At This Particular Time of the Year Cement a Ss I can ship the same day I receive your order. This is — = one reason why my business has continued to grow. The IZAz= other reason is I will treat you right. Wm. Alden Smith Bidg. Bags Roy Baker ‘Gud aa Mich, py WE ARE PREPARED THIS SPRING, AND OUR DEPARTMENTS ARE LOADED WITH NEW DESIRABLE MERCHANDISE The WASH GOODS DEP’T shows a handsome line | | NOTIONS and FANCY GOODS DEP’T jas for m- of novelties in Pointed and Woven effects, all the way | ; from 4c to 32%c per yard. Most of these in a large range of shades, such as Copenhagen, Ciel Pink, Lilac, Old Rose, Silver, Champagne, Brown, Reseda, Mulberry, Gar- net, Jasper and Navy. | mediate delivery the most beautiful assertmen | Spring Neckwear ft | - _ | | Laces. New Embroider t i | | Window Sflades and irass nods | The WHITE GOODS DEP’T offers a lot of choice | | _ Inour FURNISHING DEP’T are f patterns in Stripes, Checks, Plaids, Dotts and Figures from | se es Be — | os * ime a 744c 18%c. Mostly sheer goods with the frosted finish.; | Plain Balbriggan Union Smits The plain fabrics such as India Linon, Nainsook, Persians | | ss init eit ea and Longcloth are of the improved finish and better values | | ot stipes agree eg than ever before. | | em chedis tae of Geers Rate Grand Rapids Dry Goods Company WHOLESALE ONLY GRAND RAPIDS. WVICHIGAN a8 MICHIGAN TRADESMAN March 8, 1911 WATER POWER ELECTRICITY This modern agent is today welcomed every- where. It is promoting the prosperity and building up our cities and villages throughout the state. The advantages of this force are too apparent. which is solving the power problems of the manu- facturers, large and small. It means money made and saved where this eco- nomical and efficient power is used, which 1s lowering the cost of production all over the world. Electric service is at your command every hour of the day or night. No matter what time you need it, it responds instantly at the pressing of a button. You may have light. heat and power, one or all at the same time, at a cost that is today within the means of everyone. Grand Rapids-Muskegon Power Co. Citz. Phone 4261 47 Monroe St., Grand Rapids, Mich. Bell Phone 2477 see ~*~ March 8, 1911 MICHIGAN TRADESMAN Fd SPRING GOODS YDsy, WE are showing an excep- = -—Z tionally fine line of Dress « AZ Goods. Ginghams, Per- Gis cales. Silk and Mercerized Wash Goods, Laces, Embroideries, Ribbons. Hosiery, Underwear, Shirts, Shirt Waists. Muslin Underwear, Rugs, Linoleums, Floor Oilcloth, Lace Curtains, Draperies, Ladies’ and Gents’ Furnishings — We will appreciate 2 yay thet we Rey save the (rpportan Ty ty sre ager 3: a0 6 7aN Te i Patt STERETEE & SONS Some Views gag secon Dress Goods — —_ an | We Illustrate Two Articles That Should be in Every Hardware Store Alumino Oil Heaters . «& Meyer’s Spray Pump We have these in four sizes: No. 01 Retails at $3.00 Ea No. 1 Retails at 3.50 Each , No. 2 Retails at 450 Each No. 3 Retails at 56!) Fa B Foster. Stevens & Co. 10 and 12 Monroe St. $s Grand Rapids, Mich. —niceeenenenetit MICHIGAN TRADESMAN Mareh 8, 1911 4 You, Mr. Merchant, Make Two Profits on Fanchon Flour You make an actual money profit on every sack of Fanchon. Ai profit that can be large or small according to your selling efforts. The quality of Fanchon will make good at a higher retail price than any flour sold in your community. The other profit is good-will profit—business building profit. The exceptional quality of Fanchon captivates the housewives. Like one merchant wrote, “There’s a round trip in every sack of Fanchon.”’ Every sack sold really means two customers—the purchaser and her neighbor. And the quality uniformity of Fanchon keeps the trade coming—gives per- manence and gives continual growth. Every Fanchon buyer purchases with a smile—takes as much delight in buying Fanchon as you do in selling. Selling your trade merchandise that gives them greater satisfaction than do goods purchased at your competitors, is building business on a solid foundation. That’s the good-will profit you get from Fanchon sales. A great many of our trade are having remarkable success with Fanchon. We shall be glad to tell you about Fanchon quality and the special selling and advertising service the manufacturers give all merchants selling Fanchon. A guarantee of quality is printed on every sack of Fanchon. we. Cr Judson Grocer Co. Grand Rapids, Michigan we ae March 8, 1911 MICHIGAN TRADESMAN UNITED STATES DEPOSITARY GRAND RAPIDS. im OFFICERS: Vice-President L. Z. Caukin, Cashier J. Clinton Bishop. Asst. Cashier Savings Deposits 3 Per Cent Inter est paid on Savings Deposits. Compounded Semi-Annually Capital Stock $300,000.00 The Fourth National Bank MICHIGAN DIRECTORS Wm. H. Anderson, Christian Bertsch sin HM Zicctgett ae § Pletertarrs President Samuel M_ Lemon Amos S$. Wussetman Sadey 7 Stevens Milian * Ge Jno. W. Blodgett, Robert D. Graham james L. Mamriforn ¢xber? 2. Sraraitar Bilian * 4edecsoer Commercial Deposits 3 1-2 Per Cent Interest paid on Cer- ” © j rrye ey sry SUurpi x ind U ndi- ‘i - * se vided Profits $240,000.00 VISITORS WELCOME One Block From Union Depot Grand Rapids. Michigan al2 MICHIGAN TRADESMAN Mareh 8, 1911 The New vine ~=LXL PORTANA The Cigar of High Degree Where Sanitation is Featured G.J. Johnson Cigar Co. Grand Rapids, Michigan #, a , i March 8, 1911 MICHIGAN TRADESMAN al3 Rempis & Gallmeyer Foundry Co. Manufacturers of All Kinds of Iron, Brass and Aluminum CASTINGS Lawn and Park Settees, Vases, Roof Castings, Carriage Steps, Hitching Posts Street and Sewer Castings, Also Building Casting And Sole Manufacturers of the Rempis Patent Oscillating Sleigh Knee And the Rempis Cement Block Machine Write for Prices. Citizens Phone 1509 60-68 North Front Street | 1, OOO Penny Post Cards and a No. 4 Rack. Price Cards, Etc. Complete for $6 These cards will beallnew | and up-to-date and will be | assorted as follows: 400 Easter 200 Comics 200 Birthday 200 assorted Views with name of your town. 1,000 New, Quick Selling Post Cards and a $1.50 Post Card Rack for $6.00. THE WILL P. CANAAN CO. 105 N. Ottawa St Grand Rapids, Michigan You Will Feel Well Paid When you have looked into the merits of The Proudfit Loose Leaf Binders For All Purposes One Sheet To Any Capacity Any Size or Ruling WRITE US The Proudfit Loose Leaf Co. Grand Rapids, Mich. is \s \s a Mr. Storekeeper Please Answer IF I am not hitting the nail on the head it is because it ts driven 4 below the level by other millers who make good flour. It is the old story of giving your customer just what they ask for. when the demand is created by honest methods and backed by an honest article—like “Purity Patent” Flour Your decision about carrying “Purity Patent” Flour is the last word, but it is your business to advise your customer just as it is to keep your stock free from inferior articles. If you have any real honest reasons for not carrying “Purity Patent” Flour please tell your customers about it. People will buy “Purity Patent” Flour. The sales are growing every day. every week and every month. We want you to reap the benefits in dollars and cents. as well as the good will of the customers that you supply with it. When you drop out the back door to the store of the progres- sive fellow around the corner. and get a sack of “Purity Patent™ Flour for your customer. you are playing “the dog tm the man- ger” act with no credit or profit to yourself. This is pretty plain talk. but the case demands it. I want your name added to the ninety-seven per cent of grocers that sell it now in Western Michigan. Yours very truly. L. FRED PEABODY. Mgr Grand Rapids Grain & Mill Co. S. “Purity Patent” “ALWAYS RISES” al4 MICHIGAN TRADESMAN March 8, 911 Wilmarth Show Cases Always Please They are built by skilled workmen | Only the best material is used in them Because | They are the result of 17 years of experience in show case building Our Crystal show case The finest all plate glass show case on the market vi, Made in many styles } and sizes We have a Wilmarth show case for every department need and any department can be strengthened by the judicious use of up-to- date show cases an a i ae | ez en a i = —<_ fot Se earonen “oii | | | A Display of Shoe Findings Sat: enact | We carry 1500 cases in stock ready for “=e 2 immediate shipment. Write for our latest cat- Bs, alog. It will interest any merchant. A Very Practical Shirt Case This trade mark Wilmath, is your guarantee of High Quality, Excellence of Design and Moderate Price Wilmarth Show Case Co. : Grand Rapids, Mich. March 8, 1911 MICHIGAN TRADESMAN als | | | ’ aya | | noe A Rr FY | et way The Bertsch Good- | —_—_—_—— A aa a ee year Welt and the H. B. rl 13 ok] | Shall we 42 a ene Hard Pan Standard | Seal i Baad | wii i mee Screw Shoes for Men. ot You i eo a Run of ie ; Sizes in our new Home of the “H. B. Hard Pan" and “Bertsch” Shoes. ! a CROWN Toe MR. LIVE DEALER: “ BERTSCH ” [* it is your desire to give to your trade the best the market affords, and you are not han: Welt dling either one or both of the above lines, you are missing that something which spells : the difference between a shoe that does passing well under ordinary wear and the shoe that ’ has made good for years under the most severe service. They made good with the wearer and made friends for the merchant—and for us. Our Spring Ilustrated Catalogue is about ready. Are you on our list’ If not, send a card and we will mail you one. ‘*‘THEY WEAR LIKE IRON” — ee HEROLD-BERTSCH SHOE CO. . Makers of Shoes to! Grand Rapids, Mich. | e e e Grand Rapids, Michigan Capital, Surplus and Und. Profits . $1,462,582.44 Deposits . 5 945,673.14 Assets . , . €207,250.00 . OFFICERS L. H. WITHEY, Pres. Michigan Trust Co. WILLIAM JUDSON, Pres. Judson Grocer Co. vee ee CARROLL F. SWEET, Pres. Fuller & Rice Lbr. & Mfg. Co. CLAY H. HOLLISTER, Vice President W. D. STEVENS, Foster, Stevens & Co. WILLIAM JUDSON. Vice President CLAY H. HOLLISTER, Vice Pres. Old National Bank GEORGE F. MACKENZIE, Cashier HENRY IDEMA, Pres. Kent State Bank HERBERT A. WOODRUFF, Asst. Cashier JOHN C. HOLT, Vice Pres. Antrim Iron Co. EDWARD LOWE, Capitalist. oe FRANK JEWEL, Pres. Clark Iron Co. WILLARD BARNHART, Pres. Nelson Matter Furn.Co. WM. ALDEN SMITH, United States Senator JOSEPH W. MARTIN, Capitalist. JAS. F. BARNETT, Capitalist. W. R. SHELBY, V. P. & Treas. G. R. & Ind. Ry. Co. BENJ. S. HANCHETT, Pres. G. R. Railway Co. cs sm oe ners ma mae sities ania wrt i BC gp eat al6 MICHIGAN TRADESMAN March 8, 1911 NOW is the Logical time to Buy Goods for Your Spring Trade And THIS is the Place to Buy We are Manufac- We are Jobbers sisal = i. and carry a full ers of the Larg- li “a est and Most Up- sate LES to-date lines of... BROWN & SEHLER CO. : FARM ’ HARNESS, eT iain COLLARS ae a Ser eCre a es WSS aural a IMPLEMENTS, STABLE ae eos Gs te BEE a : BRYAN PLOWS, SHEETS, Pal i : CG R'S / HARMESS-“COLLARS = LEROY PLOWS, DUSTERS, aera yee A Buchs FLY NETS, a ee ee OLLERS, HAMMOCKS a ge od. A and CUTAWAY RUBBER HARROWS. GOODS, CRAVENETTES, SADDLERY oF HARDWARE. You take no risk when you handle our goods, because we guarantee every ar- ticle we handle to be Equal, if not Superior, to any other of its kind. BROWN & SEHLER CO. Write us for our Catalog A Grand Rapids, Michigan The VINKEMULDER COMPANY GRAND RAPIDS, MICHIGAN We are distributors for Golden Flower Brand Redland Navels THE BEST ORANGES GROWN CUR Banana ripening rooms are working night and day and we always have plenty nice ripe, plump, yellow fruit on hand. SEND US YOUR ORDERS al7 MICHIGAN TRADESMAN March 8, 1911 Established 1872 Lemon & Wheeler Company ears fs AiG, ee i il ical ae Wh | | mee tig olesale Dae foi Th: L [7h Sy 3 Mee aot tage a Oe (en (ES ee es | eee BAG +55 Grocers rik tL rit} pie tA) TEAS. Loy a oS rr en = = eee Kalamazoo Grand Rapids Usefulness is the right by which business lives. We believe that ‘‘as we serve, so shall we profit.”’ We aim to perform a double service to the community from whose patronage we thrive. For WE believe that the Wholesale Grocer serves his Retail Grocers best who helps the retailer to serve the Public best. On this principle we commend to the Retail Grocers of Michigan our Y L eS =~ PRODUCTS Representing the highest value of quality COFFEE SOUPS PORK AND BEANS CHOCOLATE SALAD DRESSING MACARONI COCOA PICCALETTE SPAGHETTI Lemon & Wheeler Company We are also distributors of “Plantista,” that good Havana Cigar al8 MICHIGAN TRADESMAN March 8, 1911 Corl, Knott & Co., Ltd. Importers and Jobbers of Millinery Trimmed Hats a Specialty 20-26 N. Division Street, Grand Rapids, Mich. j | j a | March 8, 1911 | ir MICHIGAN TRADESMAN al9 | pa ee nities > oan They “Keep the Quality Up” Distributed by Over FORTY Jobbers in The State we ae NT I LE EI AICTE MEE TLR TD OO REI AE ATP aoe Pn cm sol MICHIGAN TRADESMAN March 8, 1911 ROYAL SALAD DRESSING et _ | For sale by the BEST Grocers Served in the BEST Cates Used in the BEST Homes Beeause IT IS the best Far Sale Only by the HORTON-CATO MEG. CO. DETROIT, MICHIGAN - WINDSOR, CANADA ANNOUNCEMENT Sennings Mig. Co. We are now located in our new home, the Hopson Building, 25-27 Campau St., where we occupy 22,000 square feet of space devoted to the manufacturing and shipping of our well known lines Jennings Flavoring Extracts Dorothy Vernon Perfume Find Toilet Preparations in connection with many other specialties. Weare largely increasing our capacity and expect to do a larger volume of busi- ness. Your inquiries will receive prompt attention. Jennings Mig. Zo. 25-27 Campau St. Grand Rapids, Mich. ASSETS $10,000,000.9°2 Grand Rapids National City Bank Corner Monroe and Ottawa Streets City Trust and Savings Bank Main Office, Campau Sq.—Branch, Monroe and Division 3 QO PAID ON () SAVINGS DEPOSITS 31 Q / PAID ON yo () SAVINGS CERTIFICATES f _ ne gh ee es Sa IN ma i eee sta a am cst —— March 8, 1911 MICHIGAN TRADESMAN a21 Why General Merchants Need Us By General Merchant we mean every retailer who handles mixed stocks, whether his store be called a general store or a variety store. We are specialists in General Merchandise. Wholesaling General Merchandise IS our business—our only business. Our catalogue contains the most extensive line of General Merchandise handled by any whole- sale house on earth. Fifty-five complete departments appear herein. The store our buyers keep everlastingly in mind when they pick out wares, is the gen- eral store. We choose the goods and grades and styles that are wanted by the people who trade at general stores. We appreciate that the prime need of the general merchant is large variety for small invest- ment. Therefore our goods are put up in small packages, and wherever possible we assort styles in the package. We do not press you to buy a quantity. You may buy one dozen or twenty dozen as you like. You are the judge. The price is the same. In many lines we are by common consent ‘‘headquarters.’’ We control the production and sale of a host of quick-selling, profit standing specialties which can be bought nowhere else. In many lines we absorb entire factory outputs, thus saving the usual selling expense of 10 to 15 per cent. In other lines we own or control our own mills so there is no profit save ours between first cost and you. We do not sell no-profit ‘‘staples’”’ like domestics, nails and sugar, which are commonly sold for glory. Neither do we handle the slow selling items which appear in the ‘“‘big’’ lines of the one-line jobbers. We do the sifting for you. We specialize in popular priced goods—which are the fastest sellers and the best trade pullers in a general store or any other store. In goods to retail at 5, 10 and 25 cents and other popular prices, our lines are longest and strongest in the trade. The price we print is our only price—the same in our catalogue and in our sample room. It is the same for all. Our huge open stocks make it possible for the general merchant to buy in quantities as wanted, and be sure of getting goods by return shipment. In seasonable goods we keep a full stock close up to the end of the general merchant’s retail season. We are factors for honest quality. We do not sell trash. Wedo not cheapen merchandise. to make a bargain showing on paper. We ask no favors. We ask no odds. But we respectfully submit, Mr. General Merchant, that you are not fair to yourself unless you take into account in every department and in every pur- chase the one big house which specializes in General Merchandise and in such wares sets the pat- terns for all America. BUTLER SBaOUILRHERKRS Exclusive Wholesalers of General Merchandise NEW YORK CHICAGO ST. LOUIS MINNEAPOLIS Sample Houses: Baltimore, Cincinnati, Dallas, Kansas City, Milwaukee, Omaha San Francisco, Seattle MICHIGAN TRADESMAN March 8, 1911 ALL WIDE AWAKE DEALERS © W. M. FINCK & CO., DETROIT Write for Prices and Booklet to JAMES L. LEE, Treasurer. THE TROQUOIS ‘The accompanying illustrations are of the factory of The Iroquois Co., one ot Michigan’s leading institutions in the cigar manufacturing industry. This company, established in 1900, has earned an enviable reputation for the excellence of its product, a fact well evidenced by the wide distribution of CIGAR FACTORY kind. Those who have visited the clean, well-ventilated workrooms, with their flood of light, and witnessed the care used on every hand to protect the product, ; realize that so-called ‘‘sanitary conditions’? are not a myth in this instance, but a tangible fact. The building is supplied with spacious lavatories and a well- Iroquois Cigar Factory its brands—the Oporto and the Iroquois—the output of which runs into the mil- lions and are sold in every city and hamlet of Michigan and many other states trom New York to California. In point of cleanliness and sanitation this plant is an exemplary model of its Loe Se Wiese | PDrvyingDept. equipped dining hall for the benefit of the employees. The business is under the able management of Mr. W. C. Wells, and his fine establishment betokens sincerity of purpose as it pertains to their motto: “Keep the Quality up.”’ a ewe. ee ee ~—¥ le te Jobbers Business Brahe | Success *- tr Mareh 8, 1911 MICHIGAN TRADESMAN a23 é Purses Mantels 500 feet southwest of Union Depot PDEPENDS in a large Cd hada, Mich: err measure upon a : bank account--without money no business can ) prosper--with it the \ : S Machinists Machine | OOIs ¥ gateway to success 1S WESTERN MICHIGAN AGENCY FOR | ever open--every day Brown & Sharpe Mfg. Co. opportunities arise for MILLING CUTTERS, REAMERS, ETC. Drills, Taps, Dies, Lathe Tools and Chucks ALDEN & JUDSON safe and profitable in- * vestments. 39 Bridge Street GRAND RAPIDS, MICHIGAN Take your bank seriously—it is here for your good and your The Crowning Attribute of Lovely Woman is Cleanliness good means the good of the Za» e community—learn its personality 2 well—many times you can turn to your bank in time of need. We will welcome your account yg Si BROWN SEED C oF perenne General Warehouse and Offices, Cor. Ottawa and Louis Sts. Grass, Agricultural and Garden Seeds Grand Rapids 2 Michigan MICHIGAN TRADESMAN NATIONAL GRO. W holesale Grocers, ‘Tea Im, + | bbe Detroit, Saginaw, Bay City, Jackson, Lansing, Port Huron, Decatur, MILLS AND General Offices, DISTRIB ! 1 JIGHT HOUSE’ and The Largest Jobber of : ¢ With its Houses so Located that a Retailer’s Wants .— One Hundred Salesmen Rep | C. Elliott & Co. WM. R. SPENCER, Manager Phipps, Penoyer & Co. W. C. PHIPPS, Manager Gustin, Cook & Buckley F. J. BUCKLEY, Manager Jackson Grocer Co. W. J. BUTTERFIELD, Manager National Grocer Co. F. E. ELLIOTT, Manager National Grocer Co. H. S. ELLIOTT, Manager National Grocer Co. J. S. McCLELLAND, Manager MANUFACTURING DEPT. TT March 8, 1911 MICHIGAN TRADESMAN a2? . CER COMPANY 14 porters, Coffee Roasters , Detroit, Michigan 3 | UTORS OF % “R ED CAP Food Products «+ Groceries in Michigan s « Can Be Intelligently and Promptly Supplied »' resent the Following Houses: Grand Rapids, Musselman Grocer Co. M. D. ELGIN, Manager Traverse City, Musselman Grocer Co. H. A. MUSSELMAN, Manager : Cadillac, National Grocer Co. 4 ED. KRUISENGA, Manager Manistee, National Grocer Co. H. A. MUSSELMAN, Manager és South Bend, National Grocer Co. WM. H. SWINTZ, Manager Sault St. Marie, Musselman Grocer Co. ED. STEVENS, Manager Escanaba, National Grocer Co. M. J. RYAN, Manager * 29-35 LARNED ST. WEST, DETROIT MICHIGAN TRADESMAN March 8, 1917 f Protect Your 5 ee. ay ———— Profits HE NATIONAL CASH REGISTER shown in this picture is known as a Drawer Operated Cash Register. It operates by pressing the amount keys, the operating button and closing the drawer. Locked up inside the register is a strip of paper. Every time the register drawer is opened the reason why it was open- ed and the initial of the person opening it,is printed on this strip of paper. If a cash sale has been made, the printing tells how much it was and who made it, also of all received on ac- count, charge and paid out transactions. The amounts of all cash received are added into one grand total. The total is under lock and key and is accessible only to the proprietor. Every time the register is operated a count is kept on separate adding wheels. This tells you how many cus- tomers were waited on. : Without _ With With a National Cash Register in your store you get more Autographic Autographic : z : $100 Attachment $115 Aiceharnt protection at a smaller cost than any other system will give you. e e ® Autographic Attachment is a Great Convenience HIS MODEL, equipped with the autographic attachment, here shown, enables you to write at the side of the printed information any further details of the transaction. You can write the person’s name that had goods charged, or paid you money on account. You can tell to whom and what for, money was paid out. These daily records furnish a complete history of each day's business, and can be filed away for future reference. The Autographic Detail-Strip Gives You Full Information cach a i det a printed amounts are added up by the register VERY time the register is oo : : = . . é AP —Proprietor paid out 75 cents used, there is a printed record Adauws pr. Cox d - 0 a 5 for expressage. i & . ae of that transaction made. This LZ a —bert so 2 Dusheis of pota- . : - priatoee Bla -2 .00 toes for $2.00 cash. record is under lock and key-—-it —Proprietor collected balance Gash : Wire. A Woyer— ARe 10.05 || CUE be altered or destroyed. It not 9 Mrs. A. Meyer. only shows the amount and kind of reageye A Pd - 0 5 0 —Proprietor paid out 50 cents : ie Bale C i or Aas transaction, but the initial of the per- J) Haw Rte -1.735 |-* a a ham for $1.73 son who made it. This is the same casn. - e LL. Coffee — D Ca - 0 7 2 —David sold 2 Ibs. of coffee as having every person who_ uses ) : for 72 cents, cash. : ie : ‘ Aho 0 & Wéliams FCH -4.9 1 |—Eéward made a charge sale the register sign his name to each 7 ‘ $4.91 to Mrs. J. C. Williams transaction. You can buy this style National Cash Registers from $40 to $135 according to size and what they do The National Cash Register Company Dayton, Ohio ‘+ wath. 4 athe March 8, 1911 MICHIGAN TRADESMAN MERCHANTS Michigan, Indiana and Ohio: A revolution has recently taken place in the display of Men’s, Ladies’ and Children’s ready-to-wear garments. It is as practical and economical for the GENERAL STORE, as the Department and Clothing Stores. THE REVOLVING WARDROBE SYS- TEM is destined to supersede all others. The cost measured by rod capacity is but little more than the Old Style Wall Case or Telescoping Slide Cabinets. John Wanamaker, of New York and Philadelphia, and Jordan Marsh & Co., of Boston, have thrown out thousands of dollars of expensive fixtures to install the Re- 20th Century Center Revolving Cabinet No. 101 volving System. Write for Folio D, giving full information. Offices and Show Rooms under Our Own Management: Telescoping Slide Cabinets at low prices should 233 Jackson Boulevard, Chicago you desire them. Show Cases and Fixtures of all kinds. 1329-1331 Washington Avenue, Let us figure on your requirements—one case or an St. Louis. outfit. The largest manufacturers of Grand Rapids Show Case Co. Store Fixtures in the World. Branch Factory: ‘ ‘ American Beauty Display Case No. 412 | Lutke Mfg. Co., Portland, Ore. Grand Rapids, Mich. Has the Largest Capital and Resources of any State or Savings Bank in Western Michigan KENT STATE BANK GRAND RAPIDS, MICHIGAN Capital - - $500,000.00 Surplus and Profits 250,000.00 ASSETS EXCEED SEVEN MILLION DOLLARS HENRY IDEMA, President. JOHN A. COVODE, Vice-President. J. A. S. VERDIER, Cashier. Savings Accounts draw interest at 37% if left three months or longer, interest compounded semi-annually. 3% paid on Certificates of Deposit if left six months, or 3%7% if left one year. Bring or send us your Money, Draft, Post Office Order or Personal Check. WE RESPECTFULLY SOLICIT YOUR PATRONAGE a30 M I CHIGAN TRADESMAN March 8, 1911 Sees onan Nae Corner Fort Street West and M. C. R. R. Take Fort Street Car. Five Minutes Ride from City Hall LEE & CADY oeikaye Wholesale Grocers Detroit, ~ Kalamazoo, “ois Saginaw, Bay City. eo March 8, 1911 MICHIGAN TRADESMAN a3l eile Me a 7 (cla Soston- CHICAS viction to the minds of thousands more REALLY and TRULY FINE. Some of your customers would like to get hold of ‘‘White House —on Faith. Distributed at Wholesale by Worden Grocer Co., Grand Rapids, Mich. FINE COFFEE That’s what thousands upon thousands of enthu- siastic users are saying about ‘“‘WHITE HOUSE”’ COFFEE. The emphasis is always put on the word “fine,” too; and enough of it to carry con- will take it on faith—the faith promoted by a real desire to get hold a coffee that is | “Gutmann’s Special” Lox DON’T buy cases every dav, so you want good ones when you do buy. ‘‘Gutmann’s Special’’ is not only a “‘mecessity’” but an ‘‘ornament.’’ Frames are built (not just made) of oak or birch, any finish Can be furnished with 6 inch oxydis ‘ ae R. plate shelves on adjustable nickei-plated key hole brackets with bevel plate, glass top, inlaid; front, ends and sliding doors with D.S. A. glass. who Prices F. 0. B. Chicazo 6 ft. long, 42 in. high, 26 in. wide, | piece top and front $23.5 8 ft. long, 42 in. high, 26 in. wide, 2 piece top and front 3.00 Write for Catalogue The Gutmann Store Fixture Co. 387-389 Wabash Ave. . Chicago, Ml. Stimpson No. 75, Weighs and Computes to 100 Ibs. Thousands of Merchantsin Michigan, Ohio and Indiana are Using Stimpson Computing Scales The Stimpson Automatic Scale is made in many styles and capaci- ties, ranging in price up from $40. There isa Stimpson adapted tothe needs of every grocer, butcher, general merchant and confectioner. The Stimpson is fully guaranteed and complies wit > Weights and Measures Laws of the States of Michigan, Ohio and Indiana 43 well as those of all other states and the standards of the United States Government We have the only automatic counter scale with ome hundred pounds capacity and the No. 75, shown herewith, is the on ne in existence that weighs and computes one hundred pounds. Stimpson Automatic Scales are sold mn small monthly payments with- out interest or with a liberal discount for cash. If you are using an old computing scale or anew one that does not give satisfaction we will make you a liberal allowance for it. Mail us a postcard TODAY it will not obligate you to buy, but will bring you full particulars OVER FIFTEEN YEARS ON THE MARKET Stimpson Computing Scale Co. Detroit, - Michigan a32 MICHIGAN TRADESMAN March 8, 1911 The Woodhouse Co. Moved to 5 and7 So. Ionia St. p24 Exclusively Wholesale Cigars, Tobaccos and Cigarettes pf re o F: JOHN T. WOODHOUSE ic President CHAS. A. STELLMANN P. C. PAYETTE Vice President Sec’y G Mar. «A mn pggeen ass EGS iE sat We Are a Commercial and Savings Bank and Want Your Account O CARE for our rapidly increasing business we have increased our capital stock to $200,000, Assets over $3,000,000. OFFICERS CHAS. W. GARFIELD, President FRANK S. COLEMAN, Cashier DANA B. SHEDD, Assistant to President ARTHUR M. GODWIN, Assistant Cashier ORSON A. BALL, Vice President DIRECTORS N. FRED AVERY, Pres. Worden Grocer Co. WILLIAM H. GILBERT, Sec’y American Paper Box Co. ORSON A. BALL, Vice-President, Vice-Pres. Judson Grocer Co. FRANK JEWELL, Clark Iron Co. AARON BREWER, Capitalist and Farmer FRANK E. LEONARD, H. Leonard & Sons ROGER W. BUTTERFIELD, Pres. G. R. Chair Co. LESTER J. RINDGE, Rindge-Kalmbach-Logie Co. FRANK S. COLEMAN, Cashier WILLIAM ALDEN SMITH, United States Senator GEO. M. EDISON, Capitalist GEORGE G. WHITWORTH, Treas. Berkey & Gay Furniture Co. JOHN B. MARTIN, Capitalist ARTHUR H. VANDENBERG, Mgr. Grand Rapids Herald CHARLES W. GARFIELD, President You Will Enjoy Courteous Treatment at This Bank and We Will Appreciate Your Patronage. 3% and 314% Interest Paid on Deposits a YN — ace , Y ay F you were to have a fire to-night would your safe bring its contents through safely? The chances are 10 to 1 that it would not if you have an old style safe. As a good business man can you afford to take the chances? # New safes are much cheaper than they use to be. = Get our Prices Cor.Ioniaand Louis Sts. Grand Rapids Safe Company Grand Rapids, Mich. se. Seer March 8, 1911 MICHIGAN TRADESMAN a3 Consumers Are Wedded to the Hart Brand Canned Goods Because Quality is Always Notable All products packed at our five plants in west Michigan. in the finest fruit and vegetable belts in the Union, are grown on our own lands sities teem ile i eS mmm a eee a - . adjacent to the various plants; packed fresh from the fields and orchards, under best sanitary conditions, insuring exquisite flavor, fine texture, natural color. Every can is well filled. HART We Day \ TRADE MARK The HART BRANDS Satisfy Consumers They are Trade Winners and Trade Holders Vegetables: Peas, Corn, Succotash, Stringless Beans. Pork and Beans, Pumpkin, Red Kidney Beans. Tomatoes, Spinach, Beets Fruits: Cherries, Strawberries, Red Raspberries. Black Raspberries, Blackberries, Plums, Pears, Peaches W. R. Roach & Company HART MICHIGAN MICHIGAN TRADESMAN March 8, 1911 We Are the Selling Agents For the Celebrated Homer Laughlin Dinner and Toilet Wares And Many Other Famous American and English Potteries And Sell Their Products at Factory Prices On a Strictly Commission Basis We Save You Money We Are the Michigan Selling Agents for the Famous “LEONARD CLEANABLE” ONE-PIECE PORCELAIN LINED REFRIGERATORS For the Home, Store, Hotel and Restaurant ea The ‘‘Leonard Cleanable’’ Refrigera- They Are tors have Twelve Distinct Walls, the inl Best Insulating Material Air Tight andsome th : Locks and consequently are the most and \ é Economical to Operate. Durably “PR Bee This illustra- es ee t s o Made ‘es latest improve- We A) le ment, the acs = =| U Germ Proof baeniunned fi ¥ One-Piece Kept Clean Ay tu ) | Porcelain Lining = ———— ia Leaving not Require But Little Ice even the small- est space for filth to accu- mulate. THE “LEONARD CLEANABLE” REFRIGERATORS Are backed by a 30 years’ record of unprecedented success and continuous improvement. Our magnificent new plant is not only the best equipped in the world. but the largest as well. having a capacity of 30.000 refrigerators per year and is kept running full time the year around. Secure Agency for Your Town. Ask Us for Catalog and Discount. To Insure Prompt Service Address H. Leonard & Sons, Grand Rapids, Mich. Manufacturers, Agents, Importers and Jobbers We Show Over Two Hundred Patterns In Open Stock Dinner Wares Including the Famous product of Haviland & Company And Other Leading Makers of French and German China Also Complete Lines of House Furnishing Goods Enameled Wares Silver Cut Glass, Ete. “«: BURNHAM, STOEPEL & CO. 19-41 LARNED ST. EAST o Wholesale Dry Goods and Carpets INCORPORATED 1902 ‘DETROIT. MICHIGAN en ee scenes eee ORI ssee ce am — MICHIGAN TRADESMAN lyil INDEX TO PRINCIPAL ARTICLES Page Annual Meeting and Banquet of U. C. T., No. 131 6 As An Investment .........................-....30 A Seng of Spring 32 A Wholesale District ............2.-... 2... -..t9 Coast Surplus of Laber 16 Credit Problems Clerks in a Trance Development of Retarl Editorial ee attotiad ee 9 Paecy Stuped Shirts -........ =... CS Crocery ang Produce Market ..........-...._.- 5 flat Styles (Or Spon... 8 how £6 Bouow Toes 5.6.0... ee... 22 fiemietant to lmporber 66). 60.2 10 lprovins (Ouality of Hees ... 2... 42s. 2... 12 lake Your Own Horecast ........ Le ae Michiean Hardware Mens Convention ......... 2 SDP SPSL PSP EDP EHP EE HED Page New York Magket ....:......... Nee 48 Natures Busy, Season =... ...............-4._. .- 26 News of the Business World ............. Alecia (One (grocery UWOpiGs 8.25.20 0 22...) oo. 15 Borns DMecerative Scacmes 2 66... 17 Spring Ideas in Women’s Clothing ey Sprine and Summer Habrics .............. ee! Side Liewis Om Sales Success... ...6.-4:...-...3% Seed and Seed Prospects for New Season ......13 Special Price Cument ) .-....:..0... 202... AT Btoremcepcers FPersondiity ..2....6..5 0... 2.30 Whe Merchant Harmer --... 0.1.2... 14 The Shoe Oaestion §6....5...-..... 3... .44 The New Millimety =.) .2.5..............-... 2223 cS (he Soccial Hditiean 9200) Then and Now oe Neigeis and Satins 6200705000. INDEX TO ADVERTISEMENTS Addis & Wart =. 6 Be Acorn Brass Manutacturing Co. oo a American Case && Heeister Co. .-............... Miden & Judson ....-............1......._.._.-azs American Seatine (Oo |... 16 Aieidue { computing Scale Co ................ ..33 \lfred J. Brown Seed i 7 Biate 4. a: Rociow BEoOs. «8 Becker Alaner B00 (060 ee 16 Brown & senler (CO. ......:...............-...- al6 Batler Bros =... ae Briitjant Gas Lamp Co. .....)....)......-._..... 36 Riurniiam, Stocoe: & CO 6... aes Business Wants Department .... - ee 47 Vl PP anaes Co 8 ai3 CE. Conover Co. aes Commercial Savings Bank 3 (lark Weaver Co. (orl Anot & (eo ........... 7... ade Mitizens PTelepnone Co. ......--.....2..-2.... 6. 3 (hoe A Cove ae (Coronet Corset (6 ...............2.:.....:..... a24 Corn Products Retini 3 &. B. Cadwell & Co OR ee ik ie aie ale a Ge eras ia eee (reccent Alanuiactumne Co |. 2... 8... 12 Crohon & Roden Co. Doh ee. Soe dS AC J) Deer Co... ou 36 btrom Bubber (ob |. 1... 12 Pleiscthimann Yeast (6 .-............ . 13 WoO Hiner & Co hl. ee aoe Poleyw © 10.2.0)... ee ee oe Foster, Stevens & Co ......_. so 8 Poote © Jenks =. 3. : 36 Porta Natzonal Bank ..........:........-... .all Grand Rapids Electrotype Co ......:....... 8. 12 isrand Rapids Fire Insurance Acency ..........33 Grand Ranids Gramm & Mill Co. ....-......... al3 Grand Rapids Dry Goods Co. Grand Rapi Qu. f J ~ Mctate Bureau... ........ 1.33 (oO 7... ase PAL Hilt Hazeltine Hlerold-Bertsch Shee See Hangy Press (ae) 0... 2. ee 43 Hirth-Krause Co. .. oo | Brent Cover lorton-(ato Manivacthiing Co =... 2. a20 Drus Co. Imside Back Cover C ideal Clothing Co. ............Imside Front Cover lroqu Ce al9 ; lroqu ir to... ae Jenning nulacturins (6 -...... 5... a20 Juds Co... ae ‘ Cisar Co 4. 2.2. ale > JQ - Manuiaciurims €o sé = ZH OP NEP SIE EP SPEDE DH Kelloge’s Poasted Cora Flakes ................. 40 Kent State bank 99). 6. . Gl... 2. a28 Klinemans Sample Puruitire Co) ............. 216 ta. dueonmand @& Sons §.........-. 2. 22... a34 Sean Bees Be CO eo 8d bee & Cady ee. a30 femon @ Wheeler (o ......).......0:. ....- ali Lowney’s Cocoa 2 Mayer Sle (oO 62.0.2 es 13 Monevweient scale Co... 5... .20. 05... |. 45 McCaskey Register Co. 33 Michican Maple Syrup Co. .......-..............12 Michioan Gust Co). 0)... ee ee 38 Michivan State Tclephone Co. ...:...... oe ee CO AV MS Paper UO 2 a23 Miller, Watt & Co. eG Mioscliey Bees) et ee. 12 National Biscuit Co. National Candy Co. Jaa National Casa Register Co 2... 0.2... a2s National Goocer (CO 6220) 2 8 a26 Natrona: Grocer Co .......................... ant Oalkdand Vinesar & Fickle Co ............-.)..13 Old National Bank 09 6202) ek. ee. al5 A @ Pearson Produce (Co. | 2.262. s12 Peoples Sayines Bank 9.602.205) 5 2.50. 2. act Pagl Steketce & Sens .......................4.. a9 Phelas & Bieclow Windmill Co. .........-5...- ..42 Poctam Ceneat (Wo 208) ee. 11 Proudht toose Lear Co. ...25.....5...........- a13 ea Re Witvie = 0200) 13 H. M. Reynolds Roofing Co. a , ” Woo Roach & Go .........:.................4a33 WieoR Roaca & Co... 2s 13 Rempis & Gallmeyver Poundry Co ..........-...ai3 Rindse Kalmback, [oste & Co. td. ......_.- a> Sidney Elevator Manufacturing (oO. .............3 Sawyer (Crystal Blue Co =. -.................. 16 Shredded \WWhear (0-2. .50.-02 2. ee: a24 Penta, Smile fe A Standana (1 Co 6) 13 Stimpson @omputine Scale Co |. ............. a3 Avadesiman (ompany 8....00)..0 0.55) 02 020... 46 Thonmisen (0 ...... . BT 2 eee ee 8 ee) ee ee ee ee eee ee, ee ee a Tancletoot .._. ee 37 Valle Vinkemulder Co. oo Moma Md 50 6 14 Matson tHiccins Mialline Co ...................15 Wells & Richardson Co. ee Miilliams Good Products -....-.......5......... al MWiiimarte Show €ase (Co ..................... ala Miggdnoise (oO 0-20). 2: J 2 age Worden Grocer Co. ee a ae Worden (Grocer (0 9... 2.0.) ast Wreocden (Grocer (oO .. ........5.)...7......... a3 Wrykes & Co. ae Miatter Shankland 6: (Go ....:0.....220.. 12.2 8b Weatherly Co. eS Matter Baler & Oo. 3) By les City Milligs Co 2.22... 62... Back Cover 1 erenere tees oon ote ee hig i SN Ree agi fis ee a AR REE cmpyranieee oon ote thas inj ai I acral iRinaestEe alieiesina c (a i= hep Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, MARCH 8, 1911 The Speci The Advertising Is Its Most In- teresting Feature tion. One of these - = who take the e e something they t wy a Edition man does not believe what 1s sat to him about the extended cir o influence. He might 1 st gated, but he is only after his customers with some new prop: si- |" to crowd three thousans Written for the Tradesman. If three men witness a dog fight or a runaway there will be three to- tally different descriptions of what took place when the threemen come to relate the incident to their friends. Did you ever hear thre2 men who had witnessed the burning of a building tell about it? If you have, you must know that no two men ever yet saw anything at all from the same angle. The human brain seems to have a faculty of shaping and coloring every impression which comes to it so that it will harmonize with the old ideals or prejudices which have long dwelt in the funny little cells of which the gray matter is composed. If you state a proposition to three men and they chance to agree upon it, you will learn, by further enquiry, that they do not all adopt the idea for the same reason. If the human family had not, cen- turies ago, formed the habit of be- ing guided by precedent, the world would be in an awful plight just now. It is true that all human progress has been made in defiance of precedent, but what was law in England before there were any rail- roads, or telegraph lines, or trust companies, is law in the United States now, if you leave it to the supreme courts. If you don’t believe all the above Solomon, go into the business houses and ask the managers the following question: “What is the good of a special edition of a trade paper?” Provided you don’t get thrown OUt|home paper you think nothing of it. | uable. before you have caught your breath, you will get just as many different ideas as you visit offices. These ex- pressions of opinon will range all the tinople you write your friends about | the retail besiness way from forty below zero to tw? lit and put it in your letter to your | a two-thousand-word space n calling the attention of the public|friend told him that he was gettinz| f; to a certain line of goods, it goes|too compact a without saying that the attention of that no one w the public can not be too often call- type. | lo “If they are interested in sugar,” | was the reply, “they will read it. If} ‘ aS _. . [they are not interested in sugar what is called publicity advertising is a 0 a Oy) not care whether they read it put out. Publicity advertising calls aot” attention to the thing itself. It does not tell you where you may buy it. It just says that Sapolio, or Ivory Soap, or Grapenuts, or the Dayton Cash Register, or Toasted Corn Flakes, are the best ever and worth the money a dozen times over. The advertisement does not tell you where to buy, often does not give the price. It just tells you about the quality of the thing. Now, the advertiser who buys space in a special edition because he wants to keep pounding at the public is something like the prece- dent man. He accepts the word of others. He knows that all the great fortunes which have ever been made in trade have been acquired by ex- | P*PeT issue, but as a tending the circle of trade by means is just what it is, a catalogue of advertising. He just keeps pound- things a retail dealer needs m his ed to the goods.” This is the principle upon which & This was good sense, the kind of | * judgment the patent medicine men | use when they jam a space full of agate type. If a man has the dis- ease they are talking about he will | 9 read the notice if he has to get a} glass to do it. All these ideas make the advertising im a special editi well worth reading. In fact, the ad- vertising is always the best feature such issues. But the real reason why the advertisements form the best p of an issue was stated nicely by an advertiser, and is worth reproducin here. “I regard a special trade paper,” he said, “not as a news edition of italogue ing away and usually wins out. pusiness. It is not the catalogue A man who advertises in everything | OT¢ frm, but the catalogue of score® was censured by a partner one day of firms in competition with eac for paying a very large price to a other, and that is why 1t 1s valua ‘raveling painter to put the name of If there is anything new im the dr one of his products on a rock in a goods or provision, or drug or sho deseti slight advance. in recent years has been badly cr wd-land 19¢ for turke a i ' Rice—There is very little change ed. The new building is 100 fe et | Radishes—20¢ per doz ae 4 : 4 é in the rice situation. Prices are hold-| square, five stories and basement.| Sweet Potatoes — Kiln-dried. # ran ing the same as quoted last week on with light on three sides. It is Oi | per hamper 2 dl OE ag ET both Honduras and Japans. The de- ornamental brick, mill construction,| Veal—Dealers pay 10@10 : “ee a ‘ ' ee mand shows no increase over that of and especially designed for the com-| ee si nee ' last week. Advices from the South| pany. It will be one of the most con | Michigan Retail Druggists Have 2 : — still report a firm tone, but business veniently arranged drug houses im) New Secretary. WwW DPD Foleer & Sens manufactur is light. Despite this fact, the sellers|the country. The business offices will Traverse City, March 7—Will a! ers of eoht drm cad at. have not weakened any and are ask-|be on the first floor, the salesrooms n Secretar . sical 4. ing full prices and granting but fewjon the second floor and the other de- Drugaist . - + i lat cencessions. partments above. It will take sev-| Don - seem whut Olives and Olive Oil—The market|eral days to become thoroughly set-|1 wit E 1 subser 23 Ana + on i on both olives and olive oil is very|tled in the new quarters, but so care | cag te - od %.008 ix oeooerty. Those —~ firm, as a result of the continued | fully were the arrangements made for Secretar nter re Don G MV - G heavy demand and the short supply.|the removal that the company will be | 1 nd wor M twin T) F - : The business in plain Manzanillas is “at home” with very little delay. MICHIGAN TRADESMAN March 8, 1911 Annual Meeting And Banquet of No. 131 U. C. T. a Big Success. The meeting of Grand Rapids Council No. 131 United Commercial Travelers of Saturday, March 4, was the largest, best and most interesting meeting No. 131 has ever had—as it was the annual meet- ing at which time officers are elected America, for the coming year and also the fact that Grand Counselor C. A. Wheeler accompanied by his entire executive committee and a large rep- resentation of Supreme and Grand Of- ficers attendance the rooms were “capacity full” and promptly at 12:30 the meeting was called to order by Senior Coun- selor, H. Fred De Graff and the an- nouncement then came in that visit- ors were waiting at the outer door and the page was instructed to admit them to the inner room. The visiting brothers as introduced were: would be in Council Supreme Treasurer—Riley N, Hull, Columbus, Ohio. Grand Counselor—C. A, Marquette, Mich. Grand Jr. Counselor—Geo. B. Craw, Petoskey, Mich. Grand Past Counselor—A. T. Lin- coln, Hillsdale, Mich. Grand Secretary—Fred C. Richter, Traverse City, Mich. Grand Conductor—John Q. Adams, Battle Creek, Mich. Wheeler, Grand Page—E. A. Welch, Kala- mazoo, Mich. Executive Committee — John A. Hoffman, Kalamazoo; James F. Ham- mell, Lansing: John D. Martin, Grand Rapids: Angus G. McEachron, De- troit. Grand Chaplin, W. S. Lawton, be- ing an officer of Grand Rapids Coun- cil, occupied the chair of his office. The page announced that a large class was in waiting ready for initia- tion and the Secretary-Treasurer, D. Hydorn, was sent out to make ready, prepare and get their money—Harry is always looking for Harry some money—at this point the de- gree team made their entrance under) the leadership of brother Jim Gold-| stein. In their uniforms and executing | their march they certainly made al fine showing. Returning to the outer | room for the candidates they brought | in the lucky number of 13—no that is| not unlucky for Grand Rapids Coun- | cl No. 135 with 13 charter members the | among | juris- was organized and is now largest in Michigan and up under the diction of the Supreme Council. the large Councils, | time to| : : : : | the discussion of a proposed bill to) Considerable was given }in The election of officers was then held and the business of Grand Rapids Council No. 131 for the next year will be handled by the following offi- cers: Senior Counselor—H. R. Bradfield. Junior Counselor—J. H. Mann. Past Counselor—H, F. De Graff. Secretary-Treasurer—Harry D. Hy- dorn. Conductor—F, D. Ewing. Page—O. W. Stark. Sentinel—* Daddy” A. T. Driggs. Executive Committee—W. K. Wil- son, E, C. Jones, N. H. Graham, H. C. McColl. When Grand Rapids Council No. 131 first organized Mr. Driggs was elected Sentinel and each year is elected to succeed himself for the boys want no other person in “Daddy” Driggs will qualify and fill his bond as cus- todian of the “Two Swords” and other numerous articles. Some short talks were given by visiting Grand Officers it was lamented that mere of them could not tell some of the good ideas and suggestions they always have for the betterment of the organization. Was he that office so long as and There was ing brothers No. 404 with Muskegon also present many visit- irom Muskegon Council good things to tell about and what preparations were being made there for the meet- ing of the Grand Council in June, but the hour was drawing near when all wanted to get away to wash up and dress up for the banquet called for 6:30 at the Pantlind. After the instal- lation Counselor C. A. Wheeler of the newly elected officers, by Grand the largest and best meeting ever held by the local Council was duly closed until reopened again in the name of Unity, Charity and Temper- (ti CT) also United Com: mercial Travelers. ance The ninth annual banquet of Grand Rapids Council No, 131 United Com- mercial held at the fotel Pantlind last Saturday evening, the travelers being seated in the ban- guet hall at 6:30 o'clock. It was the largest gathering of commercial men and their which ever at- tended an annual banquet in this city, Travelers was wives has there being over 250 people present and filling the banquet hall to over- flowing. The menu which was pro- served a rapid fire manner, after which a very pleasant evening of entertain- ment was enjoyed. vided was excellent and was come before the State Legislature | The new Senior Counselor, Homer making it compulsory to buy a ticket] Bradfield, acted as Toastmaster for before entering a train or pay the| conductor at the rate of three cents | a mile. pointed and drew up resolutions which will be taken care of by the legislature committee at the The guests the occasion and introduced speakers of the evening. A special committee was ap-| of honor were, the Hon. Chase S. Osborn, Rev. J. T. Husted, Roy K. Moulton, Walter K. Plumb and the Lansing.' Grand and Supreme Officers of this State in U. C. T. consisting of Riley N. Hull, Supreme Treasurer; C. A. Wheeler, Grand Counselor; Geo. B. Craw, Grand Junior Counselor; A. T. Lincoln, Grand Past Counselor; Fred C. Richter, Grand Secretary; John Q. Adams, Grand Conductor; E. A. Welch, Grand Page; John A. Hoff- man, James T. Hammell, John D. Martin, A. G. McEacheron, Grand Executive Committee. The Hon. C. L. Glasgow, who has been a guest at every banquet for several years was again present and was heartily welcomed by everyone. Rev. J. T. Husted gave a short ad- dress on the topic, “The Traveling Man’s Wife.” Mr. Husted was well received and his address was pleasing to all. Roy K. Moulton made a few humorous remarks in his usual sol- emn way and made a decided hit. Walter K. Plum made a short address on “The Traveling Man,” which was very complimentary to those present, especially our handsome and_ dis- tinguished toastmaster. Hon. Chase S. Osborn spoke for about 15 minutes and we had some speech from him in that length of time. The Governor spoke of the time when he was a young lad and lived in a small village of four cor- ners where the event of a traveling man coming in town was an assur- ance of all the latest news of the world, the best funny stories and also a sight of well fitting clothes. The Governor stated that he was very indeed to attend a_ banquet where the ladies were present and he called them the traveling man’s ‘Pard.” He said that he had not spent such a restful evening or en- enjoyed such a glad nice program ina great many months. He paid our Council a great compliment and hoped that he would be able to at- tend another of our banquets and if ke received an invitation he would surely attend. (He will get the invi- tation all right). The Governor stated that the bills which were before the Legislature in regard to a three cent fare on steam roads when you paid on the train would “never get by him,” also that he hoped to see a 500 mile inter- changeable mileage book at $10. Secretary-Treasurer Happy Harry Hydorn made a few remarks in which Fe thanked the boys and also the “Pards” for their very hearty sup- port extended to No. 131 during the past year. Happy Harry also with a neat little speech presented our re- tiring Senior Counselor, H. Fred De Graff with a U. C. T. charm on behalf of the Council. Mr. De Graff in his retiring speech thanked the Council for the hearty support which had been ac- corded him during the year. Supreme Treasurer R. N. Hull made a few remarks in regard to the fine condition of the order and Grand Counselor C. A. Wheeler also spoke along these same lines. John D, Martin, of Grand Rapids, made a few very pleasant remarks which were greatly enjoyed by all. Mrs. Fred Richards gave a select reading: Wm. Fenton rendered sev- eral songs; Arthur Borden also sang a little and shot a little and presented a very pleasant line of entertain- ment. Ferd. Warner played a few selections on the piano and other music was furnished by the orchestra. The National Candy Co. presented each lady with a nice box of Bittet Sweets and the Johnson Cigar Co. presented the gentlemen with a vety neat card case. Everyone present enjoyed them- selves immensely and the verdict was that this was the finest banquet which No, 131 ever held. The credit for the fine time is due to the very able committee which had the affair in charge and was com- prised of Fred T. Croninger, chair- man, Thomas J. Modie, Harry J. Shellman, Wade A. Slawson, H. B. Wilcox and Clifford C, Herrick. Grand Rapids Council is growing, and growing fast and we wish that every commercial traveler who makes his home in our city might become a member of this Grand Order. G. Counselor C. A. Wheeler, of the Michigan United Commercial Trav- elers and A. G. McEachron, Chaplain Riley N. Hull, Supreme Treasurer of the Michigan Krights of the Grip, addressed the Evening Press news- boys’ happy hour Sunday afternoon and made a great hit. They talked to the boys just as though they were once boys themselves, and undoubt- edly gave the youngsters some excel- lent advice. turn down a chance to something that you have never done before, and are not sure that you selor Wheeler. “Don’t be afraid of failure, if you are persevering you will learn your weak points by “Never do can do,” said Coun- for failures and will overcome them and finally win success.” Chaplain McEachron urged the boys to make the most of their op- portunities. “Remember, boys,” he said, “that perhaps some business man who is casting about for a bright, capable boy, may have his eye on you. If he sees you smoking cigarettes and going about your work indifferently he probably will pass you by and you will lose an oppor- tunity that would mean much to you. A bright energetic newsboy who goes about his business in a. brisk and determined way stands a good chance of attracting the attention of some business man who may start him on the way to success in his life’s work. Remember that your conduct now is more important than ycu realize.” March 8, 1911 C. A. Wheeler, Grand Counselor John A. Hoffman, Executive Committee John D. Martin, Executive Committee MICHIGAN Geo. B. Craw. Grand Jr. Counselor James F. Hammell, Executive Committee W.S. Lawton. Grand Chaplin TRADESMAN A. T. Lincoin Grand Past H. FP. DeGraff. Past nunse nse lor é fea 4 MICHIGAN TRADESMAN March 8, 1911 MACHIGANTRADESMAN DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance, Five dollars for three years, in advance. Canadian subscriptions, $3.04 per year, payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first vear’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- cording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents: of issues a year or more old, Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. March 8, 1911 payable SENATOR BURROWS. The close of the sixty-first Con- gress last week brought to an end the public career of Senator Julius Caesar Burrows, a career that cover- ed eight terms in Congress and two and a fraction terms in the Senate, a total of thirty-two years. It is not recalled that any other man in Mich- igan history has. served long. Thomas W. Ferry, in Congress and so the Senate, served twenty years, Omar D. Conger eighteen vears, Zach. Chandler and Jas. McMillan each eighteen years, Of present day statesmen Senator Wm. Alden Smith has sixteen years to his credit, and Congressman Sam. W. Smith and E L. Hamilton each fourteen years. Senator Burrow’s service has been as honorable as it has been long, and he will be entitled to grateful re- membrance in the history of State and Nation. It can not be said of him that his abilities were of high order: that he was a great statesman of the constructive type. But he was honest, his intentions were ever the best and never was his loyalty to party open to question. He blazed the way, but when conventions or party leaders declare] never national party policies, none were more faith ful or able in upholding them. In the days when party lines were sharply drawn “regularity” was a virtue. In these modern times “insurgents” and “progressives” are fashionable Brought up in the old Sen- ator Burrows remained “regular” to the last. He a defender of the ill odored Lorimer and ten years ago “ school, was this is what would have been expect- ed he would have been applauded for it by Republicans everywhere. Public timent and party lines are not what they were. It Senator Burrows who is unchanged, a party man to the end, as firmly convinced as ever that a Republican can do no wrong. The closing incident in his long = and useful career, the defense of Lorimer, is to be regretted, but it will soon be forgotten, and the many good things he did will be remembered. And, per- haps, this is as it should be Senator Burrows of him as a Republican, and ce - sen is was without means when he entered upon his pub- lic career a generation ago. He re- tires from office no better off finan- cially than when he went in. In this respect he has not been so fortunate as his colleague, Senator William AI- den Smith, who has become a half millionaire or better and is able to live in his own mansion in Washing- ton. At various times it has been charged that Senator Burrows has been the good friend of “the inter- ests,” but if any such relations exist- ed it is certain they have not added to his worldly wealth. He is now 74 ‘years old, happy in his domestic re- lations, in good health and menta! vigor. He is a member of the Mone- tary Commission, which will give him occupation and a modest salary, and he has friends and memories to help make the days of old age pleasant. THE SEED QUESTION. In every community a good trade in garden seeds may be worked up if you go after it with a determin- ation. Once every one practiced savy ing their own seeds, but it is now cheaper to buy save in a few varie- ties: and even these one wants to re- new frequently to insure vigorous strains. Secure vour stock from some standard dealer, and thus have some- thing which you are not afraid to guarantee as fresh and true to name. There are many old seeds put upon the market in the country grocery which have practically lost their vi- talitv. If they germinate, the process is slow and the plants are weak. This fact has given the seeds thus sold a bad reputation, and some have vowed many times that they will send di- rect next time, and not get caught with time so limited that they must again depend upon local stock. Yet people do repeat the process, at least to a certain extent, vear after year. This is vour chance to show them that there is a difference in seeds and that you have the good ones. You can sell in bulk to suit the needs of the individual and save him postage. With ihe seeds before him he is apt to order more gener- ously than when depending upon the nice looking catalogue descriptions. Another chance for you to buil¢ up is to be able to tell just what va- rieties are best for certain purposes A customer wanted the Fordhock squash seed and hunted in various places, one dealer trying to palm oft a crook-neck variety as a substi- tute for the “hook.” He really did not know the difference; but, luckily, she did. It is up to you to distin- guish between your early and _ late peas, and to know something of their habits. A single evening spent with your catalogue will give enough in- formation along this line to enable you to push your goods with confi- dence which is justified. Less attention to price and more attention to quality means _ better trade and more profit. Remember that it is not always (nor even in a few instances) the grocer who is do- ing a big business that is making money. THE PARK IN SPRING. Only the willfully blind will be able to dodge the point that the pub- lic park, when nature is just awaken- ing, is not only an interesting and beautiful but an invigorating place. It puts new life into the sluggish cir- culation; and the many bottles of patent medicine for which it is a worthy substitute may make the drug business a little less brisk along the one special line, but will sure- ly materialize with a renewal of ener- gies in other directions which will more than balance the deficit. What is more cheering than the first dandelion peeping out from the freshening sod? It puts new hope into the soul. It brings new joy to the heart. It proves that extra ef- fort, even amid seemingly drear sur- roundings, will bring success. Many of the summer birds are wan- dering back, and while the process ot nest building may not have yet be- gun, the little workers are lessen- ing the crop of insect life in a way that is refreshing to those who have a horror for things that crawl. Should a belated snow storm inter- rupt their enjoyment, they seek shel- ter in some of the thickest of the evergreen shrubbery. Surely God had the birds in mind when he made the cedar and the spruce: for without these sheltering branches our feath- ered friends might often the cold storms of April. Truly is the park the city play- ground; the one spot where we can throw aside business cares and wor- ries, and enjoy the beauties of na- ture and of art. It makes joy, peace, happiness; it lessens crime and makes better the life and purpose of those whom we already regard as good. Living up to the greatest of possi- bilities with the park system is one of the ways by which we may lessen the demands for prisons. Its main- tenance costs less and it is infinitely more satisfactory. suffer in TIMELY WINDOW DRESSING. Every at cherry-blooming time the Japanese repair to the gar- dens ard enjoy a feast of the soul. It is not ours to revel in the peculiar beauty which has cost this nation so many generations of careful breed- ing and selection, but we may have in season every window some touch of the charm so pleasing to them. Something which breathes with the new life is always appropriate. A few branches of the common pussy willow placed in a glass of water in a sunny window will speedily de- velop into a thing of beauty. A few bulbs of crocus, hyacinth or Chinese lily will answer the same purpose in a more elaborate manner if you thought to plant them last fall. If you feel disposed to invest a small amount in greenhouse plants, there are many from which to select, al. though you miss the inspiration gain- ed from watching things grow from the first. But as the -space assign. ed for this purpose in any case limited unless this be along your spe- cial line of business, make the cen- tral piece as attractive and striking is as possible. See that it is in har- mony with your line of goods. Bril liant contrasts in color are apt to clash; and the soft, delicate texturcs are best seen in connection with the most dainty floral combinations. If growing plants or cut flowers are impracticable, tissue paper imita- tions serve nicely to brighten the background in an otherwise plain ef- fect. The color scheme may be per- fectly adapted, for there are almost countless combinations from which to choose. If the paper flowers offered by the professional are not to your taste, there are those in your own vicinity who for a nominal sum will be glad of the chance to do your decorating. The material is trifling in cost, and the possibilities in proper hands are almost boundless. Roses are quick!y made and lilies against a dark back- ground are always admired. Wheth- er the touch be of real life or only its semblance it puts new life into your window. PROTECT THE BIRDS. In many communities our most beautiful songsters and insectivorous birds are becoming all but extinct, and mainly through the thoughtless- ness if not cruelty of man. It is an easy matter to so annoy them and annihilate their breeding places that they will desert the locality if they do not pay the penalty of persistence with their lives. The destruction of timber has removed many of their shelters, but with this comes an an- tidote in the public parks, if rightly used. Those of our migratory birds first to return are often caught in a late snow storm, and unless some safe re- treat is at hand they must many of them perish. There is no better nat- ural shelter than a clump: of thick evergreens; and those having Nor- way spruce or similar trees from which to make observations will be surprised at the number of our wing- ed friends frequently sheltered with- in a single tree at such times. Plant them liberally both in parks and pri- vate grounds if you would allure the birds. It is said that a single quail worth five dollars to the farmer as an insect and weed destroyer. Even although -we “may not~happen to be farmers, we all thrive upon the pros- perity of the farmer and should? en- ioy promoting his interests. Espe- | cially should all bird lovers enjoy the clear notes of “Bob White” from the thicket. A quail in the thicket is worth many in the soup; for its de- light is perpetual. A robin will collect for its nest- lings, so Professor Treadwell has fig- ured it out, sixty-eight worms each, daily, and Higginson, in his delight- ful Out of Door Papers, pictures the “exhausting labor of yonder _ robin, whose winged, picturesque day is spent in putting worms into insatia- ble beaks at the rate of one morsel in every three minutes.” Study the 1s birds and vou will soon learn to love and protect them. They are among our very best friends. March 8, 1911 MICHIGAN TRADESMAN $ THE SPRING OPENING. There is no season of the year so entrancing as spring, when every- thing is bubbling with new lite. There is a freshness in the air and in the rapidly developing verdure, while the bursting streams purify and quicken. The vernal blossoms have a charm distinctively their own and the song birds’ are always. full of joy, The awakening of nature is characterized by a general renewal of life and vigor in a manner which is not without its wholesome lessons. Most fiting is it that the “spring opening” comes when there is prom- ise on every hand of new life and vigor. Let it be a bursting of the streams of energy; a promise of bounteous treasures. Whatever your line of goods, there is a_ glorious chance to press the new consign- ments to the front, and give to them the freshness of the first spring bles- soms. First, take notice how Mother Na- ture sends her rains to wash away the dross. One of the chief charms of spring is the cleanness on every side. The need of a general renova- tion is apparent. Not only should windows and showcases be immacu- late and shining, but make sure that no traces of dust are left upon th-« shelves to soil your fresh goods and brand them as left-overs. Nature puts forth green leafage at every step, both over our heads and under our feet. The best substitute for this in the hands of the trades- man is paint, the covering which brightens and protects as well as makes clean and insect proof. It is cheap and easily applied. Do not be chary of it, for aside from rendering your woodwork longer lived it gives the clean, fresh look not obtainable through any other means. No mat- ter how choice your display, the lack of paint will give as dilapidated an appearance as will a worn-out har- ness tied up with strings to the fancy horse. If you happen to be a milliner, you have no hesitancy about what you will place in your front window. The Easter bonnet is too widely herald- ed to require notice here. But if vou happen to be a hardware man the path may not seem so clear; and yet the voice of spring is just as in- sistent for you. Press your hoes and rakes to the front. Get out the lawn mowers and push the wheel tools out where people can not miss see ing them. Be ready to prove by weil presented facts that they will save their price in a single season to any one who values his or her time; and no one has a right not to value their own time in this age of the world. Besides showing new and season- able goods, show that you are your- self imbued with the new life o the season; that there are strong- er impulses for good rushing through your veins, like the swelled streams bounding down the hillsides. Show that you are putting forth new ef- forts to expand your business; that you are bound to grow. Prove that you have an abundance of good things coming as surely as are the mr vernal blossoms. , While you -have a not been dormant like the plants— of course not—the inyigorating. air and renwed surroundings bring. with them corresponding stimulants to trade. a Poe Never was there “2‘trioré ” ffting time to show your énerdy.’ Goods, season afid the trdtd of Youf pAtrons are in unisorf’ thige this’ iS thé ‘season pre-eminent for “ding ‘things’ Trans fotmatibns are” mdde’ with magic swiftness. ‘It’ is‘ Nature’s seedtim: Make it’ alsd your 6wrt ~ Plant wit! returns will surly ‘reward you hértor! vigor and’ edthusiasm and the Mh THE CHAMPION SNEEZER. A sneezing match was recently re- ported. fromthe State of Pennsylva- nia. Fhe victor, it is said, scored | thirty-two sneezes from one pinch of A snuff. His amiable rivalry in nostril yi agility makes the pie-eating contest look slow and indifferent, and re- calls how a habit which once apper- tained to ladies and gentlemen of || y high breeding has fallen to be a freak \ of fun. The remarkable thing about snuff and sneezing is how the habit | of taking snuff has passed —_— i | ly out of fashion among the sociall great. A century ago it was a kine ly act to take snuff. Nowadays }j y/ would be a “dub if it were found on y, your person. Our first chief execu- tives took snuff—among other things |} —-and they used to exchange snutt boxes. The simple fact is that tak- ing snuff, like taking quantities, has ceased to be becaus ‘ men and women have grown wiser. Ii a we want to sneeze to-day we do not i pass a snuff box, we beg pardon, rush behind the barn or the handkerchief, and let it go at that. wine in gross The reason country boys succeed ie in the city is that they learned to work before coming. << BS Shelf and Counter Display In these days of progressive merchandising it isn t necessary to preach the advantage of a well-ordered, attractive store. But have you realized the My, effectiveness of the Uneeda g Biscuit package for shelf and g counter display ? % ~@ ee eeamar tine Fi. ata denen The purple and white mosst- . ure-proof package is attractive in color and design. It lends itself to many novel display figures. It is suggestive and promising of good things within. y x NATIONAL BISCUIT COMPANY ' > _<> ROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock HAND SAPOLIO HAND SAPOLIO is a special toilet soap—superior to any other in countless ways delicate enough for the baby’s skin, and capable of removirg any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake MICHIGAN TRADESMAN March 8, 1911 Immigrant to Importer H. Hamstra’s Splendid Success the Work of Ten Years It has been said that success in life is not so much a matter of opportu- nity as of concentration and persever- ance. ot H. well deserved through In the case of Harm Hamstra, Harstra & Co., and success, has success, come features in his these two sturdy Dutch character, adding at the | same time initiative and energy of purpose. Mr. Hamstra did for opportunity to not wait come; but went out and made that opportunity. a little Dutch town in the province of Friesland, early in lite he determined to seek fortune in the land of opportunity across the sea. With a number of young men friends he sailed Statendam, of the Born in Steamer Amerika steerage on the Holland line in October, 1901. The young men were members of the village band and took their instruments along and during the voyage were in- vited to play in the for the entertainment of the passen- gers. When Mr. Hamstra landed in New York he had just $3 in his pocket and his only stock in trade willingness to work at anything that might offer. He scon found a job at chopping wood, then became a brick carrier and then a lather. He board- ed with an American family and spent his nights studying English. In Patterson he met the lady who aiter- ward became his wife and true help- meet. In Patterson he met a coun- tryman, Mr. Vander Laan, an im- porter of Holland books and special- ties, and it was from him he gained the idea of engaging in trade as an importer. In Sept., 1903, Mr. Ham- stra came to Grand Rapids and the first acquaintance he made was that of A. Guikema, a Fifth avenue gro- cer, representing an Eastern importer of Dutch goods. When Mr. Ham- stra mentioned his own plan to be- come an importer, Mr. Guikema smil- salon other > was a . . ted at the idea and voluntarily turned over his agency to him. The line was Dutch cocoa, Haarlem oil, brushes, etc. Mr. Hamstra began business peddling goods from house to house, | but this seemed a slow and uncertain jroute to success, even when he pur- |chased a horse and wagon to help lin making the rounds. The venture |was not a success, but this did not deter him from going back to Jersey to marry the girl of his choice, and ihe declares this was the best thing lhe ever did, as it gave him an incen- }tive to work and cordial encourage- | iment. Mr. Hamstra leased a store lwith living rooms above, on Souti |East street near Thomas, at $8 per lmonth, and became an importer on better lines. Instead of trying to sell eee to the consumer he sought to build up a jobbing trade. Harry |Meyer was engaged as a salesman land the relations were so pleasant ; ifrom the beginning that he is now < | partner in the enterprise. As a job- | ber Mr. Hamstra succeeded from the ifirst. His first order was for $100 worth of Dutch tea, and this tea went | off in no time. More tea was ordered }and gradually other things were add- ed to the and the Dutch gro- icers in Grand Rapids and in Western |Michigan began to look more and more to Mr.! Hamstra for their sup- plies. In 1907 Mr. Hamstra made a |trip to the Old Country to see what ithe Dutch market offered that could |be imported to advantage. In the lit- | tle village of Dockum he bought a 'tin of Frou Frou at a small delicates- lsen store, and so pleased was he with ithe goods that as an experiment he 'ordered a box of sixty pounds. It ihas been Frou Frou, under the push 'and ability of Mr. Hamstra, that in |four years has made his firm one of | the largest biscuit importers in the iUnited States. Mr. Hamstra secured the American agency for the wafer line, Lin He | BTN «| Pitt Ma) A Scene in Holland from Wed. B. Van Doesburg, propri- etor of Biscuit-Fabriek “De Linde- boom,” of Mydrecht, Holland. Under Mr. Hamstra’s direction and guid- ance the business grew so rapidly that he was appointed American man- ager for the Holland concern. To- day this firm is handling a business with distributing points all over the United States and Canada, with a rec- ord of progress behind it that is astoundisg considering the marvel- ously short time that it has been in being. So popular did Frou Frou be- come that imitators sprang up both in this country and abroad and it became necessary to resort to the Carload This city is the center of the Frou Frou sands of pounds annually. shipments are not at all rare. interest in this country, but much of the distribution New York. In addition to Frou Frou H. Ham- stra & Co. handle the famous Droste Dutch cocoa, and other = specialties. The business has grown to such pro- portions that they are easily the larg- est importers of foreign goods in Grand Rapids, and every year the volume of their trade larger and the territory they cover wider. Mr. Hamstra’s splendid success as a busi- ness man has been due to his energy, is done from sccs courts for protection against the im-_ proper use of the name. litigation undertaken Mr. MHamstra has won. The manufacture of Frou Frou, it may be added, dates back to 1826, when the grandfather of the present proprietor, a first-class pas- try man, began making honey cakes. The business descended to his son and then to the latter’s sons, after many experiments they brought forth the cream filled wafer, and such In every has been the favor with which it has | been received that the demand for it | comes from all parts of the world. | The importations to H. Hamstra & Co. in this country amount to thou- H. Hamstra and | —_—_ perseverance, industry and ability. From immigrant boy with $3 in his pocket, and without even a knowl- edge of the English language, to this city’s largest impor ter, all in ten years, is an achievement that might well make any man proud. Mr. Ham- stra has made many trips to his na- tive land in recent years on business. He will go again this spring and will ‘take with him his family to spend several months, and an automobile tour of the Netherlands is probable. --__ oo __ A cynical friend defines a picnic |as a place where your wife’s relations |seem to enjoy themselves, i March 8, 1911 MICHIGAN Delivering the Goods. When working for the betterment of your business an important item that should not be overlooked is the re-| customer needs so department, that is where his sponsibility ends and that of the de-;A delivery man (but that he can livery man begins. When the delivery man starts out TRADESMAN mething iii a oni trips during the day delivery end of the business. The de- with his load he should see that he | °Y doing sma livery man can hurt your business has every package listed, and if he ** for the store just as much if not more than a poor finds anything wrong he should make| Another import ; clerk. it a point to see that the mistake is| that the goods are delivered Zo0e After a customer has purchased | corrected before he leaves the place. shape as well om time . : A&A good many men get im the habit ; of dropping the goods at the frst 9 cOnvermient piace tie; i goods should be taken in 2 where “ me ; fain or snow By doing this wherever the c are not locked ave 0 Mier dise, make your c e ter, and als3 give e ery m the feeling ¢ and deiivere eg . Re rig way System is at 4 n ery Aiverre ~ ther part re ‘ enior Wit ti r tne par tie r Frietor e sisting er i r Another Scene in Holland his go« tematically : UF course 3! tite Tier her goods she looks to you to deliv- | A good deal of trouble can be avoided | are unreas king er them in good condition as well as|by doing this and perhaps ry send up ¢ right promptly. If a complaint is register-|customer saved during the year. De in reality t re w r ed against the delivery man, start at|liveries should be made at certain) get them immediately or n the bottom and find where the fault | hours every day; for instance, the first these ar ., an lies and place the blame where it be-|load at half-past eight in the morn-|a [it en 1g longs. If a clerk sells a customer 2|ing, the next a couple of hours later, | ors But tr bill of goods, wraps it up right and|and so on during the day. Also 5 ow. It does not promptly turns it over to the delivery |ready to make special deliveries if a | short. If the Advanced Price of Coffee Leads people to change to POSTUM They save something for their purses—but, the far more important gain comes leaving off coffee with its poisonous drug—caffeine—and using in its place PO the food elements from wheat for repairing the injury done by coffee. There is no advance in the price of POSTUM. Continuous, truthful advertising has created a steadily increasing demand and the There’s good profit to grocers on Postum and many use it im their ‘“There’s a Reason” Postum Cereal Company, Ltd., Battle Creek. Michigan MICHIGAN Improving Quality Of Eggs Efforts To Improve (Conditions Causing Heavy Losses IMPROVING QUALITY OF EGGS | Efforts To Improve Conditions Caus- ing Heavy Losses. | campaign for the im-| An active provement of farm eggs in the Mid- | dle West was undertaken last sum- mer by the Bureau of Animal Indus- | try of the United States Department of Agriculture. ceded by a survey of the field in the spring of 1998, showed that an enormous loss was} being sustained annually as the re-| sult of spoiled and deteriorated eggs. This loss results from the ignor- ance, carelessness or indifference the farmer and from the dilatory and unsatisfactory methods of marketing in vogue. The actual money loss ts suffered mainly by the farmer, while the loss in quality is borne by the consumer. A report of this prelimi- | nary investigation was published as Circular 140 of the Bureau of Animal Industry. This work was pre- general which The campaign of the past summer | had for its provement of conditions surrounding | the handling and marketing of eggs, | and consequently the of the quality of the egg itself as it| reaches the consumer. Coincident | with such improvement there will be a saving to the farmer of a great part of the money loss at present sus- tained. ultimate end the im-| improvement | The efforts have so far been di- rected mainly to education in better methods, co-operation with egg buy- ers and state authorities, and expert- mentation. The actual work has beer done mostly in the State of Kansas. The educational work has been done by department field men going among the farmers and impressing upon them the necessity of keeping eggs intended for market in a cocl, dry place and of marketing them fre- quently. Incidentally they have giv-| en the farmers help whenever possi- | ble in the practical management and | breeding of poultry, and have urged | the keeping of pure-bred poultry. | The Bureau sought and obtained | the co-operation of the egg buyers of Kansas, and as a result the “loss- off” or quality system of buying was brought into use. By this the bad eggs are rejected and only the good eggs paid for. There is no measure which has such a definite and far-reaching influence for the im- provement of the commercial egg than the.general adoption of this system of buying and selling. The State food authorities also co-operat- | ed by prosecuting under existing | State law cases where bad eggs were | sold. On account of the material | i system improvement effected in the Kansas eggs the movement has spread to ad- jacent states, and efforts are being | satisfactory that it is |year ago made to secure uniform legislation in many of these states so as to estab- lish the loss-off system of buying at least during the hot months. In the work of investigation va- rious lots of eggs were traced from |the time they were produced on the jfarm until they reached the packing house, in order to determine the fac- ters causing deterioration and to | study how conditions of handling and | shipment may be improved. The results thus far have been so proposed to continue the work in Kansas in about the same manner during the coming | summer. ii eee Cost of Living Is Less This Spring Than a Year Ago. | Written for the Tradesman. There has been a material drop in the prices of nearly all food products from those that prevailed a year ago, and the high cost of living has de- creased by a large per cent. Nearly jall varieties of soil products, poultry, /meats and fish are cheaper at whole- |sale—one of the most noticeable is the decline in the price of eggs. A they were wholesaling |from 25 to 27 cents per dozen, while to-day they are 19 cents, with the prospect of a still lower price. Last summer the egg packers of the country stocked heavily for cold storage on a general price of 22 cents per dozen. To-day these same eggs are now selling at half that price in New York and Chicago. Last week a carload of these storage eggs sold in the jobbing markets in Chi- cago for a nickel a dozen. The price to farmers at present is 15 to 17 TRADESMAN | The.man who is afraid he will la- bor too hard never stands at the top of the salary list. = The Popular Flavor IPLEIN Better Than Maple Order from your jobber or The Louis Hilfer Co. Chicago, Ill. THE CRESCENT MANUFACTURING CO. SEATTLE, WASH. Mareb 8, 1911 Kalkaska Brand SYRUP SUGAR MAPLE EXTRACT Has the Flavor of the Woods Michigan Maple Syrup Co. Kalkaska, Mich. Send for our 1911 prices ol. Grand Rapids Electrotype Ca. 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. Established 1876 Wanted Fresh Eggs, Red Kidney Beans Moseley Bros. “%2 Both Phones 1217 Wholesale Dealers and Shippers of Beans, Seeds and Pota- Office and Warehouse Second Ave. and Railroad. Grand Rapids, Mich. We Supply the BEST in Rubber Boots And Shoes At the Lowest Possible Price Complete Catalogue Mailed Promptly Detroit Rubber Co. :; Detroit, Mich. It will take More Than a Fire to check our progress On the night of February 21st, our business at 14-16 Ottawa St., Grand Rapids, was destroyed by fire, but we were doing business the next morning just the same. St., while our old location is being rebuilt and remodeled. had happened. All orders are being taken care of promptly, and we are buying as heavy as ever. We are temporarily located at 33 N. Ionia Business will be continued as if nothing Send your... POULTRY, BUTTER, EGGS, VEAL and HIDES to us. Spot Cash and a Square Deal is our method. 14-16 Ottawa St. TEMPORARY LOCATION, 33 N. IONIA ST. Loading Day at Our Fremont House. A. T. PEARSON PRODUCE CoO. Grand Rapids, Mich. rant er’s trade. Wormy and rotten figs, sbi exterior covers a source f miuc at have made their title moldy evaporated apples and damag- The demand for molasses fell off|healthiulness and palate zest fection ed dates are among the discoverics| years ago because of adulteration, }keeps well and pays a fair profit spect of the grocer. Tite that the consumer may make. It 1s thus showing how natural law oper- always wise to dispose of dried fruits | ates for the cure of that evil, and a wT as rapidly as possible, for the goods |similar effect, although, perhaps not ige deteriorate more or less rapidly how-|so pronounced, was seen in the jelly er c ever packed. Standardize the store, as to quali ty, making the standard as high as possible, and a valuable reputation is trade. Now, however, molasses and jellies are regaining their former popularity, the quality of the stand ard grades causing all classes of con- sumers to consume them more ireely soon secured. One of the most objec-;than for many years. Indeed, the new forms pret 2 tionble things from the consuming |sweet tooth of the American people create new tle r point of view is the irregularity of the |is being catered for in a remarkable a groceries sold at some stores. One|manner, and the appetite for sweet Catsup s article is fine, another indifferent and|things seems to grow with what it is used as gar another poor, and so it goes, while | feeds on, as witness the extraordinary and an inferior article may prejudice articles originally good may fall off|consumption of candy. Even sweet consumers against tI in quality on account of too lonyg|pickles sell freely and we find sugar|used with. Also an mferior artiei€ y - keeping. Strike a key note with but-|in our catsup. scon grows distastefu ee ter or coffee and tune all the rest of —— ler, whereas a ¢g ran n the stock up to it. Where the palate Another form in which sugar is| back the yer for mor n and stomach are concerned this pol-|freely consumed is in fancy crackers. | ishing how great a gue a st f icy will pay. No more remarkable trade develop- n obtains im —___—_— ment has been known than _ the among gster z - It is hard to tell the difference be-| growth of the sale of crackers. The | will be eaten wit t r a tween cheap and fine spices, unless|daintiest tastes are tempted by the |crackers and bread, and ni rf - “2 om one is an expert or has used them in]|daintiest forms of the biscuitmaker’s|to make palatable the teh » her cooking. The cook can tell. Strength | product, and the per capita sale is sti!l | h es that r-dr is soon missed, if lacking, however,] growing, helped by the assista resort to im the midd $$ and particularly in pepper when used ]enterprising grocers who do not hes-|ts a mistake to sacr on the table. Flavor is less quickly Jitate to sacrifice gross profit now and|of catsup missed. But if a cooking recipe calls'!then in order to make big net profits lshould have a predomi tg | A Trade Winner and A Trade Holder is.... New Perfection “THE FAULTLESS FLOUR” Our moderate capacity and splendid trade prevents us calling personally om every | Michigan merchant; but we extend our greetings to ALL through the Michigan | Tradesman. We have some exclusive territory left, and if we are not represented now in your town, write for the agency before your competitor gets it. We develop the trade after you get the flour in stock. Write us for our selling plan TODAY. atson-Higgins Milling Co. Successors to Watson & Frost Company MICHIGAN -TRADESMAN Mar 8, 4911 Coast Surplus of Labor General Strike is Ordered in Los Angeles May 1 Written for the Tradesman. Los Angeles, Cali. Feb. 25—A Mr. Sauter, who resides in Holland, Mich., is spending the winter here with a married daughter. He has resided at Holland many years and is prominent in the business, social and political affairs of that city. I met him at the monthly picnic of the Michigan Association to-day. In the course of our conversation he said: “The Pacific coast offers no in- ducements for the poor man. There are chances for men of means to in- crease their wealth here through dis- creet investments, but for the men who have nothing but labor to sel! there is no room. In every coast city I have visited there is an excess of common labor. This is as true of the interior towns as cities A great many men are driven to com- mit deeds of crime in order to ob- tain the means necessary to provide for their temporary wants. Men in the Eastern and Middle States who are well employed should where they are.” A letter received by the writer from a business man living in Seattle states that thousands of men are stranded in that city and can not ob- tain employment and Mr. Joseph D. Jones, an attorney of that city, who is spending the winter here, confirms the statement. He hopes, however, that conditions in business and the industries will improve. In passing through a short section of North Broadway this morning j noticed in the little plaza in front of the ancient Spanish mission fully 500 idle workingmen waiting for some one to give them employment. Scat- tered along the street, within a dis- tarce of one-half mile, I noticed at least 500 more. In spite of this over- supply of labor, I am informed that a strike of all men belonging to the local unions for shorter hours and more pay has been ordered to take place on May 1. If the claim is true that there are 18,000 men employed by the manufacturing industries of Los Angeles and any considerable number of this class of citizens should respond to the call, the busi- ness interests of the city will be se- riously affected and the social prob- lems resulting will cause anxiety to say the least. A statement was pub- lished widely last week that the American Federation of Labor had promised to finance. an effort to unionize Los Angeles for the sum of $500,000. At the South Hill street entrance to Central Park, in the heart of the business district, the city of Los An- geles is erecting a rest and comfort station, where the weary tourist and the residents may rest and enjoy toi- let facilities. It is located right on the sidewalk and is large enough to remain | house all the Government officials of a small city. It will cost $50,000. While the work is in progress the great Baptist temple, located at the Northern entrance of the park, will remain open for all who need rooms for rest and recreation. The rooms are used largely by young women after business hours. A piano, sev- eral sewing machines, books, maga- zines and newspapers are provided. The rooms remain open until 9 o’clock at night and are in charge 9i a committee of ladies of the church. It sems impossible to induce the au- thorities to erect a rest and comfort station in Grand Rapids. William Thum, a multi-miilienaire,; formerly a resident of Grand Kapids; was an unsuccessful candidate for the office of Mayor of Pasadena last week. He favored liberality in city affairs. Charles B. Kelsey, who is spending a few days in this region, played golf this morning with Charles B. Judd. Among the attendants at the monthly picnic of the Michigan As- sociation this morning were O. W. Blain, formerly engaged in the prod- uce commission business in Grand Rapids; E. E. Allen, of Santa Ana, formeriy a law partner of Moses Tageart, in Grand Rapids; W.. §- Shedd. an attorney who took up a residence here two years ago: Geo Besancon, formerly with the Grand Rapids Gaslight Company, and “Cal.” Colton, a brother of the late John B. Colton. “Cal.” was a member of the Sixth Michigan Cavalry and is badly crippled. Among his boyhood chums, concerning whom he enquired of the writer especially, were “Dick” Blumrich, of the H. Schneider Co., and Capt. Charles E. Belknap. Alfred Crawford, a prominent gro- cer in Grand Rapids forty vears ago, sald out his business~ here -recently and retired. Men engaged. in small. businesses here complain because they can not obtain leases of the premises they occupy for more than one year, and that rentals are. advanced whenever a lease is renewed. Dealers nm provisions are very much stirred up over the announce- ment that the City Inspector of Weights and- Measures proposes to ascertain whether a person buying meat, fish or other provisions should be chliged to pay for the paper in which it is wrapped at the same price he buys his meat. Complaints have been sworn out against two dealers in meats, and their right to charge meat prices for paper is a question that will be tested in the courts. One retailer is accused of selling a customer thirty-seven pounds of meat, two pounds of which, how- It is figured that ever, were paper. the paper, for which the customer paid 46 cents, represented 5 per cent! A package of ba: con weighing seven pounds, of, which: of the package. it is said five ounces: was paper, was sold to another. customer .at the pre vailing cost of bacon, 33 ¢ents, thd consumer paying 10 cents for ~ the paper. As the paper used in wrap- ping meat, fish and game cost from 3 to 5 cents per pound, the profit on it at the price paid for meat is lib- eral to say the least. As a matter of course none of the dealers in meats in Michigan charge anything for the paper used in wrapping up provisions. Years ago, in fact, many years ago, when a customer purchased a steak from the village butcher he carried it to his home with a long skewer of weod. The scales in which it was weighed were seldom cleaned, but the butcher saved the cost of wrap- ping paper. Arthur S. White: ——_+-->—____ Managed husbands usually need it. The Man Who Knows Wears ‘‘Miller-Made’’ Clothes And merchants ‘““who know” sell them. Will send swatches and models or a man will be sent to any merchant, anywhere, apy time. No obligations. Miller, Watt & Company Fine Clothes for Men Chicago Sawye CRYSTAL aNd PG VO ae SLUE oo WHERE AND HOW THEY WORK tumes, as merchandise. It the setting from The Decorator’s “Den” Like Prop- erty Room of a Theater. A “den” of the window trimmer for a big department or dry goods store is a busy place these days, with the spring openings only a week or, at most, two weeks away. It is a place of hard thinking, much work and of as great mystery as the household of small children just before Christmas The window trimmer’s quarters might properly be called a studio or atelier, for the window trimmer is an artist and his creations, although for but a day, are full of grace and beauty, but after a visit to where the trimmers in this city do their work, “den” seems the appropriate word. and frames, a in great variety pots and back flowers and tr and butterfl things t that the window carte anc n pense. On the down and he n with economy there will be tro in the : It has approved ed in to for the are in sections drawn, but th been well made, % t nneriet background. 18 MICHIGAN TRADESMAN Mareh 8, 1911 ware, Baxter and Houseman & Jones pay much attention dis- plays in clothing and men’s furnish- ings. The Herkner and Preusser jewelry windows always attract at- tention. A later development of win- dow trimming is in the grocery and The Grand Rapids Gro- cery and Daane & Witters, grocers, and Kling, meat, pay almost as much attention to their window dis- plays as do the dry goods people, and how attractive these windows can be made is a revelation to the people of Grand Rapids. to window meat lines. The trimmers in Grand Rapids aim to make their displays seasonable. I[t is a fall setting for fall goods in the autumn and spring settings for spring goods. Much attention is paid to the change of seasons, to the coming of holidays and festive occasions. The aim is to remind people of coming events and to create desires which might never be awakened but for a friendly nudge from the window trimmer. These special seasons and dates help to lend variety. The trim- mer has work to do at all seasons and at all times and his activity is ever in evidence, alike on new goods, on staples, on mark-downs and spe- cials. He is the “indexer” of what is going on in the store, the guide to bargains and “copper” to bring cus- tomers inside. And the trimmer, it may be added, is the most modest of men. However he may work, what- ever talent he may put forth—not he but the store gets the credit for what he does. The trimmer is unknown to the world’s fame; it is the store that gets the glory. In this city the trimmer not only dresses the windows but he decorates the interiors when decorating is to be done. At the Herpolsheimer store, for instance, for a spring opening it is spring all through the big estab- lishment as well as in the windows. and this work devolves on Mr. Heinig, and it is always well done. The trimmers also write the price and other cards and placards and in this often show skill of a high order in artistic lettering. The accompanying illustration is of Herpolsheimer’s window a year ago It was designed by Mr. Heinig and attracted much attention. He is now deep in the preparation for this year’s display, but, of course, is not saying a word as to what form his efforts will take. Not until the curtain is drawn a week or so hence will the public know what his plans are, and then there will be a pleasing sur- prise. The Shoe Window. Discussing the trimming of a shoe window the Dry Goods Economist suggests a pyramid trim for a large window, using fixtures of different heights. Not too many shoes should be shown for this will confuse the observer and no definite impression will be retained. To build up a win- dow like a case in a sample room shows a wholly mistaken idea of the powers of the human eye in selection and discrimination. In the sample room there is a salesman who knows the whole line by heart, and who will take down individual shoes and point out their merits. The casual passer- by outside the store window has no ‘one to explain and the very points ‘which make a certain shoe new ‘or valuable or stylish may es- cape the attention if the shoe is not | “played up.” Do not put out a deaf mute win- ‘dow that does not say a word, any more than you would hire a deaf mute salesman as a_ store Neither one will sell as many shoes as they would if they had the power of speech. There should be window cards and price marks, it is an old truism that a good dis- 'play window is itself a salesman. We fully believe, however, that these “silent salesmen” are, on the whole, not doing much more than one-half so much good as they might do, if more attention were paid to making them say something. The Grocer’s Window. The grocery windows are showing the progress of the idea that adver- it ; “ an 4 . i as APT ee helper. | | Show cards, price tickets and in- |scriptions inviting the attention oi | the man on the sidewalk and describ- ing the goods, will be found of much assistance in most stores and most ‘neighborhoods. The hasty glance, in ithe quick walk past the store, does not give much opportunity to accost | and hold and talk to the consumer, 'but if there are written words they | will catch the eye and hold the pass- |erby when goods alone will fail. Exposure in the window, if long /continued, hurts many kinds of 'goods. Color fades and fermentation 'is apt to set in when certain bot- | tled goods are exposed. Dust and | flies add to the perils of exposed gro- |ceries and delicatessen wares in the ‘window, whenever these evils are 'mittedlumper- lu lu lu lu lu lu no permitted to enter the window. The period of exposure should therefore be short, or else the quantity of each kind of goods exposed should be very small. Where there are package /goods to be exhibited, such as teas ‘and coffees, canned goods and dried fruit, the packages can be grouped ford. It was one of the handsomest in the state. that please customers and awaken appetite. Christmas display of meats in the market of A. J. Blackburn & Co.. Rock- The firm believes in displays tising pays, that people can be per- suaded to buy by seeing what is of- fered. The attractive dressing of the grocery window is becoming more and more customary and effective. The more the merchant learns of the value of good advertising the more careful is he to make the window display talk clearly and impressively to the public. It is the dealers who “do not believe advertising pays, any- way,” who are careless about the use of the store window. The window display should have the dealer’s per- sonal attention, so long as his busi- ness will permit. It should not be turned over to an inexperienced clerk as something beneath the dignity of the older clerks or that of the grocer himself. It should have the same at- tention as the store advertising in the newspapers; and, when the print- ers’ art is not utilized in any way, then the window display should have so much more care. It should then become as the apple of the dealer’s eye. around a single glass dish or saucer containing the contents of a single package of the goods. Display Your Saws. There is scarcely an article in builders’ tools that possesses more in- dividuality than saws. The hardware dealer and his salesmen should be thoroughly posted on the special fea- tures of his line of saws if he ex- pects to work up a trade in them. Call attention to the saw branch of your business by having them attrac- tively displayed against the wall or other suitable place. The window should also occasionally be trimmed with them. The way some hard- ware stores handle saws you would never know that they had them for sale, unless you asked for them. They are laid away in drawers, or flat on shelves where they can not be seen. The law of suggestion is too often overlooked by some dealers. The sight of an article will remind a cus- tomer that he needs it. Prominently ‘and sanitation and cleanliness, display your saws and know their selling points, and this is especially important as the building season opening is at hand. Attractive Hardware Store. Hardware dealers too often fail to advertise and likewise fail to make their stores attractive. In fact, writ- ing about the attractiveness of hard- ware stores is like composing an ar- ticle on “Snakes in Ireland.” You are soon out of material. The trouble seems to be a leftover idea from the time when men did all the buying and some hardware dealers were afraid to make their stores too nice looking, lest they drive their trade away. Somehow the department stores, and the racket stores, and the drug stores, and the dry goods stores, and the up-to-date grocery stores do not seem to drive people away and they are bright and attractive and light. Remember, too, that women con- stitute 80 per cent. of the shoppers nowadays, and if you want women to run after you why you have to coax them with something bright and alluring—any married man can tell you that. How do you expect to sell women enamel ware and _ tack hammers, and picture books, and every other kind of household fix- ings if you do not make your place so enticing and so appetizing in looks that they can not get by? Do you not know that women are by nature most fond of pretty things —man being the notable exception. and that this is an age of sunshine and that cobwebs and dirt and untidiness in your store are sure losers and the worst handicap imaginable? Whose fault is it, but yours, if the drug store sells more cutlery than you do, and the department store is getting the lion’s share of the house furnishings? Now, do not fool your- self and say it is all a question of price, and that you can not compete in price, and set down and fold your hands and let it go at that. People naturally look to you to sell all these things, but you have to make your store so attractive that buyers naturally drift there. Re- member always that the shiny, glit- tering spoon bait catches more fish than one they can not see. Then, too, do not imagine that just because a carpenter wears overalls or a mechanic has grease on_ his hands, that he prefers a dingy dark store where you can not read the figures on a square or tell a 9-16 bit from 1-2 by its markings. Brighten up your store and have the glad hand at the front door always in working order and you won’t have time to think about the drug store and the department store and_ the other fellows who are now taking your business away because they are more up-to-date than you are— Hardware Reporter. ++. The most successful buyers are the men who know some good drum- mers well enough to take those good drummers home to a good dinner, March 8, 1911 MICHIGAN TRADESMAN is and was making money. He was a t was this sort of caution that men e ® clear-headed, industrious man who! who started our wholesale district put A Wholesale District ay cep ad ceded ue te atten oboe tee certain development of Northern| te draw every dollar you have m the and Western portions of Michigan.| world out of bank and put « m It Is Built Up Only By Persistent _ talked with mie re _— man) business ese dollars come hard about opening a wholesale house,| Some them represente Individual Effort Written for the Tradesman. When William Widdicomb traveled over to Milwaukee to sell chairs made at the Widdicomb factory on the West Side there was no such thing in Grand Rapids as the whole- sale district. Ionia street from Lyon to Cherry wasn’t much, and Ottawa street and the thoroughfares where wholesalers now flourish were devot- ed to little low buildings of wood and vacant lots. If Mr. Widdicomb wasn’t the very first salesman to offer Grand Rapids goods to the outside world he was | among the very first. He sold furni-! ture, because furniture could be pro-! duced cheaply in a settlement in the forest, and it wasn’t long before a host of traveling men were offering Grand Rapids furniture to the mer- chants of the Middle West. Furniture salesmen went out be- cause this was a good point for man- ufacture, and in a short time grocer salesmen went out because this was a first class distributing point. It is one thing to sell the natural products of a country over a wide range of territory, and another thing to bunch the products of other states and lands and push them out in competi- tion with established houses in bigger cities. So there were cold-water-throwers when men began to talk wholesale houses here, and Uncle Si and Deacon Jeremiah, sitting in the chimney cor- ner, said that it never, never would pay. Now, this issue of the Trades- man is a pretty good directory of the wholesale business in Grand Rapids,| and the reader can see whether it paid or not. There are wholesale and jobbing houses in Grand Rapids of which the average citizen knows nothing at all. The city is develop- ing so rapidly along commercial lines that the average resident doesn’t | keep up with it. If you go out “on the road” you will run across salesmen from Grand Rapids selling goods which you never heard of as coming from your own town. It is probable that no one} knows exactly how many traveling | salesmen—those missionaries of pros- perity—there are traveling out of Grand Rapids, although the editor of the Tradesman ought to be able to give a pretty close guess on the sub- ject. Anyhow, there are hundreds of them, and they bring in outside mon- ey to fatten up the business of the town. Traveling salesmen have done much to help make Grand Rapids the prosperous city it is. But those who see the wholesale houses now—corking big ones and plenty of them—need not get the no- tion that they grew up in a night, with plenty of money back of them and no outside houses to fight. In- dividual effort did it all, and some of the men who did the first fighting, who showed the way, are still enjoy- ing the fruits of their foresight and industry. While a large part of the furniture business here is still in the hands of men who had to do with the industry | in its early stages, there are, prob-| ably, no old-time retail grocers en-| gaged largely in the wholesale busi- ness at present. Mr. John Caulfield ran a wholesale house on Canal street, at a point opposite the Wurz- burg department store, and was also interested in a retail store about op- posite the big Heyman establishment, but that was long ago, and the retail shop was not long of life. This was) away back in the late seventies. Some of the men who got the wholesale district into shape came here with capital from other cities) because this was a good distributing | point, and entered into business with) local men who had confidence in the} idea of making this a wholesale cen-| ter. When C. E. Olney came here} O. A. Ball, then the owner of a pros-| perous furnishings store where the) big Baxter store now is, disposed of} his business to the Allens and started} in as city salesman, wholesale grocery business. Of! course Mr. Ball had capital to invest, | but he wanted to know the business from the ground up. There are oth- | er cases just like this. The men behind the big desks in| the wholesale trade now tinctively Grand Rapids men. become proud of their town, or they | were born. here and took to wholesale business as a duck takes to| water. Guy W. Rouse of the Worden| E Company is a good this last named class. illustration of| In the dry} goods lines the business mostly grew} ‘ from retail stores as a rule. ceries the wholesale and retail busi-| ness did not work together in the} case of Arthur Meigs, who, while op- | erating a wholesale house, opened a| big retail store on South Division| street. He soon transferred the re-| tail establishment. w Most of the beginners in the whole-| t sale district, the men who blazed the < trail, had to battle with friends about| launching into the here. There are always men who to learn the|! are dis-|' They} ' have either lived here long enough to| '« the 1 y > lag In gro-| * and more than half of the men he talked with discouraged him But Frighton stuck to his wholesale business would He even figured the starting, and fi res the plunge when he had money enough to enter into business im a small way. He prospered pusiness, and burlt a fine home and had bank stock, and real estate mortgages, but kept increasing the limit. When he had acquired money ugh to start m according to his first mod ideas he saw that more money i be need- and waited until h It went on in Whenever oii ie €G He ¥Feaci had set ahead he drove another one and worked up to until he was far away from his original notions of tne meantime a wholesale house here ii@s ‘oe , ae . wer ou cs ao a whoiesdadie nouse Was Stat It was not a large one, and }t —_ 1 ~ ol r ++ eh . mm i+ though he could put that 1 right, The there ‘ ‘ ‘ when fhe got ready t sta rintry country was developing fast, ana would be business enough r two, = ee Finally, one summer1 reached the last stake he had set & had all the money needed t pen anyway, h 4 . place ft dead cer to produce th iden he had ng. At last made up his mind that he was too old to enter mto a new wholesale business} hav think a scheme may be all right, but) nerve, o1 they prefer some other fellow to try| it first—some are not interested. It was the in- dividual pluck and industry of these fighters that built up the wholesale, district, without which Grand Rapids would be much smaller than it is now. There was Frighton. That is not) his name, but some of the old ones| < may know who he was. He had retail grocery here in the old days,| a} an fellow in whom they| the iii and imvest it m 2 i Tiive might Set me at a time t -an i t siness Vv 4LTT ft tmiay jt reac - tisiness e wh if a» art} sale strict, whose trce t e merchant of the Midd t pear : : m thr iste of tie radesman, were willing to take chances, 2 they worn. i few TEIiT th t je 3 Me a < ~ ~ . m . -~ ¥ rhe — - $0 much yy puttmmg the OF ae ollars mto them and then st zr y nignt 2a a’ t > Emat ne got them aw rom them witheut eaving x! ose ry renre sent ~ D witat m tf tile c r ye r sa strict ty reor » tt t Tm A r c a si a viel sttles tha “ a" 4 1 ~ i id, Tr Ss i os i — o aon ea . = v ~e wit i ee | raimmimg is everytime, Lie pea was once a Ditter aimon LiItio wer > “ then - = T > Ping a i Lig = @eaucation MICHIGAN TRADESMAN March 8, 1911 and garland of American Beauty roses, maline bows form the crown. Black Neapolitan hat with old blue facing High velvet ribbon bow. Helmet shaped black straw hat. with crown of foliage and roses with American Beauty White foliage trim. Panama with attractive rose and Spring Ideas Every Woman Wears in Things The present styles require the avoidance of any appearance of bulk- iness in the undergarments. Com- binations, therefore, are strongly in the lead, the princess cut being es- pecially featured. Similarly, trim- mings are flatly applied and ruffles are used in conservative proportions, while the materials are selected for their softness. As the French style of underwear lends itself favorably to the flat ef- fect, American manufacturers are making many garments with French style features. These are hand-em- broidered, but finished by machinery, thus bringing the price within the purse limit of numerous consumers. The new petticoats for spring are made in conservative width, the ex- treme styles having been discarded. Manufacturers will be loath to take up an extreme French style, such as the extremely narrow petticoat, as the result has heretofore proved un- satisfactory. Soft finished silks, messalines and satins in striped Dresden and printed patterns are used in the latest num- bers. Negliges closely follow the lines of the costumes. In fact, the costume lines are so closely followed that ‘many of the new garments could be Le é |utilized for dressy afternoon wear. , Empire effects, fichus, tunic draperies land peasant sleeves appear in these | ‘garments. The dressy models are | made from diaphanous materials and lingerie fabrics for summer; other models for practical wear are being |developed in messalines, challies and |fancy materials. The new offerings show most of Large collars in sailor or shaw] featured. Small white china, colored, shaping are being featured. Large draped fichus and smaller fichu-col- lars are expected to be in prominent use this summer. These effects in neckwear are the result of the intro. duction of the Charlotte ' i gold and silver, glass, satin, steel and jet beads and bugles are all used, in -addition to colored silk and _ tinsel |thread embroidery. Black and white Corday | styles and of the surplice and lapped- | over styles in dress. Low neckwear will reign supreme, | and jabots and side frills will be largely used. effects are prominent. In braids the new feature is the | wide, lightweight woven and braided effects in all-black, all-white and | black and white combined. Many oi | these are in fancy openwork designs. The prominent style feature in lac- es is the wide band. Venise laces |take first place, with Cluny and filets ithe style features worked out in prac- | tical or elaborate models to meet the requirements of conservative Amer- ican trade. hat shapes are the two widely differ- ent types: the small, close-fitting tur- bans and bonnet shapes, and the large picture hats with abruptly upturned brims. The Napoleon is the prom- inent medium-sized model. Crowns and entire turbans of flowers are being strongly featured. Large use is also being made of flow- ers, as well as of ostrich, for trim- mings. Ribbons are used in good quantities, particulariy wide taffeta- back velvets, uncut velvets and black and white striped effects in velvet, silk and satin. The prominent col- ors are white and black combined. coral, cerise, royal blue, violet and Empire green. iinch following closely. feeling the greatest mand, being largely used for lingerie dresses and waists. Enormous quantities of net-lace ail- overs are being taken and the 48- imitation Venise allovers in small designs are excellent merchan | dise. The prominent features in the new | In embroideries the present is a season of novelties. The new color- ed and black and white effects have been well taken. Robes of cotton |voile and marquisette are selling in large .quantities. The wide bands and galloons—the prominent feature of the season—are readily accepted and 45 inch allovers have been favored by dress and waist manufacturers. The 27 inch flounces have already sold most satisfactorily, while the 45 inch widths are grow- ing in favor for long tunics. Beaded effects are the leading fac- | tors in trimming lines and wide bands are the most prominent forms. Gar- The Clunys are | immediate de- | | | i | j t i i | i i i ' | } } | The new buttons are quiet in ef- fect, showing white and colors com- bined with black, many being in striped effect. Porcelain, horn, gala- lith and their imitations are used. Crochet and passementerie buttons are selling well. In shapes, the bali flattened ball, acorn and flat disks are shown. Wide taffeta-back . velvet ribbons are largely used by milliners. In good demand for the same purpose are wide satins, the uncut velvets and the black and white striped effects in velvet, taffeta and satin and in com- binations of these weaves. Wide satins and floral warp prints and floral velvets are selling for gir- dles and dress trimmings. The plain hunter’s green coachings are extending their popularity to the West. Combinations of solid colors with black are meeting with favor. The Dresdens are taken in goo! quantities. Black and white cobi- nations are unusually strong. In high-class goods the chiffon land net covered models are featured. Silk and ostrich fringe, braiding and nitures and motifs are also being beading are the new embellishments, March 8, 1911 MICHIGAN TRADESMAN 21 i i i Stunning model in black Neopolitan, with | acint > white accordion pleated covering, and rose t Piping of red and foliage crown, with lace butterfly bow at White braid hat with black satin facing t d butterfly bow same sha ' i back. Cerise ostrich trim at the back in the New Milli . In all lines of business the begin- |A good flower year is always a profit- “a ning of each season is a forecast and able year for milliners, so every . a retrospect. There is the thrill of |whisper that comes from gay Paris r reer prophecy, tempered or augmented by of the profusion of flowers seen in ssaue the history of the season just over. the early creations is to be taken as a are frequently enliver t — — ' .™ No matter what the past has been, Godsend by milliners everywhere. of color. an r this 4 ng n r nse m there is the elation which always| Another encouraging feature set coetse, bets _ hes : : poy comes along with the putting forth | spring millinery is the return of the | PY made, 19 — vg ’ sa of effort to achieve. We press for-|small hat. For several years a small blue is also good, an r or 7 ' ward because we can not slip back-|hat has been something which every anaGES ase se —— : ae ag : : ward, at least so far as time is con-| woman wanted but few could secure. 4a, dull heliotr t See — cerned. The average woman has had to plead, shades ' " ' The millinery business is peculiarly cajole or bribe her milliner before This wil pr — — affected by general trade conditions. |she could get a modest looking hat season. Both plain and figured effect volgen 4 . While we are not generally cogni-|which she was not afraid to be seen are seen, and all ) — ee a zant of the fact, it is nevertheless true |0n the street with. Large hats are elaborately 1, wh Dt —-. - = , that fathers and husbands do not|all right for youthful faces, but al- colorings are also popular. Maline ro ” loosen the purse strings very much for | Ways trying for women who do not and chiffons promise to xception . : “a — Easter millinery creations when busi-|want to be conspicuous. But few ally good and e wi : 2 ness is not coming their way, the small hats have been shown of late very popular, while R estoons ©" ra Gp ‘ ’ comic supplements notwithstanding. | years, so women have had to make and drapes of lace will n erth *S Women economize more in the mat-|the best of it. er alone or combined with flow : ter of hats than they are usually At last designers have come back . sie ye - . given credit for, and so a good mil-|to a season of both small and large small roses w : ' - : wae linery season is very much influenc-|hats, and the small ones are given s well as standing ¢ , : — ed by the market quotations in hides,|the preference in the early models roses chiefly ft = " or copper, or other marketable com-| Very chic are these new styles, made ty shades. The rag r. a sala? : modities. often of cone shaped hoods which ff juires that the flowers ,.., as ne a While it is still a little early to|can be bent into all sorts of becom- be shown in their nat -olorings ane _ : give a true forecast of the coming |ing turbans and toques. Soft braids and so an especially gorge seas ens millinery season, there is much to|are also much used, and the outlines may be ted n unusua chic) «+ el encourage all milliners. There is every | of these hats are soft and universally | model show y 4 ling Paris m Se ae prospect that this will be a season for|becoming. Many hats are made liner was elabc rately trimmed wrth ei elaborate headgear, for both flowers| without wire frames, and these col- garland composed of all the com New York shops are seflime “S and laces will be used in greater pro-|lapsible hats will be a boon to all mon autumn flowers their brilliant fragette hosiery Wonder = fusion than has been known for years.' women who travel much in summer autumnal colorings. Sweet peas, pat earers will “show thei color erecerys eta ennai ete Ai OT SEAN NTO NEL MICHIGAN TRADESMAN March 8, 1911 rh No. 5 No. 9 No. 10 How to A Study in Toes and Know Them Somebody has said: “Most of the changes in shoe shapes are made in the toe. You can do about anything you please with the toe without changing the rest of the last.” It is true that the standard measurements of the last at the ball of the foot, the waist and the instep remain the same, maintaining in the regular sample size for women’s shoes the 4 B, an instep measurement of 774 inches, waist line 734, ball of the foot 7%, these girth measurements increasing one-quarter inch for each width, C. D. E, etc., and decreasing one-quarter inch for the A width. In the standard 7 C sample for men’s the measurements are 85¢ for instep, 8" waist line, 8% ball of the foot. These are the total measure- ments taken with the tape line stretched tight around the last. Of course there are innumerable varia- tions which can be made in the mod- in different parts, but these standard When it comes to the toe, then put on extension clear to the limit of about an inch longer than any human foot really requires. He can flatten the toe down in a sharp recede, or he can turn it up in the rhinoceros form that had a sad popularity during the past year or so in men’s shoes. It is well worth while for every tdealer to make a thorough compara- tive study of tendencies in the shape of toes, so as to be able to judge of the merits of new shapes and also to keep in his mind the comparison and correspondence between the new toes and others that he may have on hand already. It is largely a matter of training the eye to distinguish and differenti- ate form. Set the shoes side by side, in the same size, and see where the toes differ. Notice their width, re- cede. elevation, height of outer and inner walls, swing, height, whether pointed or rounded, and all the other variations which give them shape. A series of toes in lasts for men’s and women’s shoes is given herewith, which present sufficient variation for careful comparison and study. They are all lasts which may be found among medium and good grade shoes of current fashion. You may like them all; you may like only part of them; they are presented merely as a study in different shapes and mod- elings; all of them are good, but as to liking any particular model that is largely a matter of opinion. No. 1 and No. 2 present a rather high, pointed effect with a fair exten- ‘sion and some swing to the sole. eling of the last, throwing more wood | total measurements remain the same. | the lastmaker is practically free from | all limitations whatsoever. He can} the average French shoe, which is | fulness. No. 3 suggests comfort and more room for the toes. It is of fair height and well rounded. No. 4 has easy swinging lines but is somewhat more trim and compact. The same is true of No. 5 and No. 6. No. 7 approaches the high, ridged effect that is much sought after in some _ lines. No. 8 is roomy and rather long. No. 9 is of the short, extremely high type that approaches the “rhi- noceros” outline that is common. No. 10 is more moderate and is of a type that will find favor with a great many men who do not insist upon the extreme or the eccentric outline. In women’s shoes, No. 11 and No. 13 are rather pointed, and while they are net long in the vamp, they carry a suggestion of length, and are there- fore pointing in the direction that fu- ture models are likely to take. No. 12 has a height of toe that suggests the features of current styles |in men’s lasts, but so refined as to [be unobjectionable. No. 14 is a custom toe, intended ifor use with low heels. | No. 15 shows the outline of a wide ‘and comfortable shoe for girls. | | No. 16 is well modeled and inciden- i\tally shows the use of patent tip on | dull leather. There are many who |predict that this old-time combina- 'tion will find much favor within the | course of a few seasons. No. 17 and No. 18 are high, snappy ties, well modeled and of general use- | No. 19 and No. 20 are high in mod- jeling and therefore represent a prob- ‘able tendency. As stated, these toes are of the kind to be found in medium and good grades of shoes, none of them being freakish or extreme. Most of them are drawn showing the straight tip, either plain or perforated. This, of course, is a point which can be varied to suit. Many current samples show no tips—Boot and Shoe Recorder. —_--.s——_ Fabrics for Baby Shoes. Makers of baby shoes in Roches- ter say that the use of velvet, satin and other fabrics in women’s shoes will be strongly reflected in shoes for infants. Consequently there is re- ported a considerable falling off in the use of pink and blue alums, which in years past have been among the most popular sellers. Roman san- dals promise to be leading sellers in baby footwear, with linen shoes in demand for the hot weather trade. The soft sole manufacturers do not work six months in advance of their orders, like the makers of men’s and women’s shoes.—Shoe Retailer. ——— a" When the blind lead the blind the sharp sighted put money in the bank. No, 11 No. 13 No. 14 No. 15 No. 16 No. 17 No. 18 No. 19 No. 20 wa March 8, 1911 MICHIGAN TRADESMAN = cr - —— Sales Worth While. that she had been mmposed upon and < Every merchant has tried to ans-|that kind of feelmg me e vets and Satins | wer for himself the question “What | >#*romage R. Fi. Kartz | kind of sales are really worth while? - F b e e F | There are some which are decided sia: 7. ue besa *f abrics in Footwear Not New-— |h1s sot worth white. For instance,| pressed im the waist matching the Learn to Handle Th | the dealer who fits No. 4 overshoe nit m color. Indications also pormt. em [to No. 44 shoes because he is however. to 2 liberal distribation of lof 4%4’s and 5’s may congratulate | Wt gerie waists faving - “To please the flesh a thousand arts|known whence they came, or whe|p-) cor apon bis eo a oo contend, were earliest to hit upon the happy|. . . . ; . i, ae : ae _|is going to hear from those overshe A miser’s heap of gold, the figured | way of weaving them; certainly meyi. vest, : have always been in great favor a the next wet spell. The gem—the silk worm and the a number of trade purposes and prob- | It surely does not pay to make purple dye ably will continue so. Nevertheless, | such sales as this when the By toil acquired—promote no other the shoe trade is not receiving them |is wanted by the store dad” with open arms and will hail the|customer. One such dawning of the day of good old calf, ‘enough for the a isle D It is all too true, and sadly so, that for real top-notch dress boots not only the fashionable few, but thou- sands of gentlewomen everywhere in- fabric creations — refusing leather, the time honored, dependable and only natural material for foot- gear. sist on Echo answers from all directions, proclaiming the favor of shiny sat- ins, voluptuous velvets and a host of kindred “what-you-may-call-’ems,” in blacks, not browns, a lot of whites and then a sprinkling of other colors in lesser favor. I am going to agree with you that fashion is putting another thorn in the retailers’ crown, or if you prefer an- other nail in his business coffin—but what are you going to do about it? You can not run contra-current [to Fashion’s dictations and demands— you simply have to own fabric boots and pumps and fabric combinations to supply your trade, or you won’t “be in it” the coming season or the next fall season as well. For Fashion’s sot in all her ways, And when she makes a point A. stroke of lightning couldn’t knock Her ’rangements out of joint. Well, here is the remedy: The fabric shoe is a blessing in disguise to the retailer; maybe it is a providential plague to teach him to ask and get greater profits. In millinery (and I speak advised- ly) a hat may be worth $45, or it may not be worth $1, just as Fashion says: therefore, do not argue as to ric shee $3 or $3.50. Simply give in to your better judgment and compro- colt and goat skins which spell wear | and satisfaction. An English draper explained to me recently that fabric with high luster known in Ital; as ‘Zetani, appearing as early as the thirteenth century made slippers for Royalty and the Italian French and English fifteenth century.” “satin was a and ints nobility in the So far as the average shoe retailer is concerned, he does not give a rap it came from or where consigned to. street boots or where r ¥ ¢ i oT It is not practica wear generally, and time has failed to place it on the guarantee list, so beware. “Gu - tees were only intended for articles ee] “ a¥} which do not require them.’ So much for velvets and satins. What I say about them is equally t true of all their half brothers in th: fabric family, that is, those of th velvet varieties can be depended upor for reasonable wear as I define it, while silks, satins and kindred fab- rics are very apt to cut and go to pieces from inexplainable causes and 7 borrow a lot of trouble for all In conclusion, do not ad along wear lines. rie far ivise your customers to buy fabrics other than dress purposes. This brings me to ornaments. decorations in the shape of great silver rosy-posy which started ‘ 7 DUCKIES 7 silken | it 1s], and pom-poms on footwear, as early | as 1781 in America, were in favor in the court of the Prince of Wales (aft- mise on $4—sell the $2.50 ones at| : : oe ‘short period, as almost immediately $4.50 and the $2.75 and $3 ones at $5 and $6. That is your only hope that I can figure out. The present fabric craze or demic is only the return of an old malady in a magnified form, and you must learn how to handle it and profit by experience for its nex: outbreak. Let me say that generally speaking velyets make a fairly good shoe fab- ric, giving an uncommon amount o! wear if protected by rubbers in ex- tremely rough or wet weather. This particular material has been subject- ed to hard wear tests as skirt bind ing in women’s outfits for a great number of years—really giving great- er satisfaction than any other article Velvets—(from Italian “velveto,’ now meaning shaggy) it is not positively ept- | : ier George IV.) whether you should mark a $2.25 fab- | : } at the same date.-Lat- the pass-up and in 1792 installed the lace cut, but er, from choice, he gave them hoot and low only for 4 t 7 — buckle fae the thousands of his he had to return to aa 4 the subjects who were engaged in the favor to buckle manufacturing business Personally, I admire the neat or nament on footwear, but, “ye gods little fishes,” multiple of forced on the shoe manufacturer and is there no limit to the creations that are being retailer under the name of ria ments? Retail experience tells that just little ornament will make or mar whole line of pumps or low cuts Everything on earth has been used tia- at one time or another, from |monds to doughnuts | rule—it is the only safe guide —James |M. Borland in Boot and Shoe Re- corder. Let good taste 1 a sale under at scales B ‘ it res aa more debatable lak hi Mrs. B -omes nt iw atciate aeka tl. asks to inek at some n fer “ evening Zow!l She has Yer set Ont buying i ld-rose ' - t t 4.4 £4. 2 st the cierk nds that ther a short leneth £ etna a * sO iff order fe wert her at » t ‘ fe bDeégims sg N y - t a af ther ty cs 4 { g rag - - ” quest fo s¢e tI I rns Mrs. Bt rr sas rs. B HHeaetedd ttrac o 3 teriais w r g a ae it sh t - , ‘ old rose = 2 4 sa = chow new W 4! Tt io ner g her diaar a t only g , - / ; Saie mpl ~ a _ - 1. an DOS the counter wt J and kinds. an . ak aceceria yer mer Fz ‘x7 vv eet -vest th ta e 3 lavender - itt a oe ” ~T1 ~ net ‘. A his cK ThCVTT - + —_ . ? o eS finally gets her . ‘ m \ ne a — say B c [et yr a her [ rd + 7 . ore she begims ft - - “ aw r rk © 4 “ — ty She = tise ~ att we - ¥ T€ ding . = g ~ te Pur what — a _—— . rv - - wives . nreede - sanineai t sre y e + < ~ ° Ce a + " oe wort . much exusier ~~ oh 4 customer tha » alate. al Th S$ customer co 4 «ot @e'5 2efintge SRNL NOC ee ST a MICHIGAN TRADESMAN March 8, 1911 Striped Satin dress in Charlotte Corday effect, by Worth, Paris From the Dry Goods Economist Marked Charlotte Corday effect. frilled edge headed with satin cord. Slashed handkerchief sleeve knotted at outer edge. High-waisted bodice with back in extension finish. Narrow foot pleating of satin. Black ground, with royal blue stripe, bordered with white line. Fashion Fancies for Spring and Summer French Revolution period—say from 1789 to 1795furnish a basis for new features in the fashions for spring, 1911. The dress of that period was mark- ed by simplicity. Aristocracy being a crime punishable by death, those who wished to keep their heads on their shoulders either fled the coun- try or affected a form of costume that identified them as members of the bourgeoisie, or middle class. The women’s dress of the time is familiar to most of us through the portraits of the period and especially those of Charlotte Corday, perhaps, the most picturesque heroine of that terrible epoch. The little basques or short tunics, the fichus, the broad collars and other features of simple character have been borrowed freely by the leading Paris makers and furnish a dominant note in the new spring cos- tumes and suits. Worth stands as sponsor for the revival of the Revolution styles, and his lead is being followed by many other important houses in Paris. Another idea, a very modern one, is also to be reckoned with as a possible influence in moulding coming fash- ions. This is the German dress re- form movement, in which Paul Poiret is interesting himself. His innova- tions in this direction will doubtless be quickly imitated once his models are publicly shown. In his spring line Poiret has introduced a divided skirt of entirely new cut. No dress reform movement, however, can hope to obtain general adoption, unless it provides for practical utilities, which this model does not. Black and black and white and white and black combinations prom- ise to dominate the color schemes of the spring and summer of 1911. The new note in the black and white effects will be the introduction of a brilliant shade in contrast. At the present moment there is evidence that shades of red will, for this pur- pose, take precedence over all others; at the same time, vivid purples and brilliant greens will also be much em- ployed. Rumors current as to the use of brilliant colers for spring have as yet no confirmation in real merchandise. Dressmakers and milliners in Paris would doubtless be glad indeed to launch successfully a series of bril- liant colorings, but the taste through- out the past nine months has been so marked for dark tones that the mer- chandise prepared for spring is of Corday fichu of tulle with| this somber character. The first signal of new colorings usually comes through millinery, yet the Paris milliners, so convinced of the present taste for black and for black and white, have not dared to change from black and white com- Styles of the earlier portion of the| binations. Thus where colors are in- troduced they are always __ inter- mingled with black, and thus appear as enlivening, rather than dominat- ing, tones. In a word, new spring millinery, of whatever color, always carries its somber tone of black. The Coronation ceremonies in Eng- land may change the color situation in Europe, for should no unforeseen circumstance postpone this royal function it will be a fair occasion for the launching of the new fashion ideas. Owing to the pride which England takes in her East Indian possessions, there is reason to believe that a strong element of Oriental splendor will be introduced in the pageant. This would obviously mean brilliant colors. At the present time, however, tones, as stated, remain somber, with only a dash of brilliant color as the new note. The high shade, royal blue, while still employed to some extent, is not so much favored as it was a year ago. It has been gradually super- seded by dark navy and _ purplish blues and deep greens which look al- most black. Recently some interest has been manifested in brown. Rarely has there been a season when color- ings for spring promised to be more somber. Black is found in combination with all colors in printed and woven novel- ty fabrics for spring. Striped voiles, striped taffetas, striped foulards and striped cottons have been ordered out in combinations of black with one other color. Enormous quantities of black veil- ings, chiffons, marquisettes, voiles and etamines have been ordered for use as covers for bright-hued founda- tion robes. Beaded trimmings, em- broideries and braidings, if of a trans- parent nature, are invariably on black foundations. With so large a proportion of the orders for merchandise to be used during the forthccming season al ready placed, even should a sudden fancy develop for brilliant colors there will be no materials available for the expression of any big vogue Should the color situaticn change the novelty feature would have a bearing on fall, 1911, and not on spring merchandise. The slender silhouette will be main- tained throughout the spring and summer. Skirts are of very narrow cut. The bodice reveals the lines of the figure. Sleeves are close, though not tight fitting. The waistline is high. The jacket, almost withouf exception, is short. The narrow cut of the skirt results in many new and interesting features. Almost the whole problem of spring designs lies in the skirt. Fs Fs March 8, 1911 MICHIGAN TRADESMAN i“ In order to facilitate the movement! piece cut and the regulation ewo-l of the wearer these new narrow skirts| piece fitting sleeves set into are slashed at the foot, the opening| hole. being from 4 to 8 inches deep. Just to what extent women will accept these slashed skirts remains to be but certainly every important model maker is emphasizing styles. these Oddly shaped trains have developed as a result of the slashing of the short skirt. All trained skirts some eccentric new feature. show Sometimes the train is square and narrow, falling over a skirt of com- fortable walking length. nothing more than a scarf-like panel attached at the waistline cnly and quite as frequently carried over the arm like a scarf as it is allowed to} trail at the back. In other instances the train is ferm- ed of two slender shaped points, so ar- ranged that one point laps over the other, overlapping at the back, Crossing draperies figure closely and often adjusted in such a manner as LO FeV of the foot of the we find in the short or trained, at the hem. 1 wrapping the hanging low are wearer. Thus skirts, whether slashes or openings new The medium and high waistline will unquestionably be continued throughout the coming season. Even the tailored suit has reverted to the Empire form and the skirts completing tailored suits are hung from high inside belts rang- ing from 114 to 3 inches deep. Suit jackets will be short. longer than 26 inches Paris. inch lengths are shown. The bolero is a growing factor In the jacket situation. tured as a complement to the piece for the now appearing in an Coats Originally fea- three suit rather than as a substitute tailored jacket, the bolero is increasing num- ber of forms. question now is: yolero be in reality a bolero form of the become a feature The paramount Shall the | or shall it take more the Eton coat and thus of the two-piece tailored suit? In Paris all lengths and styles of There is the basqued bolero of the Revolution per- iod, there are the lean boleros and the jackets, all of these in varying lengths inches. The long coat, boleros are shown. Spanish and Tyro- Zeuave and Eton forms appearing from 10 to 19 the exceptional ap- pearance of which js the more notice- rarity, is found in a few of the good houses. Except rare however, the spring coat will be short. Broad collars are an important fea- ture in both tailored suits and separ- Every important maker shows some models in which these broad collars and fichu effects are in- troduced. Direct copies of the Char- lotte Corday fichu and other types of the Revolution period are freely used. Sleeves are varied to a considerable degree, as all of the important mak- ers are msing both the peasagt or one- able becausee of its in very cases, ate wraps. Again, it is} 2al more than a passing glimpse} practically all of| are exceptional | Many models in 20 and 22-| American| length sleeve is much narrow| fancy tailored suits seen,| costume wraps the sl Paris| shorter, } jacket suits the J In tailored see and three-piec sleev In costumes and in separate waists the sleeves are almost without ex- ception short—elbow and quarter The sleeve cut in two pieces, if ’ is often fancy at al band, either just below the turn of the elbow or at the strongly or peasant sleeve of m One mon to all makers turned kimono cuff-band or finish for load the peasant sleeve, NM favors the straight kimono e feature, how whether it or short. Straight-line, fis will predominate in spring wraps Whether of cape or coat cut, the} basic idea remains the The separate wtzp will be full h al though Interesting new models specially) designed for motoring are bemg chown "T he alec Leen . ¢h snown Ek HEeSe aiso Keep straight lines and are simple im effect although the cut is often They are made in heavy, durable ma terials—ratine, homespun, boucle and aced novelties. double-f The controlling feature m wartst fashions is the continued use of the matching or so-called “costume” b« ice. The great use that is unques tionably to be made of the dress or costume, during the summer seasor particularly, again ptts emphasis on the waist h i or r ther Wise is in harmony A new note, which may have a production, and that is the basqued bodice, which ts often in harmonizim 1 t - tat S a color Dut OF a a al afl is also seer nm ma terial and ylor Xs yet this fea ture is largely confined to costumes but it will surely nto the set arate waist proposition Another costume feature which 1s| embodied in separate blouse models the use of broad collars and 1s These, appearing first costumes are now applied to separate waitsts.| Sleeves fe ¢ al separat waists, with the exception of the} strictly tailored lingerie types. The kimono form prev: 3 almost exclu- sively and may be ther « w or three-quarter length Beaded cotton waistings promise] great success for the comimeg spring} and summer. These materials wert the high novelty of the 1910 surmmer! season, and because of their great success in Paris large oder weTe success in Parts larg fers Te placed for 1911 de r At first afe Ww tVatiabie ind more salal . ‘ French manufacturers have large collections of cotton votles, cotton] marquisettes and cotton crepes bead ed in all-over sta terns. Waist placed large orders on the als. ple and novelty pat- $e matefr- the arm-| full-| is often] ‘ tniree-| brought into a! suit coats, as stated, are short. | manufacturer have} Suit of fancy mohair. White, with black hairline stripe, by Worth, Parts ; n, while in| Twen ~* ve-inech Wide braid trimming on revers. cuffs and skirt Skirt im tunic form, slashed back and front. mounted om aug | waist-band. Serge or diagonai Cyclamen colored tie giving color touch weave: MICHIGAN TRADESMAN March 8, 1911 Nature’s Busy Season Emerging From Winter’s Gloom To Brightness of Spring { Written for the Tradesman. | What mean these bright, warm} sunshiny days? These mild, tonicful| breezes from the Southland? The | answer is not far to seek: Winter is} gone, and Spring is here. Already the buds are big with in- folded leaves, and the landscape is} greening perceptibly day by day. After an exceptionably mild winter, the indications are that we are going to have an unusually forward spring. Fortunate are the peoples who dwell in the temperate zones; for to them accrue the interests and benefits which come directly and indirectly from the changing seasons. Winter and summer with their extremes of temperature, and the intermediate seasons with their separate charms, give variety and zest to climatic con- ditions. | | 1 } i The stern, rigorous sway of frost- rimmed winter is yielding to the co- quettish advances of spring. Many of our familiar bird-friends have al- ready arrived from the South, and the dandelion and +++ crccus are perk- ing up here and there in the valley and the grass-covered glade. Con- spicuous and in gala dress, the red- bud, or Judas-tree—one of the most forward of our woodland shrubs— flings out his red-purple banners from afar; while Sir Robin Red-Breast—be- yond all question the Lord Chester- field of the feathered flock—silhou- ettes himself against the sward with an evident air of proprietorship. Ev- ery little rill and branch and brooklet is busy, melodious and eager—as if it were finding positive joy in the mat- ter of self-expression—while the creeks and all other streams both large and small, are working over- time. Mother Nature is extremely busy, just now metamorphosing the face of the earth. The dull, dead, sombre hues of winter are, little by little, merging*into the green, life-evincing, exuberant hues of spring. It will pay you to fare forth betimes during these momentous springtide days into the out-of-door world: for that world is just now intensely alive with signifi-| cant sights and sounds for the seeing | eye and the understanding ear. Be-| lieve me, portentous things are doing: } for the miracle of resurrection is be-| ing pictorially represented in the ma- | terial world. In the book of Nature} —that book which may be read by| the unlearned as well as the wise, the} savage as well as civilized man—he | who runs may now read a lesson of optimism and good cheer. Death, so} called, is a sleep, a rest, a temporary | cessation of accustomed activities. In| the twigs, branches and trunks of the} trees, from which last year’s out- | grown mantle was stripped by rain-: dashed, ice-laden winds, new life is Beneath the sombre grass j ! j pulsing. and weed-growths that now encumber the fallow fields, new life is stirring. Yes: without doubt—festive, frolic- some, florescent spring has come. And if there isn’t a resilient, youth- ful and exuberant response in your own heart to this deep-seated, life- stirring appeal, you are either aging or ailing. Logicians tell us that arguments from analogy aren’t worth a picay- une insofar as conclusive proof is con- cerned. Maybe so. At all events we haven't the temerity to take issue with the logicians, for these persons have a way of contending for the last word with a pertinacity that is al- most feminine. However, if we can’t clench an argument thereby, we can at all events learn a lesson from anal- ogy. With Nature spring is one of the busisest seasons of the whole year. While she isn’t making any fuss about it, Nature is now getting things done with an alacrity that is astonishing. Every bud, leaflet, petal and grass- blade is being secretly and everlast- ingly prodded on by that inner force that actuates the whole realm of veg- etable life. Nature is permitted to rest in peace. She has passed out the word that she wants results. And she’s getting them. It is as if Nature were saying to these multitu- dinous life-cells (her visible employ- es): “You've all had a good, long rest; now get busy. We want to whoop up things and make a showing. Last spring-and-summer’s business was the best we've done up to date; but we've got to improve on our record. So you chaps hustle on now at a lively clip and let’s see if we can't show the other people a thing or two.” And the merchant ought to be saying to himself and his salespeople scmething like that. The latter part of the winter season has been, in most lines, a quiet period. There has been a lull Bat now a progressive new season with new possibilities and new opportunities has come, If old records are to be broken there must be renewed effort all along the line. And this seasonable renewal of busi- ness activity is the function of the boss. For another thing, Nature has a definite plan by means of which all progressive growth goes’ forward. There is “first the blade, then the ear, after that the full corn in the ear.” And the progressive merchant also re- quires a carefully thought-out plan or program. If he has outlined for his own guidance, and for the benefit of others associated with him in the business, a definite business policy— a policy that comprehends his buying and marking, his window trimming and newspaper advertising, his sell- ing methods, and all other schemes and devices whereby he hopes to win trade and increase the net earnings of the business during the spring season—well, in that event he is going to make some real progress during the eight or ten weeks. “Plan your work,” said some one in a facetious vein, “then werk your plans.” During these early days of the new spring season it would seem to be the part of wisdom for the wide-awake merchant to take his bearings and see precisely where he is. It js the man who knows where he is going who arrives on schedule. Are you on the highway of Effective Service? Or are you _ jog-trotting across the country on a meandering road that leads nowhere in particular? The man who wants to make real progress must resist the temptation to saunter off the main highway on some shaded by-path where the flow- ers bloom and the birds chirp. He'd better stick to the boulevard, and compel himself to accomplish a cer- tain definite stage each day, each week, each month. Spring is suggestive of awakened activities and of new achievements. New life—tense, eager, pulsing life— is stirring everywhere, in stem and bud and grass-blade; and manifesta- tions of renewed life ought to be ex- pressing themselves in the storekeep- ers activities. Spring is a new season, and a new season means new wants, new seeds, New tools and farm im- plements will be required, and paint, fencing and building materials; furn- iture, curtains, draperies, chinaware and housefurnishings, and seasonable new calls. | wearing apparel and seasonable food- stuffs. While furriers, furnace people and coal dealers may disapprove of these pronouncedly spring days, mer- chants in countless other lines will welcome them. Let us enter If our optimism has become somewhat congealed by the ice and frost of winter, let’s thaw out. Brighten up the store in honor of the new season. Polish the glass till it fairly glistens in the light. If your store front needs a new coat of paint, or if your walls and ceiling ought to be re-papered or painted anew, get busy now. Put in new. fresh window trims. Add a dash of snap and exuberance to your adver- tisements, and show the people of your community that you are aware of this zlorious transformation that Yes, spring has come. into the spirit of it. ‘s going on everywhere about you. And may this 1911 Spring Business of yours he the biggest and most en- couraging ever. Chas. L. Philips. —_-_s 2s Your personal acquaintance is im portant in enlarging the business. it may not be nice to “work” you friends, but it certainly pays to work your personality as far as you are able. >>> ___ “Grief can take care of itself, but to get the full value of joy you must have somebody to divide it with.” ———_22.—___ When “hard times” come, watch the millionaires. They will be mak- ing the biggest roar. Simple Morning Dress. The tendency towards simplicity, which is a feature of the new sea- son’s styles, is strongly marked in the morning dresses. While straight-line effects are excellent, there is suffi- cient fullness at the bottom edge of the skirts to make them conform to conservative tastes. In dresses of this character various trimming effects are in favor, but straight lines predominate, with the bottom of the skirt measuring from two and one-half to three yards. Aimong the favored styles are kilted skirts stitched to knee depth, also models with gored top section having pleated flounce finish and, again, the long straight tunic finished with wide band. Striped patterns and borders are especially good for the development of these morning dresses, these stripes or borders being so manipu- lated as to take the place of trim- ming. Among the materials em- ployed are cotton foulard, voile, mar- quisette, challis, lawn, batiste, linen, gingham, organdy and printed and dotted Swiss. The drawing shows an excellent type of the simple style dress. It is made of striped bordered challis, which will doubtless be much used during the spring and summer. The waist front is formed of a high-bib ornamented with crocheted buttons. Panels in back and front skirt sec- tions are simulated by the border paralleling the center pleat on both sides. —_——-o---o——_ If you would sell goods to-mor- row, advertise them to-day. Keep on advertising so long as you have goods to sell. Sa sy sy March 8, 1911 MICHIGAN TRADESMAN = Men and Methods and How Time |= 8 = © = of ime soe 7 —— ae + 19 > - . oo ae ow ol es & ste abt he fried tintin the deva Fifty years ago and now! How different the methods of busi-| ness; different social customs; differ-| ent ways of doing almost everything. | Although those were not quite as} ancient as the famed pod-auger days, | yet they were days of toil, of strenu-| ous doing, vibrant with the thrill and| push of pioneer grit and determina-| tion. At the opening of the Civil War| there sprang into being along the} arteries of trade—the great inland} streams of Michigan—a new and} unique circulating medium, brought | forth from the exigencies of the hour. First, because of the scarcity of| specie, came the pasteboard imitation of real money. Some of this was in the shape of round bits of board imi- tating the dollar and fractions there- of, down to halves and quarters. “This is receivable in sums of five dollars or less for goods at Smith’s store,” was the legend printed across the face of the pasteboard. This sort of money was given out! in change, taking the place of the silver pieces which disappeared from circualtion at the outbreak of war.) Of course the value of this sort of currency depended upon the _ busi- ness stability of the man or firm is- suing the same. Some time later came the issue of government fractional currency, de- nominated “shinplasters” by the ir- reverent. Even the greenbacks, which proved of such service in time of the nation’s monetary stress, were in opposition to the Washington gov- ernment, spoken of in derision as “Emeoin skins’ and “Old Abes scabs!” Nevertheless this same cur- rency thus anathematized, fed and clothed our armies, carried on the war and held back the cohorts of dis- union until such time as the Illinois Tanner, with his invincible army of “Northern mudsills,’ hammered the life out of the rebellion and com- pelled an honorable peace at Ap- pomattox. Immediately after the close of the war came an era of wild speculation, based on the depreciated currency of the time. Prices soared far above those we have experienced since the cry of “high cost of living” has be- come the shibboleth of a new party which seems to be sweeping all be- fore it, the party of “Progressives,” made up of liberal Republicans and Democrats. As this is not a political argument [| refrain from giving my views on the situation as it is to-day. The merchant of that day was a law unto himself. On the Muskegon: in the lumber camps, were stores, company stores and individual stores. where the working men of the pines) } as well as the new settlers on wild| farms found their food products and clothing doled out to them at sur- + — . adie — mate é 2 r z prisingly big prices. dlls deve. Vhe woos seadle cosek * - m jor There were no ratlroads then;, not housed up, mopme and ne rt everything in the line of goods and) the shadow of the tall gimes r from e Ot veerT provisions was toted to the woods it I her wer musement then romE 4 ‘Smmig « ° Ve over muddy, uneven roads, many) such as nothimg modern can discount ™ c t aren abe miles, when a ton weight was a heavy s ae as true er ment goe E load for the strongest pair of hors The lancing parties writing © e " Fruit, such as those in the I schools z 2 r . , ble circumstances can now procure, the glar f mmmense bonfires , Tre ~ mi = was wholly unknown to even th g beneath the rays of the silver e , e os most prosperous. A few 1 wit r ¢ gir - harvested and fetched te r swiitly-f z c 2 e the Indians, constitutec : i spert r z - r fruit menu. Every store, later imvention can equ . ' pe hoasted of its dried apple | I c These apples came pacl g rc r rels, packed solid, requirin ma resor 7 3 digging with a hook nr n a - purpose to extricate them from the rency cam ne te roos te mer- barrel—a dark, sticky mass of un-| chant found hin cored sour apples, f mse! twent r rth 1 of man or beast. usu-| bras r ally enough worms thrown m to rem-! passed muster at the Stott der the. apples good mimce meat!) a su malt w nade y Then the butter! The home made cent was re . oe lll ene _e Cuiiey Caae. fifties g r i —— Six cent f x i from 3 mer brought g Zz r from t the t th r r never knew st e ‘ cleanliness One of our Muskegen mer ts ar r was at a Chicago house whe ¢; 1 r »f all g r a r in ee r W ts r r E pacKea Fr r r ~ wi a a c ai . packed w tr reer r m [ 2 sumer was t t 3 af rank butter dern pr mor ks that hie r Mig n that rought fabulous prices. fr g - ) as 3 ‘ tr i two flare: ae r ne small mer ¢ hgur r rot I had made: it c - days were flour and po these,| irxed rat r r E with potatoes or $, constituted s3 mer aH . —— the food supply of the early store | certam fixed rat e e v2 - "ystetes z : keeper. is nothmg arbitrary) e ta matrer a the sue The sagoc collar ac nm seme res Tier 2 “ - ins < - the srxtres mere r r “_ ming om the iin t than prese 1 oT ——~—-2- to mel 0 a - aa . = cand uae Fn ne ~ o ~ grease butter for your modern house-| ma rder r ring ster 1g 7 n jer wife. Canned goods have replacedjto the local dealer. The latter could sistemcy MICHIGAN TRADESMAN March 8, 1911 & Some of the Popular Patterns in the New Shirts %. Paros syhateoieidtlingeiy scabies aioe ; pes wn acing oto. ale Atos nabigie? ypitlanh > Fancy Striped Shirts with Cravats to Match At the stiff-bosomed fancy shirt intervals since the passing of has appeared fragmentary gossip in regard to its possible reinstatement in the affections of shirt wearers. Among shirt manufacturers the sub- ject has received a certain amount of there | attention during recent seasons, but not of so deliberate a character as that which. has lately been given to the matter. The fact is that with the greater number the wish has been fa- | ther to the thought, for the passing of the stiff bosom—white or colored— made a mix-up for negliges, practical- ly the same shirt being suitable for summer and winter, the old dividing line furnished by the laundered shirts being theoretically eliminated. It re- duced sales for the manufacturer, be- sway. I was thus informed by a cus- tom shirtmaker whose knowledge on styles is without a peer, and who said that his trade was asking for the col- ored shirt bosom, not alone the con- servatives, but the younger set as well; this is due largely to the high- cut waistcoat they are wearing.” Fancy shirts with laundered collars and French cuffs and match, and short stiff bosoms, are the points of the salesman’s story. He knew what he was writing about, for ihe exchanges greetings with the furn- |ishing trade every day. The shirt illustrations on these pages are. selections from twelve | cause a retailer's left-overs from sum- | mer trade are easily transposed into winter stock, and winter stock summer stock—in either case existing no reason for goods to make way, as in former times, for a season's run on the stiff bosoms, hence the allegation as to reduced sales for the manufacturer. We can into there shelving the not get along withou! shirts and the industry must thrive | although the heavens should fall, and here is what a city shirt says of the shirt to come: “Fancy laundered collars and French will be very fashionable this coming season. styles current and some of the smartest dressers are wearing these shirts with the cravat to match. They are made of madras. per- cales and piques. There is also a great deal of gossip among the shirt manufacturers that next fall we will | when she sees these on her feet.’— prominent manufacturers. taken from their departments of sup- | plementary supplies for the summer and should be considered as | representing the field of patterns in the all-round sense in | stripes and figures. Combinations of | Two-thirds of stripes and figures have a prominent | place, but as to which way the fashion | will drift in preparations for 1912, the answer would only be guess work. the illustrations are pleated fronts, and the figure patterns ‘and broken effects are in two colors. salesman | striped shirts with | cuffs | I have already noticed thar | jyou have?” asked the salesman as | soon as he was at liberty. “The smallest and = shiniest you | have,” she said. The other woman. buying = shoes | sniffed. When the clerk returned with a —_—»- +. ___ A Shopping Incident. “Now, madam, what size shoe will | pair of the tiniest imaginable the |woman accepted them with the re- ;mark, “I guess baby’s eyes will open see the colored bosom shirt in full’ Buffalo Express. cravats to; They are} coming | regard tj | Nowelties For the Drug Store or Toi- let Department. No doubt many toilet goods buyers are unaware of the fact that alco- ‘hol in a solid form, resembling a hard-jelly, has been placed on a com- mercial basis and is now available for | retailing. This solidified alcohol, be- ing a denatured spirit, is intended for use as a fuel in portable cooking de- vices, chafing dishes, etc. It is par- ticularly appropriate and practical for employment in heating shaving wa- ter, curling irons and for any other toilet purpose requiring fuel. A small cube of the alcohol will produce a steady heat for from four ‘to five minutes. Being in a solid form the fuel is perfectly safe to use in jany ordinary manner. The cubes are /put up in cans of one-quarter pound sizes for package retailing, or in one, three and five pound cans for bulk selling or for larger quantity con- | + Sumers. As Easter falls somewhat late this 16—there still remains ‘time for the retailer of perfumes to secure appropriate stocks and devise /special plans for increasing the sales on high-grade extracts and novelties ‘during the pre-Easter season. | vear—April If the alvance featuring of mer- chandise of this class is commenced early enough, the suggestion that ex- tracts and other toilet lines be em- pleyed as undoubtedly be acted upon ‘large proportion of the store’s cus- tomers. There is now being featured a new combination as a substitute for a hot water bottle, ice bag or a fountain syringe. The device is made of met- al, heavily enameled in white and has a capacity of two quarts. Accompan- ied by a conventional rubber piping and three hard rubber tubes, this sickroom utility is priced to retail for $3.50. The points advanced in its favor are that it can be readily ster- ilized and that it will last for The a long equip- time. metal portion is seasonable remembrances | by a| | ped with a nickel screw thread cap. | thus making the container salable for | |employment as a hot or cold appli- | cation, The has | rounded sides, is coneaye at the {front and convex at the back, thus metal container forming shapes that will conform to |different parts of the body. | For retailing at $3 another hot | water bottle made of metal is being ‘featured by a Western concern. It | consists of a single large oval sec- ‘tion, made of a pliant metal, nicke! | plated. Each bottle is accompanied by two | temperature-regulating covers made |of fabric. According to the manufac- turers, the bottle has an unusually large radiating surface, will retain ‘heat throughout a night or day and is very light in weight. Retailers of perfumes could readi- ly increase their sales by featuring iextracts in odors or names. corre- _sponding with the artificial corsage (bouquets which women are now | wearing so extensively. By way of suggestion, the perfumery depart- ment should group such odors as violet, lily-of-the-valley, orchid, denia, rose, etc., under a placard {announce the purpose for which they |are intended. This idea of making 'the already life-like bouquets more ‘natural will undoubtedly appeal to |'many women. gar- ancl ' According to recent advices from | Paris, beauty patches produced by }acid so that they remain permanent- ly black are being applied to the face of professional beauties. Almost 'every professional beauty in Paris, it is said, now has a black spot or beau- ty patch on her face. But the beauty spot must be permanent: therefore. the court plaster patch is no longer considered fashionable. There is. therefore, the probability of the beau- ty spot being re-adopted in this coun. | try, but in its saner form. That is. ithe application of a small round or square piece of caurt plaster to some part of the face, Mareh 8, 1911 MICHIGAN TRADESMAN sao eg coempngnmnesn ance EA ONENESS ARNE ROC meneame erage Hat Styles For Spring The usual topic of conversation when stiff hats are discussed is the, | 1 i | crown, wide brim styles, and _ this} probable development of the low feature of the current vogue is giving! mcre concern to the trade than any} other single factor, says the Ameri-. can Hatter. It being universally ac-| knowledged that a distinct change is| necessary to stimulate the stiff hat} business, the trade should get busy| and produce the right results by pushing this new idea in hats. Low crown, wide brim effects in| stiff hats were first introduced in the| spring sample lines which went on| the road in the fall of 1909, and they | enjoyed a brief period of activity as | a result of orders for immediate use| placed by a number of the style lead- ers among the retailersin various cit-| ies. There was no renewed activity, although they continued to sell in limited quantities during last spring. Last fall they apparently did not in- crease in popularity, the demand be- ing restricted to the high-class, select trade, and even there were not great- ly favored. For this spring, how-| ever, low crown, wide brim derbies | sold readily, late buyers in the New York market having placed a good percentage of orders on them, and it is freely predicted that the vogue will increase steadily until the new shapes finally predominate the stiff hat business. Retailers whose trade is of the higher class have ordered the new shapes in liberal quantities, and they will be the nobby styles this spring) for the well-dressed men. Following| the generally logical evolution of fashions that are naturally developed, | whereby they are first favored by se-| lect trade, and then progress to the | | popular, a general vogue of the new jas the vogue develops. t derbies is in prospect. The extreme dimensicns of the new shapes are 434 and 474x2, 2% and 2%4 These are radical proportions, the 5-| f inch crown and 2, 2% and 2%-inch| brim being more conservative, wit? | l: 5x21 or 5x21%4 as probably the most} ‘P I favored. For the _ special ments of the large man the new} shapes are made 5144x2'4. There is a wide range of design in these new, low crown, wide brim ef-| fects, crowns being oval, round and} wide medium full, and curls round D’Orsay, with varying sets to brim. ion whether the full round crown and D’Orsay curl or a more oval crown| and round curl is the better, and this! mo will be a matter of individual choice These new hats look much better! ™ on the wearer if somewhat tilted! ' back on the head, and retailers, when} ° presenting these new shapes to the| customer, should suggest, when ne e essary, that they be tried on in that}! way and the effect noted. Low crowns, wide brims, are the} latest development in stiff hat styles} and as such they will be well repre- sented in the retail stores that aim to have the latest authoritative vogue | - in men’s headwear, 1 t For the spring trade small shape, full tip, flat set hats 434x1'4—1%% and} ™' 5x154—13%_— have prominence as the popular stiff hat styles and, in fact, have become as maintained their staple for popular trade as the larger shapes in 514x13%4,--17% and 5%4x1% —2 dimensions have been for the conservative dressers in higher-class trade. Whether there is to be a radical change in the popular trade} require-| Matched There is a difference of opin-| Re [a SE MICHIGAN TRADESMAN March 8, 1911 Storekeeper’s Personality Man of Pleasant Manner Has a Live Asset in Business In a city it is rarely possible for| the proprietor to be known person-| ally to his buying public. Indeed in| many stores he is barely known at sight to the large army of employes which the volume of the business renders Then as a gen- eral thing, the smaller the town, the better the proprietor is known, first to his own store people, next to the We trace this statement down through all the vari- cus sizes of towns and stores till we the little grocery or general store, usually the only store in town, or in that quarter of town. And even in those stores of convenience which| one scattered about in the suburbs of every city, there is not that opportunity for personal ac- quaintance that exists in the stores of the village or hamlet. necessary. buying public. may reach finds Let us see what effect this acquaintance has or | may have upon the business and upon| the proprietor and buying public. In the first place the sales people, | sometimes consisting of only the pro- | prietor’s own family with the assist- | ance of a neighbor boy or girl, can | become thoroughly acquainted with) their manager and knowing the man, so well, they the more easily | understand his trade policies and as- | sist in putting them into execution. | In the larger stores the manager or | proprietor is apt to forget that his) sales people do not possess the in-| side track of the business that hej does, consequently, can not in the! few words he uses fully understand | his plans. They may ask questions | but too frequently the proprietor is| too busy in the office to be approach- | ed by a salesman without the use of | can so much insistence on the latter's | part that when he finally does gain| audience with the proprietor it is to| find him with “spirits ruffled up” and | so angered that he is not likely to} give a fair hearing to the statement} and questions of the salesman. This| is why we do not find more sym-| pathy, more of a feeling of unity, ex-| isting in the large city stores. The| manager may be blamed but he is so} busy keeping in touch with the buy-| ing, the selling and advertising ends) of the entire concern at large, that he} really has little time to devote to in- | structing a single salesman in the | correct performance of duties The fact is the proprietor and the) department heads should consult on. all points till everything is clear be-| tween them. Then the department | head, having fewer important duties) to perform, should be able to instruct | the salesmen in the policies of the | house until they are thoroughly un-| derstood. Instead of exhibiting a| feeling of annoyance, giving out an| impression that the salesman js dull) or careless or he should have known! what to do after the matter was first his | of orderly neatness in explained, there should be a manner of encouragement which should have the effect of sending any clerk to his department head for information if anything is a little hazy. When these department heads are held account- able for the proper effort at making clear the house policies that effect his or her department, and the sales- men are held accountable for a prop- er understanding of all orders, there should come the nearest possible in- fluence of the proprietor’s personality that can be secured in a large city store. It is almost useless to discuss the | proprietor’s personality and its effect on the public in a large city. There is little chance for personal acquaint- ance between him and the public, in- deed few customers know him by He must speak through his store, his sales people, and his adver- tising. What the man really is can be shown quite largely in the manner of the employes. The proprietor who deserves the name, has ideas of the way a store should be managed from day to day, the manner of the salesmen toward the public, the things that should be said about the various kinds of goods; and his place of authority gives him an opportun- ity to say what he wishes about these things and see that his ideas are car- ried out as he intended. He is no manager, has no proper conception of the work of manager, unless he takes special pains to see that his wishes are carried out. It is not op- erating a spy system for him to investigate the conduct of his em- ployes. Those who do not deserve close espionage will be glad to know that their true worth is known to him highest in power and authority. It is only those who slight work and scorn to show any personal interest in their employer’s plans, who com- plain if any watch is placed on their movements. And they deserve it. It is an injury to their own prospects of advancement to fall into such habits and the sooner they are check- ed the better. So much for the man- ager and his_ personality shown through the salesmen. A closely associated idea is the in- fluence shown in the store. Some stores always exhibit an appearance sight. arrangement and store furniture that shows the personal thought of some one carefully worked out. When an article is called for, the proper sales- man can always place his hand upon it as though it were the last thing shown a customer. In other places two or three clerks fall over each other, throw goods around, and cre- ate such an air of confusion that it disgusts the would-be customer. At last the article is found. Perhaps it is not just the size or kind wanted. of goods Another search at length reveals an- other kind or size of the desired article. Across the street, one sales- man could have told the caller at once just how many sizes or kinds there were in stock, and could have led the way to where these were all displayed so that the customer knew at a glance if the one she wanted were among them. So much for the influence of the manager shown in the store, “Yen” you siay say... “but the clerks are kept so busy they do not get time until night to arrange their goods properly.” Then, we say, it 1s still a fault of management since a manager who looks after things, as he should, either personally or through the services of dependable assistance, should know that the store is being operated with too few sales- men, or that they are shirking their proper duties. If it is really a lack of more store assistants, the man- ager should give orders to employ more. If those now working are simply trying to shirk, he should give them a chance to remedy matters or should see that others gradually take their places. The right kind of man- ager knows his business and will see that his ideas for operating that busi- ness are carried out as he wishes or he secures store assistants who will support him properly. The personality of the proprietor in small towns is much more marked and with the proper effort may be made much more effective. Here he comes into daily, personal contact with everyone working in or about the store. He knows them all per- sonally because he hired them to work and it is from him that they their daily instructions. Knowing them in this way, he is able to see that his plans are all carried out exactly as he intended. Each person under him, or rather in his employment, works daily under his eye, and he is thus able to keep not merely a daily but hourly, almost a moment by moment tab on their work which telis him whether or not his ideas are being carried out. If not, he can remedy the matter at once by personal interview with the person who is recreant. The manager who has been trained in modern business methods and has ideas to enforce can always make money in a store of this kind on ac- count of the unity which may exist between the entire store force and proprietor. If he does not have a proper conception of modern store methods he may yet do fairly well for the reason given. Many of us have known young men who, placed in charge of a village store, do so well that after five or,ten years they sell out and invest their capital in a city store. Here they put into practice the same methods which won them success in the small town, and find [to their consternation that they do not make for success as previously, and that they are yearly sinking good receive money. Some see this and pull out in time. Others go on to the bitter end and lose everything—because they could not adapt methods to city ways and conditions. One of the most important phases of this subject remains yet for dis- cussion. The effect of personality of the merchant, or the proprietor upon the public, In the smaller town this has every opportunity to be marked and suc- cessful, The proprietor may be book- keeper, or book-keeper and stenogra- pher in one person to look after this end: of the business. Of course if he is a shrewd business man he looks over the books occasionally, reads every statement showing the condi- tion of the business and dictates his own letters or at least tells his stenographer exactly what meaning to put into the letters even if he does not actually dictate them. We know of a business man in a small town who has never had much opportunity to attend school but who has a very careful brain for business neverthe- less. His use of the English language is terrible, yet he tells his stenogra- pher the substance of every letter, frequently using language which for business force few educated men can equal. He has a thoughtful sten- ographer who works much of this language into his letters with the re- sult that they stand as examples of business getting literature. Pardon this digression. The proprietor in the village store finds time to stand near the door where he may meet the various call- ers when they enter. His _ hearty manner of greeting, the readiness with which he listens to the request of the most humble as well as of the highest in power and rank, creates for him a feeling of friendly good- will which can not but reflect upon the selling end of the business. In city stores it is customary to employ floor-walkers whose duty it is to meet the incoming public, learn their wants, and direct them to the proper department. In the village store, the successful proprietor is his own floor-walker. He finds that the opportunity thus met with of making stronger his acquaintance with his customers is one of his most import- ant duties, one which if possible should under no condition be dele- gated to another. This friendliness must be more than skin deep. It must be sincere er it fails to accomplish its intended purpose. If the merchant pats a child on the head, calls it “the pret- tiest little girl he has seen in a long time,” gives it a stick of candy or a hair ribbon, then a little later says the same to another child not know- ing that the two are neighbors, he has lost and lost forever much more than he has ever gained. The moth- ers, of course, compare notes and when his insincerity is learned, the man and his business fall far below par with those two families, possibly with their nearer relatives as well. Furthermore, the thought occurs, if he is insincere in one thing, may he not be insincere in his statements about the goods in the store? Can they believe him, when he says in his advertisement that he has the stock of the highest grade in its line ever brought to Dashville? The man has deservedly lost the entire confi- Mareb 8, 1911 MICHIGAN TRADESMAN dence of these people and with their | er accomplish anything successful confidence goes all their trade and! large enough to be felt. patronage. | If the proprietor is sincere his man- ner will be reflected by his assistants so that in his absence he may know that all is going well. The personality of the proprietor ! is shown in his advertising whether! by newspaper advertisements, bills, or letters. If there are local papers the successful merchant uses them of course. If there is not even a third rate weekly, the merchant will speak to his public by means of letters, printed sheets, known as house organs or store papers, or by the use of personal letters. In these the personality of the man _ should stand out prominently. If there is but one proprietor, his advertising should always read in the first person. In that way the force of the appeal is strengthened. Whatever may be the nature of the medium this personal form should be used and then lived up to in every way. The merchant Says, 2 cordially “imvite you to visit my store and look over the goods even if you are not ready to buy. I can assure you of good treat- ment and the services of one of our best sales people, if you wish, to show you about the store and to as- sist you in examining the goods in which you are most interested. Come any day but Saturday.” Here the merchant has committed himself to certain promises which he must see are faithfully carried out. He asks visitors to call whether in- tending to purchase or not. He must see that his salesmen show the same hearty politeness whether callers pur- chase anything or not. He must see that salesmen are ready to offer their services merely to conduct the caller from one department to another show- ing the new goods. He should see that every promise is faithfully kept, most of all the statements made on the quality of the goods displayed. These statements kept to the letter do much to create a feeling of con- fidence in the store, its proprietor and the goods offered, which must make for the highest commercial success, Glance back a moment over what has been said and decide for your- self, reader, how greatly the success of a business undertaking depends upon the nature of the man who manages it. When a_ strong far- sighted man with true business in- stincts takes upon himself the man- agement of a business of any kind, the sooner he makes himself and his plans felt, the better it will be for the business. A man can be a nonenity, a zero, and yet not be a poor manager in the sense of running the business out of existence; he may not be a strong manager whose work is felt and seen in every depart- ment. Too many are of this kind. They take charge of a business and if their predecessor were success- ful, their only hope is to do nothing greatly different from him. They try to do nothing large enough to harm the business greatly should it prove a mistake, and as a result nev- very hand-| There are other men who soon run a business down and out. Either through ignorance or conceit, they run things in a striking way, but not in the right way, at least for the time and place, and as a result soon fail. There is the strong man who knows, and who knows that he knows He handles the as he be- lieves he should. He injects person- ality into everything about the es- tablishment, not in a conceited, head- strong way, but as his past experi- ences teaches him is and personality wins. C. L, Chamberlin. ———-—->-2- Result—More Business. Another development of interest is in the appearance of the store itself. Food laws have compelled some changes, but good business judgment has forced many more. The new store front of plate glass, show win- dows carefully washed and filled with displays of tempting goods, hav- taken the place of the old many-pan ed glass windows, opaque from many months’ accumulations of dust and cobwebs. The result has been a marked increase in proper display has sold more goods than any other salesman and always will continue to do so. business the best way— business, for As we step into the modern-day store, the same freshness and attrac- tive display greets us. The old wooden counters have made way for the glass fronts of the modern sales counters, in which tempting displays of goods greet the eyes of every customer, presenting the strongest invitations to buy. The old unpro tected boxes and barrels have beex rolled away and in their stead are the various stands, counters and other equipment to display the same goods in a sanitary way. The result is more business. Better lighting systems have sup- planted the old 100-candle power kerosene lamp with the smoky chim- ney, throwing out more heat on summer nights than the furnace emits on freezing January days. Modern electric fixtures or splendid gasoline lighting systems furnish a better light than our fathers knew. Result, more business. Cash registers and accounting sys tems for simplifying book-keepers’ problems—or abolishing them entire- ly—have taken from the mind of the merchant the worry which figures in- variably bring, and leave him freer than he ever has been to devote his whole energy to the questions of buying and selling, the matters of chief importance in his business after all. Electric coffee mills make the task of the olden day grinding a mere matter of turning a switch. Vinegar and molasses pumps absolve the mod- ern dealer from a world of bother, and as such apparatus measures the liquids as they flow, time is saved. On the counters, computing scales also are time savers. Slicing machines perform labors formerly accomplish- ed at a great expense of time and pa- tience. Oil tanks buried outside the store furnish measured amounts of oil and Jower the insurance rate, to sa nothing of removing from the store a department which always troubled Cash carry all transactions to the eye of the proprietor or his cashier. frigerated or iced showcases permit the display of labi able carriers or pneum goods } have remained hidden in : m the rear. In many cases tis much-improved ice-box is cooled no longer with ice, but by means of the modern ice es take the usual bonfire material coin. —. 4 machine baling press- care Of Waste paper, We have mentioned only a few of the improvements wl ich will come to| the minds of dealers article. Bat it 1s cate thoroughly how times have who read this | sufficient to indt-| changed. Improvements by no means | have been confined to other lines. In- genious merchants or active manufac- | turers constantly are new equipment which tends to do one of two things—reduce expenses or produce more sales. In its last analysis the probl < . i DTinging out to make more money for the dealer. — | Modern Grocer. ea, Tailormade Suits. A tendency to made favor plain tailor suits is best selling styles are with 24 and 25 inch, with s about two and one-half the bottom. The skirts are cut to giv the narrow effect. While the plain those made jackets and gored type is frequently seen, the in- troduction of pleats in the front, apparent in the gar- | 4s : 4 . | ; eae © contine wear 2 | : ment lines for the coming year. Th | proprietor or the c x | pens to be in charge, dis a ght fancy mixture and re + = nr thie =? * o - rr ~ rely he taslorme ; tiveness The skirt is . males Energy. Of the failures in business many ed, are due to a lack of energy. It t 2 <#, e makes no difference how much cat t = on tal 1s employed en every govern- ing condition is favorable, a business can not succeed, m not continue t Stant energy tant energy. a a4 ‘ Too Many peopie ieave Dust -.. ae rc . t run itself. T ink that they have e £ Ft ia % T a tollowing, people must have their goods and come to their store ‘Chie ik as a hey think that they are indispensa- ble in the community; their names enough to cause people to do busi- ness with them; their reputations will live forever, or else they depend upon the prestige of their prede- cessors in Dusiness Many s we have entered re- tail store, and we refer more especial ly to what is known as the country store, when we have noticed that the self from a chair or whatever diver- sion he may have been engaged in pparently with the greatest reluc- | tance, to wait upon a prospective cus- itomer. The fact of the matter is that |a great many people are lazy, pure land simple. They are the sort of peo- |'ple who are always saying, “It does not pay, and it is too much troubl Such people fall into lax ways, they have no system, no book-keeping, they buy in a haphazard manner, the can not tell what this article or that article costs them laid down in the store, what proportion of the ex- pense in doing business that article _? t +... ss f hey should pay, how much profit they |should, in justice to themselves, charge up to that article. They money or los know acc trouble to find out. gy. A man im busimess finds, tf he = lia soul Lee ok « r man + ¢ , has the right kind of apprectati ( ot or J things material, tha quires all his time and all his thoughts—New England Grocer ~~.» Push Crochet Yarns. Those hand-crocheted articles, so popular for women, children and even the men, have knocked a hole int millinery “ready-to-wears;” but t art department laughs and enjoys the situation, if it has a supply o the eiderdown or Angora wools now in such tremendous demand. This is where the enterprising re- tailer will get a crowded counter—by announcing free lessons in the new stitches. Any live girl can show cus- tomers how to make these caps and they will gladly buy the wools where such courtesy is extended, MICHIGAN TRADESMAN March 8, 1911 ate Natural Batavia with black velvet facin g. Pink roses and black aigrettes trim. The Song of Awakes Heart of Youth Spring Written for the Tradesman. In olden times a great realm was governed by a heartless monarch who ruled with absolute sway. As he ad- vanced in years his iron will became more relentless, and inhuman whims and caprices were added to his former cruelties, In one of his mad freaks he issued a mandate that all the poets and all the painters and all the musicians of the kingdom were to appear before him on a certain day. Fearfully they obeyed the summons. First the poets were ushered into the despot’s presence. “I am becoming an old man,” the tyrant “and when the most accomplished reader of my _ court strives to interest me with the choic- est tales poems he can select, they do delight my mind nor charm my ear as in other days. All have grown stale. “Ye masters of the quill, some one among you must write verse that will began, and not bring the old response, that will | awaken within me the heart of my| now long-lost youth. At such a} time,’"—and he named a day not far} distant, “all of yeu poor scribblers| come again, and if no one bears in his hand this written thing that I) require, then the heads of every one | of you shall be placed on the block) that night. For what does it avail me that I have suffered you to live in my realm, if you fail me now when I am old and need your services?” With this dismissed. brought in. threat the poets were Then the painters were He gave them a like charge, only, instead of writing verse, each was to paint a masterpiece and appear be- fore his august Majesty at the ap- pointed time. Death awaited every artist of them all if no canvas should awaken in the aged monarch the heart of his youth. The artists dismissed, the musicians were called, the same charge accom- panied by the same threat being laid upon them, only their task was the composition of music hitherto un- dreamed of. Poets, artists and musicians all went their ways and wrote, painted and composed, literally for their lives, until the appointed time. Then all appeared before the despot. Tremblingly each poet with ode or sonnet or lyric strain of exquisite beauty sought to beguile the ear of the aged ruler, But the scowl on his grim visage did not relax until, at the last, a strange bard arose, and with the sound of his voice all the air seem- The face of the despot softened slightly, then settled back almost to its wonted sternness. “The poets are found wanting,” he began, “all have failed to awaken—” “Stay, Sire,’ began the strange, un- known bard, “suspend the sentence on all these my brethren and let me appear with the musicians also. For I promise you, Sire, that my music shall far surpass my humble poetry.” The curiosity of the despot was aroused and he granted the petition. Next the musicians were given a hearing, and as one after another rendered his composition, the ears of all listeners were ravished with sweetest melody. Still the face of the despot seemed unmoved till the strange poet-musician began. No one was familiar with the instrument on which he played, but suddenly the gurgling of breoks, the plashing of loosened waterfalls, the whispering of soft winds, the carols of a thousand birds burst into sound. Plainly the monarch was touched and a look almost of tenderness pass- ed swiftly over his countenance. But soon his face settled again into its stern lines, “The musicians are found wanting. This last is a very clever performance, but I am not deceived by the pass- ing trick of an unknown mountebank. Even he has failed to awaken within me—” “Stay, Sne,” pleaded the poet- musician, “suspend once more the sentence of my brother poets and in- clude with them my fellow musicians, and permit me, as a supreme favor, to appear with the artists. For I promise you, Sire, that my music is as naught compared with my paint- ing. To his chief courtier the despot remarked in an aside: “Of course he cannot awaken the heart of my youth, any more than the others; but we may as well make one job of them all. The fellow’s audacity amuses me.” Then to the assembly he said: “The bold request is granted.” Sorrowfully the painters displayed the canvases on which they had toil- ed with such pains and labor. But the king scarcely took the trouble to so much as look at them, for he want- ed to gratify his curiosity as to what wonderful feat of artist’s skill this unknown painter should produce for his momentary pleasure, and then—. When it came the turn of the strange poet-musician-painter, ‘Sire, my canvas lies out of doors,” he be- gan. So the monarch moved to a portal where his eye took in a wide stretch of landscape. The strange painter took his pal- ette and b.ushes and began. With incredible swiftness the sere brown meadow was changed to a wonderful field of emerald; the gray stern sky became blue, with billowy white clouds; bare branches were clothed with myriads of beautiful leaves; lovely flowers sprang up as if by magic. Through it all was heard the gurgling of brooks, the plash of loosened waterfalls, the whispering of warm soft winds, and the rich air pulsed with a strange sweet rythm. The despot was moved to tears. “Thou strange and unknown poet- musician-painter, thou’ hast truly awakened within me the heart of my youth. For thy sake I freely revoke the sentence on these thy brother poets, musicians and painters, who must henceforth, by my royal com- mand, learn their art of thee. “Who mayest thou be, O unknown man, that hast wrought this wond- rous miracle?” The stranger bowed low and an- swered: “Sire, it is small wonder that I have found favor in thine eyes, even although the utmost efforts of these my most worthy brethren have failed to delight thee. For it is graciously given to me that not now only, but through ail time, and not for thee alone, but for every man, I shall awaken the heart of youth; for I am Spring.” Quillo. —_>-2-2—_—___ Feet of Passing Throngs. Tired, hot and jaded, he sits listen- ing to the splatter of the water in the fountain. His hat is drawn over his eyes so that he sees nothing of the passing throngs — nothing but their feet. A little pair of pink-shod feet, pink- stockinged and dainty, trip by and just behind them, with somewhat of a less graceful gait, there follows an- other pair of feet with black shoes and black stockings. They are not dainty like the pink feet, although they are small. The feet and their movements lack the dainty grace of the pink ones. So he says that the pink feet are those of a pretty little girl and the black feet belong to some “daddy’s joy” of a little boy. More feet come and go. Here is a mother. Her feet are much like the feet of other women who pass, but a little pair of kid shoes toddle along with her. The next are big, rough and un- couth. The shoes are muddy about the heels. Across the toes are dusty white marks. Around the bottoms of the trousers are marks of white. A baker? No. A miller? No. Oh, yes. To be sure, he is a hodcarrier. Quick! Here she is in all her glory! Heels like a pair of stilts—say, how in thunderation could any human be- ing like to wear such shoes? And holding her skirts out of the water on the sidewalk there is the least bit of a thin, little lace of an underskirt showing. But he does not look up. He has a notion in his own mind about what she ought to look like. Here is a man. His shoes are pol- ished and, why, he is married! He is a young married man. His move- ments indicate he is young. So does the pattern of his trousers. There are two certain indications that he is married. He is carrying a parasol. The back of his trousers, at the heels, are frayed just a little. Now, Sher- lock, that is enough. The parasol be- longs to some woman. Is the woman his wife? Certainly. He would not be carrying some other girl’s parasol, and if he were not married he would have better trousers—and here comes the verification. He has stopped. She is now even with him and they are ed pulsing with strange sweet rythm. musical caroling of birds; while the walking away together! 4 * 7 March 8, 1911 MICHIGAN Credit Problems They Overtax the Mind of the Merchant Written for the Tradesman. The merchant who grants credit} must continually face one difficult question. It may not have to be an- swered every day, but it may come at any minute and may have to be answered several times in one day. It must be decided aright or he is the loser. The question is this: “Would I rather have my goods on the shelves ready for the cash custom- er or an account on my books against this person?” To himself he could say “no” immediately. If other “yes or there were no entering into the| problem it would be easy of solu- tion, but there are so many factors in almost every case of deciding to | give or refuse credit that one must} decide several independent proposi- tions before he can give an answer. Does the person seeking credit really intend to pay or is he a dead- beat who will get in debt all he can and then leave town or refuse to pay? If he intends to pay does he really need the goods he contemplates pur- chasing or could he not get along without them? If he needs the goods does he really need credit? Is it be- cause he has no money or can not get it or is he asking the merchant to car- ry his account without interest so that he can have ready money to take ad- vantage of bargains or special at cash stores? Will he keep his promises? Will he pay promptly at stated periods? Will he give the merchant all his patronage or will he obtain only the staples, the goods yielding the least profit, and pay cash elsewhere for his business, those goods upon which there is the most profit? Is giving credit helping an industrious man or woman who has all he or she can do to support a family; or is it in reality lending elements sales money without interest to one who has money at interest or money in- vested in property which yields good returns? Is giving credit encourag- ing idleness, extravagance, procrasti- nation, deceit, or other despicable traits of character? These are some of the questions which force them- selves upon the merchant. They can not safely be ignored. Some problems gladly wel- comed. They may be difficult but not disagreeable; there is delight in the solving; there is satisfaction and reward at the end. Not so with cred- it problems. They are intruders up- on the merchant’s time; they are leeches upon his strength; they tend to keep foremost in his mind the weaknesses, the failings, the unde- sirable aspects of human character. How can he “ever keep smiling?” are The mental effort required to de- cide these problems is so much loss of energy. It consumes that which should be devoted to the progress of business. It may be the main hin- drance to one’s getting ahead. He survives; he pulls thorugh; but that is all. He does not grow; he is kept in the same old treadmill. He is prevented from reaching out here and there, bringing in new things, carry- ing out new ideas which would di- vert his mind from necessary care and unavoidable anxiety. When a sale is consummated both buyer and seller should be pleased— satisfied. This can not be when the 'merchant entertains the least shadow of doubt about the surety of payment cr foresees delay with consequent in- convenience and loss to himself. Upon the prospective recipient of | favors should be the burden of pro- ducing that he or she is worthy of being allowed cred- ‘t. The merchant should not be su. jected to to any of the satisfactory proof time and effort or to learn the standing loss of expense applicant. In the store—the care and management of a conducting of mercantile sufficient to fully engage all the mental powers of the average merchant without the annoyances of credit business—there is cares and business There are always opportunities to step outside the devote regular routine and thought to matters profitable in time and which are some sense. limit to the burdens should There 1s a which one help those assume even [0 who need assistance. In the granting of credit there are many times when the merchant realizes that he is bearing double burdens for naught. The debtor is really and the merchant loses by inconvenience and extra labor as much as the profit on the goods. not benefited In the discussion of this matter there is apparently no end. The ne- cessity of buying on credit is in reality small in these times. Where it seems necessary it should not be looked manent condition, upon as an inexorable, per- The people as well as the merchant should look forward to outgrowing it, to to strive for the cash dealing. overcoming it, better Buying on credit should never become a a tem- system of habit—only perary expedient. E. E. Whitney. ——>-¢- An Early Quitter. The father of four boys, discover- ing the eldest, aged 13, smoking a cigarette, called the four together for a lecture on the evils of narcotics. Willie,’ he said, in conclu- sion, to his youngest, “are you going to use tobacco when you get to be a man?” “Now, “T don’t know,” replie? the 6-year- old, soberly, “I’m trying hard to quit.”—Success Magazine. ‘TRADESMAN An injunction was granted in the Circuit Court | of Chicago on the complaint of Foley & Company, | restraining the Crane Medical Company. Henry B. Foley. & Company, or Henry B. Foley from selling, offering for sale. or advertising Foley's Quinine and Tar or Foley Kidney and Bladder Pills under these names and in yellow cartons. Foley & Company will of course prosecute any attempt at imitation of the names or packages of their products. The original and genuine Foley's | Honey and Tar and Foley Kidney Pills. which do not and never have contained any opiates or habit-forming drugs, and are put up in a yellow package, are being supplied as formerly. FOLEY & CO., 319 W. Ohio, Chicago, I Office 424 Houseman Bik. 33 WARNIN é; ‘The Clover Leaf Sells GRAND RAPIDS If you wish to locate in Grand Rapids write us before you come. We can sell you property of all kinds. Write for an investment blank. MUNICIPAL BONDS| TAX EXEMPT Yielding 4 to 442% Write for Circular Penobscot Bidg. Detroit, Mich. Applications for District Manager of the North Assurance Company of Canada, | at Grand Rapids, may be sent to the undersigned. | American Life The company offers an unusually attractive and remunerative contract. An exceptional oppor- tunity for the right man. F. A. HILTON, State Manager. Majestic Bldg., Detroit. The McCaskey Register Co. Manufacturers of The McCaskey Gravity Account Register System The one writing method of handling account | of goods money, labor, anything. ALLIANCE, OHIO GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE ‘rand Rapids, Mich. a The merchant’s side of the Anglidile. In the cen- ter is shown an enlarged view of its famous com- puting chart. The Leading Agency i ») TRACE land Quickly. E. B. CADWELL & COMPANY | how BARLOW BROS., YOUR DELAYED FREIGHT Easily We can tell you Grand Rapids, Mich Child, Hulswit & Company BANKERS Municipal and Corporation Bonds City, County, Township, School and Irrigation Issues Special Department Dealing in Bank Stocks and Industrial Securities of Western Michigan. Long Distance Telephones: Citizens 4367 Bell Main 424 Ground Floor Ottawa Street Entrance Michigan Trust Building Grand Rapids The customer’s side of the Angidile shows pounds and ounces on largest dial used for any counter scale. It will pay you to install Angldile Scales now. possessed by no other scales. The Angldile is a gravity scale. weather does not affect its accuracy. 110 Franklin St. It has no springs. Angldile Computing Scales have certain patented principles The Anglidile is the scale with the cone-shaped chart; the only scale yet made which shows a plain figure for every penny’s value. The Angldile’s chart is the easiest read, because it stands at 45 degrees—the natural angle at which we hold books and papers. All men—short or tall—read the Angldile chart alike. There are no hair lines to count—no pin points to guess at. Hot or cold The Angidile buys itself because by its accuracy it saves its cost in a few months, and then goes on saving for its owner forever. Angldile Computing Scale Company Elkhart, Ind. MICHIGAN TRADESMAN March 8, 1911 Development of Retailing Business Methods Changed Much in Recent Years In the retail stores of many coun- ties may be found represented all stages of development of retailing in the past fifty years. The changes in recent years have been very rapid. And some merchants have kept pace with the general progress of the times, while others have lingered in the ruts which were worn by their predecessors of years ago. In the first place the very nature of the has undergone _ great change. Many of the general stores carrying all lines but without a good store assortment have evolved into estab- lishments actually large, handling single lines. Many of the stores have developed into specialty shops, offering large assortments in one class of merchandise. Others, either by consolidation or by growth, have become the present powerful depart- ment stores, handling great varieties in lines and assortments of each. ample The up-to-date department = store is really the overgrown general store of a half century ago, but doing busi- ness upon principles of trade build- ing instead of being merely a means of support for a few families. The advent of the modern depart- ment store was at first looked upon by the majority of merchants as a menace to the prosperity of the whole country. Several states pass- ed laws intended to limit the number of lines to be handled by one com- pany under one roof. This attitude sincerely sought to guard the interests of the people was found to be eco- nomically wrong. It was found that a large modern store usually helped to build up the business of all the retailers in a town. It was. soon recognized that tends to make a place a trading center con- stitutes a valuable aid to all compose such a center. So the come to stay and near it thrives the up-to-date and the establishment having many fea- tures of the old-time general store. Among the great factors which have made possible the present mer- which best whatever who big department store has specialty shop even chandising on a big scale is the use of newspaper advertising space. Win- dow displays, interior store exhibits, circular and bulletin boards were ef- fective in their their ac- tion was too slow to be employed in the system of the modern special sale. The daily newspaper, with its abil- ity to quickly reach the people, and attractively call attention to the bar- gains offered, has made it possible for stores to take the immediate ad- vantage of changes of weather, the bringing together of many people, or any other agency by which throngs way, but | may be brought into the store on short notice. The special sale as a store fea- ture is the welcome successor of a system of variable prices. A few years ago no offering was _ consid- ered a bargain unless it was first marked at one price and then allow- 'ed to be sold at another. Such loose methods in business are disappearing and the special sale and naming a definite price applicable to everybody and limited only in time of offering, or the available supply of the articles offered, represents a great advance. Sales are quickly and easily made and merchants are en- abled to build up their business upon confidence as well as upon values. The confidence feature has been further strengthened by the policy of guaranteeing merchandise or offer- ing to refund money on any unsat- isfactory purchase. Contrary to the thought of many merchants when such methods were first used, the liberal treatment of customers, and the offer to stand back of the goods sold, have tended to induce people to retain rather than to return their: purchases. Every advance in modern. mer- chandising has attempted to provide to the customer ways whereby the buying may be more easily accom- plished. If unable to reach the store the telephone enables the customer to make known his or her wants. In some city stores, even when the doors are closed for the night, tele- phone messages for orders to be fill- ed the next day are being received by night operators. At the same time trains are hurrying with mail orders, or telegraph wires are be- ing used to serve the distant pur. chaser. The traveler returning from Europe .may now order gowns from the city store before the great ship with its wireless apparatus reaches sight of land. Years ago, when goods were se- lected and the package wrapped and paid for, the transaction was con- sidered completed. Often in the modern store such acts simply start a big mechanism in its movements. The delivering of purchases has come to form a very important part of the selling system. It has reliev- ed customers of much inconvenience and so has tended to increase the amount of purchases. It has provid- ed an easy means of making ex- changes in case of dissatisfaction. It has simplified the granting of cred- it to customers whose faces are not familiar to salespeople. The modern method of handling transactions with charge customers in the big stores enables the shopper to place his order in a few moments’ time and then leave to the system of the establishment the carrying out of all details in completing the pur- chase. The arrangement of the modern store has helped greatly in promot- ing sales. Goods are well displayed and yet are kept free from dust and the danger of damage from other causes. Display cases not only pre- serve merchandise in the best of con- dition, but also display it so attrac- tively as to induce customers to buy more liberally. The display windows have brought about the entrance of a new science in merchandising. The competent window trimmer is counted as one of the most important of the sell- ing forces. Improvements in the ar- rangement of windows’ have been very great. The maximum amount of display svace is used and the best service of light is obtained. The fact that merchants may now insure their plate-glass as well as their mer- chandise, has encouraged the greater use of window space. Lighting for stores has made won- derful advances. By special prisms more daylight is utilized, and by modern interior fixtures a daylight effect may be produced at night or upon the darkest day. Such im- provements have really lengthened the trading day by making each hour as good as another in the selection of any kind of merchandise. The general diffusion of informa- tion on styles and events has given to the people of even the smallest hamlet, glimpses of the affairs in great cities. This has tended to in- crease desires and the wants of the people are being multiplied faster than manufacturers are able to de- vise or create. Inventions and improvements in all lines are providing more leisure to the business man and to. the housewife with the same returns for the work done. As time of leisure increases, the desire for luxuries and conveniences grows, so the field of merchandising is constantly expand- ing and the buying power of the people is constantly increasing. The development of retailing in few the past years seems almost miraculous. What it will be in the next few years can not. even be prophesied. The increased use of electricity, the of wireless communication, aerial transportation and all other great inventions wil! doubtless have their effect. The modern merchant who keeps abreast of the times is no longer a mere storekeeper. He is wonderful system. coming part of a He is a necessary factor in quickly bringing to the peo- ple the things which they want, and for which abundant means are. at hand to provide. —— 722 —__—_ Do not think that the window dis- play or the advertisement that suits you best will necessarily be the best paying one. It is the average effect that counts rather than individual effects. — >. —___ Let your soul be an aeroplane and rise above the sordidness of earth oc- casionally. Street Dress. The present styles in street dress- es require materials of soft texture, and, as in this respect the silk and satin foulards are eminently suitable, there will be an extensive use of these fabrics. Small allover patterns with border finish are much favored, . . f Se nn eR oe, ee eS ER TD while the pin-stripe designs are also in evidence. Worsteds in shepherd's check designs are also among the leaders. The drawing shows a prac- tical street dress in black satin with Bulgarian embroidery in black and white. A shirt yoke effect is simu lated. 139-141 Monroe St Roth Phones GRAND RAPIDS. MICH 191! Motor Cars Oakland ur2bou's and Tour. H. P.—4 cylinders—$1,o000 to $1,600. Franklin Runabouts, Touring Cars, Taxicabs, Closed Cars, Trucks, 18 to 48 H. P.—4 and 6 cylinders— $1,950 to $4,500. Runabouts, Pierce Arrow Touring Cars, Town Cars, 36-48-66Hp, H.—six cylinders only—$3,850 to $7,200. We always have a few good bargains in secondhand cars ADAMS & HART 47-49 &. Division St. Grand Rapids, Mich. _ See a aa ra urease. i March 8, 1911 MICHIGAN TRADESMAN Side Lines That Pay. Every year the grocer has seen a few more commodities put up in packages. Every year the sphere of the grocer’s independent activity has been curtailed. Every year the gro- cer has found himself more and more of a human slot machine, taking in the nickels and dimes and handing out cartons and cans packed ready for delivery in a factory a thousand miles away. The worst of it is, the grocer has found every year that under this package goods system his profits have been growing smaller and smaller on the volume of goods sold. It is about up to the grocer to do some- thing. Otherwise he will cease to exist. Somebody will find some auto- matic device which will stand in an obscure corner and hand out car- tons by pressing the proper button. The human grocer will become ex- tinct and the mechanical, nickel-in- the-slot grocer will take his place. Under such conditions the thing for the grocer to do is to push the sale of goods which pay the profits. If people are bound to have pack- age groceries, which give the grocer nothing much for his trouble of han- dling, the grocer must begin to de- velop those side lines which he has heretofore considered merely as min- or profit-producers. The big depart- ment stores have already been shrewd enough to push these “side of the grocery trade. It is what were once side lines that the grocer must now depend upon to lines” make a good share of his money. In short, the grocer must develop his “side lines’ to such an extent that they become “specialty departments.”. For stores have handled cigars. body knows that. It is a ghastly fact that the grocers have handled cigars so poorly that “grocery store cigar’ has become synonymous for a cheap, inferior cabbage-leaf brand. The grocer must see to it that this is changed. The wide-awake grocer must put in a line of cigars which will bring him the cigar trade. He must handle as fine cigars as the cus- tomer can find in the drug stores and the tobacco shops. The same with tobacco in various forms, pipes, etc. Make your tobacco and cigar depart- ment the best in town. Break down that ancient prejudice against the “grocery store cigar.” years and years’ grocery Every- Now, there are cooking utensils. They are a splendid specialty for a grocery to take up. Nothing could be more natural and appropriate than that the grocer should handle cook ing utensils. When his customers find that he handles cooking utensils, he will get the business. Women will buy more cooking utensils from a grocery than they would from a hardware store. Confectionery: Grocery store can- dy has almost as bad a reputation as grocery store cigars. Why? Sim- ply because the grocer has neglected his confectionery department. He has considered it an unimportant side line for the benefit of children. Nowadays the best candy buyers are not the children. It is the adults who spend the big money on candy. To get the profitable trade in candy the grocer must have the best candy the mar- ket affords. Discriminating candy buyers want candies that have a known reputation, like Lowney’s. It pays to handle the best; there is big money in candies. Most grocery stores have laundry soap to sell. Generally they have a skimpy little stock of toilet soap, too. Why not open a line of toilet spe- cialties? There is money in such things, and money which will come | very easily. The grocer who is in | touch with the women can quickly | convince them that he has the best | stock of such things in town, if he |really gets the goods and proves his lclaims. A big moneymaking grocery in Philadelphia devotes a large share lof its space to toilet specialties. It is la good line. Do not overlook it if planning to take on some “trade that pays the profit.” —_—_e-2> | Brown Shoe Co.’s Dinner. The Brown Shoe Co., of St. Louis, recently gave a banquet to its sales- men, heads of departments in office and factory and a few invited guests to a total of 200, and addresses were made by President G. W. Brown, Vice-President J. H. Robler and others. The chief address of the eve- ning was by J. A. Besberich, who has handled the Brown Co.’s shoes in Washington for six years. The com- pany announced their gain in ship- ments for the year ending Dec. 31, 1910, to be $614,697.89. Also, they will immediately construct at Ejight- eenth and Wash streets a new factory building, 150 feet long, 50 feet wide and seven stories high, for the manu- facture of White House shoes for men and women. It will cost about $100,000 and will employ about 300 additional workers. Isaac H. Sawyer, Second Vice- President of the company, has been elected President of the important Missouri Manufacturers’ Association and in his inaugural address outlined a progressive and aggressive policy for the upbuilding of Missouri indus- tries. Signs of Spring. A Sth RG Pero! To sell Argo—stock it. But what is there to take its place? That’s the answer. at the bottom of the bin and which he can’t well serve to his customers. CORN PRODUCTS REFINING COMPANY NEW YORK 5) lees grocer really to sell bulk starch. He realizes the trouble and loss in handling scooping and weighing and putting it in a paper bag, to say nothing of the little broken pieces which settle Argo—the perfect starch for all laundry uses—hot or cold starching—in the big clean package to be sold for.a nickel. You don’t have to explain it but once to your customer—lIf she tries it, she’ll order it again. doesn’t want it— MICHIGAN TRADESMAN March 8, 1911 As An Investment Advertising Properly Done Will Pay Big Dividends Advertising is an investment in nel 1 ery sense of the word. A man who} | invests his money, be it in property, | stocks or anything else, expects to realize a profit from the deal or else! i : ve he considers the investment a failure. | When a goods he expects to draw customers | merchant advertises his | to his store and to derive a profit on the money invested in advertising. -When the investor loses on an in- vestment he usually looks into the matter and tries to determine where the trouble lies and why the invest- ment lost money for him instead of earning it. Here is where the mer- chant who does not realize any pro- fits from his advertising makes a mis- take. Instead of looking into the matter and finding where the trouble lies he simply makes up his mind that advertising is only an expense. He doesn't stop to think advertise- ment didn’t lock attractive enough to call the people’s attention to it or per_ haps the wording of the ment didn’t appeal to the trade. Per- his advertise-| haps it was one thing or perhaps an-| other, but the merchant did not stop to think about these things; he simply thought it had business and cut down i | his advertising costs and let it go at! that. The editor of a usually a busy man and especially is! country paper is| this true in a wide-awake town. Con-} sequently he has little time to spend) on an advertisement. | However, the advertising man can} profit by getting on the good side of | the printer and helping him all he can | on the advertisements he wishes to} insert in the papers. Most whose does the | advertising man do the advertising| themselves and do not give enough | time to the work to do it properly. ; They simply get a tablet, jot down a! heading, go through the stock and) make out a list of the goods they hand the copy. to} the printer and tell him to use a cer-| tain amount of This is poor! policy and usually ad- | vertisements in locks as well as draw-! merchants business not warrant expense of an|} want to advertise, space, means poor ing power. When a man hands the printer his | copy and tells him how much space} to use, it is up to the printer to get} all of the copy into the space speci-| fied by the merchant and it sometimes} is a hard job as the copy may be| tco much or too little for the space. The result is a poor advertisement! and a poor investment. Another thing! some merchants do is to write their! copy and let the printer use as much! space as necessary. This perhaps 1S | better in one way but on the other) hand, a printer may use much | space which is a habit some printers| have if given too much freedom. too sy omnia alge abst noha ah aa RI To write copy for an advertisement and get the best results, first take a sheet of blank copy paper and find out how much space you want to use for. the advertisement or else find out what goods you want to advertise and then take the copy paper, outline the size of the advertisement and space the werding exactly as wanted to ap- pear in the paper. Then take your outlined sheet and nll in the spaces—the heading in its proper place, next the items and so on. When the copy is completed the merchant will have some idea of how the advertisement will look when it appears in print. When the copy is satisfactory in all respects, take it to the printer and ask opinion, letting him know that you take interest in the way the advertisement will look. Then de- cide upon the style and point of type to be used in the different sections of the advertisemnt. his By going at it in this way the work |will be much easier for the printer and it will give him a good idea of what you want and the result is a very good looking advertisement and one that will attract the attention of the people who are the means of mak- ing the investment a profitable one. Another common failing on the | part of the merchant is in not reading the advertisement after it appears in the papers. How is a man going to improve his next advertisement if he does not look over the present one and mark the weak points? When a paper containing the mer- chant’s advertisement reaches him he should look at it from a custom- fers point of view and find out what part or parts of the advertisement will attract and hold the attention of the enough to induce them to read it through. readers long Some points which are fatal to an advertisement and should be remem- bered are the following: too many ar- ticles advertised for the space used or vice versa; teo much space used for the number of articles advertised: too much bragging or exaggeration of values; too heavy type used, making |the advertisement look clumsy or un- attractive; too light type used, not making the advertisement stand out from the rest of the paper. There are also many other points which can only be found by careful study of the advertisement when it appears in print. The main object is to get people to read the advertisement and the rest is easy if the right kind. of merchandise is advertised. As a rule an advertisement should never be allowed to run twice as the habit of letting the same advertise- ments run severaltimes hurts results. A person who reads the advertise- /ments will lose interest if one appears in the same wording twice or three times in succession. An advertisement is the same as news. If a paper prints this week’s news and then sends the same thing again next week, what would be the result? It would be disgusting to the people who received it and it would create a poor impression. To a great many people an adver- tisement is just as good as news and they look to the advertisements for pointers in the way of styles, ete Acorn Brass Mfg. Co. | Chicago Makes Gasoline Lighting Systems and Everything of Metal G I will ship ¢ Ow \N plete lente Board iRO NINGROARD made. For $1.90 and Clothes Rack. No better selling articles Address J. T. Brace, De Witt, Mich. ——_. . > __ ip The Preponderance of Evidence. - | “Sorry,” said the constable, “but | will have to arrest ye—you have been E L BE V A ] ‘O R S drivin’ along at the rate of fifty miles an hour.” oe of Hand and Power “You were wrong, my friend,” said Bexal ft For All Purposes na psagaal = A 7c song agp ; Also Dumbwaiters eres a ten dollar bi says : : ee - Sidewalk Hoists wasnt. : : “All right,” returned the constable, | | 3) er cecy, oe tia pocketing the money,. “With eleven] | = 4 lift, ete., and we will name a ° ace <5 i money saving price on your to one against me | ain’t goin’ to sub- Jeo exact needs. ject the county to th’ expense of a Sj : : ee idney Elevator Mfg. Co. :: ; trial.”—Harper’s Weekly. co : Co Sidney, Ohio 22 Do not attempt to evade proper responsibilities. It is the shoulder- SNAP F ing of responsibility that makes a YOUR IN GERS 5 1 i ilv At the Gas and Electric Trusts : man able to a7 easily. and their exorbitant charges. i Putin an American Lighting : System and be independent. ‘ Saving in operating expense will Pay — — = — g t—with time. othing so brilliant as Landle-Power eriitiemey on less han a ae oe these lights and nothing so & kerosene ‘ano ten times light:—giving yoo cheap to run. uum Gas at 15c Per 1,000 Feet instead of $1 to $2_ «nich Gas Companies American Gas Machine Co. oe eae oe 103 Clark St. Albert Lea, Minn, vidual Light you get the best known sub- copay thee gerlomrager ght matt ee Walter Shankland & Co “e gg Aa Mieco vcore te'y00. wens Ss Michigan State ie . for Catalogue and Cingulars (tg D 25). Grand Rapids, Mich, SS og Gaslamp Ca 42 Sunsi G 66 N. Ottawa St rand Rapids c Established in 1873 i This 1S What the Best Equipped Pirm in the State Royal System Steam and Water Heating Iron Pipe Is Doing for Retailers Fittings and Brass Goods ‘tri ixtures The A. J. Deer Company, Marion, Ind. Electrical ete Gas Fixtu Hornell, N. June 4, 1910. Galvanized Iron Work Gentlemen—Please find check to apply on roaster. We h had ter i fi bout Prt pres eee veaeee aed Goat a The Weatherly Co. loss of a pound of coffee although I have never 18 Pearl St Grand Rapids, Mich had any experience in roasting. I had good — in the ee : are Ww selling coffee to people we never — Seite) son. had = ite — = TRADE_WINNERS ol Pop Corn Poppers, — Je fam lnasbs ad OmpDInatiOn Machines The A, J. Deer Co. Many STvYLes. : Satisfaction Guaranteed. 1246 West St. Hornell, N. Y. Send for Catalog. SINGERY MFG. CO.,106-108 E. Pearl St.,Cincinnati,0. ; 4 CLARK-WEAVER CO. “ GRAND RAPIDS, MICHIGAN We ALWAYS Ship Goods Same Day Order is Received i FOOTE & JENKS’ COLESIAN’S —(BRAND) Terpeneless High Class e Lemon and Vanilla Write for our ‘‘Promotion Offer’’ that combats “Factory to Family" schemes. Insist : on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to — FOOTE & JENKS, Jackson, Mich. : — , i 4 3 i March 8, 1911 MICHIGAN Side Lights on Observations on ing for Retail Salesmen Sales Success Value of Train- Sales methods of all kinds Barve | been revolutionized during the past decade—not alone have the traveling men on the road reached a= much higher plane of excellence but the methods of retail selling have been broadened and improved wonderfully- It is a far cry from the old timer on the road+the “commercial man” “agent” and “drummer” of twenty years ago to the road salesmen of to- day. The old timer—wearing a plug hat—if possible, sporting a yellow diamond on finger and in his tie— spending the firm’s money for booze —full of stories of high (?) life and the dreaded bug-a-boo of all mothers with attractive daughters—and the modern salesman—keenly alive to his firm’s interests, square, clean cut and with a broad sense of duty to home, and to country. The difference is almost as marked in the retail establishments of this country. Salesmanship has come to be looked upon as a science and an art. Customers are handled in the most profitable way and the dealer who is alive to his interests sees that his sales force is worthy the name. For the individual—the keystone of successful salesmanship is first of all character. If the character be weak and faulty—-the weakness should be built up—the faults overcome. The close analysis of a bad character seems unnecessary, whatever defects the man of unsound morals may possess; whatever vicious habits and mean temper, impoliteness, dishon- esty and laziness may be instilled in his character—these faults are appar- ent—and being apparent it is better to turn to the upbuilding of the char- acter to a point of cheerfulness, op- timism, enthusiasm and whele heart- edness. Personal appearance has much in- deed, to do with sales success; the slovenly, dirty, 111 kept specimen of | shined, -Lrushed, hands tainly does little to inspire the likes and cenfidences of a prospective cus- | | TRADESMAN 37 | position at the same pay for twenty The only remarkable thing about or thirty years; you can’t move up/epigrams is that most of them are standing still and its a mighty sure) not trve shot the “old man” will appreciate having you on the job all the time. | Sales Books SPECIAL OFFERS 4.00 | Remember your interest and the We will send on complete, with Original Ba [store's interests are mutual—co-| don’t jump to hasty conclusions and a clerk or salesman, with hair un-| | operation helps on both sides. and teeth dirty—cer-| what you tore down in a moment. ; have time try to learn some particu- | lar tomer. There is that in the man who comes forward with confidence! and afiableness—neat in appear- ance, clothes well fitting and shoes! linen clean—something seems to reflect that the stock in that | store is on a par with the Truly the stock of merchandise is too! often judged by the man. The time spent on and a money result in the but do not overdo the matter dress. A foppish salesman _ is abomination. a happy medium. It is of equal importance to have| your mind clear and keen; the day. for the devil is sure to take his dues. You can’t afford to jeopardize your} say “no.” interests by taking such chances. of} failure. sible walk part of the distance. into your soul. Sleep with your! window up, drink plenty of water, smoke, if at all, in moderation. Exer- cise morning and_ night, bowels open. makes a mighty public, poor buffer for the| so when liver working right. Perhaps to do with salesmanship, but it does, a heap. You may feel your are end of the contract by rest is yours. But there’s that | salesman. | | ods. “sprucing up”! gently the questions of your custom-| is not wasted, it has a money value—| er. store—/ first—it is easier to come down than) of} go up—there’s real sales satisfaction an | in landing a quality order, and a little 3e neat and tasty, strike | care and ingenuity on your part will | make it. All Others Are Imitations Never ask a customer a negative| question. .Hore mstance, “You dewt!) 0 alert to| the questions that will arise during| want this style, do you?” This means early hours, not} way, late suppers, theaters and drinking—| will please you.” | answer, Get| goods; sell to yourself first, some of God’s fresh air and sunshine} keep your| furniture. A man with dy spepsia | every blessed article in every sort of it come right down, to brass tacks it pays to have your! siasm you} est have landed you at the top of the never thought your liver had anything! heap you can be assured that the re- sult was worthy the effort. filling your! “giving the! old man his”—from eight to six—the| not much | stay; be gingerly with your written praise for the man who sticks in one | words. | your Keep physically fit, if possible walk; When you are selling anything at all to and from work, if this is not pos-| get into the spirit of it; know Don’t borrow trouble, don’t worry, have to spend days in building up Systematize efforts; plan ahead. Idle never did pay the right sort of dividends, so when you your time line—specialize. When people know that you know, you are pretty | apt to be the that’s paid for} | knowing. See the point? co Familiarize yourself with the stock! Tanglefoot |in your store, with your store’s meth-| The Original Fly Paper man Get in shape to answer intelli- | Never show the cheapest article For 25 years the Standard in Quality Put it this| [- “Here’s something that I feel] Let the customer | it mighty hard to} but make speculation in handling Baker’s Cocoa and Cultivate modulate | too much. enthusiasm, voice, don’t talk the | then the sale to the customer will come easy. | If you make the effort you will find it as easy to become as enthusi-| astic shingle nails as beautiful | There’s a selling point in| OVCE Pesistered, store if you will only look for it, And some day when your enthu- , your co-operation, your inter- Chocolate They are staple and the standards of the world for purity and excellence. 52 Highest Awards in Europe and America Walter Baker & Co. Ltd. Established 1780. Dorchester, Mass. Hugh King Harris. ————_——_-o-o-a———_——__—_— The spoken word may be forgot- ten, but the written word is there to Le rt your Snow Boy oe) moving The way they grow will make your friends sit upand take notice Ask your jobbers Salesman Lautz Bros.& Co. oar TKeR mG MICHIGAN TRADESMAN March 8, 1911 Clerks In A Trance While They Are Dreaming Buy- ers Leave The Store CLERKS IN A TRANCE. While They Are Dreaming Buyers Leave the Store. Written for the Tradesman. Harold feels the call of spring and wonders what sort of a suit he ought to buy. He price and the color, but he needs a couple of collars anyway and = de- cides to visit the store and look at the offerings. He goes into Knapp’s and stands by the furnishings coun- ter. The clerk is in a trance, think- ing of the party coming off that eve- is uncertain as to the ning. He looks up at Harold and sighs, unwilling to Mamie is the center of the pleasant He waits for come out of it, for scene he is imagining. Harold to make his wants known and finally asks: “Something to-day?” This looks like Foolish Question No. 1,000,003, for if Harold were not in need of something in the clothing line he wouldn’t be there. Harold looks around the store, at the suits in sight and at the light overcoats in display. “Collars,” he says, shortly. “What kind of collars?” asks the clerk, not fully out of it yet. “Wing collars, fifteen,’ Harold says, and the clerk takes down a box and continues to dream. “How many?” he asks. “Two.” The clerk takes two from the box, wraps them in paper so that the wings stick through and waits for Harold to dig up. Harold lays down a quarter, picks up the package and walks out. The clerk leans back against the shelving and takes an- other mental view of the party he is going to. Harold stands in front of the store for a moment and crosses to Gibb’s store, just across the street. He has not quite made up his mind about buying a suit that day, but thinks he will go over to Gibb’s and buy a tie. There may be something in the suit line there that will appeal to him. He stops before a showcase where ties nestle in long boxes and points down at a green one. The clerk is not in a trance. He has been sizing Harold up and has observed the young man’s sweeping glance toward the suit department. “That tie is a. peach,” he says. “There are lots of the boys buying green this spring.” He takes out the box and draws the ties out on the glass. “T.ook at the shades,” he © says. “Then here are some with white in, and others with black. Not enough to make them loud, but just enough to break the monotony. ‘t depends some on the sort of suit you wear them with.” “T should think so,” Harold. “Perhaps,” says the clerk, “you had better look at some of the new suits before you decide on the tie. We have a lot of new ones. Come on, and I'll show them to you. It won't take a minute.” says Harold goes back to the suit de- partment and the clerk there jumps at him with a resolute gleam in his eyes. “If a man wants to buy a suit now,” says the tie clerk, “he can get the pick. It doesn't take long to cull the stock. Show him some of the green tints, Jim,” he adds, addressing the suit clerk. “Mighty fine green ones—not grass green, you. know—but just green enough to look nobby. They won't fade, either, like some of the green tints that will be brought on. Suppose you try on this coat.” Harold begins to think he may as well buy a suit right there and then and enters into the spirit of the thing. “Johnny Cheever, the manager at Downs’ grocery, bought one of these to-day,” says the clerk. “He looks swell in it. A few of these out on the street and the rage will be on. TI am going to pick one out of stock and lay it aside until I get the price. Say, that is a pretty good fit, but IJ! get a better one.” Harold takes the coat off and puts on another. “There,” said the clerk, “that looks better, but, all the same, it comes up too high in the neck. It almost hides your collar; looks humpy in the back. Wait until I get one that is right.” Harold stands waiting for the one that will fit just right, wondering if the salesmen at Gibb’s and the sales- men at Knapp’s are made out of the same kind of clay. The tie clerk goes back to the tie counter and brings the green tie back with him. “There,” he says, “this is the tie you were looking at. Looks pretty swell when shown with that coat you just had on.” Harold tries on another coat and the clerks both declare it all right as a fit. “There is the fit about the shoul- ders I have been looking for,” said the clothing clerk. “You notice it fits snug and shows half the collar. Now, hump your shoulders—so. Yon see it does not bulge up in the neck. It will stay right where it is, all right. Try on the first one again and see the difference.” In about five minutes Harold is into the whole suit, with the green tie in place. He looks at himself in the glass. “Wait,” says the clerk. “We’ve got some hats that match that suit. You may as well fit yourself out right while you are about it.” He brings out a hat with just a touch of green in it and puts it dn Harold’s head. It is a good fit and completes the picture of a well-dress- ed man. Harold smiles at the reflec- tion in the mirror. “Does look about right,” he says. “Couldn't look better if it had been made to your order,” says the clerk. “The men who make these clothes certainly are next to their job. It wasn’t that way a few years ago.” “T’ve had tailor-made clothes that looked worse,” said Harold. “You may wrap the old ones and I’ll wear these away.” “T should think you'd want the hat,” says the clerk. “Of course,” says take the hat, too.” Harold lays down a goodly roll of money and walks out of the store with his bundle under his arm. Knapp, standing in his doorway across the street, ses him come out in the new suit. “What's this?” he asks. “I saw that young fellow in here buying col- lars not long ago. Why didn’t he buy that suit and hat here?” “Sam waited on him,” said a clerk. “What about it, Sam?” asks Knapp. “He didn’t ask for suits,” replied Sam. “He just asked for collars.” “Did you say anything about spring suits?” demands Knapp. “Why, of course not.” “Well, why didn’t you?” “T gave him what he asked for.” “All the same,” growled Knapp, “! believe you might have sold him a suit if you had tried.” "Shat is not in my line,’ | says Sam. “I’m behind the furnishings counter. Why didn’t Dick come up and tackle him for a suit?” “You were the one who had him,” says Knapp. “You ought to called his attention to the suits.” Sam was angry all the remainder of the day, and Knapp was certain that his clerk had lost him tomer, as, indeed, he had. There is nothing remarkable about what the clerks at Gibb’s did to Har- old. Any clerks who keep wide awake during business hours might have done the same thing. The clerk at Knapp’s might have sold a suit and a hat if he had come out of his trance. He is there to sell goods, but he thinks he is there to hand out just what a customer asks for. This is not salesmanship. The clerk who stands behind the counter in a trance will always be cursing his luck. He will never be able to understand why other clerks get better pay, why they secure bet- ter positions, why they, in time, get stores of their own. The ,clerk who presents the stock to every customer who enters is the clerk the boss is looking for. It is not much of a trick to show a man who buys collars a new spring suit. It does not take long to show a man who calls for rubbers something fine in the way of shoes. Many a cus- Harold. “Vi have a (us- tomer goes into a store ready to buy more than he asks for. Perhaps he does not ask for the things he is thinking of buying be- cause he does not know exactly what he wants, as was the case with Har- old. It is the duty of the clerk to help him make up his mind. It is a good idea to call attention to goods which are not asked for. This need not be done in an offensive way. The clerk need not insist on showing things after the customer has de- clined to buy. But when he sug: gests an article and the customer be- comes interested at once, it is a pret- ty sure thing that a sale can be made. Too many clerks do their work perfunctorily. Too many stand in a trance. They do not think. Thev lack initiative, and will soon pass out of the business. It is true that there are some mighty good clerks who never go into trances. If you are one of them show this article to some fel- low who dreams at his work. Alfred B. Tozer. —___ ~~ _____ Good intentions are commendable, but what do they accomplish? —- When you see a traveler hustling extra hard, make up your mind his object is to reach Grand Rapids by Saturday night. Sunday passes quickly at Hotel Livingston Grand Rapids, Mich. The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Rooms $2.50 per day and upwards with private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSEER’”’ NEW YORK Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr.. Many improvements have been made in this popular hotel. Hot and sold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00 $2.50 and $3.00. American plan. All meals 50c. Cd genes Cd March 8, 1911 HARDWARE MAN AND SPRING. This is the Time for Garden Tools and Sporting Goods. The hardware man_ should not overlook the golden opportunities which the opening of a new season brings. The hardware store may not be the abode of fashion. The stock in trade may not be subject to the freaks of style. But the hardware store nevertheless should have the spring opening habit as well as the dry goods emporium. When is a more propitious time to bring out the hoes and rakes, spad- ing forks and trowels and other im- plements that will be called for by the home owner who has a 30x40 “farm” in his backyard and a flower bed in front? The real farmers will want these implements, too, but the town trade is an item of enough im- portance to be worth cultivating, and an early display is desirable. It may be a little early to bring out the hose and lawn mower, but the hose and lawn mower season is not so very far away after all, and a suggestion to home owners as to when they can procure such articles will not be amiss. The first breath of spring will start thoughts of fishing. The season will not open until May 1; but the con- firmed fisherman. begins his prepara tions weeks in advance and to see something in the line of his hobby will do him good. Have you the boy trade lined up? lf you have not, now is the time to start after it, and the way to start | and MICHIGAN is through the open door of the ju- venile fondness for sport. Basebail equipments and bicycles will catch the boys, and there is good profit in such goods, too, and the sooner they are brought out the better. The cro- quet and lawn tennis sets may be held in reserve for another month. The hardware man’s spring har- vest, however, is in building mate- rials. The building season will oper early this year. The open winter has been favorable to this. A window filled with carpenters’ tools, tastefully arranged, will be sure to attract at- tention, and will almost certainly draw trade. Another thing the hardware man should look after 1s the stove trade. This is not the right end of win- ter, of course, to make many sales of new stoves, but why not enter the field as a caretaker of stoves for the summer months? In most house- holds the stove in summer is both a conundrum and a nuisance. In the first place is how to get it down with the limited facilities to be found in most homes. Then comes the ques- tion as to what to do with it. Next fall will come the third problem as to how to get the stove back into place and working order. The live hardware solve all these problems and win the eternal grati- tude of the householder if he will go at it right. Lease a good weather proof barn or warehouse and then contract to take the stove down, store it for the summer and return it in the fall, when desired, all polished clean and ready for business. Mat Car TRADESMAN Charge enough to cover the service at a proht. There may: be some householders who will prefer the old way, but in every town will be some who will jump at the chance to be relieved of the stove moving burden, and the hardware man who them will be in line to get other trade: f them, possibly a new stove in the fall. This spring stove business is worth looking after and serves trom now is a good time to be arranging for it. en Power of Personal Letters. From the very fact that the idea is not overworked, the shrewd mer- chant is nowadays making the most of the “personal letter” appeal to the store’s present and prospective cus- tomers, and especially the customers from the country. Some merchants are trying the plan, with good success, of sending out a personal letter each week to a selected list of prospective customer: throughout the country adjacent to the town. This letter is generally in the form of an attractive circular, advertisin2 some special drive or unusual offer for the following Saturday. The farm ers are interested in this special of- fer, and so come to the store, with the result that they buy other arti- cles needed. Constantly bombarding the cus. tomers with personal letters is bound to bring good results, if the letters are effectively written and do not trv to tell too much. The amount. of information which 39 would go on a post card is about all that is necessary. One merchant with whom we happen to be familiar, who runs a grocery and does a lot of but- ter and egg buying, makes it a point to send out on Friday to a big list of rural route residents post cards announcing the current price for but- ter and eggs, and at the same time advertising something especially at- tractive in his line of merchandise. It brings good results. It keeps the merchant in close touch with the peo- ple. A thousand such post cards sent out each week might cost twelve or fifteen dollars a week, and there is possibly no way in which the same amount of money could be spent to get bigger returns—The Merchants Journal. O~@Y Oo S © Morn BALLS Signs of Spring. find out about it. Because by saving all egg breakage. all miscounts and 90% of clerks time. they save you real money on every dozen eggs delivered. A very few deliveries pay for the outfit. then your STAR EGG CARRIERS (permanent store fixtures) start in paying you an extra profit—you have the Egg Insurance and pay yourself the premium. As a business proposition it's a winner— Ask your jobber, or our specialty salesmen, and write for our book- let ‘No Broken Eggs."’ which explains the Star Egg Saving System. Get our adver- tising suggestions for Star Egg Trays. BUY EGG INSURANCE Pay yourself the premiums—that is just exactly what you do, Mr. Dealer, when you buy Star Egg Carriers and Trays - FOR SAFE EGG DELIVERY f a N21 STAR EGG CARRIER =, PATENTED U.S. MAR. IG-93 statutes. used only with trays supplied by us. } other trays for use with Star Egg Carriers are con ‘ rights and subject themselves to liability of prosecution under the U. STAR EGG CARRIERS are licensed under U.S. Patent No. 722,512, to be — Manufacturers, jobbers or agents supplying tributory infringers of our patent S. patent Made in One and Two Dozen Sizes Star Egg Carrier & Tray Mfg. Co. 500 JAY ST., ROCHESTER, N. Y. MICHIGAN TRADESMAN March 8, 1911 Trade Paper Educators Young Men‘ Can Learn The Best Methods From Them Written for the Tradesman. | In my opinion the Great Power be- hind our industries foresaw the great | need of education in all lines of work | papers, and we can see the beneiit there is to be had by reading the ar- ticles published therein. The: trade papers are training the young minds to take the places of the older ones as they pass away and if we can get enough young mei interested there is no danger but that we shall continue to lead the world in everything. It is a blessing to all of us that we have men in our industrial world who realize the necessity of contin- uous education—this the trade pa- pers are furnishing. We have learn- ed that there are so many attractions, outside of the industrial field—that our young minds will get from business thoughts if we do not keep aiter them every through our trade journals. If we care to take the time we can soon learn what the young men in and around us are thinking about. All we have to do is to notice what they are interested in and if we find them away week spending the most time thinking about pleasure we had ‘better sug- gest to them to become interested in good reading matter concerning the industrial world, and there can not be found a better medium for this than the trade paper. Let me suggest to inventive minds to reflect what they are doing. are so busy that you are forgetting your main duty. You should try io produce a thinker instead of produc- ing commodities for commercial use. We need thinkers as well as work- ers; when we get a thinker we have a worker. The trade journals are making the thinkers, but are they making them fast enough? Our older heads will have to help the trade papers, and there are many ways this can be done. First, impress upon young business man that he ought to read at least one trade paper. Next, we ought to contribute good interesting articles for these young fellows to read, and last but not least, the man- ufacturers and jobbers ought to do enough advertising in these mediums of education to keep them alive and attractive. our just a moment on Your minds whereby. every { | There are some of us who keep our individual business that we really and truly forget the benefits we may render others who are to take our places. None of us wish to pass away and leave our business with men who do and understand it, therefore, it is our duty to give at least a few hours each day in training some cne tu take our places when we get old and do our work as we would have it managed, and there is only one way to do this—education—busi- ness education, actual thinking back- ed up with work. wish to It is true that no one can ‘step in- to our shoes and do things just as we do them, but we can educate the young minds to our way of thinking, and if this is done we are educating minds to do things as we are doing them. Something different has to be done to check some of our young men and the trade journals can put them on the right road. Let us do our duty and put our best and most attractive thoughts in these papers and they will do the rest. Edward Miller, Jr. —_+->____ Spring Is Coming. The winter is going, with freezing anl snowing, and soon gentle spring will be with us once more; then hey for the raking and hoeing and mak- ing the beds for our onions and squashes galore. How gaily I will shovel just back of my hovel, and sow sweet potatoes and pumpkins and peas. How gaily I will strug- gle and wrestle and juggle with silly ourselves so busy trying to build up! old seedlings and tottering trees! All summer I will nurse them and prune them and curse them, while others go fishing and have a good time; all summer I will spade them and water and shade them, and harvest a crop that is not worth a dime. I am say- ing, each autumn: “These turnips, dod-rot ’em, these onions, these squashes, are making me sore; they are not worth a drink or the dern of a tinker—hereafter I’ll buy all my greens at the store!’ But when the spring breezes are bringing the bees- es to gather their honey, when bird- lets are gay, when soft scented zephyrs enliven the heifers, I take up my spade in the old foolish way. 1 plant and I burrow, I make crooked furrow, I’m teaching my vines how to grow upon frames; I’m grubbing and rooting while others go shoot- ing, I don’t see the circus and I miss all the games. Walt Mason. > -? What He Wanted. “Now this car,” said the agent, call- ing Billups’s attention to a handsome limousine in the corner,” is a dandy. Tt runs so smoothly you wouldn't know you were in it. Rides just like a rocking-chair.” “What do you think I am, an es- caped inmate of an old lady’s home?” demanded Billups. “I want a car that I'll know I’m in it when I’m in it, and when I go out looking for a rocking-chair I’ll go to a furniture- store and not to a garage.”—Harper’s Weekly. Price Protected- Trade Profits Assured No “Free Deals” to induce Price-Cutting No “Quantity Price” to favor = on the encourage over- buying goods Here’s The Proof Kelloggs “Square Deal Policy Protects Both GROCER 4» CONSUMER *NO SQUARE DEAL POLICY Why? shelf fresh, crisp, wholesome and appetizing. *Names furnished on application. ———. and Some time ago | assisted in adjusting a fire loss for a grocer. was a lot of breakfast food supposed to be damaged by smoke. by smoke—but decidedly stale, and refused to make any’allowance whatever on these. We also found a lot of packages containing a biscuit—popular and well known. Upon examination | found these decidedly rancid and unfit for food. | learned later that all these goods had been bought in large quantities in order to get the pnice, and, as is often the case, the quantity could not be disposed of while fresh and saleable. even to ageing Limburger and Rocheford cheese—where loud smell gives some class in the nostnl of the epicure, but | have yet to find the first cereal or package foods, or foods sold in any form, that improve by age, and the sooner manufacturers of food-stuffs change their system of quantity price and follow the “Square Deal” policy of a Battle Creek cereal the better for themselves, the reputation of their product, and the better for the grocer. | just want to add here that among the Cereals aa out as damaged by smoke, none of which had the least trace of smoke, were “Kellogg's Toasted Com es,” (and three other brands*) and others, not one of them cnsp and fresh but Kellogg's Toasted Com Kellogg's -was the only cereal there not bought in quantity. Single case purchases kept it From every standpoint, considering quality, capital or warehouse room, the square deal policy is the best and only policy for the Grocer. Among the stuff set aside for adjustment of loss sustained I opened several packages and found them not damaged Age does not improve anything edible. % REPRINT FROM “UP-TO-DATE” Edited by J. W. Rittenhouse, official organizer of the Retail Merchant’s Association of Pennsylvania, is, acco! official title “Published in the Interest of the Re’ chants of ghey see for the ree of Promoting Or- Maintaining in ly of Organized Merchants in the to its il Mer- Ivania the largest nited States.” There is a limit Quality and Flavor always the same Sold only in the genuine Kellogg package Price “ — everywhere an to everybody Pays an honest profit to the E e f