rorammeasenal nance cresting SO I oe aS gx 7 Bora Oe eles 7 eo yes is Ws Ve aU mPUBLI SHED ot SINT TE Twenty-Eighth Year GRAND RAPIDS. WEDNESDAY. APRIL 26. 1911 “umber 1446 NOTION Thirty-four years ago in a little store in Boston we started «x ' house pure and simple. And from that day to this, though we have branched ‘r five departments, from that first store to five great distribes € plants has been our favorite child. Notions are the quick-selling little things wh t fall readily met any regular department For this reason many merchants have treated their oo e 4 c a step-child—a necessary evil, When in reality. besides selling five times as fast. ther fe or notions than in most things that take five times their enace * tomes ther investment, For absolutely everything in notions that ot the invigoration, and if ever wei. \ are to take up a new work or pursue : a | the old with a two-fold ardor, it is), \ . if now. .. . f Life with most of us is full of bust-!:. .., r i i‘ ‘ ness. Yet, if we but stop to think i : it, there are others accomplish i ils : just as much of the routine work anc}... cmited a+ the y still finding time for something out-/ si45,.< 2 + nt . “ ! side which will open a new life cri., shar lee tt cecane . i} make the old one broader and a ee a . i worth the living. It is the oN ..oe many of tee deeceados thing in the world to pick up some [fact findine ont. f one thing now and resolve to follow | he dealer in food oroducts ee it through the season. 'to look well for the rem SPO Ale cameras A wag GRAND RAPIDS, WEDNESDAY. APRIL 26. 191 GAINING AN HONO®P i ceeteaemensemesinieneemeinmmenstinnamenemeetn ” _ A Ale 2s “3a? * Number 1446 To Our Fellow Vlerchants ~ C ment, Lim _and oai Bakers a P tes ‘i -“ Hill Bakery . ae | Grain. Flour and feed National Biscuit Co. ie SRW ee a y - “a aan Valley City Biscuit Co. battjes Fuel & Hunains . Fg Dig witeacyt | Material Co, : Banks uM ata : : Cigars and Tobacco = Commercial Savings Woodhouse Co ' , ae . Pesefon Fourth National ml : vn : , . Grand Rapids Nat'l - ity Ci i Cigar Manufacturer a Grand Rapids Saving pe — ' pi sol oroce Michigan Trust Co. G. J. JO gp ise cen Aeae Co Old National Geo. H. Seymour € ison G . " Peoples Savings ec Se or Sask Car “ ” Kent State Clothing and a Goods selma ; Clapp Cle thing C Bedding Ideal Clothing co — wotire ; a “ardware Hot Blast Feather, Co. Confectioners : a Belting and Mill Supplies . Ee rocks C ao on ; ie wes Barclay-Ayers-Bertsch Co. Bina. iB ’ ste ® : Dremyete aca F. Raniville Co. re Hearges and Ambulances : Crockery, Housefurnish- lee : ~ Books, Stationery and ings and Notions Michig: " Paper H. Leonard & Sons " / 3. R, Notion & Crock aa i o 2 - “ entral Michigan Paper Co. al a. Mides, Peits 2 — eae Rapids Paper Co. Drugs and ug Sundries Grand Rapids -oxsascoomge 4 Ce Hazeltine & 7 rkins Drug Cc. W. Mis Paper ) Co "i i me eat Dry Goods om" aan a seats > sapen Brewers G. R. Dry Goods Ce sat 2 : Grand Rapids Brewing Co. P. Steketee & Sons ve Brush Manufacturers Electric Supplies : Moilinery uot an Grand Rapids Brush Co. Cc. J. Litseher Electric Co . ; er READ CAREFULLY THE NAMES, as purchases made of any other firm will not coment towerd the mmevenr of por. chases required. Ask for “Purchaser's Certificate” as soon a5 you are throwgh Swymg @ cach phace MICHIGAN TRADESMAN April 26, 1911 Movements of Merchants. Shepherd—Jesse Struble has oper ed a meat market. Cadillac—Peter Nystrom & Sons have opened a bakery. Conklin—John B. Wicks has open- ed a blacksmith shop. Alma—Wm. Milleman has closed out his meat business. Plainwell—J. E. Cairns is closin a ~ > ~|- . rey out his stock of goods Denton—Samuel Joslin has _ sald his store to Lee Newton. Cadillac Culver | grocery stock to James Kerr Martin has jewelry stock in Hudson—P. restaurant to restaurant tO Milan—Carl bought a Ohio. Stothas has sold h: Christ Malemas. Traverse City—C. S. Cox has pur- Galion, chased the Simms meat market. meat market in Grand Junction. Sturgis—Albert h- enh } } ras pPurcnaseq the Bay, of Plainwell, meat market here Grand Ledge—The firm of Moore & Canfield has dissolved partnership. Kalamazoo—Benjamin Salomon has closed his cigar business and re- tired Bros. \lma—Smith have purchas ed the grocery stock of Wm. Ams- hurv Vanderbilt—D. M. Sly has store of Lowell—T. Dykehouse has bought the produce business of McCarty Bros. Stanton—The stock of the Market has been = sold Brown Cadillac—The business of Smith has been put in the hands of a| trustec Plainwell — EE. E. bought the Pobuda Martin has meat market of John RP: Bic Rapids—S. S. Smith wall re open his old market in the Smith building. Port Huron—E. W. Clark has open- ed a grocery store in the Sanders building. Owosso—B. H. and W. E. Taylor have purchased the A. C. shoe stock. Grand Ledge—E. B. employed as shoemaker in & Hall’s store. Petoskeyv—Clyde Varnum has tak Dowling Spencer en a position at Jesperson’s contec- tionery store. Constantine—V. B. Newcomer has sold his general merchandise stock to C. D. Hyatt: Eaton Rapids—Fred Gale and Tom Mingus have bought the C. C. String- ham shoe stock. pur- | Ger ree { Good to L. E.| Jackson, have opened a meat market | in the Walker building. lleft for Quincy, [L, festablish a Holland—H. Karsten and brother, Leonard, will engage business to sell tarm machinery. Nalamavoc—Kohblenstein Bros., oi tsego, have purchased the Dan Aach ‘ry goods stock. Negaunee—Victor Nelson will soon establish a grocery Walker building. Charlotte—W. B ~cepted a irvant Drug Co A. L. Miller has sold his Miller business Rey nolds has with the D. H pesition Plainwell ‘nterest in the Druce Co. to tx brother, John Mo eon TR Wosenoar Ca ae a 1 hree Rivers—The Wagenaar Co./|chased the building formerly occu- stock 1M | pied by Kellog’s bakery and will open a b ia flour and feed store. 1} Wil s>on open th ‘ yl! building Frocery Detroit—The Continental Coal Co. as increased its capital stock from oo > | $25,000 to $50,000. Lee—Bert Hodgman has opened a} Manistee—Mr. Klassen has opened a men’s, women's clothing store here. Detroit—The Fairview Foundry Co and children’s jhas increased its capital stock from $100,00C to $200,000. Sault Ste. Marie—Joseph McQueen iand J. P. Laughlin will conduct a grocery business here. Crofton—H. H. Holbrook has soid his store and residence to Mr. | Holmes, of Wisconsin. Benton Harbor—W. QO. Kennedy will have charge of the Diamond & branch store here. Charlotte—Chas. Waltersdorph has accepted a postion with Minnie & Tubbs, of Eaton Rapids. Hudson—Wm. Spreen & Co., of Son Benton Harbor—J. D. Prideaux has sold his interest in the firm of Rapp > |& Prideaux to his son, Frank. Freeport—Geo. J. Nagler has pur- chased the interest of Earnest Gosch in the Freeport Milling Co. Port Huron—Dudley Thompson has where he will 5 and 10 cent store. Gaylord—F. L. Rosenberg has opened a men’s and women’s furnish- ing store in the Stein building. Allegan—Fred Wohlfiel and Chas ,Brand have bought the Grover Mc. i Alpine meat market in Three Rivers Smith has been Adrian—C. H. Drury has sold a |portion of his stock in the Drury & iKelley Hardware Co. to Vern Ger- rish. Middleville—R. H. Watson has sold his interest in the firm of W. W. Watson & Son to the senior mem- ber. Toledo—The grocers and butchers jwill close their business places here- after Sundays and Wednesday after- | noons. Hancock—S. D. North & Son, con- ducting a general store, have de- creased their capital from $65,000 to $30,000. Otsego—F. G. & Co, of Paw Paw, will put in a stock of cloth- ing and beots and shoes in the Pierce building. Hudson Detroit—The Grainger-Hannan Co., dealer in jewelry, has changed its name to the Grainger-Hannan-Kay Company. Ludington—George Tripp has turn- ed over his grocery and Orville, meat busi- ness to his son, and his erandson, Louis. Herrick and Herbert Brotherton, Jr., have accept ed positions with the Fochtman de- partment Benton & Prideaux,dealers > ~ a # re r i Petoskey — George store. Harbor-—Avery, Townsend in clothing, etc.. their name to. the Townsend Cash Co. Manton — Wm. Westbrook and James Truman have purchased the have changed \lunch counter, confectionery and pool {room of S. R. Earl. Caro—A. J. Van Sickle has pur- Maple Rapids—The firm of Caster- line & Sickles, dealers in agricultur al implements, vehicles, ete, has been Mr. Si Lows—_c. dissolved, Sickles retiring. H. Alward has put horse building recently oc in a stock of harnesses and httings in the cupied by the Eagle restaurant. Harbor Beach—The new Daylight Store, under the management of Jos. J. Leszezy, has been opened and the Mihlethaler Co. has moved into its new addition. Miller—The Millers’ Produce Co. has engaged in business with an au- 37.0060. oO subscribed anc thorized capital stock of $509 has paid in in cash. Kalkaska — The hardware, which been i stock of genera! farm implements and farm machinery owned by Geo. \. Baldwin has been sold to W. C. Flye, of Bellaire. Kalamazoo—The Lee & Cady Co.. wholesale grocer, has purchased the property occupied by the Daniel Harrigan Coal Co. and will erect a six-story building on the site. Detroit—The Detroit Automatic Telephone Co. has engaged in busi- ness with an authorized capital stock of $250,000, all of which has been subscribed and paid in in property. Concord—G. B. Bouldry and A. K. Tucker have formed a copartner- ship and bought the grocery stock of C. N. Gillespie. The firm will be known as the Bouldrey & Tucker Co. Highland Park—A been organized stoves, company has under the style of the Gen Marks Co. to engage in the retail clothing business, with an au- thorized capital stock of $5,000, all of which has been subscribed and paid in in cash. Ann Arbor—Egbert G. Hoag, con- ducting a department store, has merg- ed his business into a stock company under the style of Hoag, Adams & Miles, with an authorized capital stock of $12,000, of which $9,000 has been subscribed and paid in in cash. St. -Clair—J. R. Whiting & Co. general merchandise dealers, have merged their busines into a stock company under the style of the Whit- ing-Zink Co., with an authorized cap- ital stock of $3,000, of which $1,650 has been subscribed and paid in ia cash, bureau, Lansing — A_ clearance whereby the grocers may keep an up-to-date list of every customer in the city, has been planned by the Rutchers and Grocers’ As- Attorney John McClellan has been retained to take charge oi assembling the names of the 5,000 or 6.600 these will be By this plan each xtocer wil! have a key number. He can find eut whether a customers credit is good or bad by merely tel- ephoning to the his key number. i_ansing sociation. custemers and kept for reference. bureau and giving Manufacturing Matters. Hastings—Donald Kerr will en- gage in partnership with his father to manufacture flour. Big Rapids—The capital stock of the Big Rapids Electric Co. has been from $35,000 to $50,000. Belding—-M. G. Hotchkiss has se- : 3 increased cured a position as traveling sales- man for the Ballou Manufactur- ing Co. South Boardman—R. V. Sanford has secured a position as traveling salesman for the Cadillac Ice Cream Company. Detroeit—The Motor has engaged in business with an au- thorized capital stock of $150,000, of Wagon Co. which $99,000 has been subscribed and $15,000 paid in in cash. The Ogenaw Cream Cheese Co. has engaged in business with an authorized capital stock of $1,000, of which $600 has been sul Lupton — sup- scribed and $400 paid in in cash. —_—_—_o-2-9 Development Bureau Annual. The meeting of the bership of the Western annual mem- Michigan Development Bureau will be held at the offices of the Bureau in Traverse City on Wednesday, May 3, at 2 Yclock. At this meeting two di- rectors will each 97 good stand- be elected for the twenty counties in ing and one director for each trans- nertation company holding member- ship in the Bureau. In addition to the election of directors, the annual reports of the officers of the Burean will be read and the work of the past year reviewed and plans made for the future. —__—_++>___ Elgin Board Prices. Elgin, Ill., April 24—-The price ad- vanced ic to-day under stronger ad- vices from other markets. Only one lot was offered on the Call Board, upon which a bid of 23!'4c was made. The output for the Elgin district shows a little increase over last week. —_—_~+-+___ South Bend—The American Credit Ce. has opened a jewelry store here under the management of Jacob We- guson, of Grand Rapids. April 26, 1911 MICHIGAN TRADESMAHR 4 . io san = ——] The Prodace Marzet. : nate on = he produce marks: ss very change te i“? AEG EF able as the warm westier strmce me + +3 2 = Wi The green staf thaz a Me grown . : CERY2*> PRODUCE MARKET { =... =. --— - ye ; vegetanies are trsa00¢arms f " taze wher * r eam tx ongee ~ ae r= ow z Lyre ae - - ~~ “ “ ‘Hee - ‘ 7 ee 7 ‘ TH - The Grocery Market. itaining prices to market their pro “ : Sugar—The prices have advanced | uct. ny ee ws 6 : : 5c during the week to 5.24 for Mich- | Spices—There is no change im the Patter § te a. ee igan and 5.34 for Eastern, and the market. Demand iaut any . market is firm, with further advances | orocery trade, and - 7... g. probable. consumers, is at for the a cee ; - Coffee—The demand from the re-|time of year. ot larg 4 ? o : (A tail trade has been very good during jin most wholesal hands and pr se a Jne Thmg A May D- the week iust past, but most of the lare firm. . J tare r dealers are taking supplies only as| Syrup and Molasses—The syrupi_, ee a c needed. The market remains practi- |market is showing more strength t “ae oa cally unchanged by the increased |for some time and the demand cor : aoer F cm sales of valorization coffee. The visi-|tinues good. Molasses is holding at Batter — |! rt ” , ble supply of coffee is about as ex-|prices quoted, but the supply is not creamery at 21 F F r F , pected, the decrease for the month jlarge. Glucose has advanced 16e for No. 1: 5 f r r " being 285,825 bags, as compared with | points and r n ° r a year ago. This was considered Olives an $1.25 c 1 7 very good in view of the light March | for olives : ' a _ : deliveries. Wholesalers seem to belover a short time ago and prices ar Cocoannts—Aic ser : a at a loss as to just what the market | Srm and unchanged aaa aact r - will do in the next thirty days, but|jars are selling much | Cucumbers—$1.40 per r f the majority think quotations will be | year ago. The mark D Was ... J higher. is firm, but weak on 15°4@15"4e 7 . Canned Fruits—The demand is of a 'and some of the wholesalers ar Grap Frutt : — , fair size for nearly everything in this |ing for a decline $ line. Apples in gallons may go still | Salmon—tThe Seatt r gis Honey—154 + higher as the supply is small. Green |ter says that so far as spot salr F and 12 r r apples are well cleaned up and the lis concerned there is scarcely an; Lemons stock left is selling very high. Futures | thing doing. Stocks seem to be pret- | hox: Messin $3.75 per in Hawaiian pineapples have been ity well cleaned up and those who; Letts ide per FF J selling very well during the past two | are lucky enough to have any amount Onion Spanish. 3 r ec ' weeks. Peaches, pears and apricots | are holding it for their res green, 3 5 T 4 are unchanged in price since last | Packers, having rysta $ : ’ week. isons of the past, ar very con- | $1.75 per cr Canned Vegetables—The market on | servatively in F- Orange R — S | poe canned tomatoes in about the came as (O°? fot tuteres, —o ee it =. 3 ie a last week, but prices are expected to |two or three seasons s have | 3.25 so somewhat higher, as stocks are | bought large amounts of Pop Corn— . F : : much smaller than usual at this | sequently when it came BAe per i. . r ; time of year. A report from Can- | liveries they a ada states that the market there is|C@T® © their r n ee “— . well cleaned up and that the supply |had to make pro rata deliveries. A!- se r r of corn and peas is much smaller | though _there are tare mubers of (Meas; tc tor sprmg: 16e - 4 on. — than wenal These ic ofl a demand | 7 market, the large pack ige for cuchs; Tic tors ; for cheap peas, but it is almost im |€'* will endeavor to sna . : possible to get any. | speculative feature by : he co ' Dried Fruits—The sales in prunes | themselves — ” the P ' c - for immediate delivery are very light, ‘pieeetd trade. Nothing ral : a . osprey taht but some business “a being done in | yet regarding — TT any CHES | ¥ sy au nee pee ate wae : " " o futures at prices much above open- lin that direction ee oun for fom ae ing prices of last season. The coast work, although the — ee ba tall Y lee oF - ileal ie! i to prevail that they will be at least | Sectetary Fercrva Working Hard | is said to be nearly bare of all kinds bake tite ae a anes Interest General Merchants of dried fruits. Evaporated apples c ligter thaw owe ot lst season. | we Mall 4 . : : te . are high and moving slowly. Peaches : is i. : | : z : a a : ; There never was an emergency that : as € 2 are increasing in demand as they are Be od Gace ta sede Sometimes it |Past two v about the cheapest article in tii¢)- : en | a +. - i is not easy to find the man who;'+?™ whole line. % iknows the remedy and how to han t t T , Rice—There is little new to Tfe- | dje it though. ranizat . . - n port. Prices are unchanged and the' ee rting ty Commer 3 : demand from both the city and coun- Experience is like a lemon sque tiem m : ——— try retailer is only moderate. The | _if there is anything in a man it v T atten — fact that prices have been cheap and bring it out. If there is nothing in | business are still so does not seem to increase |him it will leave him empty, as it | them , A Alm the demand as it should. Millers in found him. wistetion <« ie the South have become alarmed at a a scems to have th i the condition of the market, in that; “Many are the afflictions of thei regards * . : buyers do not seem anxious for sup- righteous;” but they are not to be/der hous iT plies and they are organizing selling compared with the “way of the|have in the State rt aa =. companies for the purpose of main- | transgressor.” | will visi : MICHIGAN TRADESMAN April 26, 1911 Detroit Produce Market Page BENEFITS OF COLD STORAGE. Through Its Influence Standards of Living Have Been Raised. Detroit, April 22—Owing to paper agitation and the unreasonable and wild legislation which they are trying to put through in the legisla- tures of the various states news- against the cold storage business, the writer thinks it is time for some one famil- some- that it because it is iar with the thing for that business: needs any business to say not defense, and is bestowed on hu- tury. It legitimate one of the benefits fectly greatest enth cen manity in the ninete has been benefit to the farmer, as he can get a fair price for his prod- uct when he has it to sell, be it eggs. butter, cheese, meat, peaches, various ki of the storage has been an equal benefit to = S, grains, OT | pears, anything produced on farm. Coll mer and has raised the i : standard oT as it enables the reasonable price in time of scarcity. | 1 the consu living all over the world, consumer to buy at] T want to say one thing, which you | ill all know to be true if you stop | to think: Previous to cold storage | nN a int general use there we nore goods destroved and damag - | bv reason of warm wea in this cauntry everv vear than 1 37 . : : bon MWothe cold storages in this country during the same period of time. | i TTit Hence it must be seen by any think ing person that cold storage, in plac yi raising prices, has exactly the op posite tendency and is a benefit to the whole community. There is cold storage business. ing secret about th We use no | chemicals to noth adulterants or the food preserve We mere principle that goods in our possession. ly go on the not to be frozen must be carried at a which are they will stand without freezing. This prevents them from ripening, and as articles of food have to ripen before readily see henefit them. There is also another the cold 1 to watch. This is midity for the various classes of mer Then there is another class handled by us, most raw they decay, how this temperature wil! point that storage man the degree of chandise. of goods scods that will keep best through freezing, such as butter, meat, poul- try, oh etc. Butter is stored during Tune, when it is at its best for flav: body, etc., and will keep perfectly for a vear if carried inaroom be a zero Fahrenheit. Poultry is killed during fall and early winter, when it is at its best. Take any market eport and you will find that a frozen the late pans i their ithe janhydrous jeooler in aa) coils 7 I lsage through the rooms 'cooler for the extrac igathered up. ireadily see temperature as low as] Inia never leaves i hence there lin merchandise stored. you can| . namely, | | storage, linterest on his turkey killed in December will bring a better price next May, Tuly fresl =~. reason for this is t as killed when in its b than a that the frozen st condition. We As it has not serena in any way, it hb it al tA Ct +7 ia DIing is but natural that it shou the better price. hea is also another cl carried in cold storage that does not come into the food line, that is, wool- All large whol ASS aft fgooaS ens, furs, etc. esale dry |goods houses now have cold storage plants of their own, where they put goods to carry them over the sum- mer months to prevent them from be- ing moth eaten, etc. You often hear the remark made by people who are not familiar with the storage business, that goods storage are tainted with This might happen in from ammoni2 some out of date plant where they run direct ex this I mean expanding ammonia ion—by directly into coils in room where goods are stored + . . However, no modern cooler is e 1 ©QuUth lped in this way, but use what is cail- i. the brine system: that is, the . t ammonia, through various mrocesses too ne to mention here, is | Cesses too 1One t rention here, liquefied in the engine room. It ts then expanded in the brine cooler The brine, which has warmed up sev eral degrees in its passage througl various rooms, passes through this thereby having pas- extracted by : : eo . the heat it has absorbed in its this ammonia in the cooler. This lbrine, after being cooled, is then pumped through the various coils in lrooms, returning every time it has |made the circuit of rooms to the brine tion of the heat 1 equently, Cons that in a vou Cat cera cooler is properly equipped t the en can be no that 1e amm gine room, ammonia taint In cig ey I want to say that is received in a mo ‘Aon storage, “if handled by men who : w their business, will ome out in 1 1 zood condition for the length o time a man has to hold it to put it on the market. There is not likely to be any man so foolish that he wi!l buy good goods, place them in cold pay insurance ant = storage, money invested and want to hold them long enough to take out inferior articles, which he would have to sell for a smaller price than the fresh goods in the market. The limit on goods should not be} their age but their condition offered for sale in any market. This June of! killed bird. The | Dirad | j when | We do printing for produce dealers ESTABLISHED 1891 |F. J. SCHAFFER & CO. BUTTER, EGGS AND POULTRY 396 and 398 East High Street, Opposite Eastern Market Detroit, Mich. : ‘lonia Egg & Poultry Co., Ionia, 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 1M 4922 : : TELEPHONES ( (in 403 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 3826 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. included. 90c. No. 2. centers. l4c. Order NOW to insure prompt shipment. L. J. SMITH : case 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 DETROII 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. Tradesman Company Grand Rapids SCHILLER & KOFFMAN bietroit, Michigan We buy EGGS, DAIRY BUTTER and PACKING STOCK for Cash Give us your shipments and receive prompt returns. Will mail weekly quotations on application. April 26, 1911 MICHIGAN TRADESMAN ? should apply to all eatables, whether} MERCHANT OCF LONG AGO. | = \t this rt the nverchast of to get 7 out of cold storage or not, as any one ean 3 Z ag urned with ts column ene reading this article can readily see A Fable and Its Moral Is To Read|» \ tr ee there are many things that are not the Trade Papers. tis peor c a ee o fit either to be drunk or eaten until| Now it so happened, in the days of | Hy to t c = they have reached’ a certain age. long ago, that there was a certair |they ¢ m r z | P. R. Newman, small village in which there was peinted the finger r b ' Manager Booth Cold Storage. |¢meral store, which kept all manner | store t 2 ’ : ‘ of things such as the townsfolk re - fm. 2nd What Other Michigan Cities Are Do- quired for their daily needs. The! dirt were che . ing. merchant who owned the store loved! price ; : : Written for the Tradesman. much to sit upon the stoop of the rds t r c The Young Men’s Business Asso-|door on fine days, and on a keg in ae a a. ciation of Port Huron will make anj|side the store on days i wer a to tie effort to promote a more friendly |cold and stormy, and converse with 3 os 4 ‘ feeling between the farmers and the|crowd of great loafers who sur-/...-. a : business men of the city in the in-|rounded him and ate his crackers and ‘ wu : terests of better roads leading into|swiped his matches and _ generally ‘ i Port Huron. made themselves to feel at home. no : io M. F. Gray is the new Secretary of | When the merchant looked in his , ! “i the Lansing Business Men’s Asso-|dictionary he could not find the io : ciation. on which was the word “hustle,” and , Coldwater may be pardoned for he hustled not. f et ' feeling a bit chesty over the fact that soft snap and - - the headquarters of the Battle Creek, did not chase f Coldwater & Southern Railway Co.|commerce. If sk ut fox are located there. While the road is|it in his pocke t still on paper, its promoters feel sure him, he let it go. + par - that the laying of steel will begin All the time the great loafer - . soiled hands or clothes—better resnits and it par r tself im week. Hea tickle slated on ° y _ a EZY MARKING BRUSH CO \Z :, RAND RAPIDS. wics ‘% THE ear ise 9 raing oer ts ¢ - % Will asr fer vears VWJorDEN GROCER COMPANY MICHIGAN TRADESMAN April 26, 1911 Somagursun DEVOTED TO THE BEST INTERESTS OF BUSINESS M Published Weekly by TRADESMAN COMPANY Corner Ionia and Louis Streets, Grand Rapids, Mich. Subscription Price. Two dollars per year, payable in ad- vance. Five dollars for three years, payable in advance. Canadian subscriptions, $3.04 payable in advance. No subscription accepted unless ac- companied by a signed order and the price of the first year’s subscription. Without specific instructions to the con- trary all subscriptions are continued ac- eording to order. Orders to discontinue must be accompanied by payment to date. Sample copies, § cents each. Extra copies of current issues, of issues a month or more ald, of issues a year or more old, $1. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. April 26, 1911 per year, 5 cents; 10 cents: UNJUSTIFIED STRIKE. This city’s chief industry is tied up by a strike inaugurated last week. and which involves and in- 6,000 work- directly directly between 5,000 and ers and their families This strike is without a grievance nd absolutely without justification The attitude of the business men, some of the city’s leading citizens and ae : especially of sed newspapers toward those who have fomented the trouble to them nor to Grand » : +3 Y ache t ws not creatabie Rapids The strike ts sanctioned by ind is under the auspices of the carpenters 1 joiners’ union, which has its head quarters somewhere down in Ind ak What interest the —, and join ers can have in the itu trade mee a 8S fe ts Ot apparent any more than Nad VW Roe fle Teenie —aecneere fhe \een tne locomotive engineers, the printers, or the amalgamated order of The however, ceal heavers carpenters and did take an months - - . . wmers UuNniIo8N, interest, and a few ago sent organizers to Grand Rapids to line up By the union the factory hands. processes well known t labor, bv per- suasion, coercion, intimidation, by ap- peals to passion, jealousy, envy and eed, by downright lying, these or- eanizers prevailed upon about half the factory workers to join the union, and then in January impudently summon- ed the manufacturers to a conference, hased on a demand for the nine hour work day, increase of 10 per cent the present ten hour wage scale for the nine hours’ work, and the srbstitution of day wages for piece To those familiar with these furni- rditions demands ire trade SAT ure tage CO were ridiculous, and there is every reason to believe they were made with no expectations that ene would be made either in wages nor in hours of work. The os purpose was to obtain a conference which = ro would have been a recognition of th: union. The manufacturers saw the trap. They refused to take the bait. Then came the vote to strike, the of- Gcious efforts of a few well meaning citizens to mediate or arbitrate and the strike itself, and the will- ing or inforced idleness of half the city’s industrial population. finally The real issue in the strike is not wages nor hours of work nor factory The sole and only question is whether Grand Rap- abuses of any kind. ids shall be union or open shop. The demand is that membership in the union shall be a pre-requisite to em- ployment in the Grand Rapids fac- tories: that the walking delegate shal! be enthroned. The manufacturers are contending for industrial freedom, for the principle that any man able and willing to work shall have the right of employment. With the issue so sharply and clear- ly drawn, it is not creditable to the good citizenship of Grand Rapids that the disposition should be to truckle to the trouble makers sent here by an organization that has headquarters in Indnana, and give them recognition as leaders and wise counselors of labor. These men have neither residence nor inter- est in Grand Rapids. Their antece- dents are unknown. Their records have not been enquired into. The advocate are known ‘icious. And yet these dis- the industrial peace are lifted up on a pedestal and glorified, and the manufacturers have spent all their here and who have done sc much to make Grand held up tn the passions of the ignor- principles they TO be turbers of who lives Rapids what it 1s are scorn, and ant are aroused against them. This city, usually of sound judgment an! sane. should be ashamed of itself for this giving of preference to peo one as against our own le There can be but strike if the right shall prevail: The shop maintained. the principles of industrial liberty will be upheld. The strike will entail upon the manufacturers. Tt will bring distress and hardship upon the work- of every kind will su fer. But any present i finitely better than the slightest sur render to the unAmerican, demoraliz- and degrading policy of union- such as prevails in Chicago and Francisco. The manufacturers been sy ~ end to the will be open loss ry ers. Business ing ism San have always willing to confer with their own men, individually or collectively, but they will not submit to ee led around by the nose by have interests at they will not permit the dicta- they with head- tell not outsiders who stake: tion of walking delegates not let an organization quarters in another state what they shall or shall who they shall or shall not employ. They are right. The open shop and industrial liberty must be maintained. The decent citizenship and public spirit of Grand Rapids should rally to the support of the manufacturers no will them do and and the good cause they represent. instead of knuckling down to those whose business.and profession it is to create dissatisfaction and make strife. The Avebe ae a proverb that “A wise man’s day is worth a fool’s life. Tt is not a matter of how long you have been on the job, but what are doing in it. you THE GASOLINE ENGINE. Among the many new machines nothing ever placed upon the market can equal this for the many applica- tions to which it may be made. Few have yet awakened to the extent of what it has already done or to the magnitude of its possibilities. As a power in the shop it serves its purpose well, being always at hand and ready for work on a moment’s no- tice. But it is on the farm that the greatest results may be looked for Remote from steam, or the electric plant, the gasoline engine has _ al- ready solved many problems where power or traction were desired. It has plowed, sowed and finished the entire seeding with a single process, and that at much less expense than could be done in any other way. It has threshed grain, shredded fodder, cut ensilage, sawed wood, pumped wa- ter, mowed, hauled in hay and loaded it upon the mow and taken the finish- ed products to market. As a power in the household it can run a separa- tor, churn, sewing machine or wash ing machine. These are doubtless but a small part of the work to which it will soon be harnessed. Heretofore manufacturers have been hampered in their machinery- making because implements large enough to perform the work on a big scale would prove too cumbersome to be handled by ordinary horse pow- er, and this is the power upon which all such work relied. The little gaso- riline engine seems to have arranged ifor this in a more than satisfactory Another thing in its favor it eats only manner. is that while at work, ithus saving a large bill of expense in idoes get wet. sacrifice is in- ikeeping. It is at a moment's ready inotice, and will work night and day iif necessary, while the farm team must have rest during a part of the twenty-four hours, even if the hay To this may we look for help in the how tc keep the hoy on the farm, the high cost of living and various other per- tinent problems. solution of WHO ARE \ small agitators, RD? ee Rapids TROUBLEMAKERS? bunch of so-called labor total strangers in Grand and with absolutely no inter- est in the city or its welfare, come to town and after several months of they succeed in arraying employes against employers and bring ing about a general strike in the city’s “agitation” chief industry. And what do the rewspapers, city officials and prom- } inent business men who do live here und who do have interests in the city—-what is their attitude in the matter? With the city’s chief industry threatened it would be supposed the first step would be to demand a show- down on the part of the troublemak- outsiders. Who are they, are they from, who sent them here who pays them, what is their interest in making a disturbance, what assess- ment do they levy upon the work- men they have succeeded in enrolling | and what have they been doing with the money? These are a few of the ing where questions that ought to be asked at i holidays the very beginning. But no such en- quiries have been made. These trou- blemaking strangers may be bunco men, hold-ups, grafters or anything else that is disreputable—but the dis- position is to accept them at par for what they claim to be and believe everything they say, and the only questioning that is done is concern- ing the manufacturers who have lived all their lives in Grand Rapids. Were it not so serious a matter to have half of the city’s industrial pop- ulation in idleness, the situation in Grand Rapids would be absolutely laughable. We are giving full cre- dence to strangers and looking upon our own citizens as no better than they should be. THE RURAL CARRIER. On the first of July the rural car- rier will commence drawing a thou- sand dollar salary, and while there are localities in which he doubtless earns every penny of this, there are also many parts of the country in which countless others are working for a less price and yet working very much harder. We almost wonder if some of the great economy found necessary by the Postoffice Depart- ment may not well rest right here. Certain it is that there are always plenty well qualified for the work who are on hand every time there is a vacancy: and it is notable that va- cancies are rare unless caused by sick- ness or death. The first rural carriers received $400 a year. This was, of course, too little, and an intelligent farming com- munity looked with pleasure upon the uccessive increases in salary from time to time. It would seem that the thousand dollar mark, with all the but Christmas, when, of every one wants their mail. with only six days in the week, and when the roads are good, time enough left to make a good garden, makes the rural carrier well compensated, and that if Uncle Sam has any surplus furds they might be bestowed in oth- er districts. Yet, this rural free delivery is one rf the greatest things which could be done for the country at large. It is an educative feature touching life which could not be reached by the schools Tt enables the rural resident to com municate easily with the outside world, and thus relieve the monotony which has been regarded as the great- est curse of farm life. It has the best of literature to the humbl: door, and it has shown the way to easily purchase the best farming im- plements and seeds. Many who nev- er before knew how easy it was to deo business by mail would now be sadiv crippled if bereft of the system. We want it: we want our carriers to be duly recompensed: but if this last rise is insufficient, why not let others willing to serve as well for the less price have a chance? course, brought A righteous cause does not always |win immediately, because righteous- ness is in the minority. It is the righteous minority which reforms the world. April 26, 1911 MICHIGAN TRADESMAN Saginaw Is on the Map SAGINAW MICHIGAN USA A Gceat Central City for the Prooucrion of COAL LUMBER Eames, SALT | SUGAR Ss PRODUCE ne Ana for the Manuracture (el ana DistRieuTion of EVERYTHING oe ——— | - FPENMS FLV A ee = ioe Ome me Em cree — } omrrsauns - ramesoone Pri aati pin 5 me omen oer on — f The Center of Distribution for the State of Michigan . that have developed into important cities and cities that have outstripped sur- rounding towns can usually attribute their superior growth to the following natural causes: 1. Location. 2. Material resources surrounding them or easily tributary to them. 3. Men of energy. intelligence and initiative who realize the possibilities of their city and employ all the forces at their command to develop these possibilities. This week we shall consider the location of Saginaw and shall endeavor to show what an im- portant part this has played in its progress. In our next issues we shall consider its Material resources and mention some of the men and institutions that have made Saginaw one of the chief manufacturing and distributing cities of Michigan. Location has much to do with the development of a city and. in speaking of location. we usually mean its position in relation to transportation facili- ties. both water and rail. The following classifica- tion in order of importance will make this point very plain. 1. Acity located on the seaboard at the mouth of some river and at the termini of trans-continental railroads is in the first class and capable of the greatest development. New York and San Fran- cisco are examples. 2. Location on some great interior waterway and the through or trunk lines of railroads places a city in the second class. Chicago and Buffalo are good examples. 3. Cities located on some interior waterway but not on the main trans-continental railroads belong to the third class. examples of which are Saginaw and Duluth. 4. Cities of the fourth class. as far as :ocation is concerned. will be natural interior railroad centers without water transportation. Grand Rapids. Mich.. and Columbus. Ohio. are cities of this class. This classification might be extended still farther. but from the above it can be seen what an important part location plays im the development of a city and how location has assisted Saginaw in its growth and importance. By referring to the above map and from infor- mation secured from official sources piled the following facts: we have com- } Saginaw is located on Saginaw River. 22 miles from Saginaw Bay. operate on this river as far as Saginaw—the Detroit and Cleveland Navigation Co. and Sagimaw Valle Steamship Co. Through the efforts of Saginaw citizens the U. S. Government recently appropriated several hundred thousand dollars for deepening this channel and cheap. deep water trans- portation for Saginaw will soon be a realty Already two steamboat lines Widening and Saginaw has excellent railroad facilities. Srx divisions of the Pere Marquette and four divisions of the Michigan Central enter the city and Bay City division of the Grand Trunk it with this trans-continental system The Detrort and Mackinac make it the natural distributimg cen- ter for the eastern part of Northern Michi also connected by electric lines Flint. Detroit. Toledo and many other cities with Saginaw is nearest the geographical center of any large city in Michigan. [It is center of population of any large city. [t is admur- ably located to get a large share of Canad when reciprocity becomes a realty inthe near future It is plain to see why Sagimaw is om the mag when the above facts are considered im connection with the names on this page of only a few of her leading citizens. who are officers and committee- men in the Wholesalers & Manufacturers tion. Add to these potent forces the natural re- sources of the section of the state tributary to it a we have the reasons for the substantia! growth and importance of Saginaw. C. D. CRIFTENDEN COMMITTEES Saginaw Wholesalers’ & Manufacturers’ Association One of the Organizations that is doing things for Sagi- naw. Executive Committee- Va v aig * }. W. Smart cress * s r Serr ; ‘ Mmer her S. E. Svmon Max P Hervenr Ee. Se ust ~~ N .. on 3 4 > Bako Gate Niate jer _ r 5eese i eects : % Members and Ways and Means Commrtec Die we “sf... AEX fea 71 - ] + Es yy ult” a 7 rr + . rl ~ =e ic, 2? Transportation Commuttee Wm Sevtact tain & * ~r oy ry am Oe ~ + se . 10 MICHIGAN TRADESMAN April 26, 1911 What Publicity Has Done for Sagi- naw. The Wholesalers’ and Manufactur- ers’ Association and other allied or- Saginaw are doing many things to advertise their city. ganizations of They believe that commercial expan- sion must be augmented by the at traction of outside men, capital and industries. To do this they are con- ducting not only publicity campaigns but they are raising funds and secur ing desirable sites to be used in in- ducing outside establishments to lo- cate here. Publicity in itself is good, but it is always most effective when combined tractive with a fund and other at- features to encourage new local enterprises and invite outsid- ers. The inhabitants of Saginaw realize that every enterprise means more people in the city, more gro- cery and meat bills, the purchase cf new more dry goods and clothing, the building of more houses, the en hancement in the value of real estate, more doctor bills, greater produc- tion and consumption in every line and in this increased activity every- one in line more of While justice would re- ations to this fund from all are able, it is true that so fat centributions have been made by far every recerves less benefit. avire con who too few of her citizens. Several means have been employed to attract Three ttention to Saginaw Industrial Expositions The Trade Ex have ail drawing 2 annual har a3 ~sanrec]e Py9) have been successtul. tension Excursions been iobbers)§ and successful in outside retailers closer together. The Merchants’ Week entertainment the Exposition great This holding a with the Exposition and are planning on en- the scope of the Mer- chants’ Week proposition. Saturday ing, May 6, meeting and in connection with last year Land vear was a they success. contemplate Show in connection larging on there will be a mass of the evenin 10 “smoker” Sagi- naw wholesalers and manufacturers to “hoost” this entire proposition. The citizens of Saginaw and the various principal organizations, in- cluding the Saginaw Board of Trade and the manufactur- ers, are waking up to the realization that Saginaw is not only on the map merchants and but that it is in the center of dis tribution for the State of Michigan. and that it has a bright future if they will only improve the wonder- ful opportunities that they have for business development. As a result of paign and the inducements—financial this publicity cam- ind otherwise—the following new in dustries have been secured during 1909 and 1910: 1. Clare Knitting Mills 2. Valley Boat & Engine Co. 3. Marquette Motor Company ‘ Extension). 4. Jackson-Church-Wilcox Com- pany (Extension). 5. Sommers Bros.’ Match pany. 6. Argo Electric Vehicle Com- pany. 7. Yates-Upholt Brass Company. ‘The following new industries have been added the past few months to Saginaw’s diversified lines: 1. Wessborg Manufacturing Com- pany. 2 2. Wilcox Engineering Company. 3. Michigan Creamery Company. 4. Saginaw Pure Ice Company. 5. Marienthal Manufacturing Com- pany. Polish Wire 6. Astrene Company. 7. Saginaw Fence Com- Dpealy. 8. Opportunity Manufacturing Conr- pany. 9. Saginaw Vulcanizing Company The following have largely expand- ed the past few months: Art Co. 2 Sacinaw Lable & Cabinet Co. 3. Valley Sweets Co. 4. Saginaw Sheet Metal Works. Plate Glass Co. 6. Saginaw Heading & Veneer Co. 7. Quaker Shade Roller Co. 8. Erd Motor Co. 9. Stork Motor Co. 10. Pere Marquette Railroad Co. 11. Brueck Sectional Bookcase Co. 12. Modart Corset Co. Symons Bros. 1. Herzoc Furniture 5. Saginaw & Company have a large on South Washington avenue. constructed warehouse This is a great improvement for the city and proves the statement that Sagi- the Michigan. The pany has expanded new naw iS distributing center Gi Saginaw Valley Drug Com- and increased under its active management and has removed to the large building form- erly occupied by Symons Bros. & Company. This improvement and expansion is also seen in other iobbing and whole- sale houses located in Saginaw. Since writing the above the Dur- yea Automobile Company, which has fac- tory in Pennsylvania, has been induc- for years operated a successful ed to locate in Saginaw and is to be capitalized at $200,000. Saginaw is on the map. a Clipping Horses. The clipping of a early spring the s now conceded by all veterinarians to be as 10rse. in me the leading essential to a horse’s. well being as shoeing him or giving him a com- fortable bed to lie on. A_ clipped horse dries out rapidly after a hard day’s work and will rest comfortably and be refreshed for the work the following day. An unclipped horse is liable to catch the heaves, pneu- monia and all sorts of colds, rheu- matism, etc. so in the early spring, when his hair "sot If will perspire freely and the More especially is this is long and he is worked hard he |moisture will be held by his long \hair, and the food that should go used to re- plenish the heat that is being con- stantly taken from his body by the mass of cold, ito nourish him will be wet hair. If clipped, Com-jthe perspiration will evaporate almost as soon as secreted, and when put in the stable he rests comfortably and his food Advocate, does him good.—Butchers Symons Bros. & Co. Saginaw, Mich. Importers and Wholesale Grocers We have unexcelled facilities for serving the trade promptly and economically from our new warehouse, the largest and finest in Michigan. We Are Headquarters for Elkskins Send us your orders for Elkskin Outing Shoes. A full and complete line of Men’s, Boys’, Youths’ and Little Gents’, both black and olive, carried on the floor ready for at once shipment. Write for prices. Mail orders filled same day received. State Agents for Lycoming Rubber Co. Melze, Alderton Shoe Co., Saginaw, Mich. Michigan’s Progressive Shoe House Always Reliable Phipps, Penoyer & Co. Wholesale Grocers Saginaw :-: Michigan pril 26, 1911 MICHIGAN TRADESMAN ii | | Tulia largest | River. has play» Saginaw Early History. Smith, was built on The city of Saginaw, the city in the Saginaw Valley, ed a leading part in developing |ty in 1837 Michigan from the Flint River toljers. The Mackinac. In 1826 the number of white settlers north of Flint was only twenty-eight. Missionaries were the first white explorers in this ter ritory. Saginaw Saginaw was platted with regulari by Norman Little and oth- Germans were among the earliest and thriftiest settlers. They came to this county in 1845. East Saginaw was first incorporat- ed as a village in 1855 and four years It is interesting to learn that/later as a city, Wm. P. Little being Louis Campau, who figured so prom-|the first Mayor. South Saginaw be- inently in early Grand Rapids his-|came a part of East Saginaw in 187? tory, was the first fur trader to set-|and the different parts of the city tle on the west side of the river. In|were all united under the City oi 1916 he built a log house near the | Saginaw from a municipal standpoint site of the old A. W. Wright miiJ|in 1889, and the first consolidated and carried on an extensive fur trade |city council met March 12, 1890, with with the Indians. Before General | Geo. - Wheadock, Mayor, presid- Lewis Cass left Detroit, in the fali|ing.—irom Semi-Centen- of 1819, he instructed Louis Campau to build a council house and make arrangements to receive him. When Loyalty in Business. General Cass reached Saginaw with Loyalty is an expressive word, a two Government vessels loaded witn | Word which in its proper sense means provisions and troops, he found from |# whole volume, and which, if put 1,500 to 4,000 Indians already in pos- ante practice, is sure to bring incalcul- session of the land, but after three |a>le beneht to the one who practices days’ parleying they finally agreed to the idcbereats cell wher iad Has it ever occurred to the reader in how many ways this word can be Saginaw’s nial Souvenir. ———_-.-—-———— The Indians even then were culti- vating corn and in their crude way were raising as high as sixty bush- The loyal citizen must aim to serv: To o op : els to) the acre. fers were |i: : i i i : s a Fivers WEIe this country by the highest type of teeming wit sh and game was: ee : eee : a. 7 sh and game was abun- | citizenship; willing to give his talents, with his fellows — A oy growth of hickory whatever they may be, in helping to| tormerly covered the site of East|puitd up and strengthen the state. Saginaw. The Indians called it Me- : He must be loyal to his city or meaning a place to|/town, by fostering secure hickory bows and arrows, and : it was a favorite camping ground. te-guab-o-k ae es a progressive ana steadfast care of the interests of the municipality, and by patronizing The origin of the word Saginaw is|home industries exactly in proportio: uncertain. The following is usually |to the support he expects to accepted: The O-sau-gee Indians in-|from his fellow citizens. habited this territory when the Chip-| He must be loyal to his craft, what- pewas were driven west. The Chip-|ever his calling may be. It should be pewas added “nung,” meaning place,|}a@ prime consideration with them to and called the territory O-sau-gee- further the welfare of the trade by nung, or place of the O-sau-gees. It co-operation and willingness to help can readily be seen how O-sau-gee- receive nung could graduaily be changed to and mutual benefit in every direc- Saginaw. tion. > . 6 . e o 5 a hs 4 Ana From all the information we can se- He must be loyal to his patrons, cure, the first white settler to locate serving his customers, not alone with on the east side was a French trad-|@ single eye to his own welfare but er and trapper, Captain Louis Snay, endeavoring to give them full value who lived in a log house, where the |i7 Teturn for their confidence. iouce sow stands. This| be must be loyal to himself, was prior to 1840. In 1831 Governor unswerving honesty in business and Cass named Saginaw as the county |? true recognition of his own value seat, and official recognition by the and of his place among his fellow Territory was given to the county in bisa | ; 1833. These are but a few of the ways In 1834 Harvey Williams erected the first steam sawmill in the valley at the foot of Mackinaw street. In oe: 36 he built the old Emerson mill, on the present site of the Gas Works, and from this mill was shipped in 1837 the first cargo oi lumber from this valley. In July, 1836, the first steamboat, named Governor Marcy, steamed from Detroit up the Saginaw River. In 1846 the first Bancroft man’s char and by which he can occupy the place in business be exemplified in every he should do—Canadian Harness and Carriage Journal. rt ting rid of goods at cost, or at a loss. Salesmanship and profit must inevitably be associated. gle esucet STANDARD OF QUALITY IN CANDY Find out about our 5c specialties VALLEY SWEETS CO. oe SAGINAW, MICHIGAN schooner, L. A. Burrows, President George F. Dice, J. W. Johnson applied to himself and his dealings | in all that makes for mutual profit} by an} in which loyalty may be and should | s, in the state and; in the home which it was intended | There is no salesmanship in get-| V. Pres & Mer. | Sec’y & Treas. | \, Our Brands of Vinegar Have Been Continuously on the Market For Over Forty Years Is this not conclusive evidence of the consumers stamrp- ing their approval on our brands for QUALITY? Mr. Grocer:—‘“‘STATE S Vinegar is in a class by itself, Sugar. Toappreciate it you MU cellent FLAY OR, nearer to ‘ ‘sHIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling ‘“‘STATE SEAL” Brand Sugar Vieegar Our Brands of Vinegar are profit wingers. Oakland Vinegar & Pickle Co. SAGINAW a RDWAREG of WHOLESALE Hardware, Mill Supplies, Paints and Oils We have the State Agency for the Quicker Yet Washing Machine Secure the Agency 4sk your jeobers. Saginaw. Mich. [Ne ORP*r RATEL ESTABLISHED 1363 200 S. Hamilton St. Saginaw, Michigan No. 31 Display Case No. 34 gar Saginaw Show Case Co., Ltd., Saginaw, W-.S., Mich. We make all styles Catalogue om request SAGINAW MILLING CO. SAGINAW, MICHIGAN Samico, Uncle Sam, Upper Crust, King K, Blue Bird Flours Mill Feeds, Seeds and Grains om SAMICO won first premium im 190% and Bread made fr Michi gan State Fair. Detroit Buy Your Coffee in a Package IT IS CLEAN. Buy MO-KA It is Both GOOD and CLEAN The best retailers in Michi- gan sell it. 12 MICHIGAN TRADESMAN April 26, 191. NATION’S GREATEST ASSET. Development Would Add Greatly To National Wealth. this country if developed That which has an would pour un- told millions of dollars annually asset into our industrial channels is a fact well known to all who have given the sub- ject serious thought. The problem of its development is difficult only be- cause it is so simple. There is no other problem on the American con- tinent in the same class with it. What is this problem and how big is it? Let us see: Suppose a town of 5,000 people is surrounded by a farming community: suppose every farmer in the contrib- uting territory were induced to adopt methods in harmony with latest ap- proved practical teaching for the pro- tection of crops, their protection from injurious insects, to drain the soil, re- turn to it the crop residues in the form of manure and other decaying organic matter: to sow only the best seed: to feed field product profitable stock, and to put the fin- ished product on the market in the hest form. only to Tt is easily conceivable that $1,000,- 000 annually could be added to the production of the surrounding coun- try, and it is evident that such an ad- dition could not be made without touching every banker, every manu- facturer, every storekeeper, every doctor, every lawyer, every newspa per owner and, in fact, every person in the town. This, then, is the prob lem—how can the indifferent farmers of the country be induced to adopt the improved methods? If this one thing could be accomplished all else involved in agricultural improvement would come easily as a natural se- quence. If all farmers would proper- ly drain their land, the problem of good roads would be solved. In- crease the income of the farmer and the means will be at hand to solve the rural problem; the improvement of rural schools means the quickening of intelligence: the beautifying of rural homes, the increase of social advantages moral uplift. individual school and All this looks simple, hence the dif- ficulty. The farmer, be he a good, bad, cr indifferent one, is independent. He can live, in a way, if there are no agricultural colleges, no experiment stations, and no farmers’ institutes. If the problem were more intricate, in- volving the expenditure of immense sums of money and the sacrifice of human lives, we could expect the peo- ple as a whole to set themselves soon- er to its solution. This simple the indifferent farmer to activity does problem of. stirring not as yet appeal to the people as it | deserves. It is easier to build a dreadnaught than an agricultural col- lege. We can arouse the interest of continents in solving the problem of aerial navigation, but it is difficult to get the people to support enthusiasti- cally the proposition of spending money freely in teaching the indiffer- ent farmer how to drain his land, why he should use only the best = seeds, why he should test -his dairy cows, why he should spray his ap- ple trees and how, in short, he can increase his income by $1,000 a year. There are persons who have an in- spiration as to the this greatness and value of work, and there are some places where this problem is be- ing worked out; but, on the whole, the public is more or less indiffer- ent to the importance of the work. Ti the development of our agriculture means the greatest wealth creation within the nation, and if stirring the indifferent farmer to better things is the key to the situation, why do not our people—manuiacturers, professional men, intelligent farmers—rise in a bankers, business men and mass and demand that this work be carried through? there is a too prevalent opinion that work done among and for farmers is a charitable contribution to a that be able to take care of itself. One reason is, should What a woetul misconception of the move- ment! class Helping the farmer to larger production and to larger life is justi- fied on the ground that thereby we are contributing to the prosperity and uplift of the whole community. Vre should take this problem out of the country and bring it into the and city. We should, in addi- tion to discussing it at farmers’ in- stitutes and farmers’ clubs, put it up to the boards of trade, the bankers associations, and even the country teacher’s associations. It has been a local question. We must make it a national question, must bring people to see that it is not charity or local contribution, but merely the invest- ment of public funds that will bring ample returns to the whole people — C. C. James in Press Bulletin of Ih nois Farmers’ Institute. ———_2-2-- Half Nickels Needed. There is a movement on foot which has considerable sense in it, although it seems on the surface to be de- cidedly radical. It is reported that certain Western mercantile interests will town soon introduce in Congress 1 bill adding to the national coinage a coin worth 2% cents. The argument which the promoters make for the bill is novel and interesting. They say that food prices have become so high that it is necessary for a gro- cer to figure much more closely in advancing his own prices, as prices are advanced to him. For example, before prices reached their present plane, a grocer to whom a price was raised 1 cent per pound would raise ihis own prices at least 2 cents per | pound, particularly where the article was sold largely in quantities of less ithan one pound. In sales of not i\less than one-half pound, an advance of 2 cents split exactly even. Things are different to-day. Under |present conditions when a grocer is | compelled to pay 1 cent per pound jmore for something, he hesitates to advance his own prices any more ‘than enough to cover the actual ad- a to himself, for his prices are already so high that his customers are complaining. In spite of his de- sire to deal thus fairly with his cus- } i i } tomers in this respect, the customers are deprived of the benefit of it be- cause there is no coin to make close change. An _ article is being sold at 14 cents per pound by the retail er. The wholesale price advances i cent and the retailer advances his selling price to 15 cents. If the con- sumer buys as much as a pound, all right, but if she buys one-half pound or less the grocer is forced to charge her 8 cents, or at the rate of 16 cents per pound, instead of the 15 which he would gladly charge her if he could. If there were a 2% cent coin the 15 cent price could be exactly halved, and those who have studiec the matter say the average consumer would save about 2 cents on dollar. every Many other countries have always claimed that the United States is very short-sighted and unbusiness- like in having no coin of smaller de- nomination than 1 cent, and there is much sound logic in the charge. —_—_»+ > Make Your Capital Work. How much do you make your cap- ital work? This is really the secret of successful business. it over and over. Your losses are measured solely by stock of left-over goods, and your profits by It is certainly poor policy to load up with Keep turning your the volume of your turn-overs a lot of goods just because you can get them It is false economy, you intend to be- come a specialist in job lot goods. Your is usually f at a low price. unless worth far more to you than you would realize in profit on goods which tie up a whole lot of capital but do not move readily. money You may be importuned by manu- facturers to make purchases too heavy for you with the amount of trade upon which you can hope to draw and you may not be able to dispose of the goods for months. Usually there is a jobber near by who would sup- ply you with smaller quantities just as you need it, and no more than you need. The price he demands may be a trifle higher, because you buy light- ly, but he can supply you quickly when you want it in a hurry to take care of an unexpected run; and, if he is a fair-minded man, he will endeav or to serve your best interests so as to retain your trade. It would be suicidal for him to do otherwise, and in buying in smaller quantities keep your dollars always busy. you Sell your stock on hand quickly. pocket your profit and immediately use your capital over again to get new and fresher goods to offer your customers. Suppose you are doing a business of $300 per week, and you bought a month’s supply at a time, yeu could turn vour capital four times in that month at the same per- centage of profit per dollar, whereas in buying for a month’s supply you would require four times the capital to carry you along, and at the same time there would be taken a larger risk of loss on shop-worn goods with the heavier purchasers. Which is the more profitable? way Farm Life as It Was and Is. At its worst, life on the farm in winter is by no means destitute of joy. At its best it is delightful. The struggling poor, the improvident, or the indolent sti as: imi pioneer days, crawl from bed in a bleak, cold ana build the kitchen fire; but the new and thrifty farmer has all the comforts of a city home. He dresses and milks by acetylene or gasoline light; he owns an automobile. As between these ex- treme types one prefers the stereo- typed picture—the old homestead under a blanket of snow, the smoke lazily curling, a cow ‘or two in the middle distance, a sleigh at the gate with muffled boughs of man must room figoures im it; bare maple swaying and low evergreens bent under a white weight. nimbly fills in the sketch by stepping within—into the aromatic kitchen, fragrant with cin- namon and clove, perhaps, or agree- ably dense with the fumes of coffee. Beyond is the living-room, with the lamp, where frequently at nightfai! the group seen through the window shall be actually gathered, the wiif< at her sewing, the children at their lessons, the farmer at his journa! or seed corn.—Philadelphia Press. Imagination —_+2.____ It is all right to keep busy, but it is all wrong to keep so busy that you have no time for courtesy and cheerfulness. It is a large part of a man’s business to be agreeable to others. —_—>+ 2. —___. “And where,’ demanded his wiie, with flashing eyes, “would you be aow, only for me?” The man glanced at the clock. It was verging on mid- night. He sighed and was silent.— Puck. Amer. Sweeping Compound Co. Detroit, Mich. Manufacturers and dealers in JANITORS’ SUPPLIES, Sweeping Compound, Metal Polish, Linseed Oil, Soap, Floor Oil, etc. Quality of all goods guaranteed. Order direct from us. MICHIGAN STATE TELEPHONE CO. 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 @ preservative paint. The materials used in the manufacture of Wo 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 tong Wsuiniued use vy iuuurcus uo largest manufacturing plants in this and adjoining states. Send postal for full particulars. Manufactured by E. J. KNAPP & CO. BELDING, MICH April 26, 1911 MICHIGAN TRADESMAN Welcome All Suggestions. Willingness to accept and utilize ideas offered by others, no matter what their station, so long as the hints are practical, is a sign of 4 progressive spirit. One of the reasons frequently giv- en for the remarkable mercantile progress made by this country is the readiness on the part of our business men, as a rule, to accept suggestions from anyone in their employ, matter how humble his post. no While the broad-gauge policy, how- ever, is the genera! rule in this coun trv—and doubtless to as great an ex tent in the retail dry goods trade as in any other line-—exceptions are oc- casionally encountered. There merchants, and doubtless many our readers will bear out the ment, of whom the remark is covertly made within their store: is no use; you can not tell him any- thing.” are of state- often cr it To any reader who has permitted himself to get into an attitude that is apt to repel those of his employes who would like to make good sug- gestions earnestly suggest a broader viewpoint. The position of the merchant—or anyone for that matter—who him- self to get to the point of, “You can not or unknown tc we else, 1as allowed not tell me anything,” is viable one. an en- Known him, his business is on the toboggan. Such an emplover can not expect to indefinitely retain the services of men and women of genuine merit. To such the opportunity to help in the development of the store and to ex- press freely their thoughts for its betterment is a potent incentive. They can not content themselves with traveling a dull, uninteresting round of mechanical duties, and, when needlessly restricted, either seek a more favorable opening in some other concern or start in busi- ness on their own account. In either case their former employer’s business is the loser, and perhaps doubly so. if these progressive people continue in the business life of his town or neighborhood. It is not only from employes, how- ever, that merchants of the type we have in mind are unwilling to ac- cept suggestions. If approached by some outsider who desires to bring to their attention some more modern form of equipment or some newer system such a mer- to listen, for he feels served him for years must continue to do the work. Thus he allows his competitors to. get ahead of him in the improvement of their stores or the conveniences and service provided for the public. The same applies also in the case of merchandising methods. Retail- ers are found who are unwilling to pursue any method or plan not orig- inated by themselves. They decline ideas in store chant is loath that what has in to give a competitor, or anyone elsc, | the satisfaction of claiming the origi- nation of the idea. Such, however, is by no means the course pursued by the realiy great retailers of the country. They recognize the fact that nothing star- busines far harder to perfect than wa nent organization arrives, it is best to send for a state |izer, that the new tion be started lines with the sO local may along and important an national associations. in organization must believe t Even though the pl: right lines. men’s or merchant's associations After this preliminary work has| been done and the time for perma- association organ- | associa- | proper | valuable affiliation with the state and| As a progressive business man, you} Pat Applied for tlingly original in merchandising canjoutlined above may not appeal ¢ in these days be introduced. They do | you, the responsibility still rests uf not care who has done the newlyour shoulders to do your part to thing. If it is good they are will-| ward turning organization fron ing to follow—with this proviso, how- |dream into reality. ever: That the new method, whatever| Why not make some sort of star it is, when adopted in their business |toward organization in your town must, to the greatest degree practica- ee ble, be improved upon and individ- Cheer up and Try Again. wslised, so that to a corte exteat| “OME SE Sey lovable g it becomes their own, as well as the Robert Louis Stevenson wr originator’s—Dry Goods Economist. |#” exchange, was this: “Our ae ee in the world is not to succeed Starting an Organization. continue to fail, in good spirit Probably there is not anywhere a|those of us who fail mucl live-wire merchant who does not ap-|than we succeed there xr preciate the fact that an organization |of cheer and encouragement of business men of his town could ac-| wise bit of humor. It is ! rt complish great results not only in up-|slap on the back of the rag building the community, but in plac-jone, or an arm affectionately thr ing the business of all upon a more] over our shoulders as w og profitable and more satisfactory basis.|the arena, sore and grimy Yet organization among the business| The world is naturally , men of our towns, and small cities is shipper and it takes littl. , of slow growth. Because, while they |¢he man who fails: few , all agree that organization is a g004 | oayse really it isn’t very si thing, most of them think that the] ang yet bus eves Game business men of theirtown can notbe|. must fail many times an induced to work together. So many |every one who succeeds ther efforts have been made along this line |,. pany who fai and so many failures recorded that Tiete are io n who w n in many towns effective organization |)... 4. sities iil Wie is considered a hopeless undertaking. at dened lite ne le 2. If babies were as easily discour-|_ | , se sie a , aged as many business men, they]. i. _ a would never learn to talk or walk. It) yo. 4 yc ee is only by keeping everlastingly at it} ‘ one Ap 6 that babies acquire these accomplish-| __ oi ay ments, and we know of no other} |, ein sm gt “ si .|not try, tor many whic tr r method of forming an association 0 : : business men. ns squeine eo A merchant much interested in- the — . . project of organization invites hi- thei en best friend among the business men else th . ee to spend an evening with him in dis — — "7 _— cussion of the proposition. They live up 2 ee | meet, talk things over and agree to go | there oa oe I ' |ahead with a plan. They part to | 7% succeeding, on Oe |meet again the next evening or a> ably N hat Stevenson w , |soon thereafter as possible, at which |'S © Cheer UD and try ag - ee he 8 hee oreo friend with him. That makes a meet- | SPirits.” ing of four business men. They talx City of the Future. things Over, reach agreements on var The following lines feom o ious matters and adjourn to an earls Matrimony date, when each of the four is to] , : bring another business friend with a him. u pee At the third meeting there are eight we a business men present. The process | sililiiaien is repeated and at the next meeting | st i, there are sixteen present—the follow- | 5 iia ing one has thirty-two and so on un- ie til every available candidate for mem- bership has been brought into the fold | e—- by a friend. Then—and not before—they are ready to organize, elect permanent officers and decide finally on a con- structive program. This plan of pre- liminary work has proved very effec- tive, even in cases of organizations | The Boucher Basket & Crate Co. Bank Building, Scottville. Wich. 14 MICHIGAN TRADESMAN April 26, 1911 GOING TO THE CONSUMER. Instead of Waiting for Trade Why Not Go After It? Two brothers, operating a men’s clothing and furnishing goods store in a city of medium size, came to the conclusion long that their business was not bringing in the prof- it it should. They found that the building up of an established patronage was rath- er slow and tedious work, and being young and ambitious men they dis- liked the idea of waiting for the trade to come to their store. Their town was located in the midst of a rich farming country and Satur- not ago davs the trade in the store was near- lv always good, partially on account of the number of these farmers who came to the city on that day. The brothers often thought of the increas- ed would result they had this rich farming trade which if business to draw on during the five other business days of the week. One of the hoys owned an auto mobile with a tonneau of generous | size. One Sunday afternoon, while | they were spinning over the country this said: impossible to get these coun in one of them As itis trv buvers to come in town and look roads car, at our stock on any day but Satur- day, why not use this car and show them selections from the stock on the other business days of the week?” The suggestion was agreed and the brother who was the better “mixer” and salesman plan- upon, known 2s ned to go out in the machine and “mix” with the country trade. “Eyen if we do not sell or take or- ders for a dollar’s worth of merchan- dise.” he said, “it will be good pub- t the enlarge for and list of acquaintances and possible cus- licity store our tomers.” The brothers employed one clerk, and with the exception of Saturday one of them and this clerk could haii- The plan Vy dle the trade with ease. was tried out and almost immediate The brother with and chow various novelties in the apparel proved successful. the car would take out with him lines. He built up a profitable busi- ness in taking orders for clothing and custom-made shirts \t the end of a few months he was doing a bigger business in dollars and cents than the store was doing. The sales he made were not the nly profitable part of the venture. As stated before, he was a good “mixer,” salesman and made friea‘s The 3 farming districts, many of whom had a good easily friends he made in the before his to ping in at the establishment on their weekly trips to town. While the new, it was a novel method of solicit- never heard of the store coming, grew accustomed drop- idea is not by any means this particular sec- tion the and a result the farming trade gave the store con- siderable valuable publicity by telling their friends about this, to them, ni method of securing customers. business in ne eS of country, as aye \\ men’s merchants this method of going out after trade To many wear by personal solicitation seems to lack | | i i desiring to dignity. One retailer, in discussing it recently, said: “The men’s cloth- ing industry has of late years been placed upcen a higher plane than it before. This idea would tend to lower it. It would savor too much of the old, disreputable ‘pulling in’ process. ever was It can be done, however, in a that would not in the slightest way lower estab- great- in the the dignity or standing of any lishment. and In fact, some of the est best known houses j}men’s wear lines are doing it to-day. Even the banks have taken it up, and banking in the general estimation has long been considered one of the most lignified professions on earth. Some time ago a well-known bank, increase the deposits of the people in the suburbs of the city in which the institution was located, had an automobile fitted up as a small bank on wheels. It had the marble counter, the grated teller’s window and any other banking con- veniences which they could crowd in- to the car. [t trips through the suburban country regular and made |«listricts, and is said to have proven lsuecessful. Another well-known bank in New York has recently adopted the same idea. A practice which leading banking institutions have taken up can hardly that andard of anv business standard of any business. be called one would lower the Our million-dollar life insurance companies are built up almost entire- ly on solicita thai this idea of personal refers business as being undignified. In the tion, and yet no one to this of keen competition the chant who uses every honest method age nerchant who wins is mer- in his power to increase his sales and his profits. \ variation of this idea of the per- sonal solicitation of business was re- cently used by one of the leading men’s wear stores in a large city. This city has an extensive foreign popu- lation, and in one section is a settle- ment where many thousand Italians live. One of the salesmen in this store "s who has a great many friends and acquaint- inces in the Italian district. At cer- tain in the week, when ness at the store is quiet, this voung out into the district where his fellow countrymen live and talks to them of the advantages of trading at this store. When anything is placed a clean-cut young Italian, times busi- salesman Foes on the market which he thinks will appeal to the sons of Italy, he takes out and shows them samples of the new It is said the result oi his work has been a marked increase in the Italian trade. This idea could tried out a retailer in almost any Practically every city in the Union has its various foreign set- merchandise. is an which be by large city. tlements and among the people ot most of these nations seeing a new home on this continent there is nat If a fellow countryman of theirs, a man whom rally a clannish feeling. they have known for years, tells them that your store is the proper place te trade, they are like!y to believe it aa “When follow his advice. A story told ago wonderfully successful cloth- ier in one of our largest Eastern cit- This man when a salesman had, it is said, built up a larger personal following than any other salesman in was some time about a 15. the city where he was employed. One of his practices was to arise at 4 in visit the produce just He made hundrecs of friends among the dealers’ there and attracted a large and profitable trade to the store. This man not long ago into business for himself and at the time he started it was stat ed this personal following was his and the starting the day. the markets, morning when men were went That it was a valua- is evidenced by his. steady and rapid success in the mercantile world. The opportunities for trade lie al! about us. What one man or one store can do can be profitably duplicated in your establishment. Do not idly wait for business to come. Go out after it and get it—-Chicago Apparel Gazette. >. > Exchanges and Returns. The A. T. Lewis & Son Dry Goods Company, of Denver, issue a store pa- per, “Notions,” and in the last issue is an article on excahnge and return of goods that contains many helpfu! suggestions. “When goods are brought back to the store,” the article reads, “always act from the idea that the house de- mands from you that customers be absolutely satisfied. principal asset. Sle asset customers bring goods to the store to have refunds or credits made out, always call the floor mana- ger or the head of department or as- sistant before untying the parcel. “leor managers will make out all refunds and all credit slips after being satishec that they are acting accord- ing to the wishes of the customer. “Ti goods come back to you that you did not sell, call a floor manager at once and if the floor manager re- quests you to attend to the exchange, do so cheerfully. “Refund checks are the same as money and customers must be given to understand that they are just as good in one section of the store as in another. “Always be polite and very gracious when a customer comes to see you to exchange goods or to get a refund or credit. “Act as though it were a regular part of our business to take merchandise and that every causes us the utmost pleasure. “When goods come back try to ex- change them for something else after having found out what the customer wishes. Always be on the alert to suggest something that will be likely to please. Keep your stock and its uses so well in mind that ideas will come to you without any hesitation. “Never lose sight of the fact that it is often possible even after a cus- tomer has made up her mind to have a refund or credit to introduce an idea or goods to her that will send the customer away with goods in- stead of money.” back return Any boy can operate this machine Push wires through opening in back Made in four sizes. Business Men’s Business Men’s Paper Press Sent on trial. Do you think we could have sold over $40,000 worth of these presses since last October if they did not do the work right? Write for circular and prices TODAY. Wayland, Mich. We Have Hundreds of Satisfied Customers Here is another testimo- nial taken at random: C. F. Waters. Grand Rapids, Mich., June 1. 1910. Business Men's Paper Press Co., Wayland, Mich. Gentlemen:—Enclosed please find check as follows: Maya ......-...:-.,...- $35.00 Less 5 per cent 10 days.. 1.75 $33.25 Gentlemen:—Your paper press is giving us entire satisfaction. We are more than pleased with it and take pleasure in recom- mending it to anyone who would have use for such a press, as waste paper has become now a valuable asset and with the press you can save every scrap. Yours, C. F. Waters. Paper Press Co. April 26, 1911 MICHIGAN TRADESMAN 1s LOST ENERGY. How Percy Brinsley’s Genius Was Smothered. Written for the Tradesman. “What becomes of all our smart boys, I wonder?” “And of all the pretty little girls?” suggested the old schoolmaster with his good-natured laugh. “Well, yes, you may put that up to a solution as well,” admitted the other old timer, who sat sunning himself on the birch-wielder’s porch. It was the first warm day in April and the two chaps sat smoking and reminis- cing—that is, old Cal Poland smoked while his friend Tom chewed gum- drops. “There are lots of nice little girls,’ continued old Tom, “but they never grow up, I’ve noticed that.” “And the boys,” grunted Cal; “so many young geniuses. Where do they “That’s so, he was married twice—" “Four times, Cal. gotten?” “Mercy! yes, I had ejaculated the smoker. “Hum—let me see: His first venture was when he was quite young—the Stone girl, if I remember rightly.” Have you for- “No, your memory is Cal,” and old Tom laughed. “Percy Alice Collins. pretty Alice, the ter?” “Well, now you mention her, I dc raftsman’s daugh- want to say right now she was one of the pretty little girls who grew up into a beautiful woman.” “Yes, Alice Collins was an excep- tion which makes the rule was her misfortune to meet i f in love with Percy Brinsley. She wa all go tor” “Die young, no doubt.” “The spark of genius dies young, ai! right,” agreed old Poland. “I was just now thinking of Percy Brinsley— hignfalutin name—he was smart boy. Everybody said he would Sttieh a be heard from when he grew up; ii | rot in the halls of Congress, then in the scientific world. He was heard of in neither, if my memory serve me right.” “T think it does, Cal,” returned the ex-pedagogue. “You death of old Brinsley at the Soldiers’ Home not long ago, didn’t you?” “Yes; but what has that to do with Percy, the genius?” “Everything. It was Percy who died without a friend. His genius could not save him from a loveless old age and final passing away among strangers. When I think of his life, of my own and that of many others I can't help wondering why it has been so ordained from the beginning. Now | despite his name, was Don’t you remem- Percy Brinsley, a veai ber—”" “Don’t I, though? He could make anything from a toothpick to an ox yoke. If he’d been properly educat- ed he might have won out. Poor chap! I often think of him in his natty clothes, making love to the buxcm woods girls, putting on those Why, I actually was genius. superior airs. so awed in his presence that I darent open my mouth, especially where the girl's were concerned.” “IT remember his penchant for the softer sex,” acquiesced the school- master. “He was their hero for 2 long time. Some of the grave old chaps of that early day actually be- lieved Percy was cut out for great things. My own father employed him in his mill; he was so handy with tools, if you remember.” “Ves, and he got to be an expert engineer. We all thought he might turn out a great inventor at the very least.” “So we did, but his inventive facul- ties died young; he became a mere imitator, which killed all originality. He was unfortunate in his marriage, too.” “Which marriage?” and old Tom smiled. heard of the] only 17 to his 20 years when they | were married. I was there—’ | “Sure, and I was down with the {measles and couldn’t go. It wa |bang-up wedding for the Iumber Laas Everybody thought both | yout folks had done well. Alice was jas smart as a steel trap.” “Ard intellectually as far above th | man she married as the sun is above | the earth,” avowed the schooimaster ;|sighing over the memory. “T suppose so, but folks didn't ito realize it then.” “Of course they didn’t. Let me see: | They went to housekeeping in the house on the hill—” | “Yes, one fitted up for them |your father. Percy was your e1 | at the time. If Alice had lived Percy | might have turned out differently. Sh |certainly would have saved him fror | the low ebb he sark to afterward i Alice died in less than a 3 which the young husband was inc |solabie for a long time.” “Yes, he seemed to lose all energy | | . _— lafter Alice died. Somehow her $3 broke him all up. After two years he married old Steele’s daughter, Mag, from which time his prospecis waned, his went out and he never was anybody afterward went into the and ser + light army as a private.” “His genius was snuffed out whi he was yet young.” “Tt seems so. JI have never been able to account for it,” declared schoolmaster. “Percy was smart boy. I truly fortunate marriage made a complet fool ci him? I remember him when he could solve some intricate eng neering problem with the best them.” “One bad marriage led By gorry! to think of slim, ni Brinsley, the pride of the going to the dogs the way had chances to become aire He turned them becoming a third rater and finally dying in a y one left to do him honor. Even hits children went back on the poor fel low.” “Poor fellow, indeed!” echoed the schoo!master. “His children—he had soldiers’ home with forgotten,” | defective, | was only a boy when he met bright | Don’t you remember | ~ call to mind that blessed girl, and [| through the two last years of the war Could it be that an un- three—all boys, never were fired wit'l| | the early genius of the father. The Next Weel lleft kim to die among strangers imore’s the pity.” - - The speaker wiped away 2 tear r offer q the sood lady of the house summ r ed the two old timers m to partake r °¢ e : ‘ one of her famous farm diriners —_—_—__.+>—___- © s ° . Don't Waste Advertising Space. - ‘Jn * the n st marie f inet tive uses which an advertiser Im Foe . ard sayin John S1 User t, - . - John Smith & tract with tne ou Ter > reT t 5 . a es Big Cargo cf Moeilasse WW r ° a + k + - r ki yn - . ford to svend so mauc . 5 ~ — A - a TTT cilee NX - ant te + . a HH ww t te Outlast Shingles Slag or Ti ERE is no question 5u tat Revaekis Fie=bie As- phalt Slate is the most durable and satisfactory me ng Materiai anewn © wiaYy it ws Ormetiesiiy widest ic—- tible. These slates are x13 imeches m sae. lay 4 imeaes the weather. and because of them singht lexibie 2a are never broken Sy frost and we * ‘1ex1 sp are mi ‘ a c i rushed gramte Cost ai E ne price LarT vale : a as much er need as ‘ 1¥ Cannot stam raim water amd are tire and lightaimg proaf Reynolds Flexiie Asphait Siate mates 2 ry 5 on d reof—fully up ywarry siate im apoearance R= tack them with a tem year guarantee. Out kaow from years experienc: La they wWtli ast man Tues iat eagta time or free booklet om siate We alse manufacture Aspha sfamte roeting om coils H. M. Reynolds Roofing Co. 172 Oakland Ave Grand Rapids. Mich. Established | 902 16 MICHIGAN TRADESMAN April 26, 1911 AFTER THE DAY’S WORK. Honor or Honesty—Which? We are daily becoming more hon- The “one price” and the “money back if you are not satisfied’ systems are two. great triumphs for common honesty. These “work’—they have done away with haggling bargaining, and made it possible to do many times the business with the same nber of clerks or est in our dealings. two systems and nul salesmen, assist- ants. on these subter- houses do business but use them dishonorable things. as have one a pair of suspenders a hat to the a hat and a necktie to the hard to clothing house but “easy may price, gives to the ones —or clever, and more or even sus- penders sell. If a customer returns to claim his back he with, even blackguarded like a pickpocket, and only a threat of physical or legal force will get him the money That commercial code, money is argued or to the not honor according but it is is honest able. Why? The rNert i Cst who himself 1 . legal man the er, would not think of me accounts toward a in member of in sense strang acting the sz way towards a own circle of friends Yet this distinction is not possible men of the nicest ethical sen They know that the higher the de- they make, the satisfactory and re- } his mong sibilitzes. standards of business, more pendable every claim easter, the more of y phase munerative will ever yuSi- ness become This distinction between honor and honesty makes it possible for a man + to poor materials in his canned goods, doctor it with chemicals and mark it “pure”—because he uses “hon- esty” in the trade sense. No one would call him honorable. \s-between himself and his friends and family, he frankly says that the honor standard is iGiicdinee set He makes an Oriental distinction etween the claims the stranger world of business has upon him and the claims of those with whom he comes personal, intimate contact. Is it not the ethical distinction that the lawyer, the physician and _ the priest urge as the reason why the law, medicine and religion must main- tain different standards of practice from. business? But this is a condition—as a mat- ter of good business principle, should such a distinction? it pay there be Does maintain it? St. Elmo Lewis, Adding to E. A dv. Burroughs chine Mer. Co. —_—_~+22>—___ The Wanamaker Policies. “The four cardinal points by which the Wanamaker business is conduct- ed are cash, one price, full guarantee and cash returned. The advantages derived from such a system include a “saving of time and temper, per- fect security, absence of huckster- ing,” etc. This method, it de- makes clothing cheaper; it re- duces store expenses by dispensing Ma- is clared, with certain clerks, no longer needed; bad debts are avoided by enforcing cash payments; it makes possible the buying of goods without credit, putting ready money in hand, and makes a smaller profit on each arti- by cle sufficient on account of an in- crease of sales. The Wanamaker guarantee to cus- tomers is: “First—That the prices of our goods shall be as low as the same qualitv of material and manufacture are sold anywhere in the United States. “Second—That prices are precisely the same to everybody for same qual- ity on same day of purchase. “Third—That the quality of goods as represented on printed label. “Sourth—That the full amount casn paid will be refunded 1f custom- ers find the articles factory, and return them unworn and unin- jured within ten days of date of pur- chase.” The guarantee printed on Wana- maker packages over the name of the corporation is: “Trustworthy goods only. forward one price. Exactness of ail statements. Purchases within a fortnight (with excep- tions) for credit, or refund when pre- sented with sales-slip of purchase.” is oi unsatis Straight- returnable few The sales-slip attached to each package bears this guarantee: ‘Each sales-slip filled out is as much our personal guarantee for the rightness of goods and prices as though issued personally. We count this per- sonal responsibility and the dence it begets as the basis success.” Regarding confi- of our the establishment of the one-price policy, Mr. Wanamaker said: “Some time ago the one-price idea was not general—prices were often elastic, and one of the first les- sons ! learned was that the customer should take the goods at the price ramed or leave them.” Mr. Wanamaker, in building his busiress, formed these beliefs: “That a store should not be a trap to cetch something from each whe enters it. “That advertising must say exactly what the store is and what it does. “Fair prices for everything to every- body alike, without hidden reserva tions or concessions. “That justice and honor require the exclusion of baits or even trifling de ceptions; that customers whose conf- dence is invited and given are entitled to have their confidence respected and protected at every point. “That patient and persistent train- ing must be given to all the employes, to undo the education in the old long. time prevailing methods, a new crop of business men and women to administer a more enlichtened and equitable system. to grow new, broader, Before doing anything because o1 enthusiasm or excitement, lie low a few days and see if your enthusiasm or excitement is still on the job. —_~+ + 2>____ Advertising that builds permanent trade is the kind that tells facts— pointedly and persuasively — and keeps on telling them. Success and Personality. Competition in the retail trade is severe, and the adoption of modera and sound business methods are nec- essary if the dealer is to survive the ordeal. Chain stores, department stores and mail order houses are all around, and the ordinary retailer must make up his mind that he will inevitably go under unless he exhib- its at least the same enterprise and attention to the details of business as is employed by these formidable tivals. It is the personality of the indi- vidual dealer that in a great meas- ure keeps him in the front ranks of commerce. His success does not de- pend upon the amount of capital he has invested but on the personality of himself and his employes. Person- ality is hard to describe, but it shows forth in every action of the dealer. His manner of speech should be such that it shows sincerity, and carry with it the conviction that he is act- ing for the best interests of his cus- tomers. The passing of disparaging remarks about one customer to an- other, or a repetition of scandal or gossip is sure to stamp the’ mer- chant as an undesirable person to deal with. There are some dealers who have such a pleasing manner, without fulsome flattery, that people will come to him for their goods, even although there may be bargains of- fered in the store next door to him. They know that when he tells them anything it true so far as_ his knowledge Such _ personality will win in spite of all competition. The live merchant knows and ap- is goes. preciates the benefit of keeping in personal touch with his customers. Ile say to them when they enter or leave always has a pleasant word to the store. The customer appreciates these attentions. They make him feel at home and convince him that his patronage is valued. The individ- ual dealer has an opportunity of studying the fads and hobbies of his customers which is denied the chain or department store. Some dealers use this knowledge to the advantage f their business when visiting the large centers of commerce for the purpose of buying or gathering ideas. They will take with them a mailing list of their customers or prospects, and will send to each a picture post card that will fit the particular hob- by of such customer. This may be only a small thing, but it is much appreciated by the recipient of the card. He feels that the dealer is tak- ing a personal interest in him. faking the fullest advantage of the modern methods of business, with the addition of individual personality, the single merchant should hold his own, and have no need to fear the keenest competition. There are num- bers of individual dealers to-day who are doing better than has ever been the case before, and therefore bene- fiting by the competition with which they have to contend. These are however, who have recog- nized that the methods of even a dec- ade back are now out of date, and that business to be successful must now be conducted on scientific prin- the men, !ciples.—Seattle Trade Reporter. BOSTON LEAD YOUR CONVERSATION PROMPTLY UP TO “WHITE HOUSE” When you have suspicion that your customer is ready to replenish the coffee canister. Principal Coffee Roasters alt ea Ae ee oie Falster DWINELL-WRIGHT CO. CHICAGO April 26, 1911 MICHIGAN TRADESMAN a? t Invite Your Customer. e well-directed campaign in that direc-| the country we Sud rticles #1 Beucht because . ger It was the habit of society before |tion would result in the restoration ot | sorts ready r ise e - purer : the Civil War and for some years|the old custom of visiting the pur-| ready to wear 1 “s . later, to make shopping the first duty|veyors. Publicity in the direction don shops ttemmpt is t a of the day. The housewife regarded|noted above is not only suggestive | tractive dis “— ’ it an imperative duty to go to the|but practical and productive of re- unter his e + & t 3 butcher’s, visit the grocery and in| su!ts—American Grocer. he more preten ronts Ex rer person plan and provide for the day’s ———o-2 Street n Street, ot supplies. Suggestions for the Grocer. re w - . me w - That habit has passed away in the A misleading advertisement would oe , en ’ -,° 5 ae A : be consi cers 23\| duces 5s rtist c “use . . ie great cities, the ordering of supplies| .. oaner by —— eee ee o Cece Wh to x ctewacd. the cook oc disastrous to their store nowadays as show windows e - rom z = Ss , . ° ‘ : a fire with no insur . ments ted St a ar - ster other household worker. For this the — . vl : : : : : The store that does not have good 1 rrespor - a7 grocer is largely responsible. He in-|_. : Lee aaa aia i : window displays and advertising is Sun ater r augurated the route system, making ! : : 4 not seeking the attention or patron- ~~. arze daily calls upon customers; then in- . P , : " : : age of progressive people—and should New Light on the Corner Grocery. in - troduced the telephone, which, in a ie i i. . : measure, brings the housewife, rath-| 7, -. . .. : ‘ . ne a. fe 7 8 oe ' : It is a good thing to bear in mind ry sin a er than the serv c : eae ars . aa - — — that the fussy customer generally is| among ¢ rhs . “ fy Store, Hut generally through), tryout. If you please her she will) tields . ' : e telephone girl, whose time _— advertise your store more than many | and fit - oui : the exercise of salesmanship. On the | other customers would do. ee ee other hand, the route driver lias 4 Better results will be gained if ad- ot : : . : a chance to offer suggestions about new | vertising and show window displays sn and seasonable goods, and to some |are backed up by the clerks offering rner grocer : 2 TE extent stimulate orders for goods not! the goods and talking them at th on ten i : ; in mind or on memorandum. same time they are advertised and : . ; , . It is of immense advantage to a| displayed. ar «fo store to receive visits from its pa-| The grecer who makes the public * oranc rane “ trons, and for this reason the gro-| want his goods, and lets them under- ae . P for this reason the is goods, and lets them ost Toasties cery store has been made quite as stand that he has the best of every- . ie siete palatial and attractive as the finest thing at all times, has accomplished a eiigh mm dry goods, jewelry or any other sort much. Once he gets that in the > Vi lage of retail establishment. Yet this fails| minds of the people he is q sure k ee See See - ey Lar ~ ae. yao Ves to bring people to the store. Many of their patronage. : r sae of the higher class grocers have in- A store should have its window $1 troduced attractions which tend to displays changed and be advertised ¢ secure personal visits, such as the} regularly as it 1s open for bust r 2 soda water fountain, 2 lunch counter | "€S*- bar - hdcatamel should a. — and demonstration booths. These are think of closing up oo oe Ow | zards r ° . : Y “to sav me expenses popular and attractive and bring vis- and then — sage “ : . . . ° ° a ie ¢ sto cna 1 Ss . or itors, in whom is an irresistible im- . site 7 te - vi Z : advertising now an ave pulse to walk about and inspect the oe rang : expense. displays and make purchases. The Pp ue i ; f : i In waiting on a customer, ti 3 a : wise grocer keeps the store attrac- i ae g : oe : see that you can not please and the| _ tive, avoiding sameness in appear- : ogy! Pr |eustomer is not satisfied, do not tm : ance. A new and fresh Jook is giv-|_- ee a. $3 d : sist too strongly. Such imstances 4 en to the display on shelves, coun- a Peel 5: eo ¥ : 3 i more harm than good in many 1S€s a -rs. in windows or on the floor. This : ‘ . Your grocer $2 - " - eee Re It is true by being persistent ¢ é nduces freque visits, for as the ; hoch at, | aiid tie rx a ac ee se ' : wn present sale may be made, but e1* ease sustome “marked: EF lov come : -_£ 4 wad castoees fee a : : 5 to come | customer is not satisfied and jus into your Ss ause I always see : : bo t eT. into Sika a always se bought because he felt he should Interest on Over-Deec Accounts something new.” The change appeals |;. pot likely that that same cust iat a ‘ als . : eg Zz to that trait in human nature which], will come to that store again to} 9. « ang Se 00 . A. -_ Le . past- % craves that variety which is the spice | byy anything. . ae of life. ——_2-2s——- 7 | man ° Te Oricnesi Fiv Pacer le ve i mar igreai Fis “2 Personal visits are a “stimulus to Shops and Shopkeepers. F. eral dietary tablishments which would p : : Le : oO he principal chant does not ve What is more tempting to the ap- - res, and the p . . oe is 4.. recent. Ag m g petite or pleasing to the eye than 1 well-ordered display of delicatessen, especially to the millions in great cities that buy supplies from one day to another, and who desire to escape the expense and trouble of cooking is kitchens not much larger than a cup- board. The store must captivate and hold the eye, which, if pleased, invites to self-gratification. A pretty carton, box, dainty covering or artistic label is a temptation to purchase whatever the package contains. Such tempting aids to increased sales are lost when customers avoid the store and are satished to order from the _ route salesmen or by telephone. There are just as good reasons for housekeepers visiting the grocery as the dry goods store. We believe a Many of the shops are retailed have a than twenty or tht stocks are not large. 1 p- keeper makes what the customer wants or orders it for him manufacturer. The furnishe three suits of woolens of the requir- ed size, but telegraphed to the mill in Scotland for the remainder of the order. The stationer Lad but ene box of the desired ivpewriting paper, but said he would have the t-co other boxes the next day. This all seem to be a survival of the mediaeval period when artisans mide the things used in a community as they were needed. In the United States we began at an early day to make things in large quantities by machinery, and all over Roast ¥ sar Ows Coffee md Peamars From Factory ser = «ie. Be % » Imerease Your Trade Pa - “ie mi Fin - Sie " oe . er Tor The tier eo e's ¥ Pz a” # Sf - COT OG et ; & ievle overgy ant mene Tet Te 2. Fer Me Tagter Proms Marhmers Ca. Sarrte op, Wen. 18 MICHIGAN L_—~ wg The Re-hardening and Re-freezing of Ice Cream. The Vermont Experiment Station has issued a bulletin on ice cream by Prof. R. M. Washburn, in which some of the problems that confront the ice cream manufacturer are dis- cussed: “Tce cream that is being held and | which has become weak from rising | temperature should be re-hardened with great care; for if the mass has | become materially melted and ther is re-hardened without through the freezer, large water crys- being run tals will form causing the mass to and again, there is great become coarse, un- Then, probability that spiny very pleasant. some of the skim- milk portion containing large quantt- ties of sugar has settled to the bot- tom, and that the portions richer in fat have moved upwards; in which case the bottom tents will be found when it reaches the consumer, to be but little better than a lot of few inches of con- sweetened ice crystals. The mass of re-hardening ice be well mixed with a This pro- cream may heavy spoon while being frozen. prevents this settling However, at best such re-hardened ice cedure out. cream will become relatively coarse grained and spiny, and a considerable loss in volume will occur. “The taking back of cream as a practice should be most emphatically melted ice discouraged, because oi the dangers which arise from the pos- sible decomposition of the product 1 poisoning ind consequent ptomaine the scattering However, ce and from danger of contagious diseases. cream that for any reason has hap- still fresh enough so that there is no pened to melt while new and dan- started, again placing it in the freezer and treating it as an ordinarv run. This second freezing, requires a longer time than does the fort, because of the air it and, moreover, it is Hable crease the amount of air in the cream as to cause it to become very fluffy and weak bodied. Such thawed ice cream, if not old, may be ger of decomposition having : t : may be re-frozen by however, initial et- contains: so to in- contained mixed with the ordinary new “mix” and run out therewith without Lkeli this difficulty. “Tee cream which has melted and soured or gone “off flavor” need not be an entire loss. If such stuff returned to the factory the butter- maker can, by mixing it with a small quantity of skimmilk and souring it yet more, churn it, and, by washing the butter rather more and salting it hood of S mee considerably | | : ja little more heavily than usual, pro- iduce a butter, which, although net | } 1 first class, still has market value. It i iwould not be wise to put such a lot oi ice cream, even although quite fresh, into the batch of cream for buttermaking, for the reason that the sugar contained in the ice cream will |often ferment enough to give the en- tire batch a sharp, unpleasant charac- ter, and the flavor used in cream will cling to the butter. usual the ice If the returned ice cream is quite bad, it may, if there is enough of it to pay, be churned out with the least possi- ble amount of labor and the product sold as packing stock, eventually to ind its with butter which is no better, into the renovat- establishments. This is one method of preventing the total loss of returned goods. way, country ing “Tt is the custom at many ice cream parlors to secure five, six or ten gal- lon and to hold them until they are emptied by use. Occasionally, in case of cool weather, cans of ice cream it requires two, three or more days to empty them. Such conditions fav- or the weakening of the ice cream, because of warming. It found by been systematically planned tests, that the fat in such semi-melted ice creams rises, the ex- has means. of tent of the process depending more particularly upon how nearly melted the ice cream becomes and how long it stands. It mattered but little wheth- er there were gelatin or gum traga- canth in the mixture, the fat rose with j apparently equal the | perature were allowed to rise. ease if tem- This |was especially the case with fruit ice | creams. | settled was j The heavy fruits and syrup quickly, even when _— gelatin present. he attention of the iwriter, who at that time had to do |with the enforcement of pure llaws, was first called to this point by |a party who maintained that the fat disappeared upon standing, and that ice cream four to five days old did not. contain as much fat as it did |when freshly made. The deduction of |course was erroneous: but practically, for the consumers of the contents of ithe lower third of the can, it was a ifact. That fat had disappeared, so far as they were concerned. But it iwas not a case of disappearance, but (of transference, of creaming. When lice cream weakens, its fat will rise land be “dished off” to a large ex- food Sitent with the earlier removals from |the can, so that by the time the bot | tom of a large can is reached, |days having elapsed, a poorer i some grade of ice cream is found. Pure food in- spectors make note of the age of the TRADESMAN 1 ice cream, as well as of the perpen ‘dicular location in the can whence the |sample is drawn.” —_—~2.-s——_ New York Cheese Grades. The attention of those who are con templating buying or selling cheese this season at some set relation to a specific New York City market quo- tation is called to a slight change which will be made on May 1 in the grade of “State whole milk specials,” as used in the Producers’ Price Cur- rent and a number of newspaper re- perts of the New York cheese mar- ket. The smaller shapes and sizes oi cheese, such as Daisies and Young Americas, will no longer be_included in this grade but will be quoted sep arately, and the grade will be in- tended to cover flat shapes showing exceptionally fine quality or those possessing some special and valuable characteristic, as uniform light weights. The outside quotation of specials will not, therefore, show as wide a difference from the quotation of fancy as formerly and those job- bers using this quotation should noti- fy their contracts accordingly. The grade of “State, whole milk, fancy” will cover the same quality of cheese as heretofore, and since the cheese coming within this grade com- prises a very much larger proportion of the offerings than is covered by “specials,” the quotation for fancy cheese will continue to represent the logical basis for contracts between factoryman and dealer. In this connection we would urge that when contracts are made on New York quotations, they be made at such a relation to any quoted grade as will permit their sale, with- out loss, in the grade in which they fall, at its quoted value on day of arrival. The aim of the reporters will be to base quotations on actual sales and selling values. —_—e-e-a————_ Record Butter Price. The average price of butter on the Elgin Board of Trade was higher in 1910 than during any time since The value of the product ia the Elgin dairy district was more than $2,000,000 above the value for 1882. report of the Elgin Board of Trade. The average price for 1910 was Our first car just in. The Vinkemulder Company 1909, and the output showed an in-| crease of more than 6,000,000 pounds, | according to the thirty-ninth annual | Texas Bermuda Onions in Cummer Crates Stock finer than silk. we quote: Crystal Wax per cummer crate - Yellows per cummercrate - - Write. phone or wire your order April 26, 1911 29.8 cents per pound. For 1909 the average price was 28.99 per pound. In 1882 the price averaged The price since that time is recorded for cents 3324 cents per pound. lowest 1896, when it averaged 17.8 cents per pound. ——_+ “Your soldiers look fat and happy. You must have a war chest.” “Not exactly; but things are on a higher plane than they used to be. This revolution is being financed by a moving picture concern.”—Louisville Courier-Journal. 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 ESTABLISHED 1894 Get our weekly price list on Butter, Eggs, Veal and Poultry F. E. STROUP Grand Rapids, Michigan References: — Commercial Agencies. Grand Rapids Nationa! Bank. Tradesman Company, any wholesale grocer Grand Rapids. New and BAGS srt For Beans, Potatoes Grain, Flour, Feed and Other Purposes ROY BAKER Wm. Alden Smith Building Grand Rapids, Mich. $2.25 2.00 a Grand Rapids, Mich. 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 April 26, 1911 Domestic Rice Culture. The United States Department of Agriculture has issued a bulletin on rice culture in this country, calling attention to the great changes in the methods of cultivation as follows: “In 1884 and 1885 a few farmers from the Northwestern Prairie States settled on the great Southern prairie which extends along the coast from the parish of St. Mary, in Louisiana, to the Texas line—about 140 miles. Finding that rice, which had been grown for many years for home con- sumption, but by Oriental methods, was well suited to the conditions of agriculture here, they commenced im- mediately to adapt the agricultural machinery to which they had been accustomed to the rice industry. The gang plow, disk harrow, drill and broadcast seeder were readily ad- justed, but the twine binder encoun- tered a number of serious obstacles. However, by the close of 1886 the principal difficulties had been over- come. Wherever prairies were found sufficiently level, with an intersecting creek which could be used to flood them, they were surrounded by a small levee thrown up by a_ road grader, or by a plow with a strong wing attached to the mold-board, ex- tending it four or five feet. These levees were usually twelve to twenty- four inches high, and the _ interior ditch was twelve to eighteen inches deep and four or five feet wide. Very few interior ditches were made for drainage. The land was so level that fields of forty and eighty acres were common. Large crops were produc ed. The prairies were practically fre: from injurious grasses, and the creek or river was soft and bore no dam aging seeds to the fields. The rice elds were handled like the bonanza wheat farms of Dakota, and fortunes were made. Levees were cheaply cor structed: little attention was paid to drainage, more than to remove the surface water; shocking, sae and threshing were done in a very careless manner: the main object being ap parently to plant a large acreage and harvest a certain number of bushels regardless of quality. Ultimate fail- ure was certain, but it was hastened by drought. A succession of dry years followed. The creeks failed and reservoirs were found to be expensive and unreliable. “The soil and climatic conditions in Southeastern Texas are almost precisely like those in Southwestern Louisiana. Rice culture in this sec- tion requires no separate treatmeni What is applicable to the one applie also to the other. There is a belt o prairie land well suited to rice eX- tending from the Sabine River west for 250 miles or more along. the coast. Within a few years large farms have been opened and devoted to this cereal with excellent returns.” my In speaking of the prospects of the industry the Department says: “The outlook for the further exten- sion of rice culture is very promis- ing. According to the best estimates there are about 10,000,000 acres of land in the five states bordering on the Gulf of Mexico well suited to rice ——_ = cultivation. The amount which can “nt — Ww “+e MM igal vo wt ge Mie be successfully irrigated by presen e good “ . - methods, using the available surface The whole a and artesian flows, does not exceed | with i 3,000,000 acres. The balance of the | F my © réinar we cus be tc : land could probably be brought inte | heck up c 3 ‘ cian cultivation were it necessary, but the |g man tan cost would perhaps be prohibitive at ifor mistakes. The raiiroa r os there present prices. Three millon acres;|TY 4 piece on to the mext town, wore? wader te exten ate . is a conservative estimate of the jis often the case m the small tow a a area which can be easily irrigated. | OF the tag might have Seem tor rt The best results require rotation Then there ts tance tat tie af “ aan ws : crops; consequently only one-half Ch UC deliver dhveauareey eZ niievenn . that area, or 1,500,000 acres, would | #™ — PESIES THESE We : Et? os he is vice t any Gee Ge «At OOO ae there are man Lo whee o average yield of ten barrels (of 162)" ee veil pounds) per acre, 1,500,000 acres eal ee — ern ™ as ie rice would produce nearly 250,000,000 | billed. . : pounds of cleaned rice, almost SIX | Ne —— ee ir 3 : a one times the amount of our present con- | S©SS TUM Te im 4 usIHess W . all , , sumption. There is no satisfactory nave ee oe . . reason why the United States should |* not grow and mill all of its own ric — aiid iio and become an exporter. Hi cakuieaaaian . fer isittg E “The employment of machinery mm | : r r the rice fields of the Southwest sim: . : - lar to that used in the great wheat . fields of California and the Dakot: 4 : i cr e is revolutionizing the methods of cul-|- go. oe __ »<.—. tivation and greatly reducing the cost.j/; 4s + 4 n 3 r The American rice grower, employ-|_ = 2 i a ing higher priced labor than any ot! “ will i -ader [> get er rice grower in the world, im all| + shat arises. Whe | range ch ret probability will ultimately be able ¢t market his crop at the least costi¢ .-.4. s . and the greatest pré if. m addt-t = j " \ . seein ateanR eee a seemeenems resents teaennecomne sme atten Wouldn't it be a good plan ¢t “<= REA & WITZIG **"= ct PRODUCE COMMISSION 104-106 West Market St. Baffais, \. ¥ a “Buffalo Means Business” We want your shipmests of geuitry, 3etn Sve a rrewet. Sees Cera 2 el lat high prices for chesce fowls, ciockens, focas and Sarecys. at we ca get y are wanted, they are brought 1 | highest prices. from the back room, unpacked, put on the shelves and if they, the firm} REFERENCES Marine SNecona: Sams | Papers aud Hundreds +f Shigeess. c Consiguments of fresh eggs and fury Satter wartet # x Somes "eT Tad Agee Fore Camgeces Trade pay their bills only once a month it} Estabtiabed 1573 20 MICHIGAN TRADESMAN April 26, 1911 > Y a at = te. x ' ‘Witty EO il 3 = alc but the very repetition of the words the precincts of his own fireside, opers realms of thought and even ) vistas of imagination regarding the fundamental things that concern us all. “Wh is, in physical location, ts a In very has to be given during Where mother most vital the -‘re’s mother?” question. homes sad the hours:of the working day mothe many answer is obliced to be in some factory OF workshop or store, supplementing the family income by most strenuous eX ertions. That some women can lead lives of rigorous toil and still maintain some- thing of a home spirit in their house- holds is one of the marvels of human nature. However, in the great major- itv of it is inevitable that the family and the home life suffer when “Where's mother?” by, “Away at work.” cases must be answered Passing from the humbe homes of the peor to the mansions of the rich ask, “Where's answer will not work,” but it may bridge,” “Engrossed in society,” ‘ mother?” at »t 4 again The we be, “Away be, “Away r io -d in one or another of v: rious Gissipations.” It matters not s much fad she have in pursuit, if mother’s life and “Engage 1 what luxurious may We some of these that the answer to our ter cnd influence. may find in query is that mother has become so intensely interested in questions that affect the public welfare, or in some that he: stopping study or intellectual pursuit, home has become simply a place where she recruits her strength and ‘reshens her apparel in prepara- tion tor her real work. Women of this type should not be condemned too harshly. them conscientious, Many of are self-sacrific- jing souls, and it must be remembered ithat it is hard the frail mind to maintain a perfect balance of duties, to measure fairly and hold in proper the claims upon one’s time and energies. for proportion various But while we are trying to make a city beautiful, we must not neglect our own dooryards. When mother be- comes so absorbed in means and measures that will uplift the commu- nity, that she allows her own boys and girls to be on the streets and in questionable places of when they ought to be at home and she with them, amusement she may be most important duty is. Matters of public interest receive a proper attention from every woman of good mind whe should share of IF human, trying | faithfully to do her duty, but she is| failing woefully in seeing what her | lis in comfortable circumstances finan- | cially; but no woman with a family should become so engrossed in these outside things as to neglect giving ithe most and the best of herself to- ward making home a charmed and charming spot for husband and chi!- dren. Then are a host of women who are usually to be found in their | homes, there who are not compelled to leave them to work, who are not lur- ed them by frivolities, who feel no pressure of outside duties, vet regarding “Where’s plicable. Where's mother intellectually’ Has she allowed time and household cares and the worries of life to cul! her mental powers? Does she keep up with the times and take an inter est in the questions of the day, o out of ane the question, still whom mother?” is very ap- does she confine her reading to story papers and the column of domestic recipes? Where’s mother—educationally? Is she in touch with her sons and daugh ters in high school do they regard her pityingly as a ‘hopeless back number? Where’s mother — socially? The ;queen in the ought 'to be and as it is best for all con- leerned that she should the | drudge in the kitchen, as, alas! she ‘too citen is? and college, of parlor, as she be, or fs itually? A gossip, a busybody, a woman of malicious mind and spite- ful tongue? Or a serene, gentle, no- ble soul, who gives joy and courage, strength and inspiration to all who | come into her presence? The very keynote of the life ot a household, its influ- ence for good or ill, is sounded ia the answer to this question, “Where's mother?” Quillo. 2... The Woman Who Bosses. She entered the car and she tol: each one of the three children with her where to sit. The one who had sat down of his own initiative she pulled from his seat and made him sit in another seat, no better but of her choosing. This act marks of Whenever and measure of is always one of the ear- the woman bosses. she enters a train, a trol- ley, a restaurant, any such place, she always tells everyone with her where to sit. It is not always only chil- dren whom she directs. She chooses the seat for her husband. who She even points vigorously where her mother shall rest her bones. She labors der the that party is as capable of choosing seat as herself. un delusion no one in her his This idea obsesses her in other mat- ters. She decides what her childrev shall eat. She never lets her daugh- ter select what dress she shall wear. Where’s mother—morally and spir-|“You are to wear that,” she says Foote « JENKS COLESIAN’S —“ceKann, Terpeneless High Class Lemon and Vanilla Write for our ‘‘Promotion Offer’’ that combats “Factory to Family" schemes. [nsist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. asks for A CUSTOM HAND SAPOLIC interest are centered outside of her home 2 greater demoralization | awaits those who stand nearest to the woman of wealth than is in store | destitute circum- for poverty and toil act as a the stances; for family in moral tonic on many natures. There is another class of hemes in which the enquiry, “Where's moth j 5 erty, nor, generally speaking, of great | wealth—but the homes of women of unusual intelligence, force of charac- and you can not supply it, will he not consider you behind the times ? er?” is pertinent—homes not of pov-| i j HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate smough 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. ER | April 26, 1911 : MICHIGAN TRADESMAN r positively. She states quite as de-| Domestic Economy as a Science. | the kitchen-efficiency expert of the fu : cisively, “We shall go to such and| A report in the Boston Tramscript|tare must develop the as cutie Make Money such a place this summer.” She runs|of a recent lecture by Charles Barn-| prince} 5G ye png s : sat : her family and she runs her friends—|ard, director of the housekeeping ex- : a a mae ae - " 2 bm at least those of them who can not|periment at Darien, Connecticut, oc- xg! —— et be eee escape her. She orders the neighbor-|cupies a column of space, and con- of (1) the efficiency of the working hood, or tries to. To the uttermost|tains more than one interesting and place itself; (2) the person htnes reach of her influence she bosses. practical suggestion on a subject of and capacity of thos mp Such a woman is not only a nui-|universal and perennial interest. Mr.|the work: the eff Miriighefal fovweing sance, but to her family she is a real Barnard thinks that a new occupa- tools and utensils emer f Pat f am your stee injury. tion is open to clever women who | pa; oe 1. : ne The frmame for : it ic children of such a mother who will take pains to thoroughly qualify}... - ip. wpa : a. never can make up their minds. They themselves in the art and science of Me cee : i. - é tee ie oe are indecisive, irresolute. They have housekeeping. The time will come, ak bus ie ee a au never been allowed to make up their |¢ believes, when such experts will etait oi. oc seni minds and consequently when the be called upon to perform service like eee onic . . i CRESCENT WANUFSCTUFING CO world asks them to make up their that which Brandels professes to be toe ae dees tur Att minds, quickly perhaps, the process is able to accomplish for people charg- seine ae ss Saka ei a so erttirely new to them that they ed with the responsibility of manag- he a St a sai aia ae can not do it. The opportunity the |'"8 railroads—teach them how to de- : oo / — oe Kalkaska Brand wate G22 35 CE oars in et CO and increase effi-| spout aia - aes Al who can decide quickly. CICCY - eae a “alge i cp SYRUP Thus, the mother who always de The idea of Mr. Barnard is that) its —s ane SUGAR cides all questions for her children is the mistress of a domestic establish-| pe cat recep | MAPLE EXTR doing them a serious injury. She is|™¢™ whose household does not rua) room is Hie : a taking away all self-reliance, all de- precisely and smoothly as a well reg-| The Bz - Has the Flavor of the — cision. . To-day, fo get on in the ulated factory or bank, shall engage} peyond ee world, one must be decisive, self-con the services of a beer. dino. who, | Michigan Maple Syrup Co. Sdeut in addition to the training in domes- Drifting such an ¢as Katkesks. Nick. The woman who bosses can not of tic science that may be secured at}More people drift with th irr Send for our arec2s course influence friends to this ex- any one of half a dozen institutions than pull agatnst aus tent. To them she is simply more or of learning, has somewhat familiariz- inn ’ less of an annoyance. They prefer a herself with the principles of sct- noe te cures ' y to make their own choice as to what entific management. This young per-|O8T circumst ’ ‘ a, they shall do and they do not want son’s job will be to go into the other} S©* UP stream without to be ordered around as if they were woman’s kitchen and sit around for « ‘. a oe incapable of thinking or choosing. |f¢W hours or a few days. At the), 2 o oT They are irritated by her continual end of her sitting she will make a| \- sen . a boscise. report on the methods by which the | S : Such a frame of mind is injurious aewiiee ip 7 ee : d din 6 rit Use Loe -olf vo eS d and improved, and will take r : hist to the woman herself. It makes he: ep P " e has that to play Tradesman Cog pons conceited, egotistic. Although she may be to some exfent unconscious on it, she acquires the mental atti- tude that the universe will not be run properly unless she is looking after it. If her hand is not at the helm, whether it be in her home, her neigh- horhood, or her little social circle, everything is “going to the dogs.” It is not good for a woman to have this inflated idea of her self-impor- tance, even although in a way it may arise from a sincere desire to ds others good, as it does with some Such conceit shuts out from things in women. her view many life. It is in addition apt to lose her friends. All this responsibility whic! she lays upon herself will as well al- fect her health. For you rarely sec a woman who bosses who is not thin hollow cheeked, nervous. The enor- mous sense of responsibility she car ries about with her bows her down and wears her out. The woman wh: lets those about her manage them- selves is usually plump, tranquil, good natured. Therefore woman herself inclined to think manage everybody in her home, office, or her social circle should pause a bit and see whither this trait will lead her. Alice Marion. desirable who finds she the must her —__».2s——_ “Yes, I had ten children. They all grew up and married off.” “I sup- pose it is lonesome now at home?” “Qh, no. Every once in a while one of them gets a divorce and wan- ders back.”—Louisville Courier-Jour- nal. twenty-five, fifty or one hundred dollars for her observations. Mr. Barnard asserts that house keeping is the most important ence in the world, and the most back ward. He declares that if advanced shop methods were put into opera- tion in the households of the United States there would be an annual sav- ing of hundreds of millions of dollars and a gain in comfort worth hundreds of millions more. trade, bricklaying and shoveling have been revolutionized by Sci- In the building | doctrinatres. | Mr. Barnard looks for a similar rev- | olution beginnin in housekeeping, with the kitchen. The top of a cook- | stove, for example, exposes ordinart- | ly eight or nine hundred square inch- | es of heated surface; the usual tea kettle which is to get the of the convection of heat a bottom with an area of than six square inches. A ing and one square inches. It is only recently, the lecturer said, that manufacturers have begun seriously to look into the scientific whys pots and pans, lamps, kettles and cookers, and remarkable improve- ments in the economy of processes are in sight as a quence. course, be minutely familiar with al advantage not more time sav- fuel saving plan is to use conse- The expert adviser would, of the improved appliances and process- es, and able to recommend those best and wherefores of may have} with a bottom of at least thirty | kitchen | adapted to the exigencies of each par-| ticular case. Without going into the subject ex-| haustively Mr. Barnard indicated that) 5 a NR RRS NNR SCORN Something New All the Time Butterscotch Chocolate Creams JUST OUT $oo0n] oe - . - ocala” a we le Lt FeT F Dex LO Get some with your next order if only 2 3 |b. bex LeX PUTNAM FACTORY, National Candy Co Grand Rapids, Viech. Why is the Wolverine Baler Best? it is the Sunolese and Srrencesr it is the Easiest @ operate ie fas @ Cast om Punger eannet warp or .wiit. £ it has Frome and Sue a lease bale easily. 9‘ Sar ceeded > i s made be mew Eqgecesesd o ‘he nanutaeture +f valecs. & ik s CHEAP. tecase we we veil {peed “8 Tanase 42 pa ve Brite we-daw ‘oc PREF wee serpserey. YPSILANTI! PAPER PRESS CD a TS MICHIGAN TRADESMAN Ma ery? S 9 PY Dry Goops, = =< - _FANCY GOODS" NOTIONS. | ca geeain Fee ea Getting Rid of Dry Goods Store Odds and Ends. Hokenson, of Big Rapids, has to get eA. excellent ideas on how rid of the odds and ends which are always found in the dry goods store, in the Dry Goods Reporter out- lines his method as follows: “The of fancy messalines, plain taffetas, satins, peau de sole, made into four-in- hand ties and you can use the follow- ing lengths to an advantage: One and one-half, and three-eighths, and By using two pieces you can lengths: Three-quarters, some and remnants taffetas. etc,, we one one and one-fourth and one eighth. One use these five-eighths, eleven-sixteenths or nine sixteenths. three pieces can use one-half yard to three-eighths lengths. “Now, these ties and 50 cents, and they went like hot Using you > we sold at 25, 35 cakes. We showed them right in with the regular line and many sold You ties. in preference to the regular line. same silks for bow silk remnants can use the The remnants of head scarfs. and other this order we made into We also cut up selling dress patterns on the mill or- der for scarfs and they sold so fast that the girls in the altering depart- suesine slow- ment could not keep up with the or- ders and at holiday time the took goods home evenings and made them up. girls showed a handsome the shorter than one we would, use a fancy make the versa for the “These scarfs besides cleaning up On lengths one-half profit silk stock. and were a for a length silks. “The silk mull patterns we cut up Post us 323 to yards ut it plain color, siik border to extra and vice fancy 38 cents per yard. We vards The figured made these two long. the ends costwas cost for hemming 10 cents. The to 86 cents and we sold them for $1.50 The at 31-25, vard lengths: $1 for one and one-hatf net from 76 each, suesines two vard lengths, etc. “In this way we cleaned up our old stock profit, our customers were pleased with the Perhaps you have a lansdown remnant ly- These will make up in- to ties and while they are all silk they will stand up with most and made a_ nice and carfs and ties. soiesette or a ing around. also, not 2 to $2.25 ties shown by manufac- turers. “When the cape craze came on a year ago we had bought lightly and were swamped after only a week of cloak business. We had one made up, made it a little longer than the i ready made, also fuller. It went: we made another, and kept on. Hired an extra hand in the altering depart- ment and we Venetians and even some nels, made up broadcloths, heavy flan- pieces that had been forgotten “We cleaned our stock of these ma- terials: the shorter pieces- we made into children’s sizes, in that way working up the smallest of pieces Some of these Venetians were in shades that at the time you woul: hardly dare show io a customer. W<« had cut some up into and they had not sold; capes they time we were out of broadcloths, Ve- netians and flannels and bought new shades and made them up. “The nicest part of all people liked the styles of better than the cause they were longer, b of better remnants but when made up into sold, so in a_ short was that our capes made be iuller, factory made etter and “Getting down to from three and materials. usec thre and three-quarter yards of material costing usually from 70 to 75 The making we figured at $1 and figures, we one-quarter to cents : buttons collar 59 cost of from $4 sold at $10 dur- and $7.98 late in th: spring. Capes we bought at $6 to $? would not stand up We had several in the line we had at one time, braid on making a net These we season trimming cents, to $4.75 ing the them of Venetian bought at 19 cent: 36 inches wide, against pieces and for a cheaper cape sae made up costing us $2.50 to $2.7 at $6.50. We were pleased to them go, as we had pea them at 29 cents special and they finely, 5 and selling see would not go “Another thing bear in mind is which you that at no Must stage of the season were we afraid of being overstocked. We would make them up as they sold, although at times but we had them while most merchants could not get them from the manufacturers. it hustled us to keep up, “Another thing we worked up were remnants into skirts. Also we cut slow sellers up into skirts. It is hard to compete with the skirt manufacturers if you purchase new materials an] make them up in the fancy styles, but as a way of cleaning up remnants and slow sellers, it can be at a profit. done and “We made the remnants into skirts as large as they would make and the slow sellers we cut into we made in- to extra large sizes, and they sold. J would advise making them as plain as possible, as that is what sells them, as there are always people who are looking for plain skirts. “We had several customers who were more than pleased to find skirts in large We made these and 42 lengths, all showed a handsome prof- made up sizes plain. as large as 38 waist and they it We some fancies in black, costing 37 cents, 36 inches wide. April 26, 1911 “Tf you happen to have a_ large amount of eiderdown on hand and you do not know what to do with it, ‘make it into kimonos and you will turn them with a profit. “In table linens we find no ‘stick- using six and six and one-half yards | for darge size, making $1, $2.25 to $3.50, and these sold at $5 to £7 without a kick. Of course, if there net cost, were any slight alteration we made it | without charge. well made up plain, could Made hi 22 up in the latest fancy styles to or 24 inch waist, I do not he- While these went off | by the yard you | not unload them at half price. lieve they would have been much of a | success. “We even made up men’s shirts and | made it pay, but we made up only remnants of dress goods that would | make good shirts to retail at $3 and $2.50. “We found an over-stock of color- | silesias. petti- thev also heavy in black We made clerks’ aprons and eeats out of the silesia and showed a handsome profit, whereas selling cut by the yard they would lasted ten years. The colored linings we made into petticoats, and here we found the fuller the better, as people who would buy these liked them full. Heavy moire linings with silk ruffle to match sold at $4.25, and we heard several customers say, ‘f wonder why they never had these ie fore: they are so serviceable.’ “We used up the nants by making the top of one color and the ruffle of another, sa. Some of these ed top and plain colored match made up real prettily. We very well on the skirts up linings that never would have been sold any other wav. ed lining, have smallest of rem- or vice ve: Some of the real light linings we | stripes and plaids. : |'Mr. Merchant— found this a good way to clean up! made up into comforters and we silkolenes, cheesecloths, ete. We even used cotton batts that had been used for trimming purposes. We made these comforters extra long and wide, and you know they sold, at good prices. soiled an¢ with fancy color- | ; ruffle to)! did and cleaned | ers; but occasionally we run across We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. This Label The Richardson Pag Garment Quality and Fit. Made of best quality ginghams in Wouldn't it pay you to order a sample ‘dozen as amoney maker and an ad for your store? Sizes 2 to 6—Price $9.00 vache Clothing Mfg. Co. Vicksburg, Mich. 30. Price $8.50. We close a W. T. 600 A very popular model adapted for a wide range off figures. Long over the hips and back, medium height bust. heavy Coutil. and boned with metal tipped watch spring wire in three bone strips. Handsomely trimmed with a wide lace of ex- clusive design, silk ribbon strung. Clasp is reinforced by a bust piece which not only makes it unbreakable, but is warranted to keep the under garments free from rust stains, and absolutely impervious to moisture or perspiration. This corset is fitted with hose supporters with Kant Kum Off top (patented), which pre- vents the garters from ripping or tearing away from the garment. Has 17 inch front, with a 12% inch French Model Clasp, and an 18%:inch’ back, with 14% We offer in this department about 25 good styles. range at:$2.25, $4.50, $8.50 and $9.00 per dozen. Grand Rapids Dry Goods Co. Exclusively Wholesale one o odes Saturdays Made from a inch rust proof back wire. Sixes 18 to Prices Give us a-trial. Grand Rapids, Mich. April 26, 1911 MICHIGAN TRADESMAN mn a short piece of one-half yard or so Cotton Flannels Higher. Sones history of the industry 7 The Bae @ ae Cagws that was left by the piece having two] A general readjustment of prices | quantity tsed im 19 W cars ~~ Witter-Wade”™ Cleties or more pieces in it. These we try |for cotton blankets and all cotton | 6,900 pounds, m ne ie ne awGiats te new then OE and sell for dresser scarfs, and if the |napped fabrics is now being made, | — So air auaians, angen aon. an ;< a. pattern is large or for some other |necessitated by the high price of raw |i ture c ne - reason the remnant does not move,|materials. The advance in fannels| ecaus greater aS — ee we cut it up into squares of 16, 18,|ranges from 234 to 10 per cent., | br n t is refer: re ee ee 20 or 22 inches and find the people |cording to quality, and a still fur-|ar k im r who keep boarders, or have a large |ther advance is contemplated by man-| enteric family, jump after them for napkins |ufacturers as soon as trade conditions | * war ‘ “Now we are getting down to un-|Permit. The advance has heen m derwear. If you happen to have a|™arked on printed flannels suitabi re we tr bunch of ladies’ pants, sizes 3, 4 and 5 |for kimonos, ete. x re t Mag ‘ open, that do not sell and you are| Percales have been advanced t , _— shy of girls’ sizes along 14 to 16|not to such an extent as was gen-|¢0u>t many merchants will be aston . years, make them closed by binding jerally expected. Other advan are f when they realtze the seams and cut them across the |looked for, as the selling prices of | ‘al growtl —— back, also binding your raw edges so|browns and bleached cottons are not) @™5*™ that they won’t unravel. We cleaned |profitable from the manufacturers’'| «p.<.-7 ae cube “ech up several dozen of ladies’ fleeced-lin- | point of view. If the prices are n jen i ie = iat heal ed drawers in this way. advanced, there will undoubtedly be | —— “ . “Now we are into the yarns. There |? curtailment of the output in these| ~ a is a bunch of light blue and green lines. ——— a —— 7 ' Germantowns soiled so they will not| While there will be a couple of | een : : sell. We tried dyeing and they made |weeks at least in which to continue | e rte res e : fine shades of red, just the thing|the clearing sales — and doubtless te yA for tying comforters. I would not|most retailers have decided to carrv| - advise selling them for knitting pur-|on a vigorous campaign during the | a ' ’ poses. We also dyed faded Saxony, |month—it must not be forgotten that | : a sip —— etc., into black and found they sold |the spring season is approaching rap-| . ca at : | Ag with no kicks for darning, ete. idly and that plans should he started} sa a ‘ nee “Climbing the stairs the cloakman|"0w- In fact, February is a good} ms reriate told us we were shy of misses’ coats month to do this, because it will give} | in 14, while 16 and 18 had not been |Plenty of time. ! at a sa se i a : moving at all, and it was getting near The winter season has been a mild} co the holidays. We did not want to|one and there may be more winter| ces eines order more and you can not tell a|goods in stock than there ought to| PAUL STEAETEE & SNS customer that you can alter it to|be. The importance of clearing mp) Winieseie ere Geet ft and make it stick every time. She jon all such goods has heen many! Creed Ragid= Wes would rather bave her size. So we/|times emphasized and, even nad ——_ » wt Se cut enough down to make a strong jnot done this, the retailer ws ff « line of 14, and when customers came | There is no good reason why a mer- = in we were ready for them. We also|chant should carry over a lot of fash | “The Crowning Attribate of Lovely Woman = Clemfiness find by putting on a shawl collar on |ionable merchandise that will greatly a coat without any collar helps its | deteriorate by next season. Better get sale if it is a season when collars are jcost out of it than to hold it good. Also changing buttons and| The clearing sales can be more! taking off braid helps to make them |magnetie by incorporating in the ad-| go, and cutting off the cape has Mov-|vertisement little talks about the! ed coats for us and saved us order-|early spring goods which are arriv-| ing when we were getting low O ling No doubt shipments of these| = + a coats that were without capes. are coming in every day or so The “The clothing man raised the dust |big city stores have already started hecause we were out of five-cert|to talk about spring goods, even ai- | handkerchiefs. So by working up|though a very small space need | some remnants of muslin and long|devoted to the new goods, and thi cloth we supplied the demand until }only for a general announcement the freight arrived: only we did not soo get rich making them. We kept the American Silks. girls out of mischief and held the cus- “With the possible exception iain Olds She tomers.” China, for which no complete statis —__++s___ tics are available, the United States is Knitting in Dull Moments. now the largest silk producing coun | AIAD A dry goods firm at Norristown,/try in the world. This position has Pa., have hit upon a novel and profit-|heen taken from and maintained able plan’ for keeping their clerks|against France since 1965.” Th D R E S S S H IE L D employed during dull moments. They | statement is made on the authority of ; do quite a large business in woolen|a preliminary report of the genera ODORLESS HYGIENIC skein yarns for knitting and crochet-|results of the United States census for ing, and in order to encourage home | 1909 of establishments engaged in th SUPREME EN knitting and at the same time adver-|manufacture of silk goods BEAUTY' QUALITY! CLEANLINESS’ tise their yarns and keep their force From the same source we learn ’ of help employed during dull mo-|that since the Civil War “the increase | Possesses two important amd exclasewe ‘atures. BM dees eat Ge- ments, they have the girls knit auto-|in the gross value of such product: terlorste with age and “ai) :o gowder =m “he tress— Y EHIND tHE COUNTER: ; \ ae X 7 \ Why the Other Fellow Wins. much concerned about the business “When you see a person whois get ting chead much faster than you are, why do you try to justify your slow- er pace by all sorts of excuses, such as that “the other fellow is lucky,” that he has probably had somebody to help him, that he happened to be in a more advantageous position?” asks Orison Swett Marden. “Do not hypnotize yourself by such silly excuses. at you for making them, and say to themselves: ‘There is no doubt that there is a good reason for his lack of Everybody will laugh advarcement.’ Why not get right down to business and look for the real cause? “Tavestigation will perhaps show that the other fellow is a little more avert fcr opportunities, that he is not taking that he does not think quite as much about having a good time and of taking his so afraid of pains, ease as you do; that he is more will- ng te sacrifice his comfort for busi- ness “He probably retires a little earlier at night; gets up a little earlier in the morning, is particular about be. ing at work on time; puts more con- science into his work: does not blun- der or gad about and talk as much as you do. He may be more careful not to make slurring remarks about members of the firm. “Tn other words, just get right down and analyze yourself, and you will probably find a lot of weak points in your service which you could im- prove. “The level-headed employer is al- ways looking for ear-marks of ad- vancement material in his employes, for the stuff that wins, for tions of genius or marked ability, and there is no mistaking them. ““Vhen he sees a person who is ex- acting to the minute regarding his work, who is afraid to come a little ahead of time in the morning, or to stay a little after closing hours it the work requires it, who as though he were afraid he would give his employer the equivalent of a lit- indica acts tle mere than he finds in his pay en- velope, there is small encouragement for that person’s advancement. “The idea of those who are made of winning material is to get on, and they know that the way to do this is to make themselves so invaluable to their employer that he can not weil get along without them. “There is nothing which pleases an employer so much as to feel that an employe is trying in every possible way tc advance his interests, study ing ways and means to lighten his burden; that, in short, he is just as as theugh it were his own. “The employes who think that this is foolish and that it is not right to do what they are not paid for may get out of a little extra work, but they do not get on; for no employer wants to risk his interests the hands of a person who is so very ex- acting about the amount of work he does, who figures so closely to give just the quivalent of what he finds iv his salary envelope, and no more. “The young men who advance rap- idly usually do so the in because of igenerosity of their service, because { lof what one has to sell. there is no stinting in it, no thought of doing as little as possible and get- ting as much as possible for it. “Tt is the overplus of service, the little extra things, which the em- ploye is not only willing but to do in order to help his employer, the little extra interest in his eager em- ployer’s welfare which make all the difference between the young man or young woman the same position year in and year out and the one who advances to the top.” —_2->—___ Courtesy Toward Customers the First Essential. The proper treatment of customers is a subject which is every thoughtful business man: how who remains in engrossing to show them the little extra atten- tions which mean so lishing character for a store: how to tell just how far to extend these cour- much in estab tesies to make a telling impression and still maintain the dignity and standing of his establishment. The answer lies entirely with the sales- man, the one who comes in personal contact with each and every custom er. ‘et him radiate courtesy, truth- fulness and willingness, and_ those quaities will beccme inseparably as- with the store as a whole. Courtesy toward a customer the first great essential, and following it with insistency are truthfulness, will- sociated is ‘ingness and a thorough appreciation The need of absolute the part of the important that over-emphasis of this needful virtue is scarcely possible. Ofttimes the heat of argument assertions are made which the customer knows ex- aggerated or untrue. Instantly he puts himself on guard, and not only is the sale lost but perhaps a good customer as well. More’s the pity of it when the realization it comes afterward that many arguments might have been advanced which were ab- truthfulness on sclesman is so in are of solutely true, and which could not have failed to win the customer over. Even where the salesman is weak in his arguments, the spirit of candor, of earnestness and honesty with which he makes his statements are often sufficient in themselves to gain the customer’s confidence and effect a sale. Many business men in their own shopping experiences have left a store impressed only by the pitiful lack of interest in their needs shown by the salesmen. Perhaps one was oOver-exacting in his demands, but isn’t that a privilege every cus- tomer has; isn’t that what clerks are for, to please and satisfy customers? Willingness on the part of a sales- man is a most necessary requisite; willingness to show every article in the store if the customer will only wait, and do it cheerfully and with ut- most interest in the whole operation; willingness to make suggestions, to answer questions and to help the cus- tomer Such willingness establishes the salesman in the customer’s good and smoothes the way to a sale. The clerk may be courteous, truthful and willing, and still show an inexcusable lack ci information abovt the articles has to sell. People like to be told something about what they are choose. quickly graces he buying: why it is better than some- thing else and what the salesmar thinks about it himself. They are willing to accept the salesman’s opin- ion as authoritative; they want pos- statements, and it ability to supply them which makes the proper impression. It is usually the individ. ual treatment of customers, the treat- itive, unqualified is the salesman’s obvious ment given them by salesmen and clerks which impresses them most forcitbiy, yet the store as a whole should not be lax in catering to its patrons’ wants. It should take care to make its deliveries promptly, even to make a rush delivery when the customer particularly requests it. It should be willing at all times to ac- cept and exchange any article return- ed in proper condition, and to give its full equivalent in cash or in satisfac- tory merchandise. It should do its best in every way possible to impress upon its customers that they can al- ways expect fair and _ satisfactory treatment; in short, that they can do better at that store than anywhere else in town. —— ~-2.—__ Promptness. Do not keep a customer waiting long enough for him to make an un- just estimate of your ability, or to take an uncomplimentary inventory of your Things look ugly and distorted when one is weary ef waiting. A man may wait of his own accord, but the minute the obli- gation is on the other side it is an- other matter. You may be waiting at some wayside junction for a train. Instead of seeking diversion, or breathing in a supply of fresh air, you wonder how many hours late the train is, and how food could be more abom- inable than the refreshment you are compelled to take from the only place available. Thete is measurable dan- ger in keeping a customer waiting, even although you may be familiar with his personal «haracteristics. Do not presume upon his good nature, surroundings. even although he may have assured Just imagine that he is in a hurry. Every you that “There is no hurry.” minute you keep him waiting gives him just that much more time to study defects in service and in your goods, and makes your task to please him so much harder. You know the weak points of your goods, if there are any. Do not permit a customer to make the same discovery. Use your psychclogy; engage his entire atten- tion at once, and hold it until he leaves you. The good will thus gain- ed by prompt and efficient service goes on, the gain being almost incal- culable. For your own good strive to de prompt in waiting upon cus- tomers. ae G. J. Johnson Cigar Co. S.C. W. El Portana Evening Press Exemplar These Be Our Leaders Sawyer’s CRYSTAL Blue. For the Laundry. DOUBLE STRENGTH. {Soldin Sifting Top Boxes. Sawyer’s Crys- tal Blue gives a beautiful tint and restores the color to linen, laces and that 50 Years the People’s Choice. = - s Peele Serer 1 BLUE SAFET Se eit —_ it goes twice as far as other Blues. Sawyer Crystal Blue Co. 88 Broad Street, BOSTON - - MASS. | There is no risk or | yi speculation in c) handling US Pen Ok 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. April 26, 1911 MICHIGAN TRADESMA®S iia - " — SiiideisMerdnstivcadantienpemanaenmticonenaeeccnern te errr What’s Your Tonnage? in the other fellow’s succe : 2 . ter “The little boats keep close to} go and do likewise. Cultivate a br id myt shore, but the bigger craft may ven-|and fiber oe se Z ture more,” said Ben Franklin, or | bis a t ta i fet mt rr some cther wise old maxim-maker. : So what are you content to be? Ay : : Hh a The remed skiff or an ocean liner? What is| a. ii 48 comfortable far ycur tonnage, anyway? Are you built |» A ttl for big, broad undertakings, or are]. eee , . -| here's aba you content to keep in shallow wa-| ce ' ae such achteveme ter where you can wade out almost | wri er ——__+<-<.—___ any tener Cure For the Blues. : sai 7 “ , one Tt is all right to be a skiff if you “Biues and Thew Care” « om re some mor Same Good Ties To Gas are built for a skiff. Skiffs are use- the subiccts assiwecd for «tad mer - Z err. ful, in their way; there is work [OP Gs sitadcats of dn Basten call . Pas as Gen them to do. Where would we Dei Viie teacher ix charge has raiecd th oo ce without the ocean liners? If there | question whether the blues are a . : : had been no people who were will- tadlaee whether they are duc t es ing to “venture more” and take their germ or whether they are 2 mani i. boats out into deep water, we would S eadions of @ metros aints ms. and the!. still be living in the stone age, GT se diate ate asked tw investinate if making fire with flint and steel. subject thoroughly and sabmit theix The small man is generally an in- reports. Those students x - - 4 ? efficient man. He has a small opin benefactors of their race the . ion of himself. He is restrained by ceed in discovering a remed: . en fear. Ie is afraid to take any chanc | not only cure the es in t an es. lie generally is a tightwad. He | yidua! but enable him to pass of, hangs to his pennies and generally remedy on to victims similarly - buries his money in a tin can instead |ficted fn the meantime. there ar i of putting it where it will do some] some good old-fashioned home rem . geod to himself and his fellow-crea- | eqies that have been found efficac; i m . tures. in the treatment of the blues ~ - - - A pincher can not rise to big |best thing to do with them is to get iar things because his vision is stunted. away from them Dre p the work new . 2 It takes a man of imagination and | least temporarily, and go at " ideas and a céftain daring and bigithing cise. Get out into the heartedness to make good in theltake lone walk and pump the fre- ne a world. air into your germ-lad sy n z r To be of some satisfaction to your-|sert yourself and. in a pin w self and your friends you must have |serve your fellow men and d w grit, courage and good will. Be glailyourself how much better of Highest Grade Canned Goods PACKED BY W. R. Roach & Co., Hart Mich. We operate three model plants, including the largest and best-equipped pea packing pisat m Peas packed fresh from the field by automatic continuows machinery under periect Cc aCAiTlet g + SiGet ot ae 2 conditions. All water used is from artesian wells. Skilled helpers. expert orocessers —all under personal observation of experienced packers ve to the HART BRANDS OF FRUITS AND VEGETABLES Distinctive character and make them TRADE WINNERS AND TRADE HOLDERS a i é 4 , Send for Catalogue Ask Your Jobber for Hart Brands W. R. ROACH & CO., HART, MICH. Factories at HART, KENT and LEXINGTON—AIl Mode! Plants Judson Grocer Co., Distributors, Grand Rapids, Mich. MICHIGAN TRADESMAN a April 26, 1911 Better To Earn More Than Your Pay Than Less. Here is a word for the clerks. Are you giving value received for your salary? Tf not, did it ever occur to you that your employer is steadily losing money on you, and that unless he is simply keeping you on the force as a matter of charity, as soon as he discovers the fact he will let you out? You should not expect him to do anything else. He probably is not a philanthropist: he is a business man. He employs you, not to keep you employed and to pay your ex- penses, nor even to trade dollars, but in order to make a profit from your work. He has a right to this. You have no right whatever to expect any man to hire you simply to give you a job. If you are a real man, or even a manly boy, you will not suffer your- self to be placed in the light of a recipient of charity. Your employer has a right to expect you to give him not only good and faithful serv- ice, but profitable service. Other- wise he would have no excuse to keep you on the roll. You may think you are not get- ting as much salary as you should have. or as much as you deserve. This may be the case. It may be you are under-paid. But it is better, even from your side of it, to be under- paid rather than over-paid. It will give you an ambition to deserve bet- ter, to work harder to win recogni- tion which can not long be denied to you if you deserve it. If it is, then you have a perfect right to quit and seck employment elsewhere where your talents will be better appreciat- ed, or to take steps to get into busi- ness for yourself, and you no doubt will succeed. If you are over-paid it will tend, on the other hand, either to make you lazy or swell-headed: and either condition is bad enough. In a recent number of “The Arena” you will notice a communication from “A Manager,” which it will do you good to read. Here is a case—and we understand this actually happen- ed—where a man really thought that he was under-paid, and that he was giving faithful service which entitled him to an additional reward: but. his manager demonstrated things to him which caused him to sit up and take notice, which really alarmed hir: and brought him face to face with a condition which he had not dream- ed could come to him. Once in a while a clerk gets it in- to his head that he is “the whole works,” that he is indispensable, that the business could not run without him. If you are ever tempted to think along this line, just stop and think that nearly all the really great men of the world are dead. Abra- ham Lincoln was a great man. He was filling a pretty important place in our country when the assassin’s bul- let took him off without warning: yet the country lived and prospered after he left it. Many a railroad president has lost his head, and yet his road flourished even more under his suc- cessor. It is even possible that the business in which you are filling a niche that you deem pretty impor- tant, might survive your departure, and that the “old man” would not have to plead in the bankruptcy court if he took a notion to “fire” you some day for neglecting your duties or being smart with a customer. Tt may be that the world is chang- ing somewhat from the good old days, and yet honesty, sobriety, faith- fulness, energy, tact, initiative, alert- ness and genuine responsibility were never more in demand in the mer- cantile world than to-day; and the clerk who appreciates this fact, and who bends his every energy to mak- ing the most of his opportunity, is the one who will get ahead, who will become the merchant of to-mor- row. Do not forget it! — Implement Trade Journal. —~+~+.___ Watching the Side Lines. Keeping abreast of the times is an important factor in the life of the progressive grocer. There are many features to be watched and attended to in holding yourself to the front, and few are more important or more easily overlooked than the side lines Many of these are seasonable goods of short life, which must be strongly displayed and forcibly pushed in sea- son. Just now is the time for the gro- cer to display his garden seeds and rush their sale. This is a side line of perchance less value than the aver- age, but it is nevertheless a contribu- tory source to the entire income of the store and that should in no wise be neglected, for it is just these small feeders which go to make up the greater volume of trade. Everyone with a few feet of ground and gardening instincts can smell spring in the air and have al- ready gone out to view the situation and determine juse how they will lay out the garden this year. Seed books and Government pamphlets have been thumbed and read to gain any new ideas for the coming season. All that is lacking now is the weather and the seeds. Here is the chance to push your seed trade. Display your packages strongly. Give them a conspicuous place in the store, where no one who enters can fail to see them. The man who has been turning his attention to the garden jumps at the sight of fhem. He is in his haven. The man will load up and he will! not lose a mite of his enthusiasm un- til he has purchased every kind of a seed it will be possible for him to plant in his little seven-foot patch. But the hustling merchant will not stop here. There is a goodly profit and little expense to package seeds and just at the season’s opening he will go out and solicit the trade. He will urge it on all his customers, he will sell it to those who are not his own customers, by going out and ask. ing their business and because he is on the ground at the right time, he reaps the profits which someone else might have secured. Clerks Who Lack Tact. Tact is one of the first qualifica- tions a good clerk should possess, and plays an important part of good salesmanship. Clerks should be pos- sessed of quantities of this virtue. A woman selected a very pretty black brush and comb set, when the tlerk said: “I think you'll like it. One would never know it is not ebony, it looks so much like the real thing.” The woman said, “I guess | will not take it.” At the same counter a woman started to buy material for a gown for her mother when the clerk said, “This color is particularly good for a young woman.” So the customer decided it would not do for a woman of 70.” Some clerks think they have only to say, “Everybody’s buying them” to make a sale, when such a_ state- ment will send many people away ina hurry. “We have no demand for any thing of this sort nowadays,’ says one clerk, when he ought to welcome a chance to dispose of what he con. siders his old stock. But by making such a statement the customer feels forced to purchased something new, which of course, the clerk would have no trouble in selling. One of the worst offenders against tact is the clerk who is always boldly and biazenly telling you what you want. He treats you as if you did not know how to think. One of the secrets of popularity is to talk to the other fellow about himself and to keep your own affairs in the background. \ OIE MITLINGCOV/ Say’ a Are You a Troubled Man? We want to get in touch with grocers who are having trouble in satisfying their flour customers. To such we offer a proposi- tion that will surely be wel- come for its result is not only pleased customers, but a big re- duction of the flour stock as well. Ask us what we do in cases of this kind, and how we have won the approval and patron- age of hundreds of additional dealers recently. The more clearly you state your case, the more accurately we can outline our method of procedure. Write us today! VOIGT MILLING CO. GRAND RAPIDS, MICH. “Ceresota” The Guaranteed Spring Wheat Flour Always Extra Good Ask our Salesman for Ceresota Cook Book Judson Grocer Co. Distributors Grand Rapids, Mich. a en a \\ eal . ployer. _and do it. April 26, 1911 MICHIGAN TRADESMAS 5 To Be Valuable To Employer Clerk Should Look For Work. Probably more clerks are trying to find a way to get out of doing work than there are trying to find work to do. It is only by looking for work, however, and by constant- ly working for your employers’ in- terests that you can expect any ad- vance, either in salary or responsibil- ity—cr both. An exchange gives the following pertinent suggestions for clerks who really have the get-there ambition, and every one of them can be taken to heart and acted upon to advantage by both clerk and em- ployer: “Your salary comes out of the gross profits you make for your em- Make more money for him and you will make more money for yourself. “Study every customer and culti- vate his acquaintance. It will helo you increase your sales. “T.earn the name of each custom- er who comes into the store. “Calling a person by name goes a long way towards breaking down that barrier of reserve which other- wise is so hard to get around. “Be glad to see people when they come in. It is just as easy, and you will feel better and so will they. “Show goods to customers as you would to vour friends. Ger which them. Held your out anything and everything you think will interest them make the selections and do not get restless or impatient while the customer is deciding what to buy. it has spoiled many a sale. “When you know a thing from ‘.\ to Z’ you get enthusiasm and _ sin- cerity from your talk. Your arg ment is convincing and it is easy vou to self goods. It is hard work, and it is unpleasant, too, trying t> sell something you do not know any- thing about. “Do not argue with customers. Give them the benefit of your experienc: and advice, but do not try to for upon them goods they do not want “Do not make claims goods that you know the goods wi for your not back up. The customer finds out}! the truth in the end, and few cus-|! tomers will let you hav chance to give them the “Try to send every customer awa satisfied. A satisfied customer is th kind that comes back worst of rtf “Do not hide the ‘stickers’ under} the counter. Get them out and try t sell them. Often the preper dispfa of an article means the differe: between ‘sellers’ and ‘stickers.’ “Any one can sell new, well-adver tised goods, but it takes mighty good salesman to keep the odds at ends and hard sellers cleaned up “Be a salesman, not a clerk. Lear to do things. Have a little initiative Do not always wait to be told. Leok} around and see what there is t That is the kind of ma who gets ahead nowadays “Do not forget about the store t+ minute you get outside one corner of your mind all the time Keep it “You often have a chance to dropi! a hint among your friends about new things ‘down at the store.” It can’ miy had the m ent emfirely agen che theron zine not do any harm and may make busi-/ lf +he wart yee fh he whic hey ac aed ness. money g a “Get into the habit of doing these} qer . rr things. You know the way to get| ine that exverie ' ' more money is to show your employ- 2 cae er you are worth it.” shrewdest beaver We Want Backwheat —_————_>-4- Help the Salesman. ue : > 7 2) ee MET Ieee gow oe tl A customer in the store is worth é 7 ‘ r Ser Se ae Or cafe etter ere two on the street. Bat some stores.ig «op - om mh spodiaratall dman — particularly department stores, do not night then fa : & etsen. hgyins Wile: La appear to realize this. a irae Gayids Wet. The men of one department seem to have no interest in the success : another. Get the order and let the! . u others get what they can is too often ee . the case. . < : Evidence This means that half the benefit il : the advertising is lost, yet every de- ‘ . partment has ip to it th ? a 3 weet te wae toe Fis- item of expense, and it is small # : : ae wed whew te cat item at that il “Sys WE. That two men working side y stdei-.. au : "we a er Me goeoecer in a department I ch ot ; . r= er has always | ar ert that men who, n a mM : Tes a even know each rk ae e r gether sounds a K proposition : ss : - "= = It is not, howeve he s ' man in one depart rnitur —— tls . p ~ for example—has sold his cust Clerss Must Be Posted. Purity atent all the goods she romt th » will buy Tiieien Taciuee ” cet . " F he should endeavor to send her any oman - home tie ivar some r department “« 2 rig 2 — » as s i goods may st . representat ee her - As 32 case in nome he ro — 7; w F oom os tet ooe « purchase ft furntture pre-suppes frence fe sh row o “i comes a. changes ir the rouse he w | ed at ? . — we ces draperies suggest new wrpets rie r ’ wr te os rugs. Why not speak of them? fe | given price lmit r . " — honse sells them and #he a a‘ r rettrer r " , ‘r 7“ = a bi “ # the store is nit r < troug pr pipe r thar the n a mteret - + a ~ i t ; sts >gneen advertising. This is the time ¢ : ‘ r Hiewmens sh. CE Ae a pict & ti 44 eT trsitig ae 3 w Pgiue car by calline attention to the carne ; . rent inate: Cmaenm: WNERTSemnag partment salen ——— Salesmen “are not m the haber yIwine mired 0 be cues —" oe Toy " - 4 oe st ott _ ~ * - , ) 1epa » 3 2 ‘ a - - horns é Toh See i i “ at Ss ¥ t 42 = j - a . * ots ¥ sng £2 a head; ve net Teable + . i wit oP: 4 * * * € ee a ae, io BARLOW BROS i (wm Rugnde Vic th s z ¥ 3 a 7. oo E ¥ om - “ ~ Chewing the Rag . i “ - o- yr shr : z mining ‘ sere Vamedartermy (seantrs im thee A omit rs [r * ttim2z f rr a Ther * ate ’ # Pd wr mp e — | aud — oad Wiad « , alata, the . : poate ¢ . h ite ' | D F : : eS oe Troste § u abet 16 a aus ‘ i ™ . . i “ o i e 2 4 L Ergo? vet * wets a Tegmerr ews and ne 4 £feater or é ia aa | than any other imported corna Z ti ¢ o i r i a eel sas dk eel AG in balk and put wp im six different sized docx. é “ *. - 4 ia # | fated tims. Send tada T 44Mpies and part icrulare H. HAMSTRA & Co. American Reprewntatnees (cand Rageta Varn ee Sma tte pe SEAR MICHIGAN TRADESMAN April 26, 1911 coeenen wa ee. : = wa LS & ; = oS = ce . = _-— os = S 4 = = > ite = = = 7G ¢ = : = — - ’ ~~ sci - _ VES AND HARDWARE — f = = > t eh — = os = ¢ = — — So 4 2. = = = Se ty = = iP Bi We WA re —_ Z Gl a ee =e) epie : ~& nH) v pines easement for the Hard- ware Man. Advertising for the hardware man and implement dealer does not con- sist entirely of running announce- in local papers. To be sure, it is very important to use this me- but you can not tell all the small advertisement. It is not best to attempt it. Be brief and to the get the farmers then tell them your story. But remember _ this: folders of no unless placed of prospective purchasers. Get the catalogues and other vertising matter furnished by facturers into the hands of the ers, and it and address There are this: The satisfactory to mail it, so that it will be reaching the home The next best way to put it in the vehicles of the farmers when they come to Saturday is the best the there are farmers that day than Now. don't Saturday—or a mighty ments dium; story in a Aim to and point. into your store, Catalogues whatever the hands and are use they are in ad manu- farm- has be sure on it. your name several ways of doing most way is sure ot is town. usually day of week, because more in town on any other. say you are too busy on other day. That and whenever ts any poor excuse, vou hegin to make excuses to your self it is a bad sign and shows that your conscience is putting the prod into your vitals. How many times do you go back and torth on the streets empty handed? Are you and your clerks too proud to carry a few folders or catalogues in your pockets and put them in farmers’ rigs as you pass by them on the street? You can not business is 4 : . attord be proud to Get down off vour imaginary Eifte! Tower. Get down to earth and dig. Some dealers de not deserve the liberal supplies of advertising matte sent them—express prepaid—by_ the manufacturers. What do they do vith it? Some of them build fires) with it Others carry it to the outhouse. More throw it under the counter—in the corner—any old place, and then swear thev advertising matter Tr never had any lie Do exactly what do not take distribute the to yourself cheat yourself. That is vou are if care of and judiciously advertising that sells not not doing, you thai goods makes your living possible. Do you expect for one minute that are going the farmers to make . the practice of coming to your store and asking for a catalogue of this, that or the oihera thing? Would you do if you were in their place? Tt he writer has often seen farmers it come into a dealer’s store and ask for a catalogue. Mr. Dealer would stoop down be- hind the counter, through a pile of filth and perhaps hand out a catalogue that had the appearanc rummage of having laid in a sewer or out- doors. This creates a mighty good im- pression, does it not? Make racks for your printed mat- ter. Have them partitioned off and labeied. Then see that diffex- ent catalogue at folder is kept where it so that you each belangs, can lay hands on anything you want. This method saves time and time is money. This method creates a favorable im- pression—not only of you, but the goods you are trying to sell. The ply wise dealer always has a sup of printed matter with him when making trips into the country, and he rural comes to. The dealer things is ove srlooking one the opportunities for advancing his busi- ests and increasing his puts a few pieces into every delivery mail box that he : : who neglects these at best ness inter bank account. Wake up plement Age. —_—_..>—___ Advice To the Hardware Man. President W. A. Bell, Hardware Association, address at the convention in Spokane, gave the Among other things he the Do expermments; keep and get busy now.—lIm Pacific : =} annual ot the in his brethren some good advice. said: “Watch not try too huying. man\ your assortme int up on staple goods: get a reputation of having what your customer wants for it. Do nat too much: every shipment costs you a little out of the sunt your hills he calls scatter your buying sepa rate extra pronts, If It pay jobber want you the and it comes possible, disct big and makes the your business had enough to give best he has. UY at “Then you must sell what youl but sell at profit or do not. sell all. Let the other fellow sell at but be what the are important to cost, you know your gac rds sure and that marked. It to quete the price spires confidence in Talk about your own lother fellew talk itise and keep at cost is carefully be able It customer, let the Adver found is promptly. in- your goods; about his. it. I have a|jthe home daily or weekly paper is by far the best medium. Keep your ad- vertisements fresh and up to date. Study vour advertising and watch the results. Turn down the freak adver- tising schemes. They are only proiit- able tc the promoter. I have found that a personal circular letter on sea sonable or special goods obtains good results “See that your clerks are on the special talking points of the } | goods you sell, and, above all, see to it that every person who enters your posted store gets courteous treatment, whether he comes to buy or comes to register a kick. No other one thing will advertise you as well or hold your trade as will courtesy. “Watch the expense account. It gets big enough before the end of the year at the best. Keep your stock well insured. Few merchants can afford to carry their cwn insur- ance. Through our insurance depart- ment of this Association you can come nearer doing so than in any other way and still have the protec- tion. “Keep your books in such a man- ner that at the end of the vear, after you have taken a careful inventory, vou can have a statement prepared that will show you just where you are and what you have done. There is lots of satisfaction in it. “Every dealer must work out his own plan, in his own way, to suit the special conditions surrounding him and his business. Appoint yourseli as a committee of one to investigate every branch of your business, and Acorn Brass Mig. Co. Chicago Makes Gasoline Lighting Systems and Everything of Metal A Good Investment PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.04 EASY TERMS. Catalog Free. KINGERY MFG. CO.,1 06-108 E. Pearl St.,Cincinaat!,O, Snap Your Fingers At the Gas and Electric Trusts and their exorbitant charges. Put in an American Lighting Sys- tem and be independent. Saving in operating expense will pay for system in short time. Nothing so brilliant as these lights and nothing so cheap to run. American Gas Machine Co. 103 Clark St. Albert Lea, Minn. Walter Shankland & Co. Michigan State Agents Grand Rapids, Mich. 66 N Ottawa St. Established in 1873 Best Equipped Pirm 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. They take up 20 per cent. less shelf room. Rat and mouse proof. Cheap enough for any store. THE GIER & DAIL MFG. CO. Steel Shelf Boxes For all Kinds of Goods Hardware, Groceries Drugs Never shrink or swell: strong and durable. ae 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 ut Grand Rapids, Mich. 31-33-35-37 Louis St. April 26, 1911 MICHIGAN TRADESMAN see if changes can not be made thai will Lenefit the business for the fo lowing year. Get busy you get business.” —_—_» +. Keeping Brushes in Stock. Some hardware men whose condu of their paint department can hard; pushing erned, are Sd and you wt! be criticised so far as the paint business is conc neglectful of their brush stock, and| carry such an in customers some cases, finding impessible to be suited in the stor where they buy their paints, go els where for their brushes. In this way a good customer may be lost to tl store An essential to building up a go paint trade is to carry a stock o best brushes and be able the virtues of each type of recommend the kind b i each particular class of work. wil) suit a master painter will hardl; suit a less experienced amateur work ing on his own home. W Id for flcor paint may be altogether un Lat nat suitea for use in thinner liquids A good stock of brushes will $ help a hardware man to build up a business with master painters, but u less a complete line is carrie t is useless to look for trade in this quar- ter. Prush manufacturers, as a rule,}<. do not care to sell direct to pai but if the hardware man will not put in a iair stock, and the painter goes to the brush manufacturer, it is har for the latter to refuse to supply tk painter with goods. In some place; hardware men make a bid fer the th lead, color and oil trade of the mas ter painter by supplying the painter with brushes at very close prices, by giving the local painter an opp r-| tunity to select what he wants fror the traveler’s samples when the sales man visits the town. plans if carried out cautiously, traveler together a taken less the dealer can in his customer. The brush trade must just as assiduously as the any cther branch of trade, and ers who neglect it or do not the stock can hardly expect business.—Hardware and Metal _—r---.——— Break Into This Fresh Pasture. The implement or hardware to it who does not take advantage growing demand for automobile sup- plies, wherever possible, does which side his bread Be it is possible for such dealers in near know is but- tered on. ly every well-settled and prosperous/|,_. community. As a matter of fact, the} _ the | _ demand for these supplies in country is increasing faster relative- |. ly than in the city and the dealer who | depends upon rural trade has not the/__-;, excuse to offer that the city merchant has him handicapped in this respe Indeed, if the tendency continues to spread, it will soon be mention the country dealer who will have the /i advantage oi his brother in the city where such a large proportion of the population can not afford own cars. to incomplete line tha Wiii do} Both are good in bringing the master painter and dealer |_ of the | it stated right here thar} a 7 Lae ¥ ed Hi ; he cet - tou - feet = “ a Th ni : ipp You Mast Pay nae # iia es ie a ' enue tZT t sy t t 7F at { gf? tT we f r f trru “ ‘ Z < r ¢ ce wt - T ~ a atiw ‘ ye ” (ena er ll A ef ea r 4 4 - , restmg of ugnrewardite ¢? . ” “ * * < a c , ? |has virtually created new n rag “ “ a F a ne r ~+ ° ~ “ne * - - ee “ “ j - it " he ‘ “ , e ”~ - - * a + = ‘ r Q , ia 7 ; 7 trad f rogr * PRIC ST , ; DEALERS CE LIST : r r er g fw c °_O ® Grand Ravit«. Wick ee Pmter me x givegne™ Serge ow rtewsr wirte lot th a “ - - . Corgorsi Brand Ruther Rooting oe phy compiete sient 5 he ser euare | Init? 2 pty comepiete saberst 6 be ger ware i 7. F : . oa : pty complete sheat oe. eT cE : Wearherprom Comonsdion Zuhher Zanting | $ * & r r BY compiete shew > Be oer ature j .. i sa » YY “oopete. ar Se er wore , eal a « : . | > RY cxenpiete aheeet o he yer were jires r r W eorherpronf Sand “ated | : yy compete shbeat + and rs” eer * 2 [ ofy compiete. sheer 1% be oer wmar ' ttl ae } py complete. abet ~) be oer ouar & i : Lemme Seared wet Tore onthirig Seasonable Advertising. Varved Fetes = ie the best soases i: No. i. 22 ibe per ” % % > ihe oer itor the ardware r "= ft So > ie ger ‘ : 4 ‘iuieetieies ‘She 4 ; Stringed feit 2 ihe ‘ " = Stringed “«it_ ¢ be : im ant Woman 3; i Skaters *+it DF he W wrasare *H me ol i Varrert eeat hing ITT = ose wed Sihewteag © -irherorion: Jrurci ‘ ste 3 tet Sa. sabeut 6 he oer @P senare Gray Ne. stent Wihe ger OR sesare "see I CTT ~ A © : “es oy he < eee eo Fn“ - - GRAND RAPIDS BUILDERS SUPPLY CO. Geand Rapids Wicd. . Seeriberors of he Proeuer of te Genera teeting Wanutectumag “as j f th x The Taree Largest Pregered Reefing ond Susidieg Msger Ville che World f° JF pern $ e i. i i eh - . - ——" “ ¢ How the Httle ones « al Less wl - i Cosi : : . ss a # £ she roe spring i — “a i waliies ee oe i " i eT men “ a9 j ocal Caner sn le crue eriieeeas ‘a ¥ 4 or > mee i - i Ca 2p I r 2 f .cter - « “ os “ - i“We sell hardwore En as miner lors w oe — yecrr Ry the « += » & RTT reer : ors i ne ineenio w ee ae a Be ae. + 2 i Y ' = rm bs = . i — - bas i r spore strut 4 . e = ' = Ice, j : i oc 0 Vo cae 5 -_ oy PHave tner 1G Vertising c at the 2D : — — Z o » as been ttract tiie i . ie Le ¥ * Z = - - - tisement w “a eet . | “ : 4. - ; J -s = ~ _ — ~ = os 4 ~ $ pneincsa raat “FF ance i Wor $ e Le e ua t ” your show windows for more * . sc 2 < if “ eT -~ er x K + 3 = - " . ‘ er a * YY “ ie - 2 2o~w Lee “ Hi k pe * w i -stlmiate * ° Itev + nue - ‘ % r | mt tase a z mag 4 ‘a + PF teas i . ¥ z ~ 7 * & _ > ‘ oe wn é * i é a om : 2 ia “ i o ¥ : : : E », . ‘.— = interszahional Harvester Compare of Amenc2 ee” LESTE EOS y Cmcago. 0. SA | a5 Harvester Bung 30 MICHIGAN TRADESMAN April 26, 1911 COLLECTING. with statements which are regarded|honesty, patience, tact, kindness,|/terference from the San Francisco Soo as every day affairs. firmness, good nature, persistence,|unions. Some very interesting re- Hints For the Merchant and the Col- he collector should be careful |forbearance, respectful, straightfor-|sults may be looked for before the lector. Written for the Tradesman. In placing accounts with an_ indi- vidual or a firm for collection the first and most important thing is to be sure of such collector’s honesty A collector or collecting agency may be very successful in inducing people to pay their bills and yet fail to de- liver to the creditor the money col- lected. Promptness in reporting settlement of accounts is also very important. It may save the creditor from embar- rassing situations in further dealing with debtors. The count shovld be adapted to the indi- vidual debtor. wholesome respect for banks and fear publicity as to their such method of collecting an ac- Some people have a dilatoriness. Some have an unaccountable fear of and are such to settle just the opposite, and laugh at all the lawyer’s threats. Some are ashamed to meet the creditor, but when the other hands it induced by Others are lawyers easily accounts. gives them- account is in them opportunity to justify selves by some plausible story, and assure the collector that they are not deadbeats nor intentionally delin The variety of debrors is innumerable and the mer chant must determine the best meth- od to apply to each and not leave all this to be learned by the collector, who may be a stranger to everyone. The from the outset if accounts have been in ocner hands for collection’ before given to him. Where others have fail- ed, he is entitled to a larger com- mission if he succeeds. quent in such matters. case collector has a right to know The creditor should give the coi- lector such information and sugges- tions as he thinks will aid the latter. Each account should. be gone over in turn and the collector should make notes of such particulars. It may time to know that the cor- reciiess of certain accounts have been Cisputed and if he may or may save him not inake concessions in certain cas es. It may help him greatly to be forewarned as to the kind of recep- tion he may expect from certain ones and how little attention to pay to hard luck stories and — stereotyped complaints. Vers who Some found collecting. not undertake it under any circumstances or for any pecu- niary inducement. Many who do un- dertake it drop it like a hot poker as soon as they discover some of its dis- few persons can be such work as would love Tt is not wise to empioy an inexperienced collector un- less the merchant has implicit faith in his henesty, believes that he is adapt- ed io the work and is willing to in- struct and counsel him. agreeable features. Presenting an accorvnt to an indi vidual at his home, his place of em- plovinent, or wherever he may be feund, and payment, is quite « different matter from going from one business house to another demanding how, where or when he duns a per- son. Some well-meaning people are very sensitive on this point, and a mistake in this respect may arouse resentment which it is almost impos- sible to appease. Some men _ are ready to fight the collector who is sO indiscreet as to man’s employer, divulge to the fellow workmen, business associates or family the fact that he is endeavoring to collect an account. Yet there are cases where nothing short of an exposure of this kind will avail. It is the thing the debtor fears most and he resorts to bluffing to scare the collector away. Or _ he assumes a confidential manner, begs the collector to keep mum, not to injure his prospects with a new em- ployer and give him a chance to get ahead and square up the account. All the time he is planning to circum- vent the creditor and get out of pay- ing the account. The collector often has to set his wits to work to discover whether a debtor really intends to pay or not: and sometimes when he does discov- er a desire to be honest and get free of a debt he has to furnish the debtor with the resolution to help him pay. Encouragement, sympathy and the exhibition of genuine, friend- moral lv interest will do more than threats or persistent pestering—in some Cascs. The money actually collected or paid on accounts handled by the col- lector does not represent the entire results of his work, and the creditor should not estimate the value of his services by such a basis. For this reason he should be generous with the coliector who is paid a commis- sion only. A merchant can not afford to gain the reputation of being slack in col- lecting accounts. He should let the people know that he expects everyone to pay his debts and pay promptly. [f no attention is paid to statements or requests for settlement, he should send a collector after them. It may seem sometimes that an ac- count is not worth the trouble of col- lecting, but even if it is necessary to pay the collector all he obtains on such accounts it is better than to let the debtor go undisturbed. An un- paid account often keeps the debtor away from a store. He trades else- where. When it is settled he comes back as a cash customer. Words of appreciation from the creditor are due the one who saves and scrimps to pay a debt or to keep from asking for credit. The mer- chant and the collector should each be lenient with the unfortunate, but encourage them to pay a debt, even if but a little at a time. The collector who makes returns to the creditor regularly and prompt- ly will be much appreciated. It is 2 general complaint that the opposite method is all too common among co!lectors. A few of the necessary qualifica- tions for a successful collector are ward adaptability to people and cir- cumstances, and promptness, especia!- ly in meeting appointments with the debtor at the time payments are promised. It is not necessary to state the op- posite, undesirable traits; but beware of appearing haughty, of being im- petuous, blustering or of losing your temper, for the collector meets with great provocations. E. E. Whitney. ————_2.2.>___ San Francisco Exposition. The open shop manufacturers and business men of the country are uni- versally taking the stand that they will not send exhibits to the Expo. sition unless they receive the most positive kind of guarantees that they will be allowed to install them with their own workmen and without in- matter is fully settled. San Francisco business men seem to be waking up fiualiy to the extreme seriousness of their position and to the fact that ii San Francisco is going to retain any Standing whatever as an_ industrial city it is absolutely necessary for it to “clean house” thoroughly on the labor proposition. ——__+--____ The silk hat trade in England con- tinues to decline. One London store has recently admitted a decrease ci over $8,000 inits silk hat department in one year. The real state of things has been kept quiet in the hope thai the state functions in connection with the coronation would witness a_ re- turn to the stately “topper,” but it now that this is not to be realized even in a moderate degree. appears AWNINGS TENTS FLAGS & COVERS, SAILS & RIGGING |his () Bacs 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., etreit Mich. inferiors elsewhere. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the Don’t hesitate to write us. fair treatment as though you were here personally. You will get just as Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Mich. Churches modest seating of a chapel. Schools Lodge Halls luxurious upholstered opera chairs. We Manufacture - Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We specialize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- quirements and how to meet them Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. €merican Seating palm ¢ 215 Wabash Ave. GRAND RAPIDS NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA } A cannateenensorsaenanns j 4 q i i j “t “t April 26, 1911 MICHIGAN TRADESMAN 33 Reporters Supplied the Names. Written for the Tradesman Nearly forty years ago two re- porters employed on the daily news- papers resolved to have a voice in the selection of the names of various public institutions of the city. The schooi houses, churches and fire en gines then in use had been designate« by numbers in many instances, and the pumping station was called an engine house. The thought occurred to the two reporters that such public buildings, if named after the streets upon which they were located, would prove a public convenience and savc mucn of the physical power the re- porters used in turning out copy. When work was commenced on the Methodist church, on the southeast corner of Fountain and _ Division streets, the reporters mentioned the building and the society owning the same as the Division Street Metho dist church, a name by which the society was known for more _ than forty years. A few weeks ago the so- ciety resumed the use of its corpor- ate name, the First Methodist church. When the Second Methodist churel. moved from West Bridge street to Second street the reporters added the word “street” to its name, and it has since been known as the Second Street Methodist church. The _ re- porters changed the name _ of the First Baptist to the Fountain Street Baptist church, the First Congrega- tional to the .Park Congregational church and supplied the names for the East Street Methodist, the East Street Christian Reformed, the Scrib ner Street Baptist and other church societies that are known by th streets or avenues upon which they are Jocated. They induced the Board of Education to use the names of the streets and avenues in designating the school houses that were built from time tc time and defeated a plan ta give to them the names of honored but dead statesmen and_ educators. The Coit avenue, Hall, East Bridge, Turner, Henry, Wealthy avenue, Jef- ferson street, Plainfield avenue, Mad- ison avenue, Sigsbee street and many other schools were named to accord with the reportorial claim, that the name indicated at once the location. A very pious pastor of the East Street Methodist church, several years ago, conceived the idea that the name of his church and society was not impressively holy, and upon his suggestion the word “Trinity” was substituted for the words, “East Street.” As there were then, as now, several “Trinity” churches in the city, strangers, as well as many citizens, would be compelled to examine the city directory to learn the location of the denominational ‘Trinity’ church they wished to attend. The fire engine houses are desig- nated by numbers, known to only a few outside of the department. Arthur S. White. ——- ~~. Turn On the Light. Light up! There are some stores that no one really ever sees the in- side of until the firemen start to put out the lights. They are kept by fellows who won't light up until they get blazes. You may have the good ds.| you may advertise, you may have e| everything needful except light—and then bust! In the most successful stores of | the country the light shines — every business hour of the yea The j$ man in charge of the lights ss a Sci entist who knows how to measure | the light of every minute, and as soo: as old Sol goes under a cloud o while he is getting out of bed, feet first, or going in, head first—“switch' click, click” on or off go the lights No. difference how things are gotne out doors, inside of the store there is the same scientifically calculated | measure of light every merchan Sains | minute. It really does not make much difference whether you use/tal electricity, gas or gasoline—it is how and how much you use them. [t is/! knowing how to use them. The cross roads store with the right sort gasoline system properly installed and | run, will be as well lighted as th finest store in Louisville. No differ ence what your lighting system may be, its effectiveness depends largely upon keeping your goods and fix- tures so as to avoid shadows and dark corners. So far as the light itself is cerned, the best is that which is whitest, steadiest and gives off least heat. First choice is electric with Tungsten lamps with frosté globes. Next comes §artificia burned within mantles or behind opa line globes. Third, gasoline with mantles. Fourth, natural gas with mantles. No more forever, oi! lamps \rrange lights so that they shine on the floor instead of the ceiling You do not exhibit merchandise the ceiling, and people do not walk on their hands much of the time All window lights should shine from the top of the glass in a down ward and inward direction, or from the top and sides of the glass wardly. Arrange your window-dis played merchandise with the goods of largest surfaces at the back and surfaces at an angle corresponding to the angle of the light rays) N difference how many interior lights you may have, the general raliation | should be the same as if you had} only one central light. That say, all light rays should have the general effect of shining from the cen ter of the ceiling outward and down ward on all sides. Light the whole store. If there is nothing in the back but baled ha and fertilizer, light “em up. No one appreciates the light behind when the blackness of a pit lies just ahead — Louisville Trade Outlook. —_»++<.—__ Spokane Plan of Living. Herbert E. Sharp, President of the United Mercantile Company. of Spc kane, which expended $5,000 during the last eighteen months in a series of investigations, says he has per fected a system by which the cost of living can be reduced by fully 20 per cent. He expects to bring this about by the practice of better business methods and the merging of stores. | “The larger losses to the trade in| general,” Mr. Sharp declares, “are da to the unnecessa-y expense t am | oertriancs ver oem | Kent State Bank high-price ne age fier Fuantam or arter or tween Pxecung Wen the retailer and the wholesaler 7 Gcaed Rapes. Wack. ithrough credit n : a Sh on ; we a Surplus and Profits - “Oe will andoubtedly * er Deposits city far better than we are at present 6 Millions Dollars | Now the retatler is not making much ‘ es a. DEM P-esidest pront enmne TODE Toe Pretens. between them they are wasting ha cov iagt Caster idreds of thousand- ar _ —— | necessary ‘Xpense 7 F 34% duced. Pad on Certiticates Why , [ow 7S toe Tor Janiettig ~osttews t Stat wth we santle 07 ae! B-te we sient a & f mterested. . a Child, Huiswit & Company e Tear save ERS yack to 2h) cent T% wrt ters and other n Te r nce Oey Towausing Seine week. Logi that resen Togaten | ssues 3 jecal Segartmentt = Bask Seocks acd Secummes of Mewe-s eg Seterece "legen thee «in 7 tei Wee «le a oem Maer ote, Soreet facracees om the space they think Wiceiqes "et Bulaiog in the onutd, teued Geode BONDS s Municipal and Corporation Detatis upen Applicarion E. B. CADWELL & CO. Bankers. Penobsest Bide. Detron W. (rand Rapids GRAND RAPIDS \ . . FIRE INSURANCE AGENCY National City THE WcBai¥ «GENCY Bank Grand Rapids, Mich. Tre Leadieg 4 greey ~ ‘ | antral 5 Ae ‘The Clover Leaf Sells | Serpiss ang Ladivwed Profits 5a Office 24 Houseman 2% If you wislt to leeate im Grand Rapids wte us before you come We can sell you orogerty of +f inde Write for an investment siank a 2 2U get iterest returs Ouwr Saviegs Certificates Are better chan Goverament Jonds. Secanse “Rey we usr as salle set goer ps € (ett ote rear nee aE SRN tI HP RP RR 32 MICHIGAN TRADESMAN April 26, 1911 a ye le HRD iG 5 »)) J Jisters DMI) i, ) \\ ) ! Shoe Manufacturing Costs and Retail | Prices. There never was a time when a few first principles in the way of special or technical information shoes would be a greater protection to every consumer and shoes than now. It that the public has a very slight knowledge of the subject. Shoe quackery has taken advantage of this fact to a remarkable degree during the past few years, and the compara- tively simple subjects of shoe manu- concerning wearer oi may be said facturing costs and retail shoe prices have been clouded sentation, to the disadvantage of the fair shoe dealer as well as the shoe wearer. In the \merican manufacturing there are few details that are “figured point than the cost of manufacturing shoes. There is an immense variety of material to choose from. There is sole leather which sells at 18 cents per pound, and there is leather that sells at 44 cents per pound; upper leather is obtainable at | 5 cents a foot and other varieties cost as high as 40 cents a foot. It is the same with every item, including | under misrepre- whole range of down” to a finer other sole eyelets, linings, laces—even the very thread the shoes are sewed with, and the polish that is put on in finishing. There is fully as much variation in the total cost of necessary labor as between the simply made shoe and the high-grade dress shoe. cheap, working Leather is a variety. product of infinite A fabric may be turned out yard after yard of the same quality: but no two skins are the same, and the different parts of the same skin varv greatly. With this immense variety of ma- terial at command it ought to be readily understood by the public that any American shoe manufacturer can, chooses, build anywhere within a if he shoes of value wide range of beginning with a reasonable approximate minimum. For example, he could begin with either men’s or women’s cheap shoes at a manufac- turing cost of, we will say, $1.20 per pair, and from that point could grade up, covering every ten cents addition- al in value up to $4 or more per pair, manutacturing cost, and every shoe on the list would represent an hon- | est value, at the price asked. values, Thaz is, he could make a little bet- ter selection of materials than those | used in the $1.20 shoes, and produce one which would be a perfectly hon- est value at $1.30. He could go a little farther in improvement and! make a shoe that was honestly worth isame way. He jamount to over a $1.40 or $1.50, or as a matter of fact worth any odd figure between these sums, or higher. What every shoe manufacturer ac- tually does is to select some particu- lar price per pair, or set of prices, at which he wishes to produce shoes. No one manufacturer attempts to produce in the same factory all grades of shoes. He can produce better shoes, more economically, by restrict- ing the output of a single factory to a certain range of prices. The field is a wide one and includes every- thing trom coarse work shoes to ex- pensive hand-finished with cost accordingly. dress shoes, Ther. he figures the cost per pair of every one of the fifty to one hun- dred pieces that go into a modern American shoe, this being based up- on the quality of materials that he wishes to use, and being figured on a scate as small as the hundredth part of a cent. He figures the labor cost of every one of the hundred or more necessary factory operations in the SO arrives at the proper balance of costs to produce shoes to be sold by him to the dealer at his chosen range of prices. These manufacturer’s cost prices, just as in any other commodity that is sold to the public, are adjusted with ‘relation to the retail price at which the goods are to be sold to the con- sumer. For example, if a shoe is to be sold at $4, retail price, then a cer- tain proportion is allowed as the re- tail cost of selling, which should in- clude time and capital, precisely the same as in any other imaginable com- modity. ° Oper competition rules in Ameri- can shoe manufacturing. The per- centage of return for capital invested is very small. Many. shoe manufac- turers figure no profit whatever, be- ing content to simply “make their discount” on their purchases of mate- rial. The sharpest of competition has so cheapened the American factory-made shoe that it stands to-day as one of the chéapest manufactured commod- ities in the world, considering the ingenuity and skill as well as the capita! and labor employed in its pro- duction. There is indisputable proof |of this in the following: Despite the |cheap labor employed in foreign fac- tories and our low duty on shoes, there has been so small an importa- tion that the Government prior to this season never made a separate footing of the amounts, while the shipments of American shoes abroad million dollars’ worth a month, with a constant in- crease, and this in the face of foreign duties which run as high as 60 per cenit. This is solid fact, from Unit- ed States Treasury reports. The $4 shoe, which we have men- tioned, therefore traces back to an ab- solutely honest origin in shoe cost. The same is true of a $5 shoe or a $6 shoe, or a $3.50 or a $2 shoe The retail dealer who sells shoes at these “even money” prices has bought the shoes at certain wholesale prices which he has found by experience will enable him to do business. This is the prevailing practice of the trade. There is nothing arbitrary about these prices. There never was. They are so established simply because the vast majority of the public prefer to pay even prices for their shoes. ALL SIZES... | Any shoe manufacturer in the Unit- ed States could add 15 cents to the retail value of a $4 shoe, if desired, making it worth at retail $4.15. Any United States could take away 15 cents, ii desired, making the selling price shoe manufacturer in the $3.85. But both the $4.15 and the $3.35 would be prices based upon cost, and the proportion of profit would be the same in either as in the $4 snoe. Neither price would repre- IT PAYS TO HANDLE WORK SHOES 2 Champion Tennis Shoes The Most Popular Summer Shoe in the World Millions sold each year. Oxfords, three colors—White, Black Brown Duck. Complete Cat- alogue mailed promptly. DETROIT RUBBER Co., Detroit, Mich. | Men’s to S ‘Children’s Made in Bals and H show you our complete line. For Years the Standard Year After Year We have refused to substitute cheaper materials, multitude of merchants who handle this line look upon it as the Backbone of Their Shoe Department One customer who purchased a new stock last Octo- ber writes us after six months experience with our goods: You have the best shoe stock that ever came to this city Spring business has only just started. is not well sized up send us your orders now so you will have the shoes when needed. Our salesman will gladly Let us hear from you today. Herold-Bertsch Shoe Co. Manufacturers ‘‘H B Hard Pan” and ‘“‘Bertsch”’ Shoes Grand Rapids, Mich. B Hard Pan Work Shoe for Men and the If your stock Shall we have him call? po ‘ Spa ster eR April 26, 1911 MICHIGAN TRADESMAS Laid sent any change in principle or any |market, up one week and down the treme novels possible preference to the consumer. | next, is about the most foolish notion < . - Prices of materials fluctuate; the have ever seen set forth 2 shoe manufacturer must take this in- |journalism of the trade—or anywhere ed & order to account. If the price of leather |« markedly increases, he naturally must | sort his skins a little closer. If, on| the other hand, the price of leather |of establish should decrease, all on earth he needs | er, of known character an to do in order to maintain his stand- led reputation. will cive hones vi ie ard of value is to make a little bet-| whatecer mav be < we . ter selection of materials. the i. are es of his $4 shoe will be getting just as | ec he with much for their money as if he had| with _ Holding “Regular” Trade. Fvery retail shoe store in the land can boast of a number of “regular” customers. These patrons disregard all advertisements and window dis- plays and go directly to the store where they have been in the habit of dealing and usually they cal! for some particular salesman to fit them In a large number of cases these cus- tomers insist on having their favor- ite salesman wait upon them, and if this salesman should sever his con- nection with the store Ke in all prob- ability would carry this “regular” trade with Many stores depend almost entirely on these “regulars” and the proprietor of such a store should figure to increase this business instead of los. some or him. ing a part of it by any changes in the salesforce. In order to do this it is necessary to impress upon each salesman the importance of catering to these staunch supporters of the stores, even although a special clerk is called for that should, if possible. extend a cordial welcome to the customer and make yet every emplove of store him or her feel at home. The pro prietor, too, should make the cus- tomer feel as if he or she were In a word, an eftor: can be made to change the sales. mans customer into a customer of the house. among friends. One thing is of prime importance. The “regular” should be called by his or her name. It is this one fact that makes the individual salesman solid with his customers. He knows their names and they appreciate the fact that he treats them like an old ac- quaintance. It is, therefore, impor- tant that every salesman connected with the store should become per: sonally acquainted with the “regu- lar” trade—Boot and Shoe Recorder. ———__se-2a____ Get Longer Profits For Novelties. “Just making a living, and making a living and a fair net profit are two different things,” said a shoe retail- er recently. It has been many years since the consuming trade was so hard to satisfy as it is to-day. They want satins, tan shoes in all shades, velvets, suedes, canvas, buckskin, patent and dull leathers not in lace alone but both in lace and button. If the trade will have nothing but fab- ric shoes, why not give them to it? If they want tans, that is their priv- ilege, but if the shoe men have to meet their wants, why not do so? “Tt is my opinion that if the pub- lic prefers fads in place of staples, why then are not the shoe people entitled to bigger profits on this class of stuff? I, for one, am getting a good profit on these so-called fads and I will con- tinue to do so. I am not in business for my health. It is a business propo- sition with me and my profits on this class of novelties are not going to be figured the same as on staples. “\ shoe that is meeting with a great demand and which costs me $2.25 T am not selling at $3, but | marx this shoe at $3.50. Why should not shoe merchants make an extra profit on novelties in this line as mer- chants in other lines do? I believe in longer profits on novelties and I am getting them. It would be a good idea if all shoe dealers got longer profits on this class of merchandise, but they never will unless they make the start now.”—The Shoe Retailer. Growing Umbrella Handles. At Maule, a small village near Paris, is carried on a singular indus- try which is little known. It is mw nursery for the cultivation of trees suitable for use as umbrella handles, walking sticks and alpenstocks. Near- ly 500 acres of ground are given over to ash, oak, chestnut and maple sap- lings. One year after planting these are cut off near the root so as to make them grow several branches, which are then kept free from sec- ondary stems. The most curious part of the in- dustry comes the following year. In- cisions are made in the bark, thus engraving upon it designs. When the bark is stripped, these de- signs are found traced on the wood. At the end of the third year the branches are cut, stripped of their bark, bent into various shapes and sent to the manufacturers. Certain forms of handles are shaped while the branches are still growing on the trees. various Hosiery With Shoes. An increasing number of shoe firms are interesting themselves in hosiery. The footwear store logically ought to include hosiery; the two sell well together. It will pay you to make people particular about the shoes and the hosiery they wear together. There are strong, consistent lines of hosiery procurable that can be sold at a scale of even-money prices, in men’s, women’s and children’s hose. There is good profit in them, and they do not take up much room. Here is a side line that the retailer should look up. ticular trade is looking for. ticular buyers of shoes. which to make a selection. Are Your Customers Hard to Please? Are ‘they particular when they come to buy shoes? They probably are. The most desirable trade usually is. Our salesmen are out with their new line of samples, and a careful look will reveal to you just the things a par- 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 Misses and Children. These four lines fully meet the requirements of par- If you cannot wait for the salesman, drop us a card and we shall be glad to send you a tray of samples from Hirth-Krause Company Grand Rapids, Mich. mgeeenise April 26, 1911 ae _MICHIGAS TRADSESware cd : a Educational and Good ee Louis Caplan, of Paldu Advertising. extra corset string to help you ont OF cemey r wm eTii- oy ¥F 3 4 my vet gee or - ing some very good articles fer 3 Ry local papers, explaining ¢ n $ handling twenty-cre ti@erene sake of the mail order } > and ¥ ‘. i aisles of the advantage: . trade t beurre icturinag “ os 5 This is educational rk x . ‘ laa a. Same time effect tvert { and + doe other merchants micl —_—, ron le same. Flere is f if the i « articles: wit ow r 2 rs ‘a. 4 , - f . ‘ie aoe ; wats tetas a ~ hs _— ie a - : = Cs ange thea eaétat their stockt hag (tt r na i ‘ ‘ * A t ’ nr we he 8 ‘ nr 4 + 7 tt + : ! Tt uced ‘ “ ‘ ' hiry + itt sch - ’£ ~ . . " . t We Employ No Salesmen * We Have Only One Price Yes, we lose some sales br has ng oF Me Price of our safes, but that is our wav of domg busimess and it wins oftener than it loses, simply because st embodies a correct business principle lf You Want a Good Safe— ang want to pay ost what « = worth ba, mcee —Ask Us for Prices . whee Bylot Grand Rapids Safe Co. Grand Rapids. Mich. MICHIGAN TRADESMAN April 26, 1911 The Color Note. Helen pink is very prominent in all the stores just now. This bright tone of pink named in recognition of the fact that it is a favorite with Miss Helen Taft, American Princess pro tem, bids fair to rival the former pop ularity of Alice blue. Tts supremacy is suggested in the strings of corals which form the most conspicuous feature of every jewelry department, and which sell with amazing rapidity. Neither are these strings of corals confined to the jew- elry departments. They are also prominent in the millinery where they have proven a novelty, along with strings of pearls which are equally popular among the trimming accessories. pn welcome All shades of pink are favored in spring millinery and several large stores have devoted entire windows | to displays of monochromatic har- mony in this color. tained a comprehensive One window con- group of the in color tones from the palest newest in spring hats, ranging all the way pink to the deepest and richest of Rurgundian reds. There was not a hint of any other color except in the green of the necessary flower foliage. | - Another store showed draperies of | softest silks in the bright Helen pink, relieved here and there with a broad band of black lace among tl 1¢e folds or a draping of smoke gray silk embroidery. In the foreground at one side was a console table ivory white on which lay a chip hat also in| Helen pink with plumes of the same string of coral beads and vet the window was e—Twin City Commer- color, and a This was all most effectiv cial Bulletin. —_22.—__ The Memorial Day Window. The show window can be made vuse- ful not only as an index to what yon have in stock, but also as a for conveying the impression that you are up to date. By keeping in touch with current and coming having them forecasted i is an excellent utation for ? awake. before Memorial Day you your window in the nation observes, being stance, tust can trim the day aniv ; and not demonstrate that you are awake to what is transpiring in the! country, also claim a tain share of good-will and apprecia- tion from evervone that is at all patriotically inclined. The should be patriotic, dignified and yet attractive. It should show the nation- al colors, hut you cer- day is such that emblems of sorrow ection, | means i events and | n the window | way to acquire a rep-| For in- | honor o7! wide | window | and the significance of the. may be used, a broken shaft, a laurel wreath, or similar tokens; but care should be taken that the effect is not too funereal. An interesting display certain to attract attention could be made of the old swords, guns and relics treasured by the Grand Army men of your locality. You will be surprised at the great amount of in- teresting curiosities of this nature that iyou can unearth, if you will take the trouble to enquire about them. One Man’s Method. W. F. Albert, head of the window itrimming department in the Macy store in New York says he never pays the slightest heed to goods that ar< advertised. “The newspaper reader comes to the store to buy those things,’ he says. “They are half sold before he or she comes. Before en- tering the store our windows sug- igest a lot of other things we have lior sale. and that to my mind is the successful and getting the secret of merchandising benefit of so many worth so many dollars according to of the and the Generally | feet of display, a foot, location window store. juse only merchandise in our displays, | without resorting to artificial mechanical or accessories.” In many advertising is like that a Ways clothes a sur of man weafs. You j the wey he dresses. can tell if he is a gentleman by —~22>—__—_ | How People Judge a Store. i Incidentally, you jean distinguish between a gold-brick ‘ book- keeper, a barkeeper, < ee ician, a merchant, a preacher, a presicent, b Just so window displays and its advertisements. Some kings in Europe have i vy his appearance. people judge a store by its a habit |of traveling incognito. To do it they ltake cf their usual robes or orna- ments and pass unrecognized. busi- |ness that does not persistently adver- |tise gces “incog” among people and they are not interested in it. /_To Remove Paint From Windows. In the spring of the when is so much painting done many people are annoyed by their flecked and smeared you rub briskly with year there having window panes with paint. If hot acid vinegar you will find this |effectual in removing paint.—Har- pers Bazar. What we — is call initiative in a busi called skill in a great s knowing the next move it at the right time. ness surgeon. and nae Perhaps the reason that poets—rea! wear long hair is because it takes real money to indulge in ton- | Sorial eliminations. New Season Art Goods. The prominence given to corai pink and the black and white com- binations in all departments of dress, millinery, jewelry, etc., should be kept in mind by the head of the art embroidery department when order- ing floss for the new stamped waists and dresses. In the handsome made- up embroidered robes of cotton voile that are to have a big vogue this summer large use is made of coral pink, Nattier blue and black with white. The embroidery may be done in solid color or in white outlined with coral, Nattier blue or black. In many cases the colored embroidery is outlined with black or white. Out- lines and solid designs in French knots in these colors are used to simulate beading, which is in such strong vogue at present. Large use is also made of coral pink, blue and white china and jet beads for outlin. ing and filling in entire figures. Quite a feature in up-to-date art embroidery departments are the stamped articles done up in enve- lopes with all the working and finish- ing materials supplied. Not only is the necessary amount of embroidery floss found in the en- velope but the needle is also supplied. which is a great convenience to the woman who is not accustomed to deo- ing fancy work and in conse- quence might select a needle too fine or too coarse, to her own discom- fort and often to the detriment of the work. These packages appeal to the consumer because they are so complete, and to the dealer because the stock can be kept clean and in good order. who Among the popular articles that come in envelopes are many forms of handbags, which are not only simple to work, but are made of excellent quality and are good enough style for the well-dressed woman te carry. These bags are complete, ex cept for the Two of the finished with an at- One of bounc linen embroidery. recent stvles are tractive strong cord handle. the bags has the side with the cord, while the top edge- have straight pieces of serted. edge boning in- Another bag having a cord handle is a regular rounded pocket with a flap that buttons over. Some novelty handbags have the upper edges buttonholed. Eyelets are worked near the top, through whicl ibbon is passed. = this means th: top of the bag is arranged in pleat when - string i aoe closing th bag. A shaped piece of metal with a hole in each end for the ribbons to pass through acts as a brace on each side of the bag. The bags and other. articles con- tained in the envelopes are stamped in the colors in which they are to be embroidered and in. addition a slir containing printed directions is founc in each package. —_++.__ Souvenir Post Cards. Many firms are using post cards to send advertising to prospects and customers. Few, however, have tak- ibilities out of this en the fullest poss fad and many do not believe in it at all. Those retailers who have tried it say it pays. Comic or serious cuts illustrating bargain or season- able sales may be obtained at very small cost and your local printer can get out the cards on short notice, so there is no need for delay in the matter. Some merchants find considerable value in advertising their location by means of these postals. Colored views may now be obtained cheaper than your local printer can deliver them and you can have your store printed by three-color process showing signs, lights, etc., in their natural colors at a small cost. Probably very few firms that move or change their store front ever do anything more than put a sign in the window telling of the change. Right here is a chance for you to use this postal craze to excellent ad- vantage. Have a photo of the new store and underneath it in fairly good-sized type, “Our new location after June 1,” and then give the street and number and if possible something to help drive the matter in the minds of your trade. “Oppo- site the Postoffice” or the name of a building or something of that sort. Few people can remember the num- ber of their shopping rendezvous, but they can go to them in darkness or laylight because they know the sur- roundings. Give them, then, an ade- idea of just where you are located with relation to something which is established permanently and you will soon get into their minds firmly and your trade will not be af- ‘ected by the change. —_ sea Plato once reproved a playing dice. “You reprove me for a little thing,” said the culprit. “Hab- it,” replied Plato, “is no little thing.” ——_+-._____ Apparently contrary to all tific laws, it is the inside a racing automobile which ground in rounding turns. quate man for scien- wheels of leave the ABUNDANT LIGHT AT SMALL COST THE AUTOMATIC LIGHT. Operated the same as electricity or city gas. No generating required. Simply pull the chain and you have light of exceeding brightness. Lighted“and ex- tinguished automatically. Cheaper than kero- sene, gas or electricity. Write for booklet K-. and special offer to merchants. Consumers Lighting Co.. Grand Rapids.’ Mich. Mica Axle Grease Reduces friction to a minimum. It saves!wear and tear of wagon and harness. It saves horse en- ergy. Itincreases horse power. Put up in 1 and 3 Ib. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 44, 1 and 5 gallon cans. = 4 J STANDARD OIL CO. Grand Rapids, Mich. “ ‘ u ee As decir 6s ab Re, = ene Ota his ng Making Rose Beads. they long retarm the tose adore. Te ed igor The art of making beads from rose | ma em te ¢# whee wore = “2 leaves has recently t ; gen arr (| fegamn @ of Getee other Denver. It has lingered since medi e treohe f oe “ val times in a few nts j f . fies, weviels . and Italy, but it jerst ed wate ate made ond & “ world until an fer , « ah Sqeng . a . Mrs. William W ‘ ~ one . + ‘ ‘ discovered a ‘ { learned the process and brought a th } “ : home. & stringing these beads . The crusaders brought back r taste t¢ iollewed. They eta “ the (Orient the secret ria a atta’ Jone of they 29 wa see * - of roses. A manufactory of ¢ f ‘ ttle wads aiter #2 - fume was established near lrose head j fig chasm in italy, so runs the traditics harming periume was made and t remaining was throw: st wOTtt ‘ . . . te we less. The nuns gathered up : oe hen ! ey Cie When ; os i odorous pulp, and by experiment tone veante ths ‘ eloped tne art oF 3 ry ‘ the r * r rosaries from it ‘~ . ‘“ - First the iresh rf ’ ‘ o. ' . thrown, handiul by fia a an ‘ “s the & : ' -dtCil TH i sic os | Oo t ef ¢ © ifom them 4 y fe . a + ” 1] +1 iis tiiis icé¢ > { i j # 4 é a > a iO 42610 par t ie th tact ‘ ’ : ti fi viti . : ‘ . * - Sives it the je saCK, ¥ ; Lila -OLOF Of tiie €aqd } © duets . EY OT Venty i e . remains, asi y 3 f red ; © red with a } € “ c pert ¢ ” ¥ oT? t t} 74 t ? - s a tay . & £ the tmnase ia rer ; eC Mia ; Fa i ig ornit — ‘ per again ard put x mi Of , "4. ‘ Swe 4S iS Gone nine tim ‘ ' end i that ifri¢ “f _ iaACK GOUGH, V 5 4 f L rit bay t roiued, st r ; ¢ - 4 . - t “ * &*. » —— a e « - > ¥ . a For peads “, sj j jut ¢t Make 2 aq a ate 42g 1s required. it 18 f , if and ie¢it on 2 Hat suriace t ut Lwenty-i 5 nour eT c eta ns snnaaseanneramannnaenianenioemnanenenaneiinnte “ I rds . * » s day . e tterced ar tt ¢ . ; . * S the « _ in, Thay ¢ ‘ i t aad tHhecuseced th ‘ ¢ . ; . , a5 sbOuUgs : © 5605 ‘ 4 - t it) thie wit? , tH t y t ¢ ad if vit pi arden. Bey F e AL this t r iitie¢ ater tf €acs tii , et & fr af * . AM , . ’ ‘ “ 2 “ sail © iny design desired ny f , W H : "3 e riave FO) ; ment whi will make + weal ght f ¢ , Ss » ; may be used \ hair pin ha FS 3 « A “i 7 ’ yf ’ oss ade Gun oo everal es "F Send in Your Orders Now rs * ‘ * a m & The beads are leit to dry until ¢ , ‘ ; ' Fi } ceased shrinking. Then they are | n+ crm g ‘ ; é . , ” s trigslacth r —— ° 2 - S polished first ¥ i « ' 3 C a iween dry pais, 1€7 ¢iweern 2i50)% Ae 4 moistened wit! Vaseline f re . ‘ +; cream. This gives them 1 { iengt | inen @ e , q 11 ; ' ; of dull jet, and the proce ; ‘ 4 1 : l y 3 Festored to] treate ay! Brown & Sehler Co. cae ek enates 0 te Gos on Grand Rapids. Mici f e . < st palm ais Obs ba abe > o eo! o = & 2 © me ® we & o a) Pu he ie Pe ty a eencerenesmone-t bron > > ~“ * % LUCK OR WHAT? Why Did a Brilliant Start Finish So Poorly? Written for the Tradesman. “Do you believe in luck, Mr. Tan ner?” “No and yes—a paradox seeming y ly. Well, it is speak of one being lucky sense that there is a blind leading one man on to conquer world while at the same time anoth er, a demon god, leads his neighbor in the opposite direction.” absurd of course to In the goddess his Old Tom laughed and stroked his knee, looking down. He was the main a practical old chap. To-day he was in one of his reminiscent moods. “To tell continued, ‘it does imes that there I do not pre- to account for it, but soe far as my observation goes some men mediocre ability get to the front while the intellectual giant plays to hard lines all the time.” “As for instance?” “Jarvin Golding was an intellectua giant—at least I thought he was when, as a boy, I remember his re turn from college, gifted and brilliant with every prospect in life worth thing. + 137 al) hic ld tath . It required al] his old father’s spare change to give the boy a col lege course, but the old man did not begrudge the cost so that Jarvin got his sheepskin. “At country’ gatherings Jarvin t } slle +h hnatre oat iin - is a thrilled the boys with his eloquence T think would be in like right rignt, demand and the Fe was a smart youngster all the pride mother.” “And vet luck wa a good tather and S against hi “Call it what vou will. Jarvin, with all his brilliant points, failed miser- ably.” “Right at the outset, do you think?” ‘Oh he made good for a time Ts a2 - ~ 1 was at the beginning of the Civ: f War that the boy came home from colleze. He became at once inter ested in raising company for the str Jarvin xleasant person- lity he ] ickes t ing it seemed to me to make good at every turn. He Te ised his company, took them to the } ~2977 q camp, 1a them as crack near-hy city, and mustered into one of Michigan’s regiments.” ‘And Golding was, of course, > made¢ captain of his company . : “Of course he was—not!” “Well, well, that seems queer.” | pered MICHIGAN TRADESMAN company. rather a grinding Colonel, however, used his good of- To go as a private was proposition. The nees and secured a place for the col- He be. what- the legiate near his own person. came Quartermaster Sergeant, ever that and went to front with the regiment.” "It the with gen- uine stuff in them got their innings.” may be, was there men “In a sense that is true, but Jar- vin did not cut the swath his rela- tives and friends at home thought him capable of. At the first battle Tarvin fell from his horse and broke a leg—” “Leading a charge, perhaps? “On the contrary, it was while on dress parade just before the order for hattle. He laid in the hospital for a month while his regiment, an arm of the cavalry service, scouted through the Southern country, winning great nraise dashing got none of this. for Jarvin service. When at length he was able to rejoin his regiment he came with the pleasant regards of his c: limping in anything but m arms.” “Why was that? He was certainly unfortunate—” “Yes, and that only. It was whis- that the fellow was mellow with liquor at the time. He had been out shortly before calling on a Southern beauty who had here- tofore monopolized much of his spare time, and naturally enough about young jealousy had been excited among the regimen- tal officers. At all events the young man was under a shadow that did not wholly lift during the war. in one battle, charging rifle pits with a dismounted He was squad, got a severe wound and was sent home to recu- perate. Unfortunately he was shot through his left hand, making a very painful wound. having He was twitted with inflicted the wound The story spread and the gallantry of the charge in which Jarvin ed was himself participat- forgotten under the thus raised.” had his misfortunes truly.” “Yes, and after his return sinister suspicion “rT 2€ home his i!] luck pursued him all through Brillant although he was, Jar- jvin Golding fell down with every thing he undertook. He went into law, failed somehow at this, then took : . . up engineering— “Too many irons in the fire.” “Very likely. The man who won ithe captaincy from Jarvin came home |to reap where his rival sowed. Levi | Davis i Congress, although his book learnin » | “That is where his first fall-down C where his lucky star deserted him. You see the hoys voted in their | ptain and Jarvin lacked a _ singl vot winning the shoulder straps Tt was his first defeat and he felt it keenly. The who won was a homesprun fello rom the banks of a } ering stream He seemed to hay pull with the lumber bovs and sot in bv the skit his teeth. The w captain's name was Davis, Levi Navis. He proved 2 valuable officer d after all felt his defeat keenlv since ' the choice Was not “Tarvin he had heen the |money out of white pine, became a lumberman, coined went to pa was limited, and died ive millions.” “And the brilliant "is at last vear worth Golding?” of an ob- present the head iscure Government home for invalid soldiers, drawing hardly pay ito keep him in decent and food. “A sort of irony of were.” jit is “Call it il] luck or what you will, certainly a fact that mediocre vubility won where a brilliant intellect went to the bone-yard. I can not say means of raising the jthat I believe in luck, yet call it what i mrades | | his home market town and that it is |no less an important factor in his wel- o jof “robbers” you will, there is a destiny that shapes our ends, rough hew them as we will.” Old Timer. ——_.2.2—_—_. That Town of Yours. Experience has demonstrated that it is impossible for the merchants of any town—big or little—to do the maximum amount of business unless that town satisfactorily meets the needs of the territory of which it is the commercial center. \ market town must be something more than a place where farmers trade produce at the stores for sta- and where they sell products at more or less satisfactory prices for cash, much of which is immediately sent to the big city for a wide va- riety of merchandise. ples \ town, to be a real market place, must offer advantages to the farmer both as a buyer and a_ seller—more advantages than competing towns 1f business is to reach the maximum. In the first place, the farmer must be given to understand that he is an important factor in the upbuilding of fare, not only by affording him the best possible market facilities but al- so by increasing the value of his holdings by reason of its proximity to his farm. must make that he belongs in it so attractive in every good way that he will enjoy coming regularly and look forward to his town trips more as a pleasure than as a bit of necessary drudgery. Suppose you disassociate yourself from your town long enough, if you can, to look at it from the farmer’s point of view. the farmer feel your town. Make You If you were a farm- er, would you use the town you are now in as a market town? Or would you prefer some competing town? Would you feel that you and your family were really welcome in a town that provided no rest room fa- cilities for your wife and children— that provided no decent facilities for the care of your team or automobile —that was reached by poor roads and had worse streets—that was not properly lighted even on Saturday evenings—that never gave any public entertainment or amusement to its patrons—that was, in short, generally unprogressive? What would you think after you reached home and learned that com- peting towns had paid more for what you marketed than had _ real- ized? You would feel sore at the bunch down there at the vil- who always try to get as much out of you as possible and give you as little in return as they can. That is just what you would think if you you 1 iage, were in the average farmer’s place, doing business in the average town. lf you were in his place you would probably buy from a_ catalogue in- stead of coming to town. Business men can, if they will, rem- edy these conditions and make their towns real market towns which will e a maximum volume of trade. But they can not accomplish this April 26, 1911 through individual effort. They must organize, unite upon a plan for the common good and then work togeth- er all the time. —§_ ~~ 2>___ The Minor Economies. The minor economies of a store are as important as the larger and no merchant should be afraid of his clerks thinking him penurious be- cause he objects to winding twine around parcels more times than is necessary, or taking a _ larger-sized sheet of wrapping paper than an ar- ticle requires for its proper covering and protecticn See that the price tags are taken off from goods sold and then thrown into a little box from which they can he used over again. Save the odds and ends of heavy twine and wrapping paper that come in, caring orderly for them in an manner. Tet the cheap heIn do the cheap jobs. Do not send a fifteen-dollar-2- week man out with a parcel to be de- livered. Study, the advertising mediums you see that they give you the circulaticn you pay for. Do not use a larger space in any newspaper than : use ane will pay a profit. It is as easy to use tco much space as it is to use too little. Do not cut the price of goods un- necessarily. It is not mecessary to helieve every Tom, Dick and Harry who comes in and tells you about kow cheap certain goods can be bought down the street. Be sure you are right before you cut a price. Prevent depreciation in fixtures as much as possible. That means that the fixtures can be listed higher in the inventory, and it all counts on the profit side of the annual report. A showcase with a cracked glass or broken support somewhere has to tand for less when you list it at the nd of the year. Look out for transportation charg- = combining orders, figuring ahead on the amount of stock that is going to be needed. Do not wait the last minute and have te ship in by express any oftener than can be avoided. a “Without.” The German boy who presided over the soda fountain in the only drug store in an Ohio town was ac- customed to patrons who did not know their own minds, and his habit of thought was difficult to change. “Plain soda,” said a stout woman. entering one day, in great haste. “You haf vanilla, or you haf lem wm oO s by until on?” calmly enquired the Teutonic lad. “Plain soda—without syrup! Did you not understand me?” demanded the stout woman, testily. “Yas, I understand,” came from the boy, whose placid German counte- nance did not change in expression, “but vot kind of syrup you vant him mitout? Mitout vanilla, or mitout lemon?” —_—_ 2 -__ Feople write a lot of things in a letter they would not say te your face. mR RRCETE PORE TE APSA: oper: A ON REA April 26, 1911 MICHIGANH TRAUDESMABS ed SECRET PRICE MARKS. a mail order concern had to write Goods Marked With Plain Figures 0 «., eu: Better Than Old System. oe she One of the relics of bygone mer - ‘ tract . chandising is the use of a secret pr Mey ‘ ef mark for the designating of selliz ' awaits catia , die figures on the goods in a retail stor ha It is a practice which ad chants are rapidly getting away fror there ‘ ‘ “ and the farther they get away t! et ea ' ter it will be for them and their tr ' ; - Mystery is attractive to romant maidens and love-lorn youths, but va no place in the everyday realisn i. a ‘ trade. a. nei Nere 15 24 spirit of <1<¢HICioOn 1 erie ¢# Cher I i pi ; I HT} Ct i ' fa vue $ eo . ¢ ; o. +0 4 mind of every man, woman and chil + on ’ Sometimes, to be sure, it is mort pronounced in one person than anoth- 4. ,- er, but it is there, and it is fostered ‘ by the appeals made to it of any i ea ‘ eee . dications of the possibilities ¢ cheated. Customers wi mn not what the price of at rticle of mer-ias ed * Ti t fr * s% ~ 3 PP r f ¢ ? . : pi i le ' f met . Put Des Sr Lance i rpreter end cits? feet hee - lle i i ' ‘ - ot : Mew Uses Por Pubbe- - v L o “ 2 ai i ~ 25 r mes trat e f ' r rking | onset _ th e + - So widl« ve : ¢ hier 1 weenaertod r " : ‘ A —— . racter sig The Boss’ Easy Job e ficur % tue Cha + rget ni Get Sie = . ae ae cle ‘ é urfr fg rc ° * , ” “ ther nen. atete fo lapses of memory wit t fa i iar things. es r a goods may cause the mer tt money, or it may case tomer tol. become offended upon : rin j that a higher price has bees re - mr “~s than for the merchand pe . ip ’ to a neighbor. “-. : — Leaving the poss ‘ 7 : out of the question, however, ar thint turning to the original pr the secret pri ak i cause of th ze r it the minds sé git ‘i / : wri savail + thew "< : price wii sie : ask, and, r n ‘ 7 s one price, yer it. . i . . B . ca 4 ' - b it out Dy 100! tne marx: ig " : i : It is a goo have the plain i¢ i i rice figures on the g Ss as far , 4 ul possible, anyhow t mor ti , ¥ taking customers int oe f ¢ afr : of the deal 9 aguamaxceementooonee 2 tam ee — @ w a om < mo fn 4 + 3 1 * v t o 4 - , 5 not necessar 4 done. But there are many thing if he tal = of a ol . , which are exposed to view which can [iz ’ c ' alii thus advertise themselves. Her = | the tr ‘ ly he's me - wet ant Sesteomg where the mail order catalogue hous ect ; , ‘ . a gets in its work. Every article ti his Z ‘ * * o - catalogue tells its story at a r | grasping en ?t all If a storekeeper does not do this som If the take rink ee “ : - customers are led to believe that j whi ‘Avinker.” setting whe — . is afraid of comparisons. If every] e to his emotl ¢ thine a ron a2 2 “= person who receives a catalogue from | doesn’t, he’s lacking in good fcllow- rubher pad bas bee ate . ARS REN TRIS A MICHIGAN TRADESMAN April 26, 1911 sete, Timeiy and Kindly Tips To the Trav- eling Salesman. Writing in the American Artisan and Hardware Record, W. B. Car hart savs that the traveling salesman should always be on his guard against being influenced by local prejudices in ] Men ~} staunch character and fine business ca = c 7 sizing up a dealer. ot really pacity frequently underrated by their are neighbors and sometimes by their friends ¢ oft SsOmMy nN arity which has no bearing up- account pecu pecs his standing as a desirable cus tomer. These same neighbors and friends are also liable to err in rec- ognizing characteristics. important erein lies much of the trouble ex- periet commercial ced by the various reporting agencies which depend up on fellow townsmen for estimates of the standing of dealers concerning The wide his and whom enquiries are made. awake salesman will investigate man systematically, Of course consider what he hears: practically independently. he will but he will measure it and weigh it several times before he will accept it at anywher: near its face value. When a salesman has succeeded in selling a merchant a full line to re- place a competing line previously car himself to aid that eaier in every possible way to clear the old ried he obligates } q his shelves of stock by in- augurating a good system of advertis- ing and clearance sale announce- ments that will “pull” the trade on the sale and prepare the public for This takes time and hard work, but it is an important part of business build- ing—it is founding that business up- on a rcck and may be regarded as an the permanency that customer’s patronage. the offering of the new stock. nsurence upon of valuable assets of concern its. trade- mark, if it be properly used; but the not seem ) One of the most is any business average salesman does realize it. moneymaker than the name of the house and has the great advantage of not requiring the weight of years be- fore the public to give it force. If it is the trade-mark of a meritorious ar- ticle that has been properly placed on the market the salesman to consider himself doubly armed to re- sist competition and, if by some mis- chance does utilize it in getting busi- lertake course with ly does not ss he knows trade-mark. ought or carelessness he not know how to he i< an ness, ought to un imme- diatels educational himself: understand the value The for certain he the goods unte of the small things count. It was » | It is frequently a better | that. “it | y {Henry Clay who remarked jis the picayune favors of life that }count in this world.” The salesman who makes careful jnote of the little things finds that he ihas secured a wonderful leverage on ibusiness; for the average dealer iwedded to his prejudice, and the only ithing is to find out what they are and ‘adjust the conditions accordingly. 1s The salesman who fails to get the susiness is not always blamable. Too jmany houses still believe that sales- 1} |men are born, that salesmanship just icomes naturally to them and that is all there is to it. If this were wholly trne, experience and an understand- i of the business would amount to little: but both are educational and are direct proof that education is the great essential in business. The noe us ivery house that believes in practical educa- tion will require it of its men and place a bar on a considerable amount of poor work. —_——_.--2——__ Old Customers, If Any, Are Entitled To Preference. Written for the Tradesman. Whatever inducements may be put forth to attract new trade, not tc discriminate against old cus- tomers. Not only this, but plan that some of the special attractions shall appeal particularly to old customers Never risk losing the old, dependable trade for the sake of new. Old customers die, away attracted elsewhere; therefore every mercantile establishment which is not going backward must new customers. Some of these will come without direct effort. The store’s reputation, its popularity and its lecation will help greatly. New customers are more or less _ tran- sient, elusive and difficult to retain. The one who can be drawn away from a reliable, progressive store may in turn be drawn elsewhere. That class who are ever alert for spe- cial bargains never become perma- jnent customers anywhere. The store which can not offer can nbt hold their trade. The inducements, then, which are most effective, which result in great est permanent good, are not unprece dented bargains, unusual and _ spas- modic attractions, but dependable goods, reasonable prices, courteous treatment, honorable dealing, prompt studious interest of custom- ers’ needs, clean surroundings, at- tractive, well-displayed and seasonable advertising, which latter embraces what, when, how and where to buy goods. New trade must be constantly isought, but it should never be in a be sure move or aa secure such Service, goods way to neglect the old. In other words, do not go after new trade with both hands when one hand should be hoiding on to the old. E. E. Whitney. ———_>->____ Business Ruled by Sentiment. No one who has been a close ob- server of business, commercial and 1i- nancial conditions can help knowing that they are influenced very strong- ly one way or the other by senti- nent, by feeling, by optimism or pes- simism. In other words, it has beer fully established that conditions are rendered better by hopeful talk, that they are depressed discouraging talk. Nevertheless, knowing this to be true, as we do, we have always been more or less timid about expa- tiating on this idea to great length, because in doing so we may find our- by selves treading upon ground that we should not care to be caught treading upon; yet, it is perfectly true that to be really prosperous we must be thought to be prosperous, we must put ourselves a prosperous atti tude, so that people will regard us as prosperous. Herein enters the great element of good will, which is as im- portant as credit or even capital. in If a man would be opulent he must feel opulent in thought; if he wishes to inspire confidence, he must exhale confidence and assurance in his very bearing and manner. It is, we think, a matter of record that a man has se- cured a line of credit, has even bor- rowed money of a bank by his per- scnality, by the manner in which he approached those with whom he wished to negotiate. Supreme confi- dence, if it is not overdone, if it is not so greatly exaggerated as to be obnoxious and to appear as insolence, is a very valuable factor, an asset in Intelligent effort relates di- rectly to mental attitude of approach- ing any business proposition. Every- thing must be worked out in a man’s mind or a person’s mind before the real execution begins, and usually the completion of a fabrication, a business deal, or anything in the line of human endeavor will not vary ma- terially from the first business. conception from the first draft—New England Grocer. 7.2. Your Aura. The metaphysician he takes the position that thought is a powerfu! thing—from people unknowing apr influence flowing that makes the world sorrow or sing. He calls it an “aura,” a cognomen for a strange something in every man that makes others present feel grouchy or pleas- ant, as sad or as glad as they can. It is his aura that is working—a something that is lurking in every man on the sphere; a something about him, inside or without him, that circulates sorrow or cheer. The thoughts that sleeping inside him go leaping, unconscious, unhar- nessed, through space, and make the world happy or chilly or snappy as ke is himself in each case. The man with a grouch on, the man with a slouch on, makes some- body else just the same. A man, if he tries to, can light up the skies to are a glorious sunrise of flame. A_ po- tent possession this mighty impres- sion he leaves on the man whom he greets—Oh, see that the thought, then, is just what it ought, then, whenever another it meets. So think, then, the bright and think, then, the right things; pui shadow and shade on the shelf. Be- lieve in your brother and, somehow or other, he soon will believe in him- self. Talk happiness ever, unnpleas- antness never, ‘round with the planet you're whirled; and you wil! awaken with faith still unshaken and hind all is well with the world. things as Take care of your aura; it is given you for a good purpose, beyond any doubt. The great God who made you has built it to aid you in putting old sorrow to rout. With pleasure heap higher the meas day. sunshine and ure of thinking you do evry Then people who meet you with glad. ness will greet you, and life will be fun all the way! —_——_-~» —_ “He Has No Ambition.” What It an everlasting inspiration to be at the top the ladder. How often hear it said of So-and-So, “He has ne ambition.” In other words, he is a worm of the dust. Ten dollars a week lets him by. He is thankful for work He shaves twice a week. Has his’ shoes shined and his hat brushed ev- ery Sunday “regular.” Does not be- lieve in cleaning his nails nor call- ing on a girl nor having his trousers pressed. No time or desire to read a line on the reciprocity bill, but “he’s there” when the sporting news is dis- cussed. Pretty good judge of poor beer and can roll a cigarette with the best of them. is ambition, anyway? is of vor Now, if this description does not hit one of you fellows, well and good —hbe thankful. But if it does, give yourself a shake—just the way a dog shakes the water off himself. Take a few deep breaths of pure air, look yourself over, spruce up and start in Do not care if you are fifty years young—it is not too late. All the better if you are seventeen. But up until now they have dubbed you a “no ambition” chap and it is time to fool them. You will get more fun. more peace, more real life out of life when you begin to “fool” them than you ever thought existed for you. Work, think, plan for the top of the ladder, even although to-day you are standing with some insecurity on the first rung—Omaha Trade Exhibit. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr.. Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. The lobby has been enlarged and beautified, and the dining room moved to the ground floor. The rates remain the same—$2.00 $2.50 and $3.00. American plan. All meals 50c. mal — Lig apa April 26, 1911 MICHIGAN TRADESMASB Why Some Men Fail. - A good way to avoid failure in business is to study the failure of other men and to apply rational tests to one’s own methods, plans and poli- cies. To know the cause of another man’s failure is most valuable formation. If his conditions are sim- ilar, a wise man will apply such in- formation to the direction of his busi- ness. in- In the analyses of many failures it will be found that ignorance and con- ceit are frequently the fundamenta! causes of failure. It is difficult to give advice in such cases because ig- norance is blind and conceit will not see. a business often plays an important part in its su cess. In some instances it is the chief factor, as has been frequently The location of oO ' demonstrated by the failure of mer- | chants who change from one locality to another. We have in mind an in- stance of this kind. The of the firm were ex-employes of a very large and prosperous store. They began business in a small way, in the older and cheaper section of the town. They prospered to a phenom- enal degree and their ambitions grew with their business. moved their store up-town, in heart of the shopping they did not prosper. They moved again and failed. After the the leading member of the firm re- opend a store in the old locality ane made money rapidly. members As a result they the but section, Cae . fanure Hoping to do a larger business he again moved up-town and a few months after- ward suicided because his business was in a failing condition. These were average men. Their mistake was in attributing their success en tirely to their abilities and in under valuing the advantages of a good lo- cation. Another frequent cause of failure is the lack of sufficient capital to cover the lines carried, to discount bills and at the same time to carry the ac- counts of credit customers. Accidents and fortunate circumstances some- times make up for a lack of capital, but the man who undertakes business with insufficient means takes the gambler’s chance and should not be surprised if he has to pay a heavy penalty. ? to do Another fruitful cause of failure ts bad merchandising. This includes both bad buying and bad selling. If a merchant does not buy the kind of merchandise his patrons does not buy it right, he can not hope to sell it at a profit. On the other hand he takes a long chance to lose on well bought goods is he does not sell them right. want, oF careful regulation of expenditures, the employment of suitable selling meth- ods, suitable advertising, the avoid- ance of waste, the care and protec- tion of goods and many other things. It takes a high order of wisdom to distinguish the difference between re- trenchment and economy in the man- agement of a business. Bad judgment in meeting compe- tition often occasions serious losses Proper selling in- | cludes a watchful eye for profit, 2) in business. [It is always proper ithe glad hand az oov addr Caemisery of Grix know what competitors are domme a ' en to take legitimate advantage ee i ee oe eee : = a7* a ? ¥ Sl A ABR ®, —_ - Don't Talk Toc Mack. Nf of? ie ial " # ° = Pe ae tien . . had heen & ~z We «= _ * ceil ll = 0 U. C. T. at Marquette i) rie Mararette. Apri 24— t Pee an a siete tor + radar * Tl ws - “g 2 shiriciet > se ae moe - mer Ir rs t i ak 3} . ms tn < Y t ' _ asking to 2 ¥ " iT. P. Council, } 36. at ee te Bi, oe Niner? >? = oe ie 22 a —— « ‘ { I -t T - Yr “i, - ¥ - - recor 5 the 2 tes on the ate he € t TY ¢ Y ~ si aia asl * eh Css ‘ . stliad t ¥ a, <@ year = e z ne Ae deiics 25 . . , . ‘ iq * israne + re + . - spare tne tm t A Weeler. Gras ies “Se - =. €sr ~ retar r z ¢ - r, Ger Execut 1 Toke A tS Ty M: rtin ¢ | + ~ - m2 - m s 1¥ T rs T T e No. 479. and Senior Counselor $ Sheffie f Englew d cage Vv 5 Mi r. ~ r (lao ana Vo S&S $ r cam 7 r Rapids. The Recept mimrtt ANI s r with automobiles, met ¢t 2 net 3:15 trains and the guests an r r ee : ae - + (enn Allee c bers were taken ra ru r , Waal Goads the city, t for sit t s Este Prison. The delecat was 1 a © tn , the door by Warden Russ ne shown thro ll parts th ing and the shops. The hich ; — was the next stopping p r ' 1 . + : Yer s — the party in the autor ' ot atten tide " photographed and then taken r drive around the beaut slan F . park of “Pres Fs ~ a in the evening was F y i Batter. Eggs. Poultry. Bears ard P at »f) > Neer - ¢ < © ” ig 7 tatoes at Buffaic Carlisle and th t w spr an for several candidates wh were es me rte ‘ : 23¢ r Waiting. The preiiminary OTK x etl quickly disposed of and a comm tee sent to the t t ring ° Grand officers an sitters to ¢t Council room to tness e t : Omer ion. It , 7 ' ever,’ with 3 At the cl B 1 farr Council enjoyed t drat $2 : yur ennai nnaeeemeeeme Marguette | we winte & - * Z comed the traveling men to Mar SES r ot te quette, Warden Russel offered ther > Zi te MICHIGAN TRADESMAN April 26, 1911 a] }} 5 ‘ Z ZF yy = e ~ —S es » FE 2 i“ 2 oe DRUGS*" DRUGGISTS SUNDRIES: “1 yy “i a , —-— fF | ! Mi a ae i Michigan Board of Pharmacy. President—Wm. A. Dohany. Detroit. Secretary—Ed. J, Rodgers. Port Huron. Treasurer—John J. Campbell, Pigeon. Other Members—Will E. Collins, Owos- so; John D. Muir, Grand Rapids. Next Meeting—Grand Rapids. Nov. 15, 16 and 17. Michigan Retail Druggists’ Association. President—C, A. Bughbee, Traverse City. First Vice-President—Fred Brundage: Muskegon. Second Vice-President—C. H. Jongejan: Grand Rapids. Secretary—Robt. mazoo. oe rr Riechel, Grand Rap- s. Executive Committee—W. C. Kirch- gessner, Grand Rapids; R. A. Abbott, Muskegon; D. D. Alton, Fremont: S. T. Collins, Hart; Geo, L. Davis, Hamilton. Michigan State Pharmaceutical Associa- tion. President—E. E. Calkins. Ann Arbor. W. Cochrane, Kala- First Vice-President—F. Cahow, Reading, Second Vice-President—W. A. Hyslop. Boyne City. Secretary—M. H. Goodale. Battle Creek. Treasurer—Willis Teisenring, Pontiac. Next Meeting—Rattle Creek. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-Presi@ent—O. A. Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. OQniclevy. Chairman: Henry Rtechel, Theron Forbes. Starting a Drug Store With Limited | Capital. This is something of which the writ- er does not approve, but as so many | get the “fever” and are determined to try it, a few ideas might assist them. Before opening a new store it is a good idea for a drug clerk to re- sign his position and do relief work for a while. This gives him an op- look around and hear see some good openings, and portunity to of and at the same time attend closing-out sales and the like, where some bargains may be found. About cation; very little can be said on pa- per, and the only thing that can be added is this: In a business section of a large town your chances of suc- cess are but at the time your chances of failure are great- er, 100. greater, same In opening you must give the public the impression that you have come | to stay—move over the store or as . ° . i near to it as possible, and thus avoid wasting valuable time traveling from | home to store. eral cause the store, be- not leave her mother or friends, you had better not enter business. from will miles away your wife The rent of a store constitutes an item of considerable expense, and ex- penses must be curtailed as much as clerk hire, The average pharma- possible, whether it be light or rent. cist pays too much rent to start with, in fact, he pays too much rent at any time. A drug store improves proper- drug store does not wear or tear the building like some other lines of business; a drug store is not a det- ‘vy: a good | a 102} If you must live sev-|a riment to the property, like some oth- er lines of business, and in consider- ation of these facts a druggist should not pay as much rent as some other merchants. Too much money is expended on the start for the soda fountain and uxtures, cash register, safe, etc., when it is really needed for stock; too much money is put into unneces- sary shop bottles. You need stock to do business with more than you do furniture and fixtures. If you are the only one in the store you can get along without a cash register; if you have a bank near you a safe is un- necessary. There are perhaps many little items in your house which could be used in the business, such as desk, chairs, oil stoves, cooking utensils, display tables, etc. To help fill up the va- cant appearance of the store you will ind that a gum machine, a weighing machine, and a circulating library, | which cost nothing, will be good addi- | tions. | He is, are, now |ready to spend the last few hundred dollars for stock. Go to the physi- |cians and get a list of medicines that they prescribe and purchase these first and thus be as well prepared for pre- scription work as your older competi- tor. Physicians frequently confine their prescriptions to a limited num- ber of ingredients. The writer has in ;mind physicians that confine their en- | tire practice to twenty or thirty drugs or perhaps you or chemicals. Centralize your buying to as few iheuses as possible and thus avoid too | many separate accounts. The regular | drug line should be built up before Thos, if a cas- }tomer asks for a bottle of ink, if you |do not carry it, they think none the you, as ink is not in your but suppose the same customer asks for paregoric and you stocking side lines. iless of lregular line: ido not keep it, they will form opinion of you. a smai! Put money in stock that will serve Thus: Fluid extracts can be evaporated into solid extracts and diluted and made into a great many other preparations. \ good variety of fluid extracts is de- sirable. There are a great many Na. tional Formulary elixirs which can be made by wide variety of purposes. adding one or two ingre- Tt is not nec- catry the same drug in “whole,” “cut,” “contusioned,” “ground” and “pulverized” forms: usu ally a little work with the iron mor. tar will eliminate some of these. Such preparations which contain a great {Many ingredients, as Warburg’s tinc- dients to a stock elixir. essaty to |} portant to ture, compound syrup of hypophos- phites, antiseptic solution, etc., had better be purchased, as it necessitates the buying of a great many ingre- dients to make a single preparation. Help from some friend in some cases 1S necessary in when the friend will go in with you on buying larger amounts, but where you are cempelled to buy alone, it is better to buy in small amounts, even if you have to pay a little more for your It is working as buying, while a clerk, to save all empty goods. also advisable, boxes that contained synthetic chemi- cals and get -2 tail drug husiness to sel! in the re- you a hal! ounce of each of the expensive ones. Being skilled in making tablet triturates, will enable one to do busi- ness with a small stock of these. In order that a small capital be spent where it is most needed, it is necessary for the first business month to write down each sale that is made or lost and thus enable the buyer to determine what stock is most needed. Now, there are a few things which not be economized, such as insurance, liquor licenses, Nationa! formulary Pharmacopoeia, Dispensa- tory, etc. some friend can Every store, no matter how small, should strive to have the largest as- sortment in town of some one thing, even if it is only cough drops or rub- ber nipples. Now, that the small store is open- ed, there is one point to pound hard m in all advertising, and it is this: “My store is new and everything is fresh.”—Meyer Bros.’ Druggist. —_222—____ The Evil of Long Hours. If we were asked to point out the one particular thing which does more than any other one thing to prevent the practice of pharmacy from becom- ing the agreeable, respectable and fairly profStable calling that it by tight ought to be, we hesitation would without name the almost univer- sal long week-day and Sunday hours which those who follow that calling seem to find it necessary to put in. The “theory” upon which the prac- tice of keeping the pharmacy open at unseasonable and based is that it is necessary in order to supply medicines for the sick: but there is net a pharmacist in the en- tire country who does not know this to be who not be tO admit af “put to it” that legitimate hours times is untrue, or would compelled all of the and dispensing of drugs medicines done by a score of average stores on Sunday and after the usual business hours on _ other days could be done by a single estab- lishment without unreasonably work- ing the employes thereof. The theory does not fit the facts, and we should either change the practice to correspond, or get another theory. No other calling, no matter how im- life and health, finds it necessary to prolong its hours of daily and weekly service to the extent that they are prolonged in the drug business. The theory that it is nec- essary for the druggist to do so is a fiction and a fraud. The real reason why the druggist works while other people are either sleeping or recreating is partly the force of long established custom, and partly the desire to capture the trade for other things than drugs and med- icines which he fears might go else- where if his store were not open at such times. What follows to the bow always bent, to the spring always upon the stretch, inevitably results to the brain and nervous system always up- on duty: all alike lose their elasticity, and the ability to render efficient serv- ice in the time of need. Here and there some adventurous spirits have broken away from their bondage, but their example and unan- imous testimony to the effect that they are better off financially has had but little effect upon those who are still in slavery. The latter still hold the nickels that come from soda and cigar sales so close to their optics that they can not see the dollars that might be gained by the possession of an intellect reinvigorated and a phys ical system restored by the proper amount of rest and recreation. Is it really worth while? Does it pay to give up health, family, com- panionship and the joy of living in return for the meager receipts from later hours and Sunday business? You will longer, ‘enjoy a broader horizon while living and die h richer and happier. f your fellow druggist persuaded to join with leave him to his bondage, live cs can not be you, then but do not be a slave yourself because he de- clines to be free—Midland Druggist. —_>+>—___ Advice To Graduates. The season for good advice to young graduates in pharmacy is now appreeching and valedictory address- es will be plentiful. Some of the ad- vice will be extended and given in flowery language; other speakers will be brief and to the point. Some wii! present ideals that are beautiful to contemplate; others will deal with every-day matters and give counse! which is likely to be heeded. After all, iz does not depend so much on the advice given as the disposition ot the young graduate to live a useful life. Extended rules of conduct are unnecessary for the average person of judgment and early training. We are reminded of the notice appearing on a college campus which reads something as follows: “The rules governing this campus are the rules of good behavior.” The young graduate who starts out in professional and business life with the expectation of conforming to the tules of good behavior in his relations with other citizens will find but lit- tle difficulty in obeying all of the rules and regulations influencing his call- ing.—-Meyer Bros.’ Druggist. +22 A recently developed demand is for smelling salts that are colored and put up in transparent bottles and retail in the better grades at 40, 50 and 60 cents, according to size or quantity or the quality of the con- tainers. Red, pink and green are the principal colors in which these salts are being popularized. April + abso MICHIGAN TRADESMAWN « WHOLESALE DRUG PRICE CURRENT Lopelin Ol 2abie Teter ye we Fania » mee Lyeoeundtun sa & ws arr “ay oe Bin mine —e- cl mac cnoas Macis Si TS tata ote Acidum Cupaiba ........ 1 75@1 55 | semae ae 36 Magnesia, Sulph. 3@ + Sane omer’ ' ' —_ Aceticum ....... 6@ 8) quphepae Lo ols oe e = se - yo — —s Sensoicum, Ger.. 10@ 18) 2 ron ...... hoi ok son mmaatagae c* on. SS < ae Boracie ...... i @ 12\Mrigeron ........ 2 35@2 50| Tolutan : @ W Mannia x F nea @ 3 a ™ - . - Carbolicum ..... 16@ 20) Evechthitos ..... 1 00@1 16| Prunus virg. @ ww Bee at . ao ee aa Citricam. ....:. «-- 456@ 50 : pa, . a : ~ a . wf —— - ' ” - Hydrochlor 3@ «5 Gaultheria ...... 4 30@5 90| Zingiber nde a w J te f [ae @ z i Nitrocum ....... 8@ 10|Geranium .... oz 75 | Tinctures ‘1 ~ . Oxalicum :::.::: 14@ 15] Gossippil Sem gal 70@ 75| Aloes 0 M a 3 iat ie oe , Phosphorium, dil. @ 15 S6@t %5| Aices & Mert Myristica, & > Acacia, — sts. @ 18] Valeriana, Ge r I6@ 2 ani rue’? EB pe ; u r me ,e w OTT} e Aenea, po ...... 45@ 63) Zingiber a : - | Carmine, No 4 24 35 Aloe, Barb Poy 22@ 25|Zingiber j ..-. 25@ 23) Carpnyilas ne Corner Ones and (Commerc + Aloe, Cage ...... @ 2 Semen Pr S 5 Aloe, Socotri @ 45) Anisum po 22 . @ i3 staceur y Amingwiace ...... 55 60} Apium (gravel’s 13@ 15) Centraria 3 Asafoeetida ...... 2 C0@2 20 Bird, ts ....-... 4@ 6\ Cera Alba : . Benzoinum ...... 50@ 55| Cannabis Sutiva 7@ $i Cera Pla S@ £ (; rey er Y iT pe?T ' Prepters es Catechu, Is ...-. @ a Cardamon ...... t0@ $§ r : a ‘ Catechu, %s @ Carui po 15 i2@ 1510 fever ger Struct Uedtacn Fb ux — Catechu, \%s .... @ 16| Chenopodiur a Larg ' HOLA me : = Camphorae ..... 60 6s Coriandr im a t = Euphorbium .... ( 40; Cydcnium .. 1 frus , Galbanum .... 1 00 Diote erix Odorate 32 35044 , Gamboge .. po.. 1 25@1 35} Foeniculum ..... @ 2 Gauciacum po 35 @ 35) Foenugreek, po . T@ ; ain } : , . , “ . . Mitio ..... po 45c @ tan ._... be 5 S| Corks list. less 7% Hazeitime & Perkims Dr z C4 Creat Ragpuis Vw MAABOe ooo oe see @ 1%} Lini, grd. bbl. 5% 44 %) Crensotum , 4 Myrrh . po 50 @ 45] Lobelia 134 r 4 7 ; —_ — — . . ai Omi .......-. 5 50@5 69] Phariaris Cana Sa 1 y Tn psessannsoenenenieenonnen a Sickhac ......... @a@ Shiva ......-.:. 5@ 6} Cre 5 } ic. Shellac, bleached 60@ 65) Sinapis Alba Sq 14 reta, Kobra Tragacanth ..... 90@1 09|Sinapis Nigra . Sq 1 dbear ~ Spiritus sprit 7 * of cia voments S'S we so| Cetin ! Who Pays for Aetna ..,.. 4 OT Ol greece 4 eke Se Le O Oo iy ae 1 25@1 5 oe — oz pk 9) Junipers Co 1 132 = a Lobelia ....0z pk 20 Sunipers Co OT 1 6342 1) Bron ie © ~ Majorium | 0% pk 28 Saccharum 1 Gna? * wrth “ aa a - o Mentra'Big ce pe = B/ Suvi” | ae 2 | ; Jur Advertising: Mentra Ver 0z a 51 Wi 1 % | Calla ._ a Bune o.2 0: OZ SO tres Cc + ous 4 ap lh — — . . Tanacetum re a nag hg . ye a ag a | NSW ERP Thymus V oz pK 25 Extra yellow sheeps sel tir Fr 3 aa & “Nectar the + got tye ° Set at Magnesia wool carriage .. @1 25 G 34% PET SeeT TS CECT BO BM CEMOome4;rs Calcined, Pat. .. 55@ 60| Florida sheeps’ wool ee ° Carbornate, Pat. 18 20 “carriage ----- & W@3 5 1a é ‘ r ar ¢ 4 Carbonate, K-M. 18@ 29|Grass sheeps’ wook _— sa 2 : “ i - - Carbonate ...... z carriage ..... @1 2 mq & . — Hard, slate use @i 96 a 2 a. Nassau sheeps’ wool a7 - Absinthium .... 50@38 00 carriage ...... 3 W@3 73 ey Amygdalae Sida 5a $5| Velvet extra sheeps’ » ¢g r ° rece *“f * Amygdalae, Ama 8 00 8 25 wool carriage .. G2 6 , 3 LO W be Be y Ss ( (jC Q A Ae) 2c. oe 1 90@2 00| Yellow Reef, for + a . ue aol a Auranti Cortex 2 75@2 8 slate use . ai 46 se wv oon coos. -. 2 Syrups g JROUEE osc eae . MOG .4...5.... @ yee ’ - . c - - CArvyoprrl ..... 1 49@1 50); Auranti Cortex a 6 Tai PR EMIL vi CHOCOL &, f E for BAK ING ORAe oo... 85@ 90) Ferri lod a osey he ! eco? 7 Chenopaan ...... 4 50@5 00/ Ipecac .......... @ %0 lodoform + o ——— set nial 2 Cinnamoni ...... 1 75@1 8 Rhei Arom ... @ 36 Lia gor Arsen et ine P r Conium Mae .... 80 99 Smilax Offis . Ma lod. ee & ‘ee See ae ore oom > a Citronelia ....... 06 70 Senega ......... @ % Lig Potass Arsinit 6g 12 Lo ‘iiciesiasaaiiiiiabiabiaieaan vil eter ssietsstntmanaataatnt MICHIGAN TRADESMAN April 26, 1911 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. Prices, however, are ADVANCED California Prunes Raisins Sugar DECLINED index to Markets By Cowumas Col A Ammonia ........22-:02 1 Axle Grease ..... aa nce 1 8B Baked Beans ....--..-- 1 Bath Brick .....-.---.- : Bluing : Brooms Brushes ......-s205 ico. Butter Oolor .....--+..> a ee 1 Canned Goods .......- 1-2 Canned Meats .......-- z Carbon O88 .....------ 2 Gr ee . eee C8 8 ee eo ee ss . ee ee : Chewing Gum ......... ; Cheoary |... ... + ---- ss (ipeoete .....---<----- 3 Clothes Limes .......-. Sie os eee 3 Cosme jc we ee 3 Coppa Shells .-...-.-.--- 3 ORES Qn c ki cn enn e a Confections .......-.--- 2 CVREREIS .. 5c eee 3 Cream Tartar ....-.->. 5 D Dorie Frujts. ......-.-> 5 F Farinaceous Goods .... 5 eo) ee ee ee ae aS 6 Fish and Oysters ......- 10 Fishing Tackle ........ Flavoring Extracts .... 5 ‘Qs ee 5 Fresh Meats .....-.-...- G eS icrain BARS ........-..-- 5 Grains ....--...-+2-se00 5 freee 6 Hides and Pelts ....... 10 J Mee oc os 6 L = SOGOVEe oc ke a eee 6 M Dintches ...........---» 6 Meat Extracts ........-. 6 Mince Mipats ..-..-.....- 6 Demaee 52. cs 6 DORTONN gc cha kee secs 6 N Nite ©... il Oo OPS 8 ge ee eas. 6 P Pines 6 ORS ok ce ce 6 Playing Cards ......... 6 PO re ee 6 Provaens .... 00.0 6k 7 R Bie 7 Salad Dressing ........ a ROUEN Cw ee eee i hee Meme ok... 7 ete q ett PIER... aes. s ce 7 Se 7 shee Blacking ......... 7 a ne 8 meee ct & Pe ke 8 Firmen... 8 PON a 8 Peeren |... 5-3. ea 8 Berns |. :. 5... 8 7 ae. ee 8 WOPRORR 48... ke wee 9 fom PIMeS ......-6.6: 10 oe 8. 9 Vv Wenemer «............... 9 Ww Wimkter: = ss... 9 Woedenware ........... 9 Wrapping Paper ...... 10 Y Wenst Cake ............ 10 .. TIC AMMONIA ARC Do 12 oz. ovals 2 doz. box 75 AXLE GREASE Frazer's Il. wood boxes, 4 doz. 1%. tin boxes, 3 doz. 3letb. tin boxes, 2 doz. 10T. pails, per doz... 15%. pails, per doz, 25tb. pails, per doz, .. BAKED BEANS 1tb. can, per doz. : 2%. can, per doz. ....1 Sih can, per dom. ...-.1 BATH BRICK Mneticn ...-.....-..... BLUING bo -1 DT me bo OO into Sawyer’s Pepper Box Per Gross No. 3, 3 doz. wood bxs 4 No. 5, 3 doz. wood bxs 7 Sawyer Crystal Bag Mine | .......----se- BROOMS No. 1 Carpet 4 sew 4 No, 2 Carpet 4 sew 3 No. 3 Carpet 3 sew ..3 No. 4 Carpet 3 sew ..3 2 Parlor Gem ......-.-- + Common Whisk ...... 1 Fancy Whisk ......... 1 Warehouse ...........- 4 BRUSHES Scrub Sold Back, 6 in. .-.... Solid Back, 11 in. Pointed finds .....--.- Stove No 8... ee; Rb 2B CS ces 1 No tf ........... 1 Shoe Nn 8 eo cs. 1 MO FT oe 1 Me 4 Le 1 Ne 8 Ce... 1 SUTTER COLOR Dandelion, 25c size ...2 CANDLES Paralime, GS ......-<.+ 8 Paratine, 128 ......... 86 WVtCHINE =... ......-.. 20 CANNED GOODS Apples i 3%. Standards .. @l [enon |... 3 20@3 Blackberries 2h 2. 1 50@1 Standards gallons @5 Beans Os 85@1 Red Kidney ...... 85 @ berime =. TM@1 War... 75@1 Blueberries Srendera ........... 1 Taree 8c 6 Ciams little Neck, 1th. 1 00@1 Little Neck, 2Tb. @l Clam_ Bouillon Burnhams % Of. ..--2 2 Burnham's pts. ......- 3 Burnham's qts. .-..... 7 Cherries Red Standards ........ 1 White ......... 34... 1 Corn Peir ......2....: 99@1 4 oe 3... 1 00@1 rancy .......... @i French Peas Monbadon (Natural) per Goe. ... 2... 2 Gooseberries No. 18 ...:........-2.. 6 Hominy SIMA 26 ck Lobster BO ce ee 2 mC 4 Pienic Tals .......:.: 2 Mackerel Mustam, pb. .......-. 1 Mustard. 2%. ..-....-. 2 Soused. 2461). ........ 1 Monee BI. ...-... 6.6 2 Tame: Oo | oes. 4. 1 Tomato, 2. ....:.-... 2 Mushrooms Horeig: .. 3... @ Buttons, %s .... @ Bulions, i= ..... @ Oysters Cove, 1th. ..... 8@ 90 Cove, 2tb .....1 65@1 ums Pinme ......... 1 00@2 No. 10 size can pie bom & Red Alaska ..... 1 I 15%, GOm...... 1 3% Dunbar, b%&s, doz...... 2 & ace ep eee. 1 wo 220. 1 25@1 CARBON OILS QHOAaO) Deodor'’d Nap’a | ~ mod bet DD OS bet BD et Civ reowe w ee Breakfast Foods Bear Food Pettijohns Cream of Wheat 36 2tb Post Toasties T No. 2 Post Toasties T No. kgs. 2 Apetiao Biscuit, 24 pk Malta Vita, 36 iIb. ...3 Pillsbury’s Vitos, 3 dz. Ralston Health Food Bo Sip. 45 Saxon Wheat Food, 24 BESS. ...-8 Shred Wheat Biscuit, Kelloge’s Toasted Corn Flakes, 36 pkgs in cs Voigt Corn Flakes .... Monarch bbl. § Monarch, 90 tb, sacks 1 Quaker, 20 Family Cracked Wheat Columbia, 25 pts, Snider’s pints Carson City ..... Ps @9983Q9d06 FED Ta pe we fe fk ek WDOD ION tm Swiss. domestic CHEWING GU American Flag Spruce Beeman’'s Pepsin Best Pepsin, 5 boxes 2 0 5 s 2 .. 56 Cocoanut Drops .......12 sees, Om Mate Coteent wots ae Sen Sen Breath Per’f 1 00) Cocoanut Hon. Fingers 12 Riitatean 2.000 55| Cocoanut Hon. Jumb's 12 Spearmint ............ §5| Coffee Cake ...... ++++-10 Coffee Cake, iced ..... il CHOCOLATE — AOPUIBDEUS 20... sea... 10 Walter Baker & Co.'s _ | Dinner Biscuit ........ 25 German’s Sweet ...... 221 Dixie Sugar Cookies |. 9 Premium ...-...+:..... Sli tamity Gookio ........ 9 TACAS Ca Se KAMA Shak ee Fig Cake Assorted ...12 Walter M. Lowney Co. | rig Newtons .......... 12 Premium, 4s ........ 30/ Florabel Cake | 2222222! 12% Premium, 8 ......... »| Fluted. Cocoanut Bar 10 CIDER, SWEET Frosted Creams ....... “Morgan's Frosted Ginger Cookie 8 Regular barrel 50 gal 10 00) Ronit Fanch iced... 10 Trade barrel, 28 gals 5 50 Ginger Gems ......._.. 8 # Trade barrel, 14 gal 3 501 Ginger Gems. iced .... 9 oiled, per gal. ....... 60 Graham Crackers ..... 8 ard, per eal. ___..... “2] Ginger Snaps Family . 8 _ COCOA . Ginger Snaps N. B.C. 7% DAKGrS (2.20002 ol. ‘) Ginger Snaps N. B. ¢. eeeveran@ .. 00.0050. 5) | 41 Sanuare 9 8 Colonial, MS ee 39 Hippodrome Bor ...... 12 Sotomal, is -:...... | 33! Honey Cake. N. BC. 12 Epps ...--.------.....- 42! Honey Fingers As. Ice 12 Maver 8 45| Honey Jumbles, Iced 12 Lowney, YS ......00.- 86] Honey Flake ......... 12% Lowney, 4S .......... 361 Household Cookies |... 8° cowney, MS ..- 6... 36] Household Cookies Iced 9 Downey Is ....-...... sei finnerial 2. 9 Van Houten; \s ...... 12] Jersey Lunch ........ 8g Van Houten, Ys ...... 20} Jubilee Mixed ......... 10 Van Houten, tes ...... a0\ Krehin Klips 60 25 Wan Houten, ts ....... Mel Gaodie ee 9 Webb .............0.8. 33] Lemon Gems .......... 10 Wilber, %s .......... -- 83]! Temon Biscuit Square 8 w ilber, Bee cee cy 32 Lamon Warer ........ 16 COCOANUT Fomose oo. Dunham's per Ti Mary Awh i... 5.5... 9 %s, Gib. cage ...... Marshmallow Walnuts 16 48, Sib. case ....... 28 | Molasses Cakes ....... 8 “aS. 15D. case ...... 27 | Molasses Cakes, Iced 9 = loth. cake .... 26 | Molasses Fruft Cookies Is, 15th. case ........ 25 Tee 11 aS & Ys, 15th. case 2642] Molasses Sandwich _..12 Scalloped Gems ..... 10 | Mottled Square ....... 10 Ms & 4s, pails ..._. 1442/ Oatmeal Crackers .... 8 uk, pale - 2... 13 Orange Genis -........ 9 Bulk, barrels ....... 12 Orbit Cake _....:...... 14 COFFEES, ROASTED Penny Assorted ....... 9 : Rio Peannt Gems ......... 9 Common). 1644] Pretzels, Hand Md.... 9 ae ee 16%] Pretzelettes, Hand Md. 9 Choice 17 | bretzelettes. Mac. Md. 8 Renee ei 18 Raisin Cookies .....__. 10 CADRE oe 19 | Gaisin Gems .......... 11 4 Santos Revere, Assorted ..... 14 Orem. 6c 17 Rittenhouse Fruit aair ....-. sec ceeseeees 18 Bisot .. 66s... 10 eReee 2.) 18 ie 9 OF ccc Sealloped Gems ....... 10 Penberry ...... |... Scoteh Cookies ........ 10 Maracaibo Spiced Currant Cake ..10 Fair Scene ee Be ewe a hice ek 19 Sugar Pingers ......-- a2 oneCe se Sultana Fruit Biscuit 16 Mexican Spiced Ginger Cake .. 9 holes ....... sereeseeeA9 | Spiced Ginger Cake Icd 10 PANCy 9 2 Suear Cakes ...._..... 9 Guatemala Sugar Squares, large eer gs. css ec ac ee Or Small .....--..... 9 Raney ..........)./.)) = Sunnyside Jumbles ....10 Java Buperha ooo 8 Private Growth ...24@29 Sponge Lady Fingers 25 Mandling ..... ----.-380@34 | Sugar Crimp .......... 9 Aukola ............29@31 Vanilla Wafers ....... 16 be - Mocha 24@26 Magerny =. 20g.) oe: 10 ort CAN ...c0e. -er oods Long Bean ........23@24 er ore © per doz. Sh. 0. G .......08t | atest Biscuit ...._.. 1 00 Bogota Anivaaig 602 1 00 Mar . 26202 0 Arrowroot Biscuit ....1 00 BARGY ....0..002.: 0. Baronet Biscuit ...... 1 00 Exchange Market, Steady| Bremmer’s Butter Spot Market, Steady Waters 1 00 Package _ Cameo Biscuit -..._... 1 50 New York Basis __| Cheese Sandwich ..... 1 00 ArpuekieG 6660. 20 20 Chocolate Drp Centers 16 mon... 5... pts eeeeees 20 50} Chocolate Wafers ..... 1 00 McLaughlin's XXXX Cocoanut Dainties ....1 00 McLaughlin’s XXXX sold] Dinner Biscuits ....... 1 50 to _ retailers only, Mail all] Domestic Cakes orders direct to W. F.| Faust Oyster .......... 1 00 McLaughlin & Co., Chica- hie Newton ...... | - 1 00 go. Five O’clock Tea ..... 1 00 Extract Prowama =o. 06. 1 00 Holland, % gro boxes 95] Gala Sugar Cakes . 8 Helix, % eress ....).-- 1 15] Ginger Snaps. N. B. C. 1 00 Hummel's foil, % gro. 85] Graham Crackers, Red : piuamers tn, ero: 1 4ST pape 1 00 CRACKERS Jonnie ...o..: Loe 8 National Biscuit Company] ].emon Snaps ...-.... 50 - Brand Marshmallow Coffee Butter Cake <2... .... 12% N. B. C. Sq. bbl. 64% bx 6 | Oatmeal Crackers ....1 00 Seymour, Rd. bbl 6% bx 6 | Old Time Sugar Cook. 1 00 Soda Oval Salt Biscuit ...... 1 00 N 8 C., bexes =... 6 Oysteretites = 625) .22.52 50 Belect -... 5 28... 84/ Pretzelettes, Hd. Md. 1 00 Saratoga Flakes ..... 43 |} Roval “oast |... 2. 1 00 mepayvrette ........... 13 | Saltine Biscuit ........ 1 00 Oyster Saratoga Flakes ...... 1 50 N. B. C. Rd. bbl 6% bx 6 | Social Tea Biscuit ....1 00 Gem, bbl. 6% boxes .. 6 Soda Crackers N. B. C. 1 00 Payet oo es bee bee see 8 Soda Crackers Select 1 00 Sweet Goods S. S. Butter Crackers 1 50 Amimaeis 20g. . . 10 Triumph Cakes ..... 16 Apricot Gems ......-. 12 | Uneeda Biscuit ....... 50 Atlaniees .........._.. 12 Uneeda Jinjer Wayfer 1 00 Atlantic. Assorted ... 12 Uneeda Lunch Biscuit 50 Avena Fruit Cake ... 12 Vanilla Wafers ....... 1 00 Brmbee 2.6. 11 \ater Thin Biscuit ..1 00 Bumble Bee .........; 10 Zu Zu Ginger Snaps .. 50 ATOR oe 9 wenenaek = = 2.06205 oo. 1 00 Cartwheels Assorted .. 9 In Special Tin Packages. Chocolate Drops ..... 16 Per doz. Choe. Honey Fingers 16 Pesane -2. 0.60352. 2 50 Chocolate Tokens .....2 50) Nabisco. 25c .......... 2 50 Circle Hemey Cookies 12 Mathisco. 8e =......5: 1 Currant Fruit Biscuits 12 Champagne wafer ...2 50 SiCreekmele ..2....2...; 16 Per tin in bulk Cocoanut Brittle Cake 12 Marpett® = 2.008 bey 1 00 Cocoanut Sugar Cake 11 |Nabisco ............... 1 75 Cocoanut Taffy Bar ..12 Resiice. ..... 3. .- Loose Muscatels es Ce & Loose Muscatels - Cr 7 L. M. Seeded 1 fp. 8@ 8% California Prunes ~~ L. M. Seeded, bulk .. 7% Sultanas. Bleached ...19 100-125 251», boxes. .@106 90-100 251: boxes. ois” 80- 90 25th. boxes. oii 70- 80 25th. boxes. .@12 60- 70 25tb. boxes. .@121, 90- 60 25tb. boxes. .@13 40- 50 25Ib, boxes..@13% 4c less in 50tb. cases FARINACEOUS GOODS i eans vied tig... 8 Med. Hané@ Picked ....2 25 Brown Holland ...___! 2 85 Farina 25 1 Th. packages <». 2? Be Bulk, per 100 Ibs. ....4 00 Hominy Pearl. 100 th. sack io. 2 96 Maccaroni and Vermicell: Domestic. 10 th. box... ap Imported. 25 th. box 2 5° Pearl Barley Chester 0020 3 7F Porpive 2.2 c.f 76 Peas a on bu, reen, Scotch, bu. .... Split, tb. . a Sa Past India German, sacks .....__. German, broken pkg. kgs. Minute, 36 pien. .. 4... 2 75 FLAVORING EXTRACTS Foote & Jenks Coleman Vanilla NO. 2 size 2 14 09 No 4 sige 2 24 00 NOUS size | (0 36 00 NO| S size 096i Coleman 4¢rp. Lemon 9 No. 4 size 1s i) No. 3 mre oe 2 00 1 0z. Oval -15 00 202 oval (220023) 8 20 a 0m flat 2 20 © 02. fat 108 00 Jaxon Terp. Lemon 102 Oval 2. 10 20 e Of OVA 16 80 4 oz. flat eee ccc... ee ae BS 0m fat 63 00 Jennings (D. C. Brand Extract Vanilla ’ Terpeneless Exract Lemon No. 2 Panel, per doz. 75 No. 4 Panel, per doz. 1 50 No. 6 Panel, per doz. 2 00 No. 3 Taper, per doz. 1 50 = 0Z, Full Measure doz, 1 25 4 oz. 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 09 4 oz. Full Measure doz. 4 00 No, 2 Panel assorted 1 00 Crescent Mfg. Co. Mapleine 2 Oz. per doz. |... 3 00 Michigan Maple Syrup Co. Kalkaska Brand Maple, 2 oz., per doz...2 25 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 19% GRAIN AND FLOUR Wheat Bed ae 83 White... 5 82 Winter Wheat Flour Local Brands Pees 4 70 Second Patents ...... 4 50 Siraieht ... |. ~ 419 Second Straight ...... 3 90 Clear 3 70 Flour in barrels, 25¢ per barrel additional. Lemon & Wheeler Co. Big Wonder %s cloth 4 15 Big Wonder %s cloth 4 15 Worden Grocer Co.’s Brand Quaker, paper ........4 70 Quaker, cloth ,........ 4 60 Wrykes & Co PPR is rr antigen AAS ean PEN qyprcr sere i A ST SEs 8 ae EEE Oe | ; i April 26, 1911 MICHIGAN TRADESMAS 6 Lemon & Wheeler Co. White Star, \%s cloth 5 40 White Star, %4s cloth 5 30 White Star, %s cloth 5 20) Worden Grocer Co. American Hagle, % cl 5 35 Grand Rapids Grain «| Milling Co. brunds Pury, £utenkt _.. 2... Seai OL Minimesota Ware fie... .... 4 Wizard Graham ......4 4U Wizard Gran, Meal ..3 4U Wizard BucKhWieal ... vw Rye 4 40) opring wwical riour AtUy Bakers Braud -4 50 vseeed BW ee ee GOluck urn, iamiuy 5 Uv lavaucii £10, vaners 4 9 W ISCUUSIN EY .....- oe Juusuu Grucci Cvu.s Branu AFEEECHOLG, See cc eccen coed ZU UcicCovula, 45 .--+ece eoeD LU CeEESOta, tm ..... coceed OY 4eibUl & wiecic: S biawu WO, Cc oe ecw ee o ou WV 1anOlG, gS occ cece ee oD DU ee ~oo 40 Worucu Giveer Uv. Ss Brau Laurel, %s cloth ......a Bu Laurel, 748 COOL ......8 10) Laurel, % & %#S paper 3 vt amures, 4S Cluil ......3 3U Vulgt Muuling Cv.s Branu Vogts Crescent .....-4 Wi vOIgts riouroigt Voigts Hygieiic Graham Voigts moyal .. erceet W Wykes & Co. Sieepy bye, 4s cloth..3 56 Dlecpy Myc, wS CiOth..3 4a) micepy mye, 42S cloth..d so elttpy Wye, %wS paper os do micepy hyt, 45 paper o se Watson- miggius mIIng Cv. rFerlection riour ......4 W tip Top BOGE .....6-.4 Guiden Sheat Flour ..3 30 marshalls best Flour @ ov Perfection Buckwheat 3 uv ‘Lip Top Buckwheat 2 sv} ww b UO) Badger Dairy reed 24 Alfaifa Horse beed Kafir Corn tieyie deeccdescoon ae Scratch Feed ..1 43 Meai pe is io = 2 . Boltea . Gran ulated eee Golden au st. Car Feed screened 23 ov No, 1 Corn and Oats 23 tv Corn, Corn Meal, coarse v Winter Wheat Bran Zs 3 Buffalo Giuten Feed sv ww Dairy Feeds Wykes & Lo. O P Linseed Meal -36 OU O P Laxo-Cake-Meal 33 0v Cottonseed Meal ..... 23 50 Gluten eed oa Brewers Grains .....23 Uv Hammond Dairy Feed 22 au) Milewe BORE 2.6... -es Zo Uv Oats Michigan carlots .... 36 Less than carivts ..... ud Corn i MAES 2c cw ue 5 Tos than car ots ay : 03 Fiay CarIOts ..2cccccereses Fe CR} Less than carlots ....18 Uw MAPLEINE bulUcs, per MOLASSES New Orleans fancy Open Kettle .. 42 2 Oz. uoz. 3 OU! WOO bo oe esi caee se 33) ee Clue lee. 22 ee cate noe 20 Half barrels “Ze extra MINCE MEAT Tae Chee ............ 2 & MUSTARD “ ©®. 6 me. ex .-...- le OLIVES Bulk, 1 gai. kegs i 10q@i é2v' Bulk, 2 gal. kegs Y%oq@i lu Bulk, 5 gal. kegs Yui vw Lunch, enneasosm ae Queen, Mammoth, 19 Queen, Mammoth, 23 Olive Chow, 2 doz, cs, PICKLES Medium m Barrels, 1,200 count ..7 73 Half bbis., 600 count 4 : 23 5 ey _— Small ecnceccccccscooes > ceetw ere ®t Half barr 5 gallon kegs .........1 Gherkins ‘BBs SUE g sss a Wwe oo ed SUT CFACKGG .......40 Oi * 122 Vai | Arm and Hammer | Deland’s | Dwight’s 7 PROVISIONS Barreled Pork Clear Back . iS 3@ Short Cut ._.........%&@% Short Cut Clear 16 TS meee ok 28 66 Brisket, r 2 dee Oe awaeales zs &W Clear Family sh O@ Dry Sait Meats S P Bellies i6 Lard Pure in tier ces S4@ I Compound fa: wane 3 30 tubs 60 Ib. tubs 50 Tm. tins 26 Ib. pails 10 %b. paiis 5 Ib. pails $ ib. pails advance i Smoked Meats Hams, 12 i. average. .14% Hams, 14 ID. average. .i4— Hams, 13 aver is Skinned Hams 14'4@ 15 Ham, owls California Hams Boiled Ham Berlin Ham, PGE -ccccwoscun - 6@iss oo eS - *& [iaver ...... nee t%e@ 3 Frankfort . -- #%%eQid WU genes 4 is Veal : es Li Peo _......-.. ~- Al Headcheese ies 3 Beef RO oo i ae i4 3 Rump, new “ i4 W Pig's Feet BO, soe eeseoens i @ % bbis.. 44 Tbs z & ig bbis . , 4 % 1 bbL ) 5 & Tripe Mites, 1 We, ..«-. ¥ % bbis., 49 hs i é 14 bbis., 36 Ibs. ... Se Casings Hogs, per Te. «+<--. is Beef, rounds, set ty ' Beef, middles, set . |; Sheep, per bundle + Uncoiored Butterine Solid dairy o---18 @i2 Country Rolls .....1i@i3 Canned Meats Corned beef, 2 Ib. 2+ @ Corned beef, 1 tb. i & Roast beef, 2 ib. . 2+ Roast beef, 1 Bm. - i & | Potted Ham, 43 -. Re | Potted Ham, %s ¥ Deviled Ham, %s . ee] Deviled Ham, %s ¥} Potted tongue, 4s ... 34) Potted — MM ocee § = Weney ...... 7 @T% 1SRREM «cee +e Sag Be ee rire 2403 3% i SALAD DRESSING Columbia, % pint 2% Columbia, 1 pint 46 | Durkee’s, large, 1 doz. 4 34 | Durkee’s, smail, 2 doz. 3 25 Snider's, large, i doz 2 33 Snider's, small, 2 doz. i 33 SALERATUS Packed 6@ ths im be Cow L. Guns eee oo, Wyandotte, 106 4s SAL. SODA ea bet Geo ee G0 < 7 €s >. = wet Soe | Granulated, b5is. ‘ to Granulated, 166 fs cs. 36 Granulated, 34 pkgs i 2 160 3 Ib. sacks .... 2 # 66 5 Th. sacks . 2% 23 16%% Th. sacks 2% 56 Tb. sacks . 32 23 TD. sacks .. iz Wa arsaw 56 tb. dairy im drii tags +# 23 1. dairy im drill tags 2 Selar Rock 156 '>. sacks .... +4 Common Granulated, fin- : Medium, fine SALT FIsH Cod Large whole .... Small whole Strips or bricks 3 Halibut Strips (dy bse iS Chunks 14 Holland Herring | Y. M. wh wp, bb YY. M@ wh. | Y. M. wh. he Y. M. wh. b BOGS cece Queen, bhis Q Lee7 i bt Queen, kegs ~ Mess ' he i & Mes $ B= i ~ mh am N > ho ‘ % he é A i tetisin bs y 7> Ths > He . i a og ss ce , Hs > a ce t 3 — & re ¥ ‘ SNUFF + t aalviers 2 ve 4 ar > ; — ‘ ad + Kirk & t ae he Zz 4 ai : att J io e ; 3a orig -— » Bet ae ; Y % sd 2 ‘ - i ” : 3 aa . wa tz oe & < 5 ‘* nl SS be "> The ae * at “ Z & em x Master. 7 * Mf i ax) Mottic oS £ re 4 2 Pd * ecrian Mette = 4 = E iil = mo - > i 9 « co oat ? “ $c2aG Powders ten Bow. 2 _— = = ee ts 3 Y e s oe 'Z ~ . " ~* « ~~, £ ae ; 3 ypoer. £ ayer ed Paprika, Hongaria Pure Groat « ice, Jamaica yes, Zanwiier awe Singer “erty af ogee = a en # é @& i%. gackages if 3%. package= i to ceckages 7S, bores eke ei vig vie ats _w co 2 ut TR me, My oe >t a ez a ce ww iet Michigan Magle 3¢> 15 ee ee 4 s Tee 2 RG z eg é + ae et et a nee Sie wl = eet y at prey em PO Oe Eoqese Beant x eS ae me a Bie &. 3 ° ee > om oe $ wx @Z + “ ie a ioe " " . z “ é — ~ iP) Mee “ % A sy uw é SEGA sat? im , “a ' (at apple “ater Sate Sa soaer gam Qe ww tite MOM MES pee * " _ xe | aM RR “aioe —_ il eae % a eee are Beare ae i 4 io i send > > Ww et Sad . ae + ~ of, im ee 3 nei » w oe Be a * hela an Satter > yew P ye ~ > eh, Sage € tes 4 fe 3 ete oe ee & 8 wt 3 gs se > = wee sl lig 26 wht ~ Gere E » & r _ et o a a ~ ee é ¢ oe ay whey * = * = oe "56 « ix ae: ee a toe Co Pym ds Si > * wih. a —* wate ikon s a a Sener ieee ites a S * & es = ‘ate + < ” ee ~ a of “ - * it oh. ” wt * pe w 3 a “ a e me Re BPO ete - * d a ge ota ; > a > ve 8 See la aeonemerg, a - - pws | Depeeg = we +S > - » a8 @ ae LD So ~ Fess > a # ie - 4 ot « i & # ly a gasv el SE £ = * < fi ” e 3 r > « % * een z ree Sel — on 2 - we s = a * ar a caP coer ‘ € e * a oy we) nl ath 1 Jey wae ee ca oy a Bone pet Bowe ec yan att = ee a . ~- “oss 490 FEL TS ~~ Same i= Gwe Be - - ~*~ = ae - “= » 3 # ok —_, = zs # we & ast i Zz ag = ——_ — “6 a s -"% aay = hl * ae oe a a & ie Ae ie ee le ee * w ; oe * ee * ow ses a Sets ae ta “ ¥ * ake int « pom Looe (gon Sh oo Si it elle tical “# ee ae “—— ie gee i OB wet MO ge, Sil ih * es ee a ae & ue ieee a ge - sis? ailige a Pe of a beroage 1 ail. - te eee. en - > ° ae oie i a « oe ® SS _— # il a ae ae ae a od > Cages, alti a age ae = eames: Salar” ~*~ a meet = Se i 2:0 ives mp “ween a a ommemgs * rio teks te * ——- aks tot ~~ power «6S tes 2own [oe Se > inne Aawet + SS — tier Be 1 &s* * me Sen FT iu 2 teen Fee sR awe ‘ss > Tere eee | ’= ~— oc Bele Dee | @ Bick) et tae s ty ; = S Sage ae lived .» wat rom '> “> ee ti ESE: ‘ wim OD ~~ itn ca eth tide “ ie a ie = ~ a mec to Ly Ss & ee 1 [meee o-e4 gp Therese aie — = aaa < % oo TEC & oery Som ger oe _ a’ * coe TC oe ~ oar ae ee ae oeget ise ’ te i eS cee de oeie ote saree ee , + Laat et ’ 7 ee ee Special Price Current MICHIGAN AXLE GREASE Mica, tin bomes ..75 9 00 | ¢ rareron ......... dd. «6 «00! BAKING POWDER Royal 10c size 90 %lb. cans 1 35) 60z. cans 1 90 tb. cans 2 50, &Ib. cans 3 75) lt. cans 4 80) sib. cans 18 00) 5Ib. cans 21 59) Wabash Baking Powder Co., Wabash, Ind. 80 oz. tin cans ........ 3 75 Se ox, tin Cans ....... 1 50 12 Of. tM Cans ........ 85 16 oz. tin cans ........ 75 a4 OF. tin Cane .......- 65 1) em: tin cans ....... 55 B om. ti cans _........ 45 * oF tin CAMS ........ 35 32 oz. tin milk pail ..2 00 16 ox. tin bucket ...... 90 11 oz. glass tumbler .. 85 6 oz, glass tumbler .. 75 16 oz. pint mason jar 85 CIGARS Johnson Cigar Co.’s Brand Ss tC WwW. £000 ists .:. 3 a Fortena ............. 33 Everinge Press .......... 32 Reeeminiar ..6 15... .. 32 Worden Grocer Co. Brand Ben Hur : Perrection .............-35 Perfection Extras ...... 35 ipngres: .) 2... BS lentvres Grang@g ......... 35 rremeere ... 230 Paes. es 35 Panatentas, Finas ....... 35 Panatetias, Bock ......:. 35 Jocmey (ab ............- 35 COCOANUT Baker's Brazil Shredded 10 5c pkgs., per case 2 60 36 10c pkgs., per case 2 69 16 10c and 38 5c pkgs mer CABS ....-..... 2 60 CLOTHES LINES Sisal thread, extra. 1 09 —. 72ft. 3 thread, extra..1 4 90ft. 3 thread, extra..1 74 60ft. 6 thre:d, extra..1 29 72ft. 6 thread, extra.. | Jute | ORG gc 73 | Foe, $0) ee 1 05 On ee 1 50) Cotton Victor aOf eee ee 1 10 fOr 6. 1 35 Us 16 i Cotton Windsor ‘a ol ee 1 30 Bere ee. 2. a4, | TO a 1 80} i me 2 00} Full line of fire and bur-| i{glar proof safes kept in| Cotton Braided stock by the Tradesman} of 1 35! Company, Thirty-five sizes | nt 95; and styles on hand at all} 6Oft ee a 1 65| times—twice as many safes} as are carried by any other| Galvanized Wire house in the State. If you| No. 20, each 100ft. long 1 90! are unable to visit Grand| | No. 19, each 100ft, long 2.10! Rapids and_ inspect the} line personally, write for} COFFEE quotations. Roasted | i SOAP Dwinell-Wrige Co.’s B’ds! | S "| Beaver Soap Co.’s Brand 100 cakes, large size..6 50} 5) cakes, large size..3 25] 100 cakes, small size..3 $5/ 59 cakes, small size..1 95} Tradesman Co.’s Brand Ta White Howse, it ._...... SVhite Horse, 2ib ........ i Excelsior, Blend, lib. ..... | Excelsior, Blend, 21b. ..... | Tip Top. Blend, 1tb. Royal Biend ....... -. 20V:E jJic Grade a ee oo Black Hawk, one box 2 50! Boston Combination ...... |Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 TABLE SAUCES Distributed by Judson} Grocer Co., Grand Rapids; TRADESMAN Be the Progressive Dealer in Your Town—Buy This Motor Delivery Wagon April 26, 1911 |Grand Rapids Electrotype Co. 1 Lyon St., Grand Rapids, Mich. Makers of Highest Grade Electrotypes by | all modern methods. Thousands of satisfied ; customers is our best advertisement. Also a complete line of Printing Machinery, Type and Printers’ Supplies. Quick Paper Baler Is Quick, Simple Compact Durable and Cheapest Costs only $20. Order today. Quick Paper Baler Co!\j Nashville, Mich. The Chase Wagons Simple in Construction Cheap to Maintain Easy to Operate Paar! Dependable and Durable hg Are rN RQ CN = Line to If you are alive to your || best interests, write for cat- || | alog of the Chase Complete j Adams & Hart Western Mich. Agents Grand Rapids, Michigan 11 Pearl St. — 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. Grand Rapids, Mich. Awnings Lee & Cady, Detroit; Sy-|Halford, large ........ 3 75 mons Bros. & Co., Sagi-| Halford, small ........ 2 25 naw; Brown, Davis & Warner, Jackson; Gods- | mark, Durand & Co., Bat-/} tle Creek; Fielbach Co.,| Toledo. | | FISHING TACKLE | Dt im 6 | tO 2 im, 2... 7| i2in 3... 9} Sse to 2 in. ......... 3... 11} MR ee ee ee 15] ee 20 | Me 4, Pet... 5 | No: 2 15 feet 8... Zt me S 15 feet .. 2... 9} Mo, 4. $5 feet _... 2... 10} T eee " | radesman Mo 6G, % feet .......:..1:} Me 7, 15 Feet 15} No, & 1 feet ...... 2... 18 Ne. 8, 15 feet ......... 28 Linen Lines | Smal el 20 | Bieaquim .... 26} =| Comper Bamboo, 14 ft., per doz. 55! Bamboo, 16 ft., per doz. 60! Bamboo, 18 ft., per doz, 80) Made by Small size doy. ...... 40 larpe size doz. ..:... 75 GELATINE Cox's, 1 doz. large ....1 BP Cox's, 1 doz small ...% 00 Tradesman Company Knox's Sparkling, doz. 1 25 Knox’s Sparkling, gr. 14 00 Meiben Ss 2... 1 50 Grand Ra i i Knox’s Acidu'a. doz. .11 25. pids, Mich. nto 75 | What Is the Good Of good printing? You can probably answer that ina minute when you com- pare good printing with.poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. It has the same effect on your customers, Let us show you what we can do by a judicious admixture of brains and type. Let us help you with your printing. Tradesman Company Grand Rapids | REIRSON TAA ae BER ER at RR ' ’ April 26, 1911 MICHIGAS TRAD ESMAS x eight years is . ie t goods, notio d mill j ai a * ve 1 , : ood | Me * outside att ‘ ; Tradesmar LISTEN, MR. MERC — AN i We are ready, right now. to building. profit produc ing advertising campasg that will increase your cash sales fr ther six times, dispose of old goods, ami leave your business in a stronger. healthier duticet ‘ before. ' Comstock-Grisier Advertising & Sales Co. 907 Ohio Building louscdo, Use (ser andi " i in Z ed nearer than ixt s room, just finished, ¢ Location first-class Wr dress No, 353, care Tradesn s + . — LIGHT STEEL 8, 12, 16, 20, 25, W. 34. 40 tha. per Sections, with Splices and Spikes inspection by Hildreth & Co., I neers, of New York City. : quality, furnished free facturers and can make UNITED STATES RAIL CO., Cumberland, Md or mi¢ ations uy CAaALIONS LOI western and northwester: tat : . shan Be of m t ; income if i Wa and stating what you ¥ We can get you a very @ Interstate Land et . charge of. a thri in g woodworking { t with a splendid future ,located the best towns in the W Pe timbe red section of the 3s Ww rit L. Watson, Abe rdeen, Was Wanted—Ice machine wit pracit about four ton ice. Must be good s hand machine and cheap. Cadili Me Market, Pontiac, Michigar 82 For Sale—Clean stock of z f fixtures in Grand Ra: , wit yr writ out building. Living rooms above. “the business requires quick gale. Act @q@uicx Address No. 361, care Tradesman. 41 Be sein g Michigan Tradesman Here is a Pointer | Yo and Indiana. We 330 ‘enh iy ow - i oe “ _ wud e eon ~ cin » » ie “372 MICHIGAN TRADESMAN April 26, 1911 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, April 24—The spot cof- fee market offers nothing new. It was hoped that with the sale of the valor- ized coffee there would come a turn for the better; but that stock seems to have been bought in by the syndicate there remains the same con- dition which has prevailed for some as time. All of the coffee to be allotted this year has now been sold—that is, the valorization stock—and_ dealers are hoping for some activity. There is a material falling off in consump tien and this is bound to continue. In afloat there against 3,191,055 bags at the same time last year. At the close Rio No. 7 is worth in an invoice way 1134@11%c. With stocks of teas not especially large, and with no new teas to ar- rive several we steady market and quotations are well India Ceylons especially and the situation seems rather to favor the seller. The cold weather which so general- store and are 2,378,875 bags, for months, have a sustained. are strong whole ly prevails all over has had a retard- ing influence in the sugar market and sales have smaller than were anticipated. As arule the rate is 4.90c ior granulated, with a tendency up been ward. This rate is said to be about 36 points below that of a year ago. Not an item of interest can be pick- ed up as regards rice. The volume of simply of everyday character and quotations are without shade of change. Good to prime do- mestic, 4'¢@45-2- Why the Mourning Garb? Passing along the street, especial- ly in the cities, we often meet men wearing light-colored overcoats wit! bands of black sewed on their sleeves. Possibly some dark overcoats have the same decoration, but, if so, it is not very conspicuous. The purpose. that showing there has been a death in the family, is very evident. Sometimes the wearer of the mourn- ing insignia chooses to have a deep band on his hat rather than on his ot arm. The custom seems to belong exclusively to no particular class of people nor is it confined to any na- tionalities. When we consider the origin oi this custom we wonder how its de- velopment has occurred. It is said that because of the poverty of some European peasants they were pre- vented from following the custom of their wealthy countrymen in wear- ing special mourning garments at the time of a death in the family. To partially follow the custom and yet avoid the larger expense the hab- it of using the mourning bands grew until it also became an established custom. It would thus seem that the wearing of the bands expressed the fact that the wearer was poor as well as that he was grief-stricken. The mourning band, as used in this country, is quite likely tc be the means of attracting attention to the wearer rather than calling forth our sympathy for his sorrow. We are re- minded of his conspicuousness rath- er than of his respect for his lost rel- ative. The custom appears to be oi little service for the purpose intend- ed and furthermore the use of it seems to have little warrant if the origin of the custom is considered. Mourning clothing, in general, is losing in popularity. It is being put in the class with obituary poetry and the stereotyped card of thanks for flowers received. It is well that it is so. We should encourage the cheerful rather than the somber wearing apparel. The phrase, “Brighten up” is becoming more popular as applied to what we wear as well as to what we surroun/ ourselves within our homes. What has been said does not call into question the sincerity of feel- ing among those who wear the em- blems of bereavement, but the wis- dom of this particular way of pay- ing respect to the departed. Osceola—John Carroll has opened a grocery store here. —__>--—____ Injury caused by carelessness is not remedied when you say: “I di not mean to,” nor are you absolved from blame and _ responsibility by those words. BUSINESS CHANCES. For Sale—New stock dry goods and shoes. Good _ business. Address = chant, care Tradesman. Ss General bakery for sale at Newaygo. Mich. Only one in town. Excellent busi- Box 191, Newaygo, Michigan. 374 ness, Mee ieaiac De © A Statement in Full That is what the user of 2 McCaskey Accoont Register gives his customers after cach purchase 3 y - “ *# * ft «eh ot. «hb el ae “ . “ “ ‘ E me time 6 ne ta? } - % ‘ i - . Ss eS i - ererint oat ow Ser eten “ ox — * . “ “ vn ot La. . Purse 584 gisirl oe S23 Fees SZ 3 2 ¢ é i Gail - ae : ¢ ie (SS DOOU-hee ping ‘fxg anc oe reer ote “wos Set fr rks Tras rr ME er ee TET a 3 oy * cen gy x - ‘i - os * es ote — sem, omy, lh GES @OU Ais a€its SOs eS i i z oo Et o* . record of his accounts and im the «ame Aand«rving 23 3¢ Bas. prevents fargetten i) we ao tot « ivnls ana * * — wow a ee . “ ow _ ° coe: Charges, (hat i. goes son oS oie erTs - bs ¢ c are x et # thaw arc & 2 where é - — . _— ee —_ 420i [aSte@T 1840 421i) Satie 2e 4 eile ) i #3 ih i ‘ ° aia ia an t, o. iis £ “ _ ‘ ‘ and is DOreter ted 222s PS oT Mayr 2 : oe > Pod ‘ ie £ o et 2 . 4. ial cll Deu wl i . . : — : aey 4 ¥ $i eth OT ter! ‘ (as 4 = eg +o £ é . E «t ae any insurance acjusterT Seventy thousand retail merchants are using the McCaskey System and tell us that it pays for itself severa CCAS times in the course of the first year it is installed. on The KFy Omg Bl meg Foner You don't have to wait until the man next door or on SYSTEM wou the corner has installed the McCaskey. Then it will be tx late. Act now! Please your trade by giving them a state- ment in full with each purchase. cut out useless 5ook- keeping and get more information about your busimess with Cr less expenditure of time, labor and money address anc The McCaskey Register Company Alican