Nec Sh Sh Se : ECE Oe oe CH Xe Yo 11 DY rte) Re Ig 2 | Gg E7 4 y: ‘| Pe aA. By PO PENS Ae ye N cn = SAL SES ETD: wae SES Crepe COMPANY, PUBLISHERS _ 7 SCZ aD BE? LIARS, EBS ROR OSL SF Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 4, 1911 px WSS ee eh — \y iG Number 1463 Little More and Little Less A little more cross and a little less creed, A little more beauty of brotherly deed; A little more bearing of things to be borne, With faith in the infinite triumph of morn. A little less doubt and a little more do Of the simple, sweet service each day brings to view; A little more cross, with its beautiful light, Its lesson of love and its message of right; A little less sword and a little more rose To soften the struggle and lighten the blows; A little more worship, a little more prayer, With the balm of its incense to brighten the care; A little more song and a little less sigh, And a cheery goodday to the friends that go by. A little more cross and a little more trust In the beauty that blooms like a rose out of dust; A little more lifting the load of another, A little more thought for the life of a brother; A little more dreaming, a little more laughter, A little more childhood, and sweetness thereafter; A little more cross and a little less hate, With love in the lanes and a rose by the gate. bbe What Have You Done? You are going to do great things, you say— You’re not quite ready to start, you say; But what have you done? If you hope to win You are going to win in a splendid way, The time to be starting is now—to-day— as others have won; Don’t dally, begin! You have plans that when they are put in force No man has ever been ready as yet, Will make you sublime; Nor never will be; You have mapped out a glorious upward course— You may fall ere you reach where your hopes are set— But why don’t you climb; But try and see. You are going to do great things, you say, You have splendid plans; Your dreams are of heights that are far away, They're a hopeful man’s— But the world, when it judges the case for you, - At the end, my son, Will think not of what you were going to do, But of what you’ve done. Experience has taught thousands that there is no economy in cheap, inferior YEAST. Use FLEISCHMANN ’S— it is the best—hence the cheapest. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Don’t hesitate to write us. You will get just as fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. Went to the Bottom of Things ALBANY, N. Y., June 24, 1911. MONEY WEIGHT SCALE CoO., 014 Broadway, Albany, N. Y. Gentlemen:—Replying to yours, asking how I like my oo MONEYWEIGHT ELECTRICAL SCALES, will say. About a year-ago I decided to equip my two stores with computing scales, not knowing which was best and hearing so much talk,-I decided to equip one store with DAYTON and the other with Toledo. After six months I found out which was the scale for me, the store equipped with DAYTON’S was making money, and the one equipped with Toledo’s was just holding its own, so it did not take me long to dispose of the Toledo’s and buy more DAYTON'S. Iam convinced you have the best scale both for time saving and accuracy. Yours very truly, HENRY A. STERNFELD, 177 Madison Ave., Albany, N. Y. OUR 1911 CATALOGUE IS JUST OUT, BETTER SEND FOR ONE Moneyweight Scale Co. _ ater ide can Direct Sales ° ate . . . or MASONIC TEMPLE. CHICAGO Offices ” All Dayton, Ohio Grand Rapids Office, 74 So. Ionia St. Prominent Cities Detroit Sales Office, 148 Jefferson St. Please mention Michigan Tradesman when writing Wiltnath, Show Cases Can be Had Promptly We are prepared to make immediate delivery in all standard lengths on our crystal all plate glass show cases, our narrow wood frame display cases, over lapping top dis- play cases with narrow frame, the narrow frame cases with straight marble bases and our bargain line of wood frame cases. We can offer you a choice of five separate and distinct lines of cases on any of which we can make immediate shipment in all standard lengths. We are carrying what is undoubtedly the largest stock of show cases a manufacturer ever had on hand. We aim to give the merchant the very promptest ser- vice, finest possible designs and the best quality that is to be had. Our trade mark illustrated above is your guarantee of this. Catalog and prices on application. WILMARTH SHOW CASE CO. 926 Jefferson Ave. Grand Rapids, Mich. Detroit Salesrooms New York Salesrooms 84 Jefferson Ave. 732 Broadway Chicago Salesrooms 233 W. Jackson Blvd. SNOWBOY oe, Wont hurt & Y your hands SVOWBOY [ SNOWBOY ~~ [nei more f Good profi ey We are telling YOUR customers about SNOW BOY Z7 Washing Powder every day. How much SNOW BOY have you in stock? Quick Profits 5 (Ck pctrepete Lah areal, Buffalo, N. Y. abe raw mak; givin of tl and these awak has | nae Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 4, 1911 Number 1463 SPECIAL FEATURES. = The Pullman Sleeper. 4. News of the Business World. 5. Grocery and Produce Market. 6. Mail Order Competition, 8. Editorial. 10. Saginaw Valley. 11. Detroit Department, 12. Butter, Eggs and Provisions, 13. Menace to the Horse. 14. Financial, 16. An Unprofitable Lie. 18. Successful Salesmen. 20. Window Trimming, 22. Behind the Counter, 24. Dry Goods. 25. Clothing. - 26. Parcel Post a Subsidy. 28. Woman’s World. 30. Hardware, 31. Constructive Campaign. 32. Shoes. 36. The Law of the Land. 38. Pioneer Wedding Tour, 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current, 44. Grocery Price Current. 46. Speciai Price Current. HAVE A COMMON DESTINY. The wholesalers and jobbers who took the Trade Extension Excursion into Northern Michigan last week, following the G. R. & I. north to Mackinaw, agree that the trip was enlightening to a degree and full of surprises. To those familiar with Michigan ways, which, of course, means everybody on the excursion, there was no surprise in the cordial hospitality that was shown at every stopping place. That was looked for almost as a matter of course, for Michigan hospitality is famous. There was no surprise that a spirit of friendliness should be shown by the business men, for this was but expressive of the relations that have existed between Grand Rapids and Northern Michigan for many years. Where the surprise did come in—and it was a surprise even to marveling— was in noting the evidences of growth and prosperity everywhere in evidence, the air of stability and the appearance of progress. The first Trade Extension Excursion out of Grand Rapids was into Northern Michigan over this same route. It was taken five years ago, and many of those ut last week had not been over the road since that first trip. How this town has improved was the comment they made at every stop- fing place, and they said it not out of politeness t> their hosts but in all sincerity among themselves. Towns which a few years ago had a sawmill! or two as their only excuse for ex- istence now have modern pavements, brick and concrete buildings, stone walks and handsome homes and show every evidence of being on the map to stay. Instead of sawmills there are now factories that make up the Taw materials into finished products, making the most of resources and giving employment to labor. Many of the towns have boards of trade and other civic organizations and these organizations seem thoroughly awake to their opportunities. There has been a wonderful development of Where a few years ago there were stump lands the farming interests. or unbroken forests are now farms and orchards, and hand in hand with this agricultural and horticultural de- velopment has gone the good roads movement. Many of the counties in Northern Michigan are far ahead of old Kent in good road building, and instead of making them weary what has already been done is serving but as an incentive to do still more. At nearly every stopping place the mer- chants had exhibits of apples, grapes, potatoes and other products of the farm, and the quality of the exhibits was a constant surprise to those who had not kept in touch with what Northern Michigan has been doing. A very marked difference in the spir- it of the people was also noticeable. A few years ago the average inhabi- tant of those Northern towns were inclined to apologize for themselves, their towns and _ their districts, but now everybody seems to take a strong pride in their surroundings, and this personal pride is backed by the jingle of coin in the pocket, and this jingle is more eloquent than words of prosperity and content- ment. The impressive lesson of the trip, as tead by the tourists, was that this North country is distinctly worth while, that while it may never be a district of great cities, it is bound to be a region of wealth, rich resources end large population. Its forests may some day be exhausted, but the farms and orchards will bring more wealth into the State and more last- ing and widespread prosperity than the forests ever dreamed of doing. In the early day, when the G. R. & L. was the only railroad penetrating the North, this country was dependent upon Grand Rapids for supplies by compulsion, but other roads now en- ter this region—roads that lead to Detroit, Saginaw and Toledo, and there are boat lines to Chicago and Milwaukee. The North is no longer compelled to trade here, and what has been impressed upon the Grand Rapids wholesalers is the importance of encouraging this trade to continue coming here, not through compulsion but by choice. This is not a one- sided proposition, however, and in many of the towns visited an appre- ciation of this fact was voiced by the speakers. Grand Rapids and North- ern Michigan are all in the same bag, with mutual interests and a common destiny. The growth of the North country will mean a bigger and bet- ter Grand Rapids and a greater Grand Rapids will mean better mar- kets, better business facilities and greater opportunities for the North. It was a happy omen that on the trip the stand together sentiments of the tourists were everywhere cordially echoed by the speakers representing the towns visited. ee AN ORDINARY ENIGMA. It is a mighty difficult thing to strike the happy medium set up for men by the philosophers, the psych- ologists, the students of and the multitude of men who have achieved success as masters >%f busi- ness. In a nutshell, the philosophers tell us, when they urge that we shall find ourselves and live our own lives, that we are to do as we like and never mind material results so long as we work no injury to the individuals and interest with which we are most in- timately associated: the psycholo- gists talk a great deal to us about our souls and their eccentricities al- ways warning us to have a care as to environment and to overcome. so far as possible, unpleasant hereditary characteristics, and the economists have built up a smooth faced inter- minable tower of “Don’ts” which we must scale successfully or economics stay down in the pit of despair forever. And there we are, facing a world which is critical and unrelenting in its regard of half success. while the business man who is knows no criterion but absolute suc cess. “Win and the world wins with you: fail and you fail alone,” phrase of a_ well-known aphorism which has been evolved by one 23f the most successful men of business in America. “It is the large potatoes which come to the top,” is another old saw, which has had its foil, “None shall tule but the humble.” “Whenever one 2f my salesmen be- gins to become conceited over his success in taking orders,” said a prominent jobber, “I begin to look around for a good man to take his place.” Then, when it comes to an anlysis as to what constitutes success, per- haps the most terse as well as the most clear definition is, “The secret of success is constancy to purpose,” given out by the late great Benjamin Disraeli. Thus the young man who _ lies awake nights trying to formulate a settled purpose is digging away at the very root of his success as a man. He has had singleness of pur- pose hammered into him at home, at school, at college and at the univer- sity; and yet, at the same time, he has had held up before him as mod- els to copy after the lives of men who have succeeded in business, in politics, in one or more of the sci- ences, in literature and socially; each successful is the para- man winning distinction in all >t those departments of human inter- course. Is it strange that there are so many men who get lost wandering dazed and hopeless through a mass so bewildering? eae END OF MURDER REGIME. The good people of the Pacific coast—that is, the people who d> not believe in continuing the crusade of coercion, incendiarism and mur der inaugurated and maintained by the trades unions—will rejOice over the defeat of McCarthy, the notori- ous trades union Mayor of San Fran Under McCarthy’s regime life was not worth living in the ‘Golden Gate city. A man CISCO could not get waited on at a restaurant unless he had six different union labels on his clothes and a woman could not get her shoes polished unless her shoes, stockings and garters bore the union label. in protest against the The man who uttered a word infamous methods of unionism was immediate- ly marked for the torch of the in- cendiary and the bludgeon of the assassin. The fi ght was a lone and bitter one and the union leaders called into play every argument and could inducement which cunning 1 suggest or depravity could com- mand, but the forces of law and or- der and good government wOn a re- markable victory over the cohorts of unionism and Much of the success of the better element is due to the fact that a World’s Fair is to be held in San Francisco in 1913 and that it was very generally understood that no one would think of visiting that city so long as union thugs and assassins held sway under the protec- tion and encouragement of union of- fficials. crime. emeesemmmmmmesiaeemmemnn ee A New Jersey man has utilized a modern invention and made it a great labor-saving device. He bought a vacuum cleaner for his wife to use around the house. He raises broil- ers for the market and conceived the idea of making the vacuum cleaner pick the feathers from the He set the machine to grinding at full speed, and rubbed the over a broiler. Even the pin feath- chickens. ‘ HOZZic ers were removed and no singeing needed. save the feathers, and in place of the bag to receive the dust he tied pillow casings to the receiving end of the tube. This plan worked well, too, and he can pick his broilers and make feather pillows at the same time. If his plan lowers the price of broilers the chicken man will receive the thanks of a grateful public. Then he thought he would THE PULLMAN SLEEPER. It Was Invented by a Grand Rapids Resident. Written for the Tradesman. Dwight K. Utley, a resident of Grand Rapids for many years, was a boyhood friend of George M. Pull- man and knew other members of the family well. Mr. Utley was the fa- ther of Jay D. Utley, of Grand Ray-- ids, and W. R. Utley, of the Max- well Company, Chicago. He was known by many old residents as the circulation manager of the old Grand Rapids Eagle and as a member cf the quartette that furnished music for the Park Congregational church nearly fifty years ago. Of the quar- tette only Mrs. Levancha Stone Shedd and George D. Herrick are now among the living. Mr. Pullman visited Grand Rapids occasionally and while here was usually the guest of Mr. Utley or of Elias Hall, a relative by marriage, who built the house which stands on the northwest corner of Cherry street and Jefferson avenue and occupied it a decade or more. Mr. Utley always evinced a lively interest in the welfare of his boyhood friend and regarded him as the only one of the Pullman family who would ever win a conspicuous place in the world of business. Theiz acquaintance commenced in Brocton, Chautauqua county, New York, where George M. Pullman was born, during the first quarter of the nine- teenth century. The family was a large one and the income of the fa- ther, gained mainly in moving build- ings, was hardly sufficient to cloth and feed the wife and children. At the age of 14 George left school and entered the employ of a small mer- chant, located in Brocton, as a sales- man. Two years later he moved to Albion, N. Y., where he joined his elder brother, Albert B. Pullman, a cabinetmaker, and learned the trade. In that period furniture was manu- factured by hand, machinery not hay- ing been developed for that purpose, and Albert B. Pullman was a master of his art. From the raw lumber he built the bedsteads, tables, chairs and also the coffins needed by the community. With his own hands he planed the boards, cut them § into dimension stock and constructed and finished the furniture he sold, but failed to earn more than a fair liv- ing by his industry. The little shop was a good school in practical me- chanics for the younger brother, and the experience gained while employ- ed therein proved of great value to him in later years. When George M. Pullman was 20 years old his fa- ther passed away. Meeting his friend, Utley, one day George remarked: “I realize that the support of my moth- er, brothers and sisters hereafter will fall almost entirely upon myself. I must find profitable employment. The wages of the ordinary salesman or cabinetmaker will not be sufficient. I must have a substantial income to enable me to carry my burden.” In the year 1853, at the age of 22, he entered into a contract with the State of New York, wherein he un- dertook to move buildings from the MICHIGAN route of the Erie Canal, which the state had determined to construct, in Niagara county. The work was in- telligently prosecuted and the youth- ful contractor realized a substantia! remuneration. When the state au- thorities paid to him the first in- stallment of $500 on account of the contract he remarked to his friend, Utley, “I feel like a millionaire.’ He used the old apparatus his father had employed in the same line of w rk Mr. Pullman moved to Chicago in the year 1859, and a short time after his arrival entered into partnership with a man namd Hollingsworth and engaged in moving and_ elevating buildings. The property owners of Chicago had resolved to lift their buildings out of the mudholes and swamps over which they had been erected and the work was prosecuted vigorously by the firm, the members of which acquired moderate fortunes as the result of their intelligence and their industry. About the same pe- riod Albert B. Pullman moved to TRADESMAN brought back the chairs.” Opening a number of gunny sacks he spilled tlie pieces on the floor and demanded that the chairs be rebuilt.” Dry kilns were not used in the period of the Pullman activities in Grand Rapids and most any kind of lumber was considered fit for use in the manufac- ture of chairs. The business of the firm did not flourish, and George M., realizing the improbability of his brother ever ac- quiring the ability necessary to place the undertaking on a paying basis, closed the shop and Albert moved to Chicago. During his residence in Grand Rapids A. B. Pullman occupied the house illustrated on this page. The wings have been added in compara- tively recent years. It is now the temporary home of the Misses Jones. The location is No. 168 North La- fayette street. A. B. Pullman loved social enjoy- ment and his kindly disposition and musical accomplishments won the Home of Albert B. Puliman, on North Lafayette St., when he resided in Grand Rapids. Grand Rapids. Aided financially by George M. Pullman to the amount of $7,000, he commenced the manu- facture of furniture, under the firm name of A. B. Pullman & Co. Or- der work wasa specialty with the firm and among the buildings furnished was the old county office structure, located on the northeast corner of Kent and Lyon streets. Cherry lum- ber was largely used in those days and the cabinet work and finishing were so good as to excite favorable comment. The Pullmans also manu- factured household goods, and the late C. C. Comstock, in an address before the National Association of Manufacturers of Furniture, some thirty years ago, mentioned their shop and an incident that caused con- siderable laughter. The firm sold 2 set of dining chairs to a farmer. Some time after the goods were de- livered the farmer appeared at the factory and Mr. Pullman exclaimed: “What are you back here for; what do you want?” The farmer replied, “I favor of many. He was a member of Barnhart’s band, an organization composed of such men as Dr. D. W. Bliss, Frank Sylvester, Mr. Wells (a banker), the brothers other musicians of prominence. Oc- Siegle and October 4, 1911 casionally the band turned out and serenaded popular citizens, and those so favored usually entertained the band with wine, cake and cigars. The inhabitants of Grand Rapids fifty years ago looked on the wine when it was red more tolerantly than their descendants do, and when members of the band imbibed too deeply the incident was scarcely noticed or commented upon. One night during a tour of the residences of the lead- ing citizens the band halted on the lawn of Warren P. Mills, on the southeast corner of Wealthy and Madison avenues. The favorite “Pop Goes the Weasel” was played, great- ly pleasing the fat, jolly, noisy Mr. Mills and his family, after which the musicians were called into the house to “have something.” Wine was drank, another number was played and then Mills exclaimed, “Have some more.” Another composition was played on the lawn and then the guest so hon- ored insisted upon a return to. the house for the purpose of taking oa some more wine. Pullman became somewhat “befusticated” after the last round had been put under the belts of the musicians, and throwing his arms around fat and noisy Mills he confidently remarked: “Shay, don’t you think the wine we drank here is much better than the wine old Mills gave us?” On account of his mechanical! ability it had been supposed by many that A. B* Pullman was the inventor of the Pullman palace sleeping car. The writer lived in the city of Chica- go in the year 1864 and remembers distinctly seeing on many occasions the first sleeping car built by the Pullmans. Above the car windows on each side was inscribed the words: “A. B. Pullman Palace Sleep- ing Car.” In the body of the car be- neath the windows appeared the words, “Pioneer A.” On account of the above inscription it may be pre- sumed that George M. Pullman used it to please his brother or as an ac- knowledgment of the mechanical skill he had contributed toward the construction of the car, which cost the builders $18,000. The Pullman cars of the present cost $25,000 and upward. A study of the encyclopedias lend support to the impression that the biographers of the past did not ac- WoRDEN GROCER (OMPANY The Prompt Shippers Se, eget ea eet amma te eee accents A. i nespemaerecetenaitersmee October 4, 1911 cord much importance to the Pull- man family. The father and mother are not mentioned in the four vol- umes examined. Only George M. and James M., two of their five sons, were deemed worthy of men- tion. George M. Pullman’s attention to the problems of providing sleep- ing accommodations for travelers was aroused in 1859, when he converted two common coaches of the Chicago, Alton & St. Louis Railroad into sleep- ers. These lacked the conveniences and many of the means of comfort pro- vided in the cars that have since borne his name, but they supplied a necessity for the time being. Travel by rail at night in the common day coach was an experience one would not soon forget. In the month of August, 1862, the writer was com- pelled to take a Rock Island night train running from Chicago to Rock Island, Illinois. Leaving Chicago at 8 o’clock the heavily loaded train pro- ceeded slowly over the prairies and through the little towns located at variable distances on either side of the track. The weather was very hot, the air was filled with dust and the jolting and swaying of the loose- ly coupled cars tested the nerves and the patience of the travelers. Be- coming weary the children cried, the mothers fretted and men either walk- ed the aisles and grumbled or curled up in the seats as best they could and snored. It was a very unpleas- ant night and when the train reached Rock Island, the terminus of the line, on the following morning at 3 MICHIGAN TRADESMAN o’clock the passengers were physical- ly exhausted. How different are the experiences of the Pullman car trav- elers of to-day! The first Pullman car was built in 1864 and in 1867 Mr. Pullman organized the great cor- poration that later gained almost a monopoly of the sleeping car busi- ness. George M. Pullman was an able financier and the corporation was very prosperous under his manage- ment. To show the profits of the business it is only necessary to state that in a single year, upon an in- vested capital of $4,000,000, the com- pany earned and disbursed $2,000,000 in dividends. The town of Pullman was planned and built under his di- rection and he became an important factor in the building and operation of the metropolitan elevated railway in New York. Under his manage- ment the Wagner, Mann and other sleeping car interests were absorb- ed by the Pullman Company. Mr. Utley occasionally visited Mr. Pullman in Chicago, and remember- ed meeting him soon after the opera- tion 2f his cars was undertaken. He was then occupying a suite of small illy-furnished offices, reached by many stairways, in the top of a busi- ness building. A year or two later a store on the ground floor of the old Tremont House, on Lake street, was leased for offices, which Mr. Utley regarded as an evidence of marvelous progress. Still later, when he sought his old friend in the great Pullman building, where he was obliged to send in his card and Absolutely Pure The only baking powder made from Royal Grape Cream of Tartar NoAlum, No Lime Phosphate finally to pass a line of guards and lackeys to reach the sumptuous apartments of the builder of the great corporation, he could hardly believe such luxuries were obtainable in this world for persons who did not wear the crown of royalty. In an exceedingly entertaining book published several years ago, en- titled, “Elements of Transportation,” the author, E. R. Johnson, devotes a paragraph to Mr. Pullman, a_ sen- tence of which follows: “George M. Pullman did more than any other in- dividual to increase the comfort >f travel.” The task of managing his great business was not an easy one. In a letter to the writer concerning the patents acquired by the Pullman Company, Edward B. Moore, the Commissioner of Patents (a former resident of Grand Rapids), stated that their number was several hun- dred. They covered the inventions used in the Pullman sleeping, draw- ing room and dining cars and their care and application were but one of many duties Mr. Pullman assum- ed and carried during the greater part of his life. Holy writ commends the business of men engaged in feeding, lodging and protecting the wayfarer. Looked at from that standpoint was not George M. Pullman a public bene- factor? In conclusion, it might be well to add that Rev. James M. Pullman was a minister of the Unitarian faith who had charge of large congrega- tions at different periods in Troy and * ALL grocers should carry a Full Stock of Royal Baking Powder. It always gives the greatest satisfaction to customers, and in the end yields the larger profit to the grocer. New York City. editor of a magazine that represent- ed the interests and advocated the theology of his sect. S. H. Ranck, who resided in Bal- timore a number of years before coming to Grand Rapids to take up- on himself the direction of the Ryer- son Public Library, states that Rev R. M. Pullman, a Universalist who lived in Baltimore, was a brother of George M. Pullman and that he us- ually spent his summer vacation pe- riods at the castle of the latter on Pullman Island, in the River St. Lawrence. George M. Pullman died in 1897. Arthur S. White. —_2<-.—___ Pineapple Growing in Florida. It is reported from Florida that growers in the pineapple section of the east coast will bend every effort during the next year or so to revive the industry and bring their crop into the front rank among the prod- ucts of the state. Growers are giv- ing more attention to their fields than formerly and this season’s crop is reported to be far superior in quality to those of several years past. New activity is seen in the pineapple fields and quantities oi slips have been imported from Cuba, which will be planted at once. ——_--- Wars do not settle anything; the things settle themselves after the wars are over. —>+>__ lear, as they say of fire and water, is a good servant, but a hard mas- ter. He was also the ye aoe i iH reso ssa she ea oso hanna RUN hls et ai spine a vi MICHIGAN Aan r / [ i ccc Movements of Merchants. Grand Ledge—Richard Hamlyn has opened a meat market here. Belding—Guy E, Alexander has en- gaged in the shoe business. Sand Lake—Ed. Cullom has engag- ed in the grocery business. Alma—J. Barney has engaged in the furnishing goods business. Gaylord—James Kennedy has en- gaged in the grocery business. Bellevue—Henry Hoeflinger engaged in the bakery business. Adrian—Lloyd Finch succeeds Hen- ry Pries in the confectionery business. Nashville—Will Hoisington has sold his laundry business to Harry Fuller. Arcadia—Mrs. A. M. Curtice has engaged in the bazaar and millinery business. Detroit—J. Mawhinney has engaged in the bakery business at 1743 Wood- ward avenue. Westphalia—Louis J. Wieber has purchased the harness and implement stock of Mathias Spitzley. Nashville—W. M. Humphrey has sold his carriage and wagon business to Silas Endsley, of Hastings. Durand—Jones & Healy have dis- continued the grocery business and the store occupied by them is being vacated, Battle Creek—Liger & Cook have sold their confectionery stock to Spaulding Bros., proprietors of the Period cigar store. South Haven—W. E. Stufflebeam and sons, Gerald and Ward, have formed a copartnership and engaged in the meat business. Eaton Rapids—Mrs. Dora C. Reyn- olds has opened a branch millinery store at Onondaga with Mrs. Grace Stringham in charge. Sparta—Amidon Bros. have _ pur- chased the warehouse of A. H. Meek- er, and will be in the market for all kinds of farm produce. Boyne City—Joseph Flint has sold his grecery stock to L. E, Crandall, of Charlevoix, who will continue the business at the same location. Lowell—L. F, Severy has sold his stock of tinware to the Scott Hard- ware Co., and his tools to the W. C. Hopson Co., of Grand Rapids. Woodland—G. C. Garlick has sold his stock of general merchandise to Hiram E. McComb, of Big Rapids, who will take immediate possession. Middleville—The store formerly oc- cupied by W. W. Watson with a gro- cery stock will be occupied by John H. Doak with a dry goods and shoe stock. Kearsarge — Geo. Demeter and George Longyel have formed a co- partnership and engaged in the gro- cery busines under the style of Dem- eter & Longyel. has Detroit—C, F. Hartman, who form- erly was in the business on the cor- ner of Woodward and Alexandrine, has opened a sanitary grocery at 2322 Woodward avenue. Lake Odessa—O. A. Lapo has pur- chased the interest of John Griffin in the hardware and furniture stock of Lapo & Griffin and will continue the business in his own name, Detroit—The American Fur Co, has been incorporated to deal in furs, with an authorized capital stock of $5,000, of which $3,000 has been sub- scribed and paid in in cash. “Grand Ledge—Miles E. Stark has . severed his connection with the Carm- er Clothing Co. and formed a co- partnership with Dr. B. D. Niles to engage in the clothing business. Bad Axe—A new company has been organized under the style of the Or- ton & Brierton Lumber Co., with an authorized capitalization of $10,000, of which $7,000 has been subscribed and paid in in cash. Bear Lake—William Ebert has bought the business of the Arcadia Clothing Co., and will tarry it on at the same stand. J. A. Robertson has been retained as manager and Fred Smith as a traveling salesman. Linden—Gamber’s vacant store in the postoffice block is being fitted up for a clothing store and has been rented to Arthur Dumanois, of Buf- falo, N. Y., who will put in a stock of clothing and men’s furnishings, Owosso—The grocery firm of Nut- son & Lathrop has been dissolved, Mr. Nutson retiring. Mr. Lathrop will continue the business. Mr. Nutson states that he expects to soon re-enter the grocery business in this city. Eaton Rapids—H. L. Boyce, who purchased the half interest of his part- ner in the candy and bazaar business of Boyce & Stoddard, has moved the stock from the Vaughan building to the former place of business in the Stoddard building. Brighton—R, J. Lyon has sold his store building and shoe stock to Rob- ert Phillips. After being in the shoe business thirty-seven years Mr. Lyon thinks it is about time that he quit. He will continue his clothing business in his east store. Detroit—The five-story brick build- ing, 187 Woodward aevnue, recently vacated by the Central Drug Co., has been leased for a period of ten years to the Washington Suit & Cloak Co., of Indianapolis, which will soon take possession of the premises. Detroit—The H. F. Dieterle Co. has engaged in business to carry on a wholesale and retail flour and feed business, with an authorized capital stock of $10,000, of which $9,600 has TRADESMAN been subscribed, $4,800 being paid in in cash and $4,800 in property. Detroit—A. J. Fellman, dealer in boots and shoes, has merged his business into a stock company under the style of the Fellman Shoe Co., with an authorized capital stock of $7,500, of which $6,500 has been sub- scribed and paid in in property. Eaton Rapids—George Muir, of Hastings, will soon begin the construc- tion of a two-story brick business block, which will add materially to the appearance of the city’s business dis- trict. When the building is completed Mr. Muir will establish himself in some line of retail business. Freeport—F. E. Deming has sold his general stock to F, R. Everhart, who was formerly engaged in business here with H. I. Miller. Mr. Deming will take a much needed rest, as he has been engaged in the mercantile business almost continuously for over thirty years, conducting a store at Linden, until about twelve years ago, when he moved to his present loca- tion. Caro—Mrs. M, H. Smith has been appointed temporary administrator of the estate of her husband, who dis- appeared some months ago and has since been missing. She has taken possession of the store at Wahjamega and the stock, which has been in- ventoried by John Herman and Frank St. Mary. Ernest Beyette had been conducting the business, as directed by Mr. Smith. Detroit—A. Krolik & Co, R. P. Smith & Sons Co. and Burnham, Stoepel & Co. have filed a petition to have Charles Hamburger, dealer in dry goods, boots and shoes at 701 Hastings street, adjudicated a bank- rupt. They have claims against him as follows: A. Krolik & Co., $265.54, R, P. Smith & Sons Co. $272.55; Burnham, Stoepel & Co., $31.58. Earl Lovejoy has been appointed receiver. Olivet—H. E, Green has sold his grocery stock to Wm. Lane and Chas. Montague, who will continue the busi- ness under the style of Lane & Mon- tague. Mr. Lane has had a long and varied experience in the grocery busi- ness. For several years he conducted the Ainger store at Olivet Station; he also conducted the branch store of Lamb & Spencer at Kalamo, and has worked for Mr. Green in the Olivet store, Manufacturing Matters. Lansing—The Lansing Wheelbar- row Co, has changed its name to the Lansing Company. Detroit—The capital stock of the Smith & Baldridge Machine Co. has been increased from $50,000 to $90,- 000. Detroit — The Michigan Leather Packing Co. has engaged in business with an authorized capital stock of $8,000, of which $4,000 has been sub- scribed and paid in in cash. Cheboygan—A new company has been organized under the style of the Cheboygan Cider & Vinegar Co., with an authorized capital stock of $10,000, all of which has been sub- scribed and $1,000 paid in in cash. Kalamazoo—The G. T. Eames Co. ° October 4, 1911 has engaged in business to manufac- ture and deal in machinery, tools and power equipment, with an authorized capital stock of $15,000, of which $10,000 has been subscribed, $5,000 being paid in in cash and $5,000 in property. Lowell—T. F. Doyle, who is. al- ready a stockholder in the King Mill- ing Co., and the Lowell State Bank, has purchased the interests of Charles McCarty in both of these enterprises. Mr, McCarty will retain his position as President of the Bank, however, until the annual meeting. Muskegon—A new company has been organized under the style of the Christie-Collar Manufacturing Co., for the purpose of manufacturing and dealing in baking powder. The com- pany has an authorized capital stock oi $10,000, of which $5,000 has been subscribed and $1,000 paid in in cash. Hartford—G. W. Schopbach, of Dowagiac, has purchased the Hart- ford creamery. He has also purchased the equipment of the Keeler creamery which he will combine with the local plant making it a thoroughly modern creamery. Mr. Schopbach has been engaged in the creamery business at Dowagiac for seven years and will continue to operate that plant as well. Saginaw—That the retail price of brooms may be boosted in the im- mediate future was the announce- ment made this week by Superinten- dent F. G. Putnam, of the State In- stitution for the Employment of the Blind, located here. He says raw broom corn, through a failure in crops in Illinois, Oklahoma and Kan- sas, has been raised so high that it is almost prohibitive to buy what corn there is to offer and brooms will retail at from 45 to 75 cents each. The State institution has a five months’ supply which was bought before the crop failure was made known. —_— 2-2. There has been a great deal of talk about trial marriages, but out in an Illinois town a good woman refused to let her daughter get married until there was a “trial courtship.” She had the young man come and live in the home of the girl’s parents for three days, during which time the girl did the work, cooked the meals and stud- ied her fiancee. Meanwhile the young man was to watch the girl. The young woman purposely delayed a meal, just to see if her fiancee would become impatient. She tried him in many ways to test his tem- per, but before the end of the second day he declared he wanted to marry her at once. The test was not a per- fect one, for each knew the other was observing everything done, and each was striving to please the other. Aft- er all, no test can be made that will tell whether or not a couple can live happily together. Many times it is the fault of the clerks that they do not know about the new goods in stock. Many times, too, it is the fault of the proprietor who takes no pains to keep his help informed. ——_.--.—___. Fame is something which must be won; honor only something which must not: be lost. October 4, 1911 MICHIGAN TRADESMAN OCeeny G ghee ‘ . HNN: rit! The Produce Market. Apples—Wagner, Wealthy, Maiden Blush and Twenty Ounce Pippin fetch 60c per bu.; Pound Sweets, 75c per bu.; Snows and Jonathans, $1 per bu. All varieties of winter apples are beginning to come in. Bananas—$1.50@2 per bunch ac- cording to size and quality. Beets—60c per bu. Butter—The defeat of reciprocity is given as the reason for an advance of 1@2c in creamery grades. There is an active consumptive demand for all grades and the receipts are hardly up to usual for the season. Another reason for the advance is the fact that the foreign supply of butter is short, and countries abroad are therefore drawing on Canada, which is firm and high. It is expected that prices will hold quite firm from now on, as re- ceipts are usually smaller during the fall months. Local dealers hold No. 1 creamery at 27c. They pay 23c for No. 1 dairy and 1%c for packing stock. Butter Beans—$1 per bu. Cabbage—$2 for small crate and $2.25 for large, Carrots—60c per bu. Cauliflower—$1.50 per doz. Celery—i18c per bunch for grown. Citron—75c per doz. Cocoanuts—60c per doz. or $4.50 per sack. Crabapples—Hyslips, $1.25 per bu. Cranberries—Early Blacks from Cape Cod command $2.50 per bu. or $6.75 per bbl. Eggs—The market has been gradu- ally working higher and prices ad- vance about 1c a week. The cool weather has increased the demand and receipts show a very small percentage of loss in candling. Local dealers pay 21c, loss off del. Grapes—Wordens, Concords and Niagaras, 10c for 4 fb. basket and 12c for 8 tb.; Delawares, $1.75 per doz. for 4 tb. basket; Wordens in bulk com- mand $1 per bu. Green Corn—15c per doz. Green Onions—15c per doz. Honey—16@17c per fb. for white clover and 15c for dark. Lemons—California, $6.25 per box; Verdellis, $6, Lettuce—85c per bu. for leaf; $1 per bu. for head. Nuts—Ohio chestnuts, 16c per fb.; hickory, $1.75 per bu.; walnuts and butternuts, $1 per bu. Onions—90c per bu. for home grown. The market is strong on ac- count of light crop. It looks as though prices would be higher. Oranges—Late Valencias, $4.25 for 96s, 250s and 288s and $5 for 150s, 176s and 200s. home . Peaches—Smocks, $1.25@1.50 per bu. Pears—Sugar, $1 per bu.; Duchess, $1.25 per bu.; Clapp’s Favorite, $1.25 per bu.; Keefers, 75c per bu. Peppers—20c per doz. for red; 60c per bu. for green. Pickling Stock—20c per 100 for cu- cumbers; $2.50 per bu. for small onions. Pop Corn—$1 per bu. for ear; 5c per tb. for shelled. Potatoes—75@80c per bu. Poultry—Receipts are heavy, one Grand Rapids dealer having shipped nine cars last week and four cars so far this week. Local dealers pay 10c for broilers, 9c for springs and fowls; 5c for old roosters; 10c for ducks; 8c for geese; 12c for turkeys. Quinces—$2.50 per bu. Radishes—15c per doz, Squash—30c per bu. for crookneck; 1%c per tbh. for Hubbard. Sweet Potatoes—$2.75 per bbl. for Virginas and $4 for Jerseys, Tomatoes—65c per bu. for ripe and 50c for green. Turnips—50c per bu. Veal—Local dealers pay 6@11c. re Phil Fuller, who recently purchas- ed the Hervey lot, on the corner of Commerce and Louis streets, will erect a six-story building thereon as an addition to the store now occu- pied by the Ira M. Smith department store. When it is completed, the Smith Co. will occupy the new build- ing with its grocery department, re- linquishing the Ionia street store uow occupied by that corporation. -_—_-_2sco2a_____ Herbert E. Brown, traveling sales- man for the Saginaw Valley Drug Co., and Miss McLean, of Saginaw, were quietly married late last week. They will reside in Saginaw. —_~++>—___. The Economy Automobile Co. has changed its name to the Overland Company and increase@ its capital stock from $12,500 to $22,500. ——_s-+2___. The Richards-Wilson Pipe Cover- ing Co. has increased its capital stock from $5,000 to $30,000. so. Bixby & Bixby, dealers in bazaar goods .at 686 Madison avenue, have discontinued business. —_---.—____ Mathews & Theoputos, confection- ers at 118 Canal street, have discon- tinucd business, — 732s The penalty of fame is the kind of people who name their children after you. ——_.-2.-.——__ Of course, it is better to recline in the lap of luxury than to stand on ceremony. The Grocery Market. Sugar—The New York refiners have reduced their abnormally high quotations and are all now on a basis of 634c for granulated, the same as the Philadelphia refiners. The de- mand shows a decided falling off, and it is believed that within a very few weeks the refiners will go out for business again, instead of hold- ing it as now, and when they do the market will without doubt decline. Teas—Prices hold firm and, with the guarantee of the Treasury De- partment that no artificially colored teas will be admitted, it is expected that prices will advance on some grades or styles. It is also thought by good authority that if a chemical test is used there will also be some black teas rejected on account of coloring matter. If this should be the case, the situation will be. still worse. There has been a very good demand for all grades of green teas from the retail trade. The consum- ing demand is as good as could be expected at this time. Coffee—News from Brazil is ex- ‘tremely strong, and quotations are much higher there than last week. In this country all grades of Rio and Santos are at least %4c higher. Milds are probably %c higher for the week, and the present quotations compar- ed with the quotations of six weeks ago show an advance of 2@2'%c per pound. Mocha is scarce on spot, and has advanced %c during the week. The coffee demand is fairly active under ali the conditions, but the consumptive demand is without doubt feeling the effects of the ab- normal prices. It is expected that roasted coffee will be advanced an- other %4c within a few days. Canned Fruits—There has been some business transacted during the entire canning season and it is ex- pected to increase from now on as fresh fruit supplies grow smaller. It is reported from the coast that the situation in California fruits has changed but little during the past two weeks. Packers it is said are still bending every effort to pack the varieties and grades which have been sold and are still buying fresh fruit for that purpose. The market on gallon apples shows quite a decline for the month of September. The de- mand is more active, but buying is still light as green apples are plenti- ful and cheap. Dried Fruits — Apricots are un- changed on the previous high bas- is and very dull. New raisins look stronger. The crop does not look so well, and an advance is not unex- pected. Old crop raisins are un- changed. The general demand for raisins is light. Currants have ad- vanced on the other side, but the market here is as yet unchanged. Other dried fruits are dull and un- changed. Prunes are extremely strong again, and most packers have with. drawn prices. They seem to be afraid that the crop will run to small sizes. The market for 1911 fruit is exceed- ingly strong, and it is almost impos- sible to buy anything. Peaches are about Ye easier, due to better crop prospects, and the demand is moder- ate. Canned Vegetables—The canning of corn will soon be ended and re- ports have been forwarded from some sections which would seem to indi- cate that the pack will be fully as large as usual. The Eastern market on tomatoes while firm is not active and business is reported to be light. Spot business in tomatoes is also light as fresh goods are in a large supply and prices the lowest during the season. Peas is the one article in the canned vegetable line which will cause the retailer some trouble in getting supplies sufficient to fill future orders and the regular de- mand. Syrup and Molasses—Glucose is unchanged. Compound syrup is in fair demand and rules at unchanged prices. Sugar syrup is fairly active at unchanged — prices. Molasses is dull and unchanged. Cheese—There is a good consump- tive demand, and the quality of the current arrivals is high. Last year the Canadian cheese market was about 4c below our own, but _ this year they are about together. This helps the market here to be firm. Fish—Cod, hake and haddock are all firm and show a fair demand for the opening season. Domestic sar- dines are not especially strong, and practically all packers are quoting quarter oils at $2.25. Imported sar- dines show no change in price, al- though advices from abroad are of poor pack. Salmon shows no change. There is a fair demand under all con- ditions. Plenty of pink Alaska sal- mon can be gotten at $1 f. 0. b. in a large way. Mackerel is strong and in fair demand. The week shows no important change in price. Provisions—The market has de- clined %c throughout the week. A larger supply is reported, with some seasonable falling off in the demand. These two factors moving together have caused the decline. Pure and compound lard have shared in the decline and are steady at “%c off Barrel pork and dried beef are steady and unchanged, with a good season able demand. Canned meats are ur changed. The Drug Market. Salicylic Acid and Silicate Soda-- Are higher. Cocaine—Has advanced. Menthosl—Is_ higher. Sugar Milk—Is higher. Balsam Tolu—Has advanced. Prickly Ash Berries—Are higher. Oil Lavender—Is_ higher. Oil Spearmint—Has advanced. Oil Wormseed—Has declined. American Saffron—Has advanced. Ipecac Root—Has advanced. No one need to worry about the cranberry crop, because it is repori- ed to show an increase of 13,000 bar- rels over last year, or a gain of 13 per cent. The pessimist will say that with the high price of sugar no one can afford to eat cranberry sauce, but the optimist will declare that the low price of cranberries will equalize the high price of sugar and boti make a good average. What Other Michigan Cities Are Do- ing. Written for the Tradesman. The Real Estate Board of Battle Creek is unitedly supporting the plan of a chamber of commerce or central organization for that city. South Haven expects to secure a branch factory of a large pipe or- gan concern located in Canada, thir- ty miles from Montreal. Hereafter express packages sent out from Detroit to Sault Ste. Ma- rie will not be carried all over Can- ada before being delivered, but will be sent via Mackinaw City, the shortest and quickest route. Express matter has been going by Western express over Canadian lines, the in- direct routing causing a delay of many hours and sometimes days, while direct shipments reqiure only fifteen hours in ransit. The State Railway Commission, to whom an appeal was made, was able t> bring the express companies to time. Some man with money ought to go over to Pt. Huron and build work- ing men’s homes for rent. The scarc- ity of houses is said to be unusual and is hindering the factories from operating full handed. This is the week of the Genesee County Fair at Flint and every day will be the big day. Owosso has been assured that the Owosso-Corunna electric line will be reconstructed and the Washing- ton street bridge made safe at once. The Saginaw Board of Trade has secured better train service over the Michigan Central from Saginaw to Caro and Detroit. The Michigan Central is having plans prepared for a new $200,000 passenger station at Jackson, to be built in the vicinity of East avenue, with a separation of grades extend- ing from Walls hill, outside the east- ern limits of the city, to the North Mechanic street bridge. This will eliminate the dangerous crossing at Main street and will be a decided improvement. “You are located in as fertile a valley as there is in the United States,” said Prof. Taft, of the M. A. C., at the Saginaw Industrial Ex- position and Land Show last week. Saginaw county in an agricultural line is only 50 per cent. developed and is raising no surplus, as_ this city furnishes the market. There is probably no area of the same size anywhere producing a greater variety of agricultural products. The Prairie farm, for instance, now has some 1,350 acres of peppermint and 120 acres of flax. I do not know why Saginaw should not rise to the prom- inence of Scotch and Irish cities as a linen producer, as flax is a good rotating crop with sugar beets, and there is no place better suited for raising flax than here, while we im- port 90 per cent. of the linen used in this country.” Traverse City claims to have more traveling men than any other town of its size in Michigan. There are 100 of them and every one is a booster for his home city. Escanaba may have to worry along with only fifty saloons next year. An MICHIGAN TRADESMAN MAIL ORDER COMPETITION Some of the Manufacturers Who Permit Their Goods to be Handled by Mail Order Houses The Tradesman herewith submits a list of staple articles which are quoted in a recent issue of Montgomery Ward & Com- pany’s grocery price list: Lipton’s Blend A Tea, 1 Ib, tin @ .............. pak eee sec ee eee ces -$ .59 Lipten’s Blend B. Tea, 1 Ib. tin @ ............. ee swiS cle sein aes tae sie ce ea 49 Baker’s No. 1 Premium Chocolate, per box WDicceces ceca eo ee 3.30 Baker's, No. 1 Premium Chocolate, per th. @ .........00-. 00. cee cee lee! -28 Wilbur’s Breakfast Cocoa, % Ib. tins, 6 Tb. box os ee es ee 2.22 Baker’s Breakfast Cocoa, % Ib. tins, 6 tb. box Doe es ee 2.00 Magic Yeast, 10c Size, per box @...........ccc0ee pW veces use eo ees 2.00 Magic Yeast, 5c Size. per box @ ............000. Bic tbisc ees Sha sueicc so stk uses le 1.15 Yeast Foam, per box @ ............. bole ee oie pees ee ecinbbce se sone Luce cdc ae cucu 6. 1.15 A. & H. Soda, per case @ ........ Ses sais owisis eiepet ewe tess coe sleewes osc 3.00 A. @& HH. Soda, per doz. @ ...........6:...... Pele em Snide e caeee SiGe vecce o le eG ue -60 Royal Baking Powder, % tb. tins @ ....... in ases cts s cae cess wees He, nine -23 Royal Baking Powder, % tb. tins, per doz. ID) cee e ec a 2.44 Royal Baking Powder, 1 tb. tins, per can @ .......... peek ree ees ee ee Gs 41 Royal Baking Powder, 1 Ib. tins, per doz. DT see ietete ches ee re ek 4.72 Royal Baking Powder, 3 Ib. tins, per can @ ......... sien Wehe Chee esis o ss 1.12 Royal Baking Powder, 3 tb. tins, per doz. Wee oe eee ee 12.94 Campbell’s Soup, Any Variety, per can @ ..... eieibie © Plebigic bind sinwioe Saueen seine. o -08 Campbell’s Soup, Any Variety, per doz. @ .........0.c0eee cece 95 Royal Peanut Bitter, 10c Size (8c each) per doz. @ 1.2.2.2 90 Royal Peanut Butter 15c Size (12e each) per doz. Dee 1.35 Royal Peanut Butter 25c Size (20c each) DEP GOA: ee ee 2.25 Eagle Brand Milk, 1 Ib. cans, per doz. @ ......... Sieh esis Sewics a swe ala cue 1.65 Eagle Brand Milk, 1 Ib. cans, per case @ ....... SU ee Ce a ee 6.25 Eagle Brand Milk, 1 tb. cans, 3 cans for .........00.ccecces cece eel, -42 Peerless Mik, 602. cans, (er case @ 6... od, elec 2.65 Peerless Milk, 6 oz. cans, per doz. @ .........+. Scie ewied 66s cc ete cee esac: Ss ks Peerless Milk, 6 oz. cans, 3 cans for .......... bien oiemn a aoe ee ds eeu a -13 Peerless Milk, 12 oz. cans, per case @ .......+.s005 Seip oe cs coe see +s OA Peerless Milk, 42 0z. cans, per doz. @,..5:..2610.20 565.25... 28 so SBD Peerless Mik, 1202. cans, 3 cams foros) 3.0/0 23 Pet Mik, 16 oz,.cans, per case @ .... 2.6... sciloyiel es 3.90 Pet Milk, 16 oz, cans, per doz. @ .............-.2.. pe Sa delas cine. oe 1.05 Pet Maik, 46 oz. cams, 3 caus fOr 56.022. .2 0. lec -23 Pet Milk, 636 oz. cans, per case @ ........... peecepeen see cuee 2.65 fer MiG Oe 0%: Cans, per doz @ 2.32.06. 48 Pet Milk, 63, oz. cans, 3 cans for ............... pepe cetwae sect ee eos fe eee 13 Carnation Milk, 16 oz. cans, per case @ ..........e cc ceee cere cece 4.00 Carnition Mill, 46 0z. cane, per d0Z. @ -. 0... scsc ile 1.00 Carnation Milik, 16 oz. cans, 3 cans for ..........lee.csscceeecs sels -26 Royal Cheers, We Size, per doz. @ 2.2.60. 1.00 oval Cueese, 10c Size, per jar @ oo. ..0.. 0.6. oe lee os es -09 Royal @heese, ibe Size, per doz. @ 22.60 i i 1.35 Royal Cheese, 15¢ Size, per jar @ .............. epee bei crease csce cc. eel ee 12 ovet A eone, ee Hine, Pr MOm oss. 65sc-) ee oobee is ce a ee 2.40 Royal Cheese, 2bc Size per jar @ . 5.000 0...3. ee -21 Apunher Cate, 105 Sine, Der CBRE Doo piece eee e elec ce eseccs ceo 95 Quaker Oats, 10c Size, 3 packages for 32.0... 2 22s ici ee 25 Aunt Jemina Pancake Flour, No. 2 Cartons, Der CAaBC @ oe 3.00 Aunt Jemina Pancake Flour No. 2 Cartons (6 Cartons) for: : oi ess eo: -50 Aunt Jemina Pancake Flour No. 2 Cartons (2 Cartons) for ...555 25 Pfaffmanns A. 1 Egg Noodles Full Box, per Ib. @ ..............0..2ee ll Pfaffrnanns A, 1 Egg Noodles, less than Ox, DOE ID GO Loa eee 12 Pettyjohn’s Breakfast Food, No. 2, Cartons, POV CASS Oe 1.90 Pettyjchn’s Breakfast Food No. 2, Cartons, per den @ 9.003650. 1.30 Pettyjohn’s Breakfast Food No. 2, Cartons, 3 packaees for 2.2050 se: 33 Ralston’s Breakfast Food No. 2, Cartons, per case ee ee 4.50 Ralston’s Breakfast Food No. 2, Cartons, per doz. Dee eee 1.55 Ralston’s Breakfast Food No. 2 Cartons, 3 packages for .................1177° -40 SurpGdra Wileat incu, er ease @ 83... seeks 3.60 Shredded Wrmbat Tiscuil, per Gee. Biss. ek cn on scecessecbece ds ciccc 1.25 Shredded wWiieat Biscuit, 3 boxes for 2.06.6. 32 Rerape Nits, DEE CARS @ -..- = 6 oo cose ee sesecks cece 2.70 Grape Nis, per doz @ oo... ge peices etapa soe age 1.40 Grape Nuts, 3 packages for .............. wrict@icn sees eeleiecass cee ss tases ee. 36 Malta Vita, per case @.. 2.06.6. ocsc pwiee rin ' sineriee wo sacs ec 2.75 Maite Wate, per doz @ oe Seis eeeines sce Gy cee 95 Malta Vita, 3 packages for .............ccecce eee saves = beeen eee Ree kb es ctr 24 BIQUCE, OE CABG 0 eee eee eee 2.00 Merce; per M107, @ 2.2.2.6 pWiesbet vise ees hole gat cee Sa 1.25 atOrce, 8 Darkages f0n 2202 cee k ec ee 32 Cream of Wheat, No. 2 Cartons, per case eee 4.50 Cream of Wheat, No. 2 Cartons, per doz. oe. cae ee Sees esses ce 1.55 Cream of Wheat, No. 2 Cartons, 3 PACKases for 2 ook ees eee es -39 Quaker Puffed Rice, A 6044 No. 2 Size, DET CASE ee 4.25 Quaker Puffed Rice, A 604b per doz. @ 22.62 .6.0052.06iecce 1.45 UBER FBee ICG, 6 URCKSEEE TUE ooo ee eae eee ec c c 38 Quaker Puffed Rice, A 6048 No. 2 Size, Der CASE @ cise ee ee 2.85 Quaker Puffed Rice, A 6049, per doz. Doce eee eee -98 Ruaker PutGet ice, paciaues for 2... 6-6... cl. 25 Wool Soap, Lares Size, per box @.- 56... ois cl 6.75 Wool Soap, 10 Cakes for 68c, 5 Cakes for ..........0--.0..0s cell 35 Wool Roap, Small Size, per box @. ...552..661 0022s | 4.00 Wool Soap, Small Size, 10 Cakes for ...........0c0sec ce cee lll, -40 P. & G. Mottled German, 14 oz Bars, per box eee ee 3.15 « G. Mottled German 10 Bara for |... 2.) s50 oo -46 Be Aa, CRON, Per OOK Oo se ee ee 3.10 Es Se THR, 0D RNG, NOP ss cep oekce te ecceee oc .32 E. & G. ivory Bonp, 10e Rise, per box @ .....:...:.. ck ee 6.75 P. x G. Ivory Bonp, 19 Bars for 68e, 5 Bars for ........-........5.00.. 00 "* 35 P. & G, Ivory Soap, 5c Size, per box Desc Sees 4.00 P. & G, Ivory Soap, 10 Bars for 40c, 5 Bars for ....................0clln, -20 Babbitt’s Best Soap, 75 s., per box Diese See ee ee Ok es 3.75 eeOrire Peet ean, 10 Bais fOr foe ice ees ces pecscc ce .39 prerey SURMS Bren, Wer MOK MP os oy se ook 3.10 meena AUS. PO. 10 PATH MOP cose ees hones cho 32 Kirk’s American Family, per box OE epee ete ence eee 2.90 Birk © Acton Mainly, 10 Bare for... :ossas0. cscc cscs 44 Dobbins Electric, per box @ .................. Bese hes be obs ebiee es che ec 4.60 Sree PAOUIG, 30 A TOR ooo d ioc ccc tecesecs oe 48 Sapolio E, Morgan’s Sons’ house (3 doz. DOSD Mer POX @ 220s 2.25 Sapolio E. Morgan’s Sons’ house 3 Cakes ROT cece see eee he oe Ad Sapolio E. Morgan’s Sons’ Hand 3 doz. box DOP DOR @ oe ie ee 2.25 Sapclio E. Morgan’s Sons’ Hand 3 Cakes FOC ee 19 Gold Dust Washing Powder, 4 tb. PACKAS CS ee ee -18 Nine O’Clock Washing Tea, 100 te AD. SORTA oo 3.50 atine OO Weakie: Wee 5. ok -04 Pyle’s Pearline, 36 1 tb. Packages, PEt CABE ID. ee 2.85 Pyle’s Pearline per package @ .......... Sree ees. oe Debt oee sess chc see ee. -08 Washing Powder Babbitt’s ‘1776 100-12 oz. packages, per case @ ............ 3.85 Washing Powder Babbitt’s “1776” per doz. @ .......+..++... +2. bees teases = 47 Washing Powder Babbitt’s “1776” 3 Packares fOr. ee -12 Babbitt’s Lye or Potash (4 Doz. in Case) per case @ ...... Bien ce ea. 3.40 Babbitt’s LLye or Potash per doz. Oc, per Gan @ oo cer re ee | .08 Enameline Paste Stove Polish 5c Size, per box Bo os. seo ose oo 1.20 Enameline Paste Stove Polish, per Goz,, 45¢, each 26.20. s .04 Paametine Paste Moye Polish ide Simp ......:....06. 0000 1.87 Enameline Paste Stove Polish, 10c Size, per doz., 70c, each ...........2.00.00-5 -07 Wiggie-Stick Bluing, each 8c, per doz. ..........cceececescees ilo! 90 October 4, 1911 ordinance providing for such reduc- tion was defeated by one vote at a recent meeting of the Common Coun- cil, but will be brought up again for consideration. Boys who sell celery in the streets of Kalamazoo must hereafter wrap the bunches in clean paper, not in newspapers picked up in al- leys, by order of the Board of Health. Detroit has passed an ordinance requiring loan agencies to pay an annual license fee of $200. The law went into effect Aug. 2 and so far only two agencies have paid the fee. Prior to passage of the ordinance there were about twenty-five agen- cies in Detroit, showing that the measure is very effectual in ousting the loan sharks. A case of typhoid fever at Port- land was traced to impure well wa- ter and analysis by State officials of the water of nine wells, located chiefly along South Kent street, has been declared unsafe. Dowagiac’s third annual Flower Show, held at the Public Library under the auspices of the Junior Civ- ic Improvement League, proved a decided success and many little hearts were made glad when prizes were awarded for the best bouquets and displays. Hitching posts have been restored to the main street of Adrian, for the convenience of farmers, and now Three Rivers is talking of following the example of Adrian. Baraga will install municipal wa- ter works and an electric light plant. Paw Paw is hoping to secure sev- eral new industries, including acan- ning factory now located at Decatur, also a shoe factory at Otsego, Fennville is asking for better pas- senger service at the hands of its one road, the Pere Marquette, and two members of the State Railway Commission were there last week to hear both sides of the case. Over 260 cars of peaches were shipped out of Fremont this season, breaking all previous records. A Fall Festival and Baseball Tournament will be given by the merchants of Reed City Oct. 10-12. Saginaw’s East Side trade schocl continues to be popular and_ the services of an additional teacher will be required this year. Menominee wants a public market and the project will be pushed by the Commercial Club of that city. Kalamazoo is still wrestling with the lighting proposition. It is esti- mated that a new municipal plant, adequate to the city’s needs for the next ten years, will cost $125,000, and much data on the cost of light- ing by municipal plants and under contract in other cities is being se- cured. Almond Griffen. Then He Jumped. Johnnie—Grandpa, will you make a noise like a frog? Grandpa—What for, my boy? Johnnie—Why, Pa said we'll get ten thousand when you croak. —_+-@___ Two-fifths of the world’s 100,000,- 000 swine are in the United States. eee ae art aaa October 4, 1911 MICHIGAN TRADESMAN Your profit is in the flour you sell, Not in what you buy! No matter how much you buy, if you cannot sell it, you cannot make any profite No matter how cheaply you buy, if you cannot sell you make no moneye On the contrary, you are apt to lose money on that kind of deale You can sell Lily White, «¢the flour the best cooks us@e'! Very likely you have had calls for it as a result of our extensive advertising. Our advertising is a great force working for you if you sell Lily White. We bring the customer to your door--you need only have the flour and hand it over. Why not let this selling power work for you? Day in and day out our advertising is being read by your customerse More and more of them will want it as the days go bye When a few get it, soon all want ite And the circle of satisfied trade that comes voluntarily to your door keeps getting larger and larger. It becomes a tidal wave that sweeps competition off its feete This advertising of ours is going steadily on--it never lets upe How much better to be joining forces with it than against ite We invite you to join us--to become a Lily White partisane We know it will pay youe We will work for you, Lily White will work for you and we'll all work together. What do you say? This is a fine year for winter wheat flours Valley City Milling Company, Grand Rapids, Miche —— DEVOTED TO THE BEST INTERES OF BUSINESS MEN, - Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price, One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable in advance. Sample copies, 5 cents each, Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. October 4, 1911 While the editor of the Michigan Tradesman was in the preliminary stages of the attack of typhoid fever, which so nearly ended his life’s jour- ney, and when the disease was pro- ceeding to impair his mental and phy- sical energy, his constant thought was still of this paper and its patrons, and he continued his labor upon its editorial pages until physical and mental distress and exhaustion com- pelled him to cease. During this time without moral, but perhaps legal, responsibility he produced an article in the issue of October 5, 1910, headed The Fruits of Unionism. This article writ- ten under these circumstances the Tradesman now considers one which would not have contained all the statements were it not forthe editor’s illness, and is therefore withdrawn, so far as the following statements are concerned: Our position relative to union la- bor and union leaders is well known and remains unchanged, but we re- spectfully withdraw the editorial mentioned and retract specifically the following statements therein contain- ed, with apologies to James M. Lynch, President of the International Typographical Union: “When the men who conceived and carried into execution the despicable crime at Los Angeles are finally ap- prehended it will be found that they received their inspiration from the office of John M. Lynch, Presi- dent of the International Typograph- ical Union, at Indianapolis.” Withdrawn and apologized for. “Gompers and Lynch pretend to the newspapers that they abhor in- cendiarism and murder, but they preach it privately to their associ- ates and laugh behind their sleeves over the manner in which they dupe Graham Taylor, Lyman Abbott and other well-meaning men by pretend- ing to be law-abiding citizens when they are constantly plotting against the lives 2f men who refuse to bow the knee to union bondage.” Withdrawn and apologized for. Without compromising its position maintained for years upon the subject of union labor and unionism, this pa- per does not intend to inflict per- sonal injury upon any person with- out reference to whether the injured person is a union or non-union man, MICHIGAN and it respectfully does s> in the case of James M. Lynch and Samuel Gompers, who were the subjects of the editorial of October 5, 1910. WILL BE SHORT LIVED. This country does not particularly need a great railroad strike at this time, but it is likely the strike just inaugurated on the Illinois Central and the Harriman lines will not be regarded as an unmixed evil. The number of men involved in the strike is claimed to be 38,000, which it may be admitted, if the figures are cor- rect, is a considerable number to be out of work—enough to make a ma- terial difference in the business of the country. But the situation has its consolations. Under reckless and demagogic leaderships these men have been thoroughly inoculated with the strike spirit and sooner or later the strike was certain to come. It is better to have it now, when business is running light, than in the spring or at some other time when a rush may be on. The strike is not likely to last long and that it is not serious- ly regarded in financial circles is in- dicated by the fact that the stock quotations show no terrifying fluctu- ations. The reasons the strike will not last long are that many of the old and sober headed employes have re- fused to obey the commands of the walking delegates, there are many men out of work to take the places of the strikers and the strike comes on the edge of a cold winter. It will last long enough, however, to give the strikers a much needed lesson and to sober them, at least this may be hoped for. The strike is without justification. No question of wages is involved. There is no dispute as to the hours of labor. The sole and only issue is the recognition of the federation of labor unions. The trades interested are the boilermakers, machinists, car- men, blacksmiths and helpers, clerks, steamfitters, sheet metal workers, painters and the federal laborers, all employes in the railroad shops. These various trades each has _ its union and the individual unions are recognized by the railroads. Instead of having nine individual organiza- tions the demand now is that the recognition be extended to all the unions federated as a single body and under a single control. Coupled with this demand are demands that only union men be employed, that no union man shall be discharged with- out the consent of the union and that when men are laid off in periods of dullness that the union shall say who shall be idle. These demands are outrageous—almost fantastic in their extravagance, and the railroad mana- gers naturally refused to make any concessions or even to receive propo- sitions for arbitration. The union leaders presented their demands in such form that the strike was the only alternative, and the strike was declared accordingly. The strike will not be of long duration, but it will not be wholly in vain if it takes some of the swelling out of the union labor head. TRADESMAN STIGMA OF REPUDIATION. The proposed re-organization of the Grand Rapids Board of Trade is approved so generally and in so many different circles that the idea must have merit, and it certainly has. The Board was organized some twen- ty years ago and its plan of opera- tions is practically the same now as in the beginning. The city has grown, conditions and methods have changed and the old organization no longer fully serves the purposes for which it exists. The Board should be mddernized, its scope enlarged and membership should be made worth an increased annual payment. All this can be done without, in any degree, impairing the popular feature expressed by a large membership. On the contrary, it will not be difficult to devise plans to make the Board with a smaller membership much more tepresentative of the city and its va- ried interests and at the same time much more useful. One phase of the discussion for reorganization, however, is not pleas- ing. Eight years ago the Board de- cided it would be desirable to own its own property, instead of being a tenant, and the Executive Committee was instructed to seé what could be done. Wm. H. Anderson was then President of the Board and with him as a committee acted Lester a Rindge and Sidney F. Stevens. They secured an option on the Weston building, on Canal street, for several years the early home of the Board, at $80,000 and laid this before the Board, and it was rejected because it: was thought so ambitious a property was out of the question. The Com- mittee then secured an option for the purchase of the property on Pearl street, now occupied, at $55,- 000, and the Board decided to take this property, provided the project could be financed. Mr. Anderson call- ed a meeting of the Presidents of the city banks, ten of them, and_ the Michigan Trust Company, explained the situation, and the banks promptly voted to share the purchase price among them as a loan to the Board. Each contributed $5,000 the same day the meeting was held, the pur- chase was made and later, when a mortgage was executed, 5 per cent. bonds were distributed as tangible evidences of the loans. The Board expended some $15,000 in remodeling and improving the building and has expended other amounts for repairs and alterations since. As a business proposition, the building does not seem to have been a success. Instead of the rental income paying interest charges, taxes, maintenance and pro- viding for the sinking fund to meet the bonds when due there has been an annual deficit. Whether this has been the fault of the building, the location or the management need not be discussed, but it may be remarked, incidentally, that the renting, instead of being in the hands of an expert, has always been left to the Secretary to look after in addition to his other duties, and the looking after has been very casual. The annual deficit has been an embarrassment, especially in October 4, 1911 recent years when greater demands have been made upon the Board’s finances, and in the re-organization discussion the suggestion is being made that the Board turn its build- ing over to the banks who hold the bonds to do with as they like and seek quarters elsewhere. This meth- od of getting rid of the burden would be strictly within the law, but, never- theless, it must be regarded as un- fortunate that such a plan should ever have been broached. The Board of Trade is supposed to be made up of this city’s best business talent and to represent the highest type of business honor and good faith. The amount still swing, including interest unpaid, is about $56,000, or the full purchase price of the property, and to ask the banks to take the property for the indebtedness would be so near a repudiation that no honorable business man would consider it in the management of his own affairs. When banks lend money on real es- tate security it is usually to an amount not to exceed one-half the value, but in this case, in a patriotic desire to help the Board and the city, and having confidence in the integrity of the business men who made up the organization, the banks provided all the money needed for the purchase. For the Board to get out from under now, leaving the bag for the banks to hold as a penalty for their good nature, might be strict- ly within the law, but it would be tricky, unworthy the business men of the city and the Board and entirely out of harmony with those principles and ideals which the >rganization should stand for. Such a course would be a stigma upon the Board for all time to come, something to apologize for and be ashamed of and it is with- in the possibilities that it would be a source of serious future embarrass- ment. Would the banks again favor an institution that repudiated its ob- ligations? Instead of trying to shake its in- debtedness, the Board should apply its best thought to the problem of how td make the property pay. Skill and intelligence should be exercised in the renting, instead of leaving this to the careless attention of the Sec- retary of the Board to look after or not, as suited his convenience. The Michigan Trust Company building, across the street, is full and a large addition is being made to meet the demand for more offices. The House- man building, next door, is constantly filled. Why can not the Board of Trade building be made equally suc- cessful as its neighbors and as a business enterprise profitable? In- stead of talking repudiation let the Board apply itself to finding out what is the matter and then applying a remedy. Repudiation would be the easy way, but it is not the honorable way to meet the problem that is pre- sented. Nobody respects a flunker. The man who trusts no one may never be disappointed, but he will be very miserable. The basis of busi- ness, of life itself, is trust in others. we DUD USC DOH —_ OPES Ye ERR ie oR ee kd 8 SE TR a October 4, 1911 SCATTERING BRIGHTNESS. It was only a bouquet of scarlet salvia given by a child to an old lady, but it called forth Many words of heartfelt admiration from her lips. The four closed walls were for the time opened, and the exquisite touch- es of the Divine hand were revealed in a new form. Like a little child, she admired and wondered. The next day a plant in full bloom was sent to her room, where it is now Placed, in full view of her chair, and in the window where all passing may see. For her limitations have made her generous. She wants the world to see that which has given her so much of. joy. The flowers of every day life are Scattered thickly about us, but too often we but trample them under our feet. There are the little things of life which are within reach of every one. The trouble is that in our rapid pace we do not notice them. They are in so many forms, and abound in unexpected places. Even the smallest child may find them in profusion, while old age sees them strewn about the path. Sir Philip Sidney immortalized his name by extending the cup of water to a fellow sufferer. There are those not appreciably suffering, yet in a need which we may easily supply. The destination may not be so fully rec- ognized until the sight of the well laden table is gained. So the element of discontent may not be a factor in pressing up to better things. Whatever the attitude of another, we may elevate it in some way. The new book or magazine, the fresh flowers, the ripe fruit, will appeal, while the mere thought of being re- membered may be the most grateful feature in the service. It is not the unusual but the commonplace fea- tures which may appeal. Change in thought is sometimes a real benefac- tion; and the one who can suggest some bright idea is more beneficent than the one who can give much gold. ee CLASS SPIRIT. Critical periods are bound to oc- cur in the life of every individual, every organization. Contests, differ- ences in view-point will arise which may be as speedily adjusted as they came; or they may harber a hidden animosity and revenge which will smoulder like the fires of Etna, breaking forth intermittently in a manner which brings disaster or dis- grace. Class fights conducted in the prop- er spirit are to be winked at by the authorities in charge, smiled at by the upper classmen, and_ treasured among the tender college memories by the direct participants. The lu- dicrous aspect quickens the thought, and when study is resumed it will be with a better feeling toward every one, stronger friendships and loftier purposes. The battle, called off with- in a reasonable time, leaves in its wake a stronger sense of class spirit, the genuine nature of which is but another name for patriotism. Quite the reverse will be the re- sult if there is a lack of fairness or MICHIGAN TRADESMAN The Trade Paper ee HEN you get your trade paper, give it the consideration to which it is entitled. Remember it is working for you while you sleep. It works for you when you pay your subscrip- tion and when you let it lapse. It carries valu- able messages to you no matter where you are, and it is the pass key to success in your chosen line. It is the ambassador, delegate extraordi- nary, of the manufacturers who use its pages. It is as important to you as your bank book, and the sooner you learn this, just that much quicker you will see yourself making greater strides toward success. To the manufacturer it is a salesman. It is untiring, never resting. To both retailer and manufacturer, the trade paper is the most important, valuable and profit producing invention in the world’s history. Read your trade paper. Patronize its advertisers. Follow it closely. Advertise in it and see that the paper in the particular field in which you toil is the best it is possible to make it. It is your responsibility and in shouldering this responsi- bility you increase your own bank account. Wesley A. Stanger. honor 9n either side. The boys who remember that there are principles of ethics compulsory even in war will have stirred up in the hearts of ad- versaries no resentment; but tricks, unjust moves, these have no place in the class scraps where character rules. The girl who pinches the arm of a rival until it is discolored has lowered her own standard of worth. Comical stunts imposed upon the “greenies” in a good natured way leave no stings. Fairness, good hu- mor on both sides, the remembrance that “Conduct is three-fourths 9f life,” reduce the class fight to what it should be, a temporary exuberance of loyal class spirit. IN HIGHER CURRENTS. Barring the stoppage of the motor or some other mechanical break- down, the danger to the aviator is in the lower stratum of air. In ris- ing from the ground there are so many obstacles to dodge, so many cross currents of air to meet that he is liable to come to grief. It is only when safely in the upper air, mounted above the conflicting forc- es, that his bird-like freedom is as- sured. We have seen illustrations of this many times during the last few months; it is in rising that the great- est difficulties occur. “Tt requires moral courage,” says Jordan, “to see, without flinching, material prosperity coming to men who are dishonest; to see politicians rise into prominence, power and wealth by trickery and corruption; to see virtue in rags and vice in velvet: to see ignorance at a premium and knowledge at a discount. To the man who is really calm these puz zles in life do not appeal. He is liv- ing his life as best he can; he is not worrying about the problems of jus- tice, whose solution must be left to Omniscience to solve.” It is our privilege to set our goal high and to refrain from worrying because others may have found a shorter cut or taken some unfair ad- vantage. Our craft will be the surer in the flight if we strive to keep clear of the pettty bickerings which endanger it, of the little jealousies which may make us lose our balance. By rising above them into the pure of Heaven we find the way clearer, the craft easier to control. How about your wrapping-paper and string? Do you use a common manila wrapping-paper and white cot- ton string, or do you take a little thought and have some soft, neutral colored paper and string to match? The customer who takes his pur- chase from your store has 2 sense of satisfaction in carrying a pretty and tastefully wrapped and tied package, distinct from the one wao has a package done up like a pound of saus- eges from the butcher shop. Ge: a little “class” into the small things about the store. epee ce The man who wants to write things well must himself read things that others have written well, and this applies to nothing more than to a‘l- vertising, 10 MICHIGAN = WS ae LL —= CW SF VR LSA == a 1 y : ——- —«- = = = ~ = = > 4 VALLEY € ra Try CCD — News and Gossip of Interest to Busi- ness Men. Saginaw, Oct. 31—When the doors of the Auditorium an] the last Saturday night the Wholesaler,’ and mammoth Armory were closed to public Manufacturers’ Association of this city had scored the greatest suc- cess that Saginaw had ever known. The Exposition started Sept. 22 and through until the last of the month, there being seven exhibiting ran days. Thirty-five thousand people, drawn from all over Eastern and Northern Michigan, saw the inside of the Auditorium turned into a bee- hive, showing the manufacturies of the third city in the State. Never before have home products alone been exhibited and the patrons of the annual effort say it eclipsed any previous attempt by a great margin. The city opened its arms to the outside world and laid particular stress upon an urgent invitation to the merchants to come along and bring their wives. The result was that money could not buy better advertising than Saginaw got last Wednesday and Thursday, when Merchants’ Days were celebrated. Fully 1,500 outside merchants came with their wives and families. Trade relations were cemented and not a dull moment elapsed while the vis- itors were here. The first attention paid them was at the depots, where they were met with autos, the local jobbers looking after that and having their traveling men at home. Then the guests were registered at the official booth in the Hotel Vincent. There they were given a long strip of tickets, which embodied admittance to all the Ex- position dates, seats to a motor boat carnival of speed Wednesday after- noon and fireworks and a Venetian Night in the evening, an auto ride and vaudeville entertainment and banquet Thursday. The features passed off without a mishap. There were over 100 autos in line Thurs- day morning when the visiting mer- chants were taken for the ride. The Masonic Temple was crowded that evening when the banquet was held. “Made in Saginaw” was the slo- gan of the Exposition. It was tod be seen everywhere. People of this city who never before knew what a manufacturing center the old salt city is were amazed at the multi- tude of manufactured products turn- ed out here in one day. The real aim of the wholesalers and manu- facturers, when the first Exposition was held, four years ago, was. to show home people and _ outsiders what Previous ef- nothing but pure food shows. This year the arrow hit the mark. Next year even bigger things are planned. Saginaw makes. forts have been The success is taken as a fair in- dication of the rapid progression that Saginaw is showing. Secretary Joseph P. Tracy, of the Board of Trade, and his committeemen of the W. & M. Association put their shoulders to the wheels and shoved. The wagon moved along and Sagi- naw is just ebbing enthusiasm. The Land Show held in connection with the Industrial Exposition was the first one held in Michigan. It contained exhibits from all of the seventeen counties of the Northeast- ern Michigan Devedopment Bureau, Genesee and Saginaw and Tuscola counties, and from many different sections of Canada. Prof. L. R. Taft, State Superintendent of Or- chards and Nurseries, H. M. Dow, of Midland, Superintendent of Hor- ticulture at the State Fair, Deputy State Highway Commissioner Rog- ers and officers of the Development Bureau were speakers 9n topics that drew and interested farmers. It is estimated that thousands of dollars of trade was brought into Saginaw, and relations between the local wholesalers and their retail cus- tomers in the rich Thumb territory and the North were permanently ce- mented by this Exposition. Strikingly coincident with the cpening of the Exposition was the announcement the first night that the E-Z Vacuum Cleaner Co. had been added to the list of new indus- tries for Saginaw. It will file arti- cles of incorporation for $50,000, with J. O. Newberry as President. Local produce dealers who are in- terested in the cabbage market are bewailing the lack of refrigerator cars in which to move the unusual and entirely unexpected crop of early sauerkraut which has been offered by farmers in the last few days. The rains of the month of September enlarged the cabbage heads until the crop is far better than expected. But cars can not be had and the cab- bage is rotting in the fields. The greatest sugar beet year that the Michigan factories have ever known is about ready to open and but for the incessant rains which have gripped Eastern Michigan the _Dbast week all of the six factories of the Michigan Sugar Company would be in operation this week, as well as the independent factories. With beets piled high in the fields wait- ing hauling to stations long drawn out rains fell and beets have ‘rot- TRADESMAN ted in some places and the sugar October 4, 1911 merchants and inviting them to the Exposition in Saginaw. Chester M. Howell. —_—_-———_ Plan new and original methods and lrave the daring to operate them. percentage has been greatly de- creased. The result is that the opening of the slicing season is pro- fonged at least a week. Mayor Stewart, .President John A. Cimmerer, of the Board of Trade, President. J. D. Swartout, of the Wholesalers’ and Manufacturers’ As- sociation, and fifty business men in fifteen autos made a day’s trade ex- tension trip to Bay City. last Wednesday afternoon, calling on the VEN Symons Brothers & Company Wholesale Grocers Saginaw :: Michigan No. 81 Display Case No. 84 Cigar Case Saginaw Show Case Co., Ltd., Saginaw, W. S., Mich. We make all styles Catalogue on request SAGINAW MILLING CoO. SAGINAW, MICHIGAN Samico, Uncle Sam, Upper Crust, King K, Blue Bird Flours Mill Feeds, Seeds and Grains Bread made from SAMICO won first premium in 1909 and 1910 at Michigan State Fair, Detroit HENNING’S HORSE RADISH AND SUMMER SAUSAGE Quality and price right Order through your jobber CHAS. W. HENNING & SONS, Mfrs. SAGINAW, MICH. Our Brands of Vinegar Have Been Continuously on the Market For Over FORTY YEARS Think of it—FORTY years of QUALITY We cannot afford to dispense with QUALITY in the make of our Vinegar. and you cannot afford to handle any Vinegar that lacks QUALITY. Order from your jobber. SPECI- FY AND SEE THAT YOU GET “HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling “STATE SEAL” Brand Sugar They will please both yourself. Oakland Vinegar & Pickle Co. your customers and Saginaw, Mich. It Satisfies Holds trade and makes new customers St. Laurent Bros. Pure Peanut Butter All size glass. Tin and fiber pails. Also preparers of the fam Valley Brand Salted Peanuts. Order through your jobber. ST. LAURENT BROS., BAY CITY, MICH. October 4, 1911 MICHIGAN TRADESMAN Detroit Department Three Day Trip Through the Thumb District. Detroit, Oct. 3—Traveling on a special train comprising four Pull- man coaches, two dining cars and a baggage coach, 100 or more mem- bers of the Wholesalers’ and Manu- facturers’ Bureau of the Detroit Board of Commerce will leave next Tuesday morning for a three days’ trip to visit business men in the towns and cities of the Thumb dis- trict of Michigan. Neither order books nor _ state- ments of accounts are to be taken along on the trip. It will be wholly social in character, affording mem- bers of the Wholesalers’ and Manu- facturers’ Bureau an opportunity to meet personally and become better acquainted with their friends in that section of the State, and, inciden- tally, to assure them that Detroit business houses appreciate the trade courtesies which have been extended them in the past. Detroit has always received a generous share of the trade from the Thumb and it is believed the visit. will be a profitable one, more particularly as the Board of Com- merce recently succeeded in having a new improved passenger train serv- ice established between this city and towns in that part of the State. Two trains each way are now op- erated daily between Detroit and Grindstone City. This permits resi- dents 2f towns along the line to come to Detroit, spend several hours in the city and return to their homes the same day. It is hoped an improved freight service may be secured in the near future. Already forty-six members of the Wholesalers’ and Manufacturers’ Bu- reau have made reservations for the trip, the expense of which will be $30 each. The itinerary utlined will fill the entire time from 8 a. m. to 9 p. m. for the three days of the trip. It will be necessary to omit stops in some of the smaller places. Souvenirs will be sent these places. Some of the towns nearest Detroit also will be omitted, with the intention of making a special vis- it there later. The Trade Promotion Committee, A. H. Zenner, chairman, which is arranging the trip, met for lunch- eon at the Board of Commerce of- fice yesterday. The Wholesaleras’ and Manufac- turers’ Bureau is now working as an integral part of the Board of Com- merce, with Sidney H. Renshaw, its Transportation Secretary, installed in the office of Robert H. Day, Man- ager 2f the Board’s Transportation WK ESNERRS Bureau. Five members. of _ the Wholesalers’ and Manufacturers’ Bu- reau have been added to the Trans- portation Committee. They are W. C. Noack, W. J. Millard, John A. Gleeson, W. B. Wood and W. J. Gordon. —_+-+2—____ J..J. Hill on the Food Problem. James J. Hill says in answer to Rudyard Kipling’s letter referring to “a people who by their own haste and waste have dissipated their own resources: “The land available for agricultur- al purposes in Canada does not equal three states the size of Iowa. The only thing that would drive the peo- ple back to the land is empty stom- achs. The solution of the produc- tion of enough food to feed the too numerous people engaged in indus- trial occupations is in a system of experimental farms. “There are just three preliminary steps the most expert farmer in the world could take. If he is given 160 acres to cultivate, he can send a sample of his soil to the laboratory of the State Agricultural College to be analyzed; he can try out his seeds in a cheap device proving their fer- tility before planting, and he’ can properly prepare his seed bed. But the farmers don’t and the only way to teach them is by actually making them do it themselves, going on to their farms and guaranteeing them an increased crop if they will do things the way they are told to. A man who has once actually done it never needs to be shown again. “It is astonishing how great the variation is in yield per acre. Twenty bushels of wheat to an acre, at 90 cents a bushel, gives a profit of $10 an acre, allowing $2.50 for rent and $5.50 for labor, seed and fertilizing. On an eighty acre farm that would ~ mean $800 profit. Twelve bushels of wheat to an acre on a farm double the size would net a profit of only $400. “In 1860 practically 50 per cent. of our population was on the soil. At present there is about 30 per cent. We can no longer consume our own industrial output. There are 3,000,- 000 less hogs in the United States than there were ten years ago, and 9,000,000 less cattle. What has be- come of our exports of grain? They are steadily diminishing. The land show in New York is a good thing, and I am having our railroad bring on a big exhibit, showing the best soil products along our line, but the only thing that will drive the people back to the land is empty stomachs.” \ SSX BS ce y x K Sire S S SS A a cold storage for aan wig ae i. of hai and Produce. Fishes’ Age Told by Bones. Until within recent years there had been ascertained no trustworthy way of finding out the age of fish. It has been shown that mere size does not indicate the age. Reibisch, Heincke and others have discovered that many of the bones, scales and otoliths of fishes have annual age rings, re- sembling those in tree trunks, and by means of these Prof. Wallace and others have now determined the rate of growth of plaice, showing that 11 some specimens attain the age of 25, or even as much as 29, years. Age can now be correlated with size and weight, although it appears that the sexes have a different rate of growth. —_2->__—_ None of That Kind. “Have you any nice fresh farmers’ eggs?” enquired a precise old lady at a cia shop. “Ne, madam,’ replied ant, “but we have hens’ eggs.” the assist- some very good 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. NO COMMISSION We want your shipments Just what you have been looking for— A reliable place to ship your. At market prices ruling day of arrival Let them come and we will do the rest Schiller & Koffman (Weekly quotations furnished on request) Poultry PROMPT RETURNS Poultry 323-327 Russell Street DETROIT Green Seal Cigars Are made in SIX SIZES And you'll find every one full of pleasant surprises. The new surprises are— Standard Size—3 for 25¢ Regalia Size—Straight Ten Detroit Cigar Manufacturing Co. Detroit, Mich. (oy FLAGS & COVERS / Byxs SAILS & RIGGING liz 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 W Qa Sa WE ee ie iY) Wy la MW DETROIT, MICH. Eggs stored with us usually sell at a premium of “ac per dozen. Liberal advances. Railroad facilities the best. Absolutely fireproof. Correspondence solicited. 7A SE OR MROI ue MICHIGAN = Enlarging the Scope of the City Mar- ket. A movement is on foot to make a larger use of the city market. The market as now conducted is exclu- sively a wholesale market. The ulti- mate consumer is free to buy on the market, but the rules of the game are such that not many choose to avail themselves of the privilege even al- though to do so would materially re- duce the cost of living. Pecks and half pecks are unknown, five cents’ worth does not go, and the buyer must pay cash and carry home his stuff, and, still more strenuously, he must be on the market between 6 and 7 in the morning. Such rules, the rules of the wholesale market, do not appeal to the city man or his wife and therefore they go to the grocery or buy of the huckster and the middleman profit must be added to the cost. The plan that is under consideration is to have a retail mar- ket, to be open from 8 o’clock in the morning unti! noon, or later, and where the products of the soil could be sold in retail quantities. The farmers and gardeners who brought stuff to the retail market would be expected to break bulk to suit the customers. The cash and carry rule might still be maintained, but giving credit and the delivery would be for the grower himself to decide. The present city market is well adapted for a retail market in every respect except location. It is not convenient- ly situated for many city people and the street car facilities are not good, but it might be used as an experi- ment, and if such a market seemed to meet a real need others could be established in different parts of the city. There are 200 or 400 grocers in town and probably as many huck- sters, and it is very likely they would bring every influence to bear against the establishment of the retail mar- ket. That they should protest against an institution designed to cut materially into their trade and to take away some of their profits is perfectly natural, and when it is re- called that they have taxes to pay and rent and insurance and help and all the other expenses incident to business their attitude may be justi- fiable. It may be suggested, how- ever, that other cities have retail markets, Dayton, Indianapolis, De- troit, Chicago, New York, Baltimore, Washington, New Orleans and many others that might be named, and the grocers in those cities do not find the market any very serious handi- cap upon their business. The retail markets might cut off some of the grocery trade, but the real sufferers would be not the grocers but the hucksters. A few years ago grocers had practically all the fruit and veg- etable business, but the hucksters have inuitiplied prodigiously and to- day they have the bulk of this busi- ness, especially during the summer months. The retail markets might put some of the hucksters out of business, but it is a question if they would interfere much with the gro- cery trade. In the matter of prices to the con- sumer the grocers in Grand Rapids have always. been pretty decent. They figure a profit on the stuff they handle of about 50 per cent. On some of the stuff the margin is considera- _bly larger and on some it is less, but an average of 50 per cent. is fair, and when the circumstances are con- sidered such a margin is very rea- sonable. The expenses of doing business must be figured on and the cost of delivery, and then there is the important item of loss through the perishable nature of the goods. The grower selling direct to the con- sumer on the cash and carry princi- ple might sell considerably cheaper than the grocer, but it is a question if the consumer would receive so very much of a concession after ail. The farmer is quite as prone as any- body to ask as much for his stuff as the people will pay. One method for making a larger use of the market has not yet been discussed in this city, but in some other cities it works with success, and this is to make the market a place for trading among the farm- ers themselves. One day a month might be set aside as exchange day for the farmers themselves. On these days they could bring in their stock, cid wagons, anything in fact they wanted to dispose of, and have sales either by auction or private trade. Such a day each month would be popular with the farmers in spring and fall when the shifts are usually made, and it would tend to make Grand Rapids more than ever a farmer center. Battle Creen used to have a farmers’ day with an auc- tioneer furnished by the Board of Trade, and often with free coffee served by the merchants of the city. armers’ day used to bring out great crowds. Grand Rapids is not too big to have such a day and there is no reason why it should not be popular. The farmer who wants to sell] any- thing except his crops often finds difficulty in getting a buyer, but an exchange day on the city market would bring the farmers in from a wide territory and trading would be easy. The possibilities in having TRADESMAN a farmers’ day once a month or even softener on the city market are cer- tainly worth looking into and the Board of Trade might well give it attention. The cost would be merely nominal and to have a monthly gath- ering of farmers in town would be distinctly worth while. ———— +... Good Cranberry Crop. Reports from 137 cranberry bogs received at the annual meeting of the Cape Cod Cranberry Growers Association indicated a good crop of upward of 13,000 barrels this year. This will be a gain of 11 per cent. in acreage. October 4, 1911 Wanted—Butter, Eggs, Veal. Poultry and Huckleberries F. E. Stroup, Grand Rapids, Mich. References:—Commercial Agencies, Grand Rapids National Bank, Tra an Company, any wholesale grocer Grand Rapids. All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., ““s""" State Agents Hammond Dairy Feed The Vinkemulder Company Grand Rapids, Mich. We Buy and Sell all kinds of Fruits and Vegetables We have the output of 30 factories. Brick, Limburger in 1 Ib. Bricks, Block Swiss Write for prices. Milwaukee, Wis. Papers and hundreds of shippers. W. C. Rea Rea & Witzig A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. You will find this a good market, Ship us your poultry and eggs, REFERENCES—Marine National Bank, Commercial Agencies, Express Companies, Trade Established 1873 Moseley Bros. Both Phones 1217 Established 1876 We Want Wholesale Dealers and Shippers of Beans, Seeds and Potatoes Office and Warehouse, Second Ave. and Railroad Strictly Fresh Eggs White Beans Red Kidney Beans Clover Seed Grand Rapids, Mich. HIGH GRADE SEEDS IN BULK. S. M. ISBELL & CO. ISBELL’S SEEDS stone ones We make a great specialty of supplying Michigan storekeepers with our Drop us a card and we will have our salesmen call and give you prices and pointers on how to make money selling seeds. Do it quick. 2 Jackson, Mich. Trees Trees Trees FRUIT AND ORNAMENTALS A Complete Line GRAND RAPIDS NURSERY CoO. 418-419 Ashton Bldg., Desk BB: -: Grand Rapids, Mich. 11 October 4, 1911 MENACE TO THE HORSE. Increasing Use of Mules in This State. Until recent years the Missouri mocking bird was almost unknown in Grand Rapids, so much so that when one was seen people turned to look again, and as for the farmers in this section they would not even think of having one on the premises otherwise than as a joke. But now the mule is becoming as much of a menace to the supremacy of the horse as the automobile. Several concerns in town now use mules exclusively for their delivery service and the kindly words they speak of the long ears is leading others to investigate their merits. The farmers, too, are taking to mules and, so far as they have gone, they like them and are encouraging other farmers to add va- riety to their livestock. The largest user of mules in Grand Rapids is the Ira M. Smith Mer- cantile Co., which has a stable of fifteen or twenty of them and uses them entirely in their delivery serv- ice. The Ira M. Smith territory ex- tends from the market gardens south of Burton avenue to beyond Fuller Station and from Reed’s Lake to the West Side plaster mines. This is a wide field, nearly twenty-five square miles, and much of it is rough driv- ing, with many hills and much sand. The mules are driven singly to light delivery waogns and the testimony of the Ira M. Smith Co. is that the mule is quicker, more enduring, more re- liable than the horse, surer of foot, easier to keep and far less suscepti- ble to disease, that it costs less to feed him, that he can haul a bigger load and that weather does not wor- tv him. The drivers speak kindly of the beast, but admit that he has one fault in that it is hard to make the mule stand at the curb. When left in the street the mule will in- variably swing around until his head is in the middle of the road, and the Ira M. Smith Co. has been obliged to put 200 pound blocks of concrete on the Ionia street front to use as hitching blocks for its mules to keep them in line with traffic instead of at right angles. The drivers have no complaints to make of kicking pro- clivities, balking disposition or other traits of viciousness which literature tells us the mule possesses. The Columbian Transfer Co. has three teams of mules in _ service, chiefly for the baggage wagons, and speaks well of their hardiness, en- durance, freedom from the ills that put horses out of commission and ease of management. The Reliable Transfer Co. has one team and the Century Fuel Co. has a pair and ai- tached to the fourth ward sprinkling wagon is a pair of mules. The Fuller & Rice Lumber Co. uses mules ex- clusively in its delivery system, and the Fuller & Rice mules are easily the finest mules in town, for size, style and appearance. The mules are of Clysdale blood and have the Clys- dale build but not the bulk. They are big fellows, but trim; if they lack weight they make it up in muscle and the drivers say they can pull a MICHIGAN TRADESMAN heavier load with less apparent effort than any horses they ever handled. Three or: four farmers who bring stuff to the city market come in with mules, and it has been noticeable this summer that other farmers have been inspecting those mules and asking questions about them with an inter est that suggests that they have it ia mind to do likewise. One of these farmers comes in from near Berlin with a well matched pair of dark bays. “Sure, I have horses, two ci them, but I like the mules,” he said the other morning. “They weigh only 900 pounds apiece and can out- pull my 1,250 pound horses and are good drivers on the road. Some mules may be lazy and some may be able to kick a man’s hat off at ten rods, but my mules are as gen- tle as lambs, always willing, and | like them. They are easy to keep and there is never anything the mat- ter with them. If I had to choose be- tween horses and mules I would take the mules, but as it is I have both, but when I come t» town I usually drive the mules, especially if I have a heavy load.” Ancther farmer from near Kent City drives to market with mules and the other morning his wife, hold- ing the lines while her husbard ne- gotiated the sale of the load, told of the mule virtues: “My husband for a long time wouldn’t hear of having mules, but he finally took these on trial and we have found them just lovely,” she said. “They are easy to take care of, perfectly gentle, nev- er fall, work well on the farm an‘ are good drivers in town. We have had these mules two years now. We find them more serviceable than the horses.” In the South the mule is the al- most universal draft and farm ani- mal, and in the South they take as much pride in their mules as we in the North take in our horses, care- fully breeding them for the purposes to which they are to be used. In this city we have not yet reached that point where pride is taken in them. The stock used here is mostly just mule, except the fine stock of the fulller & Rice Lumber Co., but the time may come when we, too, wii! go in for quality. At the West Michigan State Fair one team. of mules was exhibited by a dealer at Holland and this single exhibit at- tracted much attention, even al- though the stock shown was not es- pecially high grade. So far as known mules are not bred in Michigan, ex- cept at the ranch of Wm. H. White & Co., near Boyne City, where a fine strain is produced. Much of the stock brought into the State comes from the South at prices that are not far ditferent from horse prices. —_—_2 2. The Shortest Poem. “The shortest poem ever written,” says a Georgia newspaper, “concern: ed flies. The author is unknown, but must have been a woman, for it lilts after this fashion: “ec ‘We De- Spise Flies!’ ” Small Grocers To Unite. It has been stated that a meeting of many of the small grocers around New Haven, Conn., is being talked of to consider the plan of forming a united grocers’ purchasing associa- tion in that city. The idea of the proposed organization is to make it get staple articles at as low a price as the big dealers by buying togeth- er in large quantities. In taking under consideration measures for adding impetus to fall and winter trading, see that the win- dow lisplays come in for a full share of attention. Hints of great value will be found monthly in the arti- cles printed in this paper on that subject, and, by watching them closely, great improvement may be made in this department of advertis- ing. The importance of the window can not be overestimated, and_ its drawing power should not be over looked. An _ attractive window has brought more than one customer t> the store. Make the display season- 13 able, beware of crowding too much into it and, above all, change it often. If you have learned not to worry, you have probably learned how to work out each day’s problems with- out thinking of to-morrow’s. SUMMER SEEDS If in need of seeds for summer sowing such as Turnips, Rutabaga, Dwarf Essex, Rape, Sand Vetch, Alfalfa, etc., ask for prices. Alfred J. Brown Seed Co. Grand Rapids Roy Baker General Sales Agent Michigan, Indiana and Ohio Sparks Waxed Paper Bread Wrappers And Weaver’s Perfection Pure Evaporated Egg Wm. Alden Smith Building Grand Rapids, Michigan Both Phones 1870 Handling Now—Apples, Fall and Winter Fruit What Have You? M. O. BAKER & CO. TOLEDO, OHIO Dollars for You Mr. Grocer, in pushing HOLLAND RUSKS. Good for Breakfast. Lunch and Dinner. Hol- land Rusks are so appetizing served with fruits and cream. Urge your customers to try them. Weemploy no salesmen. We put the quality in our goods, Jobbers and retailers like to sell them because they are repeaters. Order a sample case. Five case lots delivered. Advertising matter in each case. Holland Rusk Co. Holland, Mich. ny) ® FROU-FROU is the SYMBOL OF QUALITY and stands for all that is BES T—its sale means PROFIT, REPUTATION and SATISFACTION. is bought for its quality. If the quality does not A Food Luxury oe please. there will be no repeat orders. QUALITY is the reason we can advertise in such bold-face type. PALAU CAAAIA AAAS RA ORO REA LEAL SLAMCA LEO LCRA LO LLCO DEEPEST ETE TET HROU-FROU THE WORLDS GREATEST WAFER HEEL LEER EL LAPERA CAL ERED BLED LLEEI NI ITO PTEDD DDD ED aaa od IMPORTED FROM HOLLAND Send for samples, prices and the address of our nearest distributor. BISCUIT FABRIEK “DE LINDEBOOM”’ AMERICAN BRANCH Grand Rapids. Mich. 14 FO LCUCCK MICHIGAN TRADESMAN Lo CU pre eed Quotations on Local d Asked Alabastine Company 190 Am, Box Board Company, Com. 90 Am. Box Board Company Pfd. 23 Am. Gas & Elec Co., Com. 55 58 Am. Gas & Elec. Co., Pfd. 42 44 Am. Light & Tract. Co., Com. 292 295 Am. Light & Tract. Co., Pfd. 104% 106% Cities Service Co., Com. 72 73 Cities Service Co., Pfd. 763% Citizens Telephone Company 94 95 Commercial Savings Bank 163 Com’th Pr. Ry. & Lt. Co. Com. 57% Com’th Pr. Ry. & Lt, Co., Pfd. 89 9 Dennis Bros. Salt & Lbr. Co. 94 100 Denver Gas & Elec. Co. Bonds 92 94 Flint Gas Co., 5% bonds Fourth National Bank 180 190 Furniture City Brewing Co. 91 95 Globe Knitting Works, Com. 125 136 Globe Knitting Works, Pfd. 100 «101 Grand Rapids Brewing Co. 210 8 225 Grand Rpds Gas Lt. Co., bonds 100 101 Grand Rapids Ry. Co. bonds 100 101 Grand Rapids Nat’l City Bank 158 165 Grand Rapids Savings Bank 165 Holland-St. Louis Sugar, ore Kent State Bank f 255 Lincoln Gas & Elec. Co. 28 29 Macey Company 97 100 Michigan Pacific Lumber 10% 12 Mich. State Telephone Co., Pfd. 99 100% Michigan Sugar Co., Com. 113 14 National Grocer Co., Pfd. 80 81% Old National Bank 196 198 Pacific Gas & Elec. Co., Com. 66 67 Pacific Gas & Elec. Co., Pfd. 8714 88% Peoples Savings Bank 210 Saginaw City Gas bonds 98% United Light & Ry. Co., Com. 52 5514 United Light & Ry. Co. 1st Pfd. 78 81 United Light & Ry. Co. 2nd Pfd. 67 70 October 3. 1911. Beginning Monday, October 2, 1911, Citizens Telephone Company stock will be quoted ‘‘ex-dividend.’’ Sales have been made during the week at 95 or bet- ter, which is the record high point for the past 18 months. We believe this has been due almost wholly to the buyers belief in a possibility of merger. i There have been quite a few enquiries for Grand Rapids Brewing Company stock with sales this week at 215 and the stock is very firmly held. A. L, Dennis Salt and Lumber Com- pany stock has advanced another five points with sales at 95 and none offered under par. Prices on a number of the more con- servative securities continue low and there are several opportunities to make purchase at very attractive figures. Shift at Commercial Savings—The Stock Slump. H. M. Morrill and Clyde L. Ross. Assistant Cashiers of the Commer- cial Savings, have risen to better things, and the friends of each are congratulating them. Mr. Morrill has been chosen business manager of the Board of Education to succeed Thomas D. Perry, who resigned rte- cently to accept a responsible posi- tion with the Grand Rapids Veneer Co., and Mr. Ross has been promoted to Cashier. Mr. Morrill came from the old State Bank of Michigan to become Cashier of the Commercia! when it was established by Charles B. Kelsey. Mr Ross started as mes- senger in the old Fifth National and rose through all the grades to Cash- ier. When the two banks were merg- ed the two cashiers were made as- sistants, with different duties but with the same title and rank, and they have worked together very har- moniously. Now that Mr. Morrill drops out Mr. Ross becomes Cashier and there will be promotions ali down the line. As business mana- ger of the Board of Education, Mr. Morrill ought to be a success, pro- vided always, of course, anybody can Stocks and Bonds. Bi make a success of a job that has so many bosses. He is careful, con- scientious and thoroughly honest and his long training in banking will be valuable to him in matters of de- tail. Mr. Ross, who becomes Cash- ier, is a young man and has had excellent banking training; he is a good mixer, has a wide acquaintance and will bring business to the bank. The bank clearings for September show a total of $10,641,185.07, which represents a shrinkage of 7 per cent, as compared with September of last year. The clearings for July, Au- gust and September, constituting the quarter, were off 2 per cent. as com- pared with the same quarter last year, and the records for the nine months of the year to date show that this has been the ratio throughout. Going into details, February and March made very small gains, and June and July more substantial im- provements, as compared with last year, but the other five months have all been below the old scores. The figures indicate that business is not what it ought to be, and it is likely that most of those who are in busi- ness will concede this without look- ing at the statistics. Between the furniture strike, which has been, and the political year, which is to come, the business men have not been hav- ing exactly a lovely time of it, but there is consolation in the thought that the clouds will roll aside some day, and then business will jump. The stock market has had a se- vere sinking spell the past month, but it seems to have been a case of nerves rather than real trouble. Ex- plaining it in other words: Wall street has been throwing a fit and the apparent purpose of the perform- ance has been to give the adminis- tration at Washington a scare. The Supreme Court recently decided that the Standard Oil Company and the Tobacco Trust were illegally consti- tuted and ordered their dissolution into their constituent companies. Then followed the congressional probe into the Steel Trust and threatened investigations of other big corporations. Then President Taft started on his tour across the coun- try and in his Detroit speech strong- ly intimated that the administratior had several things up its sleeve that would be unpleasant for the corpor- ations. Then the stock dealt in on Wall street began to tumble. The whole list, from Atchison to West- ern Union went off from 15 to 40 per cent. and dreadful howlings were heard from financial circles. There Merchant’s Accounts Solicited Assets over 3,000,000 Gea Rips Gh avincsBAnk Only bank on North side of Monroe street. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - 250,000 Deposits 6 Million Dollars HENRY IDEMA - - . J.A.COVODE - - A.H.BRANDT - - - CASPER BAARMAN - 34% Paid on Certificates President Vice President Ass’t Cashier - Ass’t Cashier You can transact your banking business with us easily by mail. Write us about it if interested. October 4, 1911 Grand Rapids National City Bank Monroe and Ottawa Sts. Capital $1,000,000 Surplus 350,000 City Trust And Savings Bank Campau Square BRANCH Monroe and Division Sts. Capital $200,000 Surplus 40,000 The capital stock of this bank is owned by the stockholders of the GRAND RAPIDS NATIONAL CITY BANK. Savings Department Reserve 18% There is Nothing in Safe Banking that we Cannot Perform PEOPLES SAVINGS BANK OF GRAND RAPIDS, MICHIGAN RESOURCES Condition May 15, 1911 LIABILITIES TOONS oe eee eed $1,796,212 34 Capital Stock 05.06 oa $ 100,000 00 Banking House deh es cue nehecue 35, 00 IIDINS 100,000 00 Cash and Clearing House Items.. 131.604 98 Undivided Profits................. 15,517 26 Deposits with Reserve Agents ... 271,622 67 Depostte <.5- 05. ees 2,018,922 73 $2,234,439 99 $2,234,439 99 Commercial Department Reserve 27% UNITED STATES DEPOSITARY WM. H. ANDERSON, President JOHN W. BLODGETT, Vice Pres. left one year. semi-annually. We solicit your patronage. THE FOURTH NATIONAL BANK This bank pays 3 per cent. on Savings Certificates if left 6 months, and 3% per cent. if On Savings Books we pay 3 per cent. if left three months and compound the interest GRAND RAPIDS, MICHIGAN L. Z. CAUKIN, Cashier J. CLINTON BISHOP, Asst. Cashier Capital $800,000 Loe OLD NATIONAL ayes N21 CANAL STREET Our Savings Certificates Are better than Government Bonds, because they are just as safe and give you a larger interest return. 3% % if left one year. Surplus $500,000 WE WILL BUY--SELL--QUOTE Securities of BANKS, TELEPHONE, INDUSTRIAL AND PUBLIC SERVICE CORPORATIONS Ask for our quotation sheet C. H. Corrigan & Company 343 Michigan Trust Building Grand Rapids, Michigan Long Distance Telephones—Citizens 1122, Bell 229 If all your time is not taken You Can Add to Your Income Selling Life Insurance for The Preferred Life Insurance Co. of America Grand Rapids, Mich. WILLIAM A. WATTS, Sec’y and Gen’] Mgr. ASK US HOW 911 October 4, 1911 Financial have been times when the whole country would have felt the effects of a Wall street slump, but upon this occasion the rest of the country re- fused to become excited or to partic- ipate in the cataclysm. Wall street is slowly recovering from its fit and whether or not the administration has been scared remains to be seen. Many of the standard securities are held in this city as investments or semi-speculations. Had it been nec- essary to close out the Grand Rapids holdings at the low figures, this city would have been a heavy loser in the slump. This city, however, does its business in the stock market for the most part at least on a cash basis. When stocks are bought they are bought outright instead of on mar- gin, and under such circumstances the ups and downs of the market make little difference. During the past month focal investors have been do- ing considerable buying at the low levels, and when the market recovers, as it is certain to do in time, they will be in a position to sell at sub- stantial profit. The Governor’s attitude toward the big corporations may be good _ poli- tics, but it is not apparent that it is serving any very great public good. The Standard Oil Company may be compelled to break up into many separate companies, but if the various companies have identically the same directorates, what is the real differ- ence, so far as the public is concern- ed? The same would be true of the Tobacco Trust and of any _ other corporation whose present organiza- tion may be declared in violation of the Sherman law. The Sherman law was enacted twenty-one years ago and conditions have vastly changed since then. Instead of attempting a rigid enforcement of this old statute the Government might better devote its energies in the framing of a new and better law. Corporations, both big and little, certainly need super- vision and wholesome regulation, but it must be apparent that the anti- quated Sherman law does not serve that purpose. Instead of regulating ana controlling the Sherman law merely puts the corporations under the necessity of finding some other way to skin the cat. — 7. > 2>___ A Distinction With a Difference. Written for the Tradesman. Once upon a time the late James F. Joy, eminent as an attorney and as a railway magnate, was sent to England to negotiate a large loan on railway bonds and shortly after his arrival there came news that he had been successful in his quest. About a month later he landed in New York on his way homeward and was followed from the steamship landing to his hotel by a representa- tive of a great New York daily who was after an interview. Allowing a reasonable time for MICHIGAN TRADESMAN dinner, the reporter sent his card to Mr. Joy’s room and presently was asked to follow the bell hop. Greeted cordially by the great law- yer and placed at once at his ease, the visitor asked Mr. Joy if the ca- bled news as to the success of his mission was correct, and Mr. Joy re- sponded that while he had no de- sire to become captious in criticizing the press, he was obliged to answer that it was not correct. Then the reporter asked for speci- fications, which, most courteously but firmly, Mr. Joy declined to give. Accordingly a morning paper said in its issue next day that Hon. James F. Joy, of Detroit, arrived in New York the day beforé and declared that the report that he had succeed- ed in securing a loan of $10,000,000 for the Michigan Central Railway Co. was not correct. This news(?) created something of a stir down on the street and when Mr. Joy visited the office of a friend and business associate, he was at once criticized for giving out false and harmful information and was asked, “Why did you do that?” “Because,” said Mr. Joy, “it was information to which the newspaper, none of the newspapers were enti- tled to, and, in the second place, my answer was not a falsehood in any sense.” “You secured the loan, didn’t you?” asked the friend. “No, sir. It was not a loan. I sold the bonds,” said Mr. Joy, “and _ be- sides it was not a ten million case, it was a sale of $20,000,000 of bonds,” he concluded. —_ 2-2. —____ New Burglar-Proof Door Device. J. LL. Friedman, of Chicago, has invented a iittle device designed to keep burglars, even although they may be adepts, from picking the or- dinary lock and key combination which does duty on so many back doors. Below the keyhole, on the inside of the door a plate is screwed into the woodwork; attach- ed to this is a bar of cold rolled steel four inches long, an inch and a half wide, and one-eighth of an inch thick. This is bent at the top into a “U” shape, which fits closely over the head of the key when the door is locked. In the middle of the bar, piercing it about an inch from the plate, is a thumbscrew holding the plate in place. When the door is locked and the steel bar placed over the head of the key, the thumbscrew is turned until the bar presses against the head of the key with great force. Attempts to pick the lock, to use a skeleton key, or to take an impression of the lock would be failures because the key is tightly held in place, thus blocking and filling the keyhole com- pletely. When not in use the bar is dropped down and swings from the plate. The invention is for the old fash ioned lock and key combination, which is still popular in smaller towns and cities and much in use on the back doors of the city apartment houses. Money Spent by Conventions. “Did you know that the chambers of commerce in the big Western cit- ies have a regular system of ratings on Organizations that hold conven- tions?” asked a Chicago man. “Nev- er heard of it? Well, they do. 1 have had charge of a convention bureau for a number of years. “In my card index I have a list of every organization that has an an- nual gathering. The list shows how many members each has, how often they meet and how much they spend. They are desirable, from my point of view, only in accordance with the amount of money they are likely to leave in my town. Therefore, I go after some of them hot foot and leave the others alone. But I have to keep track of all of them, for now and then an organization changes in char- acter, and the chances of their spend- ing money freely improve accord- ingly. “The Mystic Shriners are up to- ward the head of the list. Each mem- ber will spend about $13 a day while he is at the grand roundup. On the other hand, the delegates of a relig- ious convention will spend less than #2 a day. The biggest per capita averages are in the meetings 2f rail- way and manufacturing associations. Some of them mean an average ex- pentiture of nearly $100 a day a man for those who are present.” —_+++_ Changes in Gold’s Purchasing Power. Many people find it difficult to un- derstand how the value of the dollar can vary when one standard weight of gold is fixed by law as constituting a dollar. The answer given in treat- ises On economics, of course, is that gold is a commodity and, like any other commodity, its value varies ac- cording to supply and demand. The most satisfactory explanation, how- ever, is the practical one that the val- ue of the dollar is always measured by what it will buy, and that if prices tise so that a dollar will buy only three-quarters as much at one time as it did at some former time, the value of the dollar has been actually reduced by 5 per cent. A bulletin just issued by the De- partment of Commerce and_ Labor, showing relative average wholesale prices of commodities for the years from 1890 to 1910, gives an interest- ing tabular exhibit of the great varia- 15 tion in prices and in the purchasing power of a dollar’s worth of wages that has taken place during those years. The average is based upon the wholesale price of 257 different commodities. ——_++.____ Among men day laborers and ag- riculturists are least prone to. sui- cide. Soldiers and sailors are most prone to it. It is relatively common among saloonkeepers, brewers, cigar- makers, servants, architects, bank- ers, collectors, commercial travelers, druggists, tailors, journalists and law- yers. Among employed women it is a somewhat prominent cause of death for telegraph and telephone operators, cigarmakers and stenogra- phers. We Buy and Sell Timber and Public Utility Bonds Gas, Electric, Telephone and Industrial Stocks We will be glad to send you our weekly quotations Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. GRAND RAPIDS FIRE INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. The Leading Ageney The Clover Leaf Sells Office 424 Houseman Bik. If you wish to locate in Grand Rapids write us before you come. We can sell you property of all kinds. Write for an investment blank. pondence invited. BOND DEPT. of the Continental and Commercial Trust and Savings Bank The capital stock of this bank is owned by the Conti- nental and Commercial National Bank of Chicago. Combined Assets over $200,000,000 Offer high grade Municipal, Railroad and Corporation Bonds and Debentures to yield investors 3% to 6%. Corres- J. E. THATCHER, Michigan Representative, 1117 Ford Building. GEO. B. CALDWELL, Manager Bond Department. 16 AN UNPROFITABLE LIE. How Babcock Tells the Truth in His Advertising. Written for the Tradesman. Straw hats have been called in, potatoes have dropped a few cents :1 pound, Taft has paid Michigan a visit, and it is time to look for fall advertising in the newspapers. The merchant who knows his busi- ness will take a space large enough to attract attention, will prepare his copy carefully and state just what he has to offer and what the price is. If he has been through many ad- vertising campaigns he will adver- tise his fall goods to the limit and then add something like this: “We have light-weight summer goods of excellent quality and manu- facture which we are anxious to get rid of. If this interests you, ask the clerks about these offerings and they will quote prices which will make your hair curl.” A suggestion of this sort was made to a clothing merchant recently and he snorted scornfully. “I’m advertising fall suits,” he said. “Where is the sense, then, in putting a line at the bottom of the announce- ment which will set the reader to thinking about something else than the goods I am spending my money to exploit?” “But if you don’t sell the summer suits,” the solicitor urged, “you will have to keep them until next sum- mer, and then the prices may be lower on fine suits and the styles may be entirely different.” “Yes, I want to sell them,” was the reply, “but I don’t want to place them in competition with my fall suits.” And he didn’t, either, and he has the goods yet. No amount of rea- soning could convince him that peo- ple asking for light-weight fall suits were also in the market for light- weight summer suits, especially as the styles were almost identical. He could not be made to see that he had several weeks in which to get rid of his fall suits, and only a few days in which to sell his summer suits. He could not see that buyers who would not pay the fall prices would pay the cut rates and get a light-weight suit which would look like fall stock. What he did do was to shift some of his summer suits over into the fall suits department and offer them as new stock, just brought in for fal! trade. He made no reduction in prices, and, as has been stated, has the suits yet. In his advertising this merchant described some of these summer goods as fall stock. That was a cheat, and his custommers knew it. He is a fairly honest man. His word is considered good, but he does not consider that he is lying when he puts out a misleading advertisement. There are merchants who have spoiled the effectiveness of their ad- vertising by telling whoppers in them—by advertising goods they do not have in stock, by advertising prices which they hold good only on one suit. It is easy to say, “That MICHIGAN TRADESMAN line is all out,” when a customer calls with the quotation on _ his tongue. The merchant thinks he is clever, that he has brought this man to the store by a shrewd dodge, and he also thinks the customer does not see through it. But he does, and the mer- chant may advertise until all is blue and never get that man. into his store again. ~ Another thing the merchant ought io do when he gets out his fall ad- vertising: He ought to see that every clerk reads the advertisements. Too frequently buyers find clerks who do not know the prices of their own goods. This is not the fault of the clerks but of the merchant. If a customer walks up to a cloak salesman and asks for a sight of the garments marked down to $14 from $22 and the salesman thinks it a josh and begins giving the customer a lit- tle slack, the customer is lost and the fault is with the man whose duty it was to notify the clerk or salesman. But, above all, in preparing the fall advertising copy, tell the truth. Do not advertise goods you haven’t got. Don’t quote. prices which are not genuine. If you have only one $10 suit, say so, and don’t give the im- pression that you have a large stock at that figure to choose from. Don’t get into the “just as good” habit, and advertise a certain make of goods which you haven’t got. The fact that you have something “just as good” does not count. Here is where Babcock lost a good cash customer—a man who bought clothing for a lumber camp and a big sawmill. Carson had worn the Stayer suits for a long time. They had always given him satisfaction, and he would buy nothing else for business wear. One fall his suit got pretty shab- by while he was plugging around the office in the woods, and when he went to Chicago his friends advised him to become a delegate to the Washington Hobo convention. “Come right over to the Wheel,” one of his Club companions said, “and I’ll buy you one of your favor- ite suits.” “If you'll buy a porterhouse steak an inch thick and have the Club chef cook it,” laughed Carson, “I'll con- sider the proposition.” “Oh, all right,” replied the other, “only there’s a new line of Stayer suits over at the Wheel, and you may not be in Chicago again for a month or two. You know you can’t get these Stayer suits in all sizes in every store.” “There is where you expose your ignorance,” laughed Carson. “Why, up at the little blind siding where my camp and mill are we have a store which sells the Stayer suits, and sells ‘em right.” Carson’s friend was a clothing man himself—a manufacturer—and was sporty besides. He laughed at Carson. “Do you mean that man Babcock, up at your crossing?” he asked. “No other,” was the reply. eT neo “Well,” was the next proposition, “Vl go you a $60 suit that he does not do anything of the sort.” “You’re on,” said Carson. “On the way down I took out a copy of our county paper and noticed that Bab- cock was selling Stayer suits!” “Does he always do as he ader- tises?” asked the other. “Of course he does.” “Well, you show me a Stayer suit bought at Babcock’s and I’ll pay the bet.” So Carson did not buy a Stayer suit at Chicago, but reserved his pa- tronage for his local dealer, which was as it should be. When he got off at the station it was in the mid- dle of the afternoon, and the one street was quiet. There wouldn’t be another train south until the next morning. Babcock stood in his rather attrac- tive store when Carson entered. He advanced to meet his best customer with a smile on his shrewd face. “Last order shipped out to the camp?” asked Carson. “Sure,” was the reply. “Well, as I’ve got the boys all rigged out for the winter,” said Car- son, “I'll just surprise myself with a new suit. I’ve got to drive over to Upton to-night and meet a number of railroad men, and this get-up looks rather bum.” “T should say so,” said Babcock. “Step back here, please.” So Carson stepped back and was shown a neat-looking suit which the merchant asked him to try on. “But I want a Stayer,” said Car- son. “This is a Stayer,” declared Bab- cock, “that is, a Stayer suit made under a different name. It is all right. Try on the coat.” “Do you mean to tell me,” demand- ed Carson, “that the Stayer people spend thousands of dollars a year ad- vertising their special suits and then leave the tag off? Not so you could notice it, they don’t. And why do you try to ring me in on an old Dorp suit, when I asked for a Stayer?” added Carson, becoming red in the face. “You ought to know by this time that I know what I want. Bring out a Stayer.” Babcock flushed, worked his hands round and round each other, and moved toward the back of the store. “Frank!” he cried. “Frank! Where is that Stayer suit?” “That Stayer suit?” shouted Car- son. “Well,” replied Babcock, turning about, resolved to face the trouble at once, “if you want to know the truth, I was promised some Stayer goods, like the sample I had here yesterday, but they never came.” “But you advertised them!” growled Carson. “Well, I had them, didn’t 1?” ask- e1 Babcock, with a self-satisfied grin. “T had one Stayer suit when I in- serted that advertisement. Besides, the Dorp goods are just as good as the Stayer. I’ve had several calls for the Stayer to-day and never fail- ed to sell the Dorp. Come, be a good fellow and try this coat on.” October 4, 1911 “You've done a beautiful thing!” roared Carson. “I’m in a nice box. now! I had to have a new suit to- day, but I did not try it in Chicago because you advertised the kind I want, and I thought I’d give you my trade. Now it is too late to get back to Chicago and buy a Stayer before meeting the railroad men over at Up- ton.” “I’m sorry,” wailed Babcock, who began to see what he had risked. “Your sorrow won’t help me out any,” snarled Carson. “When you ad- tised Stayer suits I believed you. Now I’ve got to keep an important business engagement looking like a tramp. And, besides, I’ve lost a bet of $60 to a man who bet me that you didn’t keep Stayer suits. Fine mess you've got me into by your deceptive advertising!” “T’ll_ give you a Dorp suit,” cried Babcock. “You can wear it to-night and throw it away to-morrow when you get a Stayer.” “Il won’t have the suit,” roared Car- son. “I'll go just as I am, and pay the $60 bet I lost by banking on your honesty!” Carson never gave Babcock anoth- er order. Perhaps he is a crank. Babcock offered to do the right thing, but Carson would not do busi- ness with a man who did not keep his promises in his advertising as in his personal life. Merchants do not know how many customers they lose by working the “just as good” game. The goods they offer may indeed be just as good, but the point is that the customer will not be satisfied with them, and will always blame the dealer for “roping him in” on some inferior ar- ticle. Anyway, in doing the fall advertis- ing, do it with reference to getting rid of the summer stock in the early days of autumn, and also tell the exact truth in your copy—and_ see that the clerks read the advertise- ments. Alfred B. Tozer. Remember, that the big mail order houses are pushing a fall campaign among the farmers, and doing it me- thodically. They know just about what time in each section of the country the farmer will be in funds from harvested and disposed-ot crops. This is one of the things they do not overlook, and they are playing for the fish at the time he is most likely to bite. It takes cash to pur- chase from catalogue houses, and the local merchant should see to it that he does all in his power to keep that cash from leaving the community. Advertise to the farmer when you know he is likely to have money. Keep him informed of your goods and prices. Beguile him into your store, and show him you have the goods. Meet fire with fire. The mail order house is after him hot-footed just now. The merchant should be or the spot with his inducements at the same time. Get there first, if possible, and keep him from getting away. . —~++2._____ One day’s mistake has, millions of times, spoiled a life—and plenty of others with it. —= wa. October 4, 1911 MICHIGAN TRADESMAN 17 Last Deal on Van Camp’s Milk for the Year ~NHE cost of raw milk advances steadily from now until next spring. This advance is as sure as taxes. It can’t be avoided so you will appreciate the importance of the proposition which follows: We are going to give grocers one more chance to lay in a winter supply of Van Camp’s Milk. This will po- sitively be our last big deal of the Season. Order now, get your Van Camp’s Milk delivered and billed in Oc- tober and on every jobber’s bill dated in October and sent to us, we will return the bill with the following cash rebate remittances: $ 1.00 cash rebate on each _ 5 cases 2.25 cash rebate on each 10 cases 6.25 cash rebate on each 25 cases 18.75 cash rebate on each 50 cases 30.00 cash rebate on each 100 cases Good for October purchases only. Order from your jobber’s salesmen or send your order to your jobber by mail. This deal is open to all retailers through any jobber. Get your order in at once. Don’t lose this opportunity to make money site THE VAN CAMP PACKING CO. INDIANAPOLIS :: INDIANA 18 SUCCESSFUL SALESMEN. They Must Be Sober, Honest and Genuine Hustlers. One of our early fortune builders is supposed to have said that brains were the cheapest commodity he had to buy. If this is true brains are in the truest sense a commercial anom- ally, since nothing is harder to sell. It is a surface principle of business that a commodity everywhere recog- nized as specially desirable, and, in addition, sensationally cheap must certainly be ultra salable. Here we have a product not only desirable everywhere, but in most instances in- dispensable. It is likewise supposed to be the cheapest of human offer- ings. Yet this cheap necessity is not easily sold. What can be the trouble? Can it be that brains, or ability, or genius, or talent, or whatever trade name you wish to give the product, is not in demand. Certainly this is not true. With this count eliminated, one must conclude that brains are being badly marketed; that those having the commodity for sale are going about the selling with false methods. In other words, little brains are be- ing used in selling brains. Brains Need High Salesmanship. Why this should be so no one seems to know, unless it is a fact that men give too much attention to sell- ing shoes and hats and sugar, and get the impression that ability will sell itself. Nothing is worse logic. Every merchant knows that sugar has practically a standard value; that it is salable at all times, and in con- stant demand. Every merchant knows where to go for sugar. Few employ- ers know where to go for brains. Brains have no standard value, de- mand, or outlet—they require a high- er salesmanship. Thus the salesman—if he but knew —has no more difficult article for selling than his own services. How does he go about disposing of him- self? How much thought does he give the transaction? How many of the qualities which sell shoes or sug- ar for him does he put into the sale of his brains? Where does he make his mistake? What qualities shall he display to make himself more a ne- cessity and less a fancy product, to be disdained at will by the employer? It is simple enough to determine what makes the successful road _sales- man—ability to sell goods. If, in ad- dition to this faculty, the salesman is careful, accurate and prompt, he is well nigh the ideal man to send out on the missions of commerce. Thus the basic things a salesman must do are not, from a sprface view, too complicated. Sell goods and keep your accounts and records straight. But, say the sales managers, simple as these requirements may seem to be, not many men have them. They require an imposing array of quali- fications; they demand a well defined line of capacity; sales managers have long since dissected the salesman and set down the elements which make him. What Qualities Are Needed? Naturally, if you appear to the MICHIGAN TRADESMAN man who gives out the jobs to pos- sess these elements he will employ you—experience or no experience. He will let you show whether the ele- ments he sees in you are in proper combination. Meanwhile he will pay you while you make the demonstra- tion. But what are these qualities How is a man to know what the sales manager expects of him? How shall he act in seeking a job? What shall he say? These questions were answered for me the other day by Chicago sales managers handling large forces of road men in different lines of trade. According to them, the qualifications of the salesman seeking employment are: A good address. A neat appearance. A proper manner. The ability to judge human ture. The appearance of being bright and alert. The evidences of tact and a bit of natural diplomacy. The evidences of integrity and manliness and a past without stains. Some knowledge of the line he wishes to sell. The appearance of being and willing to attend to detail. These Not Required By All. In addition to these essentials some sales managers impose other require- ments, but these can hardly be class- ed as indispensable. Some employers demand them; others think them un- necessary. They are: Unblemished character in the mor- al sense. Abstemiousness. An aversion for the cigarette. In talking to sales managers I found that salesmen coming from certain places and lines of business are preferred and can usually find employment without trouble. For in- stance, the dry goods trade likes to hire young men from the country towns having had experience in gen- eral stores. The fancy grocery trade will generally employ bright clerks having had experience in fancy retail grocery lines. Retail shoe clerks whose knowledge of shoes has not been confined to one store or one class of trade appeal to the sales managers of shoe houses. Houses whose lines are not too complicated frequently employ experienced sales- men with no previous knowledge of their lines, although preferring new men with knowledge of the goods to be sold. Young salesmen are given the preference. The principal reason for this, according to sales managers, is that older men are set in their habits of doing business and are less easily commoded to the particular methods and whims of the. house. What the Manager Considers. “What do you consider in hiring a salesman?” I asked William F. Hypes, sales manager of Marshall Field & Co., are other day. “The salesman,” said Mr. Hypes, “must possess a good address first of all. He will have a good address in asking for a place just as he will na- steady in approaching the merchant to sell goods. He must also seem to be able to judge human nature. Just how I know whether a man can do this is perhaps hard to say. But the things he does and says and the way he goes about his conversation are ordinarily pretty good indications of this. “A good address consists of several elements. The first is the matter of physical appearance. I do not mean to say that a man must be specially dressed. He must, however, he neat, clean looking, bright appearing and must have the evidences of good character in his face. Size is in a man’s favor. It is not necessary that a salesman be a big fellow, but in the matter of approaching men size is always a good thing. I do not mean to say that little men are not often successful. They are. I know lots of bright little men who have made the best sort of successes, but as an average proposition the larger man has fewer difficulties, other things be- ing equal. “There is the other and important quality going to make up a good ad- dress. Probably the manner of the man is even more essential than his physical looks. The two go hand in hand, of course, at least when _ it comes to sizing up a man for em- ployment. The man who comes to me with an easy, pleasant and cor- rect method of approach and the right manner of talking will always get consideration. The old fashioned traveling salesman who thought to be of the hail fellow type, who came in and slapped his customer familiarly on the back, is not desirable. Neither is the cheeky man to be desired. Correct Manner Counts Much. “The manner of the good sales- man ought to be a sort of deferential boldness, if one may use the term, or a sort of deference underlaid with firmness and confidence. Just how this manner should be exposed to the man being dealt with depends on cir- cumstances, and here it is that the all important matter of being able to read and judge human _ nature comes in. “Of course, the salesman must do other things besides approaching a man correctly, so that his ability to judge men is needed all along the line. But if the approach is well made much of the balance will be simplified. “As an illustration of the need of being able to read men here is a little experience we had recently: A young man who had been a good house salesman was given his first trip on the road. He got the idea somehow that the thing to do was to be a hail sort of fellow. On one oecasion he visited one of our oldest and best customers, a man whom he had dealt with here in the house on two or three occasions. What does the new- road salesman do but go in, slap the old customer familiarly on the back and call him by his first name. ‘Hello, Bill, old top, how are you?’ or something like that, was his greeting. Our old and dignified cus- tomer was shocked out of reason and October 4, 1911 that salesman never again was able to approach him. The merchant came to me personally with his complaint. Now this young man was ordinarily a good salesman. He- simply had misread his man. Should Know Human Nature. “Knowing human nature is quite as important in making sales. A salesman meets fifteen men in the course of a trip. He also meets fif- teen various and different natures. Each must be dealt with in an alto- gether specific way. To __ illustrate this again: Some merchants must be taken into the sample room and urg- ed. The salesman must constantly call their attention to this and that article and advise the purchase. If he does not do this he makes no sales. This merchant wants to be led, ad- vised and informed. “The same day the same salesman will approach another merchant. The first time the salesman says, ‘I think you ought to have some of this. We have been selling a lot of it and it is Pict See BM rey Roth Phonas Ciao g. al ETO The McCaskey Register Co. Manufacturers of The McCaskey Gravity Account Register System The one writing method of handling account of goods, money, labor, anything. ALLIANCE, OHIO Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from to 4,000 pounds. Prices from $750 to $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids Your Delayed TRAC Freight Easily and Quickly. We can tell you how. BARLOW BROS., 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 4g, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. October 4, 1911 going well everywhere,’ the merchant is offended. More than likely he will tell the salesman that he knows his business and will indicate just what he wants, requiring and brooking no advice. This, the method that was necessary in the case of the firs‘, was fatal in the case of the second. “The salesman must know human nature. That’s why I look long and hard for this ability in hiring new men, “Another thing about the men I[ hire,” said Mr. Hypes, “I never em- ploy cigarette smokers. I am more afraid of them than of men who use liquor. The young man who habit- ually smokes cigarettes is not depend- able. He gets careless, forgetful and dangerous. He geis the house into trouble right along.” “Is this a perscnal dislike or a personal experience of your own, or is it the general rule among sales managers?” I asked. Ideas Based on Observation. “There is nothing personal about it. My ideas are based on experi- ence and observation. The man who smokes cigarettes. will cut short his business with a customer to get out and get a whiff at a cigarette. The craving is such that he will do any foolish thing for a smoke. I had an experience within the last year and a half with such a man. He was good looking, bright, active and a good salesman, but I thought when I hired him that I detected the symptoms of the cigarette smoker. He denied that he used cigarettes and I hired him. Soon bad reports began to come in and when I sent out an as- sistant manager to look over the ter- ritory the reason was plain. He was not only a cigarette smoker but a fiend. He had not the strength and stamina for the work and I had to let him go. This is only an example. “T lay much stress on the moral character of the man who represents us on the road. The people who deal with us are the kind who want to do business with clean men. Soon- er or later we know it if a man suc- cumbs morally. If we do not detec! it any other way our customers let us know, mainly because they know the character of the house and want to deal with right men.” “Where do you recruit your sales- men?” was asked. “Well, we like to take our own men out of the house and send them out. They know our lines and meth- ods and they do the best work for us. When we take outside men we like to get them from general stores in country towns where they have a smattering of knowledge along all lines of dry goods. We like to get country boys in the store here, too— boys just out of the country high schools. We have better luck with them than with city reared boys.” Some Lines Need Experience. R. F. Haegelin, sales manager of Franklin MacVeagh & Co., told me other interesting things about the job of hunting salesmen: “In our own business,” said Mr. Haeglin, “we can not do much with the man who does not know the line. It is too long and too costly a thing MICHIGAN TRADESMAN to educate men to the business. Sell- ing fancy groceries is not so simple as one might erringly think. We have, for instance, some 3,000 items to sell, and they can not be learned in a little while by the man who has not a pretty good previous knowledge of groceries. “In addition the applicant must be bright and intelligent looking, must seem to be alert and ready to grab at opportunities. J can tell readily enough from a man’s looks, his mode of address and what he says to me whether he is mentally constituted for salesmanship. We must recruit all our salesmen from the outside. It would be hard to say just where the greatest source of supply lies, but as a general rule we like best to get bright, intelligent clerks with experi- ence in some fancy retail grocery. Our work is different from that to be done by the salesman of the reg- ular country or city jobber. Fancy groceries are our principal line and they require another sort of sales- manship. “We employ mostly young men; not that an older man, if he is a gocd one, would be refused, but that the younger man learns more quickly and is more adaptable to our special needs. Men who have grown old ir the business get into ruts. They have their set ways of doing things and our requirements are such that set ways do not go far.” Mainly out of curiosity I asked Mr. Haegelin what he thought of the cig- arette smoking salesman. “If a man came in here smoking a cigarettes and asked for a place, I probably should consider at the out- set that he had little tact or diplo- macy, and probably I should not hire him,” was the reply. “A cigarette smoker is never a good salesman and it is very generally conceded that the habit of smoking cigarettes makes a man untruthful and unrelia- ble and leads to other moral lapses which undermine his health and im- Pair his usefulness as a salesman.” Marshall Field & Co. employ ab ut 450 road salesmen. In such an army there are constant comings and go- ings, many changes and much chance for observation. Franklin MacVeagh & Co. have about 100 men on the road. In such a force there is like- wise the utmost chance to observe the characteristics of men. The sales manager who does the hiring comes in time to have a set of rules by which he judges the applicant, and this article attempts in so far as pos- sible to set down these rules or max- ims. The new salesman, one employed, gets, if he is a beginner, from $50 to $75 a month and expenses. This is merely a tryout wage. After a few trips he has demonstrated his real value. Either he is worth keeping and paying wages to or he is dis- pensed with. How high the sales- men may go in salary is not to be told. There are practically no lim- its, and even if there were the really successful salesman would speedily be lifted to the rank of assistant sales manager, sales manager, etc. Edward H. Smith. The Division of Territory. The question whether a salesman had better work a small territory closely or a large one at less fre- quent intervals, depends, of course, upon the line of business. Our practice is to give our sales- men sufficient territory, so that they can see their customers three or four times a year. Experience has shown us that in our line salesmen can make on an average of two towns a day and cov- er the ground thoroughly. I know there are some houses in the business which do not follow this plan. They prefer to have a larger force of salesmen, giving each a small territory to work, under which arrangement it usually follows that . the men employed are less experi- enced and less competent business- getters. It is our policy to have fewer salesmen and all of them ex- perts; and to give each a_ good amount 9f territory. We believe that one good man is better than two fairly good ones. He can be depended up- on to work a territory more thor- ughly than would be the case if two men of only fair ability were work- ing it together. We prefer young or middle-aged men in our selling force, say not over 45 or 50. The arbitray age limit, however, seems unnecessary and often works to the disadvantage of both the house and the salesman If, for instance, we had a salesman who entered our employ when he was 35 and he continued to do well, we would not let his age interfere with his keeping his position until he got to that age where he was ac- tually incapacitated. A salesman who is required to cover two towns a day in order to make his allotted territory has 4a great need of systematized prepara- tion. Before starting on a trip he will do well to lay his plans carefully and follow them out in such a man- ner as to prevent all chances oft overlooking a prospective customer. Tt is a good plan—where a salesman 19 is required to work this fast—to make out his route list before start- ing on his trip. This will keep con- stantly before him the names of his prospective customers and all infor mation concerning them, essential, in order t> cover ground and sell him in the shortest possible time. For instance, if the salesman is re- quired to make two towns a day and on arriving at the first one he has such information before him that will tell him the name of the prospect, how much he has previous- ly bought, how much he should buy on this call, and other information of importance, the salesman profits by knowing beforehand these facts relating to the prospect’s business, which would otherwise take consid- erable time in finding out. Geo. H. Barbour. ——_>.—___. Wanted To Be An American. A somewhat unpatriotic little son of Italy, 12 years old, came to: his teacher in the public school and ask ed if he could not have his name changed. “Why do you wish to change yout name?” was asked. “T want to be an American. I live in America now. I no longer want to be a Dago.” “What American name would you like to have?” asked the teacher. “T have it here,” he said, handing the teacher a scrap of dirty paper on which was written: “Patrick Dinnis McCarty.” —_2+ + Doubt is the prelude of knowledge. WANTED Good manufacturing busi- ness, to occupy three story brick building 50 x 150 feet with cement basement. Inquire of S. J. REDFERN, Ovid, Mich. modest seating of a chapel. luxurious upholstered opera chairs. We Manufacture Public Seating OT Exclusively | We furnish churches of all denominations, designing and Churches building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the Schools The fact that we have furnisheda large majority of the city and district schools throughout the c for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We specialize Lodge Halls Our long experi quirements and how to meet them. M including the more inexpensive portabl Lodge Halland Assembly Seating. ence has given us a knowledge of re- any styles in stock and built to order, e chairs, veneer assembly chairs, and Write Dept. Y. American Seating 215 Wabash Ave. GRAND RAPIDS NEW YORK ountry, speaks volumes Compary CHICAGO, ILL. BOSTON PHILADELPHIA Be ec en 20 MICHIGAN TRADESMAN: Good Window Displays and Their Peculiarities. The show window of a retailer is as essential almost as the right hand to a man’s anatomy. There are many retailers who even in this day 1o not comprehend the importance of outward display and effects. While all of them place articles in the win- dows for show, many lack the facul- ty of placing such stock so as to at- tract the attention of the passerby. Novelty in window dressing has done much for retail storekeepers. While it is not absolutely essential that a window dresser should possess an ar- . tistic instinct, a few good ideas, even although patterned after suc- cessful competitors, would go a long way to attract trade. For these and other reasons it is well for the re- tailer to be ever on the lookout for new ideas. Oftentimes it may be found that a valuable display in some other line of business may be profit- ably appropriated by a dealer which may be put to good use with slight change. Window displays may be divided into two distinct classes. The general purpose of one class may be attracting and pleasing the passerby, and perhaps cause him to talk about the display, thus incidentally adver- tising the store. The other class is for the purpose of directing atten- tion to some special merchandise, with the object of attracting people interested to come in and make a purchase. The suggestive window displays are by far the best for ac- tual results, for it is by suggestion that the retailer reaches the pocket- book of most cusomers. To display various articles at one time is a good idea, as the prospective customer is likely to be interested in some one of the articles displayed, whereas, if the window be devoted to one prod- uct only a small percentage of on- lookers will be captured. A striking means of attracting general atten- tion to a window display was utiliz- ed recently by a retailer located in the metropolis of the East. He se- cured a four-foot plank, two by six, and sawed the lumber in triangular Pieces, so that when the sawed end was pasted against the window on the inside, thé other portion of the plank inclined against the plate glass on a downward slope of 45 degrees on the outside in such a manner that it appeared as if the end of the lank had been shoved _ straight through the window. A _ realistic touch was then added by gluing sev- eral slender strips of broken glass in the shape of an irregular star. Of course, the hole seemed to be in the center. Many persons crossed from the other side of the street to make a closer inspection. After the win- dow was reached by the walkers it was several minutes before the hoax dawned upon them. These people had made a careful inspection of the win- dow and on that account remember- ed the articles displayed. Persons who were pleased with the display went into the store and compliment- ed the retailer and made purchases. Another amusing incident where odds and ends from an unfortunate affair were used with great success for a window display by a retailer located on a busy avenue was as follows: Long after the retailer had closei his store two women and two men, all of whom had indulged free- ly in the intoxicating cup, romp- ed in front of the store and crashed into a window and made a full-sized impression. In the general entangle- ment two objects of dilapidated mi!- linery, a glove, an old leather pocket- book and a cigar stub were left in the wake of the hilarious four. When the retailer came down the next morning and viewed the remains of his window he did not assume any woe-begone expression, nor did he hastily summon the insurance adjust- er so that the pane could be immedi- ately replaced. On the contrary, he left the window as it was and hastily got out some tags. He placed a lot of exhibits in the window, each mark- ed and classified with an apt and humorous saying. The retailer had a great crowd in front of that win- dow for two days, and at one time two officers were keeping the people moving. Later the four imbibers were placed under arrest and the dealer took the clippings from the newspa- pers and added them to the dis- play. The window dresser who tries to crowd a half-hundred different ar- ticles into a single window of limit- ed size is much like the man who attempts to do a life’s work in a day. The passerby may notice a crowded display, but it often hap- pens that he does so with a view of criticising the taste of the window dresser. Such dispJavs do not arouse in a man going by a desire to pur- chase and, therefore, such window displays can not be silent salesmen. A well dressed window is as essen- tial as a live salesman within. The good window dresser may arrange a few articles so that they will stim- ulate attention and awaken in many people a desire to buy. He knows how to arrange the display matter, and those who stop to gaze upon re- sults of his labor often can not resist the impulse to buy which it creates There is no excuse for poor window displays in this day of keen competi- tion. The same enthusiasm as_ is shown often by a clerk can be evinc- ed in a window display almost as strikingly. If the retailer becomes satisfied he falls into a rut and stays there. Then the future day of his dissatisfaction with everything is on the way. Although it is probable that a retailer may redress his window many times during a period of three months, he often does not put into the display the enthusiasm that he reveals inside the store. Few per- sons know that a new display is on; they do not observe as keenly as ail that. It is better to have one strik- ing display once in a while than a series of colorless efforts. There is something new all the time, and the way to keep thoroughly informed is to read. Always arrange for fre- quent dusting. The effect of many clever window dressings is greatly marred by dust that collects s9 quickly. Dust will completely cov- er stock and decorations in a few days. Many window dressers in ar- ranging their displays do so with a view of permitting a pathway so that the entire display may be reached and dusted, although some of the cleverest in the business overlook this salient advantage. Never let goods that are damaged by expos- ure predominate in a display, for that practice makes the developmen: of the art more costly. Ten days is an average limit to permit certain stock to be shown in a window. It may then be returned to stock with little or no reduction for the mission it has performed. A dealer who has just taken out such merchandise from his window should not offer the same, perhaps, at the regular prices to his trade. The dealer may con- sider himself repaid for the slight sacrifice he has made and he can af- ford to stand the cost of a 10 per cent reduction. An _ incentive to quick sales is the well-lighted win- dow. While this feature may receive attention in the decorations inciden- tal to the display, it is also well to arrange for special lighting effects, even although a little more expense be included in the general appropria- tion for the display. In the present October 4, 1911 day electric light has a tendency to attract attention, nd high candle pow- er is often utilized by large dealers. The cost of lighting in such a man- ner is expensive, but the effect justi- Bright- anything fies the extra expenditure. than A series of well-written bulle- ness attracts more else. tins placarded in a window is always a center of attraction by the busiest wayfarers. Such bulletins may be varied almost daily. The latest aero- plane and scientific news always at- tracts the possible customer. —_——_.-2-2—— Irish Wit. An American and an Englishman, walking through a town in Ireiand, were discoursing upon the proverbial wit of the Irish. The American ex- pressed some doubt as to whether it was as smart as it was generally be- lieved to be, so they determined to test the next passer-by. Accordingly the following dialogue took place: “Pat,” said the American, “if the devil were to come along now which would he take first, you or me?” “Sure, sir, it would be me,” prompt- ly replied Pat. “And why is that?” “Bedad, the crafty old gentleman is shure of you at ony toime.” Post Toasties Any time, anywhere, a delightful food— ‘The Memory Lingers."’ Postum Cereal Co, Ltd. Battle Creek, Michigan MAPLEINE The Popular Flavor A STRONG DE- MAND HAS BEEN CREATED for this new and delicious fla- voring. It adds rich- ness and delicacy to Cakes, Candies, Pud- dings, Icings, Ice Cream, Etc. and makes a Table Syrup better than Maple at a cost of 50c a gallon. See price list. Order a supply from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, 1. CRESCENT MFG. CO., SEATTLE, WASH. Paragon Case No. 58 Lowest in Price Made in large enough quantities to meet competitors prices American Beauty Case No. 412 A Case of Quality See it at Spring's or Steketee’s Grand Rapids Our 84 page catalog is free GRAND RAPIDS SHOW CASE CO. The Largest Manufacturers of Store Fixtures in the World GRAND RAPIDS, MICH. October 4, 1911 WINDOW DRESSING. Cool Weather Suggests Many New Needs. All seasons are spring to the mer- chant. The “melancholy days’ are not melancholy for him. Autumn brown and sere carries many a prom- ise in its train. It is a re-birth of many ideas. The falling leaves and wailing winds promise extra custom- ers, new stocks, entire change of goods, another chance to make mon- ey. The summer goods are used up, sidetracked and shopworn, in a new lot is hope. If the last season has not been profitable, a new one prom- ises to replenish the exchequer. After the heat, fall weather is in- spiring. The first tang of cool in the air suggests many new needs. New clothes, new games, new sorts of food, new implements, new furnish- ings, and, not least, fall houseclean- ing The baseball season is over, but now begins the great football strug- gle. When the husky stars of the gridiron with their mighty muscles are trying to get the big ball to the goal is the merchant’s time to make a hit, to rach the goal of his ambi- tion through that universal advertis- ing medium, the Store Window. The football idea may be used to advantage without precisely adver- tising the game, which is not equally popular with everyone. Most people, however, have a certain mild inter- est in the sport. Some one has al- ways a brother, or son, or cousin, or friend in college, who is “mad” after the game, and some share of his en- thusiasm imparts itself to his friends and relatives. Indeed, when some young Hercules has distinguished himself on any field in some hard- fought rush, his home friends view his exploits with respect and are in- clined to make a hero of him. There- fore the football idea appeals to many. The suggestion for a window deco- ration that shall serve to advertise the merchant’s stock of men’s cloth- ing exclusively, by means of the football idea, is very simple and takes few items to compose it. There is, first of all, a large football. It may be the real article of leather, or it may-be an enlarged specimen—an ovr-grown football, so to speak, cov- ered with certain combinations of the merchant’s goods such as_ handker- chiefs and ties cleverly twisted about it. Above it is suspended a sign whose motto draws attention from the ball to the merchant’s _ stock, “This ball doesn’t always hit the goal, but our men’s togs do.” This rather large placard is suspended in nearly the center of the window. Above it, with its sleeves stretched out upon a horizontal brass rod, is a very spic and span negligee shirt of pret- ty pattern and good color. It has a cheerful air of giving information, while, at the same time, exhibiting its own perffections. From one end of the rod depend two or three ties, from the other a_ pair of _ socks, smooth, fine and lustrous. At the left is a suit of clothes, the trousers hanging, the coat folded smoothly MICHIGAN TRADESMAN over and hung with the collar down. Upon this is placed the latest thing in felt hats, a cane and pair 27 gloves, all selected with an eye to harmony of effect both in color and On the standard at the right is placed a different style oi coat, sleeves hanging straight, as al- so does the body of the coat. Around the foot of the standard is artistically twined a pair of trousers in loose folds that do not conceal either the construction or the form of the trousers. This method of displaying something so apparently stiff and un- yielding as men’s trousers is an inno- vation that has been used extensive- ly in city shop windows recently. It serves to show the excellent quality and pliability of the goods that can stand creasing without damage, and draws the spectator’s thoughts to a consideration of wear and _ tear. From the edge of the sign, like a fringe, hang more ties and socks in agreeable colorings with a pair of men’s shoes in the center on the floor. A few other articles may be added if desired, yet the appeal of the window consists in, first, its sim- plicity; second, in the very careful finish of each article displayed. The second arrangement suggeste 1 is an exploitation of the fall idea in house decoration, renovation, even fall housecleaning. The stepladder placed in the center of the window is empty, save for the suggestive pots of paint. The motto draws attention to the fact that it should be occu- pied by a woman. And, if a woman. the right woman, were turned loose, given carte blanche among the va- rious cleaning, decorating and reno- vating devices, she would acomplish wonders. And every woman who looks at it will be convinced she is that woman, and probably she is right. Across the background is sim- ply arranged a few of the newest ideas in wall papers. On each side in the foreground is a cushioned chair, a Morris chair, and a wicker chair. both susceptible of revamping. Over the arm of each hangs, in graceful folds, a length of cretonne or other of the beautiful draperies so adapta- ble in a clever womans’ hands for cushions, curtains, upholstering, hangings, paddings and all the con- trivances useful in the house. Below and in front of the stepladder are brushes, cans of paint, putty, glass and putty knife. A woman . ofter uses them with good effect, too. Also there are cans of wall paper clean- er—a life-saver often so far as wal! paer is concerned. Then there are various additions such as “crack fill- er,” stains of various kinds, varnish, calcimine, dyes of different tints, and for different things. It may be shown what dye alone will do. Smaller placards may suggest uses for dye, as “Dye your old curtains.” Nowa- days colored nets are so popular and artistic they may well be consider- ed. “Dye your last year’s hat,” may also be a slogan near a half-dyed hat and its particular dye. “If you do not like your rug, dye it,” is another. Women have dyde rugs and carpets very successfully before this. In texture. fact, a clever woman with a goodly pot of dye can change the appear- ance of all her furnishings. For in- stance, if the stair carpet is worn white on the edges, what is easier than to take her little brush, go over the worn places with a suitable color, when, lo, no longer does its age stare you impudently in the face, it retires into obscurity. The merchant might find it useful to make a plac- ard with a list of different uses to which dye may be put in the home. The different stains will furnish many ideas also, and samples of their work may be shown to advan- tage. There are many other things in cans, designed to improve the old furnishings, or even the new ones. An idea which might be includ- ed successfully is a very popular one, a stencilling outfit. It would fit har- moniously into this kind of a window display. The designs before and aft- er may be shown; every woman with a taste for decoration will be inter- ested. The stiff paper, with the pat- tern cut out, is shown, side by side, with the reproduced design on paper or cloth. For this oil color is used and the brushes and pot of paint may be included in the exhibit. Stencil ing is useful for many things. There are many pretty patterns that may be used for curtains, or borders of cur- tains. A stencilled curtain—say un- bleached muslin with a simple pat- tern in the window—would add to its interest. Cushion tops also are stencilled easily, and with good ef- fect. Young women invariably sit up and take notice when a new idea in decorating cushion tops appears. This is easier and more artistic than em- broidery, which is more or less 9ut of date in most quarters. Stencilling is also suggested for rugs and furni- ture covering. A window seen recently. smacked of coming frosts, and was exceeding- ly attractive. It was composed en- tirely of blankets—blankets so soft, 21 thick and creamy that no one could resist them who had the price in his pocket. As a centerpiece three blan- kets were combined, so that one hung in straight folds down the middle, while two others were arranged to ripple to the floor in folds like a cascade. At each side were other blankets, folded, hanging straight over a horizontal rod. In the cen- ter in front was a baby’s crib, a tiny one, arranged with the pretty soft blankets bordered with pink or blue so suitable for tender infancy. On either side, in front, were alluring piles of folded blankets, such as every housekeeper desires to have on her closet shelves. The window was very simple but timely and effective. Another dis- play could be made, using exclusive- ly the colored blankets of all prices, « keeping entirely to one color scheme, as gray and red, or gray and blue. A careful color scheme will dignify and render desirable the cheapest fabrics. A. F. Williams. co. _____ Lots of Them. A youngster of 3 years, the “ju- nior, of a prominent Hartford attor- ney, was musing the other day over Washington’s birthday. “Mamma,” he said at last, “there’s a heap o’ Georges, ain’t they? There’s George Washington, and me, and Pop and George the chauffeur.” Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Sales Books We will send The - Agents Wanted. of prints execute orders. 4% FooTe & JENKS’ COLETIAN’S Terpeneless (BRAND) High Class Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats “Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. Lawton Vineyards Co. Don’t Pay a Fancy Price for Vinegar SEND US AN ORDER TO-DAY FOR SN Edson COMPOUND GRAIN, SUGAR AND GRAPE VINEGAR The price is 13% cts. per gallon with one barrel free with each fifth barrel shipped this season F O B Kalamazoo, Lawton, Grand Rapids, Saginaw. Jackson, ° ° ° Detroit, Alpena, Traverse City or Bay City. STOCK ALWAYS ON HAND AT THESE POINTS An Ideal Pickling and Table Vinegar Satisfaction Absolutely Guaranteed F. O. B. ss Kalamazoo, Mich. MICHIGAN TRADESMAN October 4, 1911 EH IND tHe COUNT Difference Between Nice Young Man and Storekeeper. Once upon a time, in a village not to be named at present, but which might have been almost any old town you ever heard of, there lived a nice young man who considered himself society’s chief and shining ornament. Now it came to pass, as happeneth sometimes even to the very elect of the inhabitants of this round, green earth, that this nice young man found that to balance his cash account was to simply count a deficit. In the lan- guage of the vulgar, who loafed around the streets and made statuary of themselves for corner decorations, “he was broke.” So, to accumulate a wherewithal to provide for board bills and other ur- gent demands, he went and _ hired himself to a citizen of that country who maintained a’general store. In a few days’ time he was weighing sugar, and measuring calico, and making himself generally agreeable to those who came that way to buy. Then said his old friends and ad- mirers: “Aha! Now will yon store- keeper grow rich; for he hath joined unto himself the very pink and pat- tern of young manhood. Verily, it was a happy stroke and exceeding wise.” And the nice young man seemed to think likewise, and came to re- gard his services as a great favor to the storekeeper, whom he patronized and treated with superior contempt. When the customer came in and asked for a pound of 30 cent coffee, the nice young man would throw a scoupful on the scales, and if it weighed eighteen ounces he _ said, “What’s the diff?” and let it go at that. Again, if a maiden asked for one yard of 50 cent ribbon, and, because his conversation with her was so ab- sorbing he cut off a yard and a quarter, he would smile and _ say, “What's the diff?” and let it go at that. This was all very well for the cus- tomers and pleased them very much. In fact, it was so greatly to their lik- ing they came regularly to the store where the nice young man was em- ployed to do their trading, and would sit around and wait for him, and from other clerks and salesmen they would not buy at all. Furthermore, each one, before coming to the _ store, would reach down in his memory and fish up his best story and polish it off, and freshen it up into a most interesting anecdote to tell unto the nice young man as_ he weighed or measured the goods, because it was as sweet music in the ears 2f the buyers to hear him say, “What’s the diff?” and let it go at that. The storekeeper laughed right mer- rily and clapped his hands gleefully when he saw the multitude of cus- tomers come thronging his store. For he wot not what it was that brought them. So he thought the nice young man a wondrous find, and cared not for his contemptuous ways because the coin was rolling into his coffers, and the popular nice young man _ was seemingly making good. But, after many days, it came to pass, the storekeeper paid his bilis and struck a balance, and then it was the balance struck him, but faint- ly, for it was very weak. Then the storekeeper scratched his head, and puzzled his brain, and went into a brown study. No matter how hard he thought nor how high he put his feet upon the piano he could not figure out how it was that al- though he had sold much more goods, bought at just as low prices as be- fore, his profits were less. So, finally, he talked about it to the nice young man and said to him: “Come, let us look this matter fair- ly in the face and understand the wherefore of the why? And the nice young man made an- swer and spoke and said: “Is not the money coming in?” “It is,” replied the storekeeper. “And are the customers satisfied?” “They are.” “And are we not getting all the trade away from our competitors?” “We surely are.” “Then,” said the nice young man, as he lighted a cigarette and smiled his sweetest smile, “What’s the diff? Just let it go at that.” Yet did not this satisfy the store- keeper who had his bills to pay, and, also, a few pennies to lay aside against the time of old age. So he came out from the back office where he was wont to sit among his ledgers and his journals, and did look around the store and watched the happy crowd that came to buy and told their merry jests. And, lo, his eyes were opened, and he saw his profits walking out the dcor hand-in-hand with every customer who came t9 purchase of his wares. Right angry was he and could hardly wait to take the nice young man and muss his hair and color up his eyes and heave bim forth into the street. But patiently he paused until the crowd was gone, and then he took the nice young man, and rea- soned with him and told hom he might make a good philanthropist to hand out libraries and church organs, but that a store was not a grab-bag nor a Christmas tree, and that he could go and need not trouble to re- turn. And then the nice young man trem- bled, and grew ashy pale, like unto a pail of ashes and he said: “Be not so unkind. If you despoil me of my place and of my Saturday night stipend I can not pay my board, and then I can not eat.” But the storekeeper turned upon the nice young man a glassy stare and waved his hand and said, “What’s the diff?” and let it go at that. And the moral is that the difference is in the point of view, and can be found by subtracting the profit from the man who pays the bills. ———>-—>-)—— Loyalty As An Element of Effi- ciency. Written for the Tradesman. Some men seem to possess the un- happy faculty of rubbing their em- ploye’s fur the wrong way. Jt seems a thing almost inexplicable that a man with executive ability enough to run a large business should be so short on tact as to keep his employes in a chronic state of turmoil; but strange as it may appear, one not in- frequently sees it. I have in mind just at this time a striking illustration of this sort of thing. The man is a manufacturer of sheet metal and wire goods speciai- ties. He has an up-to-date plant equipped with the latest and best ma- chinery, and he has a big trade on some patented articles of his own in- vention, and his business exhibits a rapid and healthful growth year by year. : I have no occasion in the world to be prejudiced against this man; and, if 1 know my own mind, I am not disposed to be unfair in my appraise- ment of him. Of course, there are some traits about him that I admire. For one thing, his determination: he has the proverbial tenacity of the bull dog. When he once gets a good hold he’s there to stay. Now, on general principles, I think tenacity is a good thing. It certainly requires a bit oi it to make a success in business dur- ing these piping times of competi- tion. For another thing, this sheet meta! and wire goods manufacturer de- serves a great deal of credit in that he worked his way up from a subor- dinate position to that of owner and proprietor of a large establishment. He was not ashamed to begin in a small way. For several years he struggled heroically against heavy odds; and it has only been until com- partively recent years that his busi- ness may be said to have passed be- yond the precarious stage. But now, beyond doubt, he is on the high road to still greater wealth and security. And, in a way, he is also what you might call a public-spirited man. He is (apparently) eager to identify him- self with local movements making for the general good of the people of the community in which he lives. If any one were skeptical enough to question the sincerity of the motives that actuate him in this matter, it would, perhaps, be sufficient argu- ment to observe that his local trade is the least important feature of his business. He can, therefore, hardly be charged with interesting himself in local civic enterprises just for the sake of getting local business; for, as I have said, this local business does not amount to a great deal. | believe he is interested in these primarily because they make for the general welfare. And for this I hon- or him. But, unfortunately, there are some other things that must be said about him in order to make the portrait true to truth. He does not know— somehow seems utterly unable to un- derstand—the importance of estab- lishing right relations with his help. He antagonizes them, bullies them and acts as if he did not trust them. He seems to lack the ability to grant a concession in a big, manly way. When an employe comes to him ask- ing a favor he either ignores the de- mand or grants it in such a way as to humble the petitioner. Instead of being universally liked by the people The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size—5 boxesin package, 20 packages in case, per Case 20 gr. lots... $3.35 Lesser quantities............00.0.00000000007 $3 BLACK DIASIOND. 5 size—s boxesin package, 20 packages in case, per case 20 gr. lots Lesser quantities 200.0000 gabe BULL’S-EYE. 1 size—10 boxes in package, 36 packages (360 boxes) in 24% gr. case, per case 20 STAC seo $2.35 Lesser quantities ....... 2.0.22 $2.50 SWIFT & COURTNEY. 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) in 5 gross Case, per case 20 gr. lots .................. Lesser quantities....7.......00000000 000000" BARBER’S RED DIAMOND. 2 size —In slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots.. $1. Lesser feats Nees ‘ - Recess ce cga. . aeceeee rH BLACK AND WHITE. 2 size—1 doz boxes in package, 12 packages in 2 gr Case, per case in 20 gr. lots................ A Lesser quantities.......3.0...00.0. (1210112000) $1 9¢@ THE GROCER’S MATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6 gross case, percase in 20 gr. lots. $5.00 Lesser quantities......0..0...0....00° 0 $5.25 Grocers 4 1-6 gr. 3 box package, 100 packages in 4 1-6 gr, case, per case in 20 gr. lots....... $3.50 Lesser quantities... 600... oc. c tees $3.65 ANCHOR PARLOR MATCHES. 2 size—In slide box, 1 doz in package, 144 boxes in two gross case in 20 gr. lots............... $1. Lesser quantities.......... sete ce cease oe O1-50 BEST AND CHEAPEST PARLOR MATCHES. 2 size —In slide box, 1 doz. inpackage, 144 boxes in 2 gr. case, in 20 gr. lots. Lesser Mantities.. oii. ea 3 8. Case, in 20 gr. lots.................... \. Lesser quantities. : = hae beep ee tewccyccpue slg. 3 SEARCH-LIGHT PARLOR MATCH. 5 size—In slide box, 1 doz in package, 12 packages in 5 gr case, in 20 gr. lots $4. Lesser quantities Rf S200 + sibs 06 00:0 es.< s0 a\n v6 hab eels UNCLE SAM. 2 size—Parlor Matches, handsome box and package; red, white and blue heads, 3 boxes in flat pack- ages, 100 packages(300 boxes)in 4 1-6 gr, case, DEN CASE 1D 20 Pr. 4Ote 6 $3.35 Lesser quantities... $3.60 SAFETY MATCHES. Light only on box. Red Top Safety—o size—1 doz. boxes in package packages (720 boxes) in 5 gr. case, per case GOO RS $2.50 Lesser quantities... 00.0122. 0t $2.75 Aluminum Safety, Aluminum Size—: doz, boxes in package, 60 packages(720 boxes) in 5 gf. case, per case in 20 gr. lots ....,..- $1. Lesser quantities ...........0000.0 TTT. $2.00 911 de iS ly elf i ae, ae eor Moraes: es October 4, 1911 who work for him, he is cordially dis- liked. On the part of many of the men, at least, there is a secret feel- ing of gladness when things go wrong at the plant. If he knew one- half the things his men were saying about him, I am sure he would sit up and take stock. I do not think he has half a dozen men in his employ who would hesitate to quit him cold provided they saw a better job in sight. Now whenever you find a situa- tien like this there is an adequate reason for it. As I happened to dis- cover that this man is so_ heartily disliked by his men, I was interested to study the man himself and_ his methods to know why this state of affairs exists. 1 have already indicated some of the reasons. The trouble with this manufactur- er is that he looks upon a man about as he does a machine; he seems to forget that the man is a_ sentient, volitional creature, with strong, in- grained likes and dislikes. Conse- quently he does not make any effort to win his men. He simply drives them. I happen to know personally the foreman of this plant, and I know that he is both a producer and an excellent fellow. He is conscientious to a degree. Moreover, he is in the prime of his life and he is a willing worker. ‘ But the foreman and the boss are at loggerheads habitually. The owner of the plant has a way of supervis- ing, nagging and fussing about that positively gets on the nerves of his foreman. Little naive stunts in the way of espionage that he pulls off from time to time—unmistakable evi- dences of a small and suspicious na- ture—are exquisitely irritating to a man who is essentially frank and honest and above board. What this manufacturer needs is an elementary course in the science of efficiency. In order to bring his plant up to the highest efficiency- point he needs to realize the funda- mental importance of establishing, and maintaining, right relations with his men. It is doubtful if any man can do good work under protest. Work that tells is the work that is done by the man who goes at it will- ingly, zestfully and enthusiastically. You can not get employes in this frame of mind by bullying them, in- timidating them or acting as if you doubted their loyalty and integrity. The human biped is a marvelously complex proposition; but there are ways of getting on amicably with him —provided your intuitive faculties are in good working condition. Fore- men, sales managers and all other folks who come directly in touch with men realize this; and their suc- cess, other things being equal, is gen- - erally in ratio to their ability to diag- nose character and apply to each man the particular incentive that he hap- pens to require. It is as droll as it is unprofitable to treat all employes alike. Some may require a drubbing occasionally—but not all; and it is as- suredly the height of folly to aci towards a sensitive and loyal em- ploye as if you doubted either his ability or his integrity. MICHIGAN TRADESMAN This little man’s method of dealing with his help is typical of the old reg- imen. It is positively anacronistic in this age of progressive industrial- ism. He is making money, to be sure; but he is wearing his nervous system to tatters in his efforts to du so. And, furthermore, he is making actually less money than he would make were he to adopt modern tac- tics. In keeping his help in a chronic state of discontent he is depleting his own life and shortening his age. Viewing the matter in a detached and philosophical way, the situation is truly pathetic both for the manu- facturer and his employes. The own- er of the business is making consid- erably less than he should, while the men in his employ are failing to find in their work that element of spon- taneity without which the most rea- sonable task is sheer drudgery. Frank Fenwick. _——2. 2? What Constitutes the Most Success- ful Salesman. The most successful salesman is not the one who makes the few large sales, but the one who sells and sat- isfies the biggest average of the num- ber of customers he waits upon. To do this he must be clever, tact- ful and, above all, use good judgment In approaching customers he must be courteous, and try to impress the customers that it is a pleasure and not a hardship to wait upon them. After gaining an idea of what. they are looking for, he must talk to them about the article in a way that will lead them to believe that he under- stands his business, and in this way he will gain their confidence—and when that is done the sale is halt made. A good salesman will, after a few minutes’ talk with customers, have gained a pretty fair idea of what class of goods they are apt to buy, and then it is up to him to suggest, because he should be in touch with the stock, and know what goods the department desires to be sold. The majority of customers are will- ing to take suggestions, as very few of them know exactly what they want when they go to make a purchase, and will invariably leave it to the salesman who has gained their confi- dence. Don’t be too persistent! Lead your customers to believe that you think that their ideas are worth something (even if they are not), and you will find your sale comes much easier, and the chance of selling them the arti- cle you want to sell is much better. Never misrepresent an article in order to make a sale, or try to force something you know a customer does not want upon them, even if it does bear a P. M. tag. By doing so you are either causing your house a lot of unnecessary trouble and expense in exchanging same for a more satis- factory article, or you are making a dissatisfied customer who will not come back when in need of other things, feeling that you, and conse- quently the firm, sold them articles which in their estimation were not what they really wanted to buy. In demonstrating an article to a customer, show and impress all the good qualities, at the same time call their attention to anything that may not prove absolutely satisfactory in time to come. By doing so, you will avoid a lot of complaints and trou- bles and at the same time lead your customers to feel that you are dea!l- ing squarely with them and give them confidence in you and the store. After you receive the order for which a customer calls, or if you can not satisfy him or her at that time, try to suggest something else, something that you think might be of interest to the customer. There is always new merchandise in the stock which your customer has not seen, and by showing same you create an impression which, while not mak- ing an immediate sale, will give the customer an idea of what you have and eventually will lead to a_ sale, either to the customer or to some of his friends to whom he may teil where such merchandise can be had. Never let your customer leave the store feeling that he has not received the attention to which he is entitled whether a buyer or a “looker.” When you have finished with a cus- tomer and have occasion to transfer him to another department, do it in as pleasant a manner as when you first started in to wait upon him. This will not only make you strong- er with your customer, but will make it much easier sailing for the sales- man to whom you turn over the cus- tomer. After you have finished with your customer and he is about to leave the store, whether you have made a sale to him or not, make him believe that you are living up to the motto of the store, “Welcome, whether looking or buying!” By so doing, you have not only made a satisfied customer for the store but at the same time have madz= a customer and friend for yourself, who will come back, bring his friends and insist upon your waiting upon them. 2-2. Untruthful Clerk Hurts Business. A prominent merchant once dis- missed a salesman whom he over. heard saying to a * shopper: “We us- ually sell that for $1.25, but, seeing its’ you, I'll let you have it for $1.” The article regularly sold at $1. Nothing could injure a business more than to make customers feel that per- sonal influence governs prices. In the 23 first place, an intelligent buyer can not help discovering the salesman’s duplicity, and, aside from the fact that it is against all good business principles, there is another thing to be considered: Some peopie, foolishly enough, al- low themselves to be persuaded that they are of special importance and can buy goods at that particular store at lower prices than any one else. They become accustomed to looking for reductions and feel an- gered if called upon to pay the reg- ular price for anything. But, worst of all, they spread the impression among their friends that they have a so-called “pull” at So- and-So’s, and offer to use their influ- ence to get the reduction in price for their friends also. Of course there are times when it is necessary for every well regulated business concern to cut prices upon merchandise—for instance, when cer- tain lines refuse to leave the shelves or assortments are depleted. But in, this case the cut is general and ap- plies as well to Mrs. Jones as to Mrs. Smith. Some salesmen who desire to be clever and who have a high opinion of their ability along this line are in- clined to work this sort of confidence game on their customers. They will take the favored ones(?) aside and inform them that, as a special favor, they are going to let them have for $1 an article for which every’ one else is paying $1.25, while in reality $1 is the regular profit bearing price. This ruse may work for a while, but it is, nevertheless, bad business. It is well enough to impress a cus- tomer with the fact that an article is worth more than he is asked to pay for it if this is actually the case, but they must not be led to believe they can buy it for less money than any one else can. Honest business meth- ods pay in the long run. Harvey Peake. ———_- >. Foolishness is the commonest ail- ‘ment in the world. Vale ie ene ele i le i TRADE WINNERS. “goctl Pop Corn Poppers, News 1p Peanut Roasters and Baie Combination Machines, Many STvY.es. Satisfaction Gearanteed. Send for Catalog. ____ \ very large-natured man has one misfortune: the world can not see him in his true proportions until aft- er he is dead. Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. immediate delivery on Wool Dress Goods, Wool Flannels, Shaker Flannels, Bed Blankets, Exclusively Wholesale We Will Give You extra values, and can make prompt shipments for Comforter Coverings and Cotton Batting Grand Rapids Dry Goods Co. =: Grand Rapids, Mich. We close Saturdays at one o'clock Cotton Suitings, Flannelettes, Outing Flannels, Comforters, k- li- October 4, 1911 MICHIGAN TRADESMAN C2 Clothing ¢3 New Features in Fall Sweaters and Hosiery. Demand for sweater coats is as great as ever, and big lines are being shown by the houses. wholesale The serviceability and neat- ness of these garments have made them a feature in men’s wear lines. The V neck is being shown and is selling with its customary popularity, while a number of new styles have been brought forward this season. One of the popular new numbers is called the Byron collar coat, having a small lay-down collar, which pro- tects the neck and can be turned up in stormy weather. It buttons up close to the neck. The same collar effect is also being shown with a loop connecting the two lapels. This very natty style comes in grades to retail at $2 to $3 or more. The two-in-one idea of the coat is a strong feature. This garment can be worn comforta- bly like a regular V neck style in mild weather, and, when stormy, an extra necklet is provided which pro- tects the neck thoroughly. This neck piece is attached right in the coat. The garment is made in fine worsted, retailing at $3.50 to $4. Jersy sweaters with high neck have returned to popularity and are being shown in all solid colors, in cotton and worsted goods, retailing all the way from 50 cents to $3. Dark solid colors are the proper style in both sweater coats and Jerseys, the tun being on gray, navy blue, black nd brown. The correct thing in men’s ties is still the narrow four-in-hand. They are being shown in all plain colors and two-tone effects, with some cross stripes. Various fabrics include nar- row reversible silk, two-tone tubular and pure silk accordion plaited. The last named ties are very popular with good dressers and a fine imitation of imported plaited ties is found in a four-in-hand retailing at 50 cents. Narrow ties in 25 cent goods reveal some surprisingly handsome patterrs at this price. The heavy demand for union suits, commented upon so often, is still very apparent, the call for these garments increasing with every season. All houses report a largely increasing de- mand in ribbed, fleece and wool ribs. It is a remarkable fact that few or- ders are taken which do not include some styles of this garment. Staple colorings and popular rib and _ flat goods are selling. Fall hosiery shows a growing de- mand for silk goods, indications pointing the likelihood of their seli- ing all through early fall and winter. Owing to the low price of silk yarn wonderful values are made to sell at 25 and 50 cents. This includes num- bers that could not have been pur- chased at double the price a couple of years ago. Heavy hosiery lines com- prise cashmere in alJ weights, and Various heavy wool or wool and cotton mixed in Oxford gray, black, light gray, blues and all solid colors. Loose collar, light weight flannel- ette shirts are going to be worn ex- tensively, makers reporting a brisk demand. They are made with soft loose collar and double French cuff. Plain colors will prevail, together with light tinted stripe effects. They will retail at $1.50 to $2. — +2 Radical Revision in Soft and Silk Hats. With the ringing of the bell for the retirement of the straw hat the merchant will find himself in a bet- ter than average condition so far as cleaned up stocks are concerned, for it has been a long hot summer and there has been less than the usual necessity for sacrifices. Soft hats are coming into their own, and are stari- ing in with a rush which shows that their’ popularity is a fixture, and that they are among the best staples. On the threshold of the fall season retailers await with keen and anxious interest the test of their judgment in the purchases of stock for the new season. Undoubtedly this feeling is stronger at the present time than ever before, for there is in prospect the probability of a radical revision of styles in both soft and stiff hats and the degree of popularity of the new headwear fashions with the pub- lic will be tested. Retailers generally have bought the rough, hairy fabrics in liberal vol- ume. A thousand and one various ef- fects in these new materials have been shown in the sample lines and never before has there been such a diversity of textures and there is ab- solutely no doubt that they wil! prove popular. The telescope is not the strong fav- orite that it has been ever since it superseded the trooper. The new rough materials have been more free- ly ordered in full crown, drop tip, dented, creased crowns, etc., although telescopes are also represented in rough fabrics, but to a more limited extent. There is a ready.sale for veloui hats and it is certain that they will be even more popular than in former seasons for high class trade. In ad- dition to blacks, browns and pearls, hats with a tinge of green are popu- lar. Creased crowns are the usua! styles, telescope being a very minor consideration. There is a wide range of color ef- fects in the rough fabric soft hats, but pearls predominate. In the minds of many retailers the uncertainty regarding the status of low crowns and wide brims in stiff hats continues. This is rather pecu- liar considering the very marked ten- dency of the new shapes and their growing favor, but it is probably to be expected that conservative retail- ers will consider such radical style change very seriously before standing sponsor for the new fashions and will await more decided evidence of popular approval before bestowing their confidence. The introduction of low-crown wide-brim derbies and their contin- ued vogue in limited degree has had a marked influence in the -evolution of stiff hat styles generally during the past couple of seasons. The real low-cvrown wide-brim dimensions are 434 and 5 by 2, 2% and 2%, al- though exereme styles are shown as low as 4% and as wide as 2% and even 2Y4. While these styles have sold in limited degree mostly to high-class exclusive trade, their vogue has gain- ed strength steadily. Their influence, however, extends to the more con- servative, staple shapes where there has been a very noticeable lowering and widening of brim so that dimen- sions of 5x2 shapes in similar pro- portions are gradually succeeding the higher-crown and narrower-brim fav- orites of recent days. There will undoubtedly continue to be active demand for the small, flat derbies, but they no longer predom- inate and will probably steadily de- crease in demand as the new propor- tions gain favor. Retailers should do everything pos- sible to expedite the general adoption of the new shapes by the general pub- lic, for it will assure a more active stiff hat business after the early fall trade has been consummated. And any retailer whose prestige establish- es him as an authority on correct stiff hat styles in his community can safely stake his reputation on the low-crown wide-brim styles as_ the accepted derby fashion for the com- ing season. 2.2 —__ Fine serges are also in good re- quest and the indications point to a steady application on plain twills of men’s wear construction for wom- en’s wear during the coming month. Popular priced serges, particularly those from 50 to 54 inches wide, were reordered in good quantities by the cutters and the specialty jobbers. Dry goods jobbers called for more serg- es for prompt shipment also, an] many of the fabrics wanted were in such short supply with the mills that the amounts wanted could not be furnished by mill agents. 25 As soon as a man discovers that he is not a high-browed genius in any particular line, he becomes a lot more valuable to the community —and more comfortable to his family. —_22+___ Some men who talk loudest about the necessity of the country having an “elastic currency,” wouldn’t con- tribute more than a rubber band to get it. The man who imitates confesses that he is inferior. Those Michigan Merchants who are now enjoying the biggest and most satisfactory Young Men’s and Lit- tle Fellows’ trade are doing it on the merits of Graduate Clothes (Sizes 31-40 - $12-$20) Viking Clothes (Sizes 31-40 _- $7-$11.50) Wooly Boy Clothes (Sizes 6-17 - $3.75-$10) and other moderate priced lines made by PreSMarpac ren ccs LASSY OTHING [peALCLnHNGG Ae a Farias. Micrw The Man Who Knows Wears ‘‘Miller-Made’’ Clothes And merchants “who know”’ sell them. Will send swatches and models or a man will be sent to any merchant, anywhere, apy time. No obligations. Miller, Watt & Company Fine Clothes for Men Chicago Up-to-Date Slipon Coats Stylish, Sightly Servicable Coats Vulcanized Seams Great Values Reliable Goods Prices $3.25 to $20 Dealers write today for full line of sample cloth and style sheet gratis. Goodyear Rubber Co. 382-384 East Water St. Milwaukee, Wis. Walter W. Wallis, Mgr. ers begin their use. facturers. trade. “DENTONS” are a PROFITABLE line for you, BECAUSE: They appeal to the awakening appreciation of mothers to the importance of securing healthful conditions during sleep—the time whenchildren grow. They are not a novelty but a permanent thing, unaffected by passing styles or fads. They advertise themselves as soon as a few mothers among your custom- There is a good margin of profit in their sale and the sales are bound to grow. They are the only child’s sleeping garments extensively advertised by the manu- Sales have more than doubled in the last two years. You want your share of this growing trade. The Dr. Denton is the standard, popular priced sleeping garment of the Put up in attractive boxes holding two garments each. Write for price list PAUL STEKETEE & SONS Wholesale Dry Goods Grand Rapids, Mich. PARCELS POST A SUBSIDY For the Benefit of the Mail Order Houses. The hearings on the parcels post question have developed a degree of Opposition to the measure scarcely expected by the Congressional Com- mittee on Postoffices and Post Roads. There has been so much bombast and braggadocio on the part of the few demagogues favoring it, and so much “voice of the people,” that those who are giving the matter an impartial hearing were hardly prepared for the storm of opposition that has asserted itself. It has become most apparent that, should parcels post be adopted, it will be in flagrant violation of the American principle of majority rule. for no unbiased follower of events can for one moment honestly think that more than a very small minority of the people of the United States really favor the measure. Protests have come from associa- tions of merchants in almost every line of trade representing hundreds ‘of thousands of organized business men. Of course they are open to the accusation that they are primarily looking after their own _ interests rather than acting unselfishly for the greatest good of the greatest major- ity. But it can not be overlooked that such an army of them as_ has sprung to the combat can not but represent numerically a wonderful multitude of the people of the United States. Furthermore they and their interests can not he disassociated from the general welfare of the na- tion. As the merchant prospers so prospers the community. He lives off the community, but he is one of its chief supports. This is true of the large city and town as well as the smallest hamlet. Where there is much prosperity in commercial and mercantile enterprises there is a corresponding increase in land val- ues, and the ‘owner of real estate is indebted to the merchant for the added value of his holdings. No one will find this out so quickly as the owners of farms and rural property if the storekeeper is forced out of business by mail crder house com- petition. The merchant is the very best representative of that most desirable class of citizens who are the main- stay of every nation—the active workers. They are progressive—the life of every town in which they lo- cate. The enterprise they put into their own business bubbles over, and becomes a part of all civic projects. They are the builders of the town. Without them there would be no town to build. They are interested in their own community, not in dis- tant places where there are other merchants to be active in the growth of the municipality. This localization of force and energy provides for in- dividual betterment, and can not be withdrawn or wiped out except at the expense of the entire public wel- fare. Parcels post means a subsidy for those who ship to distant points. Ii is antagonistic to the spirit of the MICHIGAN TRADESMAN Constitution, in that it is the veriest kind of class legislation. It favors the shipper who is desirous of an- nexing the whole country to his ter- ritory, thus giving to him the addi- tional benefit to add to any advan- tage of production he may have in his own Iccality. Talk about protective tariff untii you are blue in the face. Parcels post would furnish protection to a favored class undreamed of by those who have grown rich through goy- ernmental protection from foreign competition. Who will suffer? First, the local merchant. There is a charm in distance. To buy from an establishment away off some- where, too far removed to allow the wondrous claims of seductively word- ed catalogues an1 willfully mislead- ing pictures to be disproved, is al- luring to the average consumer, who foolishly accepts as truth statements which are so worded as to throw a garment of attractiveness around an article of no merit. Silly, would-be somebodies imagine they are swell- ing their dignity when they neglect the honest home storekeeper for the deceitful humbug in the far-off city who rifles their pocketbooks and laughs at their gullibility. Later they find how they have been taken in only to forget it and rise to a new bait on another hook. Even although the time finally arrives when they find how they have been deceived, and turn from the error of their ways, the local merchant has suffer- ed irreparable harm from the loss of trade and may have been forced in- to bankruptcy. Second, there is the jobber. Stand- ing between the producer and the retail distributor he is the balance wheel of trade. The small merchant can not afford the risks consequent upon having to order from manu- facturers in quantities sufficient to carry him through an entire season, where sudden changes in local con- ditions may completely upset all his calculations. So the jobber assumes that risk for him, and supplies him goods as he needs them. Without the retail merchant there is no neces- sity for the jobber, and so he, too, must go. Third, there is the producer him- self. The working out of parcels post would be the concentration of all mercantile business into a very few hands, just as the large city de- partment stores have engulfed the individual single line merchant. These few mail order houses, virtually de- partment stores for the nation, would become their own manufacturers, just as the Steel Trust is complete in it- self from the ore to the finished product. Then the present manufac- turers would be without markets, and would be compelled to retire, their invested capital a dead loss, or be- come day workers for the mail order trust, dependent upon its bounty. The fourth sufferer is the employe of the retailer, the jobber and the manufacturer. His occupation is gone and with it his daily bread. He is not alone, either. In most instances he has others dependent upon him October 4, 1911 : Cet mame ttcm mm Just as Sure as the Sun buckwheat suitable for seed. Write for prices. Watson-Higgins Milling Co. Grand Rapids, Mich. Evidence Is what the man from Mis- souri wanted when he said Makes the best Bread and Pastry This is the reason why this “SHOW ME.” brand of flour wins success for Loe He was just like the grocer every dealer who recommends who buys flour—only the gro- it. cer must protect himself as well as his customers and it is up to his trade to call for a certain brand before he will stock it. “Purity Patent” Flour Is sold under this guarantee: If in amy one case ‘Purity Patent’’ does not give satis- faction in all cases you can return it and we will refund your money and buy your customer a supply of favorite flour. However, a single sack proves our claim about Not only can you hold the old customers in line, but you can add new trade with Crescent Flour as the opening wedge. The quality is splendid, it is always uniform, and each pur- chaser is protected by that iron AE-Ke cab ecb ecb On ASTORESME-NeSCON ROLE CCT TESS eon lope e Make Crescent Flour one of your trade puliers—recommend it to your discriminating cus- tomers. “Purity Patent’’ Made by Grand Rapids Grain & Milling Co. 194 Canal St, Grand Rapids, Mich ‘ Grand Rapids Tae S eos Z Send us your orders for Ceresofa, Aristos Fanchon Barlow’s Best Flour We believe it’s a good time to buy Judson Grocer Co. Wholesale Grocers Grand Rapids, Mich. L : October 4, 1911 who also fall victims to the greed of the mail order trust, aided and abet- ted by iniquitous legislation. The cry of distress which would rise from millions of throats all over this land of ours would reach clear to the heavens with an intensity that would surely bring down the wrath of a just God upon the perpetrators of the legislative outrage. Fifth, there would be the farmer and other real estate owners. If it is true that the farmer, as it is claim- ed, is the urgent voice calling for this death-dealing wrong, then the only satisfaction to be gotten from it would be witnessing his discomfiture as he saw his landed holdings drop from their present value to a figure below the price set by the Govern- ment upon homestead claims. There would be nothing left but ground, and nobody would want it. He would have paid a heavy price for his av- arice, and would taste poverty’s dregs. But it is yet to be proven that the farmers have all gone crazy, and are the instigators of this insane movement. It is inconceivable that, as a class, they have so completely lost all sense of self-interest. There are, perhaps, some so short-sighted, just as there is a sprinkling of fools in every class of people, but it is hard to believe that the majority of this intelligent body of citizens has lost its reason. They have too much at stake, and have not heretofore been guilty of losing sight of self when looking over a business propo- sition. It is more likely that the agitators of parcels post are misrep- resenting the farmers, ani using them as a convenient sentiment around which to construct a wall of maudlin sympathy. The farmer does not need parcels post, and he probably does not want it. Let him be heard from, and, if it is shown that he is in favor of it, then it is time to go into court and have a guardian appointed for him. He is no longer capable of tak- ing care of himself. Sixth, there is the taxpayer. That means you and me and all our friends and relatives, and every man who is a citizen of the United States. Deficit has become a familiar word in connection with our postal service. It would take a great deal bigger and stronger word to describe the short- age that would occur were this un- desirable, unAmerican, foolish, ex- travagant, criminal outrage to be trust upon an innocent people wh» are trying as hard as they can to tell the members of the Congressional Committe how much they do not want it, and how hurtful it would be for everybody except the favored few who are after the spoils. Deficit! A war tax would not be a drop in the bucket when it came to providing for the postal deficiency. Deficit! Every taxpayer in the United States would be required to go down in his pockets and fish up something, hard times or good, to help pay for the protection afforded a few mail order houses who would control the trade of the country. Could there be a more cutrageous illustration of rob- bing the poor for the benefit of the rich? With the advent of parcels MICHIGAN TRADESMAN post protection for a favored few would reach the acme of partiality. Comparisons of the working of parcels post in the United States with its operations in foreign coun- tries are useless and misleading on account of the radical difference in conditions. This country is so amaz- ingly large, as compared with Eng- land or Germany, there can be no compatison. Here railroads would have to be paid in accordance with the length cf the haul and the aver- age would be ten times that of the average haul in either of the other countries mentioned, and in neither of them is parcels post profitable. Even with Government ownership of railroads, as in Germany, the system is a failure from the point of view cf economy. Thus a Government pros- titutes itself and runs into debt in order that a few avaricious catalogue houses may be pampered into pros- perity. Elevating spectacle, is it not? Enough to make one proud of the unwisdom of lawmakers foolish or rascally enough to further the scheme. With the working out of its inev- itable result there would be a cen- tralizing of manufacturing in certain localities, while others now pros- perous would suffer. Distance would be annihilated, so there would be no reason to produce near to points of distribution. Just as well manufac- ture in Maine for shipment to Cali- fornia. It would be all one price as to transportation. So snap your fingers at the expense which the Government has to pay. But do not forget that after all this expense comes back on the people, and those who want parcels post, if there are any such except those directly inter- ested in selling, will have to pay for the privilege of being duped into catalogue buying by paying out of their pockets for the lavish gifts be- stowed upon the mail order trust. The Postal Progress League, an organization of self-styled progres- sives, is the backbone of the move- ment in favor of parcels post. It claims to be working unselfishly for the public weal. It is really the tool of the mail order house. It has gone to considerable expense to flood the country with solicitors for signa- tures to the petition it has present- ed to the Congressional Committee. Somebody is paying for this. The bills have to be settled. It is hardly likely that philanthrophy is supply- ing the funds. The African in the wood-pile is not hard to find. Solicitors thus sent out have ap- proached farmers, among others, and by specious arguments have suc- ceeded in gétting them worked up to signing the petition. This is the ground for the assertion that the farmer wants parcels post. Smooth tongued talkers have been able to work him up to a belief that he is being deprived of his rights by not having it, but the idea never originat- ed with the farmer. He and his signature are merely the means to an end, and the mail order houses are the instigators of the clamor for parcels post. Did the farmer appre- ciate the fact that he is by his sig- nature creating the greediest trust the world has ever known—a trust with the very necessities of life in its coutrol—he would no more think of signing the petition than his own death warrant. The country is face to face with the most threatening movement it has ever had to meet. Wars, the tariff, the liquor question, slavery, are all trifling as compared to this attempt to place in the hands of a few the property and lives of the entire na- tion. With a mail order trust there will be nothing beyond. The whole country will be in subjection to the grasping monopolists from whom we will have to beg permission to ex- 1st. It is time for everybody to waken up. The opposition which has al- ready developed has at least accom- plished a delay in legislative enact- ment. There will be more investiga- tion before there is action. During this time the friends of parcels post will be hard at work. Its enemies must not be idle. If congressmen have been appealed to, appeal to them again. Eternal vigilance and unceasing activity are necessary to overthrow the powers of evil. Leg- 27 islators will be led astray if their constituents allow them to think the feeling is less intense. Give them no rest. Keep writing to your member of Congress demanding his opposi- tion to parcels post. At the same time lose no opportunity to enlighten the consumer, especially the farmer, showing him what it really means to him in the dollars and cents of land depreciation and increased taxation ——_++->—___ Against Paper Milk Bottles. New York State Superintendent of Weights and Measures Reichmann takes issue with the suggestion made by State Health Commissioner Por- ter that paper bottles be used for milk. “In the first place,” said Superin- tendent Reichmann, “the drain upon the forests in order to supply the de- mand for paper bottles would be tre- mendous. I know of one milk con- cern in New York City which alone handles 7,000,000 bottles of milk a day. Add to the output of this firm that of others and it readily can be seen what an enormous number of bottles would have to be kept on hand for use. These paper bottles are to be used but once, while the average life of a glass bottle is about seven months.” << y Ke NATIONAL ry BISCUIT COMPANY An Advantage to YOU The goodwill of your customers W towards the producis of the i National Biscuit Company is in- deed an advantage to YOU—an asset. goods in the famous In-er-seal "A We packages, N. B. C. goods from M the glass-front cans— but also helps to sell your other goods. People reason that if you sell " Wy quality products like the National y Biscuit Company's Uneeda Biscuit, Nabisco Sugar Wafers, Zu Zu, Graham Crackers, etc., you will also sell the highest A Wi grades of sugar, tea, coffee and a of other articles. Yes, Mr. Dealer, it certainly is to your advantage to have the | goodwill of the National Biscuit Wi Company trade. It not only sells N. B. C. Have YOU? CLE Se SE AG MICHIGAN CoS. SRS" 7 TN —— ee = — § POO 4S Tribute To the New Type of Grand- mother. Written for the Tradesman. In the minds of most of us the word grandmother is almost un- changeably associated with the old- fashioned “picture” grandma, coun- tenance, white hair, snowy cap and neckerchief and knitting work always in her hands. So firmly have the creations of ar- tists and writers fixed in our minds this picture of a grandma as she used to be that the mental image remains long after the living realities have largely vanished from our sight. We go on supposing that there still are plenty of old-fashioned grandmas, that every woman who is a grandma at all conforms to the old-fashioned type, until something happens to make us take particular notice, when, lo and behold! we find that the spe- cies of old-fashioned grandmother is rapidly becoming extinct. If one were wanted to sit for a photograph or take part in an amateur theatrical, we likely should have to hunt some time before we could find a bona fide specimen. Although we may not -have taken recognition of it, a great transition has been going on, and the old order of grandmothers is being supplanted by another and a vastly different sort. As is apt to be the case in all such changes, a few of the old type still remain, a few of the new type are visible and between these two ex- tremes are the great body of individ- uals, manifesting some characteris- tics of the old and some of the new. T lately have seen three or four of what I call 1912 model grandmoth- ers, and I could not fail to note how different is their influence upon their grandchildren from that of the old style grandmother. The old fashiot- ed grandmother cuddled and coddled us, sometimes to our detriment. We ran to her when justice was likely to fall upon our unruly heads, and she would intercede in our behalf, gen- erally with success, for the mitiga- tion or even the entire abrogation of well-deserved punishment. When we were cross and naughty grand- ma always contended that we were sick, and so should not be dealt with according to our just deserts. She fed us on forbidden cookies and sweetmeats, indulged us and spoiled us, but she did not make for the strengthening of our moral back- bones. The new type of grandmother is not like this. I could not but ob- serve the quiet strength and author- ity with which one of the new kind recently corrected an arising insub- ordination on the part of her young grandson at table: “Here, Edward, mind Grandma.’ Those four words, spoken firmly yet very gently, sound- ed the keynote of the whole situa- tion. The young man minded. He knew it was impossible to “work’’ Grandma. Another of these up-to-date grand- mothers took her three little grand- children into her home and cared for them for several weeks this summer while her daughter and son- in-law, the children’s parents, were traveling in the West. “I enjoyed having the children here ever so much,” she told me, “except just the few days when Katherine (their mother) was here with them. I gave them to under- stand at the start that they must obey me and conform to my wishes and the usages of my house, and while I alone had charge of them there was no trouble whatever. But when Kate was here I must confess that discipline was all off. I would not interfere with her management of her own children, but I thought I should go distracted during the week she and they were here to- gether before starting for their own home. “Kate is a most devoted mother,’ she continued, “and she is laborinz under some pitiable delusions that greatly increase her cares and labors, and which, I fear, may prove the ruin of the little ones. They are not bad children, nor hard to gov- ern and get along with, if one takes them right. But Kate is determin- ed their path shall be all flowers and sunshine, and indulges them in every wish they express, and is their obe- dient maid and body servant. They have almost completely gotten the upper hand of her, and it is as much as ever to live in the same house with them when she is by.” This woman looks upon the con- duct of her grandchildren not with the doting fondness that has been supposed to be the only point of view a grandmother could have, but with the sane and impartial eye of wisdom and common sense. The new type of grandmother is the natural result of certain changes in our ideas regarding women of advanced years. We have come to know that the decrepitude of age, as we used to see it, was something 97f a habit and the result of a state of mind, and not altogether a_neces- sary condition. It is a well known fact that we now have no old ladies in the old sense 2f the word. The woman of 60 or 70 years is not fee- ble and decrepit now as was her TRADESMAN predecessor of a half century ago, laid upon the shelf and past all ac- tive usefulness. When domestic life was the whole life of a woman, when the four walls of her own home bounded her entire mental horizon, then when she had borne and reared her children, her work was practically done. Noth- ing further of importance devolved upon her. If of an aggressive tem- perament, she perhaps became a meddler in the affairs of her mar- ried children, fomenting no end of trouble and disturbance from sheer lack of something better to occupy her mind. If more pacifically inclin- ed, she soon lapsed into a state of innocuous desuetude, a mere pictur- esque figure by the fireside, exert- ing little real influence on _ those about her. We commonly think of the widen- ed opportunities for women as 92f benefit chiefly to such as are young. This is a mistake. Those past mid- dle age and up into the sixties, seven- ties and even the eighties, share them also. As it used to be, the elderly wom- an of slender means was compelled to do marvels in stretching her little income to its fullest capacity, and if, with all her pinching and scrimp- ing, she still could not make both ends meet—then she was likely to be dependent for her very living up- on relatives and friends. Now the elderly woman who finds herself short of ready cash simply turns to some avocation in which she has skill, and earns her own money, ask- ing no odds of anybody. For the elderly woman of more ample means, who does not need to do anything to earn a living, life is full of possibilities. She has a large fund of knowledge and _ experience, and if wise and tactful she may in many ways aid her children, who are now grown people fighting the bat- tle of life, without their feeling that her efforts are meddlesome or calcu- lated to interfere with their wishes or pleasures. She can be so bright and entertaining that her husband October 4, 1911 will find her a more interesting com- panion than she was when the fresh tints of youth were upon her cheeks. Lines of study and benevolence for which the busy life of her younger days afforded no leisure, now are open to her. A_ period of richer and fuller activity and wider influence than she ever has known before are hers if she has the courage and ener- gy to achieve what is rightfully her own. We have tender memories and as- sociations regarding the old fashion- ed grandmother. As she is supplant- ed by the new type, we must revise our sentiments. The new kind of grandmother has a nature as rich iv love and affection as was that of the old grandmother; but inasmuch as the new kind is broader of mind and possessed of wider sympathies of heart as well as of greater force of character than the old, she is en- titled to a deeper regard and venera- tion. Quillo. —~++>____ That Was Easy Enough. “Patrick, did you steal Widow Maloney’s pig, and, if so, what did you do with it?” “Killed it and ate it, your Honor.” “Well, now, Patrick, when you ars brought face to face with Widow Ma- loney and her pig in the Judgment Day,” said the Judge, “what account will you be able to give of yourself when the widow accuses you of steal- ing?” : “Did you say the pig would be there, your Honor?” said Pat. “To be sure I did.” “Well, then, I’ll say, ‘Mrs. Malon- ey, there’s your pig.’” —_—— 22. Adam was the first man to have moving troubles—but he didn’t have to foregather with the piano and the cook stove. Shorthand and Typewriting Thorough—Practical—Up-to-date Write for new catalog CHURCHILL’S INSTITUTE Powers’ Theatre Bldg. Grand Rapids, Mich. first seeing our samples. will see that one does. 105 N. OTTAWA ST. YOU HAVE MADE A MISTAKE when you buy a Christmas line without If our salesmen do not call on you write us and we THE WILL P. CANAAN COMPANY GRAND RAPIDS, MICH. "em every time. NOTICE Now is the open season for NIBBLE STICKS We furnish bait with every box. Itcatches Use nothing but the ORIGINAL NIBBLE STICKS made by PUTNAM FACTORY, National Candy Co. . Grand Rapids, Mich. in e October 4, 1911 Results of Shopping For Friends. Many women with no end of time may think shopping the very cream of amusements and almost look as if they were doing you a favor when they ask you to shop for them. When they load your polite but extremely nervous shoulders with such delecta- ble pastimes as “matching this little bit of pink passementerie,” and “get- ting several yards of that rare gold filet, you know, before it is all gone, and then some of that blue percale— wait, I'll bring you a sample,” it’s a pity they can’t see your troubled soul with that boasted supersense of theirs. To the thin, nervous woman who counts her hours as well as her days and weeks, shopping for somebody else is mental crucifixion. When shopping for yourself gives you the mild horrors, shopping for a friend, neighbor, sister, mother or brother who all profess individual tastes is bound to shake your equilibrium. After it has been painfully shaker and peacefully restored a few times you get firm round the lips and in- vent excuses. “Bravo! my own dear self!” you exclaim to yourself when it has drifted into some idle intellect that for you the sum of all earthly bugbears is embodied in the one bug- bear called “shopping for others.” For the benefit of those who can not see the value of another’s time because their own is not valuable, nor the energy it takes to recon- noiter and get bumped in the bargain aisles, a few incidents in which bar- gaining by proxy had mischievous sequels might here be considered. First, take the case of Mrs. Burns, who asked Miss Quick, her boarder, please to step into one of the stores on her way down town to the office or during the luncheon hour and or- der a gas burner and some new gas plates. “Why, of course, gladly,” Miss Quick, who could only resent deep down in her heart, duly smiled her affirmative. Shopping a Costly Favor. At noon the store was jammed. Miss Quick would much rather have enjoyed her luncheon hour and re- laxed her arms in an easy chair than scurry up to a sixth floor somewhere between belligerent elbows. Besides, she had received her pay envelope that day and always made it a point to dodge the pretty displays in the department stores when she_ had more money than usual. Having completed her purchases for Mrs. Burns and accurately given that lady’s address, she suddenly dis- covered the loss of her pay envelope, which she had put into a little in- side pocket under her girdle. She knew of having put it there on leav- ing the office, and saw at once the futility of hunting in the tide of shoppers that ebbed and flowed all ways. Distressed and discouraged, she went back to the office blaming Mrs. Burns for the 500th time. She would never do any more shopping for any- body. All afternoon~her mind work- ed itself into a swoon of disgust and resentment about the audacity of your neighbors. MICHIGAN TRADESMAN When she appeared at the Burns’ boarding house that night her feel- ings still ran high and she couldn’t resist telling of her misfortune with a few well chosen hints that Mrs. Burns was partly to blame. Tired Mrs. Burns behind the gas range listened thoughtfully a long time, and then flaring up all at once called Miss Quick a careless person for carrying her money in her girdle. Miss Quick was quick enough in her temper to call her something in return for that—and the end was hys- terics. And all because Mrs. Burns had never stopped to consider all the good reasons why you should always do your own shopping. Confidence of Friends Destroyed. In another instance bargaining by proxy destroyed all trust and confi- dence between two ‘old friends. One of them had to buy an old fashioned ice wool fascinator for the other at a bargain sale. The arti- cles advertised were $2 and $3. The proxy bargainer purchased the better article and named the latter price when she gave the parcel to her friend, who was much delighted with the size and quality of the purchase. But an hour later the latter discov- ered by the sales check which had dropped to the floor that the price of the fascinator was only $2. It reflected badly on her friend. She would hardly belive it, but still it was there—black on white. It nev- er once occurred to her that the flur- ried saleswoman had inclosed the wrong check. From that time on she bore her friend a silent grudge, and always affected a strange reserve which did not escape the other. The friend, however, was too independent to ask questions. They drifted carelessly apart, and even made remarks about each other to new friends. And all the needless misery should have been blamed on her who im- posed on her friend with the shop- ping task. “Except in the smallest trifles do your shopping yourself and you wiil save yourself and others much an- noyance,” ought to be sound advice when you hear of such incidents as these. —_~+~--___ The Modern Hero. There were 500 girls working in the big shirtwaist factory when one with red hair smelled smoke and started to scream. “Shut your face!” commanded Or- zoff Rolinsky, foreman, as he scented the smoke at the same instant. _The girl shut, and after going on with his work for a few minutes Rolinsky tapped the gong and said to the wondering girls who crowded about him: “The bosses’ nephew gets married to-day.” “Hurrah for him!’ “In his happiness he wants »thers to be happy.” “Hurrah! Hurrah!” “In the basement are ice cream and cake. Go down and be pigs, but go orderly. If you don’t go orderly it means broken necks and two shil- lings from your pay!” They passed down one by one, and not so much as a button was ripped off. As they reached the basement the firemen tossed them into the street on mattresses laid for the purpose. No panic—no loss of life—no one injured. Damage by the conflagration, fif- teen cents. 29 Banishing the Hot Water Bottle. An electric heating pad for hot applications in case of pain is the latest product. of an electrical sup- ply house. The pad is rectangular in form and measures eight inckes in length by five and one-half in width. It is con- structed with suitable electrical re- sistance, so that when it is supplied with electric current, by connection with the lighting fixture, the pad be- comes heated to a desirable tempera- ture for medical treatment. {t is said to be a great improve- ment over the hot water bag as it maintans an even temperature as long as the electric current is turn- ed on, whiie the water bag is usual- ly either too hot or not hot enough, and if the right heat can be secured it lasts only for a few minutes. It al- so overcomes the annoyance of leak- ing, a common fault with water bags. The pad is first covered with red felt and over this is a removabie teazeldown covering which can be washed and _ sterilized. All electrical connections are per- fectly insulated so that there is no danger of getting a shock from the instrument, and it has an automatic controller which prevents its becom- ing overheated. —~> +> Advantageous. The prospective lodger was look- ing at some rooms when a particular- ly loud crash caused him to exclaim: “Good heavens! Is it ever quiet in this netghborhood?” “Oh, yes, sir,” replied the land- lady; “at night the streets are that still yez can hear the lady singer in the next room and the phonograpi: below stairs just elegant.” ROGRESSIVE DEALERS foresee that certain articles can be depended Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock on as sellers. \ HAN SAPOLIO HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN oe ~ = - —_= ~- “ es - Tee ‘ WAR — — — —_ — — < nm. . : HAR 2 ee ets Ny oe How To Do Without an Iron Pump. Your customer’s grandfather, and perhaps his father, got along without any kind of a pump. They selected the location of a spring or stream to furnish the water required for the household; sometimes the spring was many rods away, and a steep and stony path led from the spring to the house. The carrying of water was supp2s- ed to be distributed among the mem- bers of the family, but generally the small boy and the women got the lion’s share of that work. If a stream was depended upon, the floods and drouths put it practically out of commission for many days at a time and the rain-water barrel at the corner of the house was 2ften the only source of supply. If a spring or stream was not in evidence on the property, a shallow well, fed from the drainage of a swamp or by the accumulation of surface water, was used instead. That any one surviv- ed the scourge of chills and fever, then so prevalent, is marvelous. In such wells a sweep and bucket were a most natural contrivance. ‘It cost little to make and was worth about what it cost. If the well was deep, a windlass and rope were used to operate the bucket. The work was laborious; the open well was dan- gerous, and the time consumed, it all accounted for at going wages, would have bought several gool pumps each year. This was recog- nized by some of the more progres- sive men, and the log pump made its appearance. Timber was then the cheapest thing in the world—they made everything out of wood, even gas and water pipes—but a wood pump was but little better than the open well. They soon became foul and slimy. Many a good well was made unhealthful by the decaying, worm-breeding wooden pump stock. You might as well take your water from a surface-filled pool in which the cattle stand and hogs wallow a3 from a well with an old wooden pump in it. Yes, you can get along without an iron pump, and there are still some people who do, but not many of those who know a better way would want to go back to the old unhealthful, time-killing methods. Now a deep drilled or bored well that will tap the living fountains of water that permeate this word of ours can be put down for from one to two dollars per foot and a bounti- ful supply of pure water obtained. When one has a well like that it is worthy the best pump ‘that money can buy. Do not recommend some little four-dollar affair and call it a pump. Sell a good high-grade, double-actinz pump with a brass or brass-lined cy- linder; one that is easy to work and is made for service, and life will be more worth the living, and every man, woman and child about the place will commend your good judg- ment.—W. H. Rayner in Implement Age. —_2---_____ Seizing the Opportunities. Adroitness is an excellent trait for a man to possess in the implement business. Not adroitness in the sense of slippery shrewdness, but in the sense of a readiness to seize oppor- tunities when they present them- selves. An instance in point has been afforded this year by those dealers who were able to divine from exist- ing crop conditions the probabilities for an increased demand for fodder conservation machinery. There were dealers who did not divine this in time to take complete advantage of the opportunity, and just in so far as they failed to recognize the antecc- dent conditions by just_so far did they fail to exercise that adroitness which is essential in taking advan- tage of the opportunities that are pre- sented to them. The ability to turn even a blasted hope into an advantage is illustrat- ed by the story of the Dejected Youth. The story runs that the De- jected Youth presented himself at the jewelry store with: “I would like to return this en- gagement ring I purchased here a few days ago.” Jeweler—Didn’t it suit the young lady? Dejected Youth—Yes, but another young man had already given her one just like it and I would like to ex- change this one for a wedding pres- ent. Opportunities are constantly pre- senting themselves in the implement business, which, if seized, will re- dound to the profit and to the ad- vantage of the dealer who has the acumen to see them. It tne trade on plows goes off for any reason, see if there is not a chance to substitute a call for disc harrrows or some- thing else in the line to make up for it. Don’t be a dejected youth with- out taking advantage of the very fact that caused the dejection. Just now agricultural conditions in every com- munity are going to change. New ideas are coming in. New processes are going to be employed. New ma- chines will be put into use. Ten years from to-day, agriculture will be upon a new basis, and will be con- ducted in a manner that will make present methods look primitive and crude. It behooves the implement dealer to get into touch with the new thought; to assimilate the new ideas; to observe the direction the development will take; to prepare himself, not to go along with the procession, but to lead it. The busi- ness of selling implements is going to be one of the most important, one of the most dignified, and, incident- ally, one of the most profitable vo- cations of the future. Are you aware of this fact, Mr. Dealer? If so, go trade your ring for a wedding pres- ent and get in line to kiss the bride. —_———— oe. It Pays Railroads To Be Cautious. Although the railroad companies take every possible precaution tc avoid wrecks, the newspapers con-. stantly report accidents. Few of us realize what a ‘money loss almost every one of these entails. Figures on the wreck of the Brewster express on the Harlem division of the New York Central and Hudson River Railroad prove that any expense for prevention is economy. That wreck occurred near Wood- lawn Feb. 16, 1907. Without includ- ing damages to equipment, loss ow- ing to delayed traffic, and other things, the damage claims and other expenses paid and in process of set- tlement cost the road $1,214,000. Of this $650,000 was paid in claims and the balance was for lawyers’ fees, fees to agents who settled claims out of court, physicians, investigators, experts and for trial suits. The largest amount paid for a sin- gle death was $75,000, the smallest $5,000. The average was $13,324. Eighteen of the twenty-two victims were women, eleven of them unmar- ried, which reduced materially the damages the company had to pay, al- though several of the single women were breadwinners. Among the sinjured the highest damages awarded was $32,000 to a October 4, 1911 young woman whose left leg was am- putated. This verdict has been ap- pealed by the company. Setttlements for injuries have ranged from $1,000 upward. eee A copper mining company in Peru operates a smelter 14,000 feet above sea level, the highest elevation for such an industry in the world. —>-->————_ Some people have so little confi- dence in themselves that they really don’t think they could plan a house better than the architect. —_——~o-.-.—___ ; Nature gives some folks gravity in place of brains. STEEL STAMPING ALL KINDS Patented articles made and sold on royalty basis GIER & DAIL MFG. CO. LANSING A. T. KNOWLSON COMPANY Wholesale Gas and Electric Supplies Michigan Distributors for Welsbach Company 99-103 Congress St. East, Detroit Telephones, Main 2228-2229 Catalog or quotations on request Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. 32 So. Ionia Street Mr. Retailer—Just a word to tell you that we absolutely stand behind every roll of OUR TRAVELERS ROOFING. Clark-Weaver Company Grand Rapids, Mich. The only EXCLUSIVE WHOLESALE HARDWARE in Western Michigan 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware uf “ 31-33-35-37 Louis St. Grand Rapids, Mich. October 4, 1911 CONSTRUCTIVE CAMPAIGN The Greatest Need at the Present Time. Are we to witness the resuscitation of the “sunshine clubs?” The past few days have brought a few stray exhortations of this sort, looking to the reorganization of these societies of’ cheer—flourishing in 1909, moribund in 1910 and extinct in 1911. Thus a captain of industry is quoted to the effect that “a national ‘boost- ers’ club’ would restore national prosperity in twenty-four hours.” Thus also the Fourth National Bank of New York declares in its monthly circular that “what the country needs now is a distinctly encouraging con- structive campaign.” To the great rank and file of pessi- mists, of course, the times seem all out of joint. The national business machine creaks and groans sadly to their ears. They take a lugubrious joy in fearing and predicting that more cogs will slip, other parts work awry—if the whole contraption does not break down. Yet, one and all, they lend not lubricating oil, but vinegar. Conditions, admit the isolated sun- shine-seekers, are not flawless—nev- er were or will be. The crops are not so good; politics is just as bad. It is confessedly a period of transi- tion, readjustment, flux—tlegal, polit- ical, ethical, moral, material—with all the discomfort that such an era in- volves. But the natural environment of business averages fair. It is less conditions than states of mind that are jangling. There is an universal incompati- bility of temper, between classes ani individuals These states of mind are planes set at hostile angles. Pessi- mism is not merely despondent but grouchy. It likes to gaze at chim- eras; it sneers and it sulks; it is sus- picious and jealous; it is destructive- ly critical; it is selfish, stingy, small- souled. Sunshine, if not a delusion, is to it a counterfeit. Examples are legion of this want of sympathetic understanding. Con- sumer, retailer, whalesaler, jobber, manufacturer, react damagingly upon one another. Labor and capital look at each other askance. Business com-. petition is a dog-eat-dog affair. In- ter-class friction is as untimely as it is harmful. We forget that all our jobs—save the pawnbroker’s—are threaded on the same string of pros- perity. The railway labor unions’ idea that they have as much right to federate as has capital reaches its crude frui- tion just when the members were most in peril of their jobs, and when railway executives were sorest and most touchy. The politicians, many of them doubtless acting in good faith on what they held to be a pop- ular mandate, are wearying the peo- ple who chose them. The masters of business, already burdened by _ per- plexities, will not recognize any of these activities as part of a travail to be gone through before a definite cor- porate status is worked out. In fact, the politician comes now the nearer to holding forth the hanJ MICHIGAN TRADESMAN of fellowship. Congress will this au- tumn listen to the complaints and the suggestions of big business as re- gards corporation law. Among the nearer-statesmen there appears to be growing a faint consciousness that ultimately it would be better politics to upbuild than always to tear down. If their conversion should prove genuine, they might set a standard for the rest of the community. Grad- ually and justifiably might be set aside the indigo lenses that now dis- tort our mutual relations—the frown be discarded for the smile, the clenched fist for the handshake. And better that it should be struggling sunshine for a while, rather than the futile, boot-strap-hoisting, artificial effulgence of 1909. That smile was too forced; it had come off. A new attempt would fare better in a gentler cultivation of ge- niality. —_—-+__o-~-e_—— Some Rules For the Unlucky. Since there can be no effect with- out a cause, luck must be the result of something, and it’s worth while for the unlucky to study the lucky. Everybody knows that he or she who has all kinds of success is ful! of hope, magnetism and inspiration. Mind and soul are keyed up to a higher capacity for good — good which attracts good. On the other hand, all kinds of failures will drag him or her into a state of mind that attracts more fail- ure—unless they have the faith and purpose and good plain common sense to fix their eyes beyond im- mediate conditions. “To him who hath shall be given,” embodies a lot of truth to the un- lucky, but it is often misconstrued. It is the person who is painfully conscious of what he has not, and everlastingly worried because he can not get what he feels ought to be his share of this world’s goods, whvu remains in the narrow groove of want and unsatisfied wishes. You must force yourself out of the pit mentally before you can do it materially. In other words, you must discipline your mind to think right, will right and work right, and then let the rest take care of itself. Somebody, who, considering her former distress and present well be- ing, must have acquired the secret of luck, says: “If you can work delight fully and hope delightfully each day, and never once think about making both ends meet, they are sure to meet and a little over.” Here are a few good rules for the “anlucky:” Even if you are not doing the work for which you are best fitted, do ir with a light heart for the time be- ing, and something better will surely turn up by and by. You get much farther by forcing optimism than by yielding to pessimism. If you have faith in your self and your object a few rocks along the wayside wont’ bother you much. You will realize that failures may be step- ping stones, and not put it down to mere bad luck which you can not control. Don’t worry about: to-morrow or next week or next month. It is so much time, energy and mind force gone to waste. Try to hold the thought that for every need there is a supply. Never plunge into an orgy to for- get a failure—later on you are only ashamed of your weakness and it might add to your grouch. Don’t wheedle for somebody’s sympathy or assistance. Your own advice to yourself is better than long winded counsel from people who only half understand your mind and condition. Never expect a miracle of luck un- less you can do miracles of hard work and are a miracle of endurance and resolve. When luck begins to come your way don’t brag about it to others. They may not wish you well. Even although you have learned to rough it in the lean years, do not be- come parsimonious when the _ out- look is better. Give and thou shalt receive. 31 Bad luck will surely overtake you again if you selfishly hug your mate- rial success. Sacrifice a little of your luck to the gods and you'll have more of it— do not be a foolish spendthrift but a benevolent helper if you want luck to hold. Finally, when luck has come your way in the definite form of many dollars, don’t be so rapaciously hun- gry for more that you go plunging after it with sand in your eyes. Soul blindness is always punished in the end. 2-2 A Corkscrew Elevator. An electrically operated elevator built like a corkscrew is used by a Los Angeles creamery for the un- loading of cans of milk from the wagons to the third story of its plant. It consists of a kind of chute which extends from the street by a gentle incline to a point beneath the receiving door and makes a spiral of three turns at that place in order to bring the cans to the proper level without making the incline too steep. This is necessary because, if the full cans were tilted at a sharp angle, they would upset or the contents would overflow. The cans are carried along this iron chute by means of a series of rollers and this conveyor system is in use through the entire plant, mak- ing it unnecessary to use trucks or t9 lift the cans for any distance. Electricity not only supplies the motive power but does practically all the work in this up-to-date creamery. ———_++o____ Practically all forms of carbon can be converted into graphite by heat- ing to high temperatures. 22-2 Blessed is the man who hasn’t time to tell his troubles. ROBIN HOOD AMMUNITION § ( Xe Yade ) Ask for special co-operative selling plan. Big Profits Robin Hood Ammunition Co. Bee St., Swanton, Vt. REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES AN HONEST PRODUCT AT AN HONEST PRICE Fire Resisting WRITE US FOR AGENCY PROPOSITION PHOTOGRAPHIC SECTION REPRODUCED Our Price is Reasonable Costs Less Than Stained Wood Shingles We Invite Your Inquiries For Particulars Ask for Sample and Booklet We Are Reaciy and Anxious to Serve You - Reynolds Slate Shingles After Five Years Wear ESTABLISHED 1868 Weather Proof a a Wood Shingles After Five Years Wear Manufactured by H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. MICHIGAN "a aX es NY Dy —— PS 29 NaN g = 3 5 (lcs EL SOLFO ‘ Jo} &) J x FA IWS, 1) The Trend of American Shoe Fash- ion. : The style question for spring, 1912, in a general way seems to consist of an effort to contest the supremacy of the plain pump, which has been in marked favor for several years and especially so during this summer. The prediction is made that more boots will be worn by women in the next warm seasons. This predic- tion is supported to some extent, it must be admitted, by the largely in- creased demand. this white boots. Colonials From Plain Pumps. Furthermore, the Colonial has been revived as the easiest variation of the pump. The outlook now is that many Colonials for next season will be nothing more than a plain pump with a tongue and buckle attached. For the dealer this will be the eas- iest style change that has. happened in some time, for a change to one style or another will be a matter of a part of the shoe only and not 27f the whole shoe, as is generally the case. A stock of Colonial tongues and buckles, except in very high priced lines, will not equal in value the whole shoe, provided there is any carrying over to be done. There will be disadvantages, of course, in connection with handling these store-made Colonials, since it will be impossible to attach a buc- kle and tongue to a plain pump and get the same effect either in appear- ance or wear as in a specially made Colonial. Nevertheless, for a store handling medium grade shoes this device can without doubt be used with profit. A plain pump, for ex- ample, selling usually at $2.50, might be so turned into a Colonial and bring $3, meaning an added profit of about 25 cents to the retailer. Oxfords May Be More Popular. From the viewpoint of common sense and physical welfare, more boots and fewer pumps would be a desirable change for the public and the shoe trade likewise. The pump has been improved by manufacturers to a remarkable degree as regards fit and comfort, but for all that it Was never intended for constant wear.. The Oxford is the ideal low- cut shoe for general wear for wom- en, as it is for men. It has had a bad slump this past season, to which the cut-price sales bear witness; but in any change in pump styles it is liable to get back to where it be- longs. In this connection, it is pre- dicted that turned Oxfords with plain toes, and other lightweight Oxfords, summer for Particularly in tan, are to be prom- inent. As to the Colonial pump, there are many claims that it will be the lead- er for next season. Every manu- facturer appears to be including at least three or four types of it in his samples. Still, it is noticeable that there is a tendency to hedge by in- cluding also a liberal number of sam- ples of the plain pump. The fear seems to be that the Colonial will be shown so strong in cheaper grades TRADESMAN they will go strong in tops and slip- pers especially. The demand for white leather has taxed the ingenuity of tanners in producing a skin that will meet the demands and at the same time be reasonable in price. A new side leather in white and other light col- ors, it might be said, is now on the market and has met with considerable success. Regarding lasts, the bulk of the new samples are made with a me- dium short forepart and a full round toe. Extremely high and _ pointed toes have had their day for most of the trade. Heels are tending lower, especially on pumps. In tips the tendency shown by the new spring goods is toward plainness. The plain tip with a small point in the center is largely seen, but the wing type is not so noticeable, and when used is decidedly modified. Buttons seem to lead in boots shown for spring, and also in Oxfords. Maau- facturers and retailers, however, seem W* mitted to us. THE CITIZEN’S VOW will never bring disgrace to this our city by any act of dishonesty or cowardice, nor ever desert our comrades; we will fight for the ideals and sacred things of the city, both alone and with many; we will revere and obey the city's laws, and do our best to incite a like respect and reverence for those above us who are prone to annul them and set them at naught; we will strive unceasingly to quicken the public’s sense of civic duty: that thus, in all these ways, we may transmit this city not only less but greater, better and more beautiful than it was trans- * and with the fitted tongue makeshift that the higher priced lines will con- sequently suffer. For early spring it is a fairly well- established fact that tan boots will be popular. If another white season comes along strongly, which is pre- dicted by a large part of the trade, although against precedent, it is quite probable that white boots will also be in favor. In connection with the short length of women’s skirts the white boot of the higher grade certainly makes a good appearance. Leather the Chief Material. Leather will make up the bulk of the shoes for next season, judging from the present outlook. However, there will be a considerable use of the better wearing fabrics, and -in parts of the shoe where the hardest service is not demanded. Among the fabrics shown largely is corded silk. The suede-finished leathers are prom- inent in a fairly large number of sam- ples and foreign advices indicate that hopeful that the laced type will soon regain its popularity. Will Velvets Come Back? Although the fall selling season is about begun there is still a possibil- ity of an underrated dark horse ap- pearing, just as occurred this sum- mer in white goods. For example, velvet has generally been consider- ed out of the reckoning. There are signs, however, that it will return to favor this fall and winter in me- dium-price goods, although it is not expected to figure strongly in spring lines. Velvet is prominent in wom- en’s garments for fall and, naturally, this should have an influence on foot- wear. This much must also be said in its favor, that for durability it is above the average of fabrics. Footwear Styies in Paris. According to a letter from Paris, footwear in all black and white was largely worn during the closing pe- riod of the stay of fashionable French women at Trouville, the Newport 2f France. A great many slippers in . October 4, 1911 sandal styles were worn, very often in black patent leather, with hosiery in white or in flesh color—Dry Goods Economist. +. Fitting Button Shoes. The great popularity of button shoes brings the retail shoe dealer face to face with the old trouble of setting over the buttons to fit the varied sizes of feet and ankles. This trouble becomes still more acute with extra high button boots for women, that are enjoying great favor this season. The higher the boot is made the more buttons are required, the more buttons there are to be changed and the more frequent the changes must be made. It is understood that the higher the boot the greater variation in the size of the leg as the calf of the leg is approached. For this reason the high boots now being sold are apt to require more resetting of the but- tons than the lower patterns. There is probably not one retail shoe dealer in a hundred that gets anything extra for this extra trou- ble. On the contrary, he is at a loss not only for the time consumed in refitting the shoe, but for the cost of the buttons and fasteners, for which few dealers make any charge. The advisability of continuing to render this extra and gratuitous serv- ice may well be questioned. The manufacturers have long complained that they were not compensated for the extra cost of making button shoes, that the retail dealers and oth- er shoe buyers were not treating them fairly in the purchase ‘price of button goods, and now the retail dealers have a sample of the same kind of medicine to take for them- selves. Where both the manufacturer and the retailer are put to such inconven- ience and extra expense by reason of the popular call for button boots and Oxfords, there is no reason why they should not seek recompense by an additional price for the goods. Such a price could in no sense be considered a discrimination against button goods, but would simply be making the manufacturer and the re- tailer whole for the extra expense in- curred in the manufacture and dis- tribution of boots and shoes fastened with buttons—Shoe Retailer. —_+--.—____ Easily Identified. A young man, visibly excited, came tushing into the morgue in New York one evening recently, and, grasping an attendant by the arm, enquired: “Is my uncle here? I know he’s drowned himself.” “Why,” replied the attendant soothingly, “I can’t tell unless you can describe him in some way so as to identify him. What sort of clothing did he wear?” “Oh, that doesn’t make any differ- ence,” declared the visitor, “uncle is stone deaf and you'd know him at once by that. I guess he is not here,” and before the attendant had caught his breath the erratic caller had disappeared. October 4, 1911 4 6 - ~ \ eoive Saccn. fon L a _. \\ \ ’ s 9 . \\ \\Y ; GI as R\ \\ . Ys \ p Y \\ \ S a pe \ \\ \ \\ A) NS \ Cs VY Wy" \ WY \\\\ \ \\ \ YN Oh \\ YY \\ \ . _ \ \\ \ \\\ RS CL = beartic? - \ « \\\\ — xX KY 5 oo . i \ _ AYER advertising is now beginning its 20th successive season of con- sistent and continuous advertising. Day after day, month after month and year after year the quality of Mayer Honorbilt Shoes has been advertised to the public for the benefit of the retail merchants. Thousands of advertising mediums reaching millions of people, printed in many languages and costing hundreds of thousands of dollars, have been used, creating the demand for dealers selling Honorbilt J¢ Shoes Without Mayer Quality this expenditure would be largely wasted, but we put the quality in Mayer Shoes and by advertising it secured the demand. This continuous and persistent ad- _vertising is the kind of selling help that gives REAL support to dealers. This year our advertising will be more conspicuous and far reaching than ever before If you are anxious to increase your business, the Mayer Honorbilt Quality line will pull the trade and help you make good with your customers. The Spring Line is now ready. We would like an opportunity to show you the advantages of handling Mayer Honorbilt Shoes. Write for particulars. Largest Manufacturers of Full Vamp Shoes in the World F. Mayer Boot & Shoe Co. MILWAUKEE, WIS. _ 33 34 MODERN METHODS. County Seat Shoe Store as Trade Center. There is a process of general evo- lution making itself apparent in the distribution of shoes that is of more than common interest at the present time. This is the exclusive shoe store idea winning out over the old type of village general store. The general store of the past decade brought all merchandisable things under the one roof, and the inevitable accumulation of “dead wood” in the shape of old and faded bolts of cloth, crowded shelves of groceries, barrels and boxes scatter- ed here and there, vegetables an meats, kerosene and candy, and the inevitable case or two of heavy farm shoes wedged under a row of lard pails. The general store was a necessity of that period in the development of retailing where a small community did business in one store. To-day the saine articles are sold, but they have been distributed to a number of stores each carrying one line of closely re- lated stocks. With the increase in population and the development of the county seat as a trading center the transition stage of general merchandising is evident, so far as shoes are con- cerned, and we are brought face to face with the enlarged opportunities given to a one line store. The county seat shoe store has for its policy a quick transit of the shoes through the receiving depart- ment and stockrooms on the floor, and to the customers in as quick as pos- sible period of time. Space is valua. ble and the retail business has come to such a state that each carton is practically charged its share of the rent. With this policy the shelves must not be cumbered with unsala- ble stuff, lest profits diminish be- cause of out-of-date styles occupying room when up-to-date styles would demand quick sales. The modern policy even goes farther and charges each carton with the cost of advertis- ing, salaries of buyers, sales person, and emyloyes, incidental expenses and the pro rata share of the operat- ing charges. The loft has given way to a well arranged stockroom where shoes are carried according to lot number. The odds and ends of merchandise which formerly accumulated in these anti- guated storerooms has given way to storage of present season goods an: the policy of carrying no lines longer than a season or possibly two. The goods are sold at any price when un- seasonable. In a triving county center the buy- ing of better grade goods is quickly noticed. The crop report is the mos: interesting topic at all times and is the barometer of business. The advisability of locating a shoe store at the county seat is better understood by the fact that in the mainly agricultural districts the coun- ty is considered the geographical unit. Trade comes into these central towns from a comparative wide area, MICHIGAN TRADESMAN and the distribution of footwear is easier inasmuch as the shoe-buying consumer invariably makes his buy- ing visits to the county seat. An excellent example of a county seat store is that of R. A. Kunnes, Thomson, Ga., who is in the center of McDuffee county, and on the main thoroughfare to the adjoining coun- ties to Lincoln, Warren and Colum- bia. The county seat location in the South makes it possible for an ex- clusive shoe dealer to have direct communication with fully thirty or forty thousand people, whereasif ina purely local. town, such as is found in the manufacturing centers of the North, this contact would only be with the strictly local trade. The prosperity of a county indi- cates the buying power of the farm- ers at the county seat, and it is oft- en true that where one county has: had a prosperous crop, the county a short distance away might have been so afflicted with disastrous drought or scourge with some crop pest as to make ready money scarce. Mr. Kunnes, who recently made a visit to the Eastern market, has de- cided views to the possibilities before the exclusive dealer in county seat towns. He keeps a mailing list of people who have had actual dealings with the store, and not only has a list of the names of the people in his own county but in the adjoining counties, which because of travel routes became trading tributaries of his store. The presence of several banks at the county seat acts as a benefit to the exclusive shoe dealer, inasmuch as the farmers are advanced money on their forthcoming harvest and are able to buy at cash prices. Where long term credit evists in the general store, the prices are advanced to cov- er the investment. The cash store, however, can sell at regular prices and turn its capital more often. Mr. Kunnes finds it of value to make ex- ceptions in the case of “A 1” rated farmers who pay their bills on a monthly basis. The buying power of this center was increased many times througn the use of circulars, for he consider- ed the general flyers of great public- ity value in county advertising. Four times a year he makes a2 page advertisement bring results through the county newspaper, an organ of seven or eight hundred cop- ies containing but local news, a pat- ent inside, and usually filled with ad- vertisements run weekly without change. Making “bull’s eye” cam- paigns by means of full page adver- tisements at the opening of every season he considers admirable and efficient, considering circulation and the medium used. There are scores of great chances all over the South and’ West for rea! shoemen to “set in the game” and build up a good business in towns where the old style “county store” can no longer satisfy the more ex- acting demands of prospreous farm- ers.—Boot and Shoe Recorder. October 4, 1911 The “Bertsch” Shoe For Men Is finding more friends every day. Last 26—AllI Leathers We are now making this line in Vici, Gun Metal, Patent and Tan Leathers, both in the high shoes and oxfords. You can retail these shoes from $3.00 up. They would be winners at a much higher price. Send us your orders. We can supply your needs quickly. They Wear Like Iron Herold-Bertsch Shoe Co. Makers of Shoes’ :-: Grand Rapids, Mich. RUBBERS There IS a difference. This difference is not so much in looks, as they all look very much alike, but it is in the matter of satisfaction to the wearer in fit and service. Glove Brand Rubbers satisfy in a degree not equalled by others, and are there- fore profitable merchandise for the dealer to handle. The season is at hand. Send in your order today and lose no sales. HIRTH-KRAUSE COMPANY Jobbers of Glove Brand and Rhode Island Rubbers Grand Rapids, Mich. B October 4, 1911 Pointers on Selling Shoes. “The thing I try to impress on my clerks is to get their customers seat- ed and get a shoe off,” said the man- ager of a very successful shoe e- partment in a large city store. “Sim- ply showing a lot of shoes to people who sit and look at them, waiting un- til they find just what suits them be- fore they try them on is a poor way, in my opinion. My clerks proceed to take off a customer’s shoe without waiting to be asked to do so. They assume that of course the customer wants to see what the shoe looks like on the foot, and if the customer says he does not care to try them on, the clerks appear very much surprised, and tell him he will not know so well whether he likes them or not unless he sees them on his feet. “My clerks do not ask what size is wanted. They look in the old shoe and find that size. Then they note whether it was a good fit or not. If it was, they get the same size. if not, they try the size they think is right. too many questions about what style or price is wanted, but to judge the customer’s wants from appearances, I tell my clerks not to ask and come the closest they can to it, with what information the customer volunteers. If they come far wrong, the customer will say so. I do not believe customers like to be cross- questioned about what they want. [i they have any strong likes or dis- likes they will say so. “Tl want all my clerks to know two things: First, that our customers consider style first and price second: second;: that they know the. right styles. when they see them, and they know that we have them. “I find that many clerks are timid: they are afraid the styles they show will not please. In other words, they lack confidence in themselves, and in the stock, and also in the ability of their customers to pay the price for good shoes. So whenever I put on a new man J tell him that our trade does not care what the price is, if it is within reason. Also that we are known to carry the correct styles, and that our customers know we car- ry them. : : “If I can get the clerk to believe these things he will be a good sales- maui, if he has common sense in oth- er ways. But if he falters when he names the price, or if he is nervous for fear the styles we show will net please, then he will not be a sales- man at all. Nine out of ten custom- ers do not know whether our styles are right or not; neither do they know whether our values are weak or strong. If every one of my clerks is carrying the idea that our shoes are well worth the money and that the people who trade with us are well able to pay the price. and, fur- thermore, that we are absolute lead- ers in style—why, it is bound to be true. The effect of every clerk car- rying this thought all the time will be to make every customer who en- MICHIGAN TRADESMAN ters the department feel the influ- ence of that general thought.” ~ —_+-.___ Placing Orders For Spring Shoes. At this writing the country is once more covered by traveling shoe sales- men. Some will get early orders, others will be told, “Your line is great, but you are too early for us.” In a short time the shoe factories will be running low on fall orders, will be losing some of their best operators if they can not keep them busy at least a fair portion of the time that is called “between seasons.” That is just the time for a retailer to have part of his order for early spring needs into the works, for he is assured that his shoes are put through properly when the great pressure of business is lacking. Then when the season opens he has no re- grets to offer. Women will buy low cuts early and most men are glad to shed high shoes if an attractive low shoe is brought to their attention. To sup- ply them the dealer must give an early order if the shoes are to be in stock when they are most wanted. Some will say, “We can not have our bill come due so early.” In that event most manufacturers will gladly extend the time on an early shipment. The labor situation is one that be- comes more acute each season for shoe manufacturers. The full-time seasons twice a year are too short and the aggressive employes, who are always the best operators, become uneasy when there is not enough work to keep them busy and, should an opportunity arise to better their condition in some line of endeavor they leave the shoe industry; which means double trouble for the manu- facturer when the season advances. This is only a suggestion which, if carried out, will serve to bring re- tailers and manufacturers together on a broader and more co-operative bas- is in which both share alike.—Shoe Retailer. ‘ —_——>--.—____ A New Source of Rubber. It is claimed that a fine imitation of rubber can be made from the soy bean. The oil of the bean is thick- ened with nitric acid. After further treatment with alkaloids the product is subjected to a heat of 150 degrees and then vulcanized in the same way that rubber is vulcanized. In times past we have read of a good many substitutes for rubber, but none of them have been a success. At one time there was talk that a_ substi- tute for rubber could be made out of the by-products of petroleum, but so far it has not taken the place of the juice of the rubber tree. So it is not worth while to get much worked up over the prospect of getting chear and good tires for your automobile from the soy bean. In the first place, the product probably is not as good as the genuine rubber, and in the sec- ond place, there is no reason to sup- pose that it can be produced at a less price. _——o- 2a Walls are not essential barriers be- tween the really essential things of life. Here’s Our Duck Lumbermen’s Over Made for Men, Youths and Boys We carry it in both Wales-Goodyear and Connecticut makes; two grades of tops, and every height from 8 to 18 inches. Every size and style always in stock. [Ts only one of our most complete line of Boots, Arctics and Over- shoes. Catalog describ- ing them, all yours for the asking. Ths Meuneibber 224 226 SUPERIOR STF TOLEDO, CHIO. Headquarters for Wales-Goodyear and Connecticut Boots and Shoes Extra Excellent Value Our spring line is now ready for your inspection and we assure you that it will meet your every need. In it are to be found every class of dress and work shoe for man, woman or child, in the right style and at the right price. Our line is the most complete assort- ment of extra excellent values we have ever sent out. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. RENT ra NAP RHIERRD MICHIGAN TRADESMAN October 4, 1911 THE LAW OF THE LAND. Husband Not Responsible For Clan- destine Debts of Wife. The Grand Rapids Evening Press of Sept. 30 contains the following reference to the final outcome to a matter which has been in controversy in the courts of this State for the past two years: “The Michigan Supreme ° Court handed down an opinion yesterday Sustaining the decision of Judge Stuart, of the Superior Court, in the case of H. Leonard & Sons versus F. A. Stowe. The plaintiffs entered in- to a written contract with Mrs. Stowe, without the knowledge and consent of her husband, to furnisli ker bric-a-brac to the amount of $3,285.31. The transaction was nor brought to the attention of Mr. Stowe until six years after the deal was closed. Mr. Stowe could have set up the statute of limitations as a defense, but he refused to take ad- vantage of a technicality and insist- ed on defending the suit brought against him by the plaintiffs on its merits. The case was tried in the Superior Court about a year ago. Mr. Stowe put in no testimony, Judge Stuart instructing the jury to render a verdict for Mr. Stowe after the plaintiffs had closed their case. The plaintiffs then took an appeal to the higher tribunal. The decision, which now becomes the common law of the State, sustains the contention of Mr. Stowe that a merchant can not legally enter into a conspiracy with a married woman to. furnish her goods 9on credit not necessary to her maintenance or comfort without the husband’s knowledge and_ consent, and then recover from the husband.” Full Text of the Decision. Readers of the Tradesman will agree with its editor that this is not a pleasant topic to discuss in the pub- lic prints, but since a final conclu- sion has been reached in the court of last resort—a conclusion which is of vital interest to every merchant—it is only fair for the Tradesman to pre- sent the salient features of the sub- ject to its readers, the same as it would present the facts regarding any case of importance to merchants in which the editor was not involv ed. The case was heard in the Su- preme Court by five of the nine mem- bers of that tribunal. Chief Justice Ostrander wrote the opinion, which was concurred in by Justices Bird, Brooke, Blair and Stone. It is as fol- lows: Plaintiff is a mercantile tion. The defendants are husband and wife, formerly living together and maintaining a home in the city of Grand Rapids, Michigan. This action was brought to recover the purchase price of certain merchandise furnished by the plaintiff during the period from April 25, 1902, to March 29, 1904, the total sum charged for it being $3,285.31. The plaintiff decla- ed specially upon two written con- tracts, with the averment that they were entered into on or about Octo- ber 10, 1902, by the defendant, Har- riet E. Stowe, in her own behalf and corpora- in behalf of the defendant, Ernest A. Stowe, and as his agent. By the terms of these contracts the agree- ment is between plaintiff and Mrs. E. A. Stowe, and each contains re- citals to the effect that “said first party agrees to sell second party on fulfillment of this contract in ev- ery particular,” etc., etc. In each contract title to the goods is retained in the first party until! they are paid for. “at which time said first party agrees to transfer the title thereto to said second party.” In each the second party agrees to pay the amount due in monthly pay- ments of $20 each. In the first con- tract the property described is: Bill of April 25, ’02........ $ 937.23 Bill of Oct. 5. OP 311.11 Bill of Oct. 10, ’02...... . 21.04 $1,269.38 In this contract it is expressly agreed between the parties that if the second party fails to make any payment at the: time therein specified, the agreement to sell the. goods shall be considered void at the option of the first party, who may, without no- tice or demand, take possession of the goods and the amount which has at such a time been paid to the first party shall be considered as paid for the use of the goods. In the second contract, which bears the same date as the first, but which was made later and dated back, as the testi- mony shows, the goods sold are de- scribed as in the first and there is a further provision that the first par- ty is authorized to endorse upon the contract merchandise thereafter pur- chased by the second party and by said endorsement such merchandise shall immediately be subject to all the provisions of the contract, title to such after-purchased goods to re- main in the party of the first part. There is the further provision that if there is a failure to make payments as specified, the agreement to sell shall be considered void, the amount unpaid, whether due or not, shall, at the option of the first party, become due forthwith, without notice of any kind to the second party, the first party may immediately take posses- sion of the goods, the amount paid shall be considered as paid for the use of the goods, and the first party shall have the right, after taking pos- session, to recover in any court of competent jurisdiction the balance due to said first party under the terms of the contract, and in such event shall recover against the sec- ond party as liquidated damages the unpaid balance and in addition 25 per cent. of said amount for damages for breach of the contract and for wear, damage to and use of the property. It is averred that other goods were added to the said con- tract until the total amount thereo! was $3,285.31, upon which there wa; paid $540, leaving a balance oi $2,745.31. It is averred that Harriet E. Stowe, for and in her own behalf, and in behalf of her husband and as his agent, purchased these goods, and in her own behalf and in behalf of her husband promised to pay plaintiff the sum of $20 a month therefor; that payment has not been made. In a second count, is is al- leged by way of inducement that the defendant, Ernest A. Stowe, be- fore and at the time of making the promises and undertakings mention- ed, was a man possessed of great wealth, prominent in the business world of the city of Grand Rapids, and that both said defendants, — be- cause of the wealth and prominence of Ernest A. Stowe, were liable to the demands of society and were compelled to do their share of enter- taining and that they maintained an establishment (domicile) in an exclu- sive residence portion of the city of Grand Rapids, having as neighbors other persons of wealth and prom- inence, and that it became necessary that the furnishings of the home of defendants should accord with those affected by others in like station in life and necessary that defendants should furnish their home with cost- ly ornaments, bric-a-brac and othe: furnishings. On account of all this, it is averred, the contracts already referred to were entered into, the goods mentioned therein were put- chased and goods were afterwards purchased, as has been stated. The declaration concludes with the com- mon counts in assumpsit. A bill of particulars was required and was furnished. Defendant Harriet E. Stowe, by her counsel, pleaded the general issue, and afterwards with- drew her plea. Defendant Ernest A. Stowe, by his counsel, pleaded the general issue. He also denied under oath the signing and execution of the written instruments declared up- on, or either of them, and denied that he authorized any other person to execute the same in his name o- behalf or otherwise. The cause com- ing on to be tried in the Superior Court of Grand Rapids, with a jury, plaintiff offered testimony tending to prove that an account was opened by plaintiff with Mrs. Stowe some time in 1895; that thereafter and up to 1902 a considerable quantity of goods had been bought by her and charged to her; that in October, 1902, when the first contract was made, the unpaid balance of this account, con- sisting of the three bills already re- ferred to, amounted to $1,269.38, all charged upon the books to Mrs. Stowe; that after the making of the contracts goods were purchased ani charged in the same way; that the goods were, many of them, deliver- ed at the residence of the defendants and used to furnish the residence, ail of the testimony tending to prove that the first of the goods in ques- tion here were bought April 25, 1902, and the last March 29, 1904. All the goods in question are covered by the terms of the contracts and a. com- plete schedule of the goods is at- tached to the contracts. Defendant Ernest A. Stowe is not a party to the contracts. Neither purports to be executed for him or in his be- half or by any person as his agent. The sole parties to the contracts are the plaintiff and Mrs. Stowe. Offers made by counsel for the plaintiff to THE SIMMONS BOOT Elephant Head Rubber Boots The fine new brand made by the Woonsocket Rubber Co. All styles Detroit Rubber Co. Detroit, Mich. October 4, 1911 prove that Mrs. Stowe was acting as the agent of her husband in buy- ing these goods and in making the contracts, by testimony of her state- ments made in the absence of her husband, were excluded. Other rui- ings complained of are shown by the following: “Q. How were the goods charged, all the way through? A. Always charged to Mrs, E. A. Stowe. Q. On whose respon- sibility did you trust her for those goods? Mr. Hatch: I object to that, as a con- clusion of law. The Court: The objec- tion is sustained. * * * Witness: She bought at our store, as near as I can ascertain at the present time, prior to the amount of goods that are here in this case, ten or twelve hundred _ dollars worth. We never made any different ar- rangements with her from the time she commenced to buy goods up until the time she had bought over twelve hundred dollars worth on the bills in this case. Q. The goods were bought and paid for? A. Yes, sir. Yes, sir. Q. All charged to her? A, Yes, sir. She commenced buying goods in 1895, to buy goods for furnishing the house on Kellogg street. She came in that year, and the first bill was paid by Mr, Stowe himself, and she bought goods down to 1902. It so happened that the payment just balanced a certain number of bills on the ledger, and our’ book- keeper drew a red line and balanced the book up, but really there was no break whatever in the purchases from the first to the very end. She notified us that she was getting the goods for the home, so she continued to buy until October, 1902, and she came in one day, there was owing about twelve hundred, and said— Mr. Hatch: I object to what she said. Mr. Ellis: I offer to show that an ar- rangement was made at her request, and for the benefit of Mr. Stowe and herself, to get time on these goods, without any idea on Mr, Leonard’s part of releasing Mr. Stowe at all, from liability for the goods. Mr. Hatch: She is not a com- petent witness against him, under the statute, and we object to any statement she may have made, the same as though she was on the stand. It would be hear- say, anyway. Mr. Ellis: It is the claim, and Mr. Stowe is trying to defend against paying for these goods on account of what his wife did. Mr. Stowe wants to defend against this contract, and wants tne contract. The Court: Her state- ments, without any acquiescence or pres- ence on his part, would not bind him. Mr. Ellis: It may be true that her state- ments would not bind him, then her ac- tions would not bind him, and this con- tract would not bind him. They claim, inasmuch as she made this contract, and was not authorized to make it by him, therefore, it is her contract, if it is what she said about her own contract, it would be competent whether Mr. Stowe was around or not. If it is his contract, we are content. The Court: You claim against her too. Mr. Ellis: ‘We can not help but get a judgment against her; she has withdrawn her plea, and we are en- titled to a judgment against her, without any evidence at all. The Court: Then the objection is sustained. * * * . At the time you made that contract (calling attention to what is known as Ex. C., first contract), was there any understand- ing or agreement, or suggestion by _any- body that you would release Mr. Stowe from liability for those goods? A. No, sir. Mr. Hatch: I object to that as in- competent, irrelevant and immaterial; the question assumed that Mr. Stowe was there. The Court: Objection sustained. * * * Q. Up to the time that this contract was made, and after this con- tract was made, to whom did you look for the payment of these goods? Mr. Hatch: We object to that as incompetent, irrelevant and immaterial. The contract is with Mrs. Stowe, and the goods are charged to her. The Court: The objec- tion is sustained. * * * Q. Was it represented to you at the time by Mrs. Stowe, when you made this contract that Mr. Stowe wanted additional time to pay for these goods, and that he would pay for them, and asked for this contract back, simply to extend the time of pay- ment? Mr. Hatch: Objected to as in- competent, irrelevant and immaterial. The Court: Sustained.” Defendant offered no testimony, and the Court directed a _ verdict against Mrs. Stowe and in favor of her husband, upon which verdict judgment was duly entered, and from the judgment in favor of defendant Ernest A. Stowe the plaintiff has ap- pealed. Ostrander, C. J. (after stating the facts): At considerable length counsel for H. Leonard & Sons has argued and has supported by reference to decid- ed cases, principles of law not con- troverted and not involved. The fact that the goods were charged up-_ Q. From time to time? A: MICHIGAN TRADESMAN on plaintiff's books to Mrs. Stowe would not necessarily estop plaintiff to claim that the goods were sold upon the credit of the husband. Lar son v. Jensen, 53 Mich., 427, 430; Taylor-Woolfenden Co. vy. Atkinson, 127 Mich. 633. The general princi- ple which makes the wife permitted to purchase goods, necessaries and cther than necessaries the agent of her husband to pledge his credit therefor is not disputed. The essen- tial and controlling fact in the case at bar is that the goods were not sold, or agreed to be sold, upon the credit of the husband, but upon the credit of the wife, who had the un- doubted right to so contract. Met- calf v. Shaw, 3 Campbell, 22. It seems to be unnecessary to state that, in the face of the written con- tracts, plaintiff is not permitted to say that the goods were in fact agreed to be sold upon the credit of Mr. Stowe. The contracts are ex- press. Nothing is left to implication. Assuming that Mrs. Stowe, as wife, had authority, express or implied, to bind her husband by purchases 9f goods, she did not undertake to bind him. And if any fact necessary to the argument should be otherwise considered lacking, we have the fact that the suit is begun against the wife and that plaintiff has a judg- ment against her for the value of the goods. The judgment is affirmed. —_+--.—___ Wholesalers report a most health- ful and satisfactory increase in en- quiries from retail merchants during the last month. The cheering part of this is that the enquiries and or- ders come from all sections, show- ing that the revival is general, and not simply due to local conditions here and there. Business men who were rabid pessimists are commenc- ing to show the first flickering evi- dences of a smile upon their counten- ances for many a long day. They are finding that the country is a great ways removed from the bow-wows to which they, in their despair, ex- pected it to go, and the prophets of calamity are daily followed by a les- sening number of (disciples. There is still some life left in America, and fortunes are yet to be made. Depres- sions come and go, just as the day follows the night. There seems to be every reason to believe that the shadows are really being put to flight and the sun of prosperity is about to shine once more. Let us accept the fact and add our quota of cheerful- ness to the general rejoicing. If things are getting better, say so—you were doubtless quick enough to complain when they went the other way. It is only fair to admit prosperity as readily as you whined about hard times. Let the man who went about airing. his troubles see what he can do to disperse the gloom he helped to bring. The era of the long face is passing. — ~-22——— “Luck” never springs up spontane- ously; it is really a plant of slow growth. —2---.———_ Prosperity covers a multitude of sins. Railroad Matters of Interest. Written for the Tradesman. All railroads have been bitten by the economy beetle and the savings devices put into operation are al- ready giving startling evidence as to what “trifles’ mean to the big car- riers. “Save a nickel a day for the company” is the slogan of the Rock Island. “To pay for a 2 cent stamp a railroad must haul one ton of freight a distance of three and a half miles,” says the Pere Marquette road to its employes, and a long list of other “trifles,” such as “one track spike is equal to hauling one ton of freight two miles,” is given in the company’s exhortation to its men. The Pennsylvania Railroad is urging its enginemen to economize in the use of oil, firemen in the use of coal, clerks in the use of stationery and trackmen in gathering up old bolts and _ spikes. Much is being done by the rail- roads in the way of securing new industries for towns along the line and industrial agents are keeping in close touch with boards of trade with reference to factory sites and buil4- ings and prospective industries. The report of the Jllinois Central: for the fiscal year shows earnings of 10.2 per cent. on capital stock, or the most prosperous twelve months in its his- tory, and in this connection 192 new industries were located along its lines during the year. The plan of charging excess fares, now confined to the limited trains, is likely to be extended to all trains made up oi Pullman, observation and buffet cars within a few months. On account of increased speed and heay- ier cars the cest of transporting pas- sengers on these cars is greater than on ordinary day coaches. The Rock Island will cut its op- erating expenses 10 per cent. during the next three months. Usually track work is stopped about Nov. 1, but this year the date is Oct. 1, and in ali the shops the working hours will be cut from nine to eight hours. After an investigation covering three months the Pennsylvania Rail- road reaches the conclusion that high heels and hobble skirts are responsi- ble for a large proportion of the in- 37 juries sustained by women while get- ting on and cff trains and mounting and descending stairways in stations. At least seventy-three such cases were recorded during the three months and the report of the company con- cludes with the pessimistic observa- tion that “women of all times have followed styles that are dangerous to life and limb.” The Pittsburg Dispatch suggests that the Pennsyl- vania issue a style book showing just what apparel women travelers should wear to be safe and sane. The Chicago, Burlington & Quincy has issued a number of pamphlets to farmers covering the different phases of agriculture and horticulture, which are being distributed in six states. Almond Griffen. —_--+2___ With the coming of better times there will be a rush to buy on the part of people who have had to be economical to the point of self-denial for a long time. As they see their circumstances improving, many of them will grow impatient and at- tempt to buy on credit in order to secure merchandise they have long been without. They will do this be- iieving they are going to be able to pay for all they get. But there will be miscalculations, and _ purchasing beyond means. Therefore the time is at hand for merchants to be partic- ularly careful in the matter of cred- its. There will be mad-haste to sell, as the storekeeper has had a business famine so long he will be anxious to get all the trade possible from the first flood of the tide of return- ing prosperity. This will make him more ready to take chances than when he saw hard times written in the faces of all customers. But there is danger lurking in the wake of the buyer who is too ready to run bills. Caution is even more necessary in good times than bad, so far as cred- its are concerned, for the consumer is more ready to assume debt when the road ahead seems to have a gold- en pavement. “In the time of pros- perity, consider.” — 273s. Tf water were as costly as wine, everybody would prefer it—ten times over. Let the “Sun Beam” similar price. Line of Harnesses and Collars Increase Your Fall Profits Most any horse owner can be tempted to buy if you show a better appearing class of goods with an established reputation for wearing qualities. Sun Beam harnesses have become famous because of their superiority, and the careful buyer finds many evidences of our skill and accuracy when comparing this line with others of The line is complete with a harness for every accasion, and offers the dealer a splendid opportunity to make satis- fied customers without sacrificing his legitimate profit. If you have Sun Beam harnesses, SELL THEM; if you haven't, get the big catalog at once. BROWN & SEHLER CO. Grand Rapids, Mich. teed es se en 38 PIONEER WEDDING TOUR. Honeymoon Trip Through Woods to Muskegon. Written for the Tradesman. “I heard a man the other day tell- ing about the hardships experienced by the pioneers of Western Michi- gan,” said the man from Oregon, ad- dressing Tom Tanner, whom he was visiting, the two having been friends before Jake Herndon went to the Pa- cific coast. “I laughed in my sleeve and found myself wondering what he would think of us chaps who went three thousand miles across a vast waste to found homes in the sunset land. Why, Michigan is really an Eastern state. It’s no trick at all to come out here from Maine or York State!” “Not at the present time, I grant you,” agreed old Tom. “I’ve no doubt you experienced a very ardu- ous time when you went West, Jake.” The face of the old schoolmaster wore a grave, almost austere expres- sion under its tan. There was, too, a twinkle in the old eyes that forebod- ed something to come. “IT should say we did, Mr. Tan- ner,” and Jake slapped his friend’s knee. “Why, the railroad didn’t go within a hundred miles of our ranch. the one we had selected for a future home. We had to drive through with a span of mules. My wife was atc- tually seasick griding in an old coach over the mountain roads. We were three days getting through at that! Think of it, Tom—three whole days lagging through a wild country with women folks aboard!” “Quite terrible,” grunted the schoolmaster. “How long were you on the cars?” “The matter of nearly a week.” “Great hardships you endured, you and your women, Jake,” sympathiz- ed old Tom, coughing into his hand. “You bet we did, Tom. And yet you'll hear folks telling about when they came to Michigan from _ the East, a matter of only a thousand miles! Why, it makes me laugh to hear ’emm. Out in Oregon we cail Michigan an Eastern state. Why, it’s altogether ridiculous—” “Conditions, my friend,” Tom. “How’s that, Thomas?” “It’s the conditions that make the good or hard experiences, Jake. We call New England a land flowing with milk and honey, the very heart of our civilization, where homes of comfort abount, but how was it in grunte‘ the days of the Pilgrim fathers? Conditions were different, then, Jake.” “Why, yes, of course, in that early day—” “The rocky coast of old Plymouth colony was the Far West to those sons and daughters of merry Eng- land in the long ago. Now Michi- gan, in her territorial days, was in- deed and truly the West. I can tell you a little incident that will il- lustrate how far west it was if you care to listen.” “T shall be glad to hear it, Tom,” assented the other. “It happened before I was born so MICHIGAN TRADESMAN you will understand that it was some time ago. A relative of mine she was, who married a man who had been West to the Eldorado cf New England lumbermen, preempted tracts of pine land and was now re- turned to wed the girl of his choice and carry her away to his new home at the mouth of the Muskegon. “The girl Dan Morrill chose hap-| pened to be a Maine farmer’s daugh- ter, of considerable native intelli- gence, also an acquired education sufficient to teach school, which she did at the ripe age of 14. She was just 20 when she married Morrill and bade her parents, sisters—she had no brothers—and friends farewell and set out on her honeymoon trip to the lumbermen’s Eldorado, the Ter- ritory of Michigan. “I’m not going to make a long story of this, for I know you haven't the time to listen. The only woman companion to the newlyweds was the wife of Dan’s brother, who had been East on a visit and was now on her return to her husband in the wilds of Western Michigan. The trip was not as now, a matter of a few hours; in- stead it occupied something like three weeks’ time, not in com- fortable railway coaches but overland, through a wild, unimproved country most of the distance. “If I mistake not, there was a short railway trip through York State, thence through Canada by stage, through woods, over muddy roads, moving at what we would now regard as a snail’s pace. From De- troit the trio rode across Michigan to Grand Haven behind an 9x team. Slow locomotion to what even your Oregon mules developed I think you will admit.” “What, all the way with oxen— from Detroit to Grand Haven?” “Exactly that, Jake, and when they got to the Haven about the middle of November, on as beautiful an In- dian summer day as one need ast for, there was no mode of convey- ance to Muskegon, their objective point, before the lapse of several days, boating then being by schooner or sloop, with such craft being few and far between. Morrill was anxious to reach his destination before the good weather broke, which he knew could be only a matter of a few days at the fartherest. “He soon learned that the only mode of conveyance was by dugout, which a Frenchman placed at the service of the young couple. The owner of the canoe agreed to accom- pany them as pilot, so it was decid- ed to set out at once. The trunks of the women were transferred to the canoe, or dugout, and the voyage of fifteen miles on Lake Michigan in an open canoe began. That little trip was, to the participants, a mem- orable one. It was late in the after- non, with scarcely enough breeze to form a ripple on the lake. Morrill knew, however, that when the de- lightful weather terminated a storm of magnitude was likely to break over the lake region. “He was not far out in his reckon- ing, either, as the storm came on sud- denly before the Occupants of the dugout had made half the distance to Muskegon. A terrific thunder storm swept down the lake. Darkness came on, rendering the situation still more alarming. The women were badly frightened, yet Dan Morrill believed he could make Muskegon harbor de- spite storm and darkness; and, as he often told me when referring to that time, he should have pressed on, pol- ing the boat well out from shore, but for the French pilot, who became suddenly rattled and made desperate efforts to crowd the bow of the canoe on shore.” “Should think that the safest thing to do,” said Herndon. “Not in this case. However, the women becoming so frightened and the pilot joining in their alarm, in spite of all his efforts the dugout was beached amid howling wind, falling rain and furious thunder and light- ning. The waves rolled completely over the dugout, deluging its occu- pants. Dan managed to get the women up on the beach beyond dan- ger, after which he, with the aid 97f the pilot, removed the trunks to a safe spot on the beach. “Then Morrill set out to find shel- ter. He ran upon an Indian camp, where, in the crude wigwams, our friends found shelter. This was the New England girl’s first introduc- tion to an Indian camp. The ill- smelling place, yelping dogs and grinning squaws almost unnerved her. Dan went again in search of quarters, finding a more inviting shelter with white fishermen, where the little party passed the remainder of the night. “Early the next day, guided by an Indian boy, Morrill made his way to Muskegon, where he procured an ox team, which he drove to the res- cue of the forlorn voyagers. The trip through the woods to Muskegon, then a rude hamlet of perhaps a dozen dwellings, was an uneventful one, the little party arriving safely at the journey’s end. That was a very de- cided pioneer honeymoon trip, one that Mrs. Morrill never forgot.” “Well, yes, I should say so,” ejac ulated the schoolmaster’s listener. “Dan’s young wife hadn’t a frieni nor relative within a thousand miles when she arrived that gloomy No- vember morning in the shabby little settlement in Western Michigan. Now you may talk about your pres- ent pioneering in Oregon or else- where, it is of no consequence com- pared with the hardships that were encountered by the first settlers of this one time lumbermen’s Eldorado. Michigan was the Far West then all right, with an unbroken wilderness of twelve hundred miles lying be- tween it and the milk and honey land of old New England.” “By George Tom, I believe you!” and Jake Herndon reached out and grasped the old schoolmaster by the hand. “I'll keep still after this on the subject of pioneering.” Old Timer. —_—_-.->———. There are some who can not see a wedding-day without a thought cf the multitude of days coming that are not wedding days. October 4, 1911 Getting Value From a Trade Paper. At the recent meeting of the Caro- lina Hardware Association, one of the queries in the question box was, “What is the best way to make use of a trade paper so as to get the most out of it?” That is an easy one, and yet there are hundreds of men who are paying for one or more trade papers who get mighty little out of them, some who are so foolish as to never open them for more than a cursory glance. In the first place a dealer who takes a_ trade paper should read it from cover to cover and do it in a systematic manner— advertisements and all. Keep a pad conveniently by, and when you are specially interested or note an- nouncements regarding literature is- sued by jobbers or manufacturers from which you think you might learn something or at least get a pointer, make a note of it. In read- ing the paper, matk any articles which you think might prove benefi- cial for your clerks to read and when you have finished pass it along with the understanding that the publication is to be returned to your office and placed on file when all are through with it, as it is an excellent plan to keep them for future refer- ence. The next thing is to follow up the list you have made. Postai cards will do. Send for all the new catalogues, etc., that have attracted your attention, and be certain in writing to mention the publication in which you saw.them noted; that will help the paper, result in its bet- terment and a corresponding increas- ed value to you. You will have a hard hunt if you find a trade paper published in the United States from which you can not learn something or get some valuable pointers if you follow this simple course, which often means the difference between suc- cess and failure for a merchant. The dealer who reads his trade paper, who follows up its suggestions, who takes every opportunity offered in its columns to thoroughly post himself, is seldom one of the number who complains that catalogue houses are running him out of business and nev- er one of those who writes to the ‘ publishers, “Stop my Paper; times are too hard for me to take it any longer.” Get all you can out of your trade paper, help it all you can, and you will soon realize that you are acquiring a fund of knowledge and information, compared to which the subscription price ten times over is mere bagatelle. —_--.-.—____ No Use Dodging. Among the men who served among Roosevelt's Rough Riders in Cuba was a little Dutch Jew, who, accord- ing to the men in his own troop, was “the very incarnation of cool, impu- dent bravado in a fight.” He was a consistent fatalist, One day he observed a comrade dodging a spent bullet that had whis- tled uncomfortably close to him, “Vat’s de use to todge dem pul- lets?” sang out the little Jew. “Dey’ll hit you shust as vell vere you are ays vere you ain't!” October 4, 1911 MICHIGAN TRADESMAN 39 Wheel base, 90 inches Horsepower, 10 to 12 Capacity 1,500 pounds Length behind seat, 6 feet For Only $750 The Reo Light Delivery Truck, Designed by R. E. Olds. Does the Work of Three Horse-Drawn Trucks, at Less Than Half the Cost By R. E. Olds I have written a book—a practical book —for men who deliver goods. I want every such man to have it. It gives figures and facts based on tests I’ve made with a thousand Reo trucks. It shows that horse deliveries, under average conditions, cost 2% times what they cost with this truck. It proves that this truck will save its cost in one year with any man who keeps it busy. When idle all cost is stopped. If you think that horse deliveries are going to continue I ask you to read this book. The Perfect Truck Lots of costly mistakes have been made in trucks built on a pleasure-car chassis, equipped with pleasure-car engines, sold at pleasure-car prices. They were not economical, not satis- factory. And a good many men have come to think that the horse-drawn truck will continue. That is folly. Motor car designers have sim- ply been too busy to solve the light motor truck question. In the next three years horse delivery is bound to be nearly wiped out. I have designed what I regard as a perfect motor truck. I have tested a thousand of them, in fifty sections, in forty lines of business. And any man who learns what I know about it will never deliver by horse. My 7-Year Motor Almost the whole truck problem lies in the motor. A truck runs on solid rubber tires and the usual engine can’t stand the jar. Most trucks are driven by unskilled helpers. The engine must be simple, must be trouble-proof. I have built gasoline engines for 25 years— built them for every purpose. For a dozen years I have built motor car engines. The past seven years have been largely spent in perfect- ing the engine in this truck. It is radically different from my pleasure-car engines. It is built for moderate speed, for utter simplicity, for immense durability. Just give it gasoline and oil, and let it go. One never needs to think of it. Let your delivery man drive it and care for it. No mechanic is necessary. It’s less trouble by far than a horse. 1,000 Tests Before committing myself4n this way to this truck I have tested one thousand of them. The tests have now covered a year. l have tried them on cobblestones and asphalt: in mud, clay, sand and snow. I have tried them in rural deliveries and in hilly towns. I have proved their economy in forty lines of business. I had a milling concern, at one time, Same Truck with Delivery Body —same price. curtains added for $50 extra. A folding top over driver’s seat only cost $25 ‘Top and side make an 18-day test against horse trucks. The horse truck in that time made 133 deliveries. The motor truck made 418. The horse covered 110 miles—the motor truck covered 560 miles. I have carefully figured comparative costs on the basis of many tests. The average cost of running the Reo Motor Truck constantly is $84.90 per month. That includes a driver at $50 per month. It includes deprecia- tion, painting and repairs, tire usage, gasoline and oil, and 6% interest on the investment. The cost of running two horse-drawn trucks, figured in the same way, is $135.58 per month. That’s 60% more than the cost of one truck. Yet two horses can cover only 50 miles daily. The truck can cover 70, used in the same way. Then the truck costs nothing when it isn’t busy. It is never fazed by the heat, never stop- ped by the snow. The average difference in cost is about three to one in favor of this motor truck. And it trebles one’s range of delivery. Price, Only $750 We are selling this truck for $750—a seem- ingly impossible price. No other truck of like capacity has ever been offered anywhere near so low. The reason is this: We are going to sell trucks on a business-like basis. We are going to sell trucks at a dray-wagon profit. This is not an experiment—not any side is- sue. We have built and equipped a big, separ- ate factory solely for these trucks. Its present capacity is 5,000 trucks per year. Our object is to quickly bring this output up to 20,000 trucks per year, The demand for these trucks, when men find them out, is bound to break all the motor car records. It is good business, we think, from the very start, to quote a minimum price—the lowest it ever can be. Write for My Book Write us to send you my book on Trucks. Look into this subject, and into this truck. Wherever you are we have salesmen near you to demonstrate this truck. We have men to teach your men to run it. And these men, year in and out, will render you Reo service. Just write us now, before you forget it, to send you our book on Trucks. R. M. Owen & Company General Sales Agents for Reo Motor Truck Company, Lansing, Mich. Secperapnemcercseincnpnee ot MICHIGAN TRADESMAN e SAAS Ss euyensap een imate nf ' MMERCIAL TRAVE r ¥ nee | A NOOUN ANNAN ACCU ieee es 2 LEE he Op Err SS SS < ~ Sera ‘ yyw a Fy = is 7 ned ee Z\ 5 pe ; - (, Pe SEA 4 Sie | a Michigan alge eet of the Grip. President—J. C. ittliff, Detroit. Secretary—F, M. Ackerman, Lansing. Treasurer—Lou J. Burch, Detroit. Chaplain—A. G. MacEachron, Detroit. Directors—H. P. Goppelt, Saginaw; F. L. Day, Jackson; W. J. Devereaux, Pt. Huron; John D. Martin, Grand Rapids; C. H. Phillips, Lapeer; I. T -Hurd, Davi- 50: n. Grand Council of Michigan, U. C. T. Grand Counselor—George B. Craw, Pe- toskey, Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C. A. Wheeler, Detroit. Grand Secretary—Fred CC. Richter, Traverse City. ; = Treasurer—Joe C., Wittliff, De- roit. Grand Conductor—E. A. Welch, Kala- mazoo. Grand Page—Mark S. Brown, Saginaw. Grand Sentinel—Walter §. Lawton, Grand Rapids, Grand Chaplain—Thos. M. Travis, Pe- toskey. Executive Committee—James F. Ham- mell, Lansing; John . Martin, Grand Rapids; Angus G. McEachron, Detroit; James E. Burtless, Marquette. Increased Cost of Securing Orders in Canada. In two essentials the Canadian field differs from ours, when looked at from the viewpoint of the travei- ing salesman. Those two are trans- portation facilities and the tempera- ment of the buyer. In the States thousands of travelers “make” three towns within eight, nine or ten working hours. Many do three cities in as many days, and it is no uncom- mon occurrence for them to call on all houses in three or four different lines of commercialism in all threc cities. There are not many min- utes lost. The drummer knows his buyer—knows what he wants and how he wants it. The storerooms are likely open for his inspection. In Canada the traveler and buyer hold much the same relationship to each other. It is, however, a physical impossibility to cover three Canadian cities in three days. There are sev- eral exceptions to this, but, generally speaking, a drummer feels elated if he finishes a city of 70,000 in one day. Beginning Late in the Day. A true incident may clear up some- what the reason why there should be such a difference in speed of travei between Canadian houses and those of the United States. This happen- ed in a small town of about 10,000 population in the Province of Nova Scotia. The commercial traveler in- volved represented the Canadian branch of a large American cereal manufacturer. On a certain morning we find him in this small town enter- ing the office of a wholesaler. He asked to see the buyer. “Don’t get down to the office until 10 o’clock, sir,” he was advised. Upon trying several other prospec- tive customers he concluded it was useless to start work until the morn- ing was half spent. When he finally reached the buyer upon whom he first called, a most hospitable recep- tion was accorded him. Conversa- tion for thirty minutes turned toward everything but business. The climax was reached when an invitation was extended to go fishing at 3 that aft- ernoon. Inasmuch as no _transpor- tation was available out of town until morning and he only had three other calls to make, the salesman did what most of us would—accepted. He hooked some excellent fish. But, his monopolization of the buyer would not have been appreciated by other salesmen who figured also on that morning train out of town. Of course, such conditions as these are most acute in smaller towns. Particularly so in the maritime prov- inces. Cities and towns all over the Dominion are upon much the same basis in a lesser degree. The simple truth is, the Canadian respects his health, sleep and recreation where we, many times, do not. It is apparent that few calls can be made in a day in Canada. A sales- man must, of necessity, be guided by the buyer’s habits. Usually he is the traveler’s first, last and only hope. So he must be catered to. As a con- sequence, Mr. Salesman can neither work long hours nor rush during the few hours he does labor, in an en- deavor to cover territory more rap- idly. You will all agree that one of the weightiest factors in salesman efficiency, from the profit-and-loss- sheet view, is the amount 9f terri- tory thoroughly covered in a given time. Poor Transportation. Entirly aside from temperamental difficulties which are briefly referred to above, the salesman in Canada is retarded by poor transportation; and many times almost total lack ® of any. From some towns there is one train a day. Frequently, it is a morn- ing train and dollar-hours are lost. Many times the next town is 100 miles away and that means four or five hours’ idleness. A day train is profitable from the standpoint of a railroad corporation, but it costs the house money every mile. And some of those miles in Canada are four cents each. From some towns trains are run only every other day. The fact that Canada’s population of 8,000,000 is spread over 3,500 miles one way and several hundred the oth- er is a pertinent fact if you pay the expense book total. There are in the Dominion only seven or eight large centers of population, with a total population of 1,237,000. That means 6,760,000 live in small towns between the two oceans. Between two such towns there is usually only one railroad. The traveler may easi- ly go 500 miles and pass through a total population of not 500 people. The factor which most retards the salesman’s progress is based upon this scattered population. Electric interurban cars are comparatively unknown. - Reasons why suggest themselves to you, no doubt, imme- diately. Without people car lines don’t pay. Again, when these people are spread over extensive areas it is equally as bad a proposition for the traction company. So, with a few ‘ exceptions, you will not find in Can- ada the system of inter-town elec- tric cars which so thoroughly threads the United States. Every few min- utes a salesman may jump on a car in St. Paul and shortly after step off in Minneapolis. Herein lies the greatest advantage the American has over his Canadian brother in getting around to see his trade. When you do find an electric car line in a city in Canada it is usually a good one. Montreal is one of the fortunates. Little Business in Winter. In winter a number of provinces “close up.” Heavy snows and cold weather effectually stop traffic. The consequent light travel influences the several railroads to take off most of their summer schedules. The rate of winter travel is indeed slow. Few salesmen make the Far Eastern and Far Northwestern provinces in win- ter. Towns there get winter sup- plies in the fall or take a chance on mail orders. Winter freights, while very slow in reaching destinations be- cause of weather and distance, are reasonably sure. An American salesman does not take kindly to the enforced “let up” in Canadian travel. “Racing” fits his temperament better than jogging along. This is particularly true where he has seen years of service in this country. The habit formed in years of rushing is deeper than skin. Consequently, it is good policy to Start younger travelers into Canada. When thoroughly acclimated, per- haps, they will conclude that the slower, more evenly balanced Cana- dian conditions offer a surer road tc health if not to heavier purses. From the viewpoint of the manu- facturer or “house,” traveling men in Canada are expensive. Hotel rates are about the same as in the States. But, as we have seen, transportation facilities and short working hours re- sult in increased cost in order-get- ting by the salesman route. é J. Allan Ross. —_2+>___ The Hour That Is Lost. It is one of the hardest things in the world to catch the hour that is lost. You may chase it all day, but it keeps ahead of you and takes a demoniac pleasure in tantalizing you. It is always just far enough ahead to be out of reach, but yet in sight. Every effort to speed the duties that belong to other hours in order to find borrowed time for the task which should have had attention in its own place, earlier in the day, re- sults in complete failure or slighted work, October 4, 1911 It is the regularity of having a time for everything, and doing it at that time, that makes each day round out in satisfying completeness. The work that is done at the right time, without undue haste, giving proper attention to every detail, is not only better done, but is not near- ly so laborious and tiresome as that which is performed under stress of hurry and anxiety. It is the fusser and fretter who wears himself out in accomplishing what the methodi- cal person does without fatigue. —__»-+—___ Wanted, “Package Goods.” The stranger had had nothing to eat all day, and was very hungry. He had come into the jerk-water town from a long overland drive in order to take the train for his home in Chicago. While waiting for the train, he went into a nearby restau- rant to appease his hunger. When he was seated the flies began to swarm about the table. He looked about and saw the walls were cover- ed with grease and dirt. The table- cloth was spotted, the dishes half- washed, and the napkin soiled and damp. A girl approached him with a chew of gum in her mouth and be- tween chews asked. “What yer have, ser?” He looked at her with a lost appe- tite. “You might bring me a cocoanut and a hatchet,” he replied. —_~++2____ Kindness and justice should go hand in hand; but they are con- stautly parting company. —_— 2.2 When you get on the right road do not stay still upon it so long as to keep others back. The Breslin Absolutely Fireproof Broadway, Corner of 29th Street Most convenient hotel to all Subways and Depots. Rooms $1.50 per day and upwards with use of baths. Rooms $2.50 per day and upwards with Private bath. Best Restaurant in New York City with Club Breakfast and the world famous “CAFE ELYSER” NEW YORK Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. _ Many improvements have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. _ Lhe lobby has been enlarged and beau- tified, 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. - cr or Ce Ye October 4, 1911 News and Gossip of the Traveling Boys. Fred Hannifin, who makes his home in Greenville and travels for the National Biscuit Co., has been finding fault with business and other conditions since Greenville went dry. Shucks, Fred, and Baldwin Lake only a mile away? Lots of wet there. Godfrey, Livingston, Thacker, Wesse and Taylor all jumped off at the G. R. & I. crossing in Traverse and beat it for the Fair Grounds, only a short distance away, and at- tended the Fair until dark. Keerful fellers, what you say, the boss knows you were all. there. In last week’s issue of the Trades- man the editor stated that the gifted architect of this department is a de- vout follower of the Prophet Moses. Sure thing. We’re a follower of any- thing that has a “profit.” Just because we had a New Year happen in on us, doesn’t signify that anyone should forget us on Decem- ber 25. A. L. Joyce and O. J. O’Reilly had an enjoyable ride on the merry-go- round at the Traverse City Fair. They sang (we say sang, because it sounds better than the real word) “When we were a couple of kids” for the entertainment of the large crowds. Gard Wallace, who recently resign- ed his position with the M. M. Stan- ton Co. and accepted one with the Cohn Bros.’ Co., of Milwaukee, is now on the job, covering his old ter- ritory. Gard reports a nice business and his many friends among the buy- ers in Western Michigan are doing their share toward giving him a good send off. Ferd “Windy” Van Blois has been covering the territory of Bill Fitzgib- bons’ while the latter’s arm, which was broken a short time ago, recov- ers its strength. “Windy” thought last week was to be his last week on the road and was so delighted that he went down and took a Turkish bath to boil out the travelingitis from his system. Sing a song of sixpence, Business going t> smash. Hustle, bustle, advertise, Then you'll raise the cash. The Pere Marquette (Saginaw branch) still furnishes a combina~- tion smoker and baggage car for the boys. It is both unsanitary and too small and the boys would appreciate it if the company would put on a life size smoking car. Edward Wells, representing Fos- ter, Stevens & Co., was seen smok- ing a cigar at the Traverse City Fair. Ed. is always in for all the fun there is. Frank M. Gardner, of Traverse City, has at last consented to run for public office and asks the earn- est support of all U. C. T.’s in the State. In framing up his platform, which is an entirely new one, it nec- essarily took up considerable of Frank’s time and he will be about a month behind (on the start) with his line of shoes for spring. We hope, and will offer a small prayer, that his trade will all wait for him. W. S. Richardson, President of the MICHIGAN TRADESMAN Central Lake Bank, is still wearing kis straw hat. Would like to men tion, “Deak,” that Ackley had a sale on odd hats the other day. Ask Walt Swasey how he likes his. Here’s one on C. P. Judson, who runs a hardware store at Big Rapids: Judsan, who is one of the finest fellows that ever turned a traveling man down, went down to meet the Prosperity Special that was conduct- ed by the Grand Rapids jobbers and manufacturers. He met W. S. God- frey, of Traverse City, and C. A. Green, representative for the Oster Manufacturing Co., standing on the corner and took them in his auto, showed them the city, furnished them with cigars and a souvenir book of Big Rapids and then brought them back to the depot. Judson won’t know until he reads this that God- frey and Green had nothing to do with the Prosperty Special. They en- joyed Judson’s hospitality very much, however. W. E. Rosengarten, representing A. Krolik & Co., Detroit, says all people and all hotels look good to him. “Rosy,” as he is familiarly call- ed, is one of the grand old men 2f the road. Old in service but not in years, starting for A. Krolik & Co. when a boy, no one ever heard any calamity talk from him. “Rosy” has been with A. Krolik & Cod. for thir- ty-five years and looks good for thir- ty-five more. Referring to the article with spe- cial reference to Fred Richter in another part of this page, we would like to know who laid the eggs. Every traveling man’s wife whose husband’s initials are E. B. and some that are nearly E. B. its hot-footing after us to find out if their husbands have really been driven into the bag- gage coach on account of their good looks, the fair sex simply swamping them with smiles, etc. No, ladies, it was the writer and we didn’t dare put in the right initials. Our wife has some wallop, also. Of course, J. H. Payne, of Lowell, the live dry goods merchant, is bet- ter looking than we are, but he isn’t a traveling man. Genial Charlie Wilson, of White Cloud; was one of sur country visit- ors this week. After Charlie was in town for a few hours the street cars didn’t scare him a_ bit. Don’t forget that Grand Rapids Council, U. C.. T., meets Saturday night and starts promptly at 7:30. Bring your ladies. A good time is promised. Refreshments will be serv- ed. J. M. Goldstein. ——__2>2.>—____ An Owosso correspondent writes: William S. King has resigned his po- sition as traveling salesman for the Owosso Casket Co. and has a similar place with the Cleveland Burial Cas- ket Co. Capt, Fred E. VanDyne will succeed him, his territory including Michigan and Ohio, : _ so oo A St. Clair correspondence writes: John Seips has resigned his position with the Strauss & Sons grocery firm and will take a position with the St. Clair Milling Co., as traveling sales- man. His territory will cover the greater part of the State. News and Gossip About Saginaw Salesmen. Saginaw, Oct. 3—The members of Saginaw Council, No. 43, U. C. T., have invited the members of Bay City Council to be with them at their meeting Saturday, Oct. 21, at which time five candidates will be on hand to take the work. Sometime ago the members of the Saginaw Council went to Bay City and conferred the degree on several candidates. Arno Guider, local manager of the Herschel Manufacturing Co., has re- turned home after spending two weeks at the Detroit State Fair in the interest of his company. C. A. Judd received his check from the U. C. T. for the injury received by being hit by a street car some time ago. Charlie says the settlement was more than he expected and prais- es the U. C. T. for its promptness. The Saginaw Shriners give a min- strel show in October and one of the big drawing cards is a solo or song and dance (the writer can not tell which at present) by M. S. Brown, who travels for the Hazeltine & Per- kins Drug Co. Please advise Hazel- tine & Perkins not to rush “Mark” the next thirty days, as he is busy at his new stunt, which will, no doubt, bring him a great many >2f- fers to go abroad next season with Fields’ Minstrels or some other great company.. No doubt the hetels in Michigan have had a dull week, as most 2f the boys who travel out of Saginaw have been at home the past week enter- taining customers who were in to at- tend the Industrial Exposition and Land Show, which, by the way, was a grand success, and the boys report a great many of the dealers were in and trade was good. : B. N. Mercer, Edgar Hubbell, Arno Guider, Jack McLaughlin, Geo. Dorr, C. S. Fuller and several other salesmen were visitors at the State Fair at Detroit in the interest of their houses, most 2f which had exhibits there. CS. B. —_—~- 2 Specialty Salesman vs. General Sales- man. Kalamazoo, Oct. 3—I have offers from tw9 concerns which wish me to represent them as. salesman. One makes a single specialty, the other would expect me to handle their gen- eral line. All other things being equal, which is the better moneymak- er for the salesman—the popular spe- cialty, or an old-established and easy- selling “general” line? Ue. FE: A specialty which has been well in- troduced and for which there is a demand wiil often net a salesman very large commissions. Usually the _article he is selling brings in a large profit to his house, which can there- fore afford to pay him liberally. On the other hand, the specialty salesman is not always sure of s93 permanent and steady a trade as the general salesman. This is particular- ly true when the specialty is some- thing which can only be sold in one season of the year. The man who handles a general line always has something seasonable with which to approach the trade. 41 Either of the opportunities open to you has its peculiar advantages. In making a choice it would be wise to be governed to some extent by your previous experience as a_ salesman. The goods with which you are most thoroughly acquainted will probably make more money for you than goods with which you are entirely unfamil- iar, ——_>--~ Boys Behind the Counter. Petoskey—Clarence Averill has re- signed his position as manager of the shoe department of the S. Rosenthal & Son’s store and has gone to his home at Mesick for a visit before go- ing to Grand Rapids, where he ex- pects to take up chiropodist work. His position in the Rosenthal store will be taken by Stanley Granger, of Lansing. Mr, Averill has been with the firm two years, having been in a similar capacity in Levinson’s depart- ment store the year prior to that. Corunna—Brant Rouse has taken a position in Kay & Mills’ grocery store. Charlotte—Miss Nellie Fisher, who for the past two years held a posi- tion as clerk at Doyle’s dry goods store, has resigned to accept a simi- lar position with Dancer, Brogan & Co., at Lansing. Petoskey—Thomas Carroll has re- signed his position as manager of Car- roll’s shoe store, which he has occu- pied since the store was established about a year and a half ago. Mr. Carroll was head salesman at the Eagle shoe store for a number of years before assuming control of the new firm. Mr. Wartenbee, owner of the store, has not yet engaged a suc- cessor to Mr. Carroll. ——_+- Respectfully Referred To Fred C. Richter. Grand Rapids, Oct. 3—A Rhode Is- land red hen, 2wned by Mrs. C. E. Felton, besides laying once or twice daily, is noted for the size of her eggs. Recently she laid an egg measur- ing 834x7 inches, which weighed five ounces. A few days after she outdid herself by laying one 9x7 inches, in- side of which was another perfectly formed egg 74%4x5%4 inches, weighing four ounces. Secure some of that kind of hens, Fred, and you will find it much more economical than buying “hard boiled eggs in Muskegon.” One Who Can Not Forget. —_2-. Too Bad For Jim. Detroit, Oct. 3—Will you please have inserted in the commercial! travelers’ department over my name the following: Pooh, pooh! for Jim Goldstein! W. E. Adams. -—_—__>~- ___ Local members of the T. P. A. are happy over the prospective visit on Friday or Saturday of this week of T. S. Logan (St. Louis), National Secretary of the T. P. A., and V. J. Schoenecker (Milwaukee), National Director of the T. P. A. These gen- tlemen will be guests of the local members at the Livingston Hotel, where they will be tendered a compli- mentary dinner Saturday evening. —~---2 The dining table has kiiled more men than the battle field. re emtesnmeenupraioran, way is MICHIGAN TRADESMAN October 4, 1911 S| Annual Address of President Bugbee at Flint. As we gather in this, our third annual convention, it would be pleas- ant and, perhaps, profitable to go in retrospect over the thirty months since our first meeting, but time will not permit. We have gathered in goodly numbers to hear of the work done the past year and to calmly and earnestly consider ways and means for further carrying forward the purposes for which we were organ- ized. It is not my purpose to re- view the work in detail, as the re- ports of the officers and committees will do that. In June I sent the members a let- ter telling something of the work of our Legislative Committee. This afternoon we are to have a com- plete report of its faithful efforts and hard work. If (as you may see it) not as much was accomplished in new legislation as we hoped, the fact that much adverse legislation was killed through their efforts is worth all the time and labor given. Let me emphasize that word “giv- en.” I know it will meet with your hearty approval. In Ohio, with druggists in each branch of the Leg- islature, they too failed on their most important bill; but often in defeat lies ultimate success and should in- spire us to greater determination and effort. The decision in the Miles con- tract case is famhiliar to you. The promptness with which they met it by a new contract and their efforts in behalf of the retailer should re- ceive some recognition from us. That during the closing sessions of the Legislature the Hinkley bill be- came a law may be humiliating and justly arouse our indignation, yet it may serve a good purpose in arous- ing druggists to the necessity of taking an individual interest in leg- islation and of becoming active mem- bers of this Association. This law was not born of a desire to safe- guard the people, but to line the pockets of some manufacturer at our expense. Shall we not comply with the law and thus show that even with a bad law we are law abiding and can go before the next Legisla- ture with a better outlook for its repeal, and for the success of any- thing we may ask of them. How- ever, it is not necessary for you to buy of the promoters of this hold-up scheme. Undoubtedly, the Shurley stamp tax bill will come up again at the next session of Congress. It scarce- ly seems necessary to urge the im- portance of personal work with the congressman from your district if we would defeat this bill. On the question of vendors and vending we, at least, have a “com- munity of interests.” Because there relieved from the position as he expected to spend the winter in the South.- While sorry to do so I complied with his request and ap- pointed Henry Riechel as chairman. A little later Mr. MacDonald ten- dered his resignation as Secretary, having accepted a position with a wholesale drug house in Chicago. The faithful and able manner in which he had performed the duties, the further fact that to his untiring efforts is largely due the success of this Association made me very re- luctant to accept it. Who should ! name as his successor just at the important time? MHis interest in the Association and his activity as a member of the Legislative Commit- tee led me to. believe that Mr. Cochrane was the man for the place, President C. A. Bugbee will be no meeting of the Legisla- ture next winter, unless called in ex- tra session, is no reason why we should not immediately form our lines for another compaign. It is but a few months before the primar- ies to nominate candidates for the next Legislature; already the “bee is buzzing” in many a politicians’ bon- net that he is the man to represent you. Is he? It is for you to know. Why not cease being so modest and let the bee not only buzz in your. bonnet but get out to sting the vot- ers with the fact that you are the man for the hour. The druggists of Indiana _ suc- ceeded in getting a good law that no drugs or medicines could be vended within two miles of a drug store. If we can not get full jus- tice let us get all we can. Soon after our last meeting the chairman of the Legislative Com- mittee, Mr. Van Allen, asked to be and we are to be congratulated that he accepted the appointment. In July I received a letter from Arthur L. Holmes, of Detroit, en- closing a “Call to Arms” and ask- ing me to appoint five delegates to a convention to be held in Chicago October 18 to o1ganize a federation of associations in the retail trade. Believing it was a good move I ap- pointed Messrs. Riechel, Abell, Briggs, Stevens and Dullam as del- egates. The thought came to me if a National Federation, then why not a State Federation? I recommend that the Executive Committee, or my successor, appoint a delegate and an alternate from this Association to the next meeting of the Michi- gan Retail Harlware Association, the Michigan Retail Grocers’ Asso- ciation, the Michigan Business Men’s Association and other retail associa- tions that there may be a “reciproc- ity” of action in legislative matters. I believe we should be affiliated with the N. A. R. D., and it is only required that we shall so decide and send to the Secretary of the Associa- tion 25 cents per capita for every dues paid by our members. By so doing we will have the legal help of the N. A. R. D. and many other benefits. I urge also that every member of this Association be a subscribed to Notes. If you are, it will be an easy and inexpensive way for your officers and committees to reach you and to keep you posted. The matter of fire insurance is an important one and we know that we have been paying premiums far out of proportion to the risk. The Amer- ican Druggists’ Fire Insurance Co. writes a Michigan Standard policy at 25 per cent. less than the old line companies. The Druggists’ Indem- nity Company of St. Louis, is also one I can recommend as giving safe insurance at a fair rate. At the meeting in Grand Rapids two years ago it was the unanimous sentiment that the entertainment part of our meetings should be limited to a banquet and the expense be met in- dividually; that during the time of the sessions nothing be done to de- tract from the attendance at the several sessions. The wisdom of this has been fully demonstrated. I believe, too, that we have selected the best time for our annual gather- ings when a greater number of us can best get away from our business. It is a matter of congratulation that in two years our membership has been multiplied by ten, but that is not enough and how shall we in- crease it? Our brothers >of the commercial travelers have done fine work, for which we are “very grateful, nor would I forget many of our mem- bers who have worked hard along that line. It seems to me that the Ohio As- sociation has hit upon a method that we can well adopt—they have put organizers in the field to organize local county and district associations who shall also be members of the State Association. In place of a Membership Committee, I recom- mend that this work be placed with the Executive Committee; that soon after the close of this meeting the Committee meet together with the Secretary and President and _ fully consider ways and means. Shall we say we can not have an organization equal to the State Medical Society or the State Grange in influence? We can if we will. And we will. That is my faith in you, as I step down from the position with which you have honored me since the begin- ning. The record is*before you and I am satisfied to leave it to your judgment. I thank you far more than words “ean express for the hearty support you have given me. I need not be- speak for my successors greater in- terest and support. I know you will give it. Looking into the future I see you again in annual convention with membership doubled, with in- creased attendance and interest and every man a “live wire.” bt nepv adit: dean. Se October 4, 1911 MICHIGAN TRADESMAN 43 W Lupulin ...... ee @1%75 Rubia Tinctorum 12@ 14 Vanilla ........ 9 00@10 00 HOLESALE DRUG P RICE CURRENT Lycopodium .... 60@ 70 Saccharum La’s 25@ 30 4Zinci Sulph .... @ 1 Macias ig 65@ 70 Salacin ........ 4 50@4 75 bl. al, Acidum Copaiba ........ 175@1 85 Scillae .......... @ 50 Magnesia, Sulph. 8@ 5 Sanguis Drac’s .. 40@ 50 Lard, extra .... o< Acotioum «-.---: 8 : : Lard, No. 1 .... 85@ 90 Benzoicum, Ger.. 70 "5 Cubebae ....... 4 00@4 10 Scillae Co. ...... @ 50 Magnesia, Sulph. bbl @ 1% Sapo, G ....5...- @ 15 Linesod. pure r'w O2 ..1 Goal @& Boracie ........- 12 EHrigeron ...... --2 35@2 60 Tolutan ......... @ 50 Mannia S. F..... 90@100 Sapo, M ........ 10@ 12 yancced botled oF... 110@1 16 psa oes at e Evechthitos .....100@1 10 Prunus virg, .... @ 50 Sst targa 6 00@6 25 Sapo, Loe a vg is Neat’e- soot, = 65 on eee os 1 ec ga ce ee eee orphia, eidlitz xture urpen aa Hydrochlor ..... F ee oe a @ 5 Morphia, SNYO Sinapis ......... q@ is Turpentine, leas :. sinc a 10 sins netures Morphia, Mal... Sinapis, opt. ... 30 Whale, winter ...70@ 76 — me oa? aie “— e Gossippil Sem gal 70@ 75 Aloes Sa cewee gs 60 Moschus Canton = 40 Snuff, yMaccaboy, Be Paints bal : > Hedeoma .......2 50@2 75 Aloes & Myrrh.. 60 yristica ° e Voes ...... - alicylicum ....... 40@ 42 : : Devo’ 54 Green, Paris ..... 62 Sulphurieum cons 8 5 Junipera ........ 40@1 20 Anconitum Nap'sF 50 i, Vooen beet 38 Spe Soran eae 10 Green, Peninsular 3 16 Tannicum ....... a Lavendula ....... 90@4 00 Anconitum Nap’sR 60 Pepsin Saac, H & Soda, Boras, po 54@ 40 Lead red ...2... 8 Tartaricum ..... Lémons 2.503. .6 0. 1 80@1 90 Arnica .......... 50 coed tia ae @1 00 nous an ae “ Lead, po ge i. Ammonia Mentha Piper ..2 75@3 00 Asafoetida ...... 50 a 2 2 Soda, Bi-Carb ._” 3@ 5 Ochre, yel Marsi%2@ 4 Aqua, = Ges. aes : : Mentha Verid ...4 75@5 00 © Atrope Belladonna 60 pee Lia ats .. 1 00 Sane Ash ae 4g 4 Putty, comm’l 2% 2% j Aqua, eee se Morrhuae, gal. ..2 00@2 75 Auranti Cortex .. 50 Picis Liq pints .. @ Soda, Sulphas .. utty, str’t pr Shioridum as, Oo 1 Myricia sa 3 woe 10 Barosma 50 Piper Alba pe 35 $ 30 ants mee es 500. 58 Shaker Prep'd : ma 138 esoeecoe £4647 #jS28 . 7 24wew cee0eee008 weeeeee r E . al , Aniline OUNG oo 55o le. . -1 00@3 00 Benzoin ........ $0 Piper Wiera uo 22 19 0@ b La a ca o 50 Vermillion, | Eng. 75 80 Black ......-+-+- mene ee Bonen Co. DS tee ae 1s Spts. Vil Rect %b @ ‘American ...... 13@ 15 Brown ae UU a . oe (6 Pulvis Ip’cut Opi 1 3001 60 Spis. Ii Re i'm Whiting, Gilders'’ @ 95 Red. ... a ae 29 | 4 Chloro’ ma. Squibbs 208 90 make us an early date and ge e€ first Selectlo pill ecg 40 Gydoium. ....... narus 2)... : oe 1 00 Dinterix Odorate 4 o0@4 25 Cinchonid’e Germ 38@ 48 SETVICE. peace Vanna i sot 35 Foeniculum ..... 80 Cinchonidine P- 7 48 : : : Mich Gauciacum po 35 @ 3 Foenugreek, po - GG 8 Gorke ‘ist, tess 702° | Hazeltine & Perkins Drug Co. Grand Rapids, Mich. erereeseaneee ‘oO eee ree a OL Lint, grd. bbl. 5% 6 8 Creosotum ...... @ 45 Mech .... po 6 45 Lobelia ......., 75@ 80 Creta .... bbl. 75 2 slum elas 850 Pharlaris Cana’n 9 10 Creta, prep. BS Shellac i221, 46@ Se Rape: b@ f Crete, precip, <. 9g 11 a ached 90@1 00 Sinapis Nigra ... 9@ 10 Cudbear ......... 24 e SEN H th TREOERREE sense Spiritus. Cupri Sulph 3 10 They 1 F es you se em Herba Frumenti 2 00@2 50 Dextrine ....... 7 10 Absinthium .... 450@7 00 Frumenti ...... 1 25@1 50 Emery, all Nos. 8 peeesarioes oz pk 20 Junipers Co. ....175@3 50 Emery, po. ..... @ 6 Lobelia ....0z p 20 Junipers Co OT 1 65@2 00 Ergota ..po 1 801 40@1 50 More an Majorium .-0Z pk 28 gaccharum N E 1 90@210 Ether Sulph .... ae 40 Mentra Pip. oz pk 23° Spt Vini Gelli aA 5@6 50 Flake White .... 12@ 15 Mentra Ver oz ze = be _ een : ee . a eveteeces ‘ " ; Cavelee Vi or’ o- see ne Panacea OV 22 eS naes Gelatin, Cooper « | More Groceries COCOA Thymus V oz pk 25 Extra yellow sheeps’ Gelatin, French 35@ 60 Magnesia wool oe. ae 1 25 ore box 0% 15% rida sheeps’ woo ess n lo See Pe BEB corte sod 0808 8 gine, Bram. ug i Instead of Coffee and Tea heeps’ woo ue aaa faa We ee SIS ea MES : eerece H s) a 2 use i Oleum Nassau sheeps’ ¥ oo es a5 Sane pltoeie 1 a You may make more at first on tea and coffee, but you want your carriage ...... : : . ecco Dule. , 30° 85 — extra sheeps’ @2 00 Pearers oo ae. : = customers to have good appetites. The answer is Lowney’s Am wool carriage .. a : ae a i t 3002 00 Yellow Reef, for Hydrarg Ox Ru’m 1 20 Cocoa. It is appetising, wholesome and strengthening. Anisl ti Gortex 3 10@8 20 slate use ..... @140 Hydrare Unguem 45@ 80 : ae a ae Bergamii ........ 6 25@6 50 Syrups Hydrargyrum .... 85 Your Lowney’s Cocoa customers will be your best cus- Cajinutt ....0.52% 85. 9 Soc. Air lag . er agen Am. 7 1 “ . oe 7 i6@1 5 fo... 50 Iodine, Resubi ..3 go@s 25 ee IT’S UP TO YOU CGhenopadli_.... ...4 50@5 00 Ipecac .......... 60 Iodoform ...... 3 90@4 00 i ii11271 70@1 80 Hhel Arom, we el 50 igeee Asi aoe et a milax . 3. um. Sak s eepeee 70 Menemge ...-...... 50 ie Peek nites 1 12 MICHIGAN TRADESMAN October 4, 1911 GROCERY PRICE CURRENT 3 4 5 : siete eee Sweet Goods : These quotations are carefully corrected weekly, within six hours of mailing, ‘ee oe 7 55 gee sone Paily Animals ......... 40 4a j and are intended to be correct at time of going to press. Prices, however, are Asnerican ve ae ’ Standard ............. 10 Atlantics ............. 12 liabie to change at any time, and country merchants will have their orders filled at Best Pepsin... 4s ee eae est io Se eee: eee market prices at date of purchase. oa Oe he Cases Beauty Bar .......7.; — Jac --seeies* =e Iuinbo, $2 th. ........ 10% Bonnie Doon Cooki argest Gum (white) > Extra HH °...! 3 Bonnie Lassies ..... ADVANCED DECLINED eo ttereeeee 2 Boston Cream .....!: 14 Brittle Flour Sen Sen ...........,... 55 B8 stick, 30 tm. case 10% Dried Fruits Sen Sen Breath Perf. 1 00 Mi Z Arbuckle Coffee : Spearmint ............ 55 Grocers xed Candy Spearmint, jars 6 bxs 375 Competition 177: ¥% Chocolate Drops .....°1 a eiamipeae a. epee " 10 Chocolate Drp Centers 16 “GiiiéoRV'"""" °° Conserve “*: a Gnas any eee Pam oe 5 Ribbon |" "* - 14 Crack Bl sansa ~ Ribbon ....... . 14 MGIO |. .s5sseccaes 16 teenies cence oes 7 Broken Cocoanut Taffy Ba: 13 ee 2S ee - 10 oceans Eee rose : pare r cess | Cut Mpat 66612 : 2 PS .......19 Index to Markets } 2 Franck’s ...-...--+-+++ 7 Leader to Cocoanut M Schener’s ............. 6 an teen : - 10% & acaroons ..18 + . Red Standards ........ 160 jyeucrearten .......°. 42 Cocoanut Hon. Fingers 13 By Columnas French Cream Cocoanut Hon. Jumb y ARCTIC AMMONIA | paki White ocacesiepee'’ 160 Star SUT. Cotes Cakes 2 ae x Cove, Wh... CHOCOLATE... and. Made Cream |” Toea “227° Co 12 0%. ovals 2 doz. box 75 Cove, 2m. ....7" 1 feet = Walter Baker & Co.'s Pete ream = pa ath age -_™ “ = A AXLE GREASE lums German’s Sweet ...... 22 Paris Cream Bon Bons 12 Dinner Biscuit ..°°°"°* 1 Frazer’s Plums 2.020. 1 00@2 50 Premium .............. 31 Dixie Sugar Cookies """5 orgy cl all 1 1%. wood boxes, 4 doz.3 00 yy Png a i. gone toes Se 31 Gypsy aneyem Pails oeatic iGakes aso’ 7 eens 1th. ti b 2 ° Ss, a is . 4 . COTES ancnince en e ee B 3%ib. tin boxes, 2 dom. 4 22 Peas Sree, AP eet: 30 Coco Bon Bons ....” "14 Family Cookies =.2227726 : , Marrowfat ...... 95@1 295 Premium, %s ......... 30 Fudge Squares . ‘ Fig Cake aoe 10%b. pails, per doz...6 00 @ a ooo. Ae Assorted 13 on gag 15Ib. pails, per doz, -:7 20 Fariy june :-.-, 9@1 25 eee Roanut Squares .....1.1; Fig Newtons ....... ‘i128 : s a opal - os - 25Ib. pails, per doz, ..12 00 Poa ee 15@1 80 Regular barrel 50 gal 10 00 Salta! Peanene eo i noe oe oe Brooms ......- a BAKED BEANS Pe. 90@1 25 ‘Trade barrel, 28 gals 550 Starlight Kisses ....1"°73 Frosted Creams, oa" 10 Brushes = see-2+0+700+ Beutel’s Michigan pbrand No. 10 size can pie @3 00 Sat gece 14 gal 3 - Lozenges, plain -..... 12 Frosted Ginger Cookie 5 Butter Color a ork an eans ineappl > r sia swe ales ampion Choco Fruit L utte No. 1, cans, per doz... 45 Gratea .,.°7PPle 85@2 59 Hard.’per gal. ..... 1. 25 Eclipse Cuossen : erat gunk cet, us 10 c No. z, cans, per doz. 7 Sliced... 95@2 40 CLOTHES LINES - Gureka Chocolates -.. 16 Ginger Gems .......... § Oo. cans, er doz. P: per doz. uintette ; eecceace re Goods as 1tb. can, per go io. OO. Mair: 2: — g5 No. 40 Twisted Cotton 95 Champion ce ao _ Graken eo eee eee 9 Canne Pe et? 2 2%. can, per doz. ....140 Good ...........; 99 No. 50 Twisted Cotton 130 Moss Drops ....... 12 Ginger Snaps Fa a 8 ee cL 2 Sen pe ee ce Kaney ......222112 1 00 No. $9 Twisted Cotton 1 60 Lemon Sours ......:.12 Ginger wn 8 Sl Lee oO s ‘otton mperials eee R d . eo . (CIA 2 oe ene 2 BATH BRICK = + 50 No. 50 Braided Cotton 100 ital Cres ae inchoate ces 1 ee . mee 6 % stoma @ No. 69 Braided Cotton 1 25 Golden Watties id “nae oe 7 8 ee BLUING oe oO. otton ed Rose G of oe KH eS eerercecscccs Chicory, --s-es.-rsrreett Sears Pepper Box Warrens, Tib’ Tall ....2 go Ro Se Reeited Cotton 2 Axio Bubbles»... 4s Honey Cake ON BS 12 Se ene er Gross arrens, 1 Ib, Flat .. : ee H ars | E Cider, Sweet ...------+ - 2 Nos 3a wokbe ee Go ee 61 gs No. 60 Sash Cord °:111 90 Fancy—in 5tb. Boxes Honey tome coe 3 pent VIITIIIT 3) No. 5, 3 doz. wood bxs 700 Pink Alaska ":1:'1 30@1 40 N° J 8 Oi Fashioned Molas- Honey Jumbles, plain 12 a0 seca © eee 0.5 5 ses > ee ee a Sn Tecaniic oe 325 No. 60 Sisal -.... 3°.) : Grange Jdlies $0 Hoag okies” -7¢ 1a Confections ee vig Lp herd Rafi ordh od) Galvanized Wire Lemon Sour. oe Seno Cookies cece 7 4 Domestic, 4% Mus 3 50 B iescss <5 60 Household C CrackerB ....cccceececes 6 BROOMS Domestic. % M ae No. 20, each 100ft. long 190 Ola Fashioned Hore . I ri 0 ookies, Iced 8 Cream Tartar ........-- No. 1 Carpet 4 sew ...475 French, \s ne = 7 No. 19, each 100ft. long 2 10 hound drops ...... 65 Jomal MY cat sacecreoass: @ No. 2 Carpet 4 sew ...4 50 + BBS orn eeeeee @14 COCOA Peppermint Drops. ioe apa 8 D French, %s .... 18@23 : PP t Drops .. 70 Jubilee Mixed 10 No. 3 Carpet 3 sew ...4 25 Shrimps Baker’s 387 Champion Choc. Drops 70 Kream Klips .. i Dried Fruits ..........- € No. 4 Carpet 3 sew ...4 00 Dunbar, ist, doz. 1 35 Cleveland 41 H. M. Choc. Drops 1 10 Lemon Get titeeee ee oS dona ae rea cere - Dunbar, 1%, doz... 1.3 35 eee 35 H. M. Choc. Lt. and Lemon Biscutt ‘acseeste F icing neta oneet ora ee Succotash onial, m4 PO ecg No. 12 sereee 10 Lemon Wafer .... 16 Farinaceous Goods .... 6 y reset tere ee Sa So a itter Sweets, as'td 125 Lemona ik Fishing Tackle ........- . Warehouse .......+-+++5 25° Goog 1 00 hehe apps & = oo Gums. Crys. 60 Mary sag : » tracts Paency 22 » YS .eeeeseeee - A. Licorice Drops 1 00 free ccceeenes — 7 oo weciaiad foe 40 Lowney, 4s .......... 36 Lozenges, printed o 70 — Ow Coffee 3 Fresh Fish ..... 7 Solid Back, 8 in 75 Standard Lowney, %s .......... 36 Lozenges, plain .... 65 Marshmallow Waino: 12% Fruit Jars ......-..+.- coe 4d slid Ba k. 11 i ne eee 95 Fancy Wee Scere Lowney, 18) ae 40 Imperials ne es: Beleciag cea Cin bares @13% Royal ‘roast .......... 1 00 = Wrapping Paper ...... - 12 potels saad cicadas eo to ke oe aes ae nee = 5 ore a Saltine Biscuit ..... 1 0 Y Buttons, %s .... @ 14 Sap Sago ......: @20 ummel’s foil, % gro. 85 Gem, boxes "5 Serene Seema s... = ecole ss seyeee Buttons, 1s ..... 23 ‘ ; : . * seseecoess 642 Shell Oyster ..........1 00 Yeast Cake 12 @ Swiss, domestic @13 Hummel’s tin, 4 gro. 143 Shell ..... cece: secoseee TH Social Tea Biscuit ....1 00 October 4, 1911 a MICHIGAN TRADESMAN 6 Soda Crackers N. B. C. 1 00 Crackers Select 1 00 S. S. Butter Crackers 1 50 Uneeda Biscuit ....... 50 Uneeda Jinjer Wayfer 1 00 Uneeda Lunch Biscuit 50 Vanilla Wafers ....... 1 00 Water Thin Biscuit ..1 00 Zu Zu Ginger anes =< 50 Zwieback ............. 1 00 In Special Tin Pavkanes, Per doz. Mesto 23. ee 2 50 Nabisco, 25c ........ ..2 50 Nabisco, 10c .......... 1 00 Champagne Wafer ...2 50 Per tin in ee Horhetto f.. 6... os Nebisco .......... 2 75 POMBO re ce Bent’s “water Crackers i 40 CREAM TARTAR or drums .... 33 BORGR oe ee ss 34 Square cans .......... 36 cy caddies ........ 41 DRIED FRUITS eee Sundried ...... Evaporated ....... :.12@13 Apricots California ........ 14@16 Citron Corsican =..:.5... @15 _ o @10 Imp’d 1 Imported de @ 9% Peach hes Muirs—Choice, 25 Ib. bx 9% Muirs—Fancy, 25 Ib. b. 11 — “tg Tb. b. 10% ee Lemon American ... 13 Orange American .. 13 Raisins Connosiar Cluster ... -3 25 Dessert Cluster ....... 4 00 Muscatels 3 Cr 6 Loose Muscatels 4 Cr 7 M. Seeded 1 1Ib.7 @ 9% California Prunes L. M, Seeded 1 Ih. 9@ 946 Sultanas, Bleached ...12 100-125 25m. boxes..@11% 90-100 25Ib. boxes..@12 80- 90 25Ib. boxes..@12% 70- 80 25%tb. boxes..@13 60- 70 25Ib. boxes..@13% 60- 60 25m. boxes..@14 40- 50 25Ib. boxes..@14% %c less in 50tb. cases ee a ee GOODS Dried Lima ......... 8 Med. Hand Picked 2.1.2 45 Brown Holland Farina 25 1 Ib, packages ....1 d0 Bulk, per 100 lbs, ....4 00 Original Holland Rusk Packed 12 rolls to container 8 containers (36) rolls 2 85 5 containers (60 rolls) 4 75 Hominy Pearl, 100 tb. sack ....1 75 Maccaroni and Vermicelli eeeseeed 20 Pearl Barley Chester ...ccccs cesses 4 60 HEmpire .........-.... & 00 eas Green, ee bu. Green, oP ek _ Sole Ibo ..c es. ee. * Poles Bamboo, 14 ft., per doz. 65 Bamboo, 16 ft., per doz. 60 Bamboo, 18 ft., per doz. 80 FLAVORING EXTRACTS Foote & Jenks Coleman — Ze Coleman ‘erp. Lemon - 9 60 No. 2 size .. No. 4 size . oe: Jaxon Terp. Lemon Lom: Oval (oo. 10 20 © Of; OVEl 2 or, es 16 80 4) 00. Gat oc ea a . 6 OR A cs Jennings (D. C. tune Terpeneless Exract Lemon No. 2 Panel, per doz. 15 No. 4 Panel, per doz. 1 50 No. 6 Panel, per doz. 2 00 .No. 3 Taper, per doz. 1 50 2 oz, Full Measure doz, 1 25 40z. Full Measure doz. 2 40 Jennings (D. C. Brand) Extract Vanilla No. 2 Panel, per doz. 1 25 No. 4 Panel, per doz. 2 00 No. 6 Panel, per doz. 3 50 No. 3 Taper, per doz. 2 00 loz. Full Measure doz. 90 2 oz. Full Measure doz. 2 00 4 oz. Full Measure doz. 4 00 No, 2 Panel assorted 1 ov Crescen* Mfg. Co. Map:zcine 2 OZ. Der dOZ. oo. 3 00 Michigan Maple Syrup Co. Ikaska Brand Maple, 2 0z., per doz...2 25 iT RS, Mason, pts. per gro. ..5 25 Mason, qts. per gro, ..5 60 Mason, % gal. per gro. 7 75 Mason, can tops, gro. 1 65 GELATINE Cox’s, 1 doz. large ....1 75 Cox’s, 1 doz, small ...1 00 0 Knox's Sparkling, doz. 1 25 Knox’s anne gr. 14 00 N elson’ So vbeescc. ec... 1 50 Ce i 7 Piyuenth Rock Phos, 1 25 Plymouth Rock, Plain 90 GRAIN BAGS Amoskeag, 100 in bale 19 Amoskeag, less than bl 194 GRAIN AND FLOUR Wheat Saale cre 84 WEN CG ose. asus as 86 Winter Wheat Flour Local pene Patents ..... aesee & 20 Second Patents - secccee & 00 Straight 2 ........ eocee 4 60 Second Straight ..... 4 20 MICRO oes cece. ue acs 8 9 Flour in barrels, 26c per barrel additional. Lemon & Wheeler Co. Big Wonder %s cloth 4 50 Big Wonder \s cloth 4 50 Worden Grocer Co.’s Brana Quaker, paper .........4 10 Quaker, eloth ....2...54°20 Wykes & Co. Mclipse = 2... sow. 4 40 Lemon & Wheeler Co. White Star, %s cloth 5 40 White Star, \%s cloth § 30 White Star, 44s cloth 5 20 Worden’ Grocer Co. American Hagle, % cl 5 40 Grand Rapids Grain & Milling Co, Brands Purity, Patent ....... 5 00 Seal of Minnesota .. 5 60 Sunburst ............. 5 60 Wizard Flour ......... 4 60 Wizard Graham ..... 4 60 Wizard Gran. Meal .. 3 80 a Buckwheat .. : oe * Bociia Wheat. Flour Roy Baker’s Brand Golden Horn, family ..5 40 Golden Horn, bakers ..5 30 Wisconsin Rye .......4 65 Judson Grocer Co.'s hes Ceresota, Ks . -6 90 Ceresota, %s Ceresota, %s 67 Lemon & Wheeler's Brand ‘Wingold, 4s 6 30 Wingold, 4s .. Wingold, %s . Worden Grocer ‘Co.’ s Brand Lourel, %s cloth ...... 5 $5 Laurel, %s cloth ......5 85 Laurel, 4% & 4s paper 5 75 Laurel, %s cloth ......5 75 Voigt Milling Co.’s Brand Voigt’s Crescent ...... 4 70 Voigt’s Flouroigt .... 4 70 Voigt’s Hygienic Graham <............ 4 20 Voigt’s Royal ......... 5 10 Wykes & Co. Sleepy Eye, \%s cloth..6 Sleepy Eye, %s cloth..5 Sleepy Eye, 44s cloth..5 80 Sleepy Eye, %s paper 5 Sleepy Eye, \s paper 5 Watson-Higgins Milling Co. ars Flour ......5 00 p Top Flour ........4 70 Gulden Sheaf Flour ..4 20 Marshall’s Best Flour 5 50 Perfection Buckwheat 3 00 Tip Top Buckwheat 2 80 Badger Dairy Feed 24 00 Alfalfa Turse Feed 26 00 ao Kafir Corn ....... eseesk 80 Hoyle gage ‘ey ..1 60 4 Bolted .. 3 40 Golden Granulated -» 8 60 St. Car Feed screened 28 00 No, 1 Corn and Oats 28 00 Corn, cracked ..... -. 27 60 Corn Meal, course .. 27 50 Winter Wheat Bran = jo Middlings ........... Dairy Feeds Wykes & Co. Linseed Meal ...38 60 8 O P Laxo-Cake-Meul = 00 Cottonseed Meal ....29 00 Gluten Feed ....... 2 00 Brewers Grains ae 00 Hammond — Feed 23 50 t ats Michigan carlots .... 44 Less than carlots .. 46 Corn Carlots 3... 22.2. ss 40 Less than carlots .. 73 a Carlots ...... - aie 17 Less than poten ecu Eo oo HER Sage 3 os. dacceencce:. 20 PROD oe cass cass ge Oe Laurel Leaves ie cle es ich 16 Senna Leaves ........ 2o HIDES a PELTS Green, No. 1° ..2..; oes ck Green, No. 2 enebcecse Oo Cured, No. 1 Cured, No, 2 Calfskin, green, No. 4 13 Calfskin, green, No. 2 11% Calfskin, cured No, : 14 Calfskin’ cured No, 2 12% Peits Olid Wool ....... g ? EAOEADE oc os. 5 25 50 Shearlings ...... 15@ 35 Tallow NOW doc esse, 5 NOs 20 ou. cen 4 Wool Unwashed, po @ 18 Unwashed, fine @ HORSE RADISH Per dog. 200.2). JELLY 5Ib. pails, per doz. 15Ib. pails, per pail .... 55 30Ib. pails, per pail .... 95 JELLY GLASSES 4% pt. in bbls, per doz 15 44 pt. in bbls., per doz. ..16 8 oz. capped in bbls, HOt dOgs ooo re MAPLEINE 2 oz. bottles, per doz. 3 00 Ml oe MEAT Per case ....... scccesce OD ee MOLASSES - New Orleans Fancy Open Kettle .. 42 Cholee 200065 ses 8B Good ... Dobeetese cic ae 20 SER couse see cae Half barrels 2c extra Te ¥% Ib. 6 Ib. a caceaae 55 VES Bulk, 1 ao gay 1 10@1 20 Bulk, 2 gal. kegs sor 10 Bulk, 5 gal. kegs 1 oo Stuffed, 5 oz, ping eeece Stuffed, iF * becca as a 3g Stuffed, 14 oz. .........2 25 —— aot? stuffed) A 25 Méconune.” 8 08; ....2. Lunch, 10 = esc ee Lunch, 16 o i eeeuas Queen, leunmotis 19 Oz, ees ace 75 Queen, Mammoth, 28 Oz. Seuceceacs sccm 25 Olive Chow, 2 doz. cs, per dos, ..:.:.;...2 25 PICKLES Beutel’s Bottled oe. 8 oz., per doz. ........ 10 oz., per doz ....... 95 16 oz. per doz. ....... 1 45 24 oz., per doz, ........1 90 62 OZ., per doz. .......; 2 35 edium ao 1,200 count ..7 75 bbls., 600 count 4 50 5 S aation kegs mnicaly . 2.32... 76 Mackerel Mess, 100 Ibs. ........16 50 Mess, 40 Ibs. da cece @ 0G Mess, 10 Ibs. ........ 1 85 Mess, 8 I0c..........%- 1 50 No. 4, 100 Ibs. .....- 15 50 No. 1, 40.3bs. .......-. 6 60 No. 1, 10 cee os 1 70 No. 1,- 8: Ips. 3.3.2.5. 40 Whitefish TOO TDS. a cchveees ce ae cis yf) BO IDS. oi. ae ls 5 25 ROIS. oe ec iee as ce 1 12 WO ee aoc ac es 92 NOG FBR co esc aus cae 4 65 40 ThA oe 210 20 IDs. .3.3 aig ce o's sie a0 WS see oe ce 65 SEEDS ADAG ee ccc eins oss 10 Canary, Smyrna ...... 446 CATS Way. ccck eee 10 Cardamom, Malabar 1 00 Celery ....... Pesceecus 20 10 Hemp. Russian ........ 41, Mixed Bird ..... --. 4% Mustard, white ae 20 POPPY <6 oscc ee as 3 IRADG 6.3 et 6 SHOE BLACKING Handy Box, large 3 dz 2 50 Handy Box, small ....1 23 Bixby’s Royal Polish 85 Miller’s Crown Polish 85 SNUFF Scotch, in bladders ..... 37 Maccaboy, in jars ...... 35 French Rappie in jars ..43 SODA ROMCS en ieee eon ce 51g Kegs, English ........ 4% SPICES Whole Spices Allspice, Jamaica ..... 13 Allspice, large Garden 11 Cloves, Zanzibar ...... 20 Cassia, Canton ........ 14 Cassia, 5c pkg. doz..... 25 Ginger, African ....... 9% Ginger, Cochin ........ lia Mace, Peneng ........ 70 Mixed, INQ. ona es 16% Mixed, Ne. 2)... 2 ec: 10 Mixed, 5c pkgs. doz...45 Nutmegs, 75- Nutmegs, 105-110 ..... 20 Pepper, Black ........ 14 Pepper, White ........ 25 Pepper, Cayenne ......22 Paprika, Hungarian . Pure Ground in Bulk, Allspice, Jamaica ..... Cloves, Zanzibar ...... 24 Cassia, Canton <....... 12 Ginger, African ....... 18 Mace, Penang ......... ‘3 Nutmegs. 75-80 ....... 35 Pepper, Black ........ 16 Pepper, White ........ 30 Pepper, Cayenne ...... 22 Paprika, Hungarian ..45 STARCH Corn Kingsford, 40 Ibs. .... 7% Muzzy, 20 lltb. pkgs. .. 5% Muzzy, 40 1!tb. pkgs. ..5 Gloss Kingsford Silver Gloss, 40 1Ibs. 7% Silver Gloss, 16 3tbs. Hi) Silver Gloss, 12 6tbs. 8 Muzzy 48 1Ib. packages ...... 5 16 5Ib. packages ...... 4h 12 6Ib. packages ...... 6 BUI, boxes: 22... 6... 2% SYRUPS — Barrels ...... ee tnaceee 25 Piatt barrels .2......< 28 20tb. cans, % dz. in es, 1 75 10tb. cans, 2 dz. in es. 1 70 dIb. cans, 2 dz. in cs. 1 80 214tb. cans, 2 dz. in cs, 1 85 Pure Cane Michigan _— Syrup Co. ran Kalkaska, per dos. ....3 35 TABLE SAUCES Halford, large <........ 3 75 Halford, small ........ 2 25 TEA Japan Sundried, medium 24@26 Sundried, choice ....30@33 Sundried, fancy ..... 36@40 Regular, medium ....24@26 Regular, Choice ....30@33 Regular, fancy ..... 36@40 Basket-fired medium 30 Basket-fired choice 35@37 Basket-fired, fancy 40 .3 UNE 10). CUA Fae Ree 28@32 SHUBSS 620.625. .5.. 10@12 Mannings 2.2... 3... 14@15 Gunpowder Moyune, medium ...... 28 Moyune, choice ....... 32 Moyune, fancy ...... 40@45 Pingsuey, medium ..25@28 Pingsuey, choice ...... 30 Pingsuey, fancy -40@45 Young Hyson CHOIC® 035.0. a oe a cs POney oo. es 40@50 Oolong Formosa, fancy ..... “oe Formosa, medium ...... Formosa, choice ....... English @rasivaat Medium .......20..... CHOlGE oi... e eee es 30@35 MANCY. occec ccs +. 40@60 India Ceylon, choice ..... ‘Os. Fancy ..... eseocoes «.40Qpe TOBACCO Fine Cut EG eee an occ 46 Hiawatha, 16 oz. ...... 60 Hiawatha, 1 oz ...... 56 No Limit, 8 oz. ........ 1 72 No Limit, 16 oz. ......3 40 Ojibwa, 16 oz. ........ 40 Ojibwa, 5c pkg. ...... 1 85 Ojibwa, Se =... ....;... 47 Petoskey Chief, 7 oz. ..1 90 Petoskey Chief, 14 oz. 3 80 Sterling Dark, fe 5 76 Sweet Cuba, 5c ........5 70 Sweet Cuba, 0G 2.2. 11 10 Sweet Cuba, 16 oz. tins 5 00 Sweet Cuba, 16 oz, foil 4 50 Sweet Cuba, 16 oz. bxs 4 30 Sweet Cuba, % Ib. ....2 26 Sweet Burley, Sc ......5 76 45 Sweet Mist, % gr. ....5 70 Sweet Burley, 24 Ib. cs 4 90 ‘Viger, % @rose .......; 6 00 Tiger, Ge tits ........6 60 Uncle Daniel. 1 Tb, .... 60 Unele Daniel, 1 oz. ....5 22 Plug Am. Navy, 15 om .... 28 Lrummond, Nat Leaf, 2& 5 Ib, abae cuss 60 Drummond Nat. Leaf : per O02. 222444. ..: $5 Battle: Ax 2.2.27. wee oat IYACEN 6 eee e ess 37 Big Wour .....2., wene an BOGe Jae8 o. 3... i, 86 Bullion, 14 om. .2....-. 46 Climax Golden Twins . 48 Days WO ..ccaccccan OF EIQUDW oon ae ta ee 23 G Brome 2.52. 63 Gilt Edge ...... ecuse ae Gold Rope, 7 to Ib. .... 58 Gold Rope, 14 to tbh. .. 58 GO. 2... ecoccee’ OO Granger Twist .......; 46 OF. We eee ss 37 Horse Shoe ........... 43 Honey Dip Twist .... 45 Jolly es Seecce cc aeass 40 of, 8 02 2.5.02, 35 Keystone “Twist taccna 40 WOUMINIGE ou a 48 Nobby Spun Roll ..... 58 BOGPOe (ooo sos 28 Perce cad ain awe saience 40 Picnic Pwist jeeewegaue 45 Piper Heidsick ........ 69 Redicut, 1% oz. ...... 38 Red FiOn 30022... 30 Sherry Cobbler, a Oz. 26 Spear Head, 12 eoea 4a Spear Head, aja oz. -« 56 Spear Head. case. 4a Square Deal -cs0s- 3 uv BS A oe nce uccec ccs a4 i. .... i6 in Wood Bowls : 43 i. Butter .......... 1 60 16 in. Butter ... -.2 2d 47 in. Butter . -.4 18 19 in, Butter -.6 10 Assorted, 15-15-17 --3 00 Assorted, io-17-19 4 25 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 3 Fibre, Manila, colorea 4 No; 1 Martin .......... 4 Cream Manila ......... 3 Buichers’ Manila ...... 2% Wax Butter, short e’nt 13 Wax Butter, full count 2u Wax Butter, rolis ....19 YEAST CAKE Magic, 3 doz. ......... 115 Sunlight, 3 doz. ....... 1 00 Sunlight, 14% doz, .... 60 Yeast Foam, 3 doz, ...1 15 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 14¢ doz. .. 68 seuss ane Mica, tin boxes ..75 9 00 Pereeon ... 55... 55 «66 (00 BAKING POWDER Royal 10c size 90 td. cans 1 60z. cans 1 %lb. cans 2 50 %Ib. cans 3 1Ib. cans 4 80 3Ib. cans 13 09 5Ib. cans 21 50 13 CIGARS Johnson Cigar Co.’s Brand s Cc. icibed are lots ....31 El Porta: coe 3 Evening Tess Hxempler 2.033 es 32 Worden Grocer Co. Brand Ben Hur Perfection |. 3.3: 35 Perfection Extras oe LOnRTOs oo Londres Grand ......... 33 Standard . 2205. 5...5. 0. 35 PUVICAROS 6456.02. e . 85 Panatellas, Finas ....... 35 Panatellas, Bock ........ 35 Jockey Club .:....:..... 35 COCOANUT Baker's Shredded Brazil 10 5c pkgs., per case 2 60 36 10c pkgs., per case 2 60 16 10c and 38 5c pkgs., per Case .......,..- 2 60 COFFEE Roasted Dwinell-Wrin.u< Co.'s B’ds White House, 1fb, ........ White House, a Excelsior, Blend, 1Ib.” Excelsior, Blend, 21D. Tip Top, Blend, 1ftb. .. Royal Blend ........ Royal High Grade . se Superior Blend ........... Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., ‘Sagi- naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Small size, doz. ...... 40 Large size, doz. ...... 75 SAFES full line of fire and bur- glar proof safes kept in 14 stock by the Tradesman Company, Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect’ the line personally, write for quotations. SOAP Beaver Soap Co.’s Brand 100 cakes, large size..6 50 50 cakes, large size..3 25 100 cakes, small size..3 S85 50 cakes, small size..1 95 Gowans & Sons Brand. Single boxes .......... 3 00 Five box lots ........ 2 95 Ten box lots ..........2 90 Twenty-five box lots ..2 85 J. S. Kirk & Co. American Family ..... 4 00 Dusky Diamond 50 8 oz 2 80 Dusky D’nd 100 6 oz 83 80 Jap Rose, 50 bars ....3 60 Savon Imperial ....... 3 00 White Russian ....... 3 60 Dome, oval bars ......3 00 Satinet, oval .......... 2 70 Snowberry, 100 cakes 4 00 Lautz Bros, & Co. Acme, 30 bars, 75 Ibs. Acme, 25 bars, 75 Ibs. Acme, 25 bars, 70 Ibs. Acme, 100 cakes ...... 25 Big Master, 72 blocks 2 85 German Mottled ...... 50 German Mottled, ». vxs German Mottled, 10 bx German Mottled, 25 bx Marseilles, 100 cakes . Marseilles, 100 cks 5c Marseilles, 100 ck toil 4 00 Marseilles, %bx toilet 2 10 We Gr 09 09 69 69 ND 09 CO em i: yt Proctor & Gamble Co, SOROE | oe cc. eee 3 00 iwory, 6 OZ. 5i.5, 225 2 4 00 ivory, 10 oz: 22.5235 6 75 BeAr 3 3 85 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good Cheer .........; 4 00 Old Country .......... 3 40 Soap Powders Snow Boy, 24s family SIZE fo oc ete. a. 3 75 Snow Soy. “60 DO ccs oa 2 40 Snow Boy, 30 10e ....2 40 Gold Dust, 24 large ..4 50 Gold Dust, 100-5¢ ..... 4 00 Kirkoline, 24 4mm, ..... 3 80 PeAMNG . os cess sc. SS 3 75 Soapine .......... oes oe Babbitt’s WIG oe. 3 75 MOSPING. 22.0.6. eS 3 50 ATINGUI RS oss, ose ss. 3 70 Wisdom ......... sos-eb 60 Soap ats Johnson’s Fine ........ Johnson's SOCx ones 4 25 Nine O’clock ...... 2-2-8 80 Rub-No-More ......... 3 85 Scouring Enoch Morgan’s Sons Sapolio, gross lots ....9 50 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 “A Sapolio, hand ......... Scourine Monubnctarine o Scourine, 50 cakes ....1 80 Scourine, 100 cakes ...3 50 October 4, 1911 Lowest Our catalogue is ‘‘the world’s lowest market” because we are. the largest buyers of general merchandise in America. ELEVATORS ms } ing capacity, size of platform, Sidney Elevator Mfg. Co. Hand and Power For All Purposes Also Dumbwaiters Sidewalk Hoists State your requirements, giv- 5 lift, etc., and we will name a money saving price on your exact needs. Sidney, Ohio And because our com- paratively inexpensive Increase Your Sales of method of selling, through a catalogue, re- duces costs. We sell to merchants only. Ask for logue. current cata- Butler Brothers New York Chicago St. Louis |i Minneapolis eet of BAKER’S Cocoaland Chocolate ei beautifully ted booklet of choc- olate and cocoa rec- ipes sent with his compliments to his customers entirely free of charge. Walter Baker & Co. Ltd. DORCHESTER, MASS. ANY GROCER who handles our prepa- rations can have a illustra- Ask our salesman. or write The Best Advertised Cereal Food in America Last year over 100,000 visitors to Niagara Falls passed through our factory and saw Shredded Wheat being made; every one became a living advertisement for its purity and wholesomeness. Last year our advertisements in the magazines and newspapers reached a combined circulation of 10,000,000 people and told the story of Shredded Wheat 112,000,000 times, Last year we demonstrated Shredded Wheat in many Cities and towns and gave away, including house-to-house sampling, 20,000,000 Shredded Wheat Biscuits. This Year We’re Doing Even More Advertising Is it any wonder that Shredded Wheat is the easiest-to-sell cereal food ? And it pays you a good profit. ‘THE SHREDDED WHEAT CO. NIAGARA FALLS, N. Y. BeOS i ~ sa aa ae - October 4, 1911 \dvertisements inserted under this head for two cents subsequent BUSINESS CHANCES, Saw Mill—Bay City on Tillamook Bay, Oregon. Deep water shipping point. Rail- road just completed. Terminus Hill's electric road 77 miles from Portland, Ex- perienced man with $5,000 to $10, 060 can handle proposition and make money. Lo- cal demand increasing. For particulars write Bay City Land Co., 701 Spalding Bidg., Portland, Oregon. 704 Blacksmith and wagon shop forsale or rent, rich agricultural region. Popu- lation mostly German. Only one other wagon shop in town of seven thousand. A. P. Boock, New Ulm, Minn. 03 For Sale—Good dry goods and_ shoe business, in best location in town of 950. The best store in town. All new goods and fixtures. Winter goods all in, ready for business. Private reason for selling. Robert Adamson, Colon, Mich. 702 Kodak films developed, any size. Prompt attention given mail - orders. Prints axa to 38%x4\%, 3c; 4x5 to 34%x5%, 4c. J. M. Manning, 1062 Third Ave., New York City, 701 Will trade one for 10c per roll, I own three farms. merchandise or other property. Write J. P. Phillips, Manchester, Tenn. 698 For Sale—One-half interest in best grocery in Michigan, located in town 5,000 population. Address No. 699, care Tradesman, 699 For Sale—Confectioners kettles, fruit drop rollers, cutters, etc. A. Snyder, 82 Jefferson St., Muskegon, Mich. 705 Man with some means and good finan- cial standing, has opportunity to join or- ganization of a new financial institution; ground floor proposition promising large profits must be closed at once. Address Trust, care Michigan Tradesman, 697 For Sale—At once at a bargain, small hardware and grocery stock in new farm- ing country, doing good business. Sick- ness in family reason for selling. Write for particulars No. 694, care Tradesman. 694 For Sale Cheap—Solid plate glass silent salesmen showcases electric lighted, sec- tional shelving, etc. All invoice Decem- ber, 1910, Grand Rapids Show Case Co., at $1,600. Will sell for $1,000, six months time. Lock Box 573, Shelby, amar am Shoe Store—On account of the surviv- ing partner not being able to carry on the business, ie only exclusive shoe store in a city of 7,500, is for sale. A snap for one wanting an established business; held, — Address 312 State St, ‘ees e Have good new improved real estate in city of Detroit and brings good rent. Will exchange for shoe stock in some good town in Michigan. Address J. W. Upham, 10 Smith Ave., Detroit, Mich. 687 Cheap for cash and good notes, or will take part in improved real estate free and clear at dollar for dollar, new stock dry goods and fixtures, good business, all bought since fall and winter 1910. In heart of fruit belt. Lock Box 573, Shelby, Mich. 685 For Sale—Only studio in good town; reasonable. Write quick. H., Box 54, Clay City, Indiana, 684 Diamonds at great bargains, $45 per carat and up; mounted rings and other diamond jewelry bought from private people, sold at half the regular price. Sent on memo. bill to rated dealers. Sold for cash only. Dan I. Murray, Broker, 3 Maiden Lane, New York, 683 ENGINEERING FOR TOWN AND COUNTRY IMPROVEMENT Reliable surveys and estimates made. Water Power, Water Works, Electric Lighting, Pav- ing, Concrete Work, Drainage, Improvement of Swamp Lands, Geological Investigation of Mineral Deposits. Ross and oe En- gineering Co., Mendon, Mich For Sale—My bazaar stock, invoices about $1,200. Reason for selling, sickness and other business. Address O, A. Wood, Alma, Mich. 680 For ee oe and bakery, doing good business, uipped with first-class fixtures in town e 000 population. Plenty manufacturing. Largest potato market in Michigan. Best of reasons for selling. Address No. 692, care Tradesman. 692 To Exchange—For shoes and men’s furnishings, equity in 160 acres solid heavy timber, near railroad in Wisconsin, Growing in value every year. Address No. 674, care Tradesman, 674 continuous MICHIGAN TRADESMAN BUSINESS-WANTS DEPARTMENT INSeruon. No charge = For Sa.e—One Empire coffee mill, 1 Dayton Computing scale, 1 McCaskey ac- count register, 1 Bowser 5 barrel oil tank, 2 six foot counter cases, 1 umbrella case, 1 Patents cheese cutter, 1 National cash register, 1 4-foot floor case, 1 cracker case, 1 3,000 post card rack. W. Gardner, Elmira, Michigan. 691 For Sale—Largest and best equipped drug and book store in best resort city in Northern Michigan (Lower Peninsula). Good all year round trade. Prosperous city; good farming community; rushing resort business in summer. Sales $16,000 per year, Stock and fixtures invoice about $8,000, all clean and up-to-date for best city trade. Fine prescription business. No cut rates on anything. Large per cent of profit and all expenses low. Business es- tablished 19 years and steadily increasing. Three story building, best corner in city. Will sell or rent store, for long term, if desired. Owner wishes to retire from busi- ness and go West. Do not write unless you mean business. Address Northern Michigan, care Michigan Tradesman. 690 _ For Sale—Best paying general store in the State. Did business last year of $65,000. Located in good farming com- munity, brick store building, good clean stock. Double your money in three years. Will accept $6,000 to $8,000 down, balance at six per cent interest. Don’t miss this chance if you want to go into business or change location. Bishop Bros., Mil- lington, Michigan. 689 Merchandise sale conductors. A. E. Greene Co., 414 Moffat Bldg., Detroit, Ad- vertising furnished free. Write for date, terms, etc. 649 For Sale—Clean staple stock of mer- chandise, will invoice between $3,000 and $4,000. Centrally located, in good brick building, 30x60, with plate front. Good furnace and lighting plant. Will sell building or rent reasonable. Also, three only, 10 ft. floor cases and one National Cash register for sale. Address Mrs. M. C. Haring, Grant, Mich. 675 For Sale—Buy at your own price, one National Cash register, 6 drawer floor oak cabinet to highest bidder. Mail your offer. Cost $550. Good as new. Burns & Kibler, Persia, Ia, 673 For Sale—Tea and coffee business; full line of premiums; established routes, electric mill, horse and wagon, fixtures, ete. A good proposition for the right party. Must leave city on account of sickness. Address V. Hobart, 710 21st Ave., S., Minneapolis. 670 J. L, McKennan, Omaha’s noted mer- chandise auctioneer, is now Selling fifteen thousand dollar general stock for L. E. Holmes, Afton, Iowa. Write for my book of reference. Home address Lock Box 478, Omaha, Neb. For Sale—Small grocery stock and fix- tures located in thriving town of 1,200 population. Good established business. Reason for selling, wish to retire from business. Address Box Bellevue, Michigan, 663 If you want to buy a store for cash or for part cash and part real estate, we can show you some bargains. Interstate Land Agency, Decatur, Ill. Will sell our stock of dry goods, car- pets and rugs with small stock groceries. The main dry goods stock and located in brick store, best corner in town. Reason for selling, poor health. Write or phone C, G. Morris & Son, Athens, Mich. 664 Wanted—To buy, for cash, stock of shoes, clothing or dry goods. Address R. W. Johnson, Pana, Ill. For Sale—Clean stock dry goods, no- tions, furnishings, shoes. Doing ‘cash business. Cash proposition. Snap _ for someone if taken at once. Going West. Address Lock Box 28, North Adams, o FOR SALE—UP-TO-DATE GENERAL. MERCHANDISE STOCK, LESS THAN TWO YEARS OLD. GOOD LOCATION, GOOD BUSINESS. DOING OVER $40,000 BUSINESS ANNUALLY. INVOICES ABOUT $12,000. SATISFACTORY REA- SON FOR SELLING. ADDRESS NO. 654, CARE TRADESMAN. 654 For Sale—Clean stock of general mer- chandise, including buildings in country town in the Thumb of Michigan. Inven- tories $3,000. Reason for selling, failing health. Can reduce stock. Address Lock Box 107, Colling, Michigan. 646 For Sale—A first-class stock of gro- eceries in best county seat town in Kan- sas. Will invoice 7 to 8 thousand. Sales last year over 80 thousand. Will reduce stock to suit purchaser. Business estab- lished over 40 years. Reason for selling, other business. Address A, B, C., care Michigan Tradesman. 638 tan : if a word the first insertion and one than 25 cents. Safes Opened—W. L. pert and locksmith. Grand Rapids. Mich. For Sale—Grocery stock and fixtures, doing good business. Good location. Good reason for selling. Address No. 566, care Tradesman. 566 Slocum, safe ex- 62 Ottawa street, 104 Grocery stock for sale, located in city of 12,000, store building can be rented or will sell the property. Address No. 5655, care Tradesman. 555 For Sale—Good clean stock hardware in Central Michigan, town of 600 popula- tion. Address Hardware, care Michigan Tradesman. 545 Do you want to purchase any line of hig.. class business in the West? If so, Write us. Members Portland Realty Board. Address Portland Investment & Realty Co., Yeon Bldg., Portland, ea Write us for plans and prices on 4 rousing ten-days’ sale. Address Western Sales Company, Homer, La. 411 Will pay cash for stock of shoes and rubbers. Address M. J. O., care Trades- man. 221 Cash for your business or real estate. I bring buyer and seller together. No matter where located if you want to buy, sell or exchange any kind of business or property anywhere at any price, address Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago, Illinois. QRA I- pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer. Milwaukee, Wis. 92 If you want to trade your store or city property for farm land, write us, stating what you have; it’s fair value and where you want your land. We can get you a wo Interstate Land Agency, mar ay 47 cent a word for each Cash must accompany all orders. HELP WANTED. - Wanted—Assistant manager large gen- eral store, must be first-class salesman and well posted in dry goods and shoes. Give reference. Box 129, St, Charles, Mich. 696 Wanted—Experienced salesmen, calling on the dry goods and department trade to carry Komforter Kotton as a sideline on a 10% commission. Address P. 7 Mayhew Company, Holland, Mich. 662 ‘Partner Wanted—Refined lady with some cash; a splendid opportunity. C. H. Manigold, Carlshend, Mich. 671 Wanted—Clerk for shoe store, must be a good worker and reliable. Send refer- ences. Salary $12. P. C. Sherwood & Son, Ypsilanti, Mich. 652 Wanted—Clerk for general store. Must be sober and industrious and have some previous experience. References required. Address Store, care Tradesman. 242 Local Representative Wanted—Splendid income assured right man to act as our representative after learning our _ busi- ness thoroughly by mail. Former ex- perience unnecessary. All we require is honesty, ability, ambition and willingness to learn a lucrative business. No solicit- ing or traveling. This is an exceptional opportunity for a man in your section to get into a big paying business without capital and become independent for life. Write at once for particulars. Address E. R. Marden, Pres. The National Co- Operative Real Estate Company, L 37) Marden Bldg., Washington, D. C, 443 SITUATIONS WANTED. Competent shoe man, 13 years’ experi- ence, 10 years successful manager and buyer, desired similar position. Am 35 years old, now employed but desire change. Address No. 700, care Michigan Tradesman. 700 . Want ads. continued on next page. Here is a Pointer bought, Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. have testimonial ters from thousands of people who have sold or changed properties as the direct result of ad- vertising in this paper. We let- ex- Michigan Tradesman ‘ed eb NEW YORK MARKET. Special Features of the Grocery “and Produce Trade. Speciul Correspondence. New York, Oct. 2—The market is excited and the whole tendency is to a yet higher level. Spot coffees are firm. Rio No. 7 is quoted at 14@ 14%%c. Cables received to-day from primary points indicate a precarious outlook for the growing crops and with the product much curtailed there is no telling where the market ‘will go to. Some prophesy an eutput of only 7,000,000 to 8,000,000 bags Of Santos. In store and afloat there ate 2,202,622 bags of Brazilian cof- fees, against 2,971,540 bags at the sante time last year. Mild grades are firmer, but the demand is not excit- ing. Good Cucuta, 1534c. Sugar shows less activity, and what else can be expected? The ultimate consumer is doing with as little as possible, and it is likely that the pack of jams and preserves will in many cases be very materially reduced. Granulated is worth 6.75c, against 5.05c twelve months ago, and __ this means the difference between profit and loss in more than one instance. In the tea trade Japans attract the most attention, although there is some enquiry for Formosas. Some 10,000 packages of Japans are re- ported to have changed hands last week. Upon the whole the market is -in good shape, and if people could be induced to drink tea instead of cof- fee there would be a higher market every day. But when they stop on coffee—as a good many have done— they do not take kindly to tea. More enquiry for rice exists, and the market is well sustained. Orders ate not very large in any one busi- ness, but there is something doing all the time. Prime to choice domes- tic, 454@5c. With the advancing .season there is a better enquiry for spices and stocks are pretty well cleaned up. . Prices are firm. Black pepper, 11% @11¥c; cloves, 19@20c; Saigon cas- sia, 45@46c. Molasses shows absolutely no change and quietude prevails all along the line. Good to prime cen- trifugal, 25@32c. Syrups are quiet. In canned goods we have some ad- vance in standard 3s tomatoes and buyers do not seem inclined to hag- gle over quotations. Packers will not talk less than 85c, and 87%c is fre- quently mentioned, and even 90c is said t> be “in sight.” The goods at this price must be very fine of course. There is a good supply of corn and, in fact, too much for the existing de- mand. Buyers searching for fine peas do not find any, and the market is simply bare. Packers are wondering where they are to find seed for 1912. Other lines are in about the usual demand. Butter is firm, especially for top grades, and quotations show some advance. Creamery specials, 29c; ex- tras, 28c; firsts, 2454@26'%4c; factory, 1914@20kKc. Cheese is firm Whole milk, 1434c. and advancing. MICHIGAN TRADESMAN Eggs are firm. Best Western, 26@ 28c; firsts, 23@25%c. There is a very ample supply of medium grades. —_-32____ Activities in Indiana Cities. Written for the Tradesman. South Bend has made a beginning toward railroad track elevation by appropriating $26,201 as the nucleus of a fund for the separation of grades. There is an increasing use of school houses as social centers at Terre Haute and the meetings of par- ents and patrons will be made a reg- ular feature of the school work dur- ing the coming year. A stock company is being formed at Albion to rebuild the flour mills of the Paragon Company, which were recently destroyed by fire. The Sentinel of Ft. Wayne says: “It is the hope of men interested in promoting the physical betterments for Ft. Wayne that the city is about to enter upon a new era of progress —-the development of something be- side the barest material necessaries of municipal existence. Ft. Wayne is large enough and old enough and wealthy enough to begin to take thought upon such a growth. Clean- liness, beauty and pleasure may be mixed with, not sorted from, such things as building sidewalks, paving streets and extending the boundaries. - Cleansed and beautiful rivers, im- proved sewers and the care of mu- nicipal waste should be taken up and carried along with what are regard- ed as the essentials of municipal provision. In other words, Ft. Wayne ought now to begin to expand and to pursue her growth with some no- tion of symmetry.” The peddlers or would-be middle- men are having a sorry time of it on the new public market in South Band. Under the new rules they are not permitted to remain on the market or in the market district with empty wagons and so can not pick up much stuff from the growers. Mishawaka has recently opened a city market with the city sealer tem- porarily in charge. The new enter- prise is starting off in good shape. The Commercial Club of Terre Haute is resuming its season’s ac- tivities and expects soon to land a new manufacturing concern requiring more than 100,000 square feet of floor space. Almond Griffen. —_7+2.____ Urban Population Increasing. A report recently issued by the Census Bureau at Washington con- tains some interesting features which bring out forcibly the fact that the generous trend of population for the past twenty years has been towards the cities; in other words, that the rural population has not increased as rapidly as the urban population, as shown by a comparison of the censuses of 1890, 1900 and 1910. This does not mean that the urban or city population of the United States, taken as a whole, is greater than the rural or country popula- tion; on the contrary, there are more people living in the rural areas than in the urban areas, but the latter are gaining upon the former, and if this gain continues at the same rate the * city population will overtake and pass the country population in the course of a couple of decades more. The figures speak for themselves. In 1890 the country population was 63.9 per cent. of the entire popula- tion of continental United States, while the city population was 36.1 per cent.; the census of 1910 showed that the country population had lost 10.2 per cent. and had become at that time only 53.7 per cent., while the city population had increased 10.2 to 46.3 per cent. This gain of the ur- ban over the rural population varies greatly in the individual states and the different sections of the country. An interesting fact is that the large cities have increased in size much faster than the smaller cities: places of from five hundred thousand to one million population have more than doubled their percentage of the total population in twenty years, while towns of 2,500 to 5,000 inhabi- tants have gained only two-tenths of 1 per cent. in their proportion of the whole in that time. The largest pez- centage in the city population over the country since 1900 in any of the nine geographical divisions of con- tinental United States is shown in the Pacific States. — 7.22 Proposed Federation of Merchants. Detroit, Oct. 3—If a man tried to seize the food from the very mouths of your wives and children, would you fight? If you saw a man trying to break in your house, wouldn’t you fight for your belongings? Our letter of July 17 told how well laid plans are under way to take away from you the trade you have built up and which is rightfully yours; of the effort now well under way to eliminate you and all other retail merchants from commercial ex- istence. Did it awaken you to a realization of your opportunity, your responsi- bility, your duty? Are you going to give the active co-operation which alone wins bat- tles? The retail merchants are preparing to fight for their business life. Will you join the ranks? The meeting, Oct. 18 and 19, at the La Salle Hotel, Chicago, is assured. The response to our first call has been hearty; but the greater the num- ber the shorter will be the battle and the more certain the victory. We want you. On enclosed card send us the names of your delegates to this meet- ing, their addresses and when they will arrive. Send us your sugges- tions. “No taxation without representa- tion.” The danger is real; action °on the part of the recailers of the country is imperative; the retailer’s fight, by the retailers and for the retailers, will win. The meeting will be called to order sharp 10 a. m., and thereafter to suit the wishes of the convention. We are waiting to hear from you. Arthur L. Holmes, Sec’y. October 4;:1911 Abolishing the Postage Stamp. In our day the mail traffic of’ large business concerns has swollen to gi- gantic proportions, and even-the sim- ple labor of affixing stamps requires a special clerical staff. “No wonder, therefore,” says the Umschau, “if the problem has been considered how the stamp could be abolished altogether without prejudice to the interests of the postoffice. Proposals of this char- acter have not been wanting, as, for instance, in Bavaria, since February 1, 1910, Jarge consignments are sim- ply stamped with a postmark at the postoffice, the operation being carried out by machinery. In this way the postoffice has saved the expense for paper and the printing costs for ten million stamps, while the business world has economized time and money, for affixing stamps to one thousand letters requires about an hour and a half of time. “This method of treatment, while fairly satisfactory, is still. primitive. We can easily imagine a much bet- ter system worked out somewhat along the lines of a gas or water me- ter, the letter being simply placed in a machine and stamped with a postmark which serves at the same time as receipt for the postage and as record of the date, etc. The ma- chine would be inspected periodically by the postoffice in just the same way as the consumer’s gas or water meter is inspected, and his bill would be paid as usual.” —~++2—____ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. . Buffalo, Oct. 4—Creamery, 24@29¢; dairy, 20@25c; poor, all kinds, 15@ 18c. Eggs — Fancy, candled, 26@28c: choice, 23@25c; cold storage candied, 20@21c. Live Poultry — Fowls, 13@14c; ducks, 13@15c; _ turkeys, 12@14c; springs, 13@14c. Beans — Medium, $2.75; medium, $2.40; pea, $2.40; red kidney, $3.25: white kidney, $2.65. Potatoes—New, 60@65c per bu. Rea & Witzig. ee Washington is planning a sane and Safe Fourth of July celebration for next year, and a historical pageant, probably at night, with tableaux at specified points, will be the feature. The celebration is to be the most elaborate ever known there. Day and night fireworks, an aviation attrac- tion, games, races and patriotic exer- cises are also planned. The Commit- tee is starting early, because a great deal of work will be necessary to make this elaborate celebration a suc- cess. A pageant: of the character pro- posed will be instructive as well as entertaining and ought to interest the young people as much as noisy fea- tures. "BUSINESS CHANCES. I have the exclusive sale of a first-class grocery business, located here in Grand Rapids in one of the best paying parts of the city. Rent only $40 a month. Do- ing a business of over $70,000 a year. Stock and fixutres will inventory $15,000. Will sell at par. This business will bear closest investigation. Has never been of- fered for sale. Reason for selling, wish to retire. Harry Thomasma Agent, 433- 438 Houseman Bldg., Grand Rapids, Mich. 7 oetananaciilgepete ee Cec age Ns, MAREE fe TT Bg tenar e Read What _ Ro*’ Users Have to Say Concerning the Roaster: The A. J. Deer Company, Hornell, N. Y. : Escanaba. Mich., 8-29-11. Gentlemen:—I have put in and used one =e oa of your ROYAL Coffee Roasters and must : say that I am more than pleased with it, Te Hpyat Honetet My coffee business has INCREASED MORE THAN 300 PER CENT. Yours truly. (Signed) JOHN CROSS, ii le ycrereaaies Se corns ay bas Concerning the Mill: The A. J. Deer Company. Hornell, N. Y. Fremont, Ohio, 9-15-11. Gentlemen:—Inclosed you will find our check in full also freight receipt on No. 8 ROYAL mill. We might say that we have only LAje 5 used your mill about sixty days. but TEN - we are thus far so well pleased with the mill that we would not want to ast = WRIG ai (on part with the same at double the cost, ; Z if it were not possible to get another, 7 on\ lhe nae HICAGO and knowing that there are a great many other makes on the market and some selling for less money. ae os pace Distributed at Wholesale by igne fs Wa Per C. J. Barker. JUDSON GROCER CO. (S(O% Write for pur complete catalog today Grand Rapids, Mich. h ee THEA. DEER @. _ The only mill that CUTS the coffee 272 West St. Hornell, N. Y. Getting in the “Cheap Class” B. H. ALBEE 7 In the ‘‘Grocers’ Review’? “Shun price-cutting as you would the plague. Let your customers understand that everybody is always treated just the same in your place; that you are selling a good grade of goods for a fair price, which yields you a reasonable profit. No man or woman wants you to do business for nothing. They don’t themselves. But if you are foolish enough to offer them something lower than they can obtain . the same thing elsewhere, then you have established the fact that you are more or less cheap.”’ ry = aes aA, ISe€ Sean Mr. Grocer, the ov/y flaked food sold in America which does wof go to the price-cutter at a /ower price that to the average buyer, is 9 “Won its FAVOR , ‘through its FLAVOR” , “Ina Class by : Itself” Pant LS Five Sizes G. J. Johnson Cigar Co. Makers Grand Rapids, Mich. Manufactured Under Sanitary Conditions