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Fe Pin gp lla peta eee ge sone Poe RR | geen nee NI ge Nccagat aie genet NA NRE oon ene Nee gt, ti. sect ROAM ee mm et alt eis se ee PERNT LOND a I wy hecrncrr= YZ e IS SS re 5 ie ‘ 3 mei F; “eZ Lata SAY, F + FREES * ZS RE Z eee SU NE EES RY DL SOS SS 4 a oy OP REE SEEN SS SF a Gas 1 eG Asc O (2% pF ye) a te aN a PNR res an aay any) Seana | (> aad > | AG 4 = cama aa 49 a Te F AD OKE PENG SNE CEN OCS VE OO KE 2) Cow! mn a a 4 ee ae DP (Ga) a eset ee Ee ) ws a ea) ae ee Nid CQ SA EE OREN SS iC SEY VV EE) oe a a SS ae ee rr 2 >. 2 I=, ZH iS Ey oN S50 a 2 i BD, A ¢ 3 Pa H} S) J / 2a one a ae a2 Wee a ¢ ce CE A a ae Wid 9 BA Zoe Ps SASK: flan Hy Een ot OE Ee hE Ed IAN OY ware WT ESN ON NCSL IN LS DEG) LLL JE es Fee ND ed Zz PUBLISHED WEEKLY YOR ie TRADESMAN COMPANY, PUBLISHERS <2 25) AS = $2 PER YEAR 22 SENS SOON SSDI DEO LR I SEALS eget Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, APRIL 19, 1911 Number 1439 The One Loved Best | One night my boys and girls put books away, And said they cared no more for play. The youngest fondly climbed upon my knee: Around me stood the other three. I told them tales till I grew tired. Then Ned (Whatever put it in his head) Said low: ‘Dear mother, tell us (how I've guessed?) Which one of us you love the best.” “Yes, mother, do,” cried laughing, teasing Kit. “We won't be jealous, not a bit.” “Why, little ones, my darlings, don’t you see, That you are all the same to me?” “T love you all,” I answered, “love you so, A difference I could not know.” I meant, indeed, to truthful be, still, still, Upon a distant moonlit hill, Where shadows lightly fall and night birds call, ’ The one I cherish most of all Lies sleeping. Strange; but, mothers, tell me true, Is it not the same with you? We idolize the living, you and I: Unto them nothing can deny: But, aye, the one that daisies bloom above, The best, the best of all we love. Kathleen Kavanagh. Our Brands of Vinegar | Have Been Continuously on the Market For Over Forty Years Is this not conclusive evidence of the consumers stamp- ing their approval on our brands for QUALITY? Mr. Grocer:—‘‘STATE SEAL” Brand Pure Sugar Vinegar is ina class by itself, made from Pure Granular | > Sugar. To appreciate it you MUST recognize its most ex- cellent FLAVOR, nearer to Cider Vinegar than any other kind on the market today—BEWARE OF IMITATIONS. ‘‘HIGHLAND”’ Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling ‘“‘STATE SEAL” Brand Sugar Vinegar '? Our Brands of Vinegar are profit winners. Ask your jobbers. A Reliable Name And the Yeast Is the Same Fleischmann’s|/ Oakland Vinegar & Pickle Co. Saginaw, Mich. Built on Proven | Mr. Merchant Principles | When You Turn the Key at Night Lock up~a Perfect Record! Give Your Mind a Vacation! Be Certain There’s not a Forgotten Thing to try to Remember! “WENTY YEARS ago a new industry was established by The Computing Scale Co., of Dayton, Ohio. They were the founders and pioneers in the manu- : ‘ facture and sale of the now famous DAY- We have a system designed for you TON-MONEYWEIGHT Scales. During oe your needs and ex- this time they have experimented and de- It Aeseascs with book-keeping— veloped scales on all the known principles It makes every charge at the time of scale construction, but the one crown- of the transaction— : ing glory of their efforts is the DAYTON- oo credit when the money is MONEYWEIGHT AUTOMATIC. The balance is always showing: : There’s no dispute possible; Stands the Test of Years of Service vey OLB potas acca: 4 We have subjected our scales to the most rigid and severe tests to ascertain if pos- sible any weaknesses or faults in construction. They have been examined and approved by scientists of world renown; by Federal, State and Municipal officials. and, best of all. by the thousands of progressive merchants in all parts of the world. Our factory recently made a test of one of our stock scales. A 10-Ib. weight was automatically placed on and off the platform until a weight representing forty years of actual service was registered. Each day the Chicago Deputy Sealer tested the scale to its full capacity. The final test showed the scale in as perfect condition as the first. _ In case of fire, your record is per- fect; Your clerks have more time and less WOITy; Your credits are self-adjusting— you select the desirable from the un- desirable; You save a one Pa two hours A oo : every day in TIME—the money that No Cut-Down-Pivot in Our Automatic Scale would ordinarily be lost through imperfect methods is YOURS—and you have at least a full month more for yourself every year. There are no parts of our scales subject to unnecessary strain or wear. If, after years of constant service, some part of our scale might show a little wear, it would not affect the accuracy or sensitiveness of the weight or value indication. Be sure to get our exchange figures if you have old or unsatisfactory computing scales on hand which you would like to trade in as part payment on new ones. Send for our illustrated, descriptive circular of our latest computing scale. | All Accounting is Done With a Single Writing— No Posting—No Palancing! A post-card, addressed to us, an requesting the facts, will bring the complete details to you. Mr. Merchant, it’s well worth looking into! The Computing = Moneyweight Scale Co. Direct Sales | | The American Case & Register Co. Scale Co. 58 N. State St., Chicago Offices in AN | | 165 Wilson St., Salem, Ohio Dayton, Ohio Grand Rapids Office, 74 So. Ionia St. Prominent Cities | | | Detroit Office, 147 Jefferson Ave., J. A. Plank, G. A. || Des Moines Office, 421 Locust Street, Weir Bros., G. A. Please mention Michigan Tradesman when writing -. Snow Boy keeps moving out-Profits keep oT CAT % ier ae Start your Snow Boy sales a'moving The way they grow will makeyour friends sit upand take notice Ask your jobbers oven 4 eee Co. Spe nee rain) ne cr tg coset Twenty-Eighth Year GRAND RAPIDS, WEDNESDAY, APRIL 19, 1911 SPECIAL FEATURES. Page 2. Farm Implement Trade, 3. Merchant’s Week. 4. News of the Business World. 5. Grocery and Produce Market. 6. Reward Good Clerks. 8. Editorial. 10. Detroit Produce Market Page, 12. Butter, Eggs and Provisions. 14. Why He Succeeded, 16. Be Accomodating. 18. Business Competition. 20. Woman’s World. 22. re Goods. Window Trimming. 26. Country Store Ads. 28. Stoves and Hardware. 30. Old Things Have Passed. 31. After the Day’s Work. 32. Behind the Counter. 34. Know Your Customers. 36. Shoes. 38. The Cheerful Liars. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current, 44. Grocery Price Current. 46. Special Price Current. THE RETAIL PRICE. Supreme Court Rules Manufacturer Has Nothing To Say. The United States Supreme Court has just handed down a decision that seriously affects the grocery and drug trade. In substance, it is that a man- ufacturer can not legally fix the ulti- matz2 retail price for which his prod- uct must be sold. This decision is in dirzct contrast to the ones handed down on the Pacific Coast in receuit vears, and wherein it was held that the makers of food products did have this right. In the Supreme Court case a patent medicine was involv- ed, but the principle at law was the same. At first glance this decision would seem more drastic than it really is, but a little thinking will convince the trade that this is not so, for the Court does not say that a manufac- turer can not claim the right to sell or refuse to sell to whom he pleases, but it does say that, after the product leaves his hands and he has parted with the goods, he can not fix the re- tail selling price. In the case at bar it was shown that the medicine was the product of a secret process, just as certain gro- cery products are, and that its manu- facture was controlled by one man and protected by trademarks. The Court held that these facts made no difference. The medicine company brought suit against a firm which had bought the goods from other than the manuiacturer and had sold them at its own price, instead of being boun‘ by the terms of the maker. The Court held that the contracts which were used were “designed to maintain prices after the complainant had part- ed with the title to the articles and to prevent competition among those who trade in them” and was, there- fore, invalid as being in restraint of trace. So much for that side of the ques- tion. It is held by advocates of the protected price selling plan that the need for protection for the retailer against his big, price-cutting competi tor is great; that protected prices in sure a fair profit to all distributors and equable prices to the consumer. The Supreme Court does not hold that such contracts in themselves ar illega:, but only that they can not be enforced and are therefore. to all practical purposes, useless to the manuiacturers, the wholesalers and the retailers. The right of the former to sell to whom he pleases is not taken away He may draw up contracts which may be observed as matters of honor, but he can not sue those who break them. This, of course, will mean that the price-cutting pirate can continue his demoralizing practices, unless the producer uses great care in selecting his distributors and uses only those who will, not only as a matter of honor but as a sound business princi ple, sell only to those who will not sell below a fair, stipulated That is one solution of the problem price now fresented to the grocery trade. | but it is questionable whether thi; |cl phase of the situation offers any con solation, from the mere fact that will prove a herculean task to control goods distributed through the job ber. There is the further thought that | grade heing quoted if it is injurious to commercial prog ress fcr a strong financial institution to have a monopoly, why is it not menace to place in the hands of large retailers the price-cutting weapor whereby to destroy their smaller com- petitors? In the light of the high court’s decision the rank and fil grocers will suffer by this blow —_—_+~-+.____ Special Features of the Grocery and Produce Trade. New York, April 17—Spot coffee for several days has ruled _ steady. Business is dull and buyers take only enough to keep assortments unbrok- en. Some dealers think they see im- provement, but really the wish seems father to the thought. The holidays possibly upset business a little, and it is hoped there will be clear sailing for the next six weeks. The avail- able supply has been increased by 600,00€ bags from the valorization sale, and buyers argue that this will fill a geod many gaps. At the close Rio No. 7 is quoted at 117%4@12c. Mild coff2zes seem to be in better request and quotations are firmly adhered to. Sugar shows increasing firmness with the oncoming of warmer weath- er. The berry crop will be in swing before long, and with good crops there will certainly be a turn for the better in sugar. At the close granu- lated is generally held at 4.70c. Teas are increasing in interest and buyers from’ many different sections are sending in orders which in the ag- gregate make ery ¢€ Warehouse stocks are ig everything seems ¢ € tm favor the seller. Spices move simply in an everyd manner, and little interest ts e either by buyer or seller to cl is to be noted. Stocks, while any means large, seem ¢ to meet daily 2 quotations is noted Sytups are limited sup; A better dema the pest few days has cleared ? ¢ : | ae Camera pretty we “a1 ‘ May possidDiy de afi 5 lOS2 thé Market fs firt jcreamery specials; 2¢ r £|18%4@19%4e for first 2 |held stock; 16 r lcreamery; 15@15%4c for | Cheese is in f market shows a sligl new sicck is comine enough to = r in ¢ egg rket an are quoted at 18 whites. From this the rane through every fraction to 15@16 —_——___> 2.2. _- Late State Items. A Ibron—The , Sel ware Co. h tar Ackerman—Jasor lotte, will open a drug Bay City — R tt D r opened ie all soda fountain. Honor—L. W McGregor store of Cruse & Stace) Traverse City—The Traverse Shoe Co. has employed an expert s manufacturer from Detr Pontiac—Mr. and Mrs of Oxford, will soon open a re rant, ice cream parlor and tionery store in the Day building Detroit—The Detroit Cushion Co. has been incorpe rated with thorized capital stock of $100,000 which $50.010 has been subscri $1,51)) being paid in in cash and 510 in property. Grant—A new company has organized under the style of ger Crushed Fruit Co. with an thorized capital stock of $135,000 which $10,000 has been subscribed ; paid ir in cash. f o — - * F Far x > hs - eve - ” - “ e eZ ¢ < e on ~ - _— serate “ - =A. ee z Oe CPT r — ‘as oo #2 4 or Cw Ee fey - © at ’ a f* r ¢ 5 { “ ~~ f roperty 2 on eye é ry s # MICHIGAN TRADESMAN April 19, 1911 FARM IMPLEMENT TRADE. Use the Mail To Interest the Farmers in Your Territory. Not every farm implement dealer is in a position to do as one well known Middle Western firm does in its effort to solve the problem of de- veloping new business and keeping in touch with the trade. This house two men in autos at least twice a year, and they call on every farmer in the county. He is talked with on familiar per- sonal grounds, his wants are discuss- ed and an impression is made that is sure to result in the next purchase oi implements being made of the firm which has him, wants of its sends out solicited Personally canvassing every pros- pect is not practicable for every im- plement dealer, and the cost of such solicitations is obviously great. In this particular case, however , the “house handles other lines in addi- tion to implements, and thus is en- abled to kill several birds with one stone. The use of the motor car en- ables enough trips to be made to reduce the expense of calling on each “prospect” to a minimum, while the iarmers appreciate the implied com- pliment of being visited in that way. Fortunately, however, a method of getting business which is pretty ef- fective, and far from expensive is at the elbow of every dealer. It con- sists of the intelligent use of the United States mail, which is at the disposal, for a nominal sum, of any one who desires to put it into serv- ice as a selling force. Uncle Sam is complaining just now of the large expense of handling the ma:l; but without considering wheth- er or not the charges for handling certain classes of mail matter are too low or not, it is an undisputed fact that the service performed for the sender of first class matter is re- markable, considering the low charge that is made. The peculiar thing about it is that few dealers, either in farm implements or other lines, use the mails as effectively as they might. It is evidently impossible for the dealer situated as most of the mem- bers of the trade are to make a per- sonal canvass, effective as that would be. the next best thing is a well written form letter. The use of the “form letter,’ so- called, is most profitable during the dull seasons, when the implement man wonders whether the stuff he has been selling is perennial in its wear- ing qualities, and whether his efforts to educate his customers to take care of their tools have not been in a measure misdirected. For sluggish trade the gentle stimulation of the form letter is specific, always em- phasizing the point of proper prepa- ration and care in getting the best typographical results. In most towns of any size there are operated, in connection with printing establishments, machines which pro- duce multigraph work of very effec- tive appearance, with the name of the farmer typewritten. As it is usually not necessary to send out more than a few hundred letters at a time, the dealer should go to the trouble and labor of signing his name personally. When the work is done and the let- ters mailed out under two cent stamps it is a safe bet that responses will immediately begin to come. Tt is a simple matter to compile a list of names of men who should re- ceive the letters. Reference to the books of the dealer will show the names of customers of the past, and by eliminating those who have bought so recently as to make the letter lose its point, a. valuable list of buyers is ready for use. In case the dealer desires to use the letter in order to extend the limits of his trade, a list of names can be easily compiled from the records of the county assessor, showing the names of property owners in that dis- trict, while the list of registered vot- ers furnishes an even more inclusive list, which it is sometimes necessary to prune rather carefully before us ing. The telephone book is also a good reference when it comes to get- ting up a mailing list. Sometimes it is impossible to get up a letter which will be of the type teferred to. The local printery may not have the facilities for producing such work. Then a printed form will do very well, with no attempt made to create the appearance of a form letter, and without an effort to cause the reader to believe that the missive is a personal communication. The name of the dealer in this case is, of course, printed at the bottom of the sheet. These printed letters, sent out on the stationery of the implement dea!- er, can just as well go under a one cent stamp. The recipient is, as a rule, not critical, and if the composi- tion of the letter is such that it has a message worth delivering, the deal- er may rest assured that it will get the proper attention. One dealer who was discussing this method recently said that out of 5900 printed letters, mailed out with one cent stamps affixed, he got thirty- three orders for goods of greater or less value, and aggregating a hand- some profit on the investment in di- rect publicity. So convinced has he become of the possibilities of this method of reaching customers direct that he intends hereafter to use the more expensive and more effective multigraphed letter, and he is confi- dent that an even greater proportion of replies will be received. Sometimes during the early season, before buying begins in connection with the absolute requirements of the farmer, a letter sent out describing the need of getting tools and wagons in good condition for the season yields a fine business in the way of repair work and new parts. This ap- plies especially to wagons, and if the dealer is equipped to take care of this it is a comparatively simple mat- ter to develop a good volume of de- sirable business. The form letter, as it is hardly nec- essary to explain, is not intended to take the place of newspaper adver- tising, but rather to supplement it. The newspaper is given close atten- tion in the home, and the advertise- ment of the dealer, presented as it is in company with interesting news items and other editorial features, gets a good introduction. The paper, however, does not have an absolute- Iv inclusive circulation, and by us- ing the letter method the dealer can determine just whom he wants to reach.—The Implement Age. ——- 6 Don’ts That Will Help. Don’t throw your trade paper aside. Read it—advertisements and all. Don’t waste a salesman’s time gos- siping or story-telling. His time is paid for and yours is valuable. Don’t write mean or saucy letters to your wholesale house. They do mo1e harm than good. Polite, smooth letters do the work much better. Den’t accept everybody’s sugges- tion as to how your. stock should be displayed or your business conducted. Do most of your own thinking and do it carefully. Don’t be abusive to your help. You can get better and more loyal service by being kind but firm, and a harsh spirit will hurt you and destroy your nerves. Den’t work hard: work easily, and take pleasure and pride in your work. A man always does well what he likes to do. Don’t swear, chew tobacco, smoke or use vulgar language around your store. It will drive away and keep away customers. Den’t be constantly complaining about business as an excuse for not buying goods. Just say you do not need the goods. If you are constant- ly whining people will talk about you, and the world accepts a man’s busi- ness at his own valuation of it. Talk good times and good business and they will come to you. Rats desert a sinking ship. Don’t let it sink; keep the pumps going! Don’t fool away too much time try- ing to beat down a seller or look around half a day trying to buy on article a little lower. It does not pay to waste a dollar’s worth of time to save a nickel. Don’t delay reporting damaged or spoiled goods. Use the telephone or mail. Don’t wait for the salesman to come around and don't use any of the gcods until you get instructions as to what to do with them if dam- aged. Don’t hold your bills past the due date and then ask that the cash dis- count be allowed. It is not fair and hurts your credit. Don’t let your wholesaler make you believe that it is best to buy all your goods of one house, for it is not. Buy wherever you can buy to the best ad- vantage. Discount your bills and buy anywhere, as you will have the credit to do so. Den’t be discourteous or unkind to salesmen, but be businesslike, and don’t keep them hanging around in your store if you don’t need their goods. Take up their business promptly with them and pass them on to tbe next buyer. Don’t try to do all the detailed work yourself. Others can do it as well —maybe better—and you can be working your brain to get more cus- tomers or-better profits. Don’t come to the conclusion that all the laws and all the people are dishonest and that a small retailer has but little chance. Life is what we make it, and the world is our oppor- tunity. Take Time and Opportunity by the forelock, and not by the taiti, and you will lead, not follow. Don’t credit out your everybody who looks prosperous and talks plausibly. Get their and ind out all about their ability and resources. Don’t “trust to God and keep your powder dry.” Trust in your own ex- ertions and keep your powder ex- ploding and you will attract trade and attention. Den't do too much hunting or fish- ing cr card playing or drinking or smoking or politics or automobiling or horse-fancying. Recreation—yes! The inexpensive kinds are better than any oi those I have mentioned. goods to refrences —_—_>-.——— Don’t Fool Yourself. It is surprising how many business men cannot resist the temptation to fool themselves—to make themselves think they beiieve something they know is not so. This is one of the most noticeable points of difference between a good business man and a poor business man—the former wants the cold truth, the latter is willing to “jolly” himself up now and then. At no time is this weakness more likely to be in evidence than in tak- ing inventory. It is sometimes quite a temptation to some merchants to inventory merchandise at the cost, though they know well enough that it has depreciated in value. They want to “make a good showing” with the inventory, but they are making the mistake of their lives if they try to fool themselves, or anyone else, by making their stock appear on the inventory to be worth more than it really is worth. There are many other ways in which some business men try to make themselves believe things they know are not so. They are prone in many instances to believe what they want to believe, not what is the truth. The really big, strong busi- ness man wants the plain, unvarnish- ed truth—neither a pessimistic, gloomy view of it nor an overly op- timistic view that glosses over bad spots—he wants the truth, and he looks the cold facts squarely in the eye. WOLVERINE ELASTIC ROOFING PAINT The HIGH GRADE PRESERVATIVE Uneaualed for use on felt, metal and shingles, for stopping leaks, for re- pairing old, dry, porous composition and built-up gravel roofs, and for use on anything requiring 4 preservative paint. The materials used in the manufacture of Wol- verine Paint have all been selected because of the peculiar adaptability of each for entering into the make-up of a highly dur- able weather exposed : paint. It surpasses anything made for resisting the slow burning from the weather elements and for making and keeping anything water and moisture proof. Convincing proof of the value of our product is the fact of its long continued use by hundreds of largest manufacturing plants in this and adioining states. Send postal for full particulars. Manufactured by E. J. KNAPP & CO. BELDING, MICH. @ sagen April 19, 1911 MICHIGAN TRADESMAN + MERCHANTS’ WEEK. Park and Boulevard Commissioners. |Fellews at the State Encampment, to! em 2 franchise to put up waste paper Dat Fixed F Sees 4 Kalamazoo has booked twelve con-|be held m that city May 13-17 exes bearing advertisem ates x . : : Pen rag t ea and! ventions fer 1912. Muskegon residents have been giv- | Cal Merchants oe © “— Bay City is talkin of spendiny jen urtil April 25 by the Street Com- Toft Wayte-—r red er 2 wn Merchants’ Week this year will be} , v a ” - sae : ‘ “lta a May £1, June 1 and June 2, Wednes $4,000 for advertising purposes the|Mlssioner to clean up their ashes oe . ayy ee year. | litter in alleys and along streets. tatiormg busmess sm ise day, Thursday and Friday. These]|~ ~ : : ae . . dates were fixed upon at a meeting The book on Saginaw, recently pre-| Lansing will n ert 3 ‘ ki - © Veade of that tack 3 4 an e bus > of the Wholesalers’ Committee last parce by ee oe ee ee wa. week. The committees to make the |“ will be used as a text book injand shade trees abot y. 5 — e >i ° arrangements have already been Be the schools, beginning this month. /| Jose scale is suspected. ta3 MECOrperat A # oa ange Ss d d € J ap- < . s ‘i 3 : * : VV m. . Ss re Omit Sa wat Bit af Te - suisted 40d Walk 2k cece proceed ip V = Linton age si te u The Ithaca Board f Trade is ash es 4 work cut the details to make this agai oe pelle ‘_ 20aFd ling the Ann Arbor Railroad fer a aie ope festivai the best and most interest- ne ae — — — a new and adequate passenger statior ce ; a s a a * ‘ e SEX fata £ ued A Contes ? ing in this city’s trade history. The A npelen: eeu — a ‘“\also for enlarged freig ’ programme has not yet been arrang- Te ee TEN MCR © | commnedstions, aiious & : a immerer. +P fe ; a oa rag 825 par 4 ed, but the annual banquet will be |” Dit ti : : : Muskegon’s Bureau of Social Ser a s ¢ — or ur 1 £ ging i its |- a . a i. ! LS » A s o sur one of the big features. Two years| . ‘ so vi _ jice has accepted L. P. Haight’s offer . . tlarsst May Meéstival, the dates beta}... : 3 ago a big circus tent at the Lake was M an 4 of six acres of vacant g nel : . May 25 and 26. a. : 7 used for a banquet hall and_ rain, - Cay ta tects ‘ _|the Muskegon Lake front, for us OE iad : . e 4 : , ; S oKInge ft jarG ‘ ere t 4 - which continued until the night be- ee ee gardening purposes. i oe ns to a profitable resort season and is) ppioskey sustai cL 3 ~y¥ JU < fore the function, came near making : ne ae t tes t sever : : i reparing for it. A Bureau of Infor- s as ‘ it a failure. No chances will be taken | PTSP*™78 tee” «A the death of Geo. D. Gardner mation office, in charge of a Secre- this yesr. The banquet will be served many years a booster and one : ‘ : ope aL. : : " in the Coliseum, with capacity for has a - | gga es [leading merchants. Mr. Gardner was . ists ol a and rooms available | aS 7 1,500 at table. It may be necessary . n ee ee ' Cee | author of the town’s most tefling/| end our friendshim. Stone—Well Ei ow y < 7 | ae : i . - “} to restrict attendance at the banquet at! ade —_— oe oe slogan, “There’s Onh r *tOS- | chap, there has been 2 great de . red. i : chap, ther = z to the merchants, but it should not re : hi |. ioe friendshin betecen es. I think be imagined that while the men are [ oo . " egg a i. Tke Park Commissioners S Tle make it five. we miokt wor having their good time that their as iS a S : 7 : xford’s Oo ouse at Cad-}| Busi osier 4 along. The details for the week will emade new court hou 4 usiness oo wtitituamue °° t' ' (ooo. be atinounced in due time. seins : . ae : ae tate. most tr + ‘ sian Ulta The Commercial Club of Kalama Decatur—The Waring il : What Other Michizan Cities Are Do-|2°° will distribute 5,000 shrubs about }|has purchased a site and ee . ing the city for planting on Arbor Day. new iactory, “| te ¥ ? i a ‘ ‘ wa 4 Written for the Tradesman. The Business Men’s Association «f |tion will be given to th Ceci Public addresses on landscape gar-|Sturgis will hold its annual banque! |and comfort of employes deniig will be given in Kalamazoo|April 26. Portland—The Slinger, Morton &)a Z under the auspices of the Board of Lansing is looking for 800 Odd ]Slinger Co., of Muncie, has been g ok up right side ? ‘ e a ap ted MN fae Senet 2 ¢T Boia, £; f 47° - 5 “ss ae d 7 ‘ ag. of Poe ae . 7 . + i : “ ' fit A + (Ab [LA veers - Snel Lagi! ill : : tt Bi POLE AP APL EF OF —e ' @ a 4 MICHIGAN TRADESMAN April 19, 1911 PEERY “iii ANN pe (ECC RLD| ati —— // Ps F ee wll CACC Movements of Merchants. | Kalamazoo—S. R. Whiting has re- Boyne Citvy—O. T. Johnson has| signed his position of general mana- sold his grocery to V. G. Kahler. ger of the King Paper Co. Alma—Gray & Gray have pur-| rand Ledge—xoy Rowland has chased the bakery of Mrs. E. Webb. | purchased Earl Cole’s confectionery Chester—J. Summen has sold his) 22d cigar business at Belding. Allegan—Herman Brower, form- Stanton—Geo. H. Richardson has| tly Clerk of Allegan County, will sold his meat market to L. E. Brown. | organize a bank at Hamilton. Charlotte—The John Tripp Cloth-| Houghton—The R. B. Lang Dry ing Co, has added shoes to its line.| Goods Co. will occupy quarters in Owosso—B. M. Salisbury has sold| the Masonic Temple building May 1. his interest in the Hali Bros. store.| South Reed general store to Man Amppatcher. Frankfort—Howard Marquette — Flannigan & Suni! has accepted a position in the South have engaged in the grocery busi-| Side drug store of J. B. Collins & ness, Son. Muskegon—P. J, Connell has sold Durand—Nat. B. Smith will en- the Holton brick yards to Frank} large his store by occupying the Alberts, Mendon—J. F. Babcock has pur- chased the ice cream parlors of John building adjoining his present loca- tion, Cheboygan—F. A. Hout and Geo. Botzner. | Rittenhouse will start a wholesale Saranac—Jesse Barry has opened} grocery business here in a_ few a cigar factory in the Otis & Vaughn! weeks, building. Petoskey—W. H. Seibert has pur- chased the jewelry stock of Stanley Petoskey—A, M. Coburn has _ac- cepted a position as traveling sales- man with Beecher, Peck & Lewis, of Wildern. Detroit. Petoskey—Geo. Koulis has open-} Benton Harbor—Chester C. Sweet ed the new addition to his confec-| has sold his interest in the Sweet tionery store. Hardware Co. to the Gee Hard- Marshall—J. Earle Nichols has} ware Co. opened a grocery store in the Brad- shaw building. Thompsonville—Mrs, Geo. Camer- on has opened a home bakery in the Merrill building, Battle Creek—F. C. Emery will soon start in the cigar manufactur- ing business here. Elmira—Mr. Mason—Elias Culver is closing out his china and jewelry store. He has been in business here since 1867. He will retire. Ludington—The McCourt-Roehrig Hamel Co., dealer in changed its name to Jewelry Co. jewelry, has the Roehrig Rosenbaugh is now Port Huron—E. W. Clark has in charge of the store formerly own-| leased the store formerly occupied ed by Mr. Stein. by William Sanders and will open Champion—Mrs, M. Belhumer has} a grocery store. opened a shoe and rubber depart- Traverse City — Ralph McCluskey ment in her store. has bought the interest in the Queen Charlevoix—H. R. Fowler has} City Delivery Co. formerly owned opened his new meat market in the B. W. Miller store. Durand—W. L. Baldwin has sold his drug store to E. S. Upton and has retired from business. there about May 1. Portland—Floyd Martin expects; Bendon—A. Allen, who sold _ his to open a grocery store in the Bauer | stock of groceries to Gene Cook & building about May 1. | Co., will put in a stock of boots, Owosso — Cecil McLaughlin has| shoes and dry goods. disposed of his business in Vernon | Charlotte—Eugene Hall has pur- to parties from Detroit. | chased the grocery store and meat New Era—Mr. DeKruiter, of Mus-| market of George H. Tubbs and has kegon, has bought out the Vander-| taken possession of the same. Ven & VanGorder store. | Fife Lake—Mrs. E. C. Brower has Highland Park—J. W. Delonnay/ sold her grocery stock to Wm. Os- has purchased the grocery and meat| born, of Ionia. Mr. Osborn has rent- market of H. D. Brown. |ed the store part of the building. Big Rapids—Vandenberg & Max-} Holland—The Wm. Brusse Cloth- im have added fishing tackle and|ing Company, established more than sporting goods to their line. |twenty years ago, will discontinue Charlotte—Phil Caverly and O.| business either by closing out the Clemons have formed a_ copartner-| stock or selling in bulk. Mr. Brusse ship and will staart a horse shoeing) has other interests to engage his and blacksmith shop in this city. | time. by William Rennie. Owosso — Emil Bellenbaum has purchased the Otto Hein store prop- erty and will move his restaurant Adrian—The tobacco firm of Gus- senbauer & Seager has entered into a voluntary receivership to close the business and dissolve partnership. Kalamazoo—‘“Whitey” Kools_ will soon start for Chicago, where he will become traveling salesman for D. Lilienfeld & Co., dealers in ci- gars. Ann Arbor—O, M. VanKleet has sold out his candy business to 4 number of Battle Creek capitalists, represented by Joseph Reinger, of this city. Flint—A. K. McLuney has been promoted from manager of the lo- cal branch of the Buick Motor Co. to traveling representative of the company. Mulliken—W. J. Lussenden, form- erly of Sand Lake, will open a store here May 1. The stock will con- sist of clothing, men’s _ furnishings and shoes. Lansing—Walter E. Bement has resigned his position with F. N. Ar- baugh & Co. to accept a position as manager of the Potter Hardware Co., at Alpena. Brown City—Geo. McKay has pur- chased a business site of A. B. Granger and intends to build a new clothing store as soon as work can be started, Benton formerly Harbor — Hubert Price, Shoe clerk at the €. L. Young & Co. store, has resigned to take a similar position with the En- ders & Boers Co. Lake Ann—The residence, store and stock of goods of Bert E. Smith were destroyed by fire one day this week with a loss of $1,500. There was nc insurance. Charlotte—J. B. Crosby has leased the building formerly occupied by Crout’s restaurant and expects to open for business in the new loca- tion in a few days. Hillsdale—The Geo. J. Kline Co., dealer in clothing, groceries and shoes, has decreased its capital stock from $35,000 to $20,000 and changed its pame to the F. A. Wagner Co. Ludington—J. E. McCourt has sold his interest in the McCourt- Roebrig-Hamel Co, to P. M. Roeh- rig, and will continue as traveling representative of the Star Watch Case Co, Dowagiac—Abner R. Turner has sold his interest in the firm of Tur- ner & Conklin to Mr. Conklin and his father. The firm will hereafter be known as the Conklin Hard- ware Cc, Dowagiac—Norman & Bell have sold their store at Whitmanville to Clark Churchill. They are putting up a new building in West Dowagiac which they will occupy with an up to date grocery. Boyne Cify—Onas Dean has sold his grocery and meat market to Hewett & Christendom, of Cresent City, Ohio, who will move here and take charge of the store. Mr. Dean will build a plant for the manufacture of apple barrels. Charlotte—Dell & Tonkin will re- move their electrical supply store from their present location to the store where J. B. Crosby is now lo- cated with his post card store as soon as Mr. Crosby removes to his new location, formerly occupied by Crout’s restaurant. Yale — Middleon & Doelle_ will build a large bean elevator on the property adjoining their present grain elevator. The new building will have a capacity of 10,000 bush- els and will have a picking room ac- commodating thirty-five hand pick- ers. The elevator will be completed in time for the handling of next sea- son’s crop. Hastings—Articles of incorporation of the Michigan Stores Co. were filed with the County Clerk April 7. The new corporation is the successor to the Nashville Merchandise Co. The Directors are F. G. Baker, M. E. Shaver and I, Stevens. The offi- cers are: I. Stevens, President, and F. G. Baker, Secretary. The com- pany owns stores in this city and Nashville. ‘ Lansing — Alderman Claude E. Cady has sold his grocery business and accepted the position of mana- ger of the True Blue Gum Co. Mr. Cady succeeds James Gamble, who has gone to Butte, Mont. The com- pany also manufactures postage stamps and match vending machines. Mr, Cady was former President of the State Association of grocers and is widely known in the trade. Manufacturing Matters. Saginaw—The Erb Motor Co. has increased its capital stock from $25, 000 to $40,000. Detroit—A. McLean is now trav- eling for the manufacturers of the Green Seal cigar. Portland— The Portland Manu- facturing Co. will add a brass foun- dry to its plant. Portiac—The Pontiac Garment Co. has increased its capital stock from $20,000 to $50,000. Lansing—The Dudley Paper Co. has increased its capital stock from $10,000 to $40,000. Detroit--The New England Pie Co. has increased its capitalization from $50,080 to $100,000. Big Rapids—M. E. Darrah has bought the controlling interest in the Darrah Milling Co. Deiroit—Nelson, Baker & — Co. pharmacists, have increased their cap- ital steck from $350,000 to $500,000. Lake Odessa—The Lake Odessa Lumber Co. has changed its name to the Lake Odessa Lumber & Manu- facturing Co. Newaygo—Two new factories are under construction here, the Henry Rowe Manufacturing Co. and the Newaygo Engineering Co. Adrian—The Adrian Knitting Co. has incorporated to manufacture knit goods, yarns, etc., with $977,883.43 paid in in cash and $102,211.57 in property. Detroit—A new company has been organized under the style of the Ker- win Machine Co., with an authorized capital stock of $100,000, of which $50,600 has been subscribed and paid in in property. Hoiland—The Carter Dump Wagor & Manufacturing Co. has engaged in business with an authorized capital stock of $50,000, all of which has been subscribed and paid in in property. Operations will be carried on at Hoily. 7 April 19, 1911 MICHIGAN TRADESMAN 5 by the retail trade soon. String and Detroit Shoe Dealers a “\q|{|fima beans are moving more freely Detroit shoe retailers are —a = | than a short time ago; prices are very | erimg plans for a distusctively city = * #f 4+ orm. orgammzation. Tie primary gpurp: : | Dried Fraits—The demand is hard- | of this Association will, of course Hilly as large as expected on peaches, | the considering of problems that reg = = with prices of prunes and apricots | ularly confront aty merctants =~ holding so high. Evaporated apples | other purpose will be the emtert pS Pm | re also holding ust as firm as at me oO the Michigan Reta! Sh ’ ym \any time during the past month Dealers’ Association, which w ly ——_ Rice—The demand for the different | its annual convention at Detr : ips - i grades is only fair, but prices ar September it tat miecting . a still low, especially head, which pected there w e am attend ; as : ee ———— |said to be the cheapest m years | at ast 3506. and with T The Produce Market. taining their prices on the raw prod Nothing of special interest was re : -e9sar tat me r - With the Easter rush over the lo-| uct, giving as their reasons for the |portted from the South, where the sit organization be mad - ger cal produce dealers find the market strength of the market the fact that uation is sai moving freely and a fair supply of dic cop will be eats below thnk of prices are firm te everything on hand. The tropical Nives and Pickles—The supoh Leeal Merchants Association. fruit is, of course, growing scarcer as|* YEA 480. ees Pe OPE OO Pe a ned ehces re “aie sila oi awe the season advances. Oranges have holding off buying as long as possi-|6-emer than 2 short time 2 Th ” — held steady this week, but Navels and ble, which would indicate that they |mand continues very cood and it in a . ae grape fruit will soon be making way |expect lower prices, but it is doubt-|expected that it will incre Ip for strawberries. ful vith prices of sugar as low as at|coming of spring. Pickle prices ar iia . The hot-house cucumbers are com- | the present time and only two months | very firm aadl stocks se ail tess inter lace ” ing strong this year. They are plen-|until canning time. Local quotations |small in most markets) The demand Secretar = tiful now that the price has dropped |are 5.19 for Michigan; 5.29 for East-|has heen good and an increase ter from $2.25 to $1.60 per dozen, and |ern. shame over acices ol 2 week x Schin — they will probably go lower. Potatoes Tea—The market is very firm. The} Ficar—The market h eal . . - and veal have dropped slightly, a5| demand is steady from the retail|veTy active during the week and r r have hens, but broilers, eggs and but-|trage and tae sue “one fou 7. les are unchanged. Sat ; ter have raised in price. 7 i = quiries for uncolored, the trade seem |wheat may soon cau ugher The only new product on the mar- ing to hold to the present order of | tions. rch z — - eae tees freer eee things as long as possible. The im | Canned Fish—The spot pr 7 r ' da onions. : : | _ |portations of tea are increasing to a |salror are the same and there a Bananas—Prices range from $1.50@ | arted extent and from resent 2p la very active demand q cementite 2.50. pearances 1911 will be a record break- | large coast p rs | t gn Baart Pres Beans—$1.55 per bu. for hand-pick- : er for the United States, with proba-|*o supply the w ed, $2.25 for kidney. bly ideher prices Ceylon Geecm lcd Atud ; kage Beets—45@50c per bu. are practically out of the market and {usual at prices fe per " - Butter — —< handlers quot: | high prices are being asked for what |than epening prices r ioe ee ae e s4 sf. : ae i 5 & Dena iblon: is 4c = tub ~ - "little is left im stock High grade) fc per cozen is chars 16c for No. 1; packing stock, 12/%c. Japans are very scarce, there being |extra cost xetting 7 Cabbage—60c per bu. practically none offered for sale. The | before the regular Carrots—40c per bu. market for Congous is firm and | wholesaler ut fn Celery—Florida, $2.50 per case. steady. ‘the lower grades having bees |Pteposition 20d : . Cocoanuts—60c per doz. or $4.25 . , i . ; : —_o k fr well picked for London exportation. | ‘<“*" per sack. Cofiee—There has been considera- | °° gat Cucambers—$1.60 per doz. ; ; u a a ae 8 : ble comment since it was announce 2 Eggs — Local dealers are paying _ | *. £ Ratha and r a . : that 200,000 bags of valorization « 1414¢ delivered. ; ge ‘ -thave taken an interest im rie nomi, £ Grape Fruit — $3.50@4.50 for all |<“ ae oe ware business of FL P. Scix ae de ek © de ott coffee April 1. But every one fs 2 - sizes. Haewcll. and the hasme : ess co a oe ‘ . a loss as to just how these sales wer Honey—15@16c per tbh. for white J ’ 4 made, who bought the coffee and | clover and 12c for dark. a ik 6 a ake a Q@cteder tees O90 : : nice : ~ vial : | Was solid. SHE of thes : ouass —- Calida, HOLS cert” CU CC 7” a 4 4 ¢ tiie eee ue intorniation 1s heing d x , ‘ mel lo laren nnn ‘ those who had the selling box; Messinas, $3.75 per box. : ce—10c per fb. for leaf. ao Ruatka 1 r c r Lettu ie i _lorizaticn coffee. The riJ Onions — Spanish, $2 per crate: a sag a turers’ agents. 2 - - . fence owen snows a aecime of apou one-ha: : a ‘ home grown, $1.50 per bu.: green, 20c : ‘ eo : 4 sacisanceailiialiale tk t. seeee 2 —— : ,;over prices of a week ago, but the a per doz. Texas Bermudas, crysta! 7 1. : 7. ‘Tie Cosnsen-Aanes Sanne : : reakness t was expected by som wax, $2.25 per crate; yellow, $2 per ch eiomepeainacelly -* oo 4 thas exgaged is business to mawafac-| ena wok « ater oo. . t after the valorization coffee was sold) eae ' crate. : ture and dea © stam or hudte teas ane tank en org | has not been realized : : _ 2 Oranges—Redland navels, $3.25 varnishes. dve stuffs. etc. with ar ciescnnmmegiudiieideiiueien . - ¢ sed it¢— e rarket shows! 7 : “a - 3.50 per box; Washington navels, $3.25 | Can kines Fruit The marke ¥S \ thorized capital stock = ae te Gear ore activity nf some fime as/ i 3.50. more activity than for some fime a tiiet, 00 one tes i it. < 4 1 is Increasing rapidiw with Pop Corn—90c per bu. for ear: the demand is increasing rapidly wi esti in ie ca. Thewe inteccut ° coke Soe Tt 31%4@2%4e per th. for shelled. the coming of spring. Th : cat Soe ae eae Potatoes—The market is steady at well cleaned Se - ep 35@46c at outside buying points. berries and many are taki a - - « f ¢ Is inste lo ary Pouliry—Local dealers pay 13¢ for |e°es* ™ stead. Gallon appl! 2 te : f ; Idi rery fi the supply is cr a . hens: 15c for springs: 10c for old holding very Paltg Ee — uy = A Nalker and r.. # emnecenmennei pai agian roosters; 16c for ducks; 12c for geese: said to be small. Future pineapple =| senting the Blue r regular 19¢ for turkeys: broilers, 1@1% fbs., | higher than when opening prices wete|C,, of St. Joseph. M ran - 26c \first announced and packers are mot/.sp. —-oen 16 he Bae : es - ge ious increase Qe) She! : , Radishes—25c per doz. amen yu to increase order : ady ing leon t0d en if i -~@ c.f al canal veut yf Tomatoes—$2.25@2.50 per crate. jtaken. Stocks of berries are 10.900 sen t of floor s¢ 3 Veal—Dealers pay 5@8'c. ilarge, especially gallon pie goods. ner . |e" | Canned Vegetables—There is a fatri¢ec hecin Mav 1 The Grocery Market. ibusiness being transacted in futur Sugar—There has been no change |corn and tomatoes. The sup a ——— in price during the week and there |spot goods is not large and report is not as much activity as some time | from Canada state that there is very | ville avenue. has adde a a 7 : sal agona ago, as retailers are taking supplies |fittle left in packers’ hands Te istendiica to his assets the past week : i a | “— as needed. Cuban interests are main |thought that the shortage will be felt {It’s a boy, and a fre one - * - , mer MICHIGAN TRADESMAN April 19, 1911 REWARD GOOD CLERKS No Matter Whether They are Men or Women. Written for the Tradesman. There are a great many women em- ployed in stores and offices, and there seems to be a notion abroad that they are not treated fairly. It is cer- tain that in some instances women do not receive the same pay that a man would receive if he did the same work. But employers answer this by saying that if they have to pay the wages demanded by men they will employ men, and not bother with girls at all. There is a notion in the minds of business men that women are not as dependable as men, and that they do not use the judgment in emergencies that men use. All this may or may not be true. This article is not written for the purpose of settling the question of the universal employment of women in offices and stores. It is written to tell the story of Sarah Fulton, and to call attention to the fact that in one case a least a woman who made good was not treated as a man would have been treated had he accom- plished what she accomplished. In- cidentally, the article is to call atten- tion to the fact that there are just as good business traits and capabili- ties there are among men, and also to suggest that when such are found they should be recognized. When Sarah Fultin went into Big- nall’s store she was given charge of among women as the ready-to-wear department, where cloaks and things of that sort were sold. Perhaps cloaks were not the most important the de- partment. T do not know much about such things, but, placed in the department because she was new, and because the depart- ment did not amount to much. Bignall’s was a very nice store. The uppity-up people of the city traded there. They bought silks, and satins, and laces, and and other things and took them to a dressmak- er who charged several plunks more than it was worth to transpose them into a suit which was fit to be seen The uppity-ups turned up their aris- tocratic noses at ready-to-wear goods and Bignall didn’t know whether it paid to keep them in stock or not. Even the clerks at Bignall’s—the clerks who worked for four per— turned up their noses at mention of the hand-me-downs, as they Sarahs cloaks and things. Now, perhaps, the reader will un- derstand why Sarah Fulton was giv- en charge of the ready-to-wear de- partment. It wasn’t much, and Big- nall didn’t know whether to keep it going or not. Sarah made up her mind that it should be kept going. She needed the job. She had youth and beauty, but they were nix with- out a job. So she began to watch the customers who came to the front of the store on foot, and to lure them back to the ready-to-wear depart- ment. About the first thing Sarah learn- ed was that the man who bought for factors in anyway, she was linings, called her department ought to be buying ham somewhere out on a tin-pan cir- cuit. She complained to the clerk in the ribbon department that she could hear the cloaks conversing the minute she opened the store door in the morning. She said they were so loud that one could hear a woman with one on before she got ready to turn the corner. In due time this class of observations reached the long, thick ears of the man who was do- ing the buying. He went to Bignal! and complained that a tenderfoot who had been admitted to the store by mistake was knocking the work of an expert color artist. Bignall listened with attention and went out to the ready-to-wear depart- ment, where he found Sarah trying to sell a twenty-dollar cloak to a forty- dollar woman. When the customer had departed and Sarah had replaced the cloak on the rack, covering it sheet in order that its ro- bust nature might not drown out any cheering words the boss had come to say to her, Bignall addressed the girl thus: “You think this stock is pro- nounced in tint and design for the class of people who come here?” he asked. “T hear it crying at night,” declar- ed Sarah. with a too Now, Bignall is ordinarily a man of good sense. He knew that Sarah was on the ground and knew what people said about the cloaks. “Suppose,” he said, “you do the buying yourself when the stock needs replenishing. Would you like to do that?” “Of course,” replied Sarah, with a happy throb under her dress front. “Certainly.” So, when the stock ran short Sarah packed a comb, a brush, a powder pjuff and a bottle of perfume into a grip and went off to New York to select a new stock. She was the hap- piest person on the train that day She wouldn't have traded places with the buver of the largest department store in the world. She kept repeat- ing to herself as she swung along through the golden landscape that J. P. Morgan had nothing on her. The order for her keep at the Sunset hostelry was in her purse, and she had five bucks with it for expenses. She had often wondered how it felt to have every last wish gratified, and now she knew. Sarah bought her stock and waited to ride back home with part of it. There were lovely things in the stock which she didn’t feel like losing sight of, so she sent them on by express and bought a ticket for that same train. When the train stopped at the junction to give the railroad waiters at the eating house time to boost the medical profession by feeding the passengers tin sandwiches with Ivory soap in between the crusts, Sarah went to the express car and peeped in to see that the cloaks were there and in good shape. So Sarah got home with her goods and got them on the racks, and the advertising manager was lured back ‘ to look at them. He looked at the cloaks for a second and looked into Sarah’s eyes for an hour. He didn’t know much about cloaks, but any- thing in the peach line was worth at- tention. So whatever Sarah said the cloaks were went into the papers in the morning, and the heads of the other departments swore because their goods had been ignored in the big advertisement. The next day some of the women who came to the front of the store in red gasoline buggies stepped back to look at the cloaks. Sarah was there to see that they saw the forty- dollar garments, and the ones which would have drowned out the disputes at a dog fight were put away back in a closet. Mrs. Gink bought a cloak and told her neighbors at the Art Club what a prize it was. She showed how it fitted in the back, and how the front corners did not dip down as if they were trying to con- nect with the sweet spring soil. There were other things about the cloak which she said, but which the architect of this article could never repeat on account of not having been reared in a madhouse, and the result was that others of the Art Club went to Bignall’s to buy cloaks, and Bignall sat up and took notice. Still, he was not sure whether the department was a success. He didn’t know but he might make more mon- ey off these customers by selling them the materials for the cloaks. To this Sarah replied that people were buying ready-to-wear cloaks, and _ if he didn’t sell them some one else would. Sarah not only said so, but proved it by her books, which showed the names of many in the uppity-up row. Directly Sarah went back to New York for more goods, and bought up to the limit, and ordered more made, and was taken out to a lobster palace to dinner by a cloak- maker, and to Coney Island by an- other cloakmaker and lost herselt around Nassau and Fulton _ streets, and lost her purse in the subway and had a perfectly lovely time. The ready-to-wear department was becoming a pretty big thing and Big- nall remained awake most of one night, thinking what he ought to do with it. The next morning when Sarah asked for more money he ad- vanced her pay one dollar a week, and said it was not the increase in pay but the appreciation of her serv- ices shown which ought to make her the happiest of women. But when Sarah got to her furnished -room that night she found that appreciation of her services would not be accept- ed in payment for the room, which was 6x8 in size and warmed from the hall by leaving the door open. The next night that Bignall lay awake thinking of the ready-to-wear department he doped out a pro- gramme. When he went back to Sarah the next day he had a tall, slim, thin-faced man with him. This man smiled complacently on Sarah and mopped his face with a handker- which smelled of musk. “This department, Sarah,” Bignall said, “is becoming so important that I have decided to put it in charge of Mr. Cavitte, who is an old hand in the cloak line. You will remain here as assistant.” “IT hope we shall get along nicely,” said the slim man, thinking that Sarah was about the swellest thing in the department. “Sarah,” added Bignall, “Mr. C. will go to New York to-morrow after cloaks, and you will handle the de- partment while he is away.” Sarah put on her coat and hat and started for the door. “Where are you going?” asked Big- nall. “Over to Weldon’s,” was the reply. “fm going to run a cloak department over there. They’ve been offering me $40 a week for a month, but I've stuck here on $11 because I believed you would do the right thing. Let me tell you this, Mr. Man, I’m going to give you a chase on cloaks and ready-to-wear goods that will make you take notice.” Did she? That is what they are saying over there. She packed all of Weldon’s cloaks away in the attic and brought on others that would sell, and she sent out word that she was there with the goods. The pub- lic was, for once, honest enough to follow her to the new store. Mr. C. waited behind his counters for the rush that did not come until Bignall fired him and offered Sarah all kinds of money to come back, but she had been thrown down once, after gain ing success, just because she was not a man, and she did not go back. So, you see, the moral of the story is that you must be fair with the ladies when they win out for you, even if you are not when they have shown no brilliant talent for making money for you. Alfred B. Tozer. _—_s 2a _____ Man’s Possibilities. That the first-class man can do in most cases from two to four times as much as is done on an average is known to but few and is fully realiz- ed by those only who have made a thorough and scientific study of the possibilities of men. This enormous difference exists in all of the trades and branches of la- bor investigated, and this covers a large field, as the writer, together with several of his friends, have been engaged, with more than usual op- portunities, for twenty years past, in carefully and systematically studyinz this subject. It must be distinctly un- derstood that in referring to possi- bilities, the writer does not mean what a first-class man can do on a spurt or when overexerting himself, but what a good man can keep up for a long term of years without in. jury to his health, and become hap- pier and thrive under. F. W. Taylor. “What a pessimist that new base- ball writer is.” “Why so?” “He does not think that every new player in the training camp is going to lead the league this year.” — Detroit Free Press. Occasionally a man makes his mark in the world because his wife makes him toe it. April 19, 1911 MICHIGAN TRADESMANRN FIFTH ANNUAL MERCHANTS’ WEEK Grand Rapids, Mich., May 31, June 1 and 2 New Plans—New Features YOU ARE INVITED But the Banquet—don't miss the banquet!’ [t = ss : : f . in the new Coliseum. Grand Ranids sreatest 3en or | Grand Rapids Wholesalers are going to give the Retail held in the new Coliseum. Grand Rapids’ grea — Merchants of Michigan another glorious outing and edu- hall, at 1 o'clock on Friday afternoon. Jane 2 cational conclave on May 31st and June Ist and 2d. es ' 2 There will be a grand feed and great speakers If you are a retail merchant this is an invitation for think we'll have Governor Osberme. You can ™ Seat bm you to come and be our guest on that occasion. And then there'll be other speakers equally eloquent and Don’t wait for a formal invitation because something equally famous. Topics of vital mterest te merchants = might happen to Uncle Sam’s mail service and you be discussed and every mam present cam hear. There » wouldn't get it. There’s nothing formal about the whole- be good music alse salers of Grand Rapids, anyway, and there isn’t going to . : : ne The Coliseum will seat 1600 men and every sea? be any formality about the fifth annual Merchants’ Week. be taken. It will be a magnificent sight—a memory never MAKE YOUR PLANS NOW to be f LOrgotten. We're going to give you all the things we gave you two years ago and then some There's the free street car LAY BUSINESS CARES ASIDE tickets to and from Reed’s Lake, the Figure Eight, the ca Merry-go-round, the Steamboat Ride, the Old Mill, ete., Come to Merchants Week. Meet the men you are ad infinitum, and the Ramona Theatre, bigger, brighter doing business with. Meet old friends agam. Look mt and more facinating than ever. the faces of your fellow merchants. Shake off the cares of business for three days and get new viger and new en- CENTRAL LEAGUE BALL GAME And maybe there'll be a Central League Ball Game. thusiasm for another year f Ps . T oP te half zations have been invited to affiliate | with this movement, and it ex- | pected that in a short time the Na-| tional Poultry, Butter & Egg Asso-| is ciation, National League of Commis- sion Merchants, National Creamery | Buttermakers’ Association, American Association of Refrigeration, the Salt Water Fish Industries and oth- er similar bodies will be represented | on the Committee. A large number | of local organizations of producers | and dealers in various parts of the | country are planning to identity | themselves with the movement. Legislation in the States. The Jersey cold storage bill has | been again amended by the Judiciary | i Committee of the State Senate. The} lof netifying the State Food burdensome | proposed in other states. ‘bill, efter passing the State ‘was laid on the table, indefinitely in ithe Assembly. |demanded in this as If a customer fails to get in| State Grange, and the bill was re-| committed and amended again, the limit being farther extended to twelve months. A rew cold storage bill has been introduced in the Senate of the Illi- nois Legislature. It comes as an amendment to Senate bill 55 and puts a limit of permissible holding of per- ishabie food in cold storage at twelve montis instead of six. The enforce- ment of the new law is left with the State Food Commission. The bill re- quires the stamping, marking or tag- ging of all perishable foods placed in cold storage either on the food itself or the container with the words “cold storage” immediately followed by the date when the goods were first placed | in cole storage. Upon removal from cold storage the bill provides that the above marking be supplemented with the date of withdrawal. The meaning of the term, “cold storage ware- house,” is defined. The work of noti- | | } fying the owner of the goods thirty | days before the time limit expires and | missicner at the expiration of Com- | the | ~ - - | twelve month limit is put up to the | warehouseman. Upon notification the | owner is forced to sell the goods, quality permitting. The bill further provides that those engaged in con- ducting cold storage business in the | state must procure a license from the | |State Food Commission, and also pro- hibits the sale of any food held in| cold storage, either in or outside the state, unless properly branded “cold storage.” The bill has many features of the useless, of measures In Ohio the Deaton cold storage Senate, > If it is your duty to open the store lin the morning see that the job is ~ done on time. If the hour set is 7 o'clock be ready to receive custom- | ers at that hour. Regularity is in many other 7:15 is good enough. things. Do not let your-| self be deceived with the idea that | at the usual hour of opening because | you are late and goes somewhere else | to trade you may never see him | again. —_ 2+ 2 2.—__—_ The article in the Tradesman last | week “Better Prices Eggs” was written by V. B. Mc Donrell, of McDonnell Brothers’ Co., Detreit. on If people have wronged you, it amendment increasing the time limit | will do no harm to give them a chance to ten months did not satisfy the |to forget it. for Better | | | Cash Butter and Egg Buyers HARRIS & THROOP Wholesalers and Jobbers of Butter and Eggs 777 Michigan Avenue, near Western Market—Telephone West 1092 347 Russell Street, near Eastern Market—Telephone Main 3762 DETROIT, MICH. ESTABLISHED 1891 F. J. SCHAFFER & CO. BUTTER, EGGS AND POULTRY 396 and 398 East High Street, Opposite Eastern Market Ionia Egg & Poultry Co., Ionia, Mich. Detroit, Mich - “ Associate Houses {Dundee Produce Co., Dundee, Mich. L. B. Spencer, Pres. F. L. Howell, Vice-Pres. B. L. Howes, Sec’y and Treas. SPENCER & HOWES Wholesale and Commission Dealers in Butter, Eggs and Cheese 26-28 Market Street, Eastern Market Branch Store, 494 18th St., Western Market | Main 4922 : . TELEPHONES § City 4922 Detroit, Mich. BUTTER. EGGS CHEESE, FRUITS PRODUCE OF ALL KINDS Office and Salesrooms, 34 and 36 Market St. R. HIRT, JR. WHOLESALE FRUITS AND PRODUCE | Main 1218 DETROIT, MICH. ‘ Main 5826 COLD STORAGE AND FREEZING ROOMS 435-437-439 Winder St. PHONES Egg Cases and Fillers Direct from Manufacturer to Retailers Medium Fillers. strawboard. per 30 doz. set. 12 sets to the case. case included. 90c. No. 2, centers. l4c. Order NOW to insure prompt shipment. L. J. SMITH knock down 30 doz. veneer shipping cases, sawed ends and Carlot prices on application. Eaton Rapids, Mich McDonnell Brothers Co. Highest Price for Eggs Send for Our Weekly Offer A Postal Brings It. Address Egg Dept. McDONNELL BROTHERS CO. 35 WOODBRIDGE ST. WEST DETROIT We do printing for produce dealers Grand Rapids SCHILLER & KOFFMAN pei’ Michis etroit, Michigan We buy EGGS, DAIRY BUTTER and PACKING STOCK for Cash Will mail weekly quotations on application. Give us your shipments and receive prompt returns. April 19, 1911 Tradesman Company April 19, 1911 MICHIGAN TRADESMAN at French Fried Potatoes. | trouble of preparing the dish (to say t per day D :ittg Cold Yrorage Agitation Consul Joseph Emerson Haven, of | nothing of filling the house with the | machines being used The widespread pe ’ Roubaix, France, writes that the| (45; of boiling fat) many families ——— street vending of “pommes frites,” or | 4 oe ‘ The Salmon Market Wr 2g 1 : : 5 {preter to purchase the fresiiy cooxK- a French fried potatoes, is peculiar to} |. i i r The Secttle Tr . ' Star . the northern part of France and the |“ tubers from the nearest vender. a a as. ie _.. tte ‘ novelty of it appeals to those who| These fried potatoes are not sold ie _ te _ « | the fact visit this section of the country for|merely at mealtimes, but during the| oo cts 7 lewis ae the first time. |whole day, and are eaten like pop- tributers, jobbers are not active “Pommes frites” take the place of | corn. : — peanuts and popcorn and are sold| ‘The trade is a decidedly profitable | they cam ©as — oF in much the same fashion. Not OMY | one even # conducted cn 2 seuali|@0tche as Ghe sete dmc or - is this trade carried on in some lols The asus price of potatoes | premium over present pr as “ n stances as a_ regularly established } -1 noes between $1.40 and $2 per 228) Canners at oresent we mox vane (ee business, but workmen, wishing to | pounds. The beef suet costs 1 franc ee 2 ne -_ a increase their earnings, come out 01 | per kilo (19 cents per 22 pounds), _ € rector - the streets in the evening and sell/ aq with 1 kilo of fat it is estimated a lane these fried potatoes from pushcarts. | tha: feurteen pounds of potatoes can _— oe E , e Their profits often exceed their day’s pe cooked, the fuel cost for the abo t] re ricet the oe same amount not exceeding 6 cents packers are acting more midet =m Sp pt sition a The pushcarts are of the ordinary The quantity of “pommes frites” sold| ° asi 7 r t r xr type, but covered. A coke brazier is|for 2 cents. while enough to satisfy |%°"S eretotore @ Nas r ; ain on inserted through the flooring, over | ay appetite, does not equal two ordi-|tomary for the smafler mners | tn which is placed the large iron cal-| nary sized potatoes in amount, and it await the action of the big packer dron holding the fat obtained from | wij] therefore be seen that one kilo | 2©'°T* making their wn TAange- | ove beef suet. Raw potatoes, after being | of cooked potatoes, costing 6 to 7 | ™MEnts, but this year t r oe | ot pared, are pressed through a special} cents to prepare and sold at 18 to 28 lindependently of whatever rse the cutting machine, coming out in long,| cents. leaves the vender a handsome | /@rge packers may Sever Y narrow, four-sided pieces. These} profit. nearness are immediately put into the boiling} As each city and village in the r - e fat and in several minutes are thor-j surrounding region holds an annual | Many f the oughly cooked. They are then salt-| fair at some period in the year, ir | disposed of their entir ed at:a sold in small paper cornuco-|js g regular business of certain vend-| Pack in this way n ther re? ener ‘or spaloget pias holding 1 or 2 cents’ worth. 'ers to go from town to town where taken orders vw *“Pommes frites’ have the advan-|the tairs are being held, erect their | 4PPTOV al” clause im cw ; nd o t tha r tage that they supply a_ satisfying|portabie houses or booths, and sell |is impossi and nutritive meal for a few cents.|“pommes frites” with other light re-| with accuracy what future pr 2 This is especially appreciated by the |fresnments. These booths, which are| be. The opinion 3 be f 2) mill cmployes during the noon hour,|elaborately constructed with tables,|im some qvarters that as they are thus enabled to have|chairs, mirrors, electric lights, etc.,|er chinooks will ope somezhing hot with their otherwise | present quite an attractive appearanc | borhood of $2.25 for ' cold lunches. Rather than go to the|and sell as much as 800 to 1,000 kilos | and $1.17%4 for halves YOUR DELIVERY THE LINK BETWEEN YOUR STORE AND YOUR CUSTOMER Can you afford to have this service anything but the best? Star Ege Carriers and Trays FOR SAFE EGG DELIVERY The only safe, sure, sanitary egg delivery system It prevents breakage and miscounts, saves time and pleases your customers and still costs less to operate than the egg delivery you are using now. Start improving your business today by asking your jobber and writing for our booklet “No Broken Eggs.” We have a book of sample ads for your STAR EGG TRAYS. Be the “Early Bird.” Write today. STAR EGG CARRIERS are licensed under U.S. Patent No. 722,412, to be inane used only with trays supplied by us. Manufacturers, jobbers or agents supplying : other trays for use with Star Egg Carriers are contributory infringers of our patent Made in One and T wo Dozen Sizes rights and subject themselves to liability of prosecution under the U. S. patent statutes. Star Egg Carrier & Tray Mfg. Co. 304% ST.. ROCHESTER. N.Y. 12 MICHIGAN TRADESMAN April 19, 1911 NN) pn: Origin of Vegetables. The potato, which was already cul- tivated in nent was in Chile. It was rope in 1580 and 1585 by iards, and by the English, who brought it from America when the contt- discovered, is spontaneous Eu- introduced to almost at the same time Virginia, where it had appeared about 1550. The sweet potato and the Jerusa artichoke are also lem supposed to come from America, according to the | Revue Scientifique. state in Algeria Salsify is found in a wild Greece, Dalmatia, Italy and According to Oliver de Serres, it has been cultivated in the south of France since the sixteenth century. Turnips and radishes came. orig- inally from Central Europe. The beet- root and the which greatly improved by beet, have considered as the same species by botanists. The beet, only the staik of which is eaten, grows wild in the Mediterranean, Persia and Babylonia Garlic, onions, shalots and_ leeks have long been cultivated in almost all countries, and their origin is very uncertain. That of the scallion is better known. It grows spontane- ously in Siberia. One finds chives in a wild state throughout the North- | ern hemisphere. The radish, greatly modified by cultivation, probably had its origin in the temperate zone, but from what wild species it is derived is not ex- actly known. The lettuce appears to be derived | from the endive, which is found wild | Europe, | in Temperate and Southern and in the Canaries, Algeria, Abyssin- ia and Temperate Western Asia. Wild spontaneous throughout Europe, even in Sweden, in Asia Minor, Persia, the Caucusus, Afghanistan and Siberia. Cultivated succory is probably a form of endive which is thought to have had its ori- gin in India. Corn salad is found wild through- out Europe, Asia Minor and Japan. Cabbage, like all vegetables have been cultivated succory is from times, is believed to be of European | origin. The artichoke is the cultivated form of the wild cardoon, indigenous in Madiera, the Canaries, Morocco, the south of France, Spain, Italy and the Mediterranean Islands. Aspara- gus had its origin in Europe and Temperate Western Asia. The origin of the egg plant is In- dia. That of the broad bean is unknown, as also that of the lentil, the Span- | been | cultivation, are | which | remote | The last nam- fed appears to have come originally | from America. —_*-e-2-___. | i j | icheckpea and haricot. Salmon Prospects. The Seattle Trade ithat the canned salmon business con- ‘tinues in the same lethargic state that ‘has prevailed during the past two or three months. There is _ practically no cenned salmon in first hands, and the few cases the jobbers have arc going out in driblets. It is said that jhigh prices have somewhat curtailed jconsumption. However this may be, there is no particular anxiety shown by sellers to dispose of their hold ings at any reduction. Register says Canners arc |very reserved, and it is not possible to get a definite opinon as to what the future conditions will be in re- gard to prices. Columbia River packers report that many enquiries are being received from Eastern as well as Coast con necticns for larger supplies for the coming season than have ever before |been ordered. Owing to the in creased facilities this season for han- |dlinz the fish in Alaska, the opinion |is expressed that should there be 2 | good run—not a big run—of fish that |the cutput will exceed that of last | year. acing the greatest scarcity of can- inerv employes that has occurred in | many years, the big cannery compan- ies vf the North are preparing to hurry hundreds of Chinese, Japanese, Mexicans and Puerto Ricans to the Alaska coast. The ss. Senator of the Pacific Coast Steamship Co. it is said, has been chartered to carry 1,006 Filipinos, Hawaiians and Puerto Ri- icans from Honolulu to the canneries of the North. Agents of the canneries in Hawaii will have some difficulty in getting the men they have employed aboard the Senator. Reports from the Islands say that there is a general alarm that there may be a depletion of the labor- ing men in Hawaii and the Territorial Legisilature has passed three acts im- posing drastic emigration regulations. The laborers cost the territory $100 japiece when they were imported, and levery effort will be made to prevent the agents of the canneries from tak- ing them to Alaska. | The ss. Dolphin, of the Alaska |Steamship Co., recently sailed with 250 Chinese and Japanese for the can neries at Quadra Santa Ana, Kasaan and Taku. ——_2e2—a | Probably more men would |to reach heaven if the icould convince strive preachers them that all the other popular songs were in the the pea, | place. Seed Time. The merchant, as well as the farm- | ert, has his seed time. It is as impor. | tant for the merchant to buy his | spring stock, to brighten up his stor?! and to prepare for the reception of! his new goods, as for the farmer to buy his seed and to prepare the scil to receive it. Neither the merchant nor the farm er can hope to “Reap where he has net If the farmer expects to harvest a crop he must plant his see in zocd time; he must be zealous ir caring for the tender plants; he must assist nature by persistent cultivation and take his chances with drought pests and wet weather. sown.” Likewise, the merchant must have his goods on his shelves and counters in advance of the demand; he must prepare his campaign for the season: he must see that his clerks are famil- iar with the goods and that they keep then: fresh and clean; he must formu- late kis selling plans and take his chances with unforeseen circumstanc- es that might affect his trade. A pessimist or a foolhardy man car net be a gocd farmer or a good mer- chant. The pessimist dares nothing; the foolhardy man dares too much. A wise merchant or farmer should exer- cise optimistic prudence.—Twin City Commercial Bulletin. ——s~2-2>___ Refrigeration Convention. The second annual meeting of the American Association of Refrigera- tion vill be held in the “East Room” of the La Salle Hotel, Chicago, III. on May 9 and 10. The Executive Committee, in sending out announce- ments, says: ‘In issuing the announcement for this meeting the Executive Commit- tee desires to impress all those inter- ested in refrigeration with the desir- abilicy of the fullest attendance, as Mmatiers of great importance to the Association will be presented. Among these are the annual reports of the chairmen of the various committees and ccmmissions, detailing the activi- ties of these bodies during the past year, as well as their recommenda- tions for future efforts. We still have before us the questions pertaining to cold storage legislation both by the National and the various state legislatures. It is a duty we owe cne of the most important branches of the refrigerating industry that we continue to do all in our pow- restrictive er toward directing any proposed leg- islation that might be prejudicial to this industry into proper channels. With this end in view, all are invited to participate in combating ‘anti-cold storege legislation.’ ” ee Importations of Sugar. The calendar year book of the Bureau of Statistics of the Depart- ment of Labor says that sugar, of which the United States is a large producer, but not yet sufficiently large to meet the requirements of her population, shows importations in 1900 of three and three-quarter bil- lion pounds, valued at ninety-one and three-quarter million dowars, and in 1910, four and one-quarter billion pounds, valued at one-hundred ani fourteen million dollars, these figures being exclusive of the sugar brought from Hawaii and Puerto Rico, which amounted in 1910 to over one billion pounds from Hawaii, valued at thir- ty-nine and one-half million dollars; and six hundred and twenty-six mil- lion pounds from Puerto Rico, valued at twenty-six and one-quarter million dollars. ESTABLISHED 1894 Get our weekly price list on Butter, Eggs, Veal and Poultry F. E. STROUP Grand Rapids, Michigan References: — Commercial Agencies, Grand Rapids National Bank. Tradesman Company. any wholesale grocer Grand Rapids. Ground YX Feeds None Better WYKES & Co. @RAND RAPIDS A. T. Pearson Produce Co. 14-16 Ottawa St., Grand Repids, Mich. The place to market your Poultry, Butter, Eggs, Veal Seeds = All orders are filled promptly the day received. We carry a full line and our stocks are still complete. ALFRED J. BROWN SEED CO., GRAND RAPIDS, MICH. OTTAWA AND LOUIS STREETS Our first car just in. The Vinkemulder Company Write, phone or Texas Bermuda Onions in Cummer Crates Stock finer than silk. we quote: Crystal Wax per cummer crate - Yellows per cummercrate - - 2.00 $2.25 = Grand Rapids, Mich. wire your order 4, 4, 4, April 19, 1911 MICHIGAN Palate-Exciting Advertising for the Grocer. The midwinter season demands the featuring of groceries that are good to eat, the things that appeal to the inner man, the smoked meats and fish, the macaroni and mince meat, the plum pudding and the canned delicacies, the sauces and the pickles, the dried fruits and pancake stuffs, the cocoa and the chocolate, the olives and the tapioca, the breakfast cereals and the nuts, and so forth, not forgetting the comforting coffee and tea. Those old Roman gourmands would have chuckled over such a list and sought no more for peacocks’ tongues and similar vapid kickshaws, but what use does the grocer make of it as a means of bringing busi- ness to the store? If he does not at- tempt to excite the appetite by the wording of his adverisements he sac- rifices opportunities that no dealer can afford to let slip. Here are a few illustrations of the way to advertise food products to the best advan- tage: The Baconian Theory does not trouble consumers of our Breakfast Bacon at —c a pound. They say it is the best they ever tasted, its exqui- site flavor, so mellow and unmistaka- ble: its melting richness and general toothsomeness making it the finest breakfast food for young and old. Give your palate a pleasant surprise and insure good digestion by a trial of the article. A Cup of Creamy Coffee these sharp mornings is a good starter for the day’s work. Made from Our Spe- cial Brand at —c per pound the morn- ing coffee is so rich, aromatic and fine-Aavored that drinking becomes almost a sacrament and the creamy fluid passes down the throat like a benediction, and a man goes to busi- ness feeling as fit as an athlete in training and with his bosom’s lord sitting lightly on its throne. Now, as to Pancakes. Breathes there a man with soul so dead who never to himself hath said: “I'll have pancakes to-morrow?” We are look- ing for that man. We have the goods—Pancake Flour that makes the delicious, light, palate-satisfying pan- cakes of the best traditions, so tooth- some and digestible that words fail us in the endeavor to state the plain facts. And the syrups! Who. shall fittingly paint the joys of breakfast with our famous syrups throwing a goiden gleam over the cakes all warm and fragrant from the pan? Cocoa For Cold Weather. The sol- id nutriment in a cup of our Best Cocoa is considerable, and yet its tale is not half told, if we stop there. For there is the exquisite flavor, the smooth and creamy richness, the grat- ification of the palate and the after feeling that all is well with the in- ner man. Superb is not too strong a word. Good cocoa in the cool morn- ings is one of the best gifts to man, :nd it really is surprising that its use is not universal. Our Best Cocoa, --—c per pound. Salt Mackerel — We are offering fine, fat Mackerel as a breakfast dish at tempting prices. Salty enough to be relished hugely, fat and_ rich enough to melt in the mouth and de- licious enough to make the consum- er much the debtor of the cook. Broil them or fry them and they seem to be equally good. They hit the right spot and furnish a wholesome change from a meat diet. Really a great luxury, although so cheap. It is a pleasure to sell them, but a greater pleasure to eat them. Plum Pudding—This article is com- ing into more general use every year, owing probably to the improvement in the skill of the makers in the fac- tories. As now packed, plum pud- ding such as we are selling—the Eddy Brand—is cheaper than the home- made and very rich in flavor, and as it is a labor-saver of the highest rank it is a godsend to the house- wife. It is a dish of kings at a cost that appeals to all, and is a super’ addition to the dinner menu of every family. Macaroni—To the Italian this arti- cle is everything, almost — to the American it is almost nothing, yet it deserves a conspicuous place in the nation’s bill of fare, as it is very pal atable, very nourishing and very cheap, besides being adapted to more varieties of dishes than most foods. It can be served in an astonishing number of different ways and tastes good in each. We offer Favorite Brand at —c per pound, and furnish recipes for cooking it. Be good to yourself and try it. The foregoing samples of adver- tisements are offered to illustrate our remarks on the subject of palate-ex- citing advertising for grocers. It is a kind of advertising that makes new business, instead of taking business from other dealers, and is therefore deserving of consideration. ———o-o- Plan Huge Produce Center. The wholesale produce dealers of Chicago plan to segregate their busi- ness. This fact is announced by 2 committee of South Water street merchants who have had the matter under consideration for some time. The move is intended to perfect a system whereby the business of these firms may be centralized and a prod- uce center be established which is compared in effect with the plan whereby the packing interests have established the Union Stock Yards. The tract considered for this pur- pose consists of about 100 = acres bounded by Ashland and Western avenues and Thirty-fifth and Forty- nfth streets. The project contem- plates the erection of enormous ware- houses and exchange buildings as well as retail markets and the build- ing of miles of railroad yards to ac- commodate between 2,000 and 3,000 cars. The plan, which involves the ex penditure of several millions of dol- lars and at least two years of time, is still in its early stage. However. leading merchants of South Water street say it has been under discus- sion for, the last eighteen months. So carefully have the secrets of the proj- ect been kept, however, that the story | of the proposed move did not leak out until the merchants made the in- spection. The proposed site is in the heart TRADESMAN a of the central manufacturing district or profit, beim@ ignorant : on the Southwest Side, and is fav- true st -arrying om them 5a ored by the South Water street mer- ness Such grocers are tems chants because of the railroad trac facilities which are offered by th Chicago Junction Railroad whic! would bring freight and refrigerato cars from every road entering Chica- 4F mipe ave wp tie stra go into the market district, as into gle the Stock Yards at the present time. Every gz - The project dees net contemplate rges the abandonment of South Water) suca matters, how z Te wer street, where the produce commission ttor f his busine ut business of Chicago has been carried | whar ori r . on for the last forty ¢ years. Ac- Z r pr cording to the leaders in the ne plan, most of the houses now of/| less t the pr atter South Water street will retainin r branches there for the retail busi| from th rean EStite “nl ness. cers riterion ne Ignerance of Costs. f In practically every tow sive in this country new stores Roy Ba k er up with a blare of trumpets, flourish or appear to, for a more or less brief || General Sales Agent bition then <éch edt Goalie die tl Michigan, indiana and Ofie There are various reasor vd | Sparks Waxed Pager tread Wraggers the principal ones for their fatlure 4ad Weaver's Perfection ee that they do not know Pure Evagerated Ege cost of domg business Grocers, im fact ehanis make the mustat ad Wm. Alden Smith Sailidinz bo dy bincrnnce of wheat i Grand Rapids. Wichigaes to rduct their sieed to he ec ; ost Son r | Dandeliew Vegetable Batter Cafor UISIAESS r r r & perfeetiy Pure Vegetable Butter Calor | realizing thet i and one shat complies with she pure i food \awsg of every State and h come to @ g on r of the United States more than once orice thoi reers |f Waaufactured yo We lls & Pickerisoa Co min t th ttant t -osts more to sell groceri t reta Tannersand Dealers im condi — oT - HIDES, FUR, WOOL. ETC. dequet . t Crohons & Roden Co., Ltd.. Tanwers ilere cs r g es 13S. Warket St. grocers are pers nt r ter Grand @apids. Wich witiout Knowing it r we vv Dy because they think they are selling We do Printing for ee as a ees Produce Dealers W.C. Rea REA & WITZIG ’*"™ PRODUCE COMMISSION 104-106 West Market St., Buffalo. \. Y. * “* ‘‘Buffalo Means Business We want your shipments of poultry, both at high prices for choice fowls, chickens, highest prices. Consignments of fresh eggs and dairy butter wanted at all times REFEREN CES— Marine National Bank. Commercial Agents. Express Papers and Hundreds of Shippers. Established 1473 live and dressed. Tleavy demand ducks and turkeys, and we cam get Established 1376 We are im the market daily for strietiy clean “230 eggs. Mail us samples of beans or clover seed vou may have to offer. Your order for Timothy. Clever. Peas and all kinds of field seeds will have prompt attention Moseley Bros. Both Phones 1217 Wholesale Dealers and Simopers of Beans. Seeds wd Porarees Offer and Warehouse, Jecont tve wet Vaviroaet Grand Rapids. Wich. We Pay Highest Prices for Potatoes Wanted im car load lots or less Write. telephone or telegraph what rou tave Both Phones 1876 M. O. BAKER & CO TOLEDO. OFIO 14 MICHIGAN TRADESMAN April 19, 1911 WHY HE SUCCEEDED. The Girl-Who Could Win Trade Won Him, Too. Written for the Tradesman. Fred Marding opened his little store in Bunkerville trusting to receive his ghare of the trade. His capital being limited to a few hundred dollars, it was not to be expected that he would cut a very wide swath at the outset. “T am afraid,” said his friend, Ban wood, “there isn’t room for another store in Bunkerville; the mercantile business is over-done here now.” “Well, if that is so, where would you advise me to go?” “To some town where there is an opening—” “Name such a place, Joe.” “Qh, I can’t do that off hand, of course.” Nor could the aspiring Fred, there- fere, against much friendly t r advice, he young little corner store and began business. His opening was rather late in the season, when much of the holiday trading had been done, so that “Marding’s Wesi- ern Bazaar” had to fall back on th: few later pickings. Trade was young man undertook to do all the business himself. He realized that he could not hire a clerk. He boarded with a fellow leased the never rushing and the widowed sister in a humble part of town. Hungerland, of the rival store across the street, that Whenever he met worthy grinned and passed him by simple nod. suppose,” merchant “Well, I don’t ask any sympathy, and with a “Pityine me, | thought the new 1 mean to succeed if grit and adver- tising will do it.” He had both for time, yet, somehow, the crowd did not come. He saw them go in droves to the store opposite where every- thing was kept in stock from a darn ing needle to an ox-vyoke. Bunkerville large Danish settlement. ple patronized the big where were kept two clerks who spoke the Danish language. "1 told this town for you, Fred,” said his friend, Ranwood, Round about was 2 These peo- store, you was the wrong month after the opening of the “Bazaar.” “Tt is the foreign beating me,” sighed Fred. to do something to draw them into about a element that is T will have the store. Tf T only had capital enough to stock a general store now I would be all right.” “Tf T had the ready money I might lend it to vou, although T should not expect to see the color of it again.” “You are very encouraging,” and the voung merchant turned to wait on a boy who came in for a penny’s worth of mixed candy. “Vou seem to have the penny trade, all right,” and the friend laughed. “Most of what I get is in hittle dabs— “Tell vou what, Fred, you need a clerk.” ‘Do I? How'd ve think I'd _ pay T had an application only this morning.” “Did you? From whom?” “A pretty miss from the country: her name is Peterson, I think.” one? “Angie Peterson—” “How do I know? I wasn’t going to ask her given name. I was in the dumps, anyhow; trade has been rot- ten, and—” “And is going to be rotten to the end of the chapter,” declared Ban- wood. Trade did not improve. After the holidays it dropped to a mere noth- ing. Over the way the crowd con- tinued to move. Disconsolate, our young fledgling in the mercantile business stood staring at the many faces passing. No one came in. “By the old Harry, this is going to down me!” sighed Marding. “I reckon I’ve missed my calling. Doug. Banwood was right: This is no town for new enterprises—ah! there comes that girl now, trim as a new rigged ship. Even she patronizes my riv- al.” This as a trim feminine figure tripped from the open door of the department store opposite and walk- ed along chatting with some girl friends. Only the day before he had turned down Miss Peterson's applica- tion and now she was patronizing his rival. The girls, however, crossed over and were entering Fred’s store. A chatty lot they were, with a delicious foreign accent—“Danes, every one,” thought Fred. They made some pur- chases and as they were going out a pair of blue eyes sent him a roguish elance. “By Joye! but that Peterson girl is not so slow!” ejaculated Fred. “She fetched her friends here to trade te show me that she holds no ill feeling because I turned her down.” After that the young fellow thought a good deal, finally coming to the de- cision that he must have a clerk. “There’s no profit from which to pay one,” was the mental view taken by Fred, yet of himself he could do noth- ing. It was simply ruin anyhow to Per- haps a pretty face behind the coun- ter might work a change—it worth trying. When next Miss Peterson came to the little corner store it was in an- swer to an invitation from the pro- prietor conveyed to her in a note over the rural delivery. “IT got your note, Mr. Marding.” Pt Sent bor for the purpose of talking over that clerkship busi- go on as he had been doing. was you ness. What experience have you had?” “None whatever—” “Then it wouldn't be safe—” “Wait,” said the sweetest voice Fred had ever heard, a little protest- ing quiver to the full red lips. “I think 1 can make good. JT am will- ling to try, and to work for a smail price.” “How much?” “For the wage of a washerwoman— will that do?” with a delightful little tinkle of laughter. “Do you sepak Danish?” “Tl am a Dane” “You may come.” “When?” “Let’s see. come Monday—” “T prefer to begin now.” Miss Peterson unpinned her hat, To-day’s Saturday: tossed off her cloak and stood smiling up at him, a picture of mischievous earnestness. She, of course, had her way. Very soon after Angie Peterson entered his employ business picked up in the little corner store. There was no big rush, only a gradual im- provement. One by one the fair clerk’s countrywomen began coming to the store. Angie had ever a win- For the old ladies she provided a rocker near the stove in wintry weather, under a window in heated July. Every possible kind- ness was shown to customers and Fred soon learned to highly prize the clerk whose services had been almost forced upon him. At the end of the first six months clerkship business had deubled and the balance showed now on the right side of the ledger. Mard ing was jubilant over the outlook. The girl had a marvelous knack of winning friends. old by listening to their tales of trou- ble and carried the young people over to her by the power of her sunny smile and winning personality. Tt was not until a tall blond drum- mer came to frequent the little store on the corner more than was neces- sary to sell goods that it began to crawl through the young merciant’s noddle that he might lose his clerk. Fred frowned on the caller and wisl- ed him a thousand miles away. “Confound that man,” volunteered Marding, “I don’t like him.” “Don’t you really?” smilingly spoke the fair Dane. “Really now—” “What makes him come here so often, Angie? I don’t think he has business in this town so often.” “He seems to think he has.” “Well, I wish you wouldn’t talk to him when he comes in; I'll do all that is necessary.” “Land, is that so?” with a sigh and a low laugh. “I'll try and mind what you tell me, sir.” The very next time that Walter Sunderland came around Miss Peter- son forgot her promise and _ enter- tained him as of yore. Fred went home to his sister, grumbling over the outlook. “No use grumbling, Fred,” advised his sister, “girls will fall in love and marry, you know. I shouldn’t won- der a bit if—” But the brother ning smile. of Angie’s She won upon the had gone out, banging the door after him. He was clearly worried over the outlook. For several days the young merchant was not himself. He mooned about “like a sick cat,” as his sister put it. “There is no doubt that this drummer is aft- er Angie,” she said, “and I’d advise you to begin looking about for some one to fill her place.” Somebody to fill the little Danish girl’s place! Why, nobody could do that. Fred went to the store one aft- ernoon to meet the obnoxious drum- mer coming out. Angie was at the far end of the place arranging some box- es on the shelf. She was alone and the merchant went hastily down to her side. He saw that her face was flushed and there was a tear on her cheek. “Has that scamp dared—” “He asked me to be his’ wife,” whispered the girl, blushing and trem- bling. “He did, eh?” The room whirled about. Fred Marding saw visions of a ruined busi- ness, lonely hours again, with the smiling face of Angie gone forever. He felt very weak and tired just then. “I—I said I could not leave you, Mr. Marding—not without your con- sent,” said Angie, looking up with that old, entrancng smile of hers. “Tell me truly,” suddenly urged the merchant, “do you wish to leave the store?” “Well, I see, sir—” “Angie!” snatching both her hands and compelling her attention. spare you from the store but not from me. Look here, girl, will you take me, will you marry me instead of that lanky drummer?” “T might if—” “Well?” “ff you'll let me stay in the store. IT love the work, you see.” “All right.” : Mrs. Marding left the store months later; not, however, until she had initiated another into the work and trained her for the position. The Mardings continued to pros- per and now own one of the largest stores in Bunkerville. perity Fred gives credit. don’t quite know. You "A Cae For this pros- Angie the J. M. Merrill. soie You commit no crime when think well of yourself. vou DEALERS’ PRICE LIST F. O. B. Grand Rapids, Mich. Corporal Brand Rubber Roofing April 17, 191. Prices subject to change without notice. 1 ply complete, about 35 Ibs. per square -..-- ee ee 2 ply complete, about 45 Ibs. per square ------ ---- a ee ee 95 3 ply complete. about 55 Ibs. per square ---.----.---- e225 52s e eee cee tence eee eee ee ees 1 16 Weatherproof Composition Rubber Roofing 1 ply complete, about 35 Ibs. per square -..- ------- +--+ +055 eee eee ee eee eee eee ee ere eee = 2 2 ply complete. about 45 Ibs. per square ---- .-.- ---- +--+ +++ 5 eee e eee eee e eee eee cere tees 1 05 3 ply complete, about 55 Ibs. per square - ---- ee a as ee ee ee Weatherproof Sand Coated i ply complete, about 55 Ibs. per square - -----.-. -- +--+ +--+ +55 eee eee ete eee cere cee eee $ 90 2 ply complete, about 65 Ibs. per square -..-. ---- ---- ---- seers teen cee e eens eee cee teen eee ee 110 3 ply complete. about 75 Ibs. per square ....------ ++. 2-2-2222 220s eee eee eee eee eee eee 1 30 Acme brand wood fibre sheathing per roll -......... .-..---- ---- e+ 0+ sees cee ee eee eee eee 45 Tarred Felts No. 1. 22 Ibs. per 100 square feet. per cwt. eo ee ao No.2. 15 ibs. per 100 aquare fect. per cwt.... ....---..-......---------------.-..-.---- --: £40 No.3. 12 Ibs. per 100 square feet. per cwt.....--.------------ pose ee ee es ae Stringed felt, 22 Ibs. 250 square feet. per roll.... ...--. ..-----------++ 0 --+- +--+ Se ee Stringed felt, 44 Ibs. 500 square feet. per roll.... ....-.-.-----------.--++++--- ae ee ee 7 Slaters felt. 30 Ibs. 500 square feet. per roll .... .... ...-.. --.--- .--- ---- ---- +22 0+ wees e+e Tarred sheathing -..... ..-- ---- ---- ---- +--+ +--+ +--+ +00-- PUES | ENTE a SG eres nag 65 Rosin Sized Sheathing Weatherproof Brand Red No. 20, about 20 Ibs. per roll 500 square feet. ...... .------- . 2.2 --+- 2 ee ee eee eee eee eee § Gray No. 20, about 20 Ibs. per roll 500 square feet...... -..... +--+ +++ -.- 205-2 eee eee eee 31 GRAND RAPIDS BUILDERS SUPPLY CO., Grand Rapids, Mich. Distributors of the Product of the General Roofing Manufacturing Co. The Three Largest Prepared Roofing and Building Paper Mills in the World 4, April 19, 1911 an newness ainsi nutans MICHIGAN TRADESMAN A Exports of Manufactures. No greater tribute to the faith- fulness and efficiency of the American workman and American manufactur- er could be found in a condensed space than the records of the Bureau of Statistics, Department of Com- merce and Labor, which show the exportations of what may be termed “high-grade” manufactures from the United States. of the world are purchasing every People in all parts month and practically every day of the year the most complex products of the American workshop, such as typewriters, sewing machines, cash registers, scientific instruments, tele- graph and telephone apparatus, musi- cal instruments, automobiles and oth- er articles requiring superior skill in their manufacture. Articles of this class are transported to the most dis- tant and out-of-the-way places of the world—the islands of the ocean and the distant interiors of the great con- tinents—with the calm _ confidence that they will not only render the service for which they were manufac- tured but continue that service for such length of time as to justify their transfer from the place of manufac- ture to distant communities not pro vided with experts and facilities for repairs. That this confidence in the products of the American workshop is justified by experience is indicated by the continued and, in most cases, growing export trade in these arti- cles. Take sewing machines as an ex- ample. A hundred million dollars’ worth of these machines have been exported from the United States in the last quarter of a century, going to every part of the world. In the single year, 1909, for example, the countries, colonies and islands to which sewing machines were sent in- cluded Madagascar, Belgian Congo, the Canary Islands, French Oceania, Asiatic Russia, Persia, Aden, Hong- kong, Dutch East Indies, Paraguay, Peru, Dutch Guiana, Haiti, Santo Domingo, Dutch West Indies, Egypt. Turkey in Asia and Europe, Siam, Korea and Liberia. Typewriters are another example of complicated machines exported to distant parts of the world with con- Adence that they can there be suc- cessfully operated without return to the manufacturer for frequent repair. The value of typewriters exported from the United States since the fis- cal year 1897, when they were first shown in the statement of exports of the Bureau of Statistics of the De- partment of Commerce and Labor, is over sixty million dollars, and in 1909 they went to no less than ninety different countries, colonies and is- lands, including Greenland at the Far North, New Zealand at the Far South, Morocco in North Africa, Siam in the extreme Orient, Ecuador and Bolivia in South America, the Azores and Madeira Islands in the Atlantic, Dutch East Indies, and French Oceania in the Pacific; Bul- earia, Servia and Roumania in Eu- rope, and Persia, the Straits Settle- ments and Korea in Asia. Cash registers are a still more re- cently developed item in our list of ‘exportations, yet they were sent in 1909 to more than fifty different coun- tries, rope, including nearly a score in Eu practically all parts of North and South America, to China, Japan Asiatic Russia and Straits Settle. ments in Asia; to Australia, New} Zealand and the Philippine Islands in =| . 11 i le the Pacific and to various sections of | Africa. The automobile, which expert attentio: require careful and even in the country in which manu- factured, goes in all the large numbers to grand divisions and many of the principal colonies and islands of the world. The 1909 figures show exports of automobiles to seventeen different countries of Europe, t: tically all of the countries er islands of North America country of South America: India, Straits East Indies, » prac- and larg- Settlements, Dutch Hongkong, Japan, Asi atic Russia, and Siam in Asia: and to Egypt, Portuguese Africa, Canary Islands, French Africa and 2st and South Africa in that grand division. The valuation of this class of exports has rapidly increase until the figures of the fendar yea: 1910 alone show a total eleven mil lion dollars. Musical instruments of American manufacture, including organs, pianos and pianolas, are evidently popular, the countries to which pianos and or- gans are sent being approximately sev- enty-five, and even of pianola ports are numbered by thousands, and the countries to which they go approximate half a hundred, includ- ing China, Japan, Siam, New Zea- land, the West Indian Islands, the countries of Central and South Amer- ica and a dozen or more of the coun- tries of Europe. Thus one might go on indefinitely enumerating the products of the American workshop of high quality and complex character, such as elec- trical appliances, phonographs, al-working machinery, shoe machin- ery, wood-working machinery, dental goods, photographic goods, mowers and reapers, and many other articles of this class, forming a very consid- erable percentage of the eight hun- dred million dollars’ worth of manu- factures exported from the United States last year. cal of met- —_—_22-2 —____ What the People Want. To say what people think gives an orator prestige and the merchant who buys what the people want gains their trade. To say what people think and to buy what they want is the study of the orator and merchant Both zre governed by the same of thceught. law What will sell in one locality ts often 4 in another. That is be- cause the people in different locali- ties think differently. The mer chani, therefore, who would suit he! people in his buying must be a —_ observer in order to comprehend f the possible desires of the a ‘Hel should knew their habits of life as well as their thoughts. It is through their habits, as shown in outward actions, that the method of thought drug is reached.—Clothier and Furnisher. seems t3j , to every i to China. | s the ex- |} Locating Authority. » he Batted Sack and A store is badly managed when i . over managed, just as anythme The z t ‘ee may be spotled or a purpose TT righ : og by excessive zeal or too 5 , rs 7 Many managers. The o jaw about rata |too many cooks spotlmg 2 broth ap stor $ oe ieeedveds « mer < ¢ t plies exactly as well to the manage - a ’ casted «ica “ iment of a store. t { f ry even wae “~ m 7 s — —_ The store that has more than one , manager, be they extra, partners or ree , , ' stbordinates. ca te a had el 4 Peore ‘4, t g n ° , large share of the ener: sili Wee te tact os a a ee ke ¢ that has no 2 tect on tm j r r 4 ness and which one | r e and snarling that one o te thn ” r , establishment T rt, x 4 - n mn dered. or reaneste - - oh im rer tz nl by one whe ao i wate ait anne r rf . thereaiter tol Ginn om : a at 94 ly ruse ~ “ - eetent ta detec r Pi ca tt ¢ ties Th aq rercnce + te — “ - store where the naw — sain alia ave members af 4 “ surat TEA ete + ~ — | - Se on trong +* - + on t + r a ee ate ate Mi et ane steer per e n n " - Recentiv Avwringe - i elict tn 4 dhoce " i jointly by a Man and rT 4 ° carrie ' J 5 y Ti i a _- a purchase to the wraoc . on veerded cuar «t+ the tion fe ene p Sid i é 4 ¢ o i OT the h se. and = f TTT na a + - t* * 1 mediately proceed to the front t : F store an straighter COTmrnter dress goods fF tang r - had tt att + © ae a a“ the w Tan t t - fross a nctder < eh + t ' m Hest vn o.oo Gg +f ue i“ a anal . i ‘ Serr x ¢ T - a ste ot de ape «t r — a >_> > - — store than the man if rT . or not oe as x t tT here again an n rl aa tte wer Tre sed = rere I i —_———__ ~~. as 4 yack to straighten dress ¢ E vent back to the c mtaw | | | congo pov a "3" Amer. Sweeping Compound Co. Detroit. Wich. r— 9 4 tele r Tr e ‘. : be Manufacturers and deaiers m JANTTORS wenn sf sq ~'S SUPPLIES. Sweepmg Compound. Wet P ween rt WiteTL ¥ Linseed Soap. Fleer WoRrpDEN GROCER COMPANY The Prompt Shippers 16 MICHIGAN TRADESMAN April 19, 1911 BE ACCOMMODATING. If You Haven't the Goods Tell Cus- tomers Where to Get Them. Written for Not having in stock what a tomer calls for, not being able to pro- cure it for him at once nor sell him the Tradesman. cus- something else which will answer his purpose, the merchant will not lose by customer he may Show directing the to some other that anything where desires. more—an store, obtain which he ing a willingness—yes, earnest desire to assist, is quite apt return the favor when possible: whereas, if the merchant exhibits a lack of interest in the matter as soon ashe discovers no possibility of making a sale, that in- difference make such an im- pression on the prospective purchaser i that the to stimulate a wish to may that he will avoid store in future. Any goods advertised or the goods which the public naturally expects the mer- chant in any particular line to carry failure to have in stock the may occasion serious inconvenienc: and disappointment to customers. If the merchant and explains how it was impossible for expresses repret him to foresee or prevent the condi- remembered hand, he against the should he exhibit indifference in the the t and treat it as of no particular consequence, he must the estimation of not On tion it may him. other matter, no interest in needs of his patron, no regret fall much in such customer, and thereby lose trade and preht. Not alone indifference to customers merchant to be causes a regarded with disfavor, but indifference to his own interests and to. his financial prospects militates against him. FPeo- ple generally prefer to trade with the alert, earnest, aggressive, suc- cessful merchant. Whether they real- or not, he is the one who an- ticipates and provides for their needs. It is wise to give the customer in } ize it the attention he or she re- not often necessary to entirely ignore the next in line. A nod or look of recognition may make him more content to wait. Then, he may not wish for anything at your counter a word or motion may suffice to direct him to the depart ment he find what he seeks. Five minutes delay at each of several stores may entirely defeat a purchaser's plans for the day or it may put him or her into an anxious, worried condition precludes satisfactory consummation of important purchasing. hand all quires, but it is and where can hurried or which Of course, it may be looked upon as an unfor- tunate circumstances with delay upon delay, and no one to be blamed for it: combination of when a customer meets and yet a train of annoying delays may he laid to one inattentive, indifferent clerk or mer- E. E. Whitney. How To Use Tea. So far, civilized man has succeeded in manufacturing only four essential- ly different beverages which are ex- tensively used. And yet liquids are as important as solids in contributing careless, chant. to the cravings of the human palate. The four principal manufactured bev- erages now in use by civilized com- munities are, first, the extract of the coffee bean; second, the extract of the cocoa bean; third, alcoholic drinks, and fourth, the extract of the tea plant. Tea is one of the most important manufactured beverages known to mankind, inasmuch as it can be taken for a lifetime without injury to the human system, providing it is made right, and taken as soon as made. The intelligent use of tea is in knowing that it possesses two leading chemical principles, viz.: theine and tannin. The former contains the prin- cipal merits, and the latter the prin- cipal imperfections of tea. Theine is a gentle tonic which makes tea a mild stimulant. Tannin forms an acid which, if taken habitually to excess, by persons in delicate health, is apt to affect the nerves or digestion. The whole secret, therefore, of obtaining the beneficial properties of tea with- out injurious effects, is to secure theine without tannin, and this can be accomplished by never permitting the tea leaves to boil, even to draw in the usual way, for over sev- en or eight minutes, after which time tannin begins to develop. nor The average consumer approaches his grocer generally with the request for a pound of black or green tea, knowing little more than this about the article, and leaving the rest with the It is net suspected by either dealer or consumer that there are as wide differences in black teas, alone, as there are between tea and any other beverage. grocer. There are about two thousand tea flavors. Until the last years the green tea leaves have been found chiefly in China, but since then ex- cellent specimens have been produc- ed in India and Ceylon. Green teas are known as Gunpow- ders, Imperials, Young Hysons and Hysons, according to the shape which the leaves take in the process of firing. Black teas are divided into four great families, Congous, Indias, Cey- lons and Oolongs. The first thre kinds are fermented teas, while Oo longs are unfermented. ——>--- Raw Sugar. Those who are accustomed to see sugar in its various attractive manu- factured forms have little or no idea, we imagine, how it looks when _ it reaches the port of Boston from the country of production. The raw sug- ar imported into Boston to the refin- eries comes from Java, from. Ger- many, mostly from the port of Ham- burg, and from some other countries That from Germany is beet sugar, while that from Java is cane. The sugar from Java arrives in baskets of materials something like willow, more, perhaps, like rattan. These baskets weigh several hundred pounds, perhaps, two or three, and the sugar is of a very superior quali- ty. It is transported in the holds of the large steamers of the regular lines, and sometimes a cargo by a seven tramp steamer will arrive. The sug- ar is unloaded at the wharf, still in | | the baskets, whence it goes to the} ‘in case he plunges head first into the refinery. Sugar is also brought to this port) ‘cargo of raw sugar are probably |about the most overpowering of any |}except the fumes given off by some from Cuba, and this sugar, as well as that from Germany, is in bags. The experiment was made some years ago of bringing raw sugar in-bulk, but so great was the chemical action, accen- | tuated by the heat that was generat- ed in the raw sugar, that the plates of the steamers were eaten awvy, and it was considered dangerous. That is the reason for putting up the raw sugar in bags, which are packed tight ly in the hold. If anyone is searching for adven- ture and novel sensations he can sat- isfy himself temporarily by ot a sugar steamer, getting a deck hand! one real boss. to lift the hatch and putting his head below decks. But he should have someone standing by to catch him hold, for the fumes given off by a of the heavy chemicals. Other sugar imported from the Far East comes in mats, mats made of palm leaves and other fibres of vari- ous tropical trees. These packages or containers of sugar the Far Fast are of no further use after they have been emptied, and they are ac- cordingly burned. — New Grocer. from England It is a poor job that won’t support Retail Grocers Coffee Roaster Roast Your Own Coffee and Peanuts From Factory to User A boy or girl can handle it Increase Your Trade COMPUTATION FOR DAY 12 cent coffee plus 4 cent for roast- mag. Wakes COS...) 8. 31 25 Cost of attendant per day....-..-... 2 50 Cost of packing and advertising.... 4 20 otal $37 95 Should sell for .......... 56 70 Leaving net ....-........ $18 75 A little energy and money, not much, puts you right. Prims Machinery Co. Battle Creek, Mich. WISE GROCERS SUPPLY “QUAK BRAND COFFEE - WORDEN GROCER Q Is GRAND RAPIDS 2 co enere Ss Soro rrerenenecnearttrineanngnsan te April 19, 1911 MICHIGAN me Canned Goods Sales. Although canned goods ready sale throughout the year, there are certain seasons when they can be more advantageously pushed than at other times. From the close of the fruit season until it opens again is the period when canned goods should receive the dealer’s best attention. Yet this is the time there appears to be no special efforts made by some dealers to increase their sales in these lines. They think that be- cause the variety of fresh fruits and vegetables is limited that the con- sumer is bound to have canned goods. They forget that the consumer will not go out of his way to supply him- self with anything out of the ordi- nary, if it is not brought to his no- tice. The average consumer will con- tent himself with what fresh fruits and vegetables there may be in sea- son. He seldom thinks of canned goods to vary his diet unless his at- tention is called to them. One of the most effective ways of advertising canned goods is a win- dow display. A window trimmed with canned goods in pyramids, squares, triangles, etc., with the colors of the labels harmonizing, makes a very at- tractive but not effective display. Such a_display does not tell the story, it is like a book with the leaves leit out, only the cover is seen and people give it only a pass- ing glance. It is not a selling win- dow, merely a picture. A window dis- play, to have a value as a salesman, should have neatly written cards up- on each pile of goods. The cards find a should describe the goods, variety of the their quality and the price. The effectiveness of the display is much increased if a can of the fruit or vegetable is turned out into a glass dish, and shown in connection with the particular pile of those goods. Such a window will not only attract attention, but will create a desire in the onlooker to possess, and a sale results. Counter displays are also a good means of pushing canned goods. They give an opportunity for educational salesmanship. If cans of different grades are turned out into glass dish- es, as is done in some of the more progressive stores, the difference be- tween the various grades can be} pointed out, and the reason why one grade is better than the other can be given. These explanations are bene- ficial and will cause consumers to better understand the actual value of canned goods as food products. The more the consumer knows about can- ned‘ goods the more ready he is to buy. Some canned goods can be bought at a low price, but are lacking in quality, and it is quality rather than price upon which the dealer should base his trade. Many a _ person has purchased canned goods which, not turning out as expected, has nev er bought them again. People need educating in the art of buying can- ned goods, and this can only be done by actual demonstration of the dif- ferent qualities. The more knowl- edge that is disseminated about can- TRADESMAN i7 ' ned goods the larger the sales. It is] At present thirty-nine states have not sufficient to have a pretty label,|adopted the same weight brandimg people want to know what the con-| provisions which are imcorr rated in tents are like, whether solid packed,|the National law. They require that in light or heavy syrup, whole, halves|when a package is _. Quick Selling Profit Payers. One of the most satisfactory re- ct merchandising is the increased attention paid by re- tail merchants everywhere tg smail, inexpensive, quick selling and profit- paying notions, small wares and nov- elties. The old-fashioned general merchandise store did not pay much attention to merchandise of this char acter; it devoted itself almost exclu- Sively to staples. The new school of merchants—the modern type who have made the department store and the variety store what they are to- day—showed the old fashioned mer- chant the importance of these little articles, which sell so fast and pay such good profits. ‘nt developments in More and more are little stores and big stores, stores in the large cities and stores in the country towns, fea |turing novelty goods of this class. | Up-to-date merchants realize that ii | they have a good, new, interesting ,Stock of these goods in their stores, ithey have something which is an ir- resistible attraction for the women of their towns. Lack of variety used to be the accusation made against the country store by those who patron- ized the catalogue houses, but it is made no more against live, aggressive up-to-date stores in small towns. The merchants have learned to have va- riety. Merchandise of the character de- scribed is ideal to handle. A good sized, very interesting stock may be carried with a small investment, the nerchandise sells almost on_ sight and pays a good profit and it enables a merchant to keep his stock contin- ually “sweetened” up with new, inter- esting and attractive novelties which are of the most absorbing especially to the women. One of the principal reasons why the old time merchant did not han- dle very much of this merchandise was that it was well nigh impossible for him to get it. Few wholesalers made much of a feature of it and it interest, had to be bought from _ specialty houses and manufacturers in the East. Now the great wholesale hous- es offer an inexhaustible variety and even make up assortments at various prices, so that the merchant is spared the trouble and responsibility of se- lecting a stock—Twin City Commer- cial Bulletin. —_2->___ Life is full of ups and downs—but unfortunately most of us are down more of the time than up. Some men go about seeking temp tation in order to test their wil! power. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - - $500,000 Surplus and Profits - 250,000 Deposits 6 Million Dollars HENRY IDEMA - - - J. A.COVODE - - A.H,BRANDT- - - CASPER BAARMAN - 34% Paid on Certificates President Vice President Ass’t Cashier - Ass’t Cashier You cantransact your banking business with us easily by mail. Write us about it if interested. 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 BONDS Municipal and Corporation Details upon Application E. B. CADWELL & CO. Bankers. Penobscot Bidg., Detroit, M. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Agency The Clover Leaf Sells Rn Office 424 Houseman Bik. 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. Grand Rapids National City Bank Capital $1,000,000 Surplus and Undivided Profits $350,000 Solicits Your Business Capital $800,000 tHe OLD NATIONAL BANK N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. Surplus $500,000 334% if left one year. ft, 8). = a ft, ®), April 19, 1911 MICHIGAN TRADESMAN 13 Small Town Furniture Store. articles shown which are especially |special windows gotten up which caa what seing shown, the time w What is the matter with the furni-| desirable? Is there some new stock of |not be fully appreciated except by a be increased; but, a3 a rule, it w ture dealer in the small town? One need not reply in the slang of the day, “He’s all right,” for if he were the question would not be asked. Is he afraid if he gets fine goods like the city man that he can not sell them? Probably he might not get the same price that the big man can, but he may receive even a better profit, for he does not have to meet so great competition, nor does he have such high rent to pay. His profit may thus be larger because his expense is less The merchant in a large city has a greater outlay, and probably must trim his prices to meet competition of which the man in the small place knows nothing. He must also make a showing in his windows of attractive goods which become shopworn and will need to be renovated or sold at a disccunt. His clerks demand __ in- creased salaries, for their living ex- penses are higher. Taxes are more and the assessor does not feel philan thropic when looking about to see where he can raise money for the needs of the city. Perhaps the small dealer is careless in keeping his dis play up and leaves the same pieces in the window until they become an old story to passers-by, so that no one wants to buy them. The store may be the only one in the place, and one may think that he will have every- thing his own way, on that account, but this is where the mail order man gets his chance and the trade is tak- en from under the town dealer's eyes. Pictures may be made attrac- tive and the mail order descriptive matter couched in glowing terms. The public can see a retail stock, but they rely on the reputation of the house for the quality of article: bought by catalogue. That does not count, for the fact that what they see in their home store is not attractive. will help the distant mail order mer- chant get the order. His pictures and descriptions are far more fascinating than is dusty, shopworn furniture, with the finish dull and worn. To be sure, one may promise to rub up the tables and chairs, when sold, but that does not help to sell them. The woman who is buying furniture to make her home look neat and pleas- ing wants to see her selection as it will appear after she gets it home. -Perhaps she may have plenty of old stuff already and is clearing it out be- cause she is tired of its ugliness. One can not sell her more of the sam- sort. A local dealer may think that those who want furniture will surely come to him for it, as there is no other place in town, but buyers may take a fancy for a trip to the city, and do their shopping while there. Good customers, who have plenty of mon- ey, sometimes go from home to buy. especially when it is furniture that they are seeking. Who is to blame if they spend their money thus else- where? Look in the glass and one will see the person at fault. One may be polite to those who come into his store, but what means does he take to get them there? Are the windows tastefully dressed? Are there any new the latest design? If so, how are prospective patrons to know about the new goods? If one has. been running a little shop with a few pieces which he bought the year before last, is it right to hold them? A story is told of a half-crazy old man who kep: a general store in Aurora who so dis liked to part with his goods that he refused to sell them. Thus he kept his merchandise, but the majority of me. are in business to sell goods, not tc keep them. Clean out the old stock and get in some new goods before the spring trade opens and let the townspeople know that the concern is in business to sell furniture, not to keep a storage warehouse. Be not afraid of a little printer’s ink occa- sionally and when one has some new things in let it be known and fix the store up neatly, inviting people to come and look around, regardless of whether they wish to purchase or not. It is probable they will find something so tempting that they wiil desire to possess it. Too many furni- ture stores in small towns are but storage warehouses. That is what 1s the matter with the proprietors; they forget that they are merchants—The Furniture Journal. a The Small Storekeeper. There are some people who think Fat because a merchant after many years is still in the same store in which he started business, that he has not progressed. While it is true there are some who have never made any headway, because they have not adopted modern business methods, yet there are others who, although apparently not havine enlarged their business, have made more real prog ress than those who have branched out. When one comes to examine the methods of these men it will be found that their business is conducted on sounder commercial principles than that of many of their so-called pro- gressive brethren. These men gener ally have a big bank roll, which the other man is lacking, with all his show of keeping up with the times. Many a merchant has made an unfavorable impression upon cred- it men by his undue haste to extend his operations. It is always danger- ous to attempt much in the way of new enterprises with borrowed cap- ital. Do not ignore the small man who has been in the same store for many years, and has seemingly not made much progress. He is in train- ing, watching for his opportunity Some day he will branch out, and it will not be with borrowed capital. The most substantial businesses of the present day were established by men who were content with one small store for many years. -——->-2-e Don’t Crowd the Window. Trying to show too much in a win- dow is a_ bad habit, but which still persists even in the work of some of the window trimmers connected with large stores. The passer-by, as a rule, does not have time to stop and study out all the features of the ordinary window display. Of course, there are go d, A close study. These are usually of fancy on the part of the trimmer thinc interesting. In this connect rather than practical window displays with a selling purpose. Probably the average time spent by the passer-by in front of a window does not amount to over a minute or does not A perfect aim game unless you pull the trigge two. If he or she is interested in flights not be extended to search for som We Manufacture Public Seating Exclusively Churches building to harmonize with the general modest seating of a chapel. Schools The fact that we have furnisheda large majority of the cit materials used and moderate prices, win. Lodge Halls quirements and how to meet them. luxurious upholstered opera chairs. Write Dept. Y. American Seati Company CHICAGO, ILL. 215 Wabash Ave. GRAND RAPIDS NEW YORK BOSTON We furnish churches of all denominations, designing and architectural scheme—from the most elaborate carved furniture for the cathedral to the and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and We specialize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and PHILADELPHIA ener BERNER Small Wares Case No. 30 inches wide. long. Youcan display to the best advantage all sorts of findings. an effective presentation of goods and they are protected from dust. We have other styles of cases, strong and sightly. are sold at would surprise you. Write for catalog T. Grand Rapids Show Case Co. Grand Rapids, Mich. The Largest Manufacturers of Store Fixtures in the World **Crackerjack” Dimensions 42 inches high, 26 Fitted with 5 rows of drawers usually 5 inches deep and from 7% inches to 9% inches If the customer wants to see an article, the tray is readily pulled out without dis turbing any of the other trays and placed on top of show case, which makes The low prices they Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Don’t hesitate to write us. You will get just as fair treatment as though you were here personally. Corner lonia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. Qesneensecessnsensememenunmnnmneen MICHIGAN TRADESMAN April 19, 191, i QS Y W fe r tT: ( WN SSP ss eo 7 TAR, = S < 2 v \is)$i »)) Hats and the Mora! Thereof. Written for the Tradesman. Two Easter The Observer, who, by the way, is a woman, being a conscientious soul, mind tried hard to keep her whole on the In justice it should be said that this really was an able sermon. discourse and very appropriate to the beautiful Easter service. She had come in a little late had bestowed only a cursory glance upen the stunning display of new mil Within her range of vision-- be ‘ Maney surely no would want to deny one so shght an indulgence to a pair oi bright, eager feminine eyes—then she turned her attention to the anthem the choir was render later to the solo and the sermon. Doubtless she had_ resolutely ing, and responses, the é have = suc in keeping her thoughts on the elevated plane to which she had so determinedly lifted them had not Polly, in her elegant been seated directly in front of her, and Molly, in her old done over tur ban, been just one pew farther for- ward and a foot or two to the right. Sul, the Observer tried to keep her would . } 1 Cecact new $25 hat, attention riveted on things heavenly. Perhaps the psychologists would say | mind played that dinner when she was trying that her subconscicus : i ler some tricks—any way eve- ning at to give some account of the servic: and the sermon, she had to fall back mM vague generalities. when her friend, Mrs. k., came n ; their the Observer was surprised to for a ttle chat over batten ere, nd with what unqualified exactness she was able to tell the shape of Pol lv's hat, the sort of braid it was madi from, the shades and qualities and kinds of the trimmings, that it came from. Madame M.'s, the very swellest millinery parlors in the city. how Po! lv had her hair done and at what ai gle the hat was placed on her head, and what of tancy hat pins she had used in even how many and fastening it. The Observer's accuracy of detail was truly marvelous, con- sidering that she had tried all through the service to keep her mind off from Polly’s hat. It was not so to be much won dered at that she could describe the shabby affair that Molly wore, be cause this sorry piece of headgear had seen one whole season's wear pre and this spring had merely been furbished up a little by a proc- ess sO inexpensive and transparent that it was utterly Jost on the circle of Molly’s more intimate friends and acquaintances. “T could just have viously shaken Polly, and | The next day, | kinds | i jthe httle minx,” the Observer ran on |to Mrs. K., “she and Dick have been marned six years and they have not ‘laid up a cent. He does not even lcarry insurance. | |pay and they ought to save some- He gets fairly good thing. They do not, though; they just live it all up. A large share of ‘it—by far too large a share in my es- i'timation—goes for Polly’s clothes. | Have you noticed how shabby Dick has gone the last two or three years? ‘His new suits are few and far be- tween and cheap in quality. His old derby loons almost seedy. A $25 hat for her and he dressing as he does! I'd like to shake her! MThoughtless, cruel little chit! She’s just the kind to keep aman’s nose to the grindstone all his life.” The then began to assert itself, in spite of her indignation. “But there’s one thiug i must say for Polly, she’s kept her husband’s admiration in spite of her extravagance, or’—here she add- ed thoughtfully—‘“because of it. He perfectly contented to slave j}away and let her put it all on her Whether it is all in her nifty clothes or whether it is partly her lively, pleasant ways, I can not tell, do have to acknowledge that Dick is just as proud oi Polly as he was the day he married her. I great- Observer’s fair - mindedness 1 SeCcCmis }-,,>}- Hah. but i ly fear Dick always will be a poor man, but he dotes on Polly, there's no denying that. “Mrs. K.. when I was not thinking about Polly and her hat yesterday, | was thinking about Molly and her old hat. I know I ought not to have done so, but I just could not help it. Will and Molly sat just the second pew in front of me and a little to the right. It was not just Molly’s hat, although, of course, a dowdy hat is conspicuous at any time and at Easter of all times; but I declare everything else that Molly wore looked ready for a rummage sale. Molly used to have nice things when she was a girl and dressed tastefully, but it seems as though since she was married she has become the limit! She seems fairly afraid to spend money for one new dud! She could have afforded such a hat as Polly’s far better than Polly could, but even something for $6 or $8 weuld be a vast improvement on that old thing Molly is wearing now. “You should have’ seen Will's clothes. Bran new suit and something elegant, too, new hat and gloves and topcoat. I believe he spends more on his. neckties than Molly does on het whole wardrobe. “Cr course Molly has excuses fo1 her cconomy; in fact, rather prides herseli on it as a great virtue. Will is in business for himself and, while, he is doing very well, he is enlarging his establishment all the time and so does new net want to spend his whole income. Then they have been building them a and that has Of course heme taken a good deal. there always are plenty of ways for money to go; bui it simply is not smart of Molly to go so shabby when there is no need oF it, and when Will spends the money he dces on clothes. It seems to me that since Molly married—just three weeks after Polly married, it was— that she has just put in her time get- ting poky. Poky is the only word I ean think of that expresses it. She is duttful; oh, my, yes! and she works hard and saves, but she has gone down wotully in appearance and has become uninteresting and even dull. “\Viull certainly is ashamed of her. [ could see it yesterday. A man can not get down to the details of a wom- ans wearing apparel and tell just when she ought to have something, but ii he has any taste he knows it mighty quick when his wife gets to be a back number in dress. “You have heard that Will is stingy with Molly, and does not give her much to spend on any- thing else? Very likely. But that does not prevent his being ashamed of aer and blaming her for looking shab- by. Economy is all right, but Molly is simply running it into the ground. \ woman misses it when she lets her husband dress better than she does. | do not know which [ would like to clothes or FooTE & JENKS’ COLETIAN’S Terpeneless (BRAND) High Class 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. pROGRESSIVE DEALERS foresee that certain articles can be depended on as sellers. Fads in many lines may come and go, but SAPOLIO goes on HAN HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. ‘steadily. That is why you should stock SAPOLIO Oh wea oat, “ a td oa April 19, 1911 shake harder, Polly or Molly. They both need it. “As stand, Polly has her husband’s devotion at the cost of life- long poverty for both of them; Molly is helping Will make a fortune, but is too blind and stupid to hold his admiration—too _ self-sacrificing for her own good.” Quillo. — +. 2 >—__—_ Concerning the Wife’s Share. “My wife,” writes a correspondent, much as if referring to a buggy or a binder, “my wife says she has a right to so much every week. I’m not stin- gy; I give up what I can spare, but I object to paying for two new rugs and calling them Christmas presents.” Ordinarily this paper does not de- sire to go into the chaperon business, but neither is it conscious of any especial aversion to it in an instance like this. Indeed, it gives the Kansas Industrialist a feeling of pleasure to declare here that in its opinion some men, very many men, should be taken into the alley, a really dark and fear- some alley, and well beaten with a thoroughly dry eucalyptus club—the hardest wood that comes to mind on short notice. Of course, your wife is entitled to a definite sum, you big gump, and the more she can get the better for you. Every woman has a right, in capital letters, to a definite amount every week or month, or whenever it is that you deceive some employer in- to paying you, and that money should be put into the bank for her or hand- ed to her—to save book-keeping, for she will check it out at once she should never have to ask for it. Why should she? The chances are she gave up a good home or a job to be your wife—it is usually some sensible, industrious creature who gets tied up with a tightwad, as they are called in Sylvia. Every little while the English lan- guage is enriched by the addition of some strangely-expressive word for which the world has waited. Tight- wad is such a word and it has come into the kingdom to serve a fine pur- pose. Better than miser or close- fist or Stingy Bill it describes the penurious bears of the households in which faithful women cringe while humoring the ill-natured, parsi- monious lords who make gay about “buying me a present with my own money,” or make life more than us- ually burdensome by reminding oth- ers at every meal of the high cost of living. What his family needs is a receiver, legally appointed, to give the wife her wages, the wages of faithful service, the highest service any man can receive in this world. He ought to be mighty glad he has good meals, properly prepared and a_ well-kept home—all of which he grudgingly ad- mits in his misspeled letter. You just bet your wife is entitled to a share. It ought to be doubled.—Kansas Indus- trialist. things and -_—— os Why Not? She (angrily)—How dare you kiss me? He—But I couldn’t help myself. She—Don’t lie about it, sir, that is precisely what you did. MICHIGAN TRADESMAN The Home Beautiful. There are so many little things we can do that cost little both in time and in money, yet count so much in the making of the home beautiful. For instance, take papa’s old trou- sers: how many of you stop to think out the possibilities of using them in the home? Yet they can be used in more attractive little ways thas you would ever dream were possi- ble! I have one bright little friend who utilized them in such a pretty way by making hanging jardinieres. This she does by tying the bottom of each leg with bows of ribbon, fill- the whole with sand, then plant- ferns at the top and hanging them up by the suspenders. has ing ing This is a particularly pretty dec oration for a bay window, especially if papa is a stout man, for then, of the both the and coincide, contour of the which is always a good point in 1n- terior decoration, as all lines should course, trousers window be harmonious. Another pretty idea is to use them as parlor portieres. This can be done with very little work and small ex- pense by tacking the waistband to the upper frame of the door, and drawing a leg back to each side of the door frame and fastening it there cord or brigkt Vier have ifo idea, girls, what a nice effect with a ribbon. this gives, and it is absolutely good taste for any room or hall. If they are so worn as to be fring- ed at the bottom, so much the better as fringed portieres are often times handsomer than when only hemmed. Red flannel underpants are especially pretty and cheerful used in this way during the winter, while all weights look the dows during the entire year, if drap- ed over lace curtains. Of course a great deal depends on and colors well at will- the size and shape of your papa. If he be tall and slender one of his legs will make a long pincushion, such as are so much in vogue now for dress- ing-table use. This can readily be done by cutting the trouser leg the desired length, stuffing with sawdust sewing securely at both ends. When covered with a dainty bit of lace this makes the prettiest cushion imaginable—Helen S. Woodruff in Harper’s Weekly. and —— ~+-2—___ Against Trading Stamps. \gitation against the giving out of trading, stamps and efforts to obtain legislation prohibiting this form of gift enterprise are evidently spread- ing among the retailers of this coun- try. We have already referred to the bills recently introduced in severa? states, including Massachusetts, Indi- ana, Pennsylvania, Ohio and Wash- ington, and also to the conferences held by retailers in Rochester, N. Y., Willimantic, Conn., Grand Rapids, Mich., and other centers for the dis- cussion of plans for minimizing the giving out of trading stamps to be :edzemed by some outside concern. A Fill aimed to prevent the use of tra‘ ling stamps or similar gift schemes in the State, except in cases where they are redeemed by the merchants ;on the girl ; , ; ! issuing them, has now been introduc- ed in the Legislature of Michigan and its passage has been recommended by | the Senate committee to which it was referred. Petitions the bill have among retailers. urging the pas- sage of been circulated | A bill is also pending before the | Legislature of Tennessee and among | the bodies endorsing the measure is the Merchants’ Nash- ville. In California a Association of bill misdemeanor to issue trading stamps or other premiums has been passed by | the The people say they do not fear this law, | making it Legislature. trading stamp predicting that, as in other instances, the measure will be declared unconsti- | tutional. The Oklahoma City Retailers’ As- | sociation has taken a decided stand against the giving out of trading} stamps or any other form of pre miuri coupons, adopting a resolutios whereby the members pledge them selves to stay out of the trading stamp and coupon schemes now being the that not consistent with good mer offered in belief such meth ‘ ds are chandising —Dry Goods Economi- ——_++-.—____ “There shall be no marrying or giving in marriage in heaven,” the Wise Guy. quoted “That's pretty tougi who thinks no man on earth is good enough for her,” added the Simple Mug.—Philadelphia Rec- | ord. ee There is no use in getting angry yet a man seems to get a great dea of satisfaction out of it. 21 Make Money with Mapleine is a new and delightful flavoring. Put it in your stock The demand for it is large and growing. We keep it constantly before the con- sumer All you have to do is to SELL If CRESCENT MANUFACTURING CO SEATTLE. WASH ; ' Kalkaska Brand SYRUP SUGAR MAPLE EXTRACT Has the Flavor of the Woods Michigan Maple Syrup Co. Kalkaska, Mich. Send for our IgII prices Use ‘Tradesman Coupons If you are not familiar with STICKS send for a five pound box. signs and printed sacks with every order Original Nibble Sticks It may sound ‘‘fishy’’ but it’s a fact that NIBBLE record of any item in our STICKS have the sales fine chocolate broken line for the past ten years. and they are still going and repeating everywhere. NIBBLE Sample. Don't pass a REAL good thing PUTNAM FACTORY National Candy Co. - Only Makers GRAND RAPIDS, MICH. Quick Paper Baler operate. order. only $20 and is sent on trial. Has them all beat because 1. It is so simple. 2. Itis so easily operated. 3. It occupies less space to 4. It cannot get out of 5. It is the cheapest, costs Send for one today. Quick Paper Baler Co. Nashville, Mich. MICHIGAN Sad TELL DRY GO we 9) wy) Gud el 4 Stisyy, ODS, S reper (C40 U4 AV La XH News, Gossip and Fashion Hints from Trade Papers. The importations of knit under- wear have for years been steadily de- creasing. The introduction and wide acceptance of union suits, which have out by been ‘so satisfactorily turned the American manufacturers, been a large factor in this shrinkage | of imports. Even the genuine Swiss (ribbed) underwear, which held its own, has been steadily giving so long way to the demand for union suits, | which is met by home production. It is to be noted that, to a large extent, domestic manufacturers are turning out lines which equal and frequently | excel the same class of Swiss goods which hitherto have been imported largely. Some _ exceptionally values are now being offered ribbed “hodies,”’ the sheer white lisles and also in the mercerized goods, which can be retailed at 50 with a good margin of profit. general and usually well-founded cry against the high cost of living does not apply to merchandise of this char- acter, for better values have not been offered in recent years. good “Swiss” both in women’s cents An item that most retailers should continue to keep in good supply. is children’s white hose, both the long stockings and the half hose. White stockings for children’s wear have been seen extensively in many lead- ing cities throughout the winter and | shoes. | have been worn with black This vogue bids fair not only to con- tinue, but also to increase considera- bly during the next few months. The annual meeting of the National Association of Hosiery and Under wear Manufacturers will be held in Philadelphia the latter part of May. One of the leading topics for dis- cussion will be the curtailment product as a means to getting the market back to something like nor- mal conditions. of From a fashion standpoint silks are in a strong position. They are now being used for street wear, foundation purposes, linings, costumes, wraps and, ir sheer weaves, for over drap- eries. Retailers an in the demand for both popular-price erades and expensive qualities. The introduction of wool-back for tailor made garments for street wear has been instrumental in satin Duchesse, which at the present moment is in excellent request, espe- cially black, for suits and tumes. The position of messalines has been strengthened by the growing report increase satins reviving in cos- have.j in | and | The | es of veiled effects. tion t For, in addt- the retention of silk voiles jand marquisettes for over-draperies, cotton voiles in plain and in fancy | weaves are assured a free movement 'durmg the spring and summer. Veil- ed effects require a satin foundation. Serges hold first place in the dress |goods demand. Navy blue is the most ‘in request and tan follows. White | serges show increased activity as the season advances. Seaside stripes are doing well. Mixtures are in an ex cellent position. Makers-up are fav- oring them and distributors of wool /novelties in dress lengths lexcellent sale of gray and 'tan and white effects. report an white and A notable tendency in’ suits and iskirts is to favor light colors. This is natural for summer wear, but it is /more pronounced this season than for some time past. Suits made of white 'serge or white serge with pin stripes ‘of black have been freely taken in ail sections of the country. Novelty weaves in light gray and black stripes, or light gray mixtures with a pre- 'dominance of the gray, are being fav- lored. In the plain serges, tans and King’s blue are also being asked for, and it looks now as though the public |were trying to get away from the /somber colorings which have been so /marked during the last year or two. While there has been a fair demand ‘for strictly tailored suits this spring, |during the last few weeks there has 'been considerable interest shown |demi-tailored models. A large sailor ‘collar with long revers of fancy silk adds materially to the dressy appear ‘ance of what might otherwise be a plaia suit. The Incroyable revers are ‘also seen on many of the new mod- els. White braid of various iis used to some extent, striped plain satins are particularly desirable trimmings. Black and white stripe effects are very smart at present and lace is also seen on some of the ex- pensive suits. Detachable collars and cuffs of lace or in lingerie effects are used quite freely, and it is expected that they will become more and more popuiar as the season advances. in or The embroidery season thus far has been most satisfactory. Buyers plac- ed generous orders, especially ‘novelties, when buying their spring ,stocks. With the present strong on vogue for embroideries it will require only favorable weather conditions to _make the retail season an exception- ‘ally good one. widths. TRADESMAN The collar that is a strong feature of present styles is known as_ the Charlotte Corday. It i square, round or pointed outline, but the characteristic feature is the very deep back, many of the typical French numbers reaching almost to the waist- may be in line at the back, while the front ends are the ends meeting in a shallow V, or in some cases not coming below the neck line. This is the true type of Corday col- lar. There are, however, many varia- tions that have front ends correspond- ing in size and shape to the back, often taking the form of revers. usually very narrow, One of the latest novelties in mil- linery is a small hat on the Pierrot lines showing a brim formed from a tubular roll of straw, an exact repro- ducticn in miniature of an auto tire. One of the latest novelties in veil- ing and which is unusually attractive, is the rust-colored lace veil. The col- or—a light reddish brown—is decid- edly becoming to many complexions and adds a pretty note of contrast to a black, white, navy, gray, greeu or dark purple hat, while it combines well with most tones of brown or tan. Red is one of the most prominent of all spring millinery colors. All-red hats are seen in goodly numbers, and trimmings of cerise, coral or Ameri- can beauty red in the form of flowers, ribbon or feathers are decidedly pop- ular. Most of the medium and dark- April 19, 1911 Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. : Grand Rapids, Mich. Richardson Garment “LITTLE LADY” Sizes 4 to 8 at $13.50 per doz. ++ Piped and trim- med with embroid- ery insertion and plain chambrays to match. t+ Order a sample dozen of our “Style, Beauty, Quality,” dresses. Co. Richardson Garment Vicksburg, Mich. ge age through, but mostly only on the surface. color can not get out of the cloth. Dirt o Grand Rapids We close af one o’clock on Saturdays a Grand Rapids ae ae te ont All Shades, also Black and White in stock Do not mistake it for the usual poplin. In the first place, common poplins are not ‘‘cravenetted’’ and rain shedding; they are not always dyed through and “Cravenette Poplin’’ is dyed first, Gentle ironing smooths the bright, lustrous surface of ‘‘Cravenette Poplin,’’ leav- ing the soft, rich sheen and luster unchanged. Jobbers, Importers, Manufacturers Dry Goods Co. We are Sole Agents for Western Michigan for | ‘‘Cravenette Poplin’’ #, then sponged and cravenetted so the r grime comes off with very little rubbing. Dry Goods Co. Grand Rapids, Mich. #, April 19, 1911 MICHIGAN TRADESMAN er blues are in strong evidence, with great stress laid upon royal. Empire green is in the popular stage and pur- ple is still high style. Wide satin ribbons in the fashion- able colors—coral, cerise, Helen pink, empire green, royal blue and purple— are in: excellent demand. One prom inent use to which these are put in millinery is in the form of a large butterfly bow at the back of small and medium-sized bonnets and _ tur- bans. These large bows appeared at first on the flower toques and crowns, but the vogue has spread to hats of many other types. In parasols combinations of black and white are a popular choice, and at present they are more favored than ever owing to the strong vogue for those two colors in every department of dress. Striped effects in particular are in good demand. The addition of one of the popular colors—cerise, cor- al, flelen pink, royal blue, empire green or purple—enhances the effec- tiveness and is frequently added in the form of a border of velvet ribbon in varying widths, which is joined to the lower edge of the cover with hem- stitc hing. ——_ +. Spring Gloves. Gloves, as well as neckwear and other accessories, are always a fea- ture of first rank with live merchants durins the Easter season. Here is where price and quality must go hand in hand with style and attractiveness. These goods run into money quick. ly and take up comparatively little space, and, as a large percentage are delivered over the counter, the ship- ping room charges against this de- pattment are about as low as on any. These factors permit closer fig- uring cn profits and allow you to pay a bigger price for your dollar gloves than you ordinarily put into goods retailing at that figure. That is the cornerstone to a live glove business—a dollar price, so long as you give a good dollar's worth, will win more business than any cther price can. The store that conjures with the 79 or the 59 cent article is plainly not the one to imi- tate. True, once a season you can have a sale of your dollar goods at such a price and (when it is bona fide) draw «a big crowd and gain many friends, but the point to make much of the rest of the time is the good style, wear, satisfaction and value in your dollar glove. Always give this leader a distinc- tive name, for that becomes a factor in advertising. Three quarters of the glove-buying women are prepared to give at least a doliar for a decent glove, one willingly accepts the inferior sort, except in the vain hope that she is getting a dollar’s worth under price. Selling a good dollar glove and backing it up with a reasonable guar- antee leads up to the $1.50 and $2 grades, for which there is always a good, broad market to the elect who want something really good, are will- ing and able to pay for it and go and no only where they know that quality and style are stocked. For this class of trade—and most helpful for dollar business—you must have your clerks capable of fitting ov at the counter and doing it as far as possible. You can get more glove satisfaction from your customer by putting the gloves on properly the first time and can save your depart- ment 50 per cent. of the kicks that come really because the customer— leaving, of course, the putting on ci her gloves for the last minute—pulls them on hurriedly, strains them and unfairly your store and stock for what her innocent abuse has really occasioned. Be very patient with kicks, and give the customer a most liberal deal, even when it hurts you, for every custom- er who praises your gloves you, while every one who has a griev- ance uses a hammer, no matter how iittle you are to blame—Dry Goods Econcmist. ———___>>—____—_ Famous Paris Dressmaker. Paul Poiret is one of the famous dressmakers and designers of Paris, ranking with Worth and Callot. ‘\ blames boosts Paris correspondent writes that Poiret is 28 or 30 years old, of me- dium size and fair, with a short, thick, closely cropped beard worn ia what the French call “horseshoe” style. Tt is said that when he finished his militury service, at the age of 21, he began to raise a beard, remarking that he would first build up his face and then build up a business, as he ap- pearcd too young at that time to hope to impress anybody with his ability as a designer. He has mild blue eyes and parts his hair directly in the middle. He is a color artist and, in his ex- travagant admiration for color, some- times wears at his place of business a sack coat of purple silk brocade— and he looks very well in it. He also wears American boots, after the fash- ion of every “smart” man in Paris. Paul Poiret tries always to be se- rious, although he is of a rather smil- ing nature. This gives him an air of afiected dignity, or lack of conceit, which is rather pleasing to see in a man who might pardonably be proud of his work. He has been in business for him self about eight years. He was first a designer for Werth, but, having a rich father, he embarked in business for himself. It is said that Paul Poiret himselr is not a moneymaker, but more of an artist, and that never until he had a business director did he make any amount of money. He preferred to create beautiful things and gave lit tle thought to the practical busines: side. > Modern Appliances and Trade. Probably the average retailer does not fully appreciate the wonderful ef- fect on merchandising which modern equipment of the home has produc- ed. New appliances bring new needs and often new ways of doing things wipe out an entire industry. The effect of efficient heating sys- tems, both in homes and in offices, has doubtless been great in connec- tion with the sale of merchandise. A few years ago a great deal of heavy | woolen underwear was demanded. The quality which all underwear was expected to have was warmth. This is not now so much the case. Calls for heavy underwear are less frequent and many people are using the same weight of underwear the year round. The change has been caused by the more uniform heating of buildings. We want to be com- fortable when indoors as well as when we are outside. The use of electricity in the home has brought a demand for hundreds of appliances which may be easily used with the electrical current. Arti-| cles for the kitchen, the library and the sleeping rooms are made for elec- trical connection and the number of ithese utilities is c ' 1 nratantie TISTANTLY increasing | The merchant who is wide-awake is | giving some attention to electricity land mechanics as well as to cotton- | . j market quotations. The Man Who Kaows Wears ‘‘Miller-Made’”’ Clothes And merchants “who know” sell them. Will send swatches and models or a man will be sent to aty merchant, anywhere. apy time. No obligations. Miller, Watt & Company Fine Clothes for Men Chicago SWATCHES ON REQUEST Warm Days - light weight Wholesale Dry Goods and with it will come the demand for complete lines Ladies’, Gents’ and Chil- dren’s Union Suits and two-piece suits. We have good values at popular prices. NOW is the time to replenish your stock while the lines are still complete. PAUL STEKETEE & SONS We close at one o'clock Saturdays. Are Coming underwear. Weshow Grand Rapids, Mich. ‘*The Crowning Attribute of DRESS ODORLESS BEAUTY! only. At the stores, or sample pair guaranteed. Factory, Red Bank, New Jersey Unseen—Naiad Protects NAIAD Wrinch McLaren & Company, Toronto—Sole Agents for Canada ” Lovely Woman is Cleanliness” SHIELD HYGIENIC SUPREME IN QUALITY! Possesses two important and exclusive features. teriorate with age and fall to powder in the dress—cam be easily and quickly sterilized by immersing in boiling water for a few seconds CLEANLINESS! it dees mot de- on receipt of 25 cents. Every pair The C. E. CONOVER COMPANY Manufacturers 101 Franklin St., New York 24 MICHIGAN TRADESMAN April 19, 1911 | fasten it and then go over it care- » cA ‘ > = 9) fully and note any looseness about ims E = UA YA AY |} | the bust, shoulders, hips, etc. Then % Tos | fold up sufficient thickness of tissue 9 3 | paper and apply it wherever it may Eg z be needed. Do not crumple the paper # = ;as no accurate results can be ob- ( : | tained in that way. When the tissue K lis folded or rolled as it should be, it | makes a light, springy body that has | sufficient resistance to hold the gown Showing Costumes on Forms—The | Gowns Should Be Fitted. When a to buy a gown there are many things | woman goes into a store) that help to determine her choice One of them is price; another is still is &t ike | things do not amount to much. Of| the style; | and another three will and they | thing \t | The other | 1 off th named factors, most women | | they consider one as important as the} to dresses of out without straining it too tigthly. |When all of the padding has been | placed, go over the whole figure and that suits them better. | smooth out carefully all of the wrin- eally remarkable what a big | kles, paying particular attention to shoulders, hips and bust. By sing and pulling, here and there, figure will take on the desired cut and trimming—it sets/ lines required to fill the gown per- fectly. For the arms use lightly crushed tissue paper that just fills the Never let the sleeves hang walk on, looking for some- It is cr lifference proper fitting will make in/ the 1 appearance of a dress. | press he general fit brings out all the little | the snug of e lines as the designer intended | set off. This applies| all kinds—to the cheap-' niceties s . yuld sleeves. Cp m hte +t : 08 be x. ae TOT A Hig PA, Spring window in the Boston store—a striking display of window draperies. other. With the style and price of a| est as well as the most expensive. | empty as it destroys the proportions suit, the decorator has nothing to do| This is a somewhat lengthy preamble, j of the gown. the manufacturer has fixed the one} Ibut I want to impress the importance | All of this may sound _somewhat id the merchant the other. The | of dressing your figures as_ they | complicated, but o reality it = vere | simple matter. The whole thing lies decorater, however, has much to do| should be dressed. | in siving a perfectly smooth appear- with the fit, or rather with the ap- | When I say that there never waS}ance to every part of the figure and parent fit of the gown. Any woman!a ready-made dress that would fit a| eliminating every wrinkle, no matter will tell you that half the attractive-| papier-mache form perfectly without} how small. Dress a figure as I have ness of any gown lies in the fit, and] more or less padding, the statement| described; then dress another form let me add—this applies as much to|is based on a wide experience cover-| with the same kind of dress without the gown when it is shown on a dis-|ing many years. I have yet to find| padding and note the difference. If play form as it does when worn by althe 36 gown that will fit a 36 form|the dress has openwork around the woman. jas it should. And it is not the fault | neck, first put on the tissue paper Standing in front of a window,|of the gown nor of the form—both | pz adding and then cover it with pale Mrs. Average Woman gets her im-| may be made as accurately as can be, | pink (or any other color) sateen and pression of a gown niin the way it|yet there is always the ne -essity of althen put on the dress Dresses that appears on the form. If - fits the} little padding to round out the lines|are shown on forms in the depart- form pe.fectly she imagines that it} properly. There is only one material| ment should be treated in the same would look the same on her. If it} that is entirely satisfactory for pad-| manner as it is as important that they hangs on the form in lumps andj} ding out a form and that is tissue| look as well as those in the cates. wrinkles not one woman out of alpaper. Some decorators use cotton} Even wash dresses, when shown on dozen will happen to think that the! but that is likely to give a lumpy ef-| forms, in the windows or the depart- fault is that of the window dresser|fect and is otherwise objectionable| ment, sho be fi arefully, filli and not that of the maker. In fact,jon account of the lint that ee very few women will take the trouble| itself to everything with which it} In showing lingerie and wash to think anything about the matter—| comes in contact. dresses on full forms without wax the dress does not appeal to them} First, try the gown on the form;| heads, the metal knob on top of the 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 Wilmarth Show Case Co. Show Cases And Store Fixtures Jefferson and Ccttage Grove Avenues Grand Rapids, Mich. G. J. Johnson Cigar Co. s.c.W. El Portana { Evening Press Exemplar j These Be Our Leaders Hart Brand Ganned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products 50 Years the People’s Choice. Sawyer’s CRYSTAL ne For the Laundry. DOUBLE STRENGTH. Sold in Sifting Top Boxes. Sawyer’s Crys- i tal Blue gives a beautiful tint and restores the color to linen, laces and goods that are worn and faded. It goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Bread Street, BOSTON - -MASS. Baste Ue, c ee ns ee There is no risk or speculation in handling | Baker’s Cocoa | and Registered. U.S. Pat. of Chocolate They are staple and the standards of the world for purity and excellence. 52 Highest Awards in Europe and America Walter Baker& Co. Ltd. Established 1780. Dorchester, Mass. ee Ue, April 19, 1911 MICHIGAN TRADESMAN form is altogether unsightly. This|and inex is especially true in pretentious dis- made of plays where there is a decorative ef-|strips m fect, yet the top of the form must be and the finished off in some way. For this|pink or purpose we again find white tissue|soms, Il paper useful. Plain white tissue paper ground is shaped into a cone and placed around the neck of the form. Then a collar is made by pleating paper in} We are not so busy narrow folds and wrapping it around| we imagine. The merchant who is|rest of the destgn with the Srush — tio « the neck over the lower part of the|too busy to write cone. In the front and back are ar-| too busy to be a merchant. The ad-| vived and revised an old met b ranged other strips of pleated tissue vertisement and the mailing list are| using cut-out ceflulor r ; and still others are fitted over the things which every good merchant|which were used by ciothier , shoulders close to the neck. This will some day consider a part of his) years ago It mak 1 serves for all kinds of garments that business. This time is approaching,| price ticket. An arrow ert Ten 7 are cut low in the neck, including| because things have so changed that) inches long has the shoe 5rand prim 2 F gowns, waists, lingerie, etc. Card-|the merchant who sits idly in hisjed on its broa ‘4 : - ther board cones have sometimes been| store waiting for customers is being| about three-quarter n g used to finish off.the tops of the| forced out of busi ough more| show in cut-out ‘ stands but they do not give a good ge ain and aggressive competi-|stems of jqur effect compared with tissue paper. tion. Advertising is of greater event-|ter. [+ fs Dan T. Tanner. ual importance than counting eggs) celluloid — 72o——— and unloading goods, yet these two \ 2 F r Flower Covered Lattice Effective For| things are necessary and should be! seen im Wy the May Window. | done by an A ne who can best attend! kneeling J In window displays slight conces- | te them. But the merchant who turns! mches high with sioas are usually made in May onj|himself into a day laborer ts not do-| hands held sliqint “ slow moving merchandise. However, | ing the work of a man who is sup-|rather ta a the windows should not speak too | posed to be managing and conducting | their ‘ strongly of the bargain spirit, as the | a business. tact m object of a slight concession on mef-| Agee a merch: a euetsre . chandise of style and quality may wae 2 : Se ” | geads 1 on defeated. A May Festival of Bar ee te . iu oe a if r eright and others tr " gains is a good name for an event 0! | a cues 4 aa : — —— this character. The window and | Pe F i Ss <—~s <> rior should be light and airy, in keep- Cea m > a Ss ing with the name. eo ee eens . ‘that Wt is st teresting The May pole offers a suggestion | profitable part ‘ ices, Sale for a unique and attractive show witl-|5ose a merchant d es ne-ha dow setting and is especially appro- | day cach week 1 a ctising priate for a showing of ribbons. Se-| This gives hit be wade cure a pole of the desired height, cov- | os i tun stock 2 nl “ Steady Sales er it smoothly with cloth or paper and | ine Wl cringe around threegh 1 wind it with ribbon of a contrasting |'sto = shade. Then festoon ribbons to ajitpoy number of dolls placed on the floor to form a circle. Seasonable flowers placed here and there will assist in the decorative effect. about To see a front all alike, that 1s, a one color scheme, is much more ef- fective than using a combination f colors, or having each display made| Som: up of a variety of colors. A larg | penses | front with one window green, ano ther |and th red and still another biue, with a num Esau ber of other colors worked in, is con BS a fusing, to say the least. It is th. opinion of leading window artists that | .-<. backgrounds, scrolls and drapings, a oe neariy as possible, should be of oat. desizn and color, and a general scheme carried throughout every a = play. — é The advantages of using a singl . : color scheme are many Chief among ocean swarmed with these ish. Th WAS rong , P eee were so numerous it appeared to 5+ S é ’ ‘—saneathte ¢ make any i00r ogc h I 230 een - ‘ etors “« the oe eae Fe =z a sry ~= “yrs eg wet ete ov * * or on . ‘ wt e a0 " cr Se with oracticealy 3 the sale z in . ter q xh TT he I yer ts gene gr . . ‘ Ae ee ost mee Tee goes eoneons weer tw ai ail oe e ca 4 4 . . * - em e t ww uve - eabne iat ow weures # question is, vehat are we gz Z —_ —_— — 2 aheont Ww? . 2 J ma » * serottess act ¢ : Tr ne Ci e t seeenutc | #¢h t Sa . “ “ a 3 é > ee © © @ ie se — 4 riat + ahes : eo cca Ts « - ps oe ws eae ~ . “ * c a? ren os - ou * . oxiat tee at + w “ el 2 * om the. Atlantic const Scherman 1 “Purity Patent _ z - : ~ atom fo mech of fhe sericttece of 2 nation at stake and ride o : a : Si guar laws oreservation of t " ‘ 7 Rey whe -ee > sippy rm eT eS at ays - a ome z \ “ ™ it - A a raat ‘ e ae” = comes ¥# ‘ . To he sure there would come n : : - ome Ne " . i comolaints from fishermen and vac . : — ha i ers ‘ rT eort were wen hos * . : arr » yy » ea thie o “ o s “ nei 2 * owe ’ o : . ie a ca > v3 os we" € ’ Se ie aa a . — wr atts — ‘ " hw g - “en ow - ie “- * * - - ~ ’ ee “ - *s de “ “ “ Pagan ome "Thee — ot, x a cmt Bamps Cone & Moree i a . g a es organ BP vemmetas Met wi Qty ub TLOTT Ot wrote tat art ae ll “ [ “2: + z tiph and discourage Sshing thar tend : o a < . * “ - . « - * + eaicet eh sere . 249 eo so # - ; a ’ . TR ACE . : Gk a tee ol Gal aed Cia eee Gitead ; é Fwestr Fas 4 i t z ee Py hie & oF os ~ ~ ory * +2 enn»? ee tre % tTtt Mas $+ @tia r e £ “rt ct > < _* ye a dF vet £ Pn rg ee io BARLOW 220K acine coast > g shine - : . ee a ee a : (et Ragets We 2. ei eo WOLVERDSE PAPER E4LER Cl A AR - gt STRONGEST. 37. (RES +r Yow eee The Whaling Industry Many pec 2st fie sroOpoX 2 —___ Danger in the “Fireless.” Repeated instances are coming to light of fires started in “fireless” cookers as a result of spontaneous combustion. There is no complaint of the vacuum style, the fires originat- ing in those packed with sawdust, ex- celsior or cther insulating material to retain the heat. Spontaneous combus- tion is more apt to occur where the sawdust has been dampened or soak- ed with grease. In one recent case where spontaneous combustion in a “fireless” cooker set fire to a dwell- ing it was believed that the sides of the receptacle sweated and dampen- ed the sawdust, or that the metai disk when dropped to the bottom broke the solder and allowed grease or water to get through into the saw- dust Tt is held by insurance au- thorities that the manufacturers shoui:] do away with all soldered joints in the tin and otherwise safe- guard the devices against spontaneous icombustion. A similar case was re- ported from Illinois concerning a freless cocker which had been in use ior six years. The metal receptacle was separated from its wooden case by en inch and a half of excelsior. A piece of hot soapstone was put into the cooker at 12:30 p. m., together with a piece of pork, and at 4:79 the cooker and adjacent woodwor!: were on fire. ed to be a leak in the receptacle, al- lowing hot air to get into the excel- sior and gradually carbonize it, re- sulting in final Artisan. The cause was suppos- ignition.—Americait —_—__>->____ Attract the Women. The hardware merchant who does not arrange his store to attract wom- en is making a serious mistake, and has but himself to blame if his com- petitors get the trade. In order to get this trade and hold it the store must be clean, the goods must be dusted and arranged on the shelves and counters in good order and dis- play The next important move must be in the window. No matter how smali or large, do not leave a fly- speck in it; then trim it with things the women folks like. If the window is large enough fit it up once in a |while to.represent a full working ikitchen, with a range and all kinds of couking utensils. If possible, get la wax figure of a woman and bor: row the wife’s calico dress, roll up jthe sieeves and everybody in town | will come down to see Mary Jane igetting dinner. Leave this display in : {the window a week and every woman lin the community will see it Fol- low this up with other attractions for the ladies and they will get that buying habit that will encourage the dealer to put forward still better ef- forts in this direction. a The Pursuit of Happiness. What is happiness? Like Rome all roads are presumed to lead to it. It is the ultimate end of ambition. To achieve it men struggle for a lifetime. In the pursuit of it many selfish men are willing to kill, maim, malign and injure their fellows. To some it is a thing far away in the perspective of the future, to others it is just out of reach and always illusive. It has al- ways seemed to us that selfishness blinds many men to such an extent that they do not understand its real nature; they think it is the product of wealth, influence, power or some other thing that might raise them above other men. They do not realize that it can not be made out of such materials as selfishness and pride or that it is not a thie afar off, but that to possess it it must be here and now. In our opinon the entire con- ception of true happiness might be summed up in these words, “Love thy neighbor as thyself.” Happiness does not shine in upon us, it shines within us and out of us. To be happy and make others happy is a creed broad enough to comprise both the law and the gospel—Twin City Commercial Bulletin. __@$>—__ shears; he shuts up when he goes tu work. Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal TRADE WINNERS "Pop Corn Poppers, Peanut Roasters and Combination Machines, Many STYLes. Satisfaction Guaranteed. Send for Catalog. CINGERY MFG. CO.,106-108 E. Pearl St. ,Cincinnati,O, 66 N. Ottawa St. SNAP YOUR FINGERS At the Gas and Electric Trusts and the:r exorbitant charges. Putin an American Lighting System and be independent. Saving in operating expense will vay for system in short time. Nothing so brilliant as these lights and nothing so cheap to run. American Gas Machine Co. 103 Clark St. Albert Lea, Minn. Walter Shankland & Co. Michigan State Agents Grand Rapids, Mich, A good workman is like a pair of Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. THE GIER & DAIL MFG. CO. Steel Shelf Boxes For all Kinds of Goods Hardware, Groceries Drugs They take up 20 per cent. less shelf room. Never shrink or swell: strong and durable. Rat and mouse proof. Cheap enough for any store. LANSING, MICHIGAN CLARK-WEAVER CO. WHOLESALE HARDWARE GRAND RAPIDS, MICHIGAN We ALWAYS Ship Goods Same Day Order is Received 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware ot 31-33-35-37 Louis St. Grand Rapids, Mich. case ~ April 19, 19i! MICHIGAN TRADESMAS ee Spring Sales of Paint. . 3 “ # Ss SF cama ie oe ont: “ . a " Pittsberg, stated that lamber ‘ The Time Ts Choe vton on : ed oe The spring painting rash is * mg a gteat deal of resem, <4) oF put - : or very soon will be in all parts maturaily c ma he partite the country. A good s always ithe same manner that a3 fee tom encouraging and st man up teitemary t nt t - keeping things moving. Paint deale which wer . should take a drive around their ter y he Zw : fog ritory, sizing up buildings w r tigat freaking ¢ ' in need of paint. Then get 1 standar cra, f ‘ the property owner and talk your gt i ¢ goods to him, showing the virtues he « re tther the article you have to sell and the pr m must be met showing the prospect how he wi gent t f not only improve the appe ng coat i . his property but will at the san In paintin< - : time enhance its value by applying ft exat 4 . protective and decorative crat 70 per ce cis paint. at af tie a. . Shew him that the use of gooi}t se ne pint paint is really an investment as it | gallon paint rea . serves not only to protect and im-|img the amount of turper prove the appearance of a building, | ¢xtent ra ’ but also puts off for the longest p turpenti ni eat : sible time the heavy labor expense resin mm the w t and t repaiating; that the price of the pain: |foundation uf , , is most important but that it does | s#>seque r ; , , net represent economy in favor of the |" § dt : a? lower store priced article nd sol F . ' “ You can forcefully show this es ' the iollowing example: Suppose Fhe ee segs paint costs 25 cents less per gall — - eT than the high grade article you — — woe , selling and the prospect will require [tHe different we ten gallons for his work—it wou : ren ' — , , mean that the buyer apparently w 4 _ ’ A ' ' make a saving of $2.50 on his pur-|- wae . chase. But the superiority of your} *°" * eg goods will more than make up for | : ' sap : , this mere difference of the store price |“ : : | : per gallon, as should the prospect} * way ne ey a purchase your goods he would requir- |. E : ' , fewer gallons and so more than m — up for this slight difference in the} eee ac _ vn store price per gallon. Furthermore, | iat oo — the quality of your paint will make}. ~ a ee another and far great t ae ly ' will last years long : oe : i the short price is short in quality, eS : it 1s short lived. ee oe ee : : The cost of painting is 30 per : ste : : nee HN for material and 70 per cent. for wg : : is bor, so the man who is ZZ ' p that $2.50 store price saving Not r , to pay far more in the pri instinet siete : painting per year because he wi properly plan , dupliczte this heavy 70 per " expense as well as the Ost t pt ' paint years sooner thar Fase ¢ should he use the high grade t ' This is an argument wht everyone in a very sensiti eo the pocketbook—and if you w r ' the time to explain it wat surprised at the increase in ’ and profits your paint depart , — show. lerks beher ———_—--~+>-o--_—_——__—_ 4 ? t f f The Painting Problem. rust Methods of using lumber for build | knows ¢ : . ing have been based largely on the! ' customs prevalent v hite pin Zs if was about the only v emp ol t r The practice has been to treat all Ther kinds of pine and other woods in much r net ng r the same fashion as white pine was f treated. That the most satisfactory tere . Z results have not been secured is not r r ” because of criticism of the method | bringine t ; fl but because of the material. This| styles and it st e iB - oe wow - attitude has been evinced by all who! more expensive ave trxtar ’ , have to do with building material, appeal to the cyeras the other + from the manufacturer to the painter ——_»-+- In a recent thoughtful considera It is difficalt to kees f ; tion of “Modern Lumber as a sige lem for the Painter,” John Dewar, of +s ven tee wet Business Men's Paper Press Cs Wevland, Wich. 30 MICHIGAN TRADESMAN : 7 5 3 April 19, 1911 : OLD THINGS HAVE PASSED. Old Timer Takes a Gloomy View of Present and Future. Written for the “Do you know,” said the school- master, addressing his friend, Stiri- ing, road man for the Calcraft Furni ture Company, “it is time, and high time at that, for people to begin cut- ting corners, settling down to the in- evitable hard times that are coming in the immediate future?” Tradesman. “What do you mean by that, Tom? I thought you there as jolly an old opti- i the What has gone wrong now?” mist as Was in country. just now, Frank; it has been going wrong for the past three years and more. I do not dare to say a great deal any more than did my friend, Jones, the other day when | asked him what he thought of the reciprocity treaty with Canada.” “Nothing “Old Nick Jones, the out and out standpatter?” The traveling man removed his ct- gar to laugh and snuff the ash from his Everybody knew the man whose protective tariff belief weed. Jones, was A number one and a yard wide, who had denounced even the Payne- Aldrick bill as too lenient toward im- porters. “Tte’s the man. I hadn't seen him for several months until the other day he drove up to my house, he and his wife, for a short visit. Not having seen him since our good Re- publican President has seen fit to an- nounce the necessity for change of products with our Cana- dian neighbors, I expected something herce from him on the subject—I did not get it, however.” “Nor” “No. I ing that I had been surprised to see a protective tariff Republican President call a Demiocratic Congress into ex- traordinary session for the sole pur- pose of enacting a free trade bill. Us- ually Jones free ex- began by mildly suggest- would have snorted; would, in fact, have gashed the at- mosphere with fierce denunciation. Imagine my surprise, then, when Jones hummed and hawed a little and raised a newspaper to hide his blush- es while he remarked that ‘there is a difference of opinion about such things.’ ” “There is, of course, but standpat- ter Jones, admitting this where free trade and a protective tariff are con- cerned, quite took me down.” “And no wonder, Jones must be ott teed.” "On the it was because Jones was on his feed that he had lost so suddenly all interest in the tariff. Mrs. Jones plucked at my sleeve and whispered, reminding me of the fact that her husband had been recently appointed to the remunera- tive position of rural mail carrier, consequently had no longer any opin- his contrary, ions where politics were concerned.” “Well, well!” exclaimed the drum- mer, “I wouldn't have believed that so rank a partisan as old Nick Jones would conscience for a petty office under the Government.” “He’s like a lot of others, even muzzle his United States senators,” chuckled the schoolmaster. “Do you know, I am tired of all this rush and hustle for the loaves and fishes. Men high up in public life choke themselves into silence in the face of gigantic wrongs, iearing to say anything for fear of offending somebody. Men who are willing to go any-length to please or appease public clamor are, in my opinion, unfit for public office. I have noticed for a long time that the trend in the business world is to- ward lower prices. No doubt this fact has not escaped you, Frank?” it Prices have been too high, you can’t deny that.” “IT could do it with a clear con- science, but 1 am not at present go- ing to argue the point. Forty years ago prices ruled much higher, with wages even less than now, still the country prespered. I won’t argue that point either. What strikes me as fun- hasn't. ny—I can’t think of a better word to express it—is the universal de- mand for lower prices even while the wage earner is demanding a raise in the price of what he has to sell. “IT am not finding fault with the wage carner. He is. very seldoin over paid; but at one thing I do mar- vel, that men should demand lower prices in farm products—you see, I am a farmer now, while at the same time demanding a raise in the price of their own raw material. One hand must wash the other. The tendency for several months, if not years, has been downward. Once in so many years an era of flush times takes a turn for the worse and we have a spell of low prices, little work and hard times. “Now what is the cause of all this, think you?” “Why, the cause would be hard to find—” “] do not agree with you there. The cause of the decline in prosperity is wholly due to—” “\Well, to what?” as the old school- master hesitated. Old Tom laughed. “That would be telling,” said he. “I might precipitate a riet if I should tell the truth; I’m not going to do it. Anybody who has lived as long as I have has learn- ed something from experience; I am, however, an old head, no longer use- ful in the political field; younger men are in the saddle; the newer, pro- gressive ideas are dominant; we old chaps have only to sit back and let ‘em run things.” “That is rank pessimism.” “\Whatever it is it is true. A great wave of reform is sweeping over this country, a wave that like a prairie fire is sweeping all before it; that fire can’t be stayed until every bulwark ot old stability is swept away. Strikes, lockouts and labor wars are pending, after which the deluge.” “Well, well, Tom, you to croak before.” “Nor am I croaking now. You are young, have a family, a good job and are floating on a fairly high tide of prosperity, but—” Again old Tom lence. “Well?” persisted the drummer. I never knew lapsed into si- economize. the air that no “Now is the time to There are rumblings in There be I hardly will be, but, and mark this prophecy, foretell danger. may sudden crash; think there the next half dozen years are going to be lean ones so far as business is Cut corners patronize the savings bank; lay aside concerned. your now; something for the rainy days that are surely coming; they are already here —the beginning of a lean and fallow era, | mean, and for it all the Amer- ican people are to blame. This is a people’s government, run by the peo- ple, for the people. When the lean and hungry come; when we have silent forges, chim- years smokeless neys, and when marketless wares rot in sturehouses, the cry of the hungry, ragged masses will go up in denun- ciation of the Government and _ its policies. That cry will come too late; the very ones who utter it are the guilty promoters of the distress which prevails.” And now old Tom’s listener laugh- ed a cynical, scornful, derisive laugh. “Why, Tom, you are a regular old grouch,’ said he, starting up in dis- gust. in the country are predicting better “Why, the best, brainiest men times than we ever had in the imme- diate future.” “Perhaps they are, perhaps _ so, Frank,” returned the schoolmaster “but still an old back number like myself wishes to sound a warning. | note that some of the wage earners are about to go on a strike. It wil! be a sad day for some of them; I am sorry to see it; sorry am I to note the trend of events which, so sure as the sun shines, is to lead the Ameri- can people into the shadow of lean. uniruitful years. Again, be warned in time, Frank; be prudent, cut ex- penses and save something for the lean, hard years that are to come.” The old schoolmaster got up and walked down to where his one-horse He in and away. who _ had heard his doleful predictions laughed heartily. “Cld Tom is disgruntled,” chuckled one of the younger men. “He can’t see as we progressives do that the old order of. things has passed forever.” / Old Timer. ‘ clambered Several rig stood. drove —_ 2. The easy job is the one which does not require a full and vigorous use of all the powers. That means loss, de- cay, failure and a penalty to pay soon- er or later. In nature and in business it is grow or die. VFELTEUCPEUEUOPUIOUCTELULLL = Our specialty is Awnings for Stores and Residences. We make common pull-up, chain and cog-gear roller awnings. Tents, Horse. Wagon, Machine and Stack Covers. Catalogue on application. CHAS. A. COYE, INC. Pearl St. Grand Rapids, Mich. at 11 SAILS & RIGGING ling AWNINGS TENTS fy FLAGS & COVERS/ Bycs Cog Gear Roller Awnings Are up to date. ~~ Send,for catalog. Get our prices and samples for store and house awnings. The J. C. Goss Co., Detroit Mich. You Can “Sunbeam” Brand Goods are Trunks, Suit Cases and Bags But you must have the right line to do it. why you should not be without them. Our ads in the farm papers are continually busy tell- ing your customers all about them. They satisfy your trade because they are “Sunbeam” Brand Goods, the goods at the “right” price. Catalog sent on request. Sell More Best Quality Goods. That's Why not decide now? Send us your sample order and get ready for the coming season. WE HELP YOU SELL THEM Brown & Sehler Co. $ q 2 z $ 3 2 Grand Rapids, Mich. aif pend: ‘aos. April 19, 1911 MICHIGAN TRADESMAR 3: AFTER THE DAY’S WORK. | i i Credit To Advertising. “Suppose,” said the Wise Man, “i| received an enquiry through my ad-! vertisement in a certain magazine. | My salesman called—could not make | a sale—he left, and the enquiry grew | cold. A year after, a new salesman} called on the man who had enquired | and got an order. Should the maga zine get any credit?” That is often a question, but it} of should not last long. Does a father ever surrender his | t abroad, or his life is saved by a doc tor? parenthood because his boy goe<|'™ ' The publication that introduces the |” « ‘ 5 Prospective Buyer to you does its whole duty in that simple act. Its hall-mark is indelibly stamped on that prospect forevermore. We split hairs—quarrel over dis tinctions raised to the Nth power invisibility. Why should we forever strive and scheme and plan and twist and turn to find if we can not give the credit to something else than ad vertising? Inexperienced salesmen often think it takes something of the credit away from them when they admit that ad vertising has done a part of the work of selling. Put such men on a commis3ion in territories where you do no adver tising—or stop it in their territories for a season or two—one generally suffices. How the tune changes! This method is rarely possible, be- cause “it pours out the baby with the bath.” If some salesmen would grasp the great but simple truth that the selling energy of printer’s ink is open ing the doors of private offices—tak- ing down the blinds closed minds—creating an atmosphere of friendly interest to welcome _ their coming, they would be the greatest from boosters for advertising in the busi- ness world. Salesmanship and advertising are teammates, for the one is but the written expression of the other. The publicaton is the medium. Test it. Does it go to the kind of people you must depend on for Does it go to enough of them? li the publication meets those tests, suc- cess depends on what you make th- medium say. If you make the story your story the effect is accomplished business? Some of these tests should be ap- plied before you advertise—the re- mainder depends on how you use them. Give advertising the credit for do- ing that work which no concern can afford to pay enough salesmen to ac- complish. E. St. Elmo Lewis, Advertising Manager Burroughs Adding Machine Co See ee To Increase Profits. In an address on “profitmaking” Joh: T. Templeton, of the Buck’s Stove and Range Company, before the Missouri Retail Hardware Associa- tion, said in part: “One reason why some stores do not make as much profit as they pin seniensananenini —_— wo a canine ” scan m wal . -* . oon ‘ Sherald ts ; - Meat Maree: Boone coepeg running fs apactty n talking « The mayoch “ee merchants ‘ te ‘ ' Mate £rT mit to me that the s? 3 micvre a ot . - — “ “ Kile tne *} e + i ” - Fae it i o ® at ra - penses The fr ‘ x - “ do nct rar boss Tt P r ee ning nur otto ° ® = * “ o chiner ng + — “ : + tre tere ¢ $ ‘a ot + * oy s : : ‘ laa : sl4 orefer to ha . " n hi a wt asl “ laokine 4 “oT & f \ o ~ t onion 4 ey z net or =“ t, ¢ ~ tne } r € Z Z is ~. a work th-~- ToTce I hel —_ _ ? € ? proprietors’ s f manager P e€ spent or ad Tis struct Z + r +t en he ¢ 1¢ Tr? o> time nd tetit a ee “ ee . of this kind w gr , lar ther er Z : 5 7? ~—-—_- 2m rwer ne : f the ar r yi ? The w acne profit on increased t r 7 ~# oy “ * f +} per 2 4 ' Tens proportic ic “Ce teat - anv trsine ~ py Ol etl venture ft gay that 2 wage fr r pa DeT i st ikea ‘ 5s @ * oe =e s “ “ t - * 4" z we Comme #0 aw ¢ ’ la cial —_—— “ of you came from the same flap. No possidte ance e : + t i ¢ £ ___ Those Who Hang Back. ‘Tf salespeople only would keet Sy . busy during working hours,” said th head, “there would much Jess kicking about department A man on the inside in such matters has estimated that the aver 1 velope. age clerk is ‘on her job’ just about |*° two-thirds of her time. What comes of the other third which als belongs to her employer? ‘eae “The clerk who is willing to work|]*, _ three-thirds of her time will it makes a difference in that all portant feature of Saturday nig pay envelope. There is not the least danger of her being overlooked eith er, for a record is kept of « The chief goes over the sale- sales. slips and anyone who is entitled to a raise gets it on the basis of the they have done. as quickly as circumstances | “We find our new want slips of a} gocd meni. deal of service in the depart One is placed in the back of each hook and when anything 1s ask- ed for which we do not have in stock the salesgirl makes a note of it oa the blank already prepared. It is more convenient for them than the oid way of keeping a want book which was never in place when “Miss Blank (turning to the nearest clerk) let me see your book a min- ute. I'd like you to see our want wanted slips. Why, (turning the @aves) there (Ik mw sey yuttic ins ary + ai y : t “ iia : , san : é : ; ' ’ ® mae ase “fr — * Me one Vh » t - fF Wasa ¢ Trice Gramé Rapids Eiectrotype Co. , | | eos te gent Fares Whos : ' ae £ - - + - a r - “bite ~ 2 * e ° - - = : shen , eo ae a, - a : = : 3 : a ' Maeng of Gost Salesme —-- ‘ ust 2s cood _awnitaeniancaamsenatti natin isanincsaniinnens Tanglefoot hem as though they were - The Orizinail Fiw Paper adedl ele ahitecte of cuvinat i aa raic ‘ 2 r Fane r f ‘ he ~~ 2 jewel i‘ er “ cin o te <1 eh t ‘ ac show 2 n+ . ) = ne ~ TY Do y¥ realiz Z en . Ty ¢ . ok + ently 2 ey 22 R=, | , | Bor 9 siete ial i he yk r t - a - P ,;otner 1s pract } ry scale werk | When jy ake c . a oes 2 plam fare to if I F i j [t $ mor ‘ woUr interest + 5a : : etta ‘2 *gge3r “2 W minutes ¢ ar! z r r ; roe = WS minutes lat Al men Cus S$ ith no hair limes to count Do not a customer Lady Ma t proper ter r say “Gents’ ¢ “ M 2 Do not allow dirt or disorder reitt = ~ i i sad toe - ~, your stock. Keep store a5 a Z housekeeper would kee co y » Angidile Computing Scale Company 110 Franklin Se. —_——_-.—___ The Power of Interest. Do you know what it mean: Elkhart. Ind really interested in a MICHIGAN TRADESMAN April 19, 1911 KNOW YOUR CUSTOMER. The Personal Element Will Help in Selling Goods. Written for the Tradesman. “T had a striking experience the other day while in the city.” It was old Tom Tanner, the school- master, who spoke, his listener being Jeff Holcomb, meat and lard expert for a Western house. “Yes?” half assented the drummer, lighting a fresh cigar. “It reminded tre very forcibly of the difference tetween good and bad business methods. T have a friend living north of the Straits who is in business and doing well. He has giv- en me some pointers on the how and wherefore of business ethics that ! have not forgotten. One of his meth- ods is to study your customer.” “Yes, of course. Every man of any sense does that.” “Now, IT can't say that T quite sub scribe to that,” returned Tom. “You see, no two merchants do business exactly alike, and yet both may suc- ceed. This thought puts me on to what I had in mind to say, Mr. Hol- comb. T was in town the other dav and made it a point to study the store windows—the_ clothiers’ win- dows more particularly.” “Exactly. Going to replenish your wardrobe, no doubt. Wanted a first class tailor—* “Not so,” and old Tom laughed “The hand-me-downs of to-day are every bit as good as tailor made suits of thirty years ago, consequently | business have patronized the ready mades of late. and T usually get what I want.” “So? Well?” “T studied the store windows for some time before ! ventured inside YT am of a form somewhat hard to fit. Most of the displays were too high priced for m: Finally T selected one where some very nob- by looking garments were exhibited at what seemed to me a very reason able price. I went in and stated my wants to the proprietor. “Sure, he had the wanted. purse. very goods | He did pick me out some- thing that quite struck my fancy. I tried this: until it came to the trousers: wouldnt &t. The everything was all right these fellow was most profuse in his protestations, assuring me he could alter the goods so that they would 4t to perfection. “One glance assured me this coul? not be done. We looked over his stock; nothing else quite suited me. Since T had plenty of time I decided to look elsewhere. Do you know, | had a hard time cetiing away from that merchant. He seemed determin ed to sell, would take no refusal, even brought forward a clerk to lie for him about gocd~ until I became dis- gusted, tearmg mvyseli away.” “Rather after the eld way of do- ing.” and the drummer chuckled. “T thought so tiyself. I remem- ber in my boyhood days clothing merchants, some of them, even invad- ed the street, pulling unwilling cus- tomers across thcir thresholds. This rian was of that kind. a remnant of the dark ages. His actions so dis- gusted me that I would not have bought then, even if he had been able to produce what I reeded. I thought too, of what my Northern friend had said about knowing your customer. The merchant in question certainly did not know his customer when he sized me up. “The next ster: I visited was one of the largest :n the city. Here J felt sure of finding just what I wanted. There were several clerks on semi-detached duty, so to speak— that is, there were several rather list less young men in different parts of the room, doing nothing in particular. IT went about throuch the aisles look- ing at different soris of goods. |! did not find just what T was looking for. “T halted several t.mes, casting ap- pealing glances at the various senti- nels on duty: not one ventured to come forward, not one gave me more than a passing glance. Had that been the only clothing store in town it is possible that I should have run down one of those clerks and in- sisted on his selling me a suit of clothes. As it was I walked slowly down the length of the building, marched out, seeking other pastures green. “You were having a funny time all the same,” grinned the lard man. “T took it that way myself.” “Did you finally succeed in land- ing something?” “T went on to a less pretentious store, struck the right man, the frel- low who knew his tried to please him. customer and He was gentle- manly without being patronizing or obsequious. It did not take us ten minutes to strike a hargain—” what you wanted = and “You got went on your way rejoicing?” “That I did. To know your cus tomer is half the battle. My North- ern friend was right. It is always right to be uniformly courteous, but you can not treat every customer ex- actly the same. A mechanical smile that never comes off is not what it is cracked up to be; it sometimes be- comes an idiotic grin that would, while pleasing some, drive others to the street and to the store of your rival.” “T had never thought of it in that way,” thoughtfully drummer. remarked the “T had some other store experienc. es that dav which convinced me that there is a vast difference in methods. store I was compelled to visit three department stores in order to ind a small ten cent toy for a child. In two of these IT was treated in that mechanical manner that justice to a wooden would = do Indian. [ ac- cepted it all in good part of course. “IT found on the fourth floor of the third house visited the toy I sought. I want to say right here that at this house I was treated in a way to warm one’s. heart. There was a friendliness with every clerk met, a sort of glad to see you feeling that pervaded the very atmosphere which was entirely lacking in the other two stores. It does an old chap gvood to trade with such. I want to say right here that itepays to cast the genial, friendly glow about people who call to trade; it gets them and warms the cockles of their hearts. “T am glad to say that the house with the glad hand is the biggest, most prosperous concern in the city. Long may it live to gladden the heart of every customer, be he or she great or small, rich or poor!” Old Timer. ——_o-+-e Merchant Should Keep Promises To Employes. It is considered poor ethics for a business man to break promises to his customers because of the usual aftermath of “no orders from thai quarter,” but he often does so with- out compunction to those under his thumb. The boss who breaks promises ot agreements with his employes is us- ually force, although he may not be aware of the storm of opinion going on under cov- er because he has slipped from. vir- tue or violated the common code of honor and righteousness. But by and by the effect of such opinon peeps out in the general attitude of his help, who think that if the boss can slip it can not be so bad to do like- wise. It has become a habit, or one might almost say, a part of business policy, for thoughtless and_ short- sighted bosses to make grand prom- ises to new. candidates. promises which they know can not be kept. Tt is always the “good chance for ad- vancement,” the “raise after so and so long,” despised by all his the “easy hours,” and so on, when he wants to hire the best help for the least wages. He will dangle most any kind of a lure when he wants superfine and competent service during some important rush The courteous “I’m only another wedge of disgust to the hopeful one who is laid off when it was most necessary to keep on. sorry” is “Well, you know, business is busi- ness,” one old war horse of an un- scrupulous manager replied scored on this subject. “I’ve got to obey the super, and the super has to ohey the President, and so on, yon know. We always bow to good busi- wher ness principle, but we can not be mere wishy washy supersensitive sentimen- talists when it comes to hiring a two weeks typist.” This is the common attitude of business men—still some know that in the long run it hurts the firm to make promises that have no founda- tion. By and by it acquires a repu tation for shady methods, and _ per- sons who look for permanent posi- tions with a “white” company usua! ly keep shy of it. By and by it is only the element that works for pin money or a few extra primps for the next dancing fete that is attracted to such places. Again, managers sometimes make the mistake of promising a raise to an older employe at the end of so and so, if the work is thus and thus. Now with some persons this extra incentive may work wonders, but since an employe’s and employer’s es cere eee TF TE I a standards of efficiency do not always tally, the average sort might indulge in expectations unwarranted without putting forth those extra efforts which the boss expects. Then, of course, the sudden thud of disap- pointment affects their appetite for work. It is far better to establish the custom of “raising” or “springing a surprise,” for special merit or effort, and there is nothing to disturb the hopeful one’s equilibrium except for the good of all concerned. It has often been observed in of- fices that when an employe is out- raged by broken promises all his fel- low workers side with him. They take a depressing view of the chanc- es of promotion and the work spirit suffers in consequence. —_————__.-—- - Rush Is On For Alaska. Sailings of Alaska steamships, witi the opening of the Northern season this year, recall the old days of the Klondike stampede. Every boat that sails is loaded to the guards with heavy freight, lumber and machinery, while the decks are crowded with the unusual passenger travel. last year, for example, the Alaska vessels came and departed without excitement or stir, in a most perfunctory manner. No one was interested. But this year the story is different. The old enthu- siastn has revived. Some of the North- erm vcyagers are taking stamp mills to the new quartz discoveries along the coast, others are rushing into the Iditarod before the trails break, or cross to Fairbanks, still others are going to open the oil fields and pre- pare fcr the first commercial ship- ments, and the prospective opening of the coal fields is stimulating an other element of travelers. When the steamship Admiral Samp- son sailed for Central Alaska—Kata! la, Cordova and Veldez—a week ago. a score of men accompanied a ship ment of 100 tons of steel, and will endeavor to perform the feat of erect- ing a tank of 30,000 barrels capacity. 86 fect in diameter, 30 feet high an: weighing 80 tons, in the twenty days. space of Mest of these men are experienced oil tank builders from California, for the cil tank industry has not yet been developed in Washington. As soon as the big tank is completed work wiil be started on two smaller tanks to stand at the wells, and be connected with the larger reservoir by miles of steel pipe line. eight This one pipe line, with two pumps along its route, will deliver about 1,500 barrels of oil per Gay, and to increase the capacity anoiker pipe line is to be laid par- alle! to it. Tiris development in the oil terri- tory, with actual shiploads of oil in prospect as early as May, is attract- ing zttention all through the country. The bigh percentage of valuable in- grelients in the Katalla product makes it one of the richest crude pe- troleums known. It is two-thirds gas- oline and kerosene.—Seattle Trade Register. —___-s——_ Many men owe the grandeur of their lives to their tremendous dif- ficulties. | ew ee permis se — = April 19, 1911 MICHIGAN TRADESMAN 7 es “Beating the Road.” trainman, when he learned of the lin my shoes, too, who have been view- | concern Why is it that thousands of people | strategy, “is the fact that I sent four |ing the matter im the same Geftt that dicey fh of all classes like to beat the rail-|or five telegrams trying to trace a hat r es <2 > road? This is a question which rail-|that was in the train all of the time pe test on . road officials have long struggled| A scheme that works well on 2 nt : wrong / Goa a with. An attache of the passenger | crowded train and also requires two |the railr 3 moe department of a Western railroad operatives, comes to . rh In the f 5 2 Zz “s says that it has almost reached 4] Wabash trainman: annual passes was “orm or ' mania, and men of means, well-to-do| Ty4 men boarded a train with one |tice it was nothing wnusua c farmers, storekeepers and profession-|j:-:e¢ Mr. C. bit off one coracr sass owner to d or x s al men, known for their honesty in it, kept the piece and handed th-| With numerous frien ” business dealings, will resort to many }ticget to Mr. D. Mr. C. seated him_| tions of every pass ’ tricks and untruths to deprive the | .,4¢ is thc etader of the o46 aad tien 1 on , es railroads of what is honestly theirs. [ine train auditor had almost reached | sented by other than ‘ Some of the schemes devised are|him, went forward, passing the con-| it ws ins elaborate, while others are absurdly |ductor. While he was gone Mr. D A Missouri Paci simple. Sometimes they work and|handed in the ticket ot a hai|days ago laughingly re tor sometimes they do not. Generally |check. Presently the ictor ap-| which makes 2 p cr r the lai they do, for in spite of the great] proached Mr. C. and for 2 crue > . system formed by the railroads toj|ticket. Mr. C. feigned surprise and in- | the quick thinking tor perfect their interests, the public is|sisted that he had already given in A man boarded - ad or usually given the benefit of the doubt. | the ticket. sented an : Perhaps the oldest game of the mar “By George!” he laughed, good-n - who seeks a free ride is that of the |uredly, “it is a good tl hat | hag F mor es n . man who boards the train and ten-|pened to put that ticket in my mont! is th ir ram rot ders for the payment of cash fare a|else I would have been forced to that the cards 7 ferent “a £100 bill. Usually a conductor is un-|two fares. I bit off the corner, as 2| from that written the | e . able to get’the change, he is not al-|fellow thoughtlessly will, and here it| once suspect the senger 2 Iewed to eject the passenger because |is under my tongue now.” as cr r : he has volunteered to pay, and the| He produced the piece, which, whe merit man gets his ride free, says the St. | fitted to the ticket, sustained his cor cu eaocemt per . Louis Globe Democrat. This is not|tention. The conductor was satisfed = so general a practice, for the reason |laughed at the apparent humor of th He went out of the car and though that a small per cent. of the public |situation and gave him a hat check. /it over. Finally he ¢ tap . carry $100 bills. Then, too, the game} Both men had a ride on one ticket! He wrote ont 2 “dur ‘gran i has been hit rather hard by a ruling|and they laughed in glee at having|and addressed it m : enforced two years ago, to the effect |“heaten the railroad.” seen on the card z that no passenger should board a A railroad official tells of an inci- | ed €7 . train without first purchasing a ticket.| dent that illustrates the public’s atti. him throws e car ¢ zy out the aia A conductor who was several times | tude toward the railroad: name the victim of one of these fellows He was a passenger on a train an zer : realized that he was being deliber- | was seated in the Pullman heside a.im Fis seat at tr < wncon . ately imposed upon, so he secured| prosperous country merchant. The | cerned. | + $100 in change and waited. Within] passenger carefully counted over his | accid : ren a few days the man boarded the train.|money several times, figur ti sm : r and, as usual, tendered the well-worn] proper price of the ticket which he |™an r c tor hill. The conductor quietly pulled out | had purchase an chuckled with jlast h ver endure the change, but deducted all of the | self-satisfacti stram gr Slang past free rides, of which he had kept “Vm a Ir chap.” he confid to | Wher c v2 an accurate account. The passenger! the railroad official. not wing, of|* r vig became enraged, of course, but the|course, his business. “The price of ‘Joh ~~ wa : a of sm auditor bluffed it through, and _ leit | that ticket was $6.30. I ga anot man er the man sadder but much wiser. agent a $10 bill, and he tron the F : c more Another trick, seldom resorted to,j}and gave me back the cific Raifr ZrayQ and also spoiled by the 1908 ruling |would have been due me if I had giv | you to surrender your pass to n a 1gers with regard to the purchase of tick- |en him a $20 bill. I surely beat the | pay your fare at the regular r rt ets, is much more complicated, and {railroad that time.” Frank B—. Con r 27 requires the aid of a confederate. The official, who is connected with Th songer 2 > 22 i Mr. A. boarded the train and paid|the Chicago and lton, n | Message, but t t . ’ cash fare to the terminal. His con-|shed a little light on the subject cf} He paid his fare without 2 murmur federaite, Mr. B., also boarded the|beating the railroads, which cause: on. 2 Gane train, but tendered as fare a ticket to|the merchant’s rather elastic con- ia ee a point only twenty-five miles up the | science to contract with a jerk i. " : line. As soon as the train auditor| -My dear sir.” said the rail int. | " : : had made the first collection of fares | “you have not beaten the railroad cal 4a . i . : ; : “a , Mr. A, who had received a cash fare |of a single cent. That ticket agent 7 : : receipt as well as a hat check, open-|is working or a salary of exactly $63 S : s ed his grip, put his hat inside and|per month. Your business, I toad n handed the hat check to Mr. B. Then | judge, nets you many times =e ' : he raised the window and when the |amonnt. That salaried ticket selle € Sacr rim : conductor passed through the trait | responsible for every ticket intrus T ' ’ . : again, unfolded a tale of woe, telling |to his care and has to pay face ndship can cor _ how his hat had blown out of the |for each and everv one that he sells. | 'OS¢S e respect t i window. The auditor, who was 4] You have not eaten the railroad, but Sooner or later an n ° c : sympathetic person and human after| perhaps deprived his wife (I happen business imtegrity w tecte : all, wired back over the line, asking ]|to know that he is married) of 21 : section gangs to look for and return | dress that she was figuring on.” ona the hat which was never lost. Mr.| The traveler lost all of his sati 4 B. had a hat check and was passed |tion and quietly handed out the by without question. The trick be |cess change that he had rece . came known through a man who wit- nessed its operation and who after- ward told the conductor. “What makes me mad,” said the through the ticket agent’s mistake. “Here,” he said, “hand this back the boy. I am ashamed, too. | remy om < m ct et great city form a © 2fi knew that before. I know a lot of men|the business of 2 ! clean im MICHIGAN TRADESMAN April 19, 1911 \ y i et © apo) ° vvV DIL IIS) Y, (qc PL yy Pa seul \\\ ) ~ y Mun WF; / = + Fashion. The trade is beginning to realize that perhaps boots of extreme height, such as are being shown for fall and winter, will not take as well as was expected. The latest opinion is that anything above seven inches is out of the class of staple goods and suit able only for special wear, and shoula be classed as extreme. The popularity of the button boot, probably, has been responsible for this feeling about extreme tops, be- cause of the difficulties of adjustment in heights over six inches. Even in boots of moderate height, such as seven inches and under, the lace type is becoming more popular. It must be stated, however, that the slant-top effects have been the salvation of the high-top boots. Without this cut the reasonably good fitting of high- top boots would have been impossi- ble. it Materials for boots for fall and winter still show a large proportion of fabrics. There is some question as to whether velvet will be as strong as it was a year ago, but no doubt it wil! be prominent in tops. Satin bids fair, from the present outlook. to displace the position of velvet a vear ago. Many handsome samples are seen of entire satin dress occasions, and of satin tops and boots for leather vamps for more general wear. Among the fabrics of greater dura- bility which are largely shown are | corkscrew twill and ribbed cloths, of which one variety is called Ottoman silk. Corduroy does not seem to have met with the favor that was expect- | ed for it. The fault found in it 3 that it is too bulky in appearance and | also too hot for the foot. However, this material will no doubt be used in a good many shoes, especially the | finer ribbed quality. Slippers for next winter season are, | as usual, of a wide range of styles. | Materials include patent and leathers, in many colors. Ornaments are largely of the beaded type, but}; with new designs. seme embroidered seen. Some very hand- effects also are The demand fr spring goods has heen held back by uncertain weather. The trade has opened enough, how- ever, to show that in the large cities | tans will, beyond all question, be the feature of the spring and The prediction is summer S€ascens. freely made that this season will be one of the biggest, if not the tans that the country has ever seen. One large wholesale house in New York states that 50 per cent. of its orders are for this color. Tan calf other | biggest, in} will make up the bulk of this busi- ness, but tan satin pumps are having a large call. The whole year roun: is, however, a tan season. Men in particular wear them as commonly in winter as in summer. For some sec- tions this tan vogue will probably continue for some time, although it has not reached a point where, for the general dealer, this color can be considered as safe a proposition as black. It must be borne in mind, however, that the fashions of the largest cities are later carried on t9 the smaller centers of population, and that tans, therefore, must be consid ered an important factor in the shoe business for some time to come. In connection with the movement for fewer styles, it is interesting to note that reports from New Eng- land factories are to the effect that the demand for novelties just at this time is making up the bulk of the or- ders, and keeping plants busy that otherwise would be practically idle. On the other hand, a report from a large manufacturing center in the Middle West reads that early fall or- ders show a marked decline in the de- mand for the high toe and the short vamp. This certainly is noteworthy, since that section of the country has held out the longest in favor of these types. In New York and the Western coast the short vamp _ for some time has been out of favor with ithe more stylishly dressed part of the extreme itrade. The high toe has never been looked upon with favor in this sec- tion oi the country by wearers of high |grade shoes—Dry Goods Economist. —~.-.—___ Four Seasons in Shoes. Shoe manufacturers now have four |seasons a year, the spring, the sum- |mer, the fall and the winter. They make goods for each season, chang- \ing the style of their product accord- ing to the dictates of fashion. Thes« changes in methods have been paralleled by changes in manufacturing ithe retail stores, and also by changes in the fashions in footwear. Now re- |tatlers are beginning to have four sea- |sons, the spring | Eastertime, or season opens. at earlier; summer. at Fourth of July: fall about September |1 and the winter season at Thanks- | giving or Christmas. New shoes are shown at the open- jing of each season. Some retailers, jespecizlly large city retailers, |new styles at least once a show month. | Peoole thus see a greater variety of shves in store windows, and also more shoes illustrated and described in ad- They feel a | for mcre shoes and -more shoes. | vertisements desire they purchase People who satisfy their desires for the greater variety of shoes shown in the store windows, and advertised, have more style and more comfort in footwear than people enjoyed in the days when styles and sales were few. In the case of women, for instance, women of former years commonly got along with two pairs of shoes a year, a pair of boots for cold weather and a pair of low cuts for warm weather. Now women commonly have patent and dull leather Russia calf boots, and even and white buck boots, and also a greater variety of low-cut shoes for street and party wear. Well-dressed women commonly have a half dozen and more pairs of shoes ready for wear. Variety in style and pretty appear- boots, velvet, ance in shoes are bound to increase and improve as long as women admire And that admiration is human nature. So there will be a still further grading up in the shoe trade, and a still further beautifying of shoes and multiplica- tion of variety in footwear. —_++ + A short purse and a long face go hand in hand, according to a philoso- pher who is not afraid of mixing his metaphors. things that are beautiful. MARTHA WASHINGTON Comfort Shoes—Trade Winners ALL SiZES.... | Brown Duck. Champion Tennis Shoes SS The Most Popular Summer Shoe in the World Millions sold each year. Oxfords, three colors—White, Black alogue mailed promptly. DETROIT RUBBER Co., Detroit, Mich. | Men’s to | Children’s as = = — Made in Bals and Complete Cat- same uniform satisfaction. in their local newspapers. vice. service. The Superiority of the Wales Goodyear “Bear Brand” Rubbers is Undisputed Year after year merchants handle this line from us with the For those customers who were willing to contribute a very small portion of the expense we have advertised the Bear Brand The results have been surprising. Not only have the rubbers been cleaned up as never before. but the advertising which the store received in a general way is so good that the trifling cost is not to be considered at all. Make up your mind that next season you are going to handle this unequalled line and are going to take advantage of this ser- All you have to do is to advise us now of the probable number of cases you will need and send the specifications later, or we will have our salesman call when you are ready to give them. We will then prepare the ads for you and run them. say during the first three or four months of the next rubber season. Full details and information on request. ‘‘Bear Brand’’ Rubbers are made in all sizes aud over all lasts so you can fit any shoe properly. Let us hear from you today. This insures maximum Herold-Bertsch Shoe Co. Makers of Shoes Distributors of Bear Brand Rubbers Grand Rapids, Mich. a April 19, 1911 MICHIGAN TRADESMAN Sr The Vogue of White Footwear. It looks as if white footwear had come to stay for a while. Tanners are getting out new white buck leath- ers that are quite durable and reason- ably priced. Textile manufacturers have at their command better material than they hitherto had for making white shoes. They are taking advan tage of it, and they are producing new styles in white boots and Ox- fords that apparently please many well-dressed women. There are some’ general reasons that favor a limited fashion of white footwear. Women naturally prefe: white, because it is clean, bright and cheerful. It always looks well, espe- cially in the summertime. White has been an almost forbidden color for footwear because muddy streets and dirty floors soiled it so quickly. But nowadays streets and floors are kept clean, and women may wear white shoes even in the wintertime on the streets and they will not be ruined by mud. At least this is true in some towns. When they do become soiled a little they may be readily cleaned with any of the reliable cleansers that are on the market. It now seems quite probable that white will be added to the staple col- ors in women’s footwear, and that these staple colors will rank in the order of black first, tan second and white third. The white low-cuts will be purchased this summer, and in sub- sequent summers, for general outdoor wear. The white boots will be pur- chased in the spring, fall and wintei to wear with white costumes and to matcl: white furs, a few for street wear, and many for formal indoor dress wear. White is a staple color for collars for the neck, cuffs for the sleeves, and it is fitting that it should be- come a staple color for shoes for the feet. a System in the Store. “Perhaps there would be fewer shoemen wondering how they were going to pay their bills if they oper- ated their business a little more in accordance with plans followed by the great corporations,” a Philadel- phia retailer is quoted as saying. “For example, Blank has engaged a clerk. ‘Oh,’ he says, ‘So-and-So’s a good man. I know he will hold down his job all right and I am glad I have him. To be sure, he costs me pretty good money, but he is a good man.’ Now that may all be true, but if you ask Blank just how much ‘So- and-So’ is costing him in proportion to the business that he is doing, he could not tell you. Is the clerk’s salary more than 5 per cent. of the sales that he makes? Is it 7 per cent., for example? Blank does not know and has no way of finding out. But your big retail man knows down to the second figure after the deci- mal. What is true of a clerk’s sal- ary is true also of rent and _ fixed charges and all the rest of it. “Competition is so keen to-day that a man has to show just where he is standing all the time, or he will find in a very short time that he has no- where to stand at all. Yet with all of this there are a good many peo-| ple in the shoe trade right here in| Philadelphia that do not even keep a| set of books. that there are a lot of them in finan- } cial difficulties all the time, or that | when trouble of this sort does come Now, is it any wonder | to them they can not tell what has | been the reason for it?” ———_>.-.—__. Word of Caution To Associations. The organization of retail dealers is proceeding very rapidly in all parts of the country. Even where dealer: are not organized it is evident that their minds are united on many prop-| In working for the success of organizations, whether state or lo- cal, there are some principles that ought to be borne in mind. One is that if is never advisable to undertake to do too much. Concentration has its merits in everything... Especial; with regard to the constitution of an association, there should be a limita- tion mainly to general principles. Another point to be guarded against is the danger of associations being grabbed and made use of by outside interests which do not consider the welfare of the independent retail deai- er, but which would be very glad to grasp a controlling connection and in- fluence with retail associations. One of the principal aims and purposes of orgarizations of retail dealers is the desire of the dealers to maintain their independence as business men. This great principle should be neither sur- rendered nor subverted through in- sidious influence. In a word, do not try to do too much, and whatever you do, keep in- ositions. tact your independence and_ keep clear of entangling alliances——Boot and Shoe Recorder. ee ee Fitting the Sole of the Foot. “We commonly speak of perfection in the fit of shoes,” said a shoe ex- pert. “But it is plain as the nose on your face that we are still far from perfection in fit. For instance, look at the insole of a shoe, and then the sole of the foot. One is nearly flat The cther is undulating. “The foot has two large hollows, those of the instep arch and of the forepart arch, the latter being the arch between the ball and the little toe. A flat insole can not fit an un- dulating sole any more than a square peg can fit a round hole. “One reason why a pair of oid shoes feel comfortable is because the insole has been moulded by repeat- ed wearing of the foot upon it to fit into the hollows of the arches of the foot. “Very probably we will some day be able to make shoes with insoles that will fit to the soles of feet, just as we | are now able to make shoes that fit to| the length or the width of the feet. | We must make a great deal of im-| provement in shoemaking before we | bring about this very desirable im provement in fit.” nee ean earner | Preserve a right mental attitude—-| the attitude of courage, frankness and | good cheer. —_+-2——— Fresh milk applied to boots or shoes has a preservative effect on the leather. The Olympic Elk GRAND RAPIDS A318) 9 the best wearing and longest lived Elk shoes made. Two colors, Black or Tan: Both Blucher and Bal cut. Rindge, Kalmbach, Logie & Co., Ltd. Made for men and boys out of the very best so-called Elk leather. The leather and extra good shoe making of our Olympics makes them without exception ® : Grand Rapids, Mich. ® Are Your Customers Hard to Please? Are they particular when they come to buy They probably are. The most desirable trade Our salesmen are out with their new lime of samples, and a careful look will reveal to you just the things a par- ticular trade is looking for. See the Rouge Rex line for men’s hard service shoes The Planet line welts for men’s dress shoes The Ruth shoes for women. The Playmate line of shoes for These four lines fully meet the requ ticular buyers of shoes. If you cannot wait for the salesman, drop and we shall be glad to send you a tray of samples from which to make a selection. Hirth-Krause Company Grand Rapids, Mich. MICHIGAN TRADESMAN April 19, 1911 THE CHEERFUL LIARS. Why Many of Them Deserve Life Sentences. Written for the Tradesman. A man who kills is sometimes not a murderer at heart. He acts under the impulse of sudden passion, often justifiable anger. For one moment in his life, and for one only, he is a murderer. A man who is a thiei may be as honest as the day under the same circumstances that surround the great mass of humanity. He may steal because he is hungry, or be- cause he needs food and clothing for his family. Perhaps, in all his life, there is only one instant when he is a thief at heart. But the man who is a liar, who lies about others, is a liar all his life, all the time, night and day, a liar because he is a liar from princi- ple, or lack of it, a liar from choice, with intent to try to boost himseli by lowering others, or by creating a sensation by his lies. A liar who lies about others with the purpose of degrading them is more dangerous to a community than a murderer or a thief. He ought to be sent to hard labor in a prison for life, no chance for pardon, no allow- ance for good conduct. li he escapes the state should pay a large reward to any person bringing his dead body back to the prison, and a smaller re- ward for bringing him back alive. One lie can destroy a_ character just as wind can blow down a house of cards. A little leak will sink the largest ship, for it is, unobserved, working night and day. A little lie started in malice works night and day, unobserved, and will blacken the whitest character. It will blast the fairest reputation. It will destroy the best business that time and pa- tience ever built up. There is no fighting it, for it is whispered be- hind the back of the victim, who is often unconscious that he is being devoured, character and all, by slimy snakes who lick their chops at scan- dal. The case of Marklow will serve to illustrate the point, and show that not the half about lies has been said in the above paragraphs. If Mark- low hadn’t been of sturdy build, phy- sically and mentally, the lies which were wound about him like snakes would have choked him to death. The lies against him worked night and day, at greater speed in the darkness than in daylight. Marklow owas. connected’ with church work in Colon, a little town out West, and was at the head of the little—the mean little—social cir- cle of the place. His wife was the works in the Ladies’ Aid Society, much to the disgust of Blenner’s wife, who wanted to be the works in everything, and was jealous of Mrs. Marklow. His children were favored at school because he was the big man of the town, and because little Johnny Marklow could lick any boy of his size in the town. Marklow went to Chicago to buy goods one spring, expecting to be home on Wednesday. But he did not return on Wednesday, nor Thursday. nor yet on Friday, and nothing was heard from him, although he might have communicated with his people at a net cost of one cent. Mrs. Mark- low was anxious, and the people of the town were curious and suspicious. Then Blenner, who had been on a trip to the South, reached home on Saturday, having remained over in Chicago three days. About the first thing he said when he was home again was that there was a sensation on the When people asked what he meant he laughed and told them to wait until Marklow _ got home. On occasion he added that it might be a long time to wait. Then Mrs. Blenner backed Blen- ner up into a corner and corkscrewed the story out of him. Blenner said he had, out of curiosity, visited the Chicago avenue police court while in Chicago, and had seen Marklow standing with a batch of prisoners before the high desk of the judge. He said that a gambling house had been pulled the night before, and that the men were paying rather stiff fines. “Marklow,” he went on, “seemed to be talking to others in a way. pleading way, as if trying to borrow money with which to pay his fine, but did not seem to be making any impres- sion. The man he was talking to,” Blenner said, was the keeper of the gambling house which had been pull- ed.” While Blenner was telling the last of the disgraceful story, Mrs. Blenner was putting on her hat and cloak, getting ready to go out and discuss the matter with the neigh- bors. There are times when delay is dangerous, and Mrs. Blenner' was fearful that other woman would get to the Aid Society and forestall her. “And if he didn’t succeed in bor- rowing the money,” Blenner conclud- ed, “he is working the fine out in jail, and so it will be a long time be- fore we see-him again. Too bad! He always seemed to be a nice fellow! But, then, one can never tell!” So Mrs. Blenner stopped at Widow Chester’s on her way down the street and told her that Marklow had been arrested in a gambling house in Chi- cago, and had gone to jail because he couldn’t pay his fine. Blenner had told his wife that some of the fines had been paid by women, and Widow Chester cocked up her ears at that. So the Widow Chester went out as soon as Mrs. Blenner took herself off and stopped at old maid Swan’s and told her that Marklow had been arrested in Chicago for something in connection with a woman and had been sent to jail. She added that Mrs. Marklow would be about crazy over it when she found out. So old maid Swan put on her hat and ran through the garden to the back door of Betsy Earle’s house and told her that Mrs. Marklow had gone crazy because her husband had been arrested in a disorderly house in Chicago and sent to the state prison for a long term of years. She added that when Marklow’s creditors heard what was going on they would prob- some 4 ably come up and take the stock, and wondered if Mr. Blenner wouldn't buy and continue the business. So Betsy Earle flung her apron over her head and went over to Su- san Denning’s house and told her that Mr. Blenner had bought out Marklow’s place because Marklow had been sent to prison for life for having three wives, and that Mrs. Marklow had been taken to the in- sane asylum as a county charge. Blenner’s lie was growing from a twig into a tree, and when Marklow came on Sunday evening and opened his store Monday morning people stopped in front and stared at him through the display window and went on. By some chance Mrs. Marklow had not been informed oi what was going on, and both Mark- low and his wife wondered what was the matter when no one came in to trade, when people they had known all their lives passed them on the street without speaking. The talk was goine on all the time, but gossip now had it that Marklow had been permitted to come home to settle his affairs, and that the man who had come with him and put up at the hotel was an offi- cer sent there to watch him, to see that he did not run away. So Mark- low was regarded with curiosity, his wife with open aversion, his children with insults at the school. Monday afternoon two collectors from Chi- cago came up and seemed much as- tonished at being paid in full. What annoyed Marklow more than any- thing else was the way people stop- ped without speaking and stared at him on the street. Now, children are, as a rule, little savages, but they fight fair. The boys and girls at the school heard the stories at home and carried them to school. Little Johnny was the first one of the Marklow family to get wind of what was going on. “Yah, yah!” cried Bert Summerlin as Johnny entered the school yard. “Yah, yah! Johnny Convict! His dad’s going to jail for life!” “Go chase yerself!”’ Johnny re- sponded, not knowing how serious the matter was. But Bert did not chase himself. He set out to chase Johnny, and little Johnny turned to and beat him up, al- so several other boys who took oc- casion to taunt him when _ they thought he was in a fair way to get licked. The battle created such a sen- sation in the playground that the teacher came out and_ took little Tohnny by the neck, receiving numer- ous kicks on the shins as he bore the young insurgent to his father’s store. “T don’t care!” Johnny said, stand- ing in rags and disgrace before his father. “Bert said you was going to prison and called me Johnny Con- vict!” It takes only a word to knock down a barrier of silence, and Mark- low began to understand. Now he knew why people had not traded with him, why they passed him on the street without speaking and turned back and stared at him. He went to home school and talked with Bert, and Bert took him to his father, and the father took him to another man, and so on down the line until it came to Blen- ner. Then Marklow explained that he was at the Chicago avenue station to pay the fine of a friend who had been arrested in the raid, and was trying to make the owner of the joint put up when Blenner saw him. He had remained in Chicago to keep the friend from doing something des- perate, and had at last brought him home with him. Having thus explained the situa- tion, he proceeded to polish Blenner off in the style of the prize ring, aft- er which he caused his arrest for criminal slander and saw him sent off to prison for ninety days, with no chance to pay a fine, for the judge believed with Marklow that Blenner was a man more dangerous than a murderer or a thief. The gossips of the town broke their necks getting to Marklow, almost, to explain that they had said nothing at all, and that what they had said had been told them by others and the af- fair quieted down. But, to this day, people of Colon shake their when Marklow is mentioned. heads “There must have been something in it,” they say. “Always fire where there is so much smoke. He just bluffed it out.” Which shows that a liar is mean- er than a murderer and more dan- gerous. Alfred B. Tozer. —————_2+>—__ Reason For Mail Order Growth. The explanation of the immediate success and rapid expansion in the mail order business is the very sim- ple one that it filled a well recogniz- ed and, at first, a pressing want. In those days the local retailer had too frequently a limited stock and unsatisfactory service. Many a time and oft did the farmer drive or walk long distances to the store for some requirement, only to be disappointed at the end of his journey, and when he learned of an institution which would ship promptly and place in his home any and every requirement from a harvester or grand piano to a paper of pins, guaranteeing satisfac- tion in every case, he naturally “sat up enc took notice.” A real or alleg- ed advantage in price was all that was necessary to capture his patron- age, and a customer was lost to the local dealer. Does this explanation contain a suggestion for you, Mr. Retailer? By reverse reasoning, if you and your brother retailer can make the mail order house less of a want and less of a public convenience in your vi- cinity, you check its progress and benefit your business to just this ex- tent, and this is precisely what thou- sands of retailers are doing to-day. They realize that the mail order busi- ness has come to stay, and that the contest has already resolved itself in- to one of education, value and serv- ice—Dry Goods Reporter. —_e~+-o-——__— Count what you did yesterday as wasted, unless you supplement it to- day with renewed efforts for a mag- nificent to-morrow. aw SRST A seman ree aan SRST A seman ree April 19, 191i Si ae MICHIGAN TRADESMAN aie eieeiieimomes Open Letter to the Merchants of Michigan |* TRAVELING over the State our representatives occasionally find a busy merchant who ‘as ¢stabismed himself in business through close application and economical figuring: who has equipped his store with ma conveniences but has entirely overlooked one item of vital importance, the lack of which may put hrm back ten years, namely, a fire-proof safe. We do not know whether you have a safe or not, but we want to talk to ali those Michigan merchants whe have none or may need a larger one. A fire-proof safe protects against the loss of money by ordinary burglars and sneak thieves, but this is not its greatest value. With most merchants the value of their accounts for goods sold on credit greatly exceeds the cash m Same If you have no safe, just stop and think for a moment. How many of these accounts could vou collect m full if your books were destroyed by fire? How many notes which you hold would ever be paid if the notes themselves were destroyed? How many times the cost of a safe would you lose? Where would you be, financially, if you lost these accounts? Only a very wealthy man can afford to take this chance and he wom't. Ask the most success merchants in your town, or any other town, if they have fire-proof safes. Perhaps you say you carry your accounts home every night. Suppose your house should burn some aigat and you barely escape with your life. The loss of your accounts would be added to the loss of your home. [nsur- ance may partly cover your home, but you can’t buy fire insurance on your accounts amy way im the world ezcept by buying a fire-proof safe. Perhaps you keep your books near the door or window and hope to get them out safely by breaking the glass after the midnight alarm has finally awakened you. Many have tried this, but few have succeeded. The fire does not wait while you jump into your clothes and run four blocks down town. It reaches out after you property. Suppose you are successful in saving your accounts. Have you saved your inventory of stock on hand and your record of sales and purchases since the inventory was taken? If not, how are you goimg to show your msur- * “ et ee et i] 5 ’ ance companies how much stock you had? The insurance contract requires that you furnish them of the sound value of your stock and the loss thereon, under oath. Can you do this after a fire> If you were an insurance adjuster, would you pay your company’s money out on a guess-so statement’ A knowledge of human nature makes the insurance man guess that the other man would guess m his own favor The insurance adjuster must pay, but he cuts off a large percentage for the uncertaimty ind remember that, should you swell your statement to offset this apparent injustice, you are making a sworn statement amd cam be compete: to answer all questions about your stock under oath. If you have kept and preserved the records of your business in a fire-proof safe, the adjustmemt of your insurance is an easy matter. How much credit do you think a merchant is entitled to from the wholesale houses if he does mot protect his creditors by protecting his own ability to pay? We carry a large stock of safes here in Grand Rapids, which we would be glad to show you. We aise six direct from the factory with difference in freight allowed. If a merchant has other uses for his ready money just now, we will furnish a safe for part cas@ and ‘taue small notes, payable monthly, with 6% per annum interest for the balance. If he has a safe and requires a larger one, we will take the old safe in part payment. The above may not just fit your case, but if you have no safe, you don’t need to have us tell you that you ought to have one. You know it but have probably been waiting for a more convenient time. If you have no safe tell us about the size you need and doit right mow. We will take great pleasure = mailing you illustrations and prices of several styles and sizes. Kindly let us hear from you. Grand Rapids Safe Co. MICHIGAN TRADESMAN April 19, 1911 SSSA TATU N NIN lp \uunkesg PPE NVA vu tw Knowing Your Customer Helps To Success. It is human nature to prefer to do business with men we know. Person- al acquaintance is a strong factor in holding trade; the retailer who knows the head of a manufacturing concern with which he does business is very much disinclined to make a change— particularly if he feels that the manu- facturer takes even a slight personal interest in him. The more prominent the manufacturer the truer this is. Personal acquaintance with the traveling man does much, of course, to hold. trade—if the traveler is of the right sort. But his influence is small indeed compared with the man | at the head, or close to the head, of a/| great business. It is true that the manufacturer can not go around the country calling | on the trade and getting and keeping acquainted. He is too busy a man, and his time is valuable. But how about the retailer who comes to the city, as most of them do? That is the time when the personal touch and the personal interest can be shown. This is the way one of the most prominent American manufacturers handles this important subject. Every traveling man is required to keep close tab on the business and _ per- sonal affairs of every man who buys from him. No detail, even of a family nature, is too small to be recorded and reported to the house. All this information is carded and kept up to date. Then, when Albert B. Andecx- son, ci Altoona, turns up he is asked | if he wouldn't like to shake hands with the President before he goes. Naturally, he would be delighted. A few minutes before the introduc- tion his card is taken from the files | and placed on the President's desk. When Mr. Anderson is brought in that important personage grasps him by the hand and asks him how busi- ness is in Altoona. That is a little surprising — nobody has mentioned | Altoona. Mr. Anderson replies that business is not any too good. “Oh, f dont know,” “seems to me I remember the boys telling me that you, bought a Peerless auto last fall—that does not mucn like hard times.” le Ok well with you, anyway. You've bought ‘ quite a lot more of us this spring than you did last. yours getting along in the shoe busi- ness?” Now, this - and busy man—one of the most prom ‘inet in the trade. Consequently Mr. manufacturer is a big * Anderson goes out from a threg-min- ‘ute interview with his a ae head in the responds the Presideni, | Or, Well, m4 glad that our line seems to be going | How is that boy of | | air and a smile that won't come off ifor a week. It will be a pretty hard | matter for a competing house to get lany of his trade. | No matter where the customer may | come from, or whether he be a larg: |buyer or a small one, this jmakes it possible for the head of the personal words |that show a knowledge of, and in- | terest in, his affairs. It takes but a system |house to say a few | few InomMents—no longer than the us- jual interchange of meaningless salu- | tions—and it is far more efficacious | than Ginners and theater parties in ithe company of some suberdinate. Suck methods as these take time, thought and work. But they differen- tiate the man who gets to the top ;from the man who ges part way. ard Luck. | We have spoken of this before, but ‘are reminded of it again because we {happen to know of one of the best jand hardest working men, who seems |to be up against it. He has always | been a man of great industry and inever did waste his substance in 'drink or gambling. Furthermore, he |always seemed to be a man of at least | ordinarily good judgment, and yet |hard luck hits him at every turn. It ace not seem to make any differ- ence what line of business he under- ,takes he comes out about the same way. He tried a business in town, work- ed about sixteen hours a day, and at the end of ten or twelve years quit with no more money than he had at ithe beginning, if as much. He tried ‘running a ranch and was one of the most industrious men who ever went at the business, but his hard luck istuck to him. His hogs died of icholera and the price of cattle went (‘down after he bought them so that >| he had to sell them at a loss. So it has gone all through this man’s life. Honest to the core, hard |'working and sober, he does not get ;on, while other men not half so good /nor a third so industrious make mon- ‘ey with little or no exertion and ap- parently without the “of much ability. exercise of It is hard to explain ithis thing of luck, but it seems to ex- ist. There are men who never pros- per who ought to prosper by all the rules that are laid down for attain- |ing success in business, but some- |how or other they do not attain suc cess. They work hard, live econom- ‘ically, and finally die poor. Just as a sample of the opposite luck to that above noted, we have known several men who seemed to ,us to violate about all the rules of ‘business and decency, and yet suc- ceed in a business way. The richest man who lived in the country in which we were was so ignorant he could barely write his name, and that he learned to do after he was _ per- haps 50 years of age. I do not know whether he could read or not, but certain it is that it made little differ ence, because he had no taste for reading. He was a boozer and a fiend for tobacco. We presume that there never was a day during which he did not drink enough liquor to put an or- dinary man out Of business. He was filthy and unkempt, and it is doubt- ful if he ever took a bath. His thoughts were coarse and his iastes bestial. it would have seemed that accord- ing to the rules he ought to have made a failure of it in a business way and only been of use as a_ horribic example. The fact was, however, that he made money at every turn Whatever he touched just seemed to turn into gold or course he was not in the Morgan or Rockefeller class, but he died worth half a million, which was not bad for his time and considering the fact that he started without a penny. Somehow or other, though, tt seemed to us that he never deserved his success. His example was _ bad, always. He never did a thing that would encourage a young man to be a better citizen, but on the other hand his example and influence were calcu lated to make men coarse, filthy, bru- tal. Why should he have succeeded? It must be said, of course, that he possessed a remarkable shrewdness in certain ways. He_ instinctively knew the value of things that he dealt in. He could sense a bargain with his eyes shut, and his trades turned out well practically without exception—The Merchant Journal. — +22 Short of Good Men. The writer received a letter from a meichant the other day in the up- per part of New York State wanting a man to fill the position of manager for one of his branch stores. He had nearly seventy-five on his payroll, and sut cf that seventy-five there was not one eligible to this position. Now, is not that a bad condition of affairs? Who is to blame? Certainly not the ywwuner. Twenty-five per cent. of that seventy-five are to blame. Men get stuck back of a counter and make no effort to get unstuck. These very fel- lows say, “There is no chance to rise in the grocery business.” Why, my dear fellow, the chances are all around you. You do not make yourself fit. That is what is the matter. You wor for the wages you get instead of werking for double that. You do not learn. You do not observe. You do not assume anything. Work so hard and think so well and get your ambition so roused that you will be spoited for the next good job. E. W. Sweeney. greenbacks. Of : : Pointer For the Traveler. There are tricks in all trades, even when it comes to the man “on the roa‘.’ “If you want to escape the horrors of small town hotels,” said the travei- ing salesman, “get acquainted with the village grocer. If you hanker for three square meals a day make a bee line for a grocery store the min- ute you strike a strange town. Find out who buys the best groceries there- abouts. A good customer from the grocer’s point of view means a good tabie somewhere. -Your cue is to in- terview the good customer and per- suade him to give you a room and board while you are in town. That is nearly always an easy matter.’”— Chicago Tribune. ——__>-e-2 “No, I don’t smoke and I don’t drink,” said a Boston man the other day. “I'd like to do both, I admit, but I don’t want to set that boy of mine a bad example.” “That’s very right and self-sacrificing of you,” we acknowledged, heartily. “How old is your son?” “He's 12,’ answered the dutiful parent, “and he thinks what | do is all right. So I wouldn’t smoke or drink and let him know it for the world. I’m going to send him away to a boarding school this spring.” — Boston Traveler. The Handshake If you have ever noticed any difference -between one handshake and an- other you'll understand the reason why so many travelers prefer the 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 ELYSEE” NEW YORK Hotel Cody: Grand Rapids, Mich. . A. B. GARDNER, Mgr.. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. ‘"wenty 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. Agee RUNNERS SOE ie Sng ah SRAMPIR RN EN, aia . ae = — April 19, 1911 ! MICHIGAN TRADESMAN . A Real Salesman Creates Busi-| Meanwhile my caller stood waiting | How He Bested Capi. glover’s mterest. wil mucocscinas os ness. | - my verdict. I fear it was more gen-| “Every time I get 2 good, Sram - op ay fer work when a en 3ut there’s no business for us in]}erous than he expected, for I took a} girl im my office and begim to depend ployer ws armseft rasper Fort Wayne now,” Hill was saying. |bill from my purse and handed it ¢ lupon her some fellow com fa ‘ —_—oenn and sex si “It’s sheer waste of time for me to|him. lwith 2 wooing proposition and mar 4 comes wor “A 4 re make the town. The Royal people} “ ‘What your fee may be, I said, ‘! ‘ries her,” compl ned 2 prosperous and mefficient works thar ~ -_ have simply beaten us, that’s all.|do net care. The balance is for the | looking elderly man om ‘the > have - Sil eens ote ene atl aliaas They’ve had a man there for a month|lesson I have learned to-day from a ether morning. r ad Ge "2 tuo now, and I’m not fond of picking up|man who is master of his work “Well, you can not put n There greater wusrake jor crumbs—” “Whether he caught my meaning ! | Cupid, you know,” the younger a 2a10 - tak * site Then the sales manager broke in:|do rot know, but he thanked me pro- | °° whom the speaker was z x307 22717 - er VHA he said, “Tet me tell you a fusely and with a pleasant Good misfortunes rejom 1 TZ - _ . " story—a true story: Saturday after-|afternoon’ he picked up the handles | ™¢, with no evident desire $ he c= 25 es wi noon I sat on the front porch out|of his little machine and starte n.|the ruffled demeanor Hicte s ome off tere -be ; home in Greenwood. It was pretty |I saw him once more borrow a pock ne, “I have the r r ~ , - warm last Saturday, you remember. |etkriie, and on the merits of his dem the city—sort of retar 2 ts 4 and most of the folks were taking it |onstration half a dozen knives and | "OW, KMows ‘he e ediing wz easy in the shade. pairs of scissors were brought to him |! do; been with no r t - “Bye and bye I heard the cling-|from the house. All the remainder The older man : "hes - - well Ys clang of a bell down the street, and ajof that afternoon he was kept busy then queried x“ _ ae knife grinder, with his machine upon|with the patronage of the homes | ¢¢ or toothfess his back, came trudging around the|within that single block The mger m - corner. He was bent forward, his “Hill, I guess I could stop right |°"°" a ss n i eyes were on the ground, and his bell|there and you’d know why I told you 2 r al swung with a monotonous, never |this story; but I’m going t P at | PE %, a - varying cling-clang, cling-clang from |this: [ do not care and you ad . wonder ° the frame of his grinder. He was|care whether one of our competitor TAL En ther - working that street for business and|or sixteen of them h eaten us The man de re the bell was his solicitor. Forr Wayne. We take it Srapire Marvel rgHor 1 c 3 “Doubtless he said to himselif,|granted that everyone of them have tion and TrUIt 3 ‘These people know my bell. If they | been clanging their bells up and wal h yor » have scissors and knives to. grind|the streets and graiting for ses man that z . - they will bring them out at its call’ |to come to them ) c But no one brought scissors an “You leave for Fort Wavn « : n mi r knives—no one stirred from ham-|night. Forget right now that th Fy customer c mock or chair, and I watched him} Royal people are ther c _ trudge his way down the street un-|been there. Just remember t ° F f til the maples hid his shuffling form |with a real salesman it note : and the sultry August air had mu! lany difference whether he rst J r fed the cling-clang of his futile beli.|the ground or last . “ ' e frator of ste “‘Strange,’ I was thinking to my-|man does not expect t ; aaah — - self, ‘how these relics of other days —— still ply their ancient trade. Sam oe ' " - old grinder, same old bell, same oid - omy: route through the same old streets. — “ Once in a while some pitying soul aby ' gives him a knife to grind and tosses 3 him a dime. Disguised charity.’ ' r “Tust then another man _ rounded es the corner, following in the other's _ trail. He was pushing a little ma- ? chine on two wheels, but he carried no clanging bell. At my gate he ; stopped and, hat in hand, came up ‘ the walk. “‘T beg your pardon,’ he said, “but / will vou kindly loan me your knife for 4 moment?’ “I took the knife that I invariably a r carry from my pocket and held it out q to him. He thanked me courteousl; and went back to his machine. | ie watched him with growing interest os : o. Setring the little stone whirring witl uo ¢. t Sachn : his foot, he held the blade to its sing-| +E. Crand Ranide Counc ing rim. ee ae Te . ; “Repeatedly he sensed the edge, a. . = Saeaie : z then held it again at a slightly shifted Sls aaa. i : angle. He handled that knife as an ae i. expert jeweler would a delicate time ne. T- iT hla | piece, and I saw that he had made 4] 5. 2 us, pea mati _——— science even of this common trade i ae . sone the curb and the kitchen door Atl, u , a ‘ a length, satisfied with his work, 14 Ht “ste 6 : . ih - ence came again to where I sat. sib oe - ee * x “‘You are a good judge of cUt-| 465 on0d il ‘ ong 2 lery,’ he said, half smilingly. “That ts|5:, tin a a : o i esl atl , an excellent piece of steel, but try Msi oon 4 po now. Possibly you have a pencil “ae " . your pocket.’ Tao me —_ a “I must confess I had no other} sores ne ace of ’ thought than to follow his suggestion » for ; zower canes I took a pencil out and tested the Svew the “ knife. Never have I seen a blade a nest wor - with such ease, such keen precision guardicg oe7 te - — - MICHIGAN TRADESMAN April 19, 1911 ~ DRUGS~=DRUGGISTS SUNDRIES 4 a By ay ‘ vet) “2 IDLY ¥§ Z- = > = = ¥ Be = = Ss a = a i=2 ga. as, — SY] on i =Aso 1) ! re! ) (5. \ 7 Q&S F Lipeilaicnitigkacs ar Michigan Board of Pharmacy. President—Wm. A. Dohany, Detroit. Secretary £ . Port Huron. Treasurer—John J. Campbell, Pigeon. Other Members—Will E. Collins, Owos- so; John D. Muir, Grand Rapids. Next Meeting—Grand Rapids, Nov. 15, 16 and 17. Michigan Retail Druggists’ Association. President—C. A. Bugbee, Traverse City. First Vice-President—Fred Brundage: Muskegon. Second Vice-President—C. H, Jongejan:’ Grand Rapids. Secretary—H,. R. McDonald. Traverse City. Treasurer—Henry Riechel., ids. Executive Committee—W. C. Kirch- gessner, Grand Rapids; R. A. Abbott, Muskegon: D. D. Alton, Fremont; S. T. Collins, Hart: Geo, L. Davis, Hamilton. Michigan State Pharmaceutical Associa- Grand Rap- ion. President—E. E. Calkins. Ann Arbor. First Vice-President—F. C Cahow, Reading. Second Vice-President Bovne City. Secretarv—-M. H. Goodale. Battle Creek. Treasurer—Willis Teisenring, Pontiac. Next Meeting—Rattle Creek, Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-Presifent—O. A. Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman: Henry Riechel, Theron Forbes. W. A. Hyslop. How To Prevent Deterioration in Drugs. The Kentucky Agricultural Ex- periment Station has issued a bulletin giving valuable hints preservation of crude and tincture of iodine. bulletin says: regarding the drugs, In part the syrups “Most crude drugs when received by the druggist in a modern drug store are very seldom in the form in which they are packed or collect- ed. They have passed through the | miller and reach the | hands of the drug druggist usually in powdered ready or other form in which the to be used But there are crude drugs handled by the druggist which have not been ground, rhubarb, form, for percolation or maceration, drug is several such as spices, cardamom, com- pressed herbs, etc. “Many crude contain a large anywhere drugs when gathered amount of moisture, from 5 to 80 per weight. In order to preserve them and to facilitate com- minution, they must be dried, and, their porous nature, are very prone to reabsorb moisture and moldy. varying cent. of the owing to become “The practice of keeping crude vegetable drugs in cardboard or pa per containers, or in open drawers is not a good prac- tice, as a great many of them depend for their medicinal properties the presence of volatile principles, and kept rapidly lose a con portion of in drug stores, upon when so such constitu- ents in the hot dry atmosphere of the drug store. Ofttimes when kept in this manner, are siderable average such drugs, stored near a stove or radiator during the winter months and subjected to its direct heat. “Such drugs should be placed, as soon as received, in japanned tin boxes provided with removable la bels. Tet them be so arranged that odorless drugs will not be kept in proximity strongly close to those possessing odoriferous principles, thus preventing contamination. “The boxes shouid containing such drugs be kept in a cool, dry place in the storeroom, and only a_ sufficient quantity taken from them and kept in the store to supply the immediate trade. “Some crude drugs are especially liable to attack from insects, and the insect that is apt to attack a particu- lar drug will depend to a large ex- tent on the nature of that drug and the physical characteristics of the in- Sect. “The insects most injurious. te crude drugs are those provided with rather strong jaws. In_ this may be cited the mites, class many kinds of beetles and some insects that are injurious in the larva stage. “The mites are very small, oval insects with eight legs, and the mouth is provided with a beak. There ar= many species of the mite; some be- ing krown as sugar mites, cheese mites, etc. “Cantharides are often attacked by a mite belonging to the genera Glyciphagus. The presence of this pest may be forma- a considerable amount of dust and broken known by the tion of fragments collecting at the bettom of the jar; and by care- ful examination small whitish objects may be powder. seen moving about in the Peor. LE. Sayte. sity of Kansas, a small beetle of the Univer- reports having found Satodrepa panicea, mustard, ginseng, feeding on columbo, aconite. althea, belladonna, pokeroot, angelica and other drugs. “Ergot. belladonna root, musk root, powdered senna, powdered jaborandi leaves, sweet almonds, etc., are at- tacked by species of the same family (Plinidae). “Several other drugs are attacked by some form of insects, and large cuantities are damaged to such a degree as to prevent their use in phar- maceutical preparations. “Drugs liable to be infected with such insects should be treated with the vapors of carbon bisulphide, chloroform, etc. Lay them in tight boxes and set within a wad of cot- ton, or a sponge, saturated with the insecticide. Then close the contain- ers tightly and allow them to stand for about twenty-four hours, until the vapors have had time to thoroughly penetrate the contents, after which expose the drugs to air until they are free from vapors. Sunlight is also val- uable to prevent the growth and de- structive action of such insects. “This is one of the most trouble- some classes of preparations that the druggist is afflicted with, because mary of the official syrups are sel- dom called for, and the druggist usu- ally finds that the stock on hand has spoiled by becoming sour, or mold has formed in the bottle, etc., this us- ually occurring just when a ‘hurry up’ prescription is received. “Consequently the making of syr- ups should receive the druggist’s most carefu' attention, for while attention to details will not always prevent the spoiling of his syrups, yet it will pre- vent ii to a great extent. “Syrups deteriorate for several rea- sons, among them being, impure sug- ar used, inversion of sugar to fer- mentable sugar, by acids being pres- ent in solvent or heating too long; excess sugar used, which subsequent- ly crystallizes out, leaving a weak syrup: insufficient dmount of sugar used; contamination with molds, yeast ‘germs’ and other fermentative bacteria; loss of active ingredients by volatilization by heat or oxidation; discoloration caused by carameliza- tion of sugar acids. “These changes may be prevented to a large extent by: “4. Using pure sugar and carefully adjusting the proportion of sugar te solvent. “2. Filling small bottles complete- ly full with the hot syrup and stop- pering tightly and keeping in a cool place. “3. By use of preservative, as spe- cified in Pharmacopoeia, as in syrup hvdriodic acid, etc. “4. By the use of ‘cold process,’ which prevents the formation of fer- mentable sugars. “5. By preparing only as much syrup as can be used up quickly. “There is hardly a preparation in the Pharmacopoeia which varies so much as tincture of iodine, which is due to two causes, carelessness in pre- paring or carelessness in storing and keeping. “The first cause needs no ment—it speaks for itself; the second cause has certain extenuating circum- stances which may relieve the drug- gist of a certain portion of the re- sponsibility. com- “Tincture of iodine, without potassium iodide, rapidly forms ethyl iodide and _ hydriodic acid, with corresponding loss of free iodine, which is entirely prevented by the use of the quantity of potassium iodide directed by the U. S. P “Tf exposed, it loses alcoho! faster than it does iodine, becoming rapidly stronger, sometimes reaching a con- or more, when prepared centration of 200 per cent., of the U. S. P. strength. “Tt should be kept in tightly stop- pered bottles, in a cool place, and never be cispensed with cork stop- pers, as iodine rapidly attacks cork.” Money in Ice Cream Cones. Profits in the making of ice cream The everywhere and increase cones are large. cones sell ice cream sales. Many people prefer ice cream in a cone to having it in a dish. Boys and girls, especially, demand cream served in cones. The cone is great at picnics, for the Fourth of July, circus day and all public demonstra- tions. The baker can easily manufac- ture the cones for his own trade, or for the trade in his own town in- stead of depending on outside sup- plies. There are two kinds of cones, the “cast” and the “folded.” The lat- ter is the kind that was first brought out and can be made with the least outlay for equipment if the baker de- sires to experiment. All that is needed is a waffle iron of special make. The cones are made of special egg batter, and are cooked just as are waffles. In the cities gas is the ideal fuel, but a gasoline burner is almost as good. As the waffle comes from the iron it is still soft, and is deftly twisted into cone form and quickly hardens. A little practice wil! make any bright boy or girl a skill ful operator. The home made cone, beside yielding a good profit, can be guaranteed as to quality, and to have it known that they are home made should help in their sale. When the home industry has become a demon. strated success then special machin- ery for the production of the “cast” cones can be put in. This is a neat- looking article, as it is seamless and will not leak, but the old fash- ioned hand formed cone will do as an experiment. ——_o--—___ Some Soda Suggestions. Be courteous under all circum- stances. Nothing that you can do will show so good returns for so small an investment. Give prompt service. Indifferent attention is bound to lose trade. Always serve a customer what he wants, not what you think he ought to have. A drink changed to suit a customer is not wasted. Create satisfaction at any cost. A dissatished patron not only quits trading with you but he tells others about it. Maintain cleanliness in every de- tail about your fountain. This applies to counters, holders, glasses, and clothing alike. One is quite apt to judge the entire store by the looks of the soda fountain. After all else has been said, there still remains the most important trade-getter of them all: Use the best fruits and syrups you can get. 2 The Drug Market. Opium—Is very firm and advanc- ing, Burgundy Pitch—Continues to ad- vance. Tonka Beans—Have advanced 25c a pound. Oil Lemon—Is_ higher. Short Buchu Leaves—Have_ ad- vanced. Celery Seed—Has declined. Fennel Seed—Is_ lower. spoons ¢ os seep anne taratammmane apna Do emperor ae Seavapremescinometmai aati ¢ >: ep TURAN RN sera ae eb aeinecitmey ene ice AE April 19, 1911 WHOLESALE DRUG PRICE CURRENT | Acidum j Co iba 1 737 Aceticum .... $\ Gumetes aes ca _ Benzoicum, Ger.. 76 13 | coveeve , a BOAO ...ccee2- # 12| Erigeron 2 G@t 5 a a chews 16@ 26) Bvechthites I met “Zs 2 CURPICUHE. pc cceses 5@ 50) ee al : ’ ne a. "3g 5 | Guettnerts 4 GS HW) Zingiber % Nitrocum ....... 8@ 16) Geranium VE % 7 mectures Oxalicum ....... 15 | Goastpyti Gem gal 19@ 75 Alnes @ 15 ehaephors dit 2 JF] Hedeome .......2 03 | sioee «Sirs Suiphuricum .... 1%@ 5 | Sur nipera Qi DW Aneomiten Way a? Tannicum ....... 15@ s| Lavendula . rest w coonituon Mag « Tartaricum ..... 38@ %| | Limons {6@i @ ac Ammonia 2 T3@t % Aaafoetida Aqua, . ose. 4 WB4 WH Atroge Bofindewne Aqua, cs. 2 19@2 TS Aoranti Cortex Carbonas ....... > alae del deen Chioridum ...... , SS 5 ‘et e 1 WQS WH Benger Anitine - herweee WOME so cnussnnns — = BOON 2+ ccose- os # ‘hare ed Ccoevdeerevere et Bi i * oy Yellow ....-.---- 2 e Seis Baccae gi ¥ arto Cubebae ...--.-- ogy rome - ¢ Junipers ..6---+- 5 “ ‘ “ Xanthoxylum .-.1 “ 0 so ‘ om Balsamum | iinante eon —— Cote ooo sok, ool“ = es WE beet cwennens 2 a2 26) * eg © Terabin, Canad hae ¥ “og ¥ E io HQ | ~ yrne ae ol a eatin Cortex _| Theobromas -— » sain Abies, Canadian.. 13) riot we fro Cassia€ --.+++--- o : cei ee Cinchona Flava Potassium “ Buonymus atro. | Bi-Card se @ <, i Myrica Cerifera. 26) cxechroma te ; Prunus Virgini ae =a - Quillaia, grad --. 15; =rom ve ee Sassafras, po 26 26} Cart Ly - Ulenus ...-<---- OF cen went 1% ‘ a a Extractum side - ws Glycyrrhiza, Gla. 4#@ 2 a “ a Glycyrrhiza, po .. 23@ 3 4 Haematox 1i@ 12; 3 % Haematox, Is is@ 141 9 é Haematox, 4%s 4@ 1} = g 2 Haematox, 4s 46¢@ VV “@ te Ferru wig Carbonate Precip iS weg Citrate and Quina 2 & iy oe Citrate Soluble ¥% ;, & * Ferrocyanidum %& 46; a? Solut, Chloride .-. 15) Gentiana pe 3 * Sulphate, com’l 2) Glychrrhiza tS Sulphate, cor’'l, by Pejjetws i, oe ' 4, bbl., per cwrt. 74) Hydrastis serbin $ £ Sulphate, pure 3) Hydrast é gece aprtene Flora ner Amica .----.---- B@ Big, Anthemis / ”@ 6! talaom ” . Matricaria ...... W@ ' vara Fotia “a Barosma sussust 1%@t 4% . Tinnevelly .. 15@ 2) E* Cassia, Acutifoil a 7 Po z 3 : Salvia officinalis. es ’ - %s and %s s@ 2 Uva Ursi . ae Gummi Acacia, ist pkd. - 4 . 3 Acacia, 2nd pkd a © * Acacia, 3rd pkd @ 5 Acacia, sifted sts a 1 . Acacia, po . Bq & Aloe, Barb - -- 224 & Aloe, Cape .-.-- ae & - Aloe, Socotri a & 2 Ammoniac .. ae . Asafoetida _..-2 0@2 Bird 3 ‘ 7 oo ae ann® - a “9 * 1s @ 2) Carder * ys , 7g £ “ar ey # a ed ont Camphorae ..... @@ @ “oract Euphorbdiom so * 4 on Galbanum ...... @i @ tAptertx Od Gambeoge po..1 Bet & Fae os Gauciacum po % Se wer agree Me cones pe fe oe in Mastic : @ TT . zt Myrrh .-.. po 4 a " » Onium $ as : ; ‘ Shellac on 6a Raga ; . Shellac, bleached 9 © | Sinapte Alva , ¢ Tragacanth -- S9Ql Sina; Sgr ; Herba aes % “ ¥ Absinthiom \ $5687 Wo om ent : BEupatorium of px my ahem Lobelia . om px TPS ntmenes Majoriuom ..cz px Se aan _ *& 2 ‘ ’ Mentra Pip. oz pk os. : Mentra Ver of pk ¢: aad - ‘i Rue .- on ok i . Sai - : Tanacetum ..¥ 22 ” - Thymus V of pk << = a ae " Magnesia ” Calcined. Pat. -. , Carbornate. Pat. Carbonate. K-M (_arhonate sata a” ¥ . 4 | eh Cleum Absinthiom 7 . oo S Sree > da me : " 4 : i & ey a a ¥ i 4 = ¢ ie i : Amygdalae Druic I3@ se at egitim eh ers A £ a Amysgdalae, Ama $9) $$ &% wewk -acttieg So qeng ws a Anisi ou os iMate F - ae # ge Epler en Auranti Cortex 273@aTt G&G eta? eat See ie ee: od ee é Pergarmii $ was @ Symes se £ _ * Cafiputi . 62a W Acace 7 ” woe Caryophilli 1 4641 3 Acranti Cectes sp “ 4 Cedar .. Ge W Perr int * _ —_— ws Chenopadii § 3493 @ Ipecee :o- a , Cinnamoni 1 73@1 & Baet Arom - = eee een ot © @Qnilazs OT « ne # es Conium Mae Citronefia oe gS L— ae ‘homme egg MICHIGA®S TRADESMAS e gr Pir — eo etree wig Tage Thee eo rw carte 2 ree — @ sacha ore ee be Rove weep 3 s ac ——— ~ Ge - * 38 ‘ 7 Mee Perfo 2 mare - . ent “tm was Ps WF oer wis . = : ‘ i Sot a e Warceca + , “ee & 3 a # ” ate ented (a = * —— _ Meese = eg we x . .~ ve . Woe et oS oe * é - Bese ice He ¢ f Z a Ere ee > # # Far a Woveticn © —- # ‘ . oa = & oat - * * < 3 Me om * : a - ; : : : ‘a 4 «4 ; ‘ ‘ a c= a 3 ce 7 + et # oe a ? & , a = 7 2 ts ¢ os " ieee a - - ~ sae + ~ * % . —_ a eee # " a “* - aeaiiatinas we = — yo a ll TP a wt ae ca te Our New Hc yme a we? res pet Mae e > ( comer ‘“earnher of }moterties i ATZetT Von Urwter > * 2 + yin tieeeit 4 Yar” cx oe € tn ae é % Pree tre , tS Tes wr eT ry. . = 3 Pe ‘A “e. ow ‘ho Pays for ; * © Our Advertising? anes ‘aon the teaieT wor YS 6 SS emeTS LOW NEY'S COCOA ~ PREMILM CHOCOL ATE tor BAKING * OSS amen sameeren sega we Ue pee peer geet oe ee — “4 MICHIGAN TRADESMAN April 19, 1911 5 GROCERY PRICE C : . nies : me Largest Gum Made .. 55] Cocoanut Drops ..... o* Tener quentionenne coeiely comet eek, ie at eee eS ee ered eugene i and are intended to be correct at time of going to press. Prices, ag Sen Sen Breath Per’f 1 oe Cocoanut I Hon. Jumb's 12 : : : eee eaten ae liable to change at any time, and country merchants will have their orders at Spearmint oe el 5S a on ii k ices at date of purchase. , Cruinpets ...3.....:-..- 1 market prices Walter Baker & Co.'s Biseuit 35 German's Sweet ...... 22 Dinner Biscuit | °2--: 3 ADVANCED * DECLINED ee eeetnnes ts) BE ae ee 9 a pele a Fig Cake Assorted ...12 Walter M. Lowney Co. | Eis Newtons "12 Premium, i48 ... 2... os a. 12% Premium, %s ......... S00 ete eee eee : Fluted Cocoanut Bar 10 “ie wee Frosted Creams ....... 8 “Morgan's” Regular barrel 50 gal 10 00| Frosted Ginger Cookie 8 Trade barrel, 28 gals 5 50 Ginger Gems .......... : % Trade barrel, 14 gal 3 50 (GGngcs Gems iced. 6 Boiled, per gal. ....... 60 Graham Crackers ..... 8 tard, per Gal. .......- 25) a; il 8 9 COCOA Ginger Snaps eh - # index to Markets 1 Baker's oss. nnsssseenes 31) Ginger snaps NG. ee ees eae Sst se 8 By Lomas ARCTIC AMMONIA Pium peal, Mh .......-., ice 12 Doz.| Plums ......... 1 00@2 60] Colonial, %s .......... 33! Honey Cake, N. B. C. 12 o1 | 12 0%. ovals 2 doz. box 75 eas DPR .....--.--0..0.-; 421 Honey Fingers As. Ice 12 “ AXLE GREASE Marrowfat ...... 85@1 25 geskeadl ee et . Honey Jumbles, Iced 1? : A 1 Frazer's fariy Jume ....: 95@1 25 gpd ‘ss es 36 Money Wiake ......... 1z% ee 1] 1%. wood boxes, 4 doz. 3 00] Marly June sifted 1 15@1 g9| LOWMeY, ‘4S ------.--- Household Cookies .... 8 aoe ere ees 1tb. tin boxes, 3 doz. 2 35 Peaches __ Lowney, Be +++. -.--- 36] Household Cookies Iced 9 314th. tin boxes, 2 doz. 4 25] Pie 90@1 25| Lowney, Is ........... iim .. i... cks ce " 10ip. pails, per _doz...6 00] No, 10 size can pie @3 00| V2" Houten, %s -..... 12) Jersey Lunch .......- 8 ee i] 1st. pails. per doz. ..7 20 Pineapple o* "| Van Houten, Ys ...... 20! Jubilee Mixed ......2.. 10 Bath Brick ......--+++- 1 25tb. pails, per doz, ..12 00] Gratea 1 85@2 59| /an Houten, %s ...... 40| Kream Klips .......... 25 Bluing ....----+--+++ee" : 25Tb. Sie, eae a. oo —: = Van Hienten 1 72 oo ee Brooms ....-.---++-eees i pen 90 Pumpkin S le ae 33] Lemon Gems .......... 10 Brushes ..--e-++eesee . 1%. can, per a Vw e Wer, Me... Sly eee Paacte Sauare 8 Butter Color .....--+++- 1] 2m. can, per doz. eee eer 5 |W a. ea 16 oP eS mew 1 Of COCOANUT bemenn 22. ee 8 c 1 BATH BRICK pi Gaton 250|,,. Dunham's ber Wb. | Mary Anw .2..)...--.. Candles .....--++-+-++:- 4-2| English ..-..-------+-- 95 Raspberries AGS, Ot. Case 2... 29. | Marshmallow Walnuts 18 Canned Goods .....--- 7 BLUING Standard ..... 448, BID. case ....... 28 | Molasses Cakes ....... Canned Meats --------- > Sawyer’s Pepper Box Salmon +48, 151. case ...... 2% Molasses Cakes, Iced 3 Carbon Oils ...-------- Fe Per Gross} Col'a River, talls 2 25| 728: 15tb. case ...... 26 | Molasses Fruit Cookies COIEED ---- sees t 2] No. 3, 3 doz. wood bxs 4 Ou Col’'a River, flats _- 40 ts, 15th. case ........ a POG fixe eee 11 ge erie t ete 2| No. 5, 3 doz. wood bxs 7 00| Req Alaska ... 175@1 §5| G8 ,& %s, 15tb. case 2642] Molasses Sandwich ...12 ee a 3| Sawyer Crystal Bag Pink Aleka ...-1 2091 6) OU OOS ----- du, | Mottled Square ....... = ee Te oe : Se... 00 —aa 0 48 & 14s, pails ..... 14%| Oatmeal Crackers .... 8 Chicory Lecce ee ae ee 3 BROOMS Domestic, Ys oa 3 75 Bulk, pails -epiee wien ou = Orange Come ol 9 Chocolate .-.----++++++> L : 7 eGo 7 = Bulk harecis oo." na 14 Clothes Lines ....------ : No. 1 — [on 3 75 Doneketic, 4 -.. ~ COFFEES, nee hic. sakes 9 Canna |... ---- ; No. : —- 3 sew ..350|French, %s....... 7@14 Rio | Peanut Gems ......... 9 Meepanit ......---.---- : No. : — ; ae & Sed ee a 18@ 23 Canunon 16%| Pretzels, Hand Md.... 9 Cocoa Shells ..----++-- : No. 4 —_— s oo > s oo a@ Pair... ctecictien deena waa S PWwhlee |... .- 2-2 cn i Parlor en aaeeeere ieee , ae eee caciecicticn tkec Ma & Confections ....-----++-- 3 granny i agg to crear a Fancy a oe 10 CrackerS ...--seeesseee 5 Fancy > ee eee a cel - Peaherry 90... 19 aa a li (reas Tartar ....----- Warehouse ......--.-.- aoe, ees -— Santos : Co Ses 14 BEUeeo = eee te sy Rommon 17 Rittenhouse Fruit Scrub _| Fancy fess aie 25@1 40) Fair ...... See as Bee 10 Dried Fruits .......--- 5] solid Back, 8 in. ...--. Tt taediaeet Tawberries noire 28 ae ieehe 8 9 Solid Back, 11 in. .... 95 UC Pamey 2... ae Sealioped Gems ....... 10 5| Pointed Ends ......-.. 85 go ieeiocehey Pesherry 19 Scotch ao 10 Farinaceous Goods ...- : coo cus 1 05@1 15| a. Maracaibo ‘pieced Currant Cake ..10 Wee oo ce wee ee = ti. £ 90 —— 3@1 00 Mee ee ee 19 Sugar Fingers ........ r? Kien and Opmers ------ Ne 2 1 25 Fancy [oe @i 44) cbeice ....--.--..-.... 20 | Sultana Fruit Biscuit 16 Fishing Tackle ......-. : ma ae 175 ee =: 40 Mexican ice Giaeer (eke § Flavoring Extracts 5 ae Shoe ‘ CARBON OILS ee > ener ee » Spiced Ginger Cake Icd as ee ee = 0 ANCY -.---------------2 Sugar Cakes .......... fresh Meats _....-...--- No B wee ee ee eee eee eee . en Barrels os Guatemala one cae No 4 ee 1761 S Gasshna _” al Pair... 20 or Syagl ...........; ° gg ale a aecaeelh aes 1 wit Ma @20 |Fancy ..........+.++.--22 | Sunnyside Jumbles |... 110 Gelatine eee seh eee 5 A Deoderd Nava @i12 Java Beperes | 20, 8 agrain Bags ------------ 5 BUTTER COLOR - o| Cylinder 29 @341| Private Growth ---aoee Sponge Lady Fingers * Dandelion, 25c size ...2 0 a. = oe eit lSicer Croan .......... - CANDLES Black, winter _ sy%@i9 j|AuKela ...........; 29081 Vanilla Wafers ....... 16 - 1 Parafiine, Gs .........- CEREALS Mocha Waverly ......... 10 Herbs — aa 401 Parafiine, 125 .....--.-- 8 Breakfast Foods Short Bean .......24@26 in ee Seal Goods Hides an mg eee Wickinge -....-...----- 20 Bear Food Pettijohns 1 90 iene Bean ...... .-23@24 per doz. J CANNED GOODS Cream of Wheat 36 2m 4 50) H. Lb. O. G. .......25@27 | aipert Biscuit ........ 1 00 ‘Me 6 Apples Egg-O-See, 36 pkgs. 2 85 Bogota Animale 00 00 ey 3%. Standards .. @1 00] Post Toasties T No. 2 Bele oe 20 Arrowroot Biscuit ....1 00 L faton | 8 4 3 20@3 50 -— ekes 2 80) Fancy ............-..... 22, |Baronet Biscuit ...... 1 00 | 8 ial Fost Toe ties T No. 2 Exchange Market, Steady! premmer’s Butter ee ee ee ee Cas. go| Spot Market, Steady —aa 1 00 ee ee ae @5 00| Apetiao Biseuit, 24 pk 3 00 racKago Cameo Biscuit ........ 5 Matches ae 6 Mandards Estons ow. 33 pres. ...... | 95 New York Basis -,| Cheese Sandwich ..... 0 Meat Extracts ......... 6 Beans _ Grape Nuts, 2 doz. ..2 70{Arbuckle ............ 20 50] Chocolate Drp Centers 16 Mince Meats ecco kee 6} Baked ......---- 85 @i 30 Malta Vita. 36 1th .. 2 a5: inen ....... eee teseees 20 501 Chocolate Wafers ..... 1 00 eri a 6} Red Kidney .....- oe Mapl-Flake, 24 1%. ..2 70 McLaughlin’s XXXX Coceanut Dainties 1 00 aoe.) Gi erre +e e+ -- -s@1 95| Pillsbury’s Vitos, 3 az. 4 25] McLaughlin's XXXX sold| Dinner Biscuits _...... 1 50 Muste aa "ex... .-..- 75@1 25 Ralston Health Food to retailers only. Mail all Domestic Cakes ___. 8 N Blueberries 62h 50;orders direct to W. F.| Faust Oyster .......... 1 00 Nuts ........--.....-.-- i tigaiend ........-.- 1 30 Saxon Wheat Food, 24 McLaughlin & Co., Chica-| Rig Newton _._....... 1 00 fcesien ....-..--..... 6 50 ms 5. 3 00/ go. Five Ociorck Tea ....- 1 00 : ° 6 Clams mie Wheat Biscuit, Extract 7] Prenne __..._......... 00 Pn ater teehee Little Neck. 1%. 1 00@1 25 =e DRESS ...-...... 3 60; Holland, % gro boxes = Gala Sugar Cakes .. 8 P “et Neck. 2%. @1 50] Kellogg's Toasted Corn Felix, % gross ......--. 1 15] Ginger Snaps. N. B. C. 1 00 Pine 2.1, . ¢ Seog : Flakes, 36 pkgs in cs = 80| Hummel’s foil, % gro. 83 Graham Crackers, Red . Mates 6 Clam Bouillon | | vigor, 36 mes 8 2 75| Gummels tin, 4 ere. 1 43) fanel 1 00 Playing Cards ......... 6] Burnham's 42 pt. once =:| Voigt Cream Flakes ..2 80 _ CRACKERS denmie 2200.0 2 8 Pile | 6} Burnham's SS = 50 Rolied Oats National Biscuit Company] Lemon Snaps ........ 50 Pescubas .......-..... 7| Burnham's qts. ------ ‘ 9} Rolled Avena, bbls. ..4 25 ae Marshmallow Coffee : Cherries Steel Cut, 100 th. sk.s 2 10 Cake ....0.-... |. 12% R ,|Rea Standards __...... i i Monarch hel... ... 3 90} N. ie sq. ‘DDL. 6% bx 6 | Oatmeal Crackers ....1 00 Rice oss eee eee ee eee £4 White _.._.._..._...- 1 60} Monarch, 90 Tb, sacks 1 80 ae , Rd. bbl 6% bx 6 | Old Time Sugar Cook. 1 00 Salad Dressing ........ 4 Corn Quaker, 18 Regular ..1 38 da Oval Salt Biscuit ...... 1 00 Pmeernines 2... 3... cs. Siete 2@1 00] Quaker. 20 Family ...3 90|N. B. C., boxes ...... 6 Oysterettes ........... 50 Sal Soda .....-.---+--- 2 Le ee 1 O0@1 10 Cracked Wheat Seleet 84%| Pretzelettes, Hd. Md. 1 00 Salt .... .-..+--++-+++:- ‘i Maney. _..-- Oi Olek 334; Saratoga Flakes ..... SS ihovel s0est. ........-. 1 00 oan Pee 8... 1c... 2 French ‘Peas at 2b. pkes. .......< | 2 50|Zephyrette ........... 13 | Saltine Biscuit ........ i 00 Seeds .....---.. see ees =! Monbadon (Natural) CATSUP Oyster Saratoga Flakes ...... 1 50 Shoe Blacking ......... ee ....2 45] Columbia, 25 pts. 415 B. C. Rd. bbi 64% bx 6 | Social Tea Biscuit ....1 00 EEE been knee anne enn es : * Gooseberries — Snider’s pints ........ 2 35 eg BL 6% boxes .. 6 | Soda Crackers N. B.C. 1 00 ON es & sn 1 : ..6 00] Sinder’s % pints ..... © Shi Pause 2: 8 Soda Crackers Select 1 06 Sen |. ke: fesse eer ees a) Fa ga CHEESE Sweet Goods S. S. Butter Crackers 1 50 FOda ... 2.2.2 ee eee eee eee a ou ie Git [Anes ............-- 10 | Triumph Cakes ..... 16 Spices .......-.2..s e+ eo Lobster _ Bloomingdale ... @13 | Apricot Gems ........ 12 | Uneeda Biscuit ....... 50 Starch ........+-+-++++:- Si th. ...2 401) Carson City ..... @i4 |jAtlantics ............. 12 | Uneeda Jinjer Wayfer 1 00 Syrups ....-.-+-+------- eS £251 Warnce ....___.. @i4 Atlantic. Assorted ... 12 Uneeda Lunch Biscuit 50 iat wa |. Oa @14 |Avena Fruit Cake ... 12 | Vanilla Wafers ....... 00 _ - waa Bites .......-- oe eS 11 | Water Thin Biscuit ..1 0% Seog a 9] Mustara@, 1b 4 Se) Greek ........... @15 — Hee .:5...,... - es — es Snaps 7 = ee eet atlanico Pa mein. [Gadgets 2.8... wiechiek: 20 Tooth Picks .........-- . ee oe oe 2 > has oo @is |Cartwheels Assorted .. 9 | In Special Tin Packages. ee eer teren tne ‘loaak i... Soa 40 @60 | Chocolate Drops ..... 16 Per doz. Vv moat. fh 1501Sep Sago _...... @20. |Choec. Honey Fingers 16 [| Festino -..............- 2 50 Vinegar «2.5.0... 1... Siw eaio 2th... 2 80] Swiss. domestic @13 |Chocolate Tokens .....2 50) Nabisco, 25c .......... 2 50 - Mushrooms CHEWING GUM. Circle Honey Cookies 12 | Nabisco. 19¢ .......... 1 00 w Hotels @ 17| American Flag Spruce 55} Currant Fruit Biscuits 12 Champagne wafer 2 50 Wicking ..........-...- 9 seen ale Wee @ 14| Beeman’s Pensin ..... 55iCracknels ............ 16 er tin in bulk Wondenware ........... 9 Bt ttons. is @ 23| Adams’ Pepsin ....... 55} Cocoanut Brittle Cake 12 BErertTO ooo. oe Wrapping Paper ...... 19) 6 *" Oysters Sei... 45{ Cocoanut Sugar Cake 11 |Nabisco ............... 1 75 Y fave Th ....- 85@ 90) Best Pepsin, 5 boxes 2 00} Cocoanut Taffy Bar ..12 Festino whecee toc caes 1 Yeast Cake ........_. 10' Cove, 2Tb. ...... 1 65@1 75! Black Jack ........... 55! Cocoanut Bar ......... 10 'Bent’s Water Crackers 1 40 CREAM TARTAR Barrels or drums .... 33 Bexes ....-... ee pues 34 Syue@re CHnSs .......... 36 Fancy caddies ........ 41 DRIED FRUITS Apples Sundrieg ........s. Evaporated ........ 12@13 Apricots California ......124%@14% Citron Cortiean ........ @15 Currants Imp’d 1 Ib. pkg. @10 Imported bulk . W 9% Peel Lemon American ... 13 Orange American .. 13 Raisins Connosiar Cluster ....3 25 Dessert Cluster ....... 4 00 Loose Muscatels 3 Cr 5 Loose Muscatels 4 Cr 6 L. M. Seeded 1 Ib. 744@8 California Prunes L. M. Seeded, bulk .. 7% Sultanas, Bleached ...12 160-125 25tb. boxes. .@10 90-100 25tb, boxes. ".@10% 80- 90 25tb. boxes..@11 70- 80 25tb. boxes..@11% 60- 70 25tb. boxes..@12 50- 60 25tb. boxes. @12% 40- 50 25tb. boxes..@13 4c less in 50M. cases FARINACEOUS GOODS Beans Drich Tima . 3... .. 8 Med. Hand Picked shee 25 Brown Holland $5 Farina 25 1 tb. packages ....1 5f Bulk, per 100 Ibs, ....4 00 Hominy Pearl 100 tb. sAck _.._1 76 Maccaroni ard Vermiceili Domestic. 10 tbh. box.. 46¢ Imported, 25 th. box ..2 5¢ Pearl Barley Chester _....... ence ae Heiress 4 75 Peas Green, Wisconsin, bu. Green, Scotch, bu. socom - Spat Me oi. East India German, sacks ...... - German. broken pkg. - Tapioca Flake, 100 tb. sacks .. 6 Pearl, 130 th. sacks .. 4 Pearl, 36 pkgs. Minute, 36 pkgs. ......2 75 FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla No: 2 sige 2) --14 00 No 4 Mee oo 24 00 Mo 2 site .. .... -++.-36 00 NO 2 OMe .. oo 48 00 Coleman ‘s: rp. Lemon Oo: 2 aie ....2...: naw Mo. 4 site ....... 3.1: -18 00 MOS CMe 28 lt 21 00 Mo 8 se... 36 00 Jaxon Mexican Vanilla 1 Om OWaE 2622 e 15 00 2 Om owed 22.0 oe 28 20 fon fat 55 20 BS om at ote 108 00 Jaxon Terp. Lemon 1 Om oval 2.02.23. 10 20 2 en Gyval .....:).2. 16 80 fez fat 2... 33 00 S Oe fat oot 63 00 Jennings (D. C. Brand) Extract Vanilla Terpeneless Exract Lemon No. 2 Panel, per doz. 75 No. 4 Panei, per doz. 1 59 No. 6 Panel, per doz. 2 00 No. 3 Taper. per doz. 1 50 2 oz, Full Measure doz, 1 25 4 02. Full Measure doz. 2 40 Jannings (D. C. Brand) No. 2 Panel, per doz. 1 25 No. 4 Panel, per doz, 2 00 No. 6 Panel, per doz. 3 00 No. 3 Taper, per doz. 2 00 loz. Full Measure doz. 90 2 oz. Full Measure doz. 2 00 4 oz. Full Measure doz. 4 00 No, 2 Panel assorted 1 00 Crescent Mfg. Co. Mapleine 202 per dow... 3 09 Michigan Maple Syrup Co. Kalkaska Brand Maple, 2 oz., per doz...2 25 GRAIN BAGS Amoskeag, 190 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat Bee 83 Witte |. 3.2). 82 Winter Wheat Flour Local Brands Rares 8 79 Second Patents ...... 4 59 pererPre ok 4 16 Second Straight ...... z 90 Ree se 70 Flour in barrels, 25¢ - barrel additional. Lemon & Wheeler Co. _ Big Wonder %s cloth 4 15 Big Wonder \%s cloth 4 15 Worden Grocer Co.’s — Quaker, paper ........ 4 Ousker, cloth ......2.. 4 es Co. Meuse ... 20... co... 410 PA ae ios April 19, 1911 MICHIGAN TSRADESMAS ee Lemon & Wheeler Co. PROVISIONS Wwe a éf White Star, is cloth 6 40 Barreled Pork a = * aes “ae , oe a in wile eed > aww Bee 2 i White Star, 4s cloth § 36 Clear Back ‘ow % ——_ a antiliani - “em . White Star, 4%s cloth s 20 Shert Cut oa @ a a ~~ — + on a in 4 Worden Grocer Co. Short Cut Ci Mm i x Y he i Gime a ; one" aa. om © é Amer ican Magle; % cl 6 3 Bean ; oo ae ; “ ae * ano a “ o watt € » i gy bon — tty »® e * * a ue ee z # ‘~ - Grand Rapids Grain « on co oe on FF tee tg wr y . * a a i, Purity, Patent es -4 Clear Family 1 ; ; Menges Kage Soom cm ane > ie , Puts Seal of Minnesota .....6 W Ory Sait Meats te Brena : ' et ia _ ln Wizard Be cicoane 4 SP Beiles ' ‘ ¥ tee: yor Soom se 4 ; — = Wizard Graham ...... 4 40 Lard ton > "te . —“— - “= Wizard Gran, Meal ..3 40 Pure in tierces ray 9% 8 : +p , * lene Wizard Buckwheat ..6 w Compound lard ‘ ? » » Sem og a 7 = BEGG cecncccdcceccccsee © Die B i t« xs & ag i -~ » “ es * ms Wheat Flour TH. SOG SL sce rec : — oti — Lakers Brand so Tb. are a 2 a Reged a oa —_— + en Bee e =x Golden’ Horn, family 5 0 % ™.- * “aa teins, thee » Goiden Horn, bakers 4 w *? rs & ee ce “ : ie BL ey Wisconsin Rye ........ >’ & wa F 3 _ ie s Sica Seth > nian Judson Grocer Co. Brand * ™ HUF i : — ‘2 nesta i Ceresota, %s .... cone ieetvdere ; . : - — - Mw Ceresota, 43 .....-----6 10 Hames, 12 &® avernge..16% “~~ ad ; an © pended Tow a CEPGROER, FAB oc ccccsces 6 & Hama, 14 % «verage..ii~— ° . es * « ‘ . ” Hames, 18 & aver }, & eee & nner cae Seae” eat a Li iz i Wingoid, %8 ..--«- ...4 ® Skinned Harmw i4 %y@ ie * 7 i » * _ = sate Seb ee Wingold, YB --+---++0 » 4 Ham, dried beef sete ..17 . 4 * i ; 4 ~ — #s Worden Grocer Co.'s Brand California Hace bills , : ® ” sae es ly Laurel, %s cloth ...... 5’ 88 Pienic Boiled liar j ‘ a : . > laa 43 cloth eeenes 6 iv Botied Ham : a oa ; : on urel, %& & is paper 4 « Berlin Ham, pressed ..1i% ~ ora : : j" ' ‘ye ‘ Laurel, %s cloth ....-b $9) MOOG TEAM ccccccec ‘ “ —— er cue : vou Adiliing Co.s Brand “acon ’ eisey—e ~*~ , Po | Voigt's Crescent ...... 4w Sausages m . he “ _ ; , Voigts flouroigt .....4 | Bologna i neta , ‘ VOlgt S kiygienic id ver .. i*@ * ne tg Woes oat tH. y ara ae Lieeceeeen & oo! Prankt: wet iy oi z ie me ey * aa 4 oigts Koyal coccee ee 20| Pork Bi t 3 > < i i Wykes & Co. Veal ... $1 " m Saguen Sresutost mm ae , Sleepy Eye, i cloth..5 56) }OnEES - r — < Hicepy yc, ~—8 Cloth..s 4% cadcheese S = o * wry a _ picepy bye, %s cloth..s dw! os Beet : wt ra . ee ae sleepy bye, 3 paper o go | Boneless M & : gaye " a Pins meepy Kye, 4s paper » Se Rump, new i¢ . ae : mai aa » win ‘ , Watson-tiiggius siiuling Uo, . Pig's feet é " * an : — ™ , liapamage” stb “ Feriection riour ......4 | * bbis. —" te - ” Once tt = ae a ree Toe Pie oo. 4 io Des. 49 es iw G am € : 7 a? - ‘ eigen tegummiess a Goiden Sheaf Flour 30? bois. 4@ ‘mrman : + “ een ™ Marshall's Beat Flour 3 1* ™ 9 German Meottiet. 1 eis , : was i af est Se Perfection Buckwheat $0 p. 4: Trige Mereriiies, (09 cmles — wi le em ” 1ip Top Buckwheat Zz a Kits, 15 te. .- _ @ Mare . es oe o +? * are eg arn eee eet a Badger Dairy Feed 14 Ww & bbis.. 4 ihe io M “os me sue * scaenee a. sie - Alfalfa Horse Feed 26 w 7 bbis., 82 bs 6 Marwiiies, Ps wri . Se I: Ne : BORE COM cece c cess ko Casings . . » Wire a i * age nga tte 4 ; “+ Hogs. per © Fa ; * : hoyle Scratch Feed hk & : a : -" th geet oF ’ ‘ j ‘ a Rae ae ee - Meal —? rounds, set te «AA ¢# « on wt . . a a beter sl 4 ef, dies, * 74 ‘ ane ae ' é ; ‘ Be bie sl ~. © Seas ae’ , 96 a ~ Sasp Pom . «ae “ . “ m wan “’ een " wi e Golden Granulated ese $0 Uncolored Sutterine ane : Foae at : , ue | ae ~ St. Car & ‘eed screened 23 WW Solid dairy ey iE ape am yee Bay eh Brewers’ Grains ..... 45 jg | Potted tongue. %@ --. % inten «s Fine + % Sale Sw ~ Hammond Dairy Feed 22 3 Rice Schnmon's SS su “we ; Alfalfa Meal ......... 26 Fancy -. - & a 7% Nine (fF a , wn Pp MUSTARO 166 3 1. sac + ag att. Venang > kine . shee et. a coe % Ib. 6 Ib. box .... is) 66 5 > a eel = Mize@, Bo. i i 4 ies — — ss OLIVES ana 2 & Mixes. Bo. 1 i ; a * ~ —— oe om 5 23 16% TH. sacks 2 ized “ “ ‘ a % ~y = Eien Die | we Hulk, 1 gal. Kegs 1 101 2) 56 TH. sacks ..... oo =< oe a. ane rae ‘= bulk, 2 gal kegs 99G1 10) 28 TD. sacks Sli ee cee oa = “ey i= Bulk, & gal kee> Wyi Ge Wartaw ns os mene ee. a - 2 ota a. sega omer : = tec euane 9) % Tb. dairy in drili tage amen whise = cl - i a Ted is aot ak 2k °”6 Ce eee eee = s Simic - in, += : ng Yager tong 90g 4 rs * “> ee Pitted (not stuffed) (346 TD. sacks 44 sgrika, ongara “ 2 © ; ; Oe go ee. 2% Common " Pure Ground ia Cee acme ae ; oe ; Manzanilla, $ oz. ...... W| Granulated. fir | ctenen. Fae : en . — ‘ an lei : Lunch, 10 oz. ---.. "11 361) Medium, fine | cara, Tams es ¥ 7 _ Se A festa La OO poe oes 2a SALT FISH a oe xe ‘ tio Satie — Queen, Mammoth, iy Cod mages. Beem oe 2 “ odie a Oe ncmeecnecesos+s 37 Large whole ™% - ~~ » ‘= : oe os co i vee Note HS aS Queen, Mammoth, zs ,,| sae whele ---- 2 i Pepper. Binck oe <.. ee. a ae See Olive Chow, 2 doz. s, Ps vant “ae te White is ms ; ' . = ~ Lio alecewa ae "- hl Pepper apo he A ae) MOE 2 ae s my Sy PICKLES + Strips aiibut | Portes Hom oy “ ey & ish Oe 2 a» a | ete as STIS .--cee oeeeee pe gv A wt P $s se * < — ee <— =o at Medium i (Clem on nec ecevces 14 Cara j # — eo. “ Barrels, 1,200 count ..7 i% ee iaaactiaaasll “ wn ‘thin , a « , Kingsford. © The * omy ae ot ¢ eng a fr Half bbis., 600 count 4%¢' YY. M wh hoop. bitte 11 - ti: oa , « z ‘ Ve + galion kegs ...-- 221. MM wh. k — cae Macey. @ 1. cee $%, . ™ ti ee ' Y uw 7a ‘a eo & sais Wecsy. © Te geo $ 1 wd *, be —_ a i at ee — . \ KS, i io Pee Z iw } aie Fe é od eae a se eeseecerreceee ; 2 x, wh. hoop Milchers a Kongetort a hw ogee ther 3 ‘ — par oe Half barr eeeeworere ; OE ccccauucvenvn ip ce iy + f act igure : nt ‘ ee ee 5 gallon kegs ......... 1 9%) Queen, bits 2 Le one ie a oa < - Gherkin ; oe owe it % Miver Gomme, M The rata ee eT > anette ** Rerreis s li 6 Queen be on brie * - ag fa L {t tt ty gee gore ro te a — " ime oe Half barrels ........-.-5 @| ' es % Wary rnc tome nin Mien . teu 5 gallon kegs ...2 75) Mo, 1, 160 Ibe. an ff 1S packages 5 WMI Mine ee bier Meee qumténua le, ee “oorers 7 14 5. cackagee 4% 3 ee Be ioe » rete me e 13 selme . vevereeed 2.22 Sh packages ’ % er gee ash ae ene ute aan panne eer eenrees 7 Na 1, 16 Be i“ 4 terc0oe —% * ” ” aw Rem craggy —_ a a - ~~ ne % © _ % Ce a %}, *ary 2? fee T4y gall kegs -------- : Ce eels “tt ae FES Fe é a. Be cewceoes is a Garrele . j Beers See —m —- - Jum (= ow we | ttm se i & : F xe MICHIGAN TRADESMAN April 19, 1911 Current Jute | yh Ce 75 | ieee a ek 90 | Oe. = ce 1 05; Soe ee 1 50) Cotton Victor | Bert. 1 10) 60ft eee 1 35) i a. 1 60} | i } Cotton Windsor Be cee, 1 30; j i 1 44) 4 : : coe mire. 80; : : - | Mica, tin boxes ..75 9 00 | as poe 4 00| Full line of fire and bur-j| Paragon ......--. Saf t Se eee elar proof safes kept in : stock by the Tradesman BAKING POWDER) $j... Cotton Braided | 2.| Company. Thirty-five sizes Royal dm g5| and styles on hand at all i oo ce ll 1 @5| times—twice as many safes tb. cans 1 35 6oz. cans 1 90 %Ib. cans 2 50 Ib. cans 3 75 lt. cans 4 80 sib. eans 13 00 5rd. cans 21 50 ! Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft, long 2 COFFEE Roasted Dwinell-Wrig.e Co.’s B’ds Wabash Baking Powder Co., Wabash, Ind. 80 ox. tin cans ........ 3 75 32 om. tin CARS .....-- 1 50 19 oz. tin cans 85 | 16 oz. tin cans 75 14 oz. tin cans 65 10 oz. tin cans 5d 8 oz, tin cans 45 4 oz. tin cans . tin milk pail ..2 00 16 oz, tin bucket ...... 90 11 oz. glass tumbler .. 85 6 oz, glass tumbler .. 75 . pint mason jar 85 CIGARS Johnson Cigar Co.’s Brand} = ©. W.. 1.000 lote ....31 7 Portas ......---.... 33 evening Press .......-.-- 32 ucranier § .......-.-...-- 32 Worden Grocer Co. Brand Ben Hur a Perfection ......+-------39 Perfection Extras ...... 35 Tmoeree ........-...-.- 35 Londres Grand .......-- 35 RE oc i we ee es wk 35 Puritanos weet esses 38 Panatellas, Finas ...... -35 Panatellas, Bock ........ 35 Jockey Club: .......-.-- 35 COCOANUT Baker's Brazil Shredded ; ‘ ETON aa in at Tey, are o 10 5c pkgs., per case 2 6 $6 10c pkgs., per case 2 60 16 10c and 38 5c pkes.. mer CAMS ..........2 80 CLOTHES LINES Sisal a on Se Pats White House, 17>. ....---. White House, 2%. -......: Excelsior, Blend, 1Tb, Excelsior, Blend, 2Yb. Tip Top, Blend. 1%b. moval lene .......-...... Royal High Grade ........ superior Giend .......-..~- Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- jmons Bros. & Co., Sagi- naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., tle Creek; Toledo. Bat- Fielbach Co., FISHING TACKLE im 8 tim fo... 8... 6 8 8 Woe o. eka eee 7 fe 2 im. ios ee een e se 9 ro 2 4. 11 0 re 15 me 20 i Cotton Lines VO, 1 48 feel ........... o Me 2 15 Beet .....-..... 7 Mio. 2 te feet ..........: 9 Noe 2 0S feet 10 No: & ie feet ....... 11 mo 6G6.)l6h6UG 6UTOEE C.......... A No. 7 ib feet ........... 15 Ne. & i feet _..... 2... 18 No. 3. ie feet ..........38 Linen Lines | 20 men 26 ee ee 34 Poles Bamboo, 14 ft., per doz. 55 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz, 80 i&mall size, dos. ...... 40 Large size, GoOm. ...... 13 GELATINE Cox's, 1 doz. large ....1 80 ‘Ss, I dom smal ...2 09 Knox's Sparkling, doz. 1 25 60ft. 3 thread, extra..1 00 Knox’s Sparkling, gr. 14 00 vom S$ thread. extra..1 40i Neison’s .............. 1 50 adft. 3 thread, extra..1 70) Knox’s Acidu'd. doz, ..1 25 SG tire@ extra..1 29 Oxford ..............-- 60ft. 72ft. 6 thread, extra.. «| Tradesman | as are carried by any other house in the State. If you are unable to visit Grand Rapids and_ inspect the line personally, write for} quotations. SOAP Beaver Soap Co.'s Brand 100 cakes, large size..6 50 50 cakes, large size..3 25 100 cakes, small size..3 85 50 cakes, small size..1 95 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 46 Lowest Our catalogue is ‘‘the world’s lowest market” because we are the largest buyers of general merchandise in America. And because our com- paratively inexpensive method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for current cata- logue. Butler Brothers New York St. Louis Minneapolis Chicago Be the Progressive Dealer in Your Town—Buy This Motor Delivery Wagon Peasy 7 a Ass WI Model D—1000 Pounds Capacity—$900.00 The Chase Wagons Are Simple in Construction Cheap to Maintain Easy to Operate Dependable and Durable If you are alive to your best interests, write for cat- alog of the Chase Complete Line to Adams & Hart Western Mich. Agents Grand Rapids, Michigan Black Hawk, ten bxs 2 25 TABLE SAUCES Halford, large Efaiferd, smal ........ 2 25 Use Coupon Books Made by Tradesman Company Grand Rapids, Mich. What Is the Good Of good printing? You can probably answer that in a minute when you com- pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. your customers. It has the same effect on Let us show you what we can do by a judicious admixture of brains and type. Let us help you with your printing. Tradesman Company Grand Rapids ' ' "- ee - April 19, 1911 MICHIGAN lon i : ETA . Face ee ee TRADESMAR BUSINESS CHANCES. Wanted — Carmen oF ag ton si oy 43 j gee aS # Wanted—To rent store building in live town for | McFiw Hastings. M general stock. Address No. 355. care Tradesman be F & r £ e e For Sale—%4,006 dry goods and shee stock. Kala-| >” oe eo a ; mazoo, suburbs. Willi trade. Address merchant.) 0 care Tradesman. az —— se >= re rk } % # For Sale—A first-class grocery and meat mar loor from tot oF at . ket, domg good business. $17.00 last year. im-| 4, “en wf voices 33.000. Town of 1.00 inhabitants. A bar- | _ ‘ . a gain for someone. Wiii sell at mvoice price tuk i all eason for selling. going west. Address No. 351 ‘ gg . : . care Michigan Tradesman : | et ror Sale or Exchang i i dry goods store in fine f 3 illinois. Must be sold at once + z owner's health. Address No. 649, care * z Tradesmar 343 Sacrifice! Sit ae . ’ south part of city. One FOr 2a } Shaz . * “ Many advantageous the an 6 f * £ gate. G. H, Kirtland Mininery ie 3 a Citizens 322 id goods. excelent ~ * = ¥ & LISTEN, MR. MERCHANT by April ; We are ready, right now, to conduct a business | > ee ’ building, profit producing advertising campaign. P it " - that wull increase your cash sales from three to Mee six times, dispose of old goods. and leave your HE i. business in a stronger, healthier condition than aon ra Pace before. =<" ae ce os Comstock-Grisier Advertising & Sales Co. s agg ae hele 907 Unico Building fotede, Unwis, Pp Hensler, Rattle Creek, MWietiex For Sale—Re : : business, paying ~ - . c dred dollars per month a eng ee ; . 2.4 fine location, up-to-date ae Conia fixtures. On account of poor vind nies sell cheap. Price 31,300. w : . EF. McBride, Durand, Mict 2 ¥ For Cheap—Two s “ f a z Good living rooms above. £ sia . as low as 3600. Enquire x oa a Fennville, et . For Sale— rt ay en ated in jarwes ister, in fi oy 5 Oe : ake 2 r ~ ‘ ~ ef ua sacrifice. ; “me ont — * " " ments. If interested Lock B ; a ; . ; Lake Odessa, Mich. <, ’ a z For Sale or Rent—On r 3 3 health, bakery in a busy town A aad aaa business. Easy payments. r f For Sa . first 3 cx of g ' A. Lieber, Dowagiac, Mich. mer 4 MOCa Le # ae “ For Sale—Best cash busin a | a 4 r "Temde ern Michigan. Dry goods, a , ce ings, notions. : ane a tunity. Must be ash deal. About $6,990. fate groce F Can reduce. No salesmen wanted. Ad- t tow 7366. Cas tae dress L. H. Phelps & Co., Fremont, stock and fixt Mich. 333 re Trade a 3 For Sale—A small laundry. A bargai . .- sien or will sell machinery for removal. aie 2 . dress Laundry, care Michigan Tradesman ones 43 For Sale—$i.56% stock gr s and LIGHT STEEL RAILS —_ . - « a $ é 8. 12, 16, 20, 25. 30, 35. 40 Ibs. per yard. A. S.C. E. 2 Sections, with Splices and Spikes. Certificates of a inspection by Hildreth & Co.. Inspecting Engi- ona neers, of New York City. assuring absolute first quality, furnished free of cost. We are manu- ni facturers and can make prompt delivery Por Sale—Soda founta ealiadin UNITED STATES RAIL CO., Cumberland, Md. cluding tw tanks winters i 7 ewe is ara * 4 al il a te i 4 AT ea for cas 4 For Sale or Exchange—Fo - wg Co — apis farm 80 to 100 acres. Be: pe clothing store in Northern Indiana. competition. Town 1,f two good rai ash for st c * roads. If you want th tt quick. Wr dad Mf & ., & C., care Tradear zr For “a There # 7 rik sof mw yy made eeries and fixtures : z an & Grand Rapids. a af Cherry St.. Grand “R zapic Te tac Wanted To Rent—St at a W rite able for general stock oe live country town. oe 1 Win .dsor Terrace, Grand Rapids Por Sale—Drug stock and 1 $2,546. Will seli for $i ee i re qe @ 3 - ADDRESS—W. D. Hamilton & Co.,/ Address W. C P.. care 7: Galesburg, IIL, if you want to sell your stock of merchandise. 337 Speial Sales—Oldest sale cone the business. Bar no E conduct all of my sales Port Huron, Mich. For Sale—On account of death er, old established dry goods Three year lease. Light, large store, smal stock. .J. TF. C., 108-110 W. State StL. ttnaca, N.Y. 323 For Sale—Bottling plant, business good/|sell or exchange all the year round. Big resort trade in property anywhere : . summer. Must sell at once on account/Frank P. Cleveland. Heal Estate Expe-* of sickness. Address No. 309, care Michi-'1261 Adams Express Bailding. he ce ae gan Tradesman. 309 THlinots. 4 v Your advertwement f placed on this page would be seen and read by cht thousand of teen tera facmmwreda a aS bees le yosands ot on o “ — pe pie wes Lave “ a —_— changed properties 2s the diovect resait of ad vertmg = thw caper Michigan Tradesman 48 MICHIGAN TRADESMAN ‘April 19, 1911 THE COURTEOUS CLERK. How He Enforced Politeness With an Ax Handle. Written for the Tradesman. People have grown so rude_ to each other that the Legislature of a Western State is considering a bill which makes lack of politeness in a person waiting on the public a mis- demeanor. It is not proposed, in this bill, to look up the people who are impudent to those serving the pub- lic. If a man, or a woman, or a child, has a dollar to spend, he, she, or it, may still go the limit in impertinence to a car conductor, a ticket agent, a theater usher, or a clerk in a store. There are lots of articles printed about clerks being gentle and kind when dealing with the over-worked public. One may read stories about clerks who became great merchants by always saying “thank you” and by smiling away the insults of those who came to buy. One may also read stories about customers being subdued by the keep-off-the-grass air and dignified deportment of men. On the whole, the consensus of public opinion seems to be that those who wait on the dear people ought to be glad they are alive. It also appears to be generally admitted that a clerk ought to make a floor-mat of himself if a rowdy has a dollar to spend. This is not to teach disobe- dience to the boss’ orders, but it is merely to suggest that clerks are men and women with feelings of their own, if they are obliged to earn the money they spend. Sometimes a clerk shows up whe is superior to the insults of patrons, sometimes one launches himself into history as a person who puts on his fighting clothes when he gets up in the morning and keeps them on al! day. This person last named some- times wins over the public by show- ing that he is not to be insulted with impunity, but sometimes he just los- es his job because the customer he took in hand is an intimate friend of the boss, or a nephew, or something of a man who is a good buyer. That all salesmen, all who serve the public, should be civil and obliging goes without saying, still, there is a limit to human endurance. When a customer enters a store with anger in his heart because of a _ fancied slight to a sister and turns the of- fending clerk heels up and gives him a spanking, it would appear that the time for the worm to turn has ar- _Tived. This was done in one of the Unit- ed Stores Company’s places of busi- ness out in the little town of Conrad, which is not the name of the town at all. That store at Conrad was a troublesome proposition to the man- ager of the United Stores Company He had taken it over because it was either that or nothing, and the place had never paid expenses. Conrad was a little bit of a town out on the edge cf the swamp, and the people who came to the store to trade were of the rough-and-ready sales- sort. Half a dozen managers had been sent to that store, but all had quit in disgust. The boys out there had a cheerful way of strolling into the store about closing time and sit- ting there until morning, talking to the clerk in relays, so all would get a little sleep, while the clerk got none at all. When Hamilton returned from a two weeks’ experience there he brought a black eye and a sprained arm with him. He had attempted to put the loafers out of the store and had been attacked by the gang. whole “You may as well close the store out there,” he said to the manager “The sales are small and the popu- lation is restive and muscular. I had half a dozen scraps with the big loaf- ers, and any man who goes there will be insulted and beaten up. There is only one peace officer there, a con- stable, and he stands in with the push. If you take my advice, you'll close the place and move the stock over to Hillman, where there is a decent population and a small police force. Anyway, if you don’t close the store, send a couple of machine guns with the new manager.” The manager did not accept this advice. He wouldn’t admit defeat. After Hamilton left his office the Manager sent for Grady. Now, Grady was a clerk who had never made good. He had been shifted from one department to another until he had served in every one of them, and in- efficiently in all. He was a red-head- ed, freckled-faced lad of 21. He had emigrated to the West from Riving- ton street, New York. The Manager knew that Grady was from Rivington street, New York, and that is why he sent for him. Down on Rivington street, New York, the young boys live on the open-air idea, sleeping on fire-escape balconies, roofs, drays and push-carts wrested from fruit-sellers. Rivington street lies east of the Bowery, in the district of the world which is most densely populated, bar none, and is a place where boys fight for what they get. Hence the Manager sent _ for Grady. “Grady,” he said to the young clerk, “you’ve been here a long time and haven't made good.” “Yes, sir,” said Grady. “You don’t seem to have the right sort of ability. You lack tact and talent for details.” “Yes, sir,’ said Grady. “T rather like you, Grady,” contin- ued the Manager, “and I’m going to give you one more chance.” “Yes, sir,” said Grady. “T’ve been thinking to-day,” the Manager continued, “that I may have been keeping you in the wrong groove. You don’t do well as a sub- ordinate, and so I’m going to put you in charge of a store.” “Yes, sir,” said Grady. “Tt is the store up at Conrad,” con- tinued the Manager, “and you will have plenty of time up there to study up on commercial economy. Conrad is 2 small, quiet place, with a mixed population, a population which you must get in touch with at once.” “Yes, sir,” said Grady. So, without any further instruc- tions, Grady was sent up to Conrad to get in touch with the population. The Manager sat pretty close to his desk for a couple of days, watching for telegrams from the seat of war. At last one came. “Send a man up to sign my bonds,” the wire read. “I’m arrested for mur der.” The Manager thought of the boy with his educated left and his Riv- ington street training and was almost sorry he had sent him up _ there. When he got to Conrad he found the store open and doing business, with a constable sitting out in front on a box with the muzzle of a gun point- ing at Grady, who was waiting on a rather pretty girl in a blue cotton gown. “What’s coming off here?” demand- ed the Manager of the officer. “I’ve arrested Grady,” replied the constable. “Why don’t you put him in jail, then?” asked the Manager. “He won’t go,” said the constable. “T’'ve offered him every inducement, but he just will not go.” “Why don’t you take him, then?” asked the other. “He’s got two forty-fives under the waistband of his pants,” replied the officer. “What did he do?” demanded the Manager, holding on to himself for fear that a laugh might annoy the constable. “He put Bud Beers out in one round,” was the reply. “When the other boys came at him he swiped them with an ax-handle. They’re all in bed.” “Well, ’'m going in to see him,” said the Manager, who had not re- vealed his identity to the constable “Be careful,” said the constable, “if he takes a dislike to you he'll give you a smash that will land you on the roof of that store across. the street. That feller’s been living off fights ever since he got here.” The Manager went inside and sat down at a desk. Presently a justice of the peace came in with a book under his arm and opened court. Grady winked at the Manager and took the justice by the neck and threw him out of the store. The constable looked on and caught all the words the justice did not dare shower on Grady. “Now,” Grady said to the Mana- ger, “if you'll go out there and sign my bond Ill be a little less hamper- ed in my business. I told the con- stable that if he wasn’t away from there in half an hour I’d mix him up with the scenery, and it is most time for me to begin operations.” The Manager signed the bond and proceeded to find out about the chances for life of the men Grady had coaxed into good conduct with an ax-handle. He found that Grady had acted only in self defense, and managed to have the complaints dis- missed. When he told Grady what he had done the clerk frowned. “Now,” he said, “there won’t be anything doing here.” “Except business,” said the Mana- ger. “Yes, sir,” said Grady, “but how am I to find amusement in this nice, quiet little place—as you described it to me?” “I’m going to send you to a large city,” said the manager, “and pro- mote you. This store will be closed, and you will be Assistant Manager in the new place.” “Suppose,” said Grady, with a longing look in his eyes, “suppose you let me run this store a month long- er? The boys will be out by that time and what I'll do to them might make me Manager, if what I have already done pushes me up to As- sistant. Besides, I’d_ like crack at Bud Beers.” But, then, of course, a clerk can not always use an ax-handle and be promoted for his dexterity with it, but there are many who would like to on occasion. I tell this only to show the other side to this courtesy proposition. Alfred B. Tozer. ———_—>-o oa Baker Must Advertise. It is policy for the baker to pro- mote the demand for high-class nov- elties as much as- possible. With a little effort he can lead his customers along to buy better food year by year. This is especially true in the smaller cities and towns, where it needs a cer- tain amount of educational work to elevate the standard of taste to the point when people will ask for some- thing besides pie and cookies. But tact, perseverance and setting before the people, in the show window and in the salesroom, samples of baking that are better or different from what they have been accustomed to buy, will surely lead to the sale of the more profitable lines. Above all things the baker must advertise. Not always in the newspapers, but by personal effort, by circulars, by letters, by ar- tistic display in the windows of the lines offered. Newspaper advertise- ments are effective because they reach more people at once than any other way the baker has of talking to them. The baker need not necessarily say much; but what is said must be to the point. —_+-+- “What has become of that simpli- fied spelling movement?” “It was held up by the fact that dialect writers could not get into the habit of leav- ing out the apostrophes for omitted letters.”.—-Washington Star. —_—-2-s——— “It took that racing automobile twenty minutes to pass this house.’ “Impossible.” “Fact. I could hear it ten minutes before it got here and ! could smell it ten minutes after it passed.”—Toledo Blade. another BUSINESS CHANCES. For Sale—The hardware stock formerly belonging to the Post Hardware Com- pany. Stock is now in first-class mer- chantable shape and in one of the choice locations of the city. Will sell either with or without lease of store. Address The Edwards & Chamberlin Hardware Co., Kalamazoo, Michigan. 355 Kodak films developed, 10c per roll, any size. Prompt attention given mail orders. Prints 24%4X%3% to 34X44, 3c; 4X5 to 34%4,X5%, 4c. J. M. ated ig Third Ave., New York City. ine ee ee sos ahaa ie Ra Re oe eens "oan RS “ * s . ps ea fee Cokes es Si lays Outlast Shingles Slag or Tin HERE is no question but that Reynolds Flexible As- phalt Slate is the most durable and satisfactory roef- ing material known today. It is practically indestruc- tible. These slates are 8x13 inches im size. lay 4 inches to the weather. and because of their slightly flexible nature are never broken by frost and ice. Reynolds Flexible Asphalt Slate are made of asphalt (no coal tar) felt and crushed granite Cost about one-half the price of quarry slate laid. and last much longer. Never need painting. Do not held snow Cannot stain rain water and are fire and lightning proof Reynolds Flexible Asphalt Slate makes a fine looking roof—fully up to quarry slate in appearance. We back them with a ten year guarantee. but know from years of experience that they will last many times that length of time. Write for free booklet on slate. We also manufacture Asphalt Granite roofing im rolls. H. M. Reynolds Roofing Co. 172 Oakland Ave. Grand Rapids, Mich. Established i868 ee oom SOR R RC RNERD ee eA 8 EAS OOO RNA ROO. | | We've Used Niagara Falls to Advertise Paw A eeiacacieine “Won its FAVOR through its FLAVOR” price-cutter at a /ower pri Alley gs 4 ” 4 ir. Cor F o - ‘ * * « ” Gay & % The Ideal Clothing Company’s WABASH STRIPE Uniform Overall Suits are deserving of We have therefore decided to advertise them to the wearer in a manner befitting their worth—HONESTLY and EARNESTLY —with the conviction that springs from knowing that they are all publicity. that we represent them to be. We reproduce on this page a very attrac- tive card which we have had printed forthe SSQ7SSSRSSS SITS express a purpose \ of ad- vertis- ing di- rect to the For Sale by A, sae . \ S Wf Ye C7 WY \\ ee a a) * Es « bo e & @ ® 3 td & A e & e Sd € A od & Cd r Cd @ Si a SJ \ A TARR REPRE RRR ERR SREP eee ee ee ee ee ee ee ee ee ee” Ce Loe eee eee ee eee ee eee ee ee ee ee oe Be ee eee ee ee oe ee ae: oe Fac-simile of Stifel’s Celebrated Wabash Stripe Pure Indigo Drill, which is unsurpassed in wearing quality, permanency of color and pattern and warranted not to break in the print. No. 176 Men’s Apron Overall, full pantaloon cut, extra wide legs, deep crotch and seat, long waist with two button opening on side. Has two front swing pockets made of 2.50 weight Pepperell drill, combination watch and pencil pocket on bib, one rule and two hip pockets, Silesia lined fly. Trimmed with high grade gold gilt buttons and double stitched throughout with extra heavy thread. Has a de- tachable suspender made of extra heavy 2-inch web with a calf leather back piece and heavy chrome leather tab. No. 276 Overall Goat, is made just like custom made coats, having side, back and shoulder seams, round corners in front and a shapely collar. Cut very full in size and is of extra length. Has two large side pockets and combina- tion safety watch and pencil pocket. Double stitched throughout with heavy black thread, all seams flat felled, detachable gold gilt buttons, Try a Suit of our Wabash Stripe and we will guarantee you perfect satisfaction. Price $1.00 per garment. The Ideal Clothing Gompany consumer. These cards, Samples sent prepaid The Ideal Clothing Co. Grand Rapids, Mich. with name and address printed on same, will be furnished to any merchant placing an order for WABASH STRIPE suits. For an order of five dozen or more of these garments we will also run a six inch advertisement in your local paper for a period of five weeks, and in this manner create a demand that cannot help growing as these goods become known. ‘ sonaatamnal secession reenter