a "US Raa lI a ae a sacs Raggett - wo saaraniagtss Na tra eres ND Ee RS Aa RAG ME adc ibis gt aI tice ae Ni Sir amet A nein Waters, or} td aX {C eS oe Es mars 5s NTN TERE REN OCT GL Ree ALASTAIR O14 ears aN we 7G EAS VE OWE WSS OR ap aS >) € y 6 i f\ 1G AC n y EY nw re nN A i a WS 3 Sp PA Q Aah eS 7 1 ee | EN SSE. (3 cH ”Y/ Zi 6 & % ( (Caan) d aw om Zan »\ N | COUN TE A 4 a f) ( AS lo OS De wp) 3 eS , ce a =H @ vA ¢ a(S PSE eS iS) 4 ra bY Pa Ni BS = S en 3 E=Set} Set eee oe SSS sae SWE LY ACO WLLL I peer UNI ace PUBLISHED WEEKLY u(G Om Hie , » TRADESMAN COMPANY. PUBLISHERS? <3.) 7) OIG. SSO KA ogee CEO OHS <— 2Oy Ee DEES SSO GEE i Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 11, 1911 Number 1464 YN Si ~~ we Vy) J (Zp ies (a — MS & Cr es = Let Us Help You Solve the Retail Mail Order ~ Problem Write today for Booklet R, and if you haven't a catalogue handy send for F. F. 927. SS BUTLER BROTHERS Exclusive Wholesalers of General Merchandise NEW YORK CHICAGO ST. LOUIS MINNEAPOLIS DALLAS Sample Houses: Baltimore, Cincinnati, Kansas City, Milwaukee, Omaha, San Francisco, Seattle L 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 gét just as fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. X82) a eo Leas MINA ——— Yer x ; ~D aa ) ML TTe ne lg SOSTON-CHICAGO Distributed at Wholesale by SYMONS BROS & CO. Saginaw, Mich. 9) = The Average Loss By overweight on old style scales is admitted by dealers to be between {% and % ounce at each draft. Let us take % ounce as a fair average. In 200 weighings per day. this would mean a daily loss of 6624 ounces. or a Gs Ni Cit CS cat 1 fl | et ey ee ace ped Lil] AT) _— trifle over 4 pounds. 15c per pound is a low average value of your weighable merchandise. Four pounds at 15c a pound is a daily loss of 60c. This is what you will lose every day you do a day’s business over those old scales: ‘and this is but one item of shrinkage—this is THE WEIGHT LEAK. Our Moneyweight Sys- tem will POSITIVELY and PERMANENTLY stop it, and save you exactly 60c a day on the above basis of business. or $195.60 in 326 working days, because it makes no mistakes in automatically indicating values. and weighs so perfectly that the slightest weight is recorded. t aU _ In addition to the above possibilities of loss, the fact that it costs from 15% to 17% to transact business must be considered and added to your losses. There never was a time when the merchant needed help and system more than now. Dayton Moneyweight Seales Will Save the Day The Computing Moneyweight Scale Co. ] i 58 N. State St. Sca : Co . MASONIC TEMPLE, CHICAGO Dayton, Ohio Grand Rapids Office, 74 So. Ionia St. Detroit Sales Office, 148 Jefferson St. Please mention Michigan Tradesman when writing Direct Sales Offices in All Prominent Cities Quick Profits We are telling YOUR customers about SNOW BOY # Washing Powder every day. v How much SNOW BOY have you in stock? Lay Carel, Buffalo, N. Y. A ek ekg eh ee Se ao ff “+? fA DA. |HM wR AS cy Q ft he PY: —— et 2 SB - alae m= y Twenty-Ninth Year SPECIAL FEATURES. Page 2. Ten Talks, 4. News of the Business World. 5. Grocery and Produce Market. 6. Clothing. 8. Editorial. 10. Saginaw Valley. 12. Butter, Eggs and Provisions, 13. The Largest Cheese. 14. Financial. 16. Behind the Counter. 17. Value of Nerve. 18 The Right Method. 20. Window Trimming. 21. Produces a Novel Effect. 22. Dry Goods. 24. The World’s Food. 28. Woman’s World. 30. Hardware. 32. Shoes. 34. Case of the Grouch. 35. Subscription Swindlers, 36. Why They Fail. 38. Detroit Department. 39. Catching the Disease. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current, 46. Special Price Current. WHEN FARMING PAYS. There is a great deal said these Gays about back to the land and back to the farm, and all that sort of thing. Very many books, pamphlets, maga- zines and newspaper articles are written about it, forming an endless variety of the grave, gay and gro- tesque. This published matter makes it look very attractive, and the city forgets that all hills are green far away. It is unquestionably true that life in the country has not only its charms and attractions in a purely ornamental and pleasurable way, but that as well it affords the opportu- nity to get a good living, which many would find more satisfactory than liv- ing in the city with its crowded quar- ters, high prices, discomforts and in- conveniences, to say nothing of the healthfulness of outdoor life. There are thousands of men in the city who would be a great deal better off it they went out into the country and took a little land and tilled it. It would be better for them and for their families. It does not follow, however, that this is true in every case. It requires just as much industry and ability to run a farm _ success- fully as it does to be a clerk in the store or to occupy any of the subor- dinate positions in a great city. Very considerable danger lies in the allur- ing statements printed and widely circulated about the beauty and the advantages of life in the country. The beauties may be there all right enough, but the advantages are only for those who know how to avail themselves of the opportunities. Big crops do not come to those who plant the seeds in the wrong place and whe cultivate incorrectly. The soil yields a living only to those who know how to handle it. A great deal can be learned from books on these sub- jects and the agricultural schools and colleges springing up all over this country and Canada are doing a good work, but theory must be supple- GRAND RAPIDS, WEDNESDAY, OCTOBER 11, 1911 mented by practice, if it is to prove profitable. Poultry raising, for exam- ple, looks easy. There is always a market for these products and yet thousands have tried it and failed. On the other hand there are many who have made a success of it, because they have gone about it intelligent- ly, and have given it devoted time and attention. Everything is easy to those who know how, but the diffi- culty is to acquire this information in working quantities. The country offers a fine field for endeavor, and for profit, too, and gardening and farming are an art, a science and a business just as much as any other vocation. HONEY TO THE FRONT. The notable advance in the price of sugar makes this a most opportune time to press the sale of honey. The latter is too often regarded as a lux- ury quite’ beyond the reach of the masses when, in fact, taking into con- sideration its more easy assimilation, it is really one of the cheap sac- charine foods. It has recognized me- dicinal value, and those who find sug- ar a forbidden article of food may partake of this sweet with no ill ef- fects. There has been an_ ill-grounded prejudice against honey owing to the widely diffused idea that it is adul- terated; that artificial honey is com- monly given on the market. While this is true in some instances, as im- positions are true in any articles of food, the stringent legislation of re- cent years renders it highly proba- ble that in buying honey you get just what you pay ffor. Artificial comb honey was never a commercial product; and the fear of cheat in this has been a standing joke among bee men, who know that if they could make a pound of it a large reward awaits them. Obtan a small stock from a relia- ble producer, and keep it in first- class condition while in your hands; but get it out in sight, to remind peo- ple that you have it and to tempt them with its appearance. Explain to them that a cool, damp place is the worst of all in which to keep honey; that it does not granulate in sealed comb; that extracted honey will not granulate if kept above a tempera- ture of 70 or 80 degrees. Those who can not eat it in the raw state may find it a most pleasing food if scald- ed. Honey, if heated to 200 degrees and sealed while hot will keep indefi- nitely without granulating. If ants annoy, draw a chalk mark around the goods, and if this is not effective, place the honey on a table, each leg of which is placed in a small cup of water. THE PUBLIC PULSE. To the successful tradesman the public pulse should be as important a factor, as is that of the patient to the physician. It is a key to the general needs. And while we may cater to the essentials many times in- directly it is the thing which touches the right spot at the right time that appeals most effectually. The must- ard poultice is a recognized remedy in its time and place, but no one wants to be burdened with it when and where it is not needed. The barometer is one of the easy ways of recording the pulse of the public, aided, it may be, by the help of Uncle Sam’s weather man. Whena storm is gathering prepare for a spe- cial sale of rubber goods and um- brellas. You may do this at any season with fair success, but the pur- chaser is less certain that he has made a good bargain; in fact, you must coax him more, and still per- haps leave him almost wishing that he had not recalled Jefferson’s rule, “Never buy what you do not need because it is cheap.” But if you of- fer this special bargain when the clouds are lowering he congratulates himself on his good fortune in get- ting such a bargain, and remembers you gratefully for helping him. Furs may be sold during the swel- tering months; but it takes infinitely more argument, more _ persuasion, than when mercury is down and the thought of stepping outside makes one almost shudder. The more skill used in making goods sell themselves the more energy you will have left to direct along necessary channels. Local gatherings may suggest a need along certain lines. Special days are at once suggestive of ideas. Sea- sonableness is always a good word to bear in mind. Study the wants of your patrons every day in the year and prepare for them. It is just as easy to offer goods when there is some special reason why they will almost sell themselves as to delay until their thoughts of the public are entirely in a different direction and you must literally pull and drag them to get attention. THE INFLEXIBLE RULE. In the old-fashioned orthography it was a trite saying that a rule was not a rule unless it had exceptions. An exchange tells the story of a man employed on the railroad, faithful in every way, and thoroughly efficient; but he had a wooden leg; and when some one “told on him” the rulings of the road, which provide ‘that em- ployes shall be sound in limb, deter. mined that he must go. Discouraged, and with a family to support, the man in desperation shot himself. Surely this corporation was more directly Number 1464 responsible for the life than is many a prisoner who has gone to the gal- lows! It is this inflexible rule which shuts out from employment such men as “Freckels,” many ways. and curbs ambition in A young girl who had passed through the School with the hi honors, sought and { i Law scholastic recived a desk in a prominent law office in the city, to be paid for in assistance in the me- After hir- ing her, they were appalled with the information third party Yet true to their contract, they gave her trial, Chicago chest chanical work of the firm. through a that she was blind. as con- fident of her inability to do the work as she was confident of success. Blanche Fearing won, but because the inflexible rule of custom just missed her and gave her a chance to prove her worth. The skilled teacher few tules as possible, well knowing that there is less trouble regarding excep- tions; and that there is fully appreciated. makes as are exceptions Had the cor poration which literally condemned to death one of its most efficient and faithful servants been content only with the rule of capability, there would have been one less suicide to record. The man who can do the work well in spite of physical hin- drance is entitled to praise instead of The inflexible rule prove the most worthless. discharge. may A police lieutenant in Cleveland has gained the thanks of Many peo- ple by his efforts in carrying out a brilliant idea. Complaints were made that the slumbers of some residents in his precinct were disturbed by a milkman. The rattled, the horse’s hoofs were noisy and_ the milkman himself walked with heavy footsteps. The police lieutenant took up a collection from the complainers and now the milkman has rubber shoes on his horse, rubber tires on his wagon and rubber heels on shoes. wagon his It is all quiet in that pre- cinct except for the snores of the slumberers in the early hours of the morning. The next move may be to suppress the snorers. ee Ater a two weeks’ trial Postmaster General Hitchcock declares the Gov- ernment will save fully $2,000,000 by the transmission of periodical mail by fast freight. The leading maga- zine publishers have taken kindly to the plan and are co-operating with the Postoffice department in every way possible. The saving will be worth while and the Postmaster Gen- eral is to be commended for adopt- ing it. te are ee A man’s character seldom changes —it is merely revealed. TEN TALKS To Bank Clerks By a Practical Banker. First Talk—Neatness. A few days ago a man of wide ex- perience and reputation in business circles came into our bank and visit- ed also the various banking institu- tions in the city. I was anxious to get his judgment concerning our own institution and asked him how it compared with others here and in other cities, and he said: “I am greatly attracted by your banking office and especially by the homelikeness that makes its appeal as you enter the door. The plainness and neatness of the office and_ the apparent suitableness of all the de- tails. The work you do so quietly and efficiently strikes me as your best advertisement.” Later on in discussing the same subject with his wife, I asked her if she had heard her husband make any criticism with regard ‘to our bank, and because she hesitated I insisted and she finally said: “The only thing which he criticised was the presence of a little swarm of flies which he said evidently had left marks which took from the appearance of tidiness and was wholly out of keeping with the general neatness of the establish- ment.” I thought of this judgment as one which possibly might be made by a good many other people and it seems to me we do well to have in mind the point of view taken and try in some way to solve this little problem. In connection with our business office it illustrated to me the importance of neatness as a factor in our lives, not only neatness of surroundings but tidiness of the body and its accom- paniments. We should give a great deal of at- tention to those things which may ef- fect people’s judgment with regard ‘to us. We do not any of us like to be closely identified with “smelly” people and when we think of it the matter of absolute cleanliness of the body and the neatness of apparel has a great deal to do with our judgment of our fellows. Expensiveness in clothing is not always an index of suitableness of attire and neatness in details. I have known people to dress very inexpensively in a most attrac- tive way. It is important that we give at- tention to the little details of our person and of the things which are associated with us so that we shall not in any way give offense to oth- ers. A littered desk and an unsight- ly drawer may be the indications which will lead some one to pass un- favorable judgment upon us. As a child I had my bitter experi- ences. Childlike I was always willing to excuse myself from looking after the little things connected with my person that my mother felt very ir- portant and I had to be cautioned al- most constantly to wash my hands clean, to keep my clothes brushed, to hang up my belongings in the proper way, to clean up after doing a job, and many other little things, but now as I look back upon this tuition I am MICHIGAN TRADESMAN thankful that somebody was interest- ed enough in me to keep at me until I became naturally careful with re- gard to these matters. Surface neatness is not enough. The sweeping of the dust under the bed or into the corners so that the center of the room looks well does not satisfy the ideal of cleanliness in the case. We must be intrinsically neat and it must be a part of our na- ture, either natural or acquired, in or- der to have the attribute of the greatest usefulness to us. Cleanliness is said to be next to Godliness. I think neatness may be properly said to be a great factor in righteous liv- ing. T have said these things having in mind our little family circle in the bank and the importance of working together in trying to have our bank- ing office and all its appointments such as to make a favorable appeal to the general public which enters here. We must not any of us be too particular about just what seems to belong to our individual duties. If we see things which ought to be a little better, even outside of our par- ticular domain, we do well to have such a community of interest as to be helpful to each other in the ac- complishment of the general purpose. I mean that we must not be “finicky” about just what belongs to us to do. We are here together as a well ap- pointed and well arranged family cir- cle, in which each takes an interest in the other, each contributing to the purpose of making an institution that will have value in the community and do its part in a way that will commend it to the people at large, as filling a place unusually well in our city. If each-one does his part, and it is well to do a little more than is actually required, with a gracious- ness that is apparent, our bank will make a record of which we may all be proud. : This word is not in the way of criticism, for I know you all do un- usually well, but it is for the purpose of calling your attention to the little things of which we should be mindful not only occasionally but all of the time. We can not neglect the small- est det&il connected with the neat- ness of our person or the tidiness of our desk or the attractiveness of our banking interior without a loss to all of us of something which will add not only to our satisfaction but to our reputation. Charles W. Garfield. —_+--. Driving a Bargain. Wishing to hire a horse and buggy in order to drive about the neigh- boring hills of Nantucket town. they were directed to an old fishermar who could sometimes be induced to let his for a small sum. “Whar ye goin’?” he asked. “Oh, just about; nowhere in par- ticular,” they assured him. He cogitated for a few minutes and then replied: “Wall, I hain’t got no use for th’ old hoss fer a day or two, so ye kin hev ’im. I ginerally gits a dollar a day, but seein’ ez he’s purty lame, guess I’ll hev ter git two.” What Some Michigan Cities Are Do- ing. Written for the Tradesman. The Herrick Casket Co., of Lyons, is asking the town for the old gaso- line engine factory and is planning on adding to its output. There were 30,000 paid admissions at the recent Saginaw Exposition and Land Show and practically all the manufacturers participating in the “Made in Saginaw” show signed con- tracts at once for space for next year’s exposition. Mayor Rietdyk, of Muskegon, is in favor of a get-together meeting of the business men and farmers. oi Muskegon, Oceana, Newaygo, Ma- son and Manistee counties to discuss ways and means of securing better transportation facilities. He suggests that the meeting be held at Muske- gon at an early date. The Reo Company, of Lansing, which employed 1,200 men last sea- son, expects to employ at least 500 more hands this year. The big shops have resumed operations after inven- tory and will be busy until August 1, next year. An alleged blocking of a_ street crossing at Battle Creek recently for twenty-five minutes by a Michigan Central freight train is stirring the people of the Food town to wrath. Blockades of crossings for eight to twelve minutes, whereas the legal limit is four, are said to be of com- mon occurrence and the editor of the Moon suggests that the police force take a hand, since other measures seem to have failed, and with the aid of clubs force the train crews to clear the crossings. Geo. Bardeen, promoter of the so- called Bardeen electric road propos- ed from Kalamazoo to Grand Rapids, via Otsego, says that everything is at a standstill now owing to the fact that the people whom they had ex- pected to take the bonds object to several provisions in the Kalamazoo franchise and will not furnish the money. Another Michigan electric road that is still waiting for the money to build it is the Michigan and Indiana Traction Co., which proposes to con- struct a line from Battle Creek to Coldwater, thence into Indiana. The latest word of the promoters is that as soon asa Chicagosyndicate is sat- ished that the line as surveyed will October 11, 1911 be a paying proposition that no trou- ble will be experienced in selling the stock. The Kinne Manufacturing Co. a wood working industry of Muske- gon, has removed from Muskegon to Muskegon Heights and occupies a new factory of its own. Jackson’s second annual Industrial Fair will be held at the Masonic Temple and Temple garage Oct. 16- 21. All space has been taken and the show promises to be a winner. The Young Men’s Business Asso- ciation of Pt. Huron is meeting with success in its campaign for new members. In reply to letters sent out by the Secretary 100 new mem- bers have already been secured. Sparta has lines out for a new in- dustry—that of the Elkhart Manufac- turing Co., of Elkhart, Ind. Jackson’s first Fruit Show will be given Oct. 24-27 in that city under auspices of the Jackson County Fruit Growers’ Association. Battle Creek claims a population of 29,844, or a gain of 4,500 as compared with the Government census of 1910. The figures are based on the new di- rectory. The so-called “Transportation School,” under the direction of the Transportation Bureau of the Detroit Board of Commerce, opens in De- troit this week. Battle Creek wants 90 cent gas and the Gas Company seems inclined to meet the Council halfway in the mat- ter. Detroit is arranging for a package car freight service to Upper Peninsu- lar points and the new direct routing through Michigan will give Detroit quite an advantage over Chicago in the matter of time required for ship- ments to reach destination. Pontiac’s exact bonded indebted- ness is $391,500, or about one-half what it might be under the new char- ter. Pontiac is to be congratulated on her financial condition since a number of Michigan cities are bond- ed up to their limit. Menominee is prosperous, with for- ty factories operating to full capaci- ty. The Menominee River Sugar Company is opening the biggest sea- son’s campaign in its history and will employ 400 men, also paying out $500,000 to the farmers. The Lion Motor Company is one of the big industries of Adrian now, WorRbDEN Grocer Company The Prompt Shippers Grand Rapids, Mich. i cacenin enamine er aatines, October 11, 1911 distributing a quarter of a_ million dollars in wages during the year and employing 500 men. The Armour Company plans _ to double the capacity of its canning plant at Frankfort within a year. At present the company can handle 1,200 bushels of peaches per day. The capacity of the saltiag station at Baldwin will be doubled the com- ing year. This fall the company has salted down over 41,000 bushels, as compared with 2,300 last year. One of the growers made a profit of $138.50 per acre with his “cukes.” South Haven has accepted the gift of a cannon, the only condition imposed by the donor being that the gun be fired the Fourth of July and Washington’s Birthday each year. Rates for weekly garbage collec- tion at Marquette, under an amended ordinance, range from 50 cents to $1 per month, The South Haven Board of Trade has adopted a resolution favoring the erection of a new high school build- ing there. A campaign for more business in the Upper Peninsula has been started by the merchants of Saginaw. The city has good railroad connections and service with the territory in question and is entitled'to a largely increased trade. West Main street, Battle Creek, is a “great white way” now, illuminat- ed by thirty-six electric light stand- ard lamp posts of ornamental design, installed at a cost of $85 apiece. They are placed 66 feet apart and the four lower Tungstens are of 60 watt pow- er, and the upper one 100 watts. Almond Griffen. —_———_2-2..—___ Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Oct. 9—Up, up, up go spot coffees and no one seems to think there will be a turn the other way for some time. Of course, there is a limit where the consumer will stop drinking coffee with the free- dom of former years, if, indeed, that time is not already here. In fact, we have to note huge sales of chicory as an indication that there is “some- thing doing” in the way of using substitutes. Arbuckle bought 115,- 000 bags the other day, and this must have involved about 2% million dol- lars at the price said to have been paid. Rio No. 7 is quoted in an in- voice way at 14%4c. In store and afloat there are 2,114,094 bags, against 2,948,607 bags at the same time last year. A lot of Java coffee, said to amount to 30,000 mats, changed hands at about an average of 19c. The transaction made quite a _ talk, as it was so much larger than usual. Milds generally are firm, with good Cucuta at 16%4c. Japans and Formosas in the tea trade have attracted most attention and sales made have been at full rates. Buyers do not haggle over rates, as they realize it would be a waste of time. Green teas are now becoming well reduced in supply and dealers look for a market showing considerable activity from now on. MICHIGAN TRADESMAN Sugar is quiet. There is a falling off in consumption and there is not much activity at going rates. Refin- ers generally ask 6.75c, less 2 per cent. cash. This is 1.67c more than a year ago. Rice is firm. There does not seem to be a weak spot in the situation and just now planters are on top. Prime to choice domestic, 454@5c. Spices are moving in about the same rut, but, upon the whole, there is some improvement all the time. Supplies are not overabundant, al- though there seems to be enough of all sorts for present requirements. Molasses is about unchanged, al- though the movement is somewhat more liberal as the weather grows more seasonable. Good to prime cen- trifugal, 25@32c. Syrups are quiet and unchanged—fancy, 25@28c. Canned goods, like coffee, are mounting skywards, and 3s tomatoes are practically 90c. In fact, this is the quotation for goods that are real- ly reliable. Indeed, there are some goods which have sold for 95c, so the long looked-for “dollar tomatoes seem to be in sight; 10s are scarce at $3. Corn is selling freely. This is the cheapest article of merit in the canned goods trade. Maine, $1.10. There is a moderate call for other goods, but all are firmly maintained. Butter continues firm and the ten- dency is to still higher rates. Cream- ery specials, 30@30!4c; extras, 2914@ 30c; process, 24@24'4c; factory, 20@ SLC, Cheese is firm and steady, with whole milk quoted at 1434c. Eggs show good demand for the better grades and prices are higher, with the top at 26@28c for best Western.» There is still a large sup- ply of good, bad and indifferent stock and this works out around 15@17@ 19c. ++. News From the Buckeye State. Written for the Tradesman. The Ohio State Tax Commission has boosted the valuation for tax purposes of street, suburban and in- terurban railway companies from $30,000,000 to $115,000,000, or approx- imately 300 per cent. Dayton is considering two impor- tant matters, namely, extension of the water works system and the elim- ination of grade crossings. Public meetings will be held each week dur- ing the fall to ascertain public senti- ment on the proposition for bond is- sues to cover these improvements. Enrollment at the Agricultural Col- lege of the Ohio State University shows a 50 per cent. increase over last year and the school will have at least 900 students this fall. The at- tendance has jumped from 400 to 900 in two years, showing that agricul- ture and domestic science are becom- ing popular courses. The Grand Commandery Knights Templars of Ohio will meet in Day- ton Oct. 11, with many hundreds of Templars in attendance. The Wholesale Merchants’ Board of Toledo will make its third and last Trade Extension Trip of the sea- son during the third week of Octo- ber in Northwestern Ohio. More time will be spent in towns and cities visited and fewer stops made. The trip will cover two days. Walter D. Moore has resigned his position as Secretary of the Dayton Chamber of Commerce, to take effect Nov. 1. Interest is quickening in Colum- bus and throughout the State in the proposed Ohio-Columbus Centennial Celebration, to be held in 1912 in commemoration of the founding of the permanent seat of government of the state at its present location. The butchers of Dayton are plan- ning to co-operate in erection of a public slaughter house and cold stor- age plant. An illustrated book of Newark, six- ty-five pages, has been issued by the Board of Trade of that city. The book contains the names of the 650 members of the Board. Almond Griffen. ——_2- Activities in Indiang Cities. Written for the Tradesman. Evansville is growing apace and a city of 200,000 is being predicted within the next decade. Five hundred Evansville boosters met recently on the 600 acre site of the newly acquir- ed steel shovel plant, where clusters of buildings are under construction, and participated in a general jollifi- cation. Ft. Wayne railroads are throwing cold water on the union depot project for that city. Wabash officials state that union stations are all right for the traveling public but are of no benefit to the cities in which they are located for the reason that travelers are enabled to pass through without _ spending either time or money there. It is said that two million people pass through St. Louis every year without putting their feet on the streets of the city, as they eat and sleep right in the station. Electric cars on the new Valparai- so & Northern Road will be runninz from LaPorte to Gary by Jan. 1. South Bend has eight steam rail- roads and is also the hub or trading center for about 250,000 people reach- ed by electric railway lines. A cleaner Terre Haute will be the slogan of the Civic League of that city during the coming winter. The anti-smoke campaign started last spring will be continued. The Indiana Federated Commer- cial clubs will meet in Ft. Wayne Oct. 18-19. Almond Griffen. A hen which has hatched ducks’ eggs ani is mothering the duckings is always pictured as standing on the banks of a stream and very much ruf- fled because her charges are swim- ming. Now comes a report from a place near Catskill to the effect that a hen and brood of chickens have learned to swim. The hen acquired a taste for the wild rice which grows in profusion on the flats along the shore of an island and swam out there every day for her meals. This fall she took a brood of chickens over and all have become proficient in the swimming art and prefer the wild rice to their regular meals on the mainland. Read What Have to Say Concerning the Roaster: The A. J. Deer Company. Hornell, N. Y. Concerning the Mill: The only mill that CUTS the coffee ROYAL Users Escanaba, Mich., 8-29-11. Gentlemen:—I have put in and used one of your ROYAL Coffee Roasters and must say that I am more than pleased with it. My coffee business has INCREASED MORE THAN 300 PER CENT. Yours truly, The A. J. Deer Company, Hornell. N. Y. Gentlemen:—Inclosed you will find our check in full also freight receipt on No. 5 Royal Roaster (Signed) JOHN CROSS, Fremont, Ohio, 9-15-11. No. 8 ROYAL mill. We might say that we have only used your mill about sixty days, but we are thus far so well pleased with the miil that we would not want to part with the same at double the cost, if it were not possible to get another, and knowing that there are a great many other makes on the market and some selling for less money. Very truly, (Signed) BARKER & ADAMS. Per C. J. Barker. Write for our complete catalog today THEAJ. DEER @. 272 West St. Hornell, N. Y. a ask NA NER i MICHIGAN TRADESMAN pti SSS SSYEBqBQ GAA S S > : S S SSS SSS GD, STEVE T QL ww »t'". mma AY ¥ 3 ws DINAN Ss_04“qgs MICHIGAN TRADESMAN October 11, 1911 DEVOTED TO THE BEST ee OF BUSINESS MEN - Published Weekly = TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price. oe 8 dollar per year, payable strictly in advance Five dollars for six years, payable in advance. Canadian Sone. $2.04 per year, payable in advance Sample copies, S “cents each. tra copies of current issues, § cents; of issues a month or more old, 10 cents: of issues a year or more old, 35 cents. Entered at the Grand Rapids Postoffice as Second Class Matter, E. A. STOWE, Editor, October 11, 1911 Always boost the man who em- ploys you. Speak favorably to your friends of the proprietor who pays you your salary and of the goods he sells. When you can not do this it is time for you to hunt another job. THE PERILS OF UNIONISM. The strike on the Harriman lines and the Illinois Central is not creat- ing the sensation to have been ex- pected from a struggle involving 35,- 000 men. The stock market, which usually takes quick notice of labor troubles on the railroads, reflects no feeling of alarm on the part of those who have their money invested in the securities of the properties affected. The newspapers have few scare heads on the strike except as pitch- ed battles occur when the union forces seek to intimidate or murder those who are willing and want to work. These episodes of violence have, in several instances, resulted in fatalities, and so accustomed have the people become to the methods of the unions in conducting their controver- sies that a few killings are looked up- on almost as a matter of course. The man needing employment for the support of himself and his family who seeks a job does so at the peril of his life, and the union recognizes as entirely legitimate the cowardly attack in the dark, the hurling of rocks from ambush, the tactics of the slugger, the methods of the footpad. So defiant have the unions become of the constituted authorities that when a strike occurs the necessity of call- ing out the troops is one of the first questions considered. In the present strike the troops had to be called out at several places for the protection of property and lives. In almost any other country this would be called civil war, and this is about what it amounts to. Such a condition is not pleasing to contemplate, for some day there may be a strike of such large proportions that it will be war in fact. The unions would precipitate such a war, not to uphold the free- dom of men to employment but in denial of that right. What the unions stand for is the exclusion from hon- est employment of all who through conscientious or other scruples will not join their ranks, and repeatedly have they demonstrated their willing- ness to slug or slay to enforce this exclusion. The present railroad strike is not for better wages nor for shorter hours; it is not to correct any griev- ances that the men may have nor to cure any evils claimed to exist. The various trades in the railroad shops have their unions, and these unions are recognized. Ambitious leaders have effected a federation of these various unions and now demand that the railroads recognize the federation and deal with the trades through this federation instead of direct. This would give them a big club over the railroads, instead of several small clubs, and the railroads naturally ob- ject. The federation not only de- mands recognition, but makes further conditions that only union men be employed in any capacity about the shops, that no union man shall be discharged without the consent of the organization and that when forc- es are to be reduced the union shall say who shall be laid off. It is hard- ly necessary to say that an organi- zation that would make such de- mands does not have any great amount of public sympathy. This lack of public sympathy may explain why the strike is not attracting more notice. The strike, however, is of sufficient importance to call attention to the perils of unionism and its’ methods. Its aims are not to enforce human rights but to deny them, to enslave men, not to make them free. The bludgeon, the rock, the knife and the gun are recognized as legitimate ar- guments in the conduct of the de- bate. The recent furniture strike in this city gave Grand Rapids a near view of the methods: of unionism, with its riots, its attacks upon defenseless men, its intimidation of those who wanted to work, its terrorizing of women and children and its constant menaces to property. The strike here was comparatively mild mannered and innocent, but it served to illus- trate what unionism leads to and stands for and Grand Rapids is now glad that the furniture’ manufactur- ers stood so firmly for the open shop and industrial freedom. INDIVIDUAL RIGHTS. Once more the hunting season is at hand, and again will there be more or less struggle between those tres- passing and those trespassed upon. It is not passing strange that the sport which takes life should also take so much patience and forbearance from those involuntarily dragged into the matter. In many places farmers are uniting to defend themselves against the outlawry which opens their gates, and frightens their stock to the point of stampeding, even if a stray bullet does not leave some valuable animal dead or wounded for life; and this by people who in most instances are en- titled to the name of being honest, law-abiding people. It is not honest to insist upon coming upon the premises of anoth- er and hunting the wild game, even although that other does not want to shoot them himself. He may have various reasons for wishing their pro- tection, not least of which is their economic value to him. It is a fact well authenticated that every quail is worth five dollars to the farmer as a weed-seed and insect destroyer. Yet they are being fast decimated if not locally exterminated. His herds are frightened needlessly, and take on little flesh when constantly harrassed by reports of the gun, and he must keep a sharp lookout against the for- est fire, carelessly set by a cigar stub in dry leaves. And yet, he pays taxes—more in most instances than the sneak who occupies his lands without permis- sion. If you must hunt, if the mania for “killing something” is as great as the Frenchman says is character- istic of the American people, if you care not for the fact that you are helping to exterminate useful animals and birds, at least have sufficient hon- or to get a permit from the owner of the land before taking possession. There is little glory in bringing home a bag of game gained only through methods which even the chicken thief would not employ. GLORY ENOUGH FOR ALL. The death of Rear Admiral Schley recalls the incident in his career which gave him most prominence. Sampson was in charge of.the Amer- ican fleet at Santiago and Schley was next in command. It so happened that on the morning when the Span- ish fleet came out of the harbor Sampson was off on duty at Guan- tanamo, several miles away, and when he returned there was noth- ing left of Cervera’s fleet “except wrecks and ruins. an unfortunate controversy as to who should have the credit of that really remarkable victory. Sampson claim- ed it, although he was not there, and others said it was a captain’s vic- tain’s victory. Schley’s famous re- mark was, There is glory enough for all of us.” The dispute raged fast and furious for a long time, and per- haps the best enquiry by way of a solution is what would have been said if Cervera's fleet had vanquished the Americans and who would have been blamed. Manifestly Schley would have been held responsible, and if he was to be held responsible for a defeat, why should he not have the credit for a victory? He conducted himself admirably throughout that af- fair, and the majority of public opin- ion was with him. He was much sought after, and was one of the heroes of the Spanish War, whom all Americans were glad to welcome and applaud. Socially and personally he was a very attractive man, the num- ber of whose friends was legion. Efe won for himself a place in Ameri- ‘can history, and no reference can be made to the Spanish-American War without honorable mention of Ad- miral Schley. > OLD-FASHIONED THINGS. The beautifully wooded peninsula at Harbor Springs is illumin- ated at night by lanterns, a mark- ed contrast to the electric-light- ed cottages and the most up-to-date methods of the summer residents in every other respect. The return to the old-fashioned lantern is for a pur- Then there arose_ pose—that of enjoying the ways of olden times. There are many other evidences of the pleasure in looking back, even in the fast age of automobiles. Certain- ly the reward in so doing is quite the reverse of that experienced by Lot’s wife. There is a pleasure in briefly resurrecting the old ways, even al- though we may not care to adopt them more than temporarily. There is a satisfaction in some _ instances that we have progressed. Thus but yesterday we passed a gang of men cutting buckwheat with the old-fash- toned cradle, a necessity in this case because the ground was too soft from recent rains to permit the use of the machine. “Well, I’m glad,” exclaim- ed one, “that I didn’t live in the olden times. This is too slow for me.” It is safe to say that the bit of experience was healthful in his case, giving him emphatic illustration of what he owed to his forefathers, who bought the land; making him more willing to work, when improved machinery was at hand on almost every side. But, again, there is the growing pleasure in resurrecting some of the old treasures in wearing apparel. The gold beads of great-grandma are now among the society girls choicest treasures. And the growing love for old-fashioned things is being applied to people as well. Among the bet- ter classes a respect for the aged grows apace with that for things an- cient; the two are linked together with reverence. The grandfather’s clock is the more valuable with grandfather near it to tell stories of the past; and grandmother, who can do the beautiful hand embroidery, is no longer an object to be placed in a dark corner. Wholesome is the retro- spective glance backward; it renews - kindly greetings and keeps green ten- der memories. Dr. Wiley is no health faddist. He does not believe in adulterated food, but he wants enough to eat. He thinks people have too many fancy eating ideas. He says: “With some it’s nuts, with some vegetables, with some fruits and with some it’s just general starvation. But most of them forget that what the body wants is good food and plenty of it.” He says he was a starvationist once, but it was from necessity. He was in col- lege and did his own cooking. His diet was largely corn meal and mo- lasses, and when he left college a physical wreck he was threatened with tuberculosis. He adds: “Every- body expected then I was going to die. I guess there are some now who wish I had.” No one looking at Dr. Wiley to-day would ever imagine he was once a physical wreck. A good rule is to eat what agrees with you and leave the rest alone. “What is one man’s meat is another’s pois- on” is true. A good many people think too much about what they must or must not eat and suffer the conse- quences. | nassasssjmssntnsmunsuuseameemeame seein] Many a man wh> when caught whines that temptation overtook him, has spent most of a lifetime hurrying along trying to catch up with temptation, Seca eS . cs di Ba October 11, 1911 ITALY’S SURPRISE. While the papers have been devot- ing their attention to the situation in Morocco, Italy has stepped up with a pace that has set all Europe into a commotion, and at times has prom- ised to stir up an international tu- mult of no little importance. At the present writing it would seem that Italy will secure permanently the Province of Tripoli, paying probably a price which will seem little better than seizure to the Turks. It has required little military ge- nius to effect the capture. With com- plete possession of the Mediterra- nean, the Turks cut off from over- land march through Egypt, there was on way to reinforce the garrison at Tripoli; and those within were in very poor position to defend: them- selves. There are various ways in which the Ottoman Empire can prove itself not yet dead. There is such a thing as carrying the matter so far that other powers will take a hand in what is generally regarded as not fair warfare. Germany will, doubtless, strive her best to be mediator, and all peace loving people will rejoice to see her succeed. That Italy has long desired the province is well known. But she gave practically no warning that she was about to strike. According to W. T. Stead, the man at the head of the Ottoman Empire is capable, peace-loving, desiring friend- ship with the great powers rather than entangling alliances. “A man of slow but steady intelligence; a man genial and sympathetic in tempera- ment; a man modest and retiring rather than ambitious, but neverthe- less a man capable of firm resolution, and not by any means incapable of conceiving a high ideal and adhering to his purpose with an altogether un- expected degree of firmness.” It is to be deplored that his plans for the elevation of his subjects must be diverted to a defensive policy for the nation. The clash of swords has no legitimate place in this twentieth century. The peace policy may _be maintained, ev*n although through outside mediation. There is no glory in without warning sending a fleet to destroy forces almost defenseless. WOMEN OF THE CIVIL WAR. A movement is announced of erecting a memorial costing half a million at Washington in memory of the women of the Civil War and one person has already pledged $50,000 on condition that $300,000 be raised within a year. The proposed recognition, even al- though fifty years after, is certainly most deserved. For those familiar with the struggle well know that in many homes there was as much of bravery, of self-sacrifice and of la- bor done by the women as by the men. It is always harder to await any critical test at a remote dis- tance; and those who suffered, know- ing that.a battle was iminent, ex- perienced more pain, intense and pro- longed, than did the regiments drawn up before the enemy. In the one case it was activity, a chance to do; in the other, that hardest of all MICHIGAN human tasks—to wait. The suspense worked with the imagination, and if possible magnified dangers. It isthe inevitable law of human thought. Then there were the hardships of taking up the double portion at home, of serving in the two-fold du- ties of parent and protector. The har- vests must be secured, the planting done, or there would be starvation in the home. Brave hearts and hard working hands kept the home to- gether. The conflict of steel was turned against the soil. No truer soldier ever rested after the battle than the mothers who gave their en- tire strength and energy without complaint in the home work which the soldier had been forced for the time to abandon. There were Clara Bartons and Mary A. Livermores, who served no- bly. They were leaders on the side of mercy. Without them the battles would have been many times more terrible. Yet as the common soldier was needed to effect the plans of the ablest general, away back in thou- sands of humble homes were the womea of the nation working, pray- ing, suffering, accomplishing. And it is but just that they should thus receive grateful, although tardy, rec- ognition. IN REMINISCENT VEIN. It may be the semi-centennial of the Civil War; it may be the fact that thought, like fashion, moves -in cycles. Certain it is that while a few years ago we cared little for the past, we are now gding more and more back to it. The present and future are as important as ever; and yet back of to-day we are glad to look, and proud to take a little time for considering the achievements of the past. Marking historical spots is receiv- ing more attention. While the peo- ple of Braddock are contesting as to which of two disputed places is the one where the British General actual- ly fell, the D. A. R. are arranging to mark the graves of Princess Aliquip- pa, who entertained Washington when in the. vicinity. Now it is announced that Mrs. Nicholas Longworth will take part in the celebration of the centennial trip of the first steamboat down the Ohio and Mississippi Rivers by christening the replica of the driginal boat, which was built by her great-grand uncle, Nicholas J. Roosevelt. A descendant of Chancellor Livingston, who was one of his partners, will be present at the Pittsburg celebration, and it is hoped that a descendant of Robert Fulton, another partner, will also come. Such anniversaries mean much to Americans as a nation and as indi- viduals. They mark the milestones in Our progress. They revive old memories and create new hopes and ambitions. The little craft which was the pioneer in a river traffic from the world’s greatest workshop to the sea was humble in comparison with the steamers which now connect New Orleans with coal and steel. Its pro- moters little dreamed of the results from their enterprise. As we behold TRADESMAN them to-day it is fitting to take °a brief retrospect of the past. We owe this to the men who paved the way for us. We owe it t> ourselves to apply the achievements and the ex- perience of the past in working out a still more glorious future. NUTS AS FOOD. It is a bit of the old-time spirit which caused the teacher to smile a dry smile when the pupil offered, as excuse for tardiness, the fact that he had to gather the nuts. While faith- ful in school work, he was quite puz- zled to know why this gathering of a part of the farm crops should be re- garded as anything but legitimate employment. Once nut gathering was consider- ed but amusement for children; now it has become a part of the world’s harvest. Nuts are food, condensed in form, nutritious as well as appe- tizing. The nut crop belongs to the owner of the land as surely as do his apples and potatoes. His family have found out many combinations which curtail the sugar and meat bills and yet render the table even more attractive. Nut butter, nut bread and nut cake have ‘been added to the confectionary products long recognized. Press the nuts into their rightful place. They are not simply to amuse the youngsters; to serve with the Thanksgiving feast. They are a food, as easily assimilated as any of similar food value; as capable of wide variations. Salted hickory nuts are greatly relished by many. The meats of hickory nuts, butternuts and wal- nuts make a rich mixture when chop- ped that takes the place of other car- bonaceous food. The danger of ill ef- fects from eating them is like that from candy, greatly over-estimated: and those combining salt will find them in moderate quantity a helpful food. If you find sales for the home grown nuts poor, some- thing is wrong. It may be an over- supply locally, which enables every lad in the neighborhood to get them for the picking. More probably, ‘it is because the real worth of the nut as a food is not realized. Get busy en- lightening the public and the demand will grow. most SMILE THE WORLD NEEDS. A photographer who was striving to get a good picture of a school was quite annoyed by a by-stander who amused himself in making some of the pupils smile and thus necessi- tate a new exposure, although the day was cold for the work. The wag, no doubt, thought that he was be- ing very witty, but others regarded the matter from an entirely different point of view. Smiling is usually a good thing, yet it can be greatly overdone. ‘There are those who smile when it hurts the feelings of others; those who smile behind your back; and those who smile simply because they have not brains to originate anything else. Such people are invariably bound to create trouble sooner or later. They had much better hide their faces than smile at the wrong time. The smile of derision when the victim is not present is sure to impress others with proof of their insincerity. The smile is not a thing to be worn always. There are times when it car- ries with it a lack of sympathy. The iace is the index of the heart—or, at least, it should be. The smile which is meaningless is one of the most in- sipid of things. In fact, we may al- most consider it synonymous with grimace. Smile from the heart, but do not smile if it is going to put another’ into an unpleasant place or frame of mind. The smile which merely calls public attention to a blunder of some one else should be effaced. That which expressed joy at the misfor- tune of another has no _ legitimate place in humanity’s plane. Genuine good will, gladness and friendship are a part of the smile which the world needs. That which veils insincerity, which fosters wounds of pride, which brings only trouble to another is a base mockery of one of the things in life. best IGNORING DANGER SIGNAL. But a few days ago a child slipped inside the iron railing at a circus and, before any one could intervene, a lion had terribly lacerated it. A short time ago the writer saw a boy chmb upon the railing in front of a lion at the “Zoo.” Almost instantly a workman distance away shouted: “Boy; get down.” And the “boy” knew at once who was meant, for he slid down as fast as though the lion were really grabbing for him—which it was a great wonder did not happen—and ran away, prob- ably thinking what an old crank that man was. It seems to be a part of the human make-up to tempt the danger signal, wherever it is posted. Passengers are warned to keep their heads inside the car windows, yet the rule is vio- lated every day, and by those whom we would expect to know better. The thing that is forbidden has looked the most alluring ever since the memorable first days in Eden. As a rule, the danger signal is put up, not for the accommodation of the one who gave it publicity, but for the convenience of others. The railing around the cages of the car- nivorae is for the protection of the people; and yet guards must be in constant attendance t> keep one from transgressing. It may be the spirit of dare-deviltry, of doing as one pleases irrespective of rules, or, as doubtless was the case of the little child, through ignorance. It is high time that we learned, each and every one of us, that the danger signal means something. Its interpretation should be given for all. Even the child not old enough to read must learn to 2bey. The lion behind the bars will brook no familiar- ity and grant no special favor just because it is us. It may not even be visible or its claws may seem out of reach, but it works with lightning ra- pidity and it is safe to conclude that those in charge are better able to judge the limit at which the danger signal should be placed. some some 10 MICHIGAN TRADESMAN = et OND e —= r= —— Vrw uly | Se News and Gossip of Interest to Busi- ness Men. Saginaw, Oct. 10—The growing importance of the Thumb district as a contributing factor into the mer- cantile and wholesale life of East- ern and and Southeastern Michigan has not been better illustrated than this week. The Wholesalers’ and Manufacturers’ Association of the Detroit Board of Commerce, travel- ing in the finest special train that the Michigan Central could collect among its rolling stock, is spending three days in the Thumb _ district, which means the counties of Tuscola, Sanilac, Huron and parts of St. Clair. There are four Pullmans and two diners. Over one hundred represen- tative merchants and manufacturers of the first city in the State are in the party. They nearly touched Saginaw Tuesday morning, jumping’ into the territory they seek by way of Reese, which is only a few miles from this city. The trip will cost the Detroit gen- tlemen many thousands of dollars— all of which brings up the objective point. The fact of the matter is that repeated good crops of sugar beets and other farm products, the devel- opment of the soil and strengthening of population has made the Thumb district of Michigan one of the rich- est in the State and all of the big commercial centers are reaching out and grasping for its favor. Saginaw wholesalers and manufacturers, led by the foresight of President Cim- merer, of the Board of Trade, and President J. D. Swarthout, of the W. & M. Association, saw the rich pos- sibilities that lay literally at the feet of the metropolis of the Saginaw Valley and which were knocking at the door for admission. Two trade extension trips were made into the district by Saginaw boosters in au- tos. Railroad connections were made more advantageous for them and they were the guests of this city on special occasions. Bay City took a hand at cementing trade relations by lielping the new railroad to Caro and Port Huron trade extensionists in- vaded the district in a special train. The Thumb district is being feted and dined and treated as it never has been before. It is considered one of the richest prizes that any locality in the State offers for development of territory, and the Saginaw gentle- men, with their well organized cam- paign of extension, are already feel- ing the effects of judicious boosting made several months before _ this present trip of the Detroit junketers. Coincident with the approaching close of the present season of lake shipments and navigation the Trade Interests Committee of the local Board of Trade has mapped out a campaign for more trade in the Up- per Peninsula, especially in the com- missary camps of the recently devel- cped hardwood districts of the Upper Peninsula. An enthusiastic meeting of Saginaw wholesalers was held last week. Ralph C. Morley, Fred J. Fox, J. W. Symons, George F. Dice and others addressed remarks look- ing toward a betterment of railroad service which would give wholesalers and manufacturers of this city a quick delivery into the desired points in Northern Michigan. The Upper Peninsula trade extensionists recent- ly visited Detroit. by boat, the pur- pose of the trip being to secure quick- er deliveries. In the past Detroit firms have been shipping by the first boat in the spring, then at intervals in the summer and boatloads at the close of navigation. The gentlemen from the Upper Peninsula believe that they can secure fresh goods dur- ing the winter months and have ex- pressed a kindly feeling towards Sag- inaw houses, if they can get the goods within reasonable time after filing the orders. The M. C. Rail- road has promised a_ through car leaving Saginaw each night and ar- riving in St. Ignace the next eve- ning, and shipped out from the latter point at once if 1,000 pounds’ of freight are guaranteed. Intermittent but continued rains almost all last week have turned the farming districts of this section of the State into a quagmire and the harvesting of beans and sugar beets has been almost at a standstill in all localities. More rain has fallen than in any corresponding period of time during the summer. What beans were left in the ground were thoroughly soaked, while the beans that were pulled and waiting for the threshers were spoiled. Sugar beet pulling was impossible. The sugar factories have run past the date set for slicing operations, but it is likely that all factories will be going this week if conditions of last week are not con- tinued. George W. Perkins, right hand man for J. Pierpont Morgan, was in Saginaw for a short stay Thursday, being with President Wm. Cotter, of the Pere Marquette system, on a tour of inspection of the physical properties of the road. Mr. Perkins addressed the Detroit Board of Com- merce Wednesday and while in this city stated that the improvements al- ready made and those projected and under process of completion for the P. M., following the $8,000,000 loan by his house, met with his hearty ap- proval. He stated conclusively that it was not the intention of the P. M. to adopt a policy of retrenchment such as the M. C. and other roads have announced in improvement work. The Star of the West flour mills, at Frankenmuth, started operations last week in a thoroughly moderniz- ed set of buildings erected since the disastrous fire early last spring. The mills have a capacity of 100 barrels a day. Announcement was made a_ few days ago that Swinton & Reynolds, wholesale and retail book and_station- ery dealers, would retire from busi- ness with the advent of the new year. They have been in business here thirty years and are one of the landmarks of Genesee avenue. Henry Hoffman, proprietor of one of the biggest retail grocery and ‘October 11, 1911 meat markets in Mt. Pleasant, died in St. Mary’s Hospital, in this city, last Tuesday. He was 45 years old, was married and leaves a widow and two children. He was a great work- er in the Knights of Columbus of the Isabella county town and was well known in mercantile lines to the wholesale trade of the State. Last year Cass City announced it- self as the champion bean shipping city of Michigan, and this fall statis- tics based on a year of shipments over the Grand Trunk road show that 171 carloads of beans were sent out from September, 1910, to a corre- Symons Brothers & Company Wholesale Grocers Saginaw :: Michigan No. 81 Display Case Saginaw Show Case Co., Ltd., Sacdaw W.S., Mich. We make all styles No. & Cigar Case Catalogue on request SAGINAW MILLING CO. 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 (/ #~\ Our Brands of Vinegar Have Been Continuously on the Market For Over FORTY YEARS Think of it—FORTY years of QUALITY The FLAVOR of vinegar is the dominating power for QUALITY and is what makes good palatable salad dressing and pickled condiments, The Pure Food Law compels all vinegar to contain the re- quisite strength for pickling. but FLAVOR is QUALITY and makes a satisfied customer. The following brands have the FLAVOR, specify and see that you get them: “HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling “STATE SEAL” Brand Sugar Oakland Vinegar & Pickle Co. Saginaw, Mich. _ It Satisfies Holds trade and makes new customers St. Laurent Bros. Pure Peanut Butter All size glass. Tin and fiber pails. Valley Brand Salted Peanuts. Order through your jobber. ST. LAURENT BROS., BAY CITY, MICH. Also preparers of the famous hhh hOUeklCUA ~~ ~~ se FPF ADU MO October 11, 1911 sponding date this fall. The number of bushels is given as 117,560. The farmers received $225,000 for their offerings. The produce market remained ata steady figure during last week, with offerings fair and the demand at a normal state. Several new varieties of apples made their appearance. Saginaw county grown hickory nuts were among listed © quotations. Chester M. Howell. —_———-.--o Good Place in Which To Live. Saginaw, Oct. 10—The making ofa city requires a long look ahead. Business men of Saginaw planned an industrial city—a place for manu- facture and distribution. The policy of diversified manufacturing and ade- quate transportation facilities has been successfully pursued. The Saginaw Board of Trade, in- corporated in 1863, was accepted as the best means of associating the progressive citizens and of giving ef- fect to the industrial policy. The so-called boom has wisely been avoided. A healthy growth has ben steadily maintained. The city is prosperous. There is abundant thrift. Twelve radiating lines of steam railway, together with a rapidly de- veloping electric interurban system and Great Lakes water transporta- tion, give unexcelled facilities for dis- tribution. Rates are favorable. Serv- ice is quick, direct and frequent. Nearly five hundred going factories are now producing one hundred and fifty distinct lines of merchandise and machinery in Saginaw. Saginaw early realized that an in- dustrial center must first of all pro- vide a desirable place to live. Facil- ities to promote the enjoyment of life, the protection of health and the improvement of the mind have been generously provided. The public schools include manual training, domestic science, vocational instruction, trade schools, night schools, normal schools, business schools and engineering schools in addition to the usual branches. Free text books are provided for all pu pils. : Saginaw challenges comparison with all other American cities of its size in the matter of public improve- ments, school privileges, park areas and other metropolitan features. The- city contains nearly one hundred miles of paved streets, three hundred acres of public parks, together with public baths, playgrounds and social centers. With a population of 50,510 by the census of 1910, Saginaw has more than thirty public school buildings. There are nearly sixty churches. There are more than two hundred fraternal and_ social . organizations with convenient meeting places. Metropolitan daily newspapers, provided with associated press tele- graphic service, are published morn- ing and evening and circulate widely throughout a large territory. Strong banks, with cash resourc- es approximating twenty millions, af- ford a safe depository for savings and a reliable and convenient re- source for local business enterprise. MICHIGAN TRADESMAN All leading lines of jobbing and wholesale are well represented. Artisans mostly own their own homes. The city is so situated that large building lots can be purchased at a low price, enabling the people to provide their own homes and have the healthful comforts of fresh air, sunshine and gardens. There is no congestion. This condition will con- tinue even when the city has grown to ten fold its present population and importance. The Saginaw factories train an abundance of skilled labor, while the Saginaw schools and the immense surrounding territory, of which Sag- inaw is the metropolis, constantly re- fresh the supply of labor in the city. Saginaw is the best located Amer- ican city for interchange with the Canadian provinces by both rail and water. Saginaw labor conditions always have been and undoubtedly always will be tranquil and satisfactory. The Merchants’ and Manufactur- ers’ Association, organized in 1906, has a subscribed fund of over two hundred thousand dollars for the promotion of industrial development. This splendid available resource en- ables the Board of Trade to quickly respond in the event of any new and desirable industrial opportunity. Saginaw is the center of popula- tion for the State of Michigan and is the metropolis for the north half of the State. Saginaw is the metropolis of the renownei Saginaw Valley—an area cf over 6,000 square miles—unrival- ed in its fertility, beauty and natural resources. Saginaw is the center 2f the coal mining area of Michigan. The city is likewise the center of the lumber, salt and sugar industries of the State. The United States census shows $20,000,000 in five years added to Saginaw factory capital. A gain of 267 per cent—compare any other American city, Practically an unlimited supply of hydro electric current is now avail- able at rates that will compare with any other American city. Taxes are low. The climate is unique and health- ful. There are no violent winds and no extremes of heat or cold. The Saginaw Board of Trade now embraces a membership of nearly one thousand business and_ professional men. Its enterprise is unconfined. Fifteen working committees are giv- ing constant and intense devotion and initiative. All things are working together for good in Saginaw. Joseph P. Tracy, Sec’y. ——_~++>__ Fake and Special Advertising. The Board of Trade in condemn- ing all special and fake advertising and urging its members to confine their publicity expenditures to le- gitimate channels only has taken a position that should affect a_ big saving to the merchants and profes- sional men of the city if they have the courage to adopt the recommen- dation made. Special advertising that is unpro- ductive is nothing more nor less than a gift, and most frequently it is a donation made in the most grum- spirit. The considerations which enter iato such subscriptions are too numerous to mention, but so influence the merchant that he is in- clined to let himself be “held up’ rather than offend interests or indi- viduals to whom he is_ personally indebted for business favors. The solicitor knows when he presses the merchait for space in programmes, booklets and special advertising schemes that he is getting something for nothing, and he is aware that the merchant knows this fact, too. However, all such schemes are en- erally masked under the protection of a local charitable society or fra- ternal institution and a _ representa- tion is made that the proceeds will be devoted to a good cause. Seldom is this true. The profits go to the solicitor as a general rule and the merchant receives neither thanks nor returns for this courtesy. He is immediately forgotten and only those wh» refuse to be misled into giving for such “fakes” are remembered. The position now taken by the Board of Trade is identical with that which held the Retail Merchants’ As- sociation together for many years, during which time it is safe to say that a hundred thousand dollars was saved to its members. This saving was only made possible by the unit- ed action of all the members of the Association. It was a rare instance when one member wandered from the reservation and lent himself to the support of any fake or special advertising. The Association’s poli- cy in time became so _ generally known and the loyalty of its mem- thoroughly appreciated that it be- came the custom for promoters of these schemes to first secure a list of the members of the Association before starting on a canvass. These members were then left unsolicited. The Board of Trade has it in its power wing to its larger member- ship to work a great saving for the merchants and professional men of this city and if it can inculcate the germ of loyalty to this action as firmly as the members of the Retail Merchants’ Association left it there will be an immediate end to all pro- gramme, special, fake and other un- productive advertising. — Saginaw Courier-Herald. —_>->—__. It is easier to climb down a tree than to climb up, which explains why the top is never crowded and why there is always room there. bling 11 The Way It Works. “How much is sugar to-day?” ask- ed the woman with the basket of the grocer at his door. “Same old price, ma’am,” he re- plied. “And coffee?” “The same.” “And onions and potatoes?” “No change.” “But didn’t they pass that reciproc- ity bill a month ago, and didn’t the papers say that everything would be cheaper?” ‘That's it, mva’am-—that's it, things are cheaper. “But you said they were the same old price.” “That is for certain things. If you want to buy geese feathers or shoe pegs the prices are down 50 per cent., and the people all over the country are being made happy.” ———_>-.______ A speedometer is not needed to ascertain when one is going down hill. The state 2f the buildings and fences sufficiently proclaim the fact. and Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. TR AC Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. 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. 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 Lansing a Crown Top Corn Popper Seasons the corn just to suit the taste the same as in a spider or kettle. automatically through the holes in the crown of the cover. x other popper made. Steel handle that can’t get hot or burn off. Polished steel and perfect con- struction. If you want the popper business, buy this popper. The Gier & Dail Mfg. Co., Lansing, Mich. The unpopped corn falls This feature makes it out-sell any MICHIGAN “4 4 she mT (( iia Ay, ES . AKU WN We \ The Grocer Has Nothing To Fear. He gets up so early each morning, ‘tis said, He meets himself often, just going to bed; He hooks up his horse, and to market he goes, For cabbage and lettuce, as ev'ry one knows, Potatoes, tomatoes, cucumbers and beans, And pays for the load the last cent in his jeans. The drummers (dod-rot-’em), a dozen or more, Take up ali the room in his gro-cer-y store; : And each has a bargain! The greatest on earth! He sells to the grocer for double its worth. If ere were customers buying for cash, Believe me, the grocer could cut quite a dash! And, speaking of customers, listen to me! There’s ogg of them crooked as crooked can be; They’d eat up the grocer, his wife and her cook, And brazenly order them charged on the b . ook; And these are the ones, from Beersheba to Dan, That spoil the repose of the gro-cer-y man, But then, inthe end, when the groc’ry man dies, And goes up to settle accounts in the skies I think they’ll be easy on him, and I hope They'll give him good pasture and plenty of rope. At all events, friends, he has nothing to The swear devil gets all the hell required oe —Patrick King. —__+>.__—_- Justified in Opposition To Proposed Market Innovation. At a meeting of the Retail Grocers’ Association, last week, a vigorous protest was voiced against the pro- posed establishment of a retail city market and a committee was ap- pointed to place the views of the As- sociation before the Common Coun- cil and the Board of Trade. A re- tail market such as is proposed would represent the unfairest kind 2f competition for the grocers in their green goods trade. With nominal rent to pay, no deliveries to make, no credit to give, no clerks to hire, no telephone, light, heat or taxes to provide for the staller on the mar- ket could undersell the grocers at ev- ery point. The market would not get all the business, by any means, because there are many who would not take kindly to the cash and carry principal, even although it were cheaper, but there would be just enough of a diversion of trade to puta crimp in the grocery business. The grocers would still be obliged to car- ry the green stuff and maintain their equipment and their taxes and other expenses would go on just the same, but a most desirable portion of their trade would be taken from them, es- pecially during the summer months. The city market, without heating fa- cilities, would probably suspend dur- ing the winter, but there would not be much consolation in this, for the trade would be disorganized. The opposition of the grocers to the city market is more or less sel- fish, which is but natural, and, no doubt, will be admitted, but a stroig case could be made against the re- tail market from the viewpoint of the taxpayer. The present market, locat- ed on the island, is good enough as a wholesale market, where the farm- ers and jobbers .and_ grocers. can meet to trade, but, far from the cen- ter of population and without street car facilities, it is obviously unfit for retail purposes. The establishment of a retail market would involve the purchase of at least three sites in as many different parts of the city. These sites would have to be graded, paved and furnished with shelter and by the time the markets were ready to do business the city would have a good deal of money invested. In fact, it is likely a bond issue would have to be the first step in carrying out the project. And then would the consuming public receive any benefit, either direct or indirect, in a reduc- tion in the cost of living? The the- ory is that the market would give the consumer the chance to deal di- rect with the producer and thus save middlemen’s charges, but is this the way it would work? A few of the market gardeners might maintain stalls in the retail market, but any- body familiar with the conditions knows that the gardeners, farmers and fruit growers are entirely too busy during the summer months to engage in the retail trade. They come in early, sell their loads as soon as they can and then hurry back to get another load ready or to look afte: the growing crops. They could not afford to waste half a day at the mar- ket and there would not be enough profit in it to employ a cierk to do the business for them. The market stalls would be in the hands of city traders who would buy of the pro- ducers just as cheaply as they could and would get as much money from the consumer as the traffic would bear. The producers would get no more than under the present system, even although they received as much, and if the consumer saved much more than the delivery charges they would be doing exceedingly well. The stall sellers would not be in business for the fun of it; they would charge as much for their stuff as they could get. As a matter of fact, the city al- ready has a retail market system without any expense for sites, build- ings or maintenance in the hucksters. There are 121 hucksters doing busi- ness on the city streets and they do business exactly as the stall keepers in a city market would do it, except TRADESMAN that they have their wagons and make deliveries. The hucksters have to take out licenses, which is equiv- alent to paying a very moderate rent, but they have no taxes, lighting, heat, telephone or clerk hire to pay. Their expenses are reduced to a min- imum. And yet do the hucksters seil their stuff any cheaper than the gro- cers? If anything, the hucksters charge higher prices and in the mat- ter of weights and measures can oft- en do what the grocer would never think of attempting. A retail city market would be nothing more than a collection of hucksters and _ the only difference would be that they would be stationary instead of on wheels. October 11, 1911 Not Fair. A colored parson once went home to dinner with one of his congre- gation. They had a particularly fine chicken, of which the dominie ate with great relish. “Dat’s a mighty fine chicken,” he told his host. ‘““Whar you git dat chicken?” “Now, lookey heah, parson,” his host replied, “when I heah you preach a powahful fine sermon, | don’t come roun’ and ax yer: ‘Whah you git dat sermon, parson?’” Wanted—Butter, Eggs. Veal. Poultry and Huckleberries F. E. Stroup, Grand Rapids, Mich. References:—Commercial Agencies, Grand Rapids National Bank, Tradesman Company, any wholesale grocer Grand Rapids. Stock carried in Grand Rapids Wm. Alden Smith Bldg. POTATO BAGS New and Second Hand ROY BAKER Can ship same day order is received Grand Rapids, Mich. Both Phones 1870 Handling Now—Apples, Fall and Winter Fruit What Have You? M. O. BAKER & CO. TOLEDO, OHIO 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. Res 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 Ag Established 1873 encies, Express Companies, Trade Moseley. Bros. Both Phones 1217 Established 1876 Strictly Fresh Eggs White Beans Red Kidney Beans Wholesale Dealers and Shippers of Beans, Seeds and Potatoes Office and Warehouse, Second Ave. and Railroad Clover Seed Grand Rapids, Mich. Le S, October 11, 1911 THE LARGEST CHEESE. It Will Be Exhibited at the National Dairy Show. The largest cheese ever made was completed at Appleton, Wisconsin, recently, by Nicholas Simon, a not- re eee ee aa a Me ses gas Ek : ; ae a MICHIGAN TRADESMAN the 1,200 model dairies to do the milking of 8,000 registered Holstein and Guernsey cows at the same hour; the milk had to be cooled to the same temperature; and. the thir- ty-two sanitary cheese factories which manufactured the curd had to Mixing The World’s Largest Cheese ed American cheese expert, assist- ed by Dairy and Food Commission- ers John D. Cannon, of Wisconsin, and A. W. Parkins, of Minnesota, and forty expert cheesemakers. It weighed 12,361 pounds and contain- ed exactly 12,000 pounds of curd, 330 follow the same process to make the curd uniform. Every tool or imple- ment which came into contact with the curd was sterilized. It required 144,100 pounds (seventy-two tons) or 18,000 gallons of milk to pro- duce the 12,000 pounds of curd, which The World's Largest Cheese Ready For Shipment pounds of salt and thirty-one pounds of rennet, but not an ounce of col- oring. The cost of building the cheese was between $5,500 and $6,000 and, as the risk is so great, it is probable that no one will ever again take the chance of making one so large. To successfully manufacture this gigantic cheese it was necessary for was delivered in cans, each contain- ing from 125 to 130 pounds of curd. The different lots of curd were mixed in two troughs, each ten feet long, four feet wide and three feet deep, and the entire mixture’ then poured into a mammoth cask, five feet in diameter and five feet deep, which was braced with iron hoops. A team of six horses was required to draw the cheese to the railroad for shipment and a huge derrick was used to get it on board a flat car. The cheese will be on exhibition at the National Dairy Show to be held in Chicago from October 26 to November 4. President Taft will vis- it the show the morning of Monday, October 30, and, following his ad- dress, he will be invited to cut the big cheese, after which it will be dis- tributed in small lots to visitors at the show. Robert H. Moulton. —__++2.—____ Care of Egg Cases. Written for the Tradesman. Before filling egg cases, unless they are new and clean, they should be taken outdoors, opened, the cases, flats and fillers, thoroughly aired and sunned, if there be sunshine. All soil- ed or musty flats, fillers, excelsior or straw should be destroyed by burn- ing. ‘ When empty cases are received from the commission wholesale egg dealers this work should be done before they are car- ried into the village grocery or coun- try store. By the way of returned egg cases the detestable roach finds its way into groceries which had never before been troubled by its presence. In the spring crates which have been unused all winter may have been infested by mice leaving a scent which necessitates the destruction of fillers and packing and a_ thorough cleansing and airing of cases. It is better to remove all the contents of the crates before storing away for winter. Containing no nesting mate- rial, mice will not often trouble the bare cases. In the fall various insects creep in- to the crates for an all-winter’s nap, and in order to dislodge and destroy them the crates should be emptied before each filling. The packing in the bottom may be shaken out and then replaced if sweet and clean. Again, do not wait until the day to houses’ or 13 se ship eggs before seeing that the cas- es are in shape for use. Repair those which need a nail here and there or a whole board in place of a broken one. Put in whole fillers and see that everything is right. Then the cases may be filled in a hurry, if need be, and no anxiety felt as to their safe condition for handling. When repairing a crate do a good job. Do not be afraid that you will send away better ones than come back. You will be repaid in the safe handling of your eggs and you will set an example which others may im- itate. E. E. Whitney. —_>-.-.——_ Advice To the Judge. A colored man was brought before a police judge charged with stealing chickens. He pleaded guilty and re- ceived sentence, when the judge ask- ed how it was he managed to lift those chickens right under the win- dow of the owner’s house when: there was a dog in the yard. “Hit wouldn’t be of no use, Judge,” said the man, “to try to ’splain dis thing to you all. Ef you was to try it you like as not would get yer hide full of shot an’ get no chickens, nuth- er. Ef you want to engage in any ras- cality, Judge, yo’ better stick to de bench, whar’ yo’ am familiar.” 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 Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & CO. Grand Rapids, Mich. Michigan Sales Agents Trees Trees Trees FRUIT AND ORNAMENTALS GRAND RAPIDS NURSERY CO. 418-419 Ashton Bldg., Desk B- :-: A Complete Line Grand Rapids, Mich. Don’t Pay a Fancy Price for Vinegar SEND US AN ORDER TO-DAY FOR Nobleton 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, F O B . . ° Detroit, Alpena, Traverse City or Bay City. ° ° ° STOCK ALWAYS ON HAND AT THESE POINTS An Ideal Pickling and Table Vinegar Satisfaction Absolutely Guaranteed Lawton Vineyards Co. Kalamazoo, Mich. MICHIGAN TRADESMAN a 1L- Dot orpbe edad, ean R ris § winesBanic Quotations on Local Stocks and Bonds. Bid Asked Alabastine Company 190 Am. Box Board Company, Com. Am. Box Board Company Pfd. 23 Am. Gas & Elec. Co., Com. 55 58 Am. Gas & Elec. Co., Pfd. 42 44 Am. Light & Traction Co., Com. 304 305 Am. Light & Traction Co., Pfd. 107 «107% Cities Service Co., Com. 70 7 Cities Service Co., Pfd. 76% 77 Citizens Telephone Company 92% 9314 Commercial Savings Bank 163 170 Com’th Pr. Ry. & Lt. Co., Com. 57 58% Com’th Pr. Ry. & Lt. Co., Pfd. 88 89% Dennis Bros. Salt & Lbr. Co. 95 100 Denver Gas & Elec. Co., Bonds 92 94 Flint Gas Co., 5% bonds 964%, 971% Fourth National. Bank 180 185 Furniture City Brewing Co. 92 95 Globe Knitting Works, Com. 120 125 Globe Knitting Works, Pfd. 100 =101 Grand Rapids Brewing Co. 220 225 Grand Rapids Gas Lt. Co., Bonds 100 38101 Grand Rapids Ry. Co. Bonds 100 101 Grand Rapids Nat’l City Bank 158 165 Holland-St. Louis Sugar, Com. 14 15 Kent State Bank 250 251 Grand Rapids Savings Bank 165 Lincoln Gas & Elec. Co. 26 27 Macey Company 96 98 Michigan Pacific Lumber 10% 12 Mich. State Telephone Co., Pfd. 99 100% Michigan Sugar Co., Com. 108% 109% National Grocer Co., Pfd. 80 81% Old National Bank 196 198 Pacific Gas & Elec. Co., Com. 63 66 Pacific Gas & Elec. Co., Pfd. 87% 88% Peoples Savings Bank 210 Saginaw City Gas, Bonds 981, United Light & Ry. Co., Com. 52 55% United Light & Ry. Co., ist Pfd. 78 81 United Light & Ry. Co., 2nd Pfd. 67 70 October 10, 1911. There has been further re-action in Michigan Sugar common due probably to weather condi- tions. We, however, are informed by sources which should be very reliable that the recent heavy rains will tend toward larger beets but that the sugar content per Acre will be prac- tically the same. The companies will have to handle a greater volume of beets and prolong their season slightly. American Light and Traction has shown ad- vances with sales at 305 on the common and 107 on the preferred. Sales on Citizens Telephone stock have been made at 93 and better ‘‘ex-dividend.’’ Macey Company preferred is very firmly held. The company will very soon pay off its entire bonded indebtedness, making this preferred issue a first lien on all of the companies assets. Last week’s sheet should have shown sales of A. L. Dennis Salt and Lumber Co. stock at par instead of at 95. Peculiarities of the Local Banks and Bankers. New and distinguished honors have come to President James R. Wylie, of the Grand Rapids National City, the past week. He is a grandfather, a little daughter having been born to Mr. and Mrs. Archie McLeod, of South Bend. In the reorganization of the Com- mercial Savings staff, following the resignation of H. N. Morrill to be- come business manager of the Board of Education, Clyde L. Ross is made Cashier, Dexter Pratt Assistant Cashier, Tuler E. Wheeler Auditor and Wm. Dosker Receiving Teller. The reorganization of the staff gives each of those named a promotion and for each the promotion comes as a reward for long and faithful service. In politics President Graham may not be a great admirer of the merit system, but in his own business he believes in it thoroughly and he also practices it. The Postal Savings Bank has been taking in between $200 and $300 a day since it began business on Sep- tember 20 and one of the unexpected features in the business is that the depositors are mostly of a class it was supposed would be the very last to feel the need of such a place for the disposal of their surplus. Busi- ness men, manufacturers, teachers, doctors, lawyers, insurance agents— even newspaper men—are on the list, men whom it would be supposed would make use of the banks. There are, of course, some foreigners, but they are in a minority. One advan- tage of the Government deposit is its secrecy as well as security. Under the law the postal bank will make no disclosures. In other words, the pos- tal deposit can not be garnisheed. Thus there has been created a hav- en of rest, a harbor of refuge, a zone of safety for those who are in finan- cial distress and still want to lay something aside for the rainy day. It is possible the statemen who placed narrow limits upon the amount that any one depositor can have to his credit were wiser than they intended to be. If a farmer negotiates a mortgage tank loan the chances are that the bank will be either the Commercial, the Peoples or the Grand Rapids Sav- ings. These three are the “granger banks” in the city and, given the di- rection irom town the farmer lives, it is not difficult to guess which of the banks gets the business. If the farm- er comes from the district north of the river to three or four miles north of Leonard street the chances are abut four to five that he calls on his friend, “Bob” Graham, of the Com- mercial. If he hails from Paris, Grand Rapids, or the southeast, the business call is on his friend, “Char- lie” Garfield, of the Grand Rapids Savings. From up Sparta and Rock- ford way they all see “Bill” Ander- son, of the Fourth, and Mr. Ander- son directs them either to the Com- mercial or Peoples. President Hef- feran, of the Peoples, is “Tom” to most of the population in the direc- tion of Jenison, Lamont and Eastman- ville and they head for him when they want funds. E. D. Conger, of the Peoples, has a wide acquaintance among the farmers of influence in the county acquired in the- days when he was Senator William Alden Smith’s right hand man and the business that goes direct to him may come from almost any direction. The Kent State is not strong on farm loans, having a decided preference for city realty. No statistics can be given, but, ac- cording to the “granger” banks, more than the usual number of farm loans October 11, 1911 Merchant’s Accounts Solicited Assets over 3,000,000 ' Grand Rapids National City Bank Monroe and Ottawa Sts. Capital $1,000,000 Surplus 350,000 Only bank on North side of Monroe street. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. City Trust Capital - - - ~- $500,000 : ee Surplus and Profits - 250,000 | | And Savings Bank Deposits Campau Square 6 Million Dollars HENRY IDEMA eel tle J. A.COVODE - - A.H.BRANDT -_ - CASPER BAARMAN - 34% Paid on Certificates BRANCH Monroe and Division Sts. Capital $200,000 Surplus 40,000 The capital stock of this bank is owned by the stockholders of the GRAND RAPIDS NATIONAL CITY BANK. President Vice President - Ass’t Cashier - Ass’t Cashier You cantransact your banking business with us easily by mail. Write us about it if interested. There is Nothing in Safe Banking that we Cannot Perform PEOPLES SAVINGS BANK OF GRAND RAPIDS, MICHIGAN RESOURCES Condition May 15, 1911 LIABILITIES SWANS oo oe eee ke ee 796,212 34 Capital Stock ........ ----$ 100,000 00 Banking House ewe ccicces babs vce c . 00 MYOIUS oes co - 100,000 00 Cash and Clearing House Items.. 131,604 98 Undivided Profits. . -- 15,517 26 Deposits with Reserve Agents... 271,622 67 Deposits ............... +++» 2,018,922 73 $2,234,439 99 $2,234,439 99 Savings Department Reserve 18% Commercial Department Reserve 27% THE FOURTH NATIONAL BANK UNITED STATES DEPOSITARY GRAND RAPIDS, MICHIGAN OFFICERS WM. H. ANDERSON, President L. Z. CAUKIN, Cashier JOHN W. BLODGETT, Vice Pres. J. CLINTON BISHOP, Asst. Cashier This bank pays 3 per cent. on Savings Certificates if left 6 months, and 3% per cent. if left one year. , On Savings Books we pay 3 per cent. if left three months and compound the interest semi-annually. We solicit your patronage. Old National Bank Grand Rapids, Michigan SOLICITS The accounts of merchants. OPENS Savings accounts with any- one, anywhere, paying 3% semi-annually on all sums remaining 3 months. Bank- ing by mail is an easy mat- ter, let us tell you how easy. ISSUES Savings Certificates of De- posit bearing interest at 3%% if left one year. 37 if left six months. EXTENDS Courteous treatment to all. Capital and Surplus $1,300,000 LET US SERVE YOU Resources $8,000,000 911 October 11, 1911 are being negotiated this fall. These are not “distress” loans, however, but almost invariably represent a pur- chase sale. A farmer who wants to annex an adjoining forty, the tenant farmer who has saved some money and needs help to become a farm owner, the young men who are ready to start for themselves—it is from these that most of the applications come and such applications represent not misery but prosperity, optimism, thrift and courage, and there is some fun in doing business with them. An- other class of loans is for the settle- ment of estates. When a prosperous old farmer passes away one or more of his children may want to keep the old homestead with a view to con- tinuing in the way the father trod, and when a division of the farm can not be made the simple plan is to borrow the money necessary to pay off the other heirs and thus clear ti- tle. Borrowing of this kind is going on at all seasons. The purchase and estate lonas are usually good propo- sitions from the banker’s viewpoint and in recent years defaults have been so rare that none of the banks hold farm lands among their “other real estate.” Occasional applications are made for loans to pay for a new barn or to buy machinery or for kin- dred purposes, but the banks, as a rule, are cautious in dealing with such applications, although circumstances make a difference. The farmers have been, as a rule, so prosperous in re- cent years that when a loan is ask- ed for of this nature the banker is inclined to enquire why there has ' not been more thrift in planning and sometimes the advice is given to get along. with the present outfit for an- other year. When a remittance is made by pos- tal order the recipient can get his money without difficulty, and the same is true of a remittance by ex- press order. When it is desired to remit through the banks a draft on New York, Chicago or some other trade center is purchased, and if the recipient happens to be a stranger in a strange town his troubles, instead of being over, have just begun. The stranger must be identified at the bank before he can get his money or wait until advices are received from the bank of issue or the one upon which the draft is drawn. The postal and express method is simple and easy and cases of fraud are al- most unheard of. The bank method is often unsatisfactory and, in spite of the elaborate precautions, fraudu- - lent drafts are not at all uncommon. It is estimated the postal and express orders amount to $750,000,000 annual- ly, mostly in small amounts, and it is easy to believe that one reason for this large diversion of business from the banks is because the banks are not up to date in their way of do- ig business. A committee of the American Bankers’ Association has been studying this matter and has formulated a report to be presented at the annual meeting of the Associa- tion to be held soon in New Orleans, with recommendations. The details of the plan favored have not been MICHIGAN TRADESMAN given out, but, in a general way, the idea seems to have some trust com- pany in New York, either now exist- ing or to be organized for the pur- pose, act as a central station, and banks all over the country could af- filiate with this trust company on terms that would be fair to both. If a Grand Rapids man wished to make a remittance to Dallas, Texas, he could then buy a bank order from the affiliated bank in this city, the bank issuing it would send advices to the affiliated bank in Dallas and when the recipient called for his money it would be handed over with- out trouble or delay. This is the method of the postal department and of the express companies, and with them it works satisfactorily. The method would have to be modified somewhat to apply to the banks, but there ought to be enough money in the business to make _ co-operation among the banks profitable. William H, Anderson takes great pride in the wood lot on his big farm up in Sparta. It covers about ten acres and it is virgin elm, beech and maple. The underbrush is cut out, fallen timber is cleared away and rank growth is kept down by the sheep and cattle which graze through the woods during the summer. A road winds among the trees and a ride over this road is one of the treats for visitors to the farm. The wood jot is one of the beauty spots of the farm and Mr. Anderson is planning to make it even more inter- esting and attractive. The farm veg- etable garden occupies a couple of acres adjacent to the woods and the garden fence will be shifted to take ia a couple of acres of the wood lot and then a ramble will be faid out through this tract and trees, bushes and wild flowers of all kinds will be planted. There will be hickory, but- ternuts, walnuts and chestnuts for those who want to go nutting in the fall, dog wood for spring bloom and fall color, poplars, willows, sassafras, sycamore, witch hazel and as many cther kinds and varieties of native trees and shrubs as possible. He has already had a lot of trillium bulbs planted and has ordered native lillies, columbines, iris, hardy astors and other native wild flowers to plant this fall. These things would grow nat- urally, if given a chance, but they have been kept down by the sheep and cattle. This little patch of the woods hereafter will be protected. ee Money and Character. Written for the Tradesman. By the way one handles money we may learn to some extent his character. - He who pays it over with reluc- tance, as if he were giving up a part of himself, is somewhat of a miser. He who clutches at it as if it were an animal trying to escape him is very greedy. He who wads it up “any old way” and crams it into his purse or pocket does not ap- preciate its true value; he is a spend- thrift. He who slaps money down on the counter or table in a boisterous man- ner is too reckless for a position of responsibility. He who holds out his hand, palm upward, to receive his change or pay is not greedy or coy- etous. He only wants his just due. He who takes (not receives) his change from another’s hand may be inclined to “take” what does not be- long to him; or it may denote a lack of training in deference coupled with a hard struggle to “pick up” his liv- ing. He who handles money with dig- nity, folds it carefully and puts. it away securely has a proper estimate of its value and is wise in investing it. He who carries his money in his vest pocket is not distrustful of his associates; he is usually generous, free-hearted, easy-going and knows how to make money in large deal- ings. He who leaves his money at home when he attends any gathering where he is liable to be called upon for a subscription is not public-spirited; he wants all the benefits of civilization but is unwilling to donate for the support of public institutions or en- terprises. He who pays a debt with rejoicing is worthy t. be trusted again. E, E. Whitney. ———+--.—__ Keep your lips sacred to truth and purity. For the sake of your boys and girls, if for n> other reason, nev- er say a word that might bring a stain to their souls; and run from any man who is not thus careful about his words. 15 GRAND RAPIDS FIRE INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. The Leading Agency 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. 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. WE WILL BU Y---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 ASK US HOW 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. pondence invited. BOND DEPT. 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 MICHIGAN TRADESMAN October 11, 1911 =a = =. = -= ~ -_ — = ~ = EHIND tHE COUNT Build Your Castles in the Air. Songs have been sung about them, stories have been written about them and sermons preached about them; and in most cases the men and wom- en who build castles in the air are laughed at merely because they have not gone about the building in the right way. ls it foolish for the ten-dollar-a- week clerk to sit at his desk and build a castle in which he sees him- self sitting at the head of affairs. smoking a twenty-five-cent cigar and drawing a big salary? Surely not, if he then and there sets about and lays the foundation in the right way. The mere fact that he wishes to have a position that can allow him a twenty- five-cent smoke and lets it go at that, will, in all probability, find him in the same position five years later: but if he digs down deep, lays his foundation with care and thought, he can realize his wishes and become what is considered a success. But the building is entirely in his own hands. I don’t care what position a man fills, there is always a chance for hiin to improve. Even office boys differ in the way they stamp letters. The boy who builds his foundation right will stamp those letters right; he won’t just think he has so many to do and do them any old way just so they get done; he will think about the stamping, and by so doing will discover the right and wrong way and adopt the quickest and most eco- nomical way to stick those stamps on the right hand top corner of the envelope; he won’t ask half a dozen foolish questions, but will go ahead and do his work correctly. That boy has laid the cornerstone to the build- ing of his castle; and no matter how small his position may be, he’ll soon have the opportunity to build the first floor. And by constantly keep- ing the finished product before his mind, thinking out each story as he goes along, learing by observation and study the best way to build it as he comes to it, he’ll find before many years that the castle he built in the air has materialized; and, by his studying and working on it step by step, always working from the founr- dation up without trying to put his roof on before his walls are com- plete, that his castle is substantial and will withstand the wear and tear of time and usage. The trouble is, with most of us to- day, we only build a finished castle: we don’t trouble about foundations; we most of us don’t even choose the ground on which to build it. We see ourselves driving an auto; that is our Continue To castle in the air. We say: “I’ll have one of those some of these days,” and in the next five minutes squander as many dollars in some foolish pur- chase. The days of the Arabian Nights are over. Aladdin and _ his wonderful lamp no longer exist. This is an age of “show me.” The Mis- sourl phrase has spread all over the world; but the man who builds the foundation to his castle right and shows he is right can get the co-oper- ation of those who employ him. Bell built his castle in the air and then set to work and, in spite of ridicule and opposition, built his foundation; and story by story he progressed un- til we to-day see the materialized castle—the telephone. Marconi built his wireless telegraphy; Stephenson his steam engine; Harriman his great railroad across the continent; DeLes- seps his Suez Canal; Field his Atlan- tic Cable; Edison his phonograph and a hundred and one other inventions and so on down the line. Castles in the air were thoughts of deep think- ers who went ahead and, step by step, stone by stone, built them into realities which have been, and are, blessings to mankind. Build your castle in the air, but do not shirk the laying of the founda- tion necessary for the building of it. Let your vision in the air be, as it were, the architect’s plan from which you work, and then with care and energy in time the building will be complete and your castle a reality. —_2 + >___ Principles of Salesmanship. A New York wall paper house has issued a folder giving instructions to salesmen, and although they apply more especially to wall paper, the principles may fit in many Here they are: You must proceed by easy stages from the opening to the closing of a sale. Your opening must win attention, inspire confidence and prompt your customer to go further into your line. Your description and explanation of the various papers must arouse interest. Make your customer feel that you have a personal interest in him. When the right paper seems to please, use a little persuasion and close the sale right there. Have the closing of every sale so that you have made a friend as well as a customer. Aim to sell satisfaction. . —_s+s.__ John’s book was only one of mil- lions of things the sweetness of whose taste ended entirely in the mouth. cases. The Boy Who Was Fired. Ten days ago a busy department head found himself in need of a boy who would be to him about what Charles D. Norton is to Pres- ident Taft—a right hand man for de- tails. A common boy—as boys go— would not do; this boy must have energy, snap, courage and, most of all, initiative. He must know how to use any talent he might have, without being told more than thirty- seven times. While making a Sherlock Holmes search for such a boy, our D. H. was called on the ’phone one day and asked by a friend of his, “Can you use a live boy over there?” The friend was told that such a boy was needed, and asked that he call right away. When he came this is about the way the conversation ran: “You're looking for a job, ar you?” “Yes, sir.” “Why did you leave Blank Com- pany?” “T was fired.” “Fired?” “Yes, it was this way: Another boy and I were told to carry some bun- dles to a waiting auto-delivery wag- on in front of the factory. My chief told me that these should be down town at the earliest possible minute. When the auto driver didn’t show up, I jumped in, drove down town and delivered the bundles and was back at the factory in thirty-five min- utes. The boss fired me on_ the spot when I returned, saying I had exceeded my authority.” The department head was thought- ful for a minute and then asked: “When can you come to work?” “Right now.” He went to work and three days later the department head saw him speeding through the factory at a rate which would put the comet to shame. He stopped the boy and said: “Where are you going?” “T am looking for Mr. Blank?” “Do you know him?” “No, I never saw him, but I will find him.” And he did find him, and he has found everybody else he has been sent to look for since he took his new position. This boy is now in the employ of that company and has the kind of stuff in him that makes successful men. That “Message to Garcia” story which was immortalized by Hubbard is talked about a iot, but it is too seldom the good fortune of the writ- er to see a practical demonstration of this teaching. Further cogitations are not neces- sary to predict the future of this young man. It might be said, however, that while this fellow was discharged by a thoughtless employer, he was really FIRED with an all-possess- ing determination to make good and to do not only things he was told to do, but the things he saw that need- ed to be done. Grant E. Curtis. —— 2+ A Life Shaver. “What was the best job you ever did?” enquired the first barber. “TI once shaved a man,” replied the second ditto. “Then I persuaded him to have a hair-cut, singe, sham- poo, face massage, sea foam, electric buzz, tar spray and finally a tonic rub.” “What then?” “By that time,” concluded barber No. 2, “he needed another shave.” G. J. Johnson Cigar Co. S.C. W. EI! Portana Evening Press Exemplar These Be Our Leaders ere GRAND RAPIDS. MICH IMPORTED FROM HOLLAND recommendation. the market for you to handle. ply liberal samples. H. Hamstra & Co. OZPrrod SOAs Omsxovs- Try It Yourself Take home a can of DROSTE’S Pure purca COCOA Have your wife prepare it. Get her verdict and then you'll know how pleased your customers will be when they have tried it on your The quality and price make DROSTE’S the best cacgi on Each can you sell is another step gained in the ‘good will’’ of your customers. If you do not already carry DROSTE’'S we will gladly sup- American Representatives OZPrrom £OF™ usyZowEH Grand Rapids, Mich. IMPORTED FROM HOLLAND October 11, 1911 VALUE OF NERVE. It Is the Best Ally of the Job Seeker. Don’t be afraid. You may have ten times the qualifications of the doubt the other fellow will get the job. If he hasn’t brains back of his nerve and bluff and _ self-confidence he will be dropped, of course, at the end of a few days or weeks. But those few days or weeks give him a chance to make good by study and hard work. He can replace the bluff in his equipment with knowledge. I know a man in this city who came here, a green country boy of 16, and cashed in his nerve for $40 a week. I’m not going to give you his name, but here is his story as he told it to me: “T came to the city a great over- grown boy. I was only 16 but 1 weighed 138 pounds and looked large and a good deal riper than I was. I got a room to stay in and then start- ed out to get a job. I hadn’t any special idea of what I wanted to do; almost anything was in my line. f wasn’t particular. As I wandered around my eye rested at last upon a sign: ‘Hotel Jones,’ the old hotel, 9 course. “That looks like a good place to work,’ says I, and in I went. ‘I want to see the boss,’ I said to the clerk. Fun For the Clerk. “He looked me over and winked at the young woman behind the coun- ter. ‘Want to see the boys, do you? Well, just step in through that glass door over there and pick out the first man you see inside. He’ll be the boss; there isn’t any one else in there.’ “I suppose he thought he’d have a little fun at my expense and that I'd come out through the transom. He couldn’t really have thought 1 had any business that would interest the proprietor. “J marched in through the glass door as bold as brass. ‘Do you want to hire a good man?’ I asked the gen- tleman sitting at a desk. He turned around—it wasn’t very light in there or he would have noticed the alfalfa in my countenance—and he said: “Ever had any experience in the restaurant business?’ “ buy everything at once. Suppose you buy a papier mache cornucopia—you will really need one for getting up a harvest display, or whenever it is desired to suggest the idea of prosperity and plenty; that cornucopia will last for years. And so with posts, arches and scenic decorations. Merchants ought to buy _ their window appliances just as they try to buy the goods that they carry regularly in stock; i. e., they ought to buy advisedly—seeking to get the best—and thus start right in the ac- cumulation of their window equip- ment. If it is well bought and prop- erly cared for it will last indefinitely. Big stores have a special room in which all this window equipment is stored when not in use. All artificial flowers, vines, leaves, sprays, clusters, fruits, etc., are care- fully packed in boxes and labeled so that the contents of the box can be ascertained at a glance. Generally this room is not only a MICHIGAN TRADESMAN store room for window appliances, but it is also a kind of work shop in which the window trimmer builds devices and appliances of his own contriving. It may have a_ work bench, a cabinet for paints and ils, varnishes, etc., and a box or chest for ‘a few simple tools, such as a plane or two, a saw, hatchet, hammer, brace and bits, a few chisels, sand- paper, glue pot and other parapher- nalia that the trimmer may require in working out his designs. A good many merchants, of course, will have no occasion for going into the matter so extensively; but even the small store should have some place where window appliances can be stored when not in use. Other- wise they will be very apt to get broken, misplaced or damaged be- vond the hope of repair. It is wonderful, when you come to think about it, how attractive store windows really are. The interest and variety and charm of the city are, to a very large ex- tent, due to genius of the window trimmer. Walking through the principal shopping sections of the city, and looking at the various windows, has come to be a species of recreation with an increasingly large number of people. - Pull down the blinds and turn out the lights of the metr>politan stores and shops and the city would imme- diately take a dull and uninteresting : look. But the small merchant in the small town or city ought to remem- ber that, if a window trim can at- tract a throng in the big city, where perple are used to seeing scores and hundreds of windows, a really mer- itorious window in the smaller town, where people are not so used to them, should create a sensation. And it will. The fellows in the smaller towns and cities that are getting the busi- ness are the fellows that are getting up the niftiest trims. Overhaul your window fixtures and appliances. If they are old, dingy and dilapidated, buy new ones; if they can be brightened up and repair- ed; fix them up. If you need addi- October 11, 1911 tional appliances, consider the nec- essary outlay as a profitable invest- Equip yourself with the things you really require in order to put on a good trim. And begin with a bang up good ment. fall trim with plenty of autumnal color and sentiment. Chas. L. Philips. ———_».->—___ Knew It Was a Beauty. An officious merchant was show- He had a wonderful flow of language, and was ing a lady some parasols. ever ready to elaborate on the rare qualities of the goods he was show- ing. As he picked up a parasol from the counter and opened it he held it up before the customer and, survey- ing it with admiring glances, said: “Now, there you are! Isn’t it love- ly? And observe the quality and finish of the silk. Look at the gen- eral effect. Pass your hand over the silk and notice how smooth and nice,’ and he gave it to the lady. “Really, now,” he continued, “don’t you think it is a beauty?” “Yes,: said the lady.. “That's my old one; I laid it on the counter here.” Wilmarth Show Case Co. Show Cases And Store Fixtures ‘Take Division St. Car Grand Rapids, Mich. 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 e Louis Hilfer Co., 4 Dock St., Chicago, Ill. 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. na ee i October 11, 1911 PRODUCES A NOVEL EFFECT. Moving Stocks To Different Places in Store. One of the prominent characteris- tics of the great American public is a restless desire for something new. If it is not actually new, then some- thing with at least the appearance of newness. To appreciate this fact and play upon it is one element of successful merchandising. If a new store is opened in the town all the people will go to it at least once, just to satisfy their curi- osity as to its appearance.’ They will imagine the goods are better, the stocks cleaner and the service more satisfactory than in the older store where they have been accustomed to dealing. This may be true, for a new broom sweeps clean. Unfortunately, too, the merchant who has been in busi- ness for years in a certain place has his trade established and believes he has no competition to fear, often be- comes careless as to thorough clean- liness, is not particular to touch up his stocks with the latest novelties and allows himself and his force to become inconsiderate in the matter of courteous attention to customers. These things should not be, but too often they are the case, and only the fact that there is no better place to trade keeps the people from de- serting the store. Then the same spirit of restless desire for newness causes the public to tire of going to the same old ar- rangement of stock and fixtures week in and week out, from year end tv year end. The vision becomes jaded and rests with weariness upon the too familiar sight. It may see a new stock of handkerchiefs or ribbons, but they are in the same place as the old, arranged in the time-honor- ed manner. It may be a fresh sup- ply of breakfast food, but the well- known cartons stare down in brutal familiarity from the accustomed shelf. It may be a late arrival of confectionery, but there it reposes, the same old kinds in the same old jars and dishes, just as it has been welcoming the visitors from the be- ginning of time or at least that is the impression produced upon the min4d of the customer. Now, of course, a reasoning mor- tal would readily figure out that these various items must be simply the re- productions of what has been there before. That the merchant would not give any place to the confec- tions if he never sold them, and that the same is true of the other goods mentioned. But the trouble is too many people are not reasoning be- ings. They have the power, but they do not use it. They allow them- selves to fall into the belief that these are the same old things, and, thinking so, they can not be blamed for not wanting them. They have gotten into the habit of finding them there, and they know before enter- ing the store just what they are go- ing to see. There is no inspiration in this, and no temptation to purchase. The eye MICHIGAN TRADESMAN sweeps the room, observes the accus- tomed tiresomeness of arrangement and does not have to hunt for any- thing. Knowing where everything is and locating each article without any effort of search, creates the impres- sion that the stock is small. Passing from there to another store where there is not nearly so large a dis- play the belief is engendered that the contents of the latter are much more numerous simply because ob- trusive familiarity does not throw everything into the eye at a single glance. It requires searching to dis- cover the whereabouts of certain things, and this, in turn, inspires cu- riosity. Then there is interest and when there is interest the mind is open to receive suggestions which may lead to business. By this chain of reasoning we are brought back to the influence of new- ness—change, if you please to call it and the merchant of practical ideas may turn it to good account. He can not be continually moving about from post to pillar, starting stores in sundry locations, but he can move the contents of his store from pillar to post, and clothe the entire stock in a garment of changed appearance which will be a relief to the eye, and arouse interest. This can not be done every day, but it may be successfully accom- plished four times a year at each suc- cessive season, and there will then be four direct appeals to public cu- riosity, coming so rapidly, one upon the other, that a new one has arrived before the preceding change has lost its novelty. In addition to satisfying the pub- lic desire for variation the opportu nity is thus given, at the same time, for the more prominent display of strictly seasonable goods. Inventories often reveal a number of things which should be reduced in price, placed on the bargain coun- ter, and pushed off into the hands of purchasers with all possible speed. But it is not of bargains we are now talking. It is the ment of stock, staple and seasonable re-arrange- merchandise, as well as shopworn and out-of-season goods which must be haide over to the tender mercy of the clearance sale. In the fall, for example, what is to hinder the bringing into prominence of fall goods? If possible remove the dry goods department to another part of the store from that it has oc- cupied so long, making it change places with groceries, or shoes, or some other department, which, in turn, goes to another aisle or coun- ter. This may seem like a game of Pussy-wants-acorner, but, so be it, the public has a taste for games and will enjoy playing it. The possibilities of the move are not exhausted when the departments have been interchanged. Do not spoil it all by placing the goods of the various stocks in the new locations in precisely the same order as they were in their old quarters. Bring something else to the front. Put the white goods in the relative position formerly occupied by silks or dress goods; put the ribbons where the laces were; move the crackers around to where the tea and coffee canister heretofore rested; let the cutlery ex- change places with jewelry, and so throughout the store. It may take a little time and trouble, but it will be like newly furnishing a room, and, even if the new arrangement is not as pleasing as the old, it will create comment, and will add variety to the displays. 21 Always keep in mind one thing— seasonable goods to the front. Each time the change in arrangement is made the seasonable stocks get great their power is multiplied many times. et prominence and drawing This moving around process also keeps merchant and clerks in closer touch with the contents of stocks as well as their condition. This in it- self is a great gain. The important feature—not to be forgotten—is the effect on the pub- lic, which will be more far-reaching than will appear on the surface. Cus- tomers will not fully realize the change it makes, in the relief it af- fords them, because we are too often ignorant of what really attracts us, although we can tell quickly enough what repels. Electric Power From Wind. There has never been a time when the forces of nature were subjected to such searching scrutiny to determ- ine their availability for the develop- ment of mechanical power as they re- ceive at present. This arises mainly from the progressive use of electricity. Among other things it is believed that the wind can be utilized to a far greater extent than in the past, espe- cially for electric lighting. With this object in view the average state of the wind has been investigated in Eng- land. It is found that for approximate- ly half the time the mean wind veloc- ity is ten miles an hour, and for about one-third of the time fifteen miles. In the winter the average is higher. The great difficulty arises from the calm periods, which may last days, or even a week, but it has been shown that economical lighting plants can be based upon wind power by providing gasoline motors to take up the work whenever the wind fails. IF A CUSTOMER asks for HAND SAPOLIO and you can not supply it, will he not consider you behind the times? 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 Ahern CHC CS a — = = = ~ Review of the Dry Goods Staples. Cotton Goods—The past week has seen a lessened activity, to a certain extent, on many lines of cloth, espe- cially on domestic lines. Buyers are not buying for the future to any ex- tent, and there seems to be good reason for this condition in the fact that the cotton market has not reach- ed a staple price. Sellers are in the market to sell, and are using all in- ducements there are to make buyers take cloth, but buyers are not fully satisfied to lay in any stock as yet. There seems to be a growing impres- ‘sion with many that tariff changes are likely, and many do not care un- der the circumstances to contract for long future delivery. There is still a moderate demand for goods for ex- port, and the amount of cloth sold has reached quite large proportions during the past month. Ginghams—Have been sold in fair quantity by some of the leading houses whose lines of fabrics are re- liable and of the better quality, but it is certain that many have not done as well as they expected on their lines. Some of the houses which have bought ginghams in quantity are like- ly to stand in to lose some money if the feeling which is developing ex- tends to any large degree, for some cloths are likely to be offered at less than the prices now quoted if cot- ton should settle to a low price. One thing which is noticeable is that the converters are doing a fair business in comparison with some other sell- ers. Some of the small converters, however, have not obtained their share of the business. Some prices have already been offered at about lgc off from the prices which were quoted some time ago, but some buy- ers do not know this. Buyers still need goods of many descriptions, but they are buying as necessity de- mands, and are not laying in any stock ahead. This holds true with many retailers in most lines, al- though on some of the fabrics which had attractive prices they have bought a fair stock ahead. | Hosiery and Underwear—This is a between-seasons period in both ho- siery and underwear, although the slow buying of the past produces business now for spring which ought to have been placed weeks ago, and duplicates for fall are being received earlier than usual because the initial spring business ought to have been done long before the present week, but has not been, and the fag end of this trade is now being transact- ed. Fall duplicating is being done on both hosiery and underwear, and in some instances is heavy. The weath- er is not auspicious for fall buying, but a cold snap will hustle it. Not being slaves to the buying habit, buyers have left much to be desired in the way of business in the knit goods market, and there are mills to-day needing business which have in the past made records of be- ing steadily busy, during seasons of depression and slow business. That is, there are mills now curtailing which have in past years been always busy, but this does not prove that the - whole knit goods market is in bad shape, for such is not the case. For instance, a big mill in Massachusetts making women’s and children’s rib- bed underwear is now running on a four-day-a-week schedule. This is looked upon as one of the most suc- cessful ad well-managed _ knitting mills in the country and its running on a little better than a 50 per cent. basis now might be construed as in- dicative of less than a 50 per cent. business in the general market, but this does aot follow. Certainly. busi- ness is on a much better than 50 per cent. basis, for this mill makes goods and sells through two jobbing hous- es only, that is, these two jobbing houses take all of the mill’s product. The mill has poor distribution in con- fining its lines to these two houses, as the preseat time proves, and it is a safe assertion that the whole trou- ble here lies in too restricted a dis- tribution, taking into account the fact that a near-by mill, not making as high-class or fine a line, sells to practically every jobber of knit goods in the country. . Its product is much more competitive, and is in good shape so far as the volume of busi- ness booked for the fall and spring seasons are concerned. Linens — The linen markets have been marked by a much. greater breadth and a larger measure of con- fidence in the holding up of prices. For the last month or so buyers have been holding off, claiming that the prices asked were too high, and ex- pecting them to come down, but they have evidently gotten over this idea as indicated by the buying of last week, which has been’ very steady both in spot and future or- ders. It is becoming more and more evident weekly that retail stocks are at a very low point, and it would seem that retailers are beginning to realize this fact. They are now buy- ing household linens steadily to meet the coming Thanksgiving trade. Buy- ers have exhausted the supplies of the lower and medium grades of damasks and the finer grades are al- so in rather short supply. Border- ed linens, to judge from results up to date, are proving one of the larg- est sellers in the market. These, lin- ens were put on the market as a nov- elty in dress linens, and manufactur- ers of spring and summer costumes and even cutters-up are anxiously trving to secure immediate delivery to meet their advanced orders. They are finding it rather difficult, how- ever, for the demand of crashes ana dress linens is much larger than was expected, in fact, it would not be sur- prising if spring, 1912, orders broke all previous records. For the time being, the finer grades of dress linens are selling best, presumably because jobbers are finding it very difficult to secure the lower grades. _ 2... —— Fall Collars. A large variety of collars is being shown for fall. While the newer models do not show the regulation sailor collar, many are made with the new shaped sailor, which almost reaches to the waist line, but is con- siderably narrower than the old style. Large, round collars and pointed collars are also much in evi- dence. Hoods and hood effects are meet- ing with considerable success. Some of the coats have the collars made so as to have an adjustable hood which can be used to cover.the head, when desired. When unbuttoned it forms a sailor collar. Double collars, consisting of a deep cape collar coming over the shoul- ders and a small turndown collar, us- ually of another material, are also seen in the lines. While the majori- ty of coats have the turndown col- lar, a few are made with the stand- ing military collar. —_t+»____ A little miss of 5 years who had been allowed to stay up for an eve- ning party was told about 8:30 to go to bed. Very, very slowly she mov- ed toward the stair. An aunt, see- ing her reluctance, asked: “Helen, can I do anything for you to help your” “No,” replied Helen, “1 will get there altogether too soon as it is.” October 11, 1911 Pony Coats. For popular priced garments it is dificult to find any fur which will meet all the requirements necessary For this rea- son pony skins are again being ex- tensively used. The natural pony is sharing the favor of the dyed variety, and when combined with nutria or beaver trimmings makes a good look- ing coat for a small price. It is well to mention in this con- nection that the real Russian pony coats are the kind mostly used, as the calkskin does not find ready sale, now that the best grade of pony has dropped to reasonable prices. ———_ > ——___ Japanese Silk Plant in Seattle. Japanese capitalists will build a big raw silk manufacturing plant in Seat- tle, half of the $1,000,000 capital be- ing subscribed by silk producers in the famous Fukushima Province of Japan and the remainder being tak- en by capitalists interested in the industry. The company will be known as the Fukushima Raw Silk Manufacturing Co. *Yenaski Naba- tame, who interested Japanese silk producers in the project has spent thirty years in the United States and is in close touch with the silk mer- chants of this country. —_~+--2_____ The thing that stands in the way of the advancement 2f ‘too many men is that they only think that they are thinking. When you are working your mind, you must get right down to it. so well as pony skin. Trimmed. and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Exclusively Wholesale LEGGINGS Sta-dry Here is something new in the legging line and it is our opinion that the special features are of real value to wearers of this item. Prices are no higher than the old style. various kinds and grades for men, boys, ladies and misses wear. Ask one of our representatives. Grand Rapids Dry Goods Co. = Grand Rapids, Mich. We close Saturdays at one o'clock Fit-rite Sta-up Our line comprises October 11, 1911 Attitude of the Retail Dry Goods Dealer. Much has been said during the past few months regarding the gen- eral business situation in dry goods. Possibly, certain buyers have made conditions appear much worse than they actually were, so far as sales were concerned. It is certain that many of the retailers have been do- ing a healthy business during all these hard times which have been experienced by the jobbing and man- ufacturing trades. In the past con- ditions were such that merchants came to the market and bought cer- tain stocks of goods, the amount of the goods being determined, to a large extent, by the feeling of the merchants, and this feeling was im- bibed not from the actual conditions . taking place, but to a large extent from the selling houses. In this manner it was customary for the retailers to buy larger stocks of goods than they actually needed. Conditions have changed to-day, so that the merchant buys in_ small quantities and is not overstocked, and if he does not sell the small amount of goods which he purchases, he buys no more until he sells what he has. This condition may not have appear- ed very prominent to many people, but it is a fact, nevertheless, and is the nearest approach to the cash way of doing business which retailers have ever adopted. Tt is certain that conditions have changed to a_ large extent. Mer- chants are more conversant with the actual and general business condi- tions and the whole attitude is such that trade seems to have taken a new start and the business done is ap- proaching more nearly a regular and staple trade rather than a business gamble which has surely been in evi- dence in some of the past years. There is a certain ratio of increase whieh industries will endure, but when this point has been exceeded, it is certain that conidtions will re- sult in which sales will not be so large. Retailers have been surely in a better position, as far as sales go, than either mills or jobbing houses, but there is another condition in which retailers have practically un- limited power, and it is that regard- ing the prices at which goods sell. Many retailers are in the habit of selling cloths at the highest prices which consumers will pay, and this condition has resulted in the present prices. Costs seem to affect the re- tailer’s price very little, for when job- bers and manufacturers sell cloth at reduced prices, as is being done at present, retailers are not in the habit of reducing their prices to any ex- tent. Jobbers have figured on many of the prices which are being offered to-day that the retailer will make about 33 per cent. and sell cloth at reduced prices from what he _ did formerly, but in the majority of cas- es, the retailer will never do this, and the reason is that his trade has been educated up to certain prices for certain lines of cloth, and to reduce prices on one or two lines would be to make his other lines appear high. MICHIGAN TRADESMAN Therefore, to keep his prices all in accord, he will sell the cloths at the rates which he formerly received for them, and the cost at which he gets them cuts no figure with him. The retailer may argue that if prices go up he can only obtain his regular price, but even under this condition, with the highest prices he ever paid for cloth, he secures, as a general thing, a high profit on the article, while if prices go down, it means just so much more to him. Many writers are to-day arguing that the retailer’s prices will be lower, because manu- facturers and other sellers have been forced to make lower rates, but this has never held true in the past, and is unlikely to result at the present time.—Wool and Cotton Reporter. ——~++.—_— Ingrain Still the Leader in Fiber Car- pets. The steadily increasing demand for carpets causes dealers in merchan- dise of this kind to look for a large volume of business during the fall and winter. Rugs and art squares are at their strongest in the spring, being looked upon as more particu- larly a warm weather floor cover- ing; but even in that particular, car- pets have been making inroads into rug popularity during the last two years. The unprejudiced person, fol- lowing the tread of events, can not fail to be impressed by the growing call for carpets. From a double point of view, therefore, it is found desirable to persuade the customer to take the offerd. A sale thus made is not only more satisfactory to the merchant, in that he has sold that with which no fault is expected to be found, but it is more remunerative as well. The parlor carpet is expected to do service for years. When it has been sold and laid, it should be of such grade and in such pattern as will guarantee service to the buyer; none the less should it represent a satisfactory sale and a_ reasonably gcod profit for the merchant who has handled the goods. So far as fiber carpets are con- cerned, ingrain is still the leader. Of moderate price it has always been much favored and is still strong, par- ticularly throughout the rural. sec- tions. Velvets, too, are selling well, although higher in prices than the first above mentioned. For hall- and stair carpets, velvet and body Brus- sels always get a large share of at- tention. Body Brussels is one of the best wearing carpets made and has middle or moderately-priced circles. As both Oriental and floral de- signs are offered, the choice must de- pend largely upon the character of the trade. Some of the keen observ- ers have lately noted a sharp drift toward the floral patterns. Orientals are the more brilliant, and it is reai- ly surprising, therfore, to note at this time, when tastes generally are tending to extremes, the preference exhibited for those quieter and less striking designs. Like everything else, however, the public tires in the steady use of one thing and after awhile drifts into other channels. Whether or not this means a still greater popularity for the floral patterns is hard to 4deter- mine and for the present must re- main a matter of conjecture only. ——_22.s___ The “New Thought” in Business. There are among business men those who still move along in their particular fields of industry like so many cogs in a wheel. They have little ambition and still less pride in their work. Beyond the dollar they do not see. No conception is had of the magnitude of the field in which they are laboring, nor of the wide influence it may have upon the de- velopment of civilization. And we find men of this character in every kind of business, not even except- ing the preaching of the gospel. Material gain is the all-absorbing theme. Yet some of these achieve financial success, probably because of favorable circumstances, although lit- tle substantial service is rendered either to the industry in which such success is gained, or to society. Merchants everywhere are begin- ning to take note of the relation of their business to civilization and to progress. No better illustration of this fact is found than in the hearty support accorded the Tradesman in all parts of the country. An ill-print- ed and poorly edited bulletin will no longer suffice as the spokesman for merchants. What is wanted - is a magazine measuring up to the im- portance of the business as related to ‘men and affairs, edited with all the care required i nproducing the standard magazines of to-day. The Tradesman has opened up the way for a new ideal in trade journalism, and the business man with breadth of view and an appreciation of high standards is demanding that his trade magazine shall be the equal of the best publications, no matter how broad their fields. This all tends toward a more cul- tured atmosphere in business circles. More and more men are becoming deeply interested in what they are doing rather than in what they are accumulating. While the financial end of the business should receive proper attention, the business man of the future will be more than a mere gatherer of dollars. He will be an intensive student, filled with an ambition to discover new methods and new devices through which greater opportunities will come for the development of trade and com- merce. This will not come primarily from a love of personal gain, but rather from the natural student’s love of research and investigation. The purpose of the Tradesman has been to encourage the men who are doing things in the mercantile field, to stimulate the trade as a whole, and to carry into non-progressive communities the message of “a better way.’ That it has met with such marked success is evidence of the encouraging upward trend and the splendid progress made in recent years in the business world. ———_ >> —____ The day for work; the evening for review, resolve and rest; the night for slumber and renewal. Boom Your October Sales OUR LEADERS WILL HELP YOU DO IT _ Our “BARGAIN BULLETIN,” just off the press, lists a great many leaders in seasonable merchandise, viz: Sweater Coats Underwear Hosiery Knit Goods, Etc. the surplus stock of a num- ber of Eastern manufacturers, purchased by us for “SPOT CASH,” thus enabling us to give the trade greater value than ever. Write us at once and our Bargain Bulletins will be mailed to you free. “We ship goods on approval.” Eisinger, Dessauer & Co. Wholesale Dry Goods 114 South Market Street, Chicago (When writing please mention Michigan Tradesman) Wholesale Dry Goods We Are Now Showing An up-to-date line of JEWELRY Collar Buttons Cuff Buttons Bracelets Necklaces Watches Jewel Cases Breast Pins Beauty Pins Scarf Pins Veil Pins Belt Pins Fobs, Etc. Our salesmen will show you the line PAUL STEKETEE & SONS 3 ' Grand Rapids, Mich. MICHIGAN TRADESMAN October 11, 1911 THE WORLD’S FOOD. Factory Products Meet All Human Requirements. The less than one thousand people who made up the population of Pitts- burgh in 1786 and who were charged .with supplying food to the town and surrounding country had a more dif- ficult problem to solve than is met with comparative ease and economy by the Pittsburgh of to-day with 533,- 000 inhabitants; being also a distrib- uting center for a densely populated surrounding country. In the earlier period steam, elec- tricity, cheap transportation, machin- ery were not available in the culti- vation of the land, production and distribution of food. Supplies, unless obtained in the immediate vicinity, had to be carried by team from the seaboard. The dealer in imported products—the sugar, tea, coffee, spic- es and other articles of foreign pro- duction—went to market once or twice a year for such articles. The farmer grew the grain and the near- by old-fashioned grist mill, by the river side, or close to the creek, shel- tered by plumed elms, ground by means of burr stones the delicious nutty flour and fine bolted meal need- ed for the settlement. We imagine its product had a finer flavor than the grist from the huge roller mill of to- day. Home-made bread in those earlier days was the pride of the housewife, as were the jams, jellies, pickles and catsup that occupied the broad shelves of the storeroom. The. but- ter and cheese were either home- made or the product of a_ nearby dairy. The trifty women of early Pittsburg were noted for skill in the art of cookery and knew all about delicate feasting, for, besides experi- ence, they kept on their book shelf such volumes as “The Art of Cook- ery,’ by Mrs. Glasse, the first edi- tion of which was born about the date on which the Gazette made its advent. As one turns the pages of such a musty book he finds a desire filling his mind for the return of “ye olde- fashioned” dishes, but thankful that the dinner of the well-ordered house- hold of 1911, while no richer in the supply of palate tickling dishes lacks that prodigal or lavish provision which the colonists regarded essen- tial to a social dinner. Thus we find about the date the Gazette Times began its_ career Washington presided at a dinner at Mt. Vernon, where first came soup, followed by fish, roasted and boiled; then meats, salmon, fowls, etc. The dessert was apple pies, pudding, etc., after which ice creams, jellies, etc., were served and then watermelons, musk melons, apples, peaches, nuts. Wine was included in the menu aad the feast was crowned with coffee. Rich indeed were the tables of ‘the well-to-do early settlers. There was plenty of game and those who lived by the seashore had an abundant sup- ply of fish. Instead of paying $75 to $100 for one dozen terrapin of $1 for a roe shad they had only to send a slave or servant to the Chesapeake or some great stream to have with- out cost what to-day are the costliest of foods. There is quite as great a supply of fish now as in the olden time, but then there were less than 4,000,000 people to be fed, while now 90,000,000 desire terrapin, oysters and the delicacies of the sea. The de- mand is more closely adjusted to supply, which in many instances is inadequate, as lobsters at 30 to 40 cents the pound proves. Hard Work of Housewives. The generous dietary of the early period made life hard work for house- keepers, whose social standing rested in a great measure upon their knowl- edge of domestic economy and skill in the art of cooking. The nabobs of Colonial times demanded much of overwork. They don’t do it now. The spinning wheel has taken a back seat with the stage coach, and _ the back yard bake oven is rapidly fol- lowing them into oblivion. The wom- en of to-day realize that it does not pay to shorten their lives and sour their tempers over a red hot oven and an obstinate batch of dough.” The Passing of Drudgery. In that paragraph is the explana- tion of the great change that has been wrought in the food _ supply. Quietly, almost imperceptibly, the evolution of the food supply has pro- gressed until a revolution has been accomplished that has made drudg- ery as applied to modern housekeep- ing a misnomer. The progress of the work was hin- - Frank N. Barrett their wives, for good living was their creed. One has only to visit the few sur- viving homesteads of the eighteenth century to be impressed with the provision made for supplying food for the proprietor and retainers, oft- en numbering many hundreds. The mill, the smoke house, the orchard, gardens, cellar; store house, were all on a liberal scale, for supplies had to be in readiness for six months or a year ahead. And all this imposed in- creased labor and care. It was the great baker of modern Pittsburgh, S. S. Marvin, who used to furnish bread to half a million peo- ple, who said, “The world’s changing, you see. People are learning lessons from the birds and are enjoying life more and starving less each year. The women broke themselves down at middle life, in the olden time, by dered by prejudice and pride, for the old-time housekeepers were elaous of the factory, believing that food prepared in such a place was un- wholesome and that its sanitary co:- cition and that of its workers were such as to make it impossible to pre- pare foods ready or almost ready to be served at table comparable with home-made products. This feeling was natural and it had foundation, for some proprietors of food manu- facturing plants used to be careless or indifferent as to the quality of raw materials and methods of handling, preparing and preserving. This old- time prejudice has almost disappear- ed, for the huge modern kitchen where absolute cleanliness rules and where scientific and experienced chefs preside has won the victory it deserves. Open To Inspection. The two great factors to dispel prejudice was the open factory door, the key to public confidence and pub- licity. The factory says, “Come, and Evidence Is what the man from Mis- souri wanted when he said *SHOW ME.’’ He was just like the grocer who buys flour—only the gro- 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 abott “Purity Patent’’ Made by Grand Rapids Grain & Milling Co. 194 Canal St., Grand Rapids. Mich Just as Sure as the Sun eos “€s RESCENT Weer: Makes the best Bread and Pastry This is the reason why this brand of flour wins sutcess for every dealer who recommends te Not only can you hold the old customers in line, but you can add new trade with Crescent J uCohv a aeRO SCCMRONeL OND OT MR a -tetet en The quality is splendid, it is always uniform, and each pur- chaser is protected by that iron clad guarantee of absolute satis- faction. Make Crescent Flour one of your trade puliers—recommend it to your discriminating cus- Voigt AT Tite Co. Grand Rapids atta i 11 el )- id October 11, 1911 see, and test; we seek quality not only in materials, but labor.” No better illustration of the truth stated can be had than right in the city of Pittsburgh, in that great mod- ern food factory that sends its prod- ucts all over the civilized world until its name and its tradesmarks are household words. Space between the factory and the home has well nigh been obliterated because transporta- tion is so cheap that consumers 1,000 miles or more away can buy at as low cost as those resident in Pitts- burgh. Before dwelling on the relation of the factory to the home, so far as most products are concerned, it will be well to consider changes wrought in the great staples. Take, first, the most important, that of flour and its manipulation. No longer does the wheat grower take the wheat to the nearest mill to be made into flour, but sells the grain in the nearest market, from which it goes to some larger milling center such as Minneapolis. In all there are twenty-five to thirty cities with mod- ern flour mills with a capacity of grinding 45,000,000 barrels of flour a year. And the marvel is that so per- fect is the system that the mill is satisfied if its balance sheet shows it has made five cents on every barrel milled. Let those think over the fact who hurl anathemas of the exactions of concentrated capital, commonly called trusts. ; Flour and Bread. The old method of milling has giv- en way to a process of reduction by means of rollers, whereby there is no waste and the flour is rich in au- tritive qualities and of a color that produces the white bread sociey de- mands. Follow the flour into that wonderful bakery in Pittsburgh and note that the human hand or foot is eliminated in breadmaking. Our grandmothers from 1786 and until recent years kneaded the dough and manipulated the loaves by hand, or the old time baker tramped the dough with his feet. To-day the dough is mixed in oak tubs that move on swivel wheels that carry it under a set of revolving steel knives which work the dough. When ready it is conveyed to a machine which moulds a number of loaves by the operator simply pressing a lever. These loaves, all weighing the same, are placed on a canvas belt and carried to a large reel oven—an immense wheel with movable shelves that revolves over a fire beneath. The same sort of an oven is used to bake crackers. The up-to-date baker wraps the bread in paraffine paper so that it may reach the home in perfect condition, with- out exposure to dust, dirt or atmos- pheric influence. The housekeeper can not bake bread so uniformly good and at as low cost as the modern bakery. The Modern Leavener. In this connection another great force in the evolution of the food supply demands attention. It is one of those “big little things’ that change conditions and help along revolution. It is called a leavener and is commonly known as baking MICHIGAN TRADESMAN powder, an article that has improved the dietary of a nation and done more than any other agent to dis- prove the old-time charge that the United States was a nation of dys- eptics. Heavy hot breads, pancakes and dumplings did and always will injure the physical condition of the people. It is only about fifty years ago that the trade in liquid yeast disappeared and baking powder was substituted, to be followed later by cakes of dry yeast and the universally used little cube of compressed yeast. Formerly the housewife used saleratus, bi-car- bonate of soda and cream of tartar for leavening. These articles were adulterated and, being used careless- ly, there resulted yellow pancakes and jaundiced biscuits. An Indiana druggist conceived the idea of tak- ing pure bi-carbonate of soda and cream of tartar and mixing them in proper proportions with a neutral filler such as rice or potato starch, in a scientific way so that there would be no variation in its leavening pow- er. This was put into tin cans. He gave the preparation a name and at once it came into general use, and there is no longer lamentation heard all over the land because of failure in baking. We now have phosphate baking powder; others containing alum and a number of meritorious brands of cake and compressed yeast Sugar Then and Now. Sugar looms up as the other univer- sally used food. In 1786 it cost more a pound to refine sugar than it costs to-day for one pound of granulated sugar. Up to the time of the Civil War nearly all the sugar raised and imported was consumed in a raw state. It came from the West Indies in huge and unwieldy hogsheads and boxes and from other parts of the world in tierces, bags and mats. It was dirty, of poor color and general- lv had to be ground by the store- keeper before it was offered to con- sumers. The object of refining is to cleanse or purify the sugar and rid it of ani- malcule. The molasses must be ex- tracted and the sugar made chemi- cally pure. -The principle upon which refining is based is that increased purity is obtained when a substance is crystallized out of a solution; as the process is repeated a higher de- gree of purity is obtained and, save a small content of water, it is chemi- cally pure. Formerly raw sugar made the bulk of the supply; then consum- ers began to use refined more free- ly, until 60 per cent. of the quantity used was hard sugar, 40 per cent. soft. Later and now 80 to 90 per cent. of the sugar used is granulated. Changes in Sugar Refining. Four great changes cheapened the refining process, bringing its cost from 4 cents or more the pound in 1860 to one-half to five-eighths of a cent in 1911. The first radical change was the use of steam for heating; the second the introduction and gen- eral use of the vacuum pan for boil- ing the sugar at a low degree of heat and to save fuel; third, the use of bone black or animal charcoal in the filters; fourth, and probably the most far-reaching in reducing cost, the centrifugal machine which reduc- ed the time for refining from two weeks to twenty-four hours. This last change forced the remod- eling of all existing refineries. And it came about by accident. William Moller, an old-time and noted sugar refiner, in visiting a laundry in New- burg, N. Y., noted the wringing of clcthes in a centrifugal machine, which is a double cylinder, the inside one with sieve-like sides. As the machine revolved it threw the clothes against the side, purging them of wa- ter. Mr. Moller argued that if it did that it ought to purge sugar of molasses. After several trials he suc- ceeded in building one strong enough to withstand the pressure, and forced a revolution in refining sugar. Coffee and tea were commonly used in 1786. The former came from the East Indies, the latter from China, and always in sailing vessels. The long passage through the _ tropics Buckwheat any to offer. We are in the market for 20,000 bushels of new buckwheat and can use in car lots or bag lots. fail to write or phone if you have Highest price paid at all times. Don’t Watson-Higgings Milling Co. Grand Rapids, Mich. Wholesale Grocers Send us your orders for eresota, Aristos Fanchon Barlow’s Best Flour We believe it’s a good time to buy _ Judson Grocer Co. Grand Rapids, Mich. MICHIGAN TRADESMAN October 11, 1911 aged the coffee beans, while the Sweating in the hold of the ship gave a brown tinge to the coffee, and thus Old Government Java was the prime favorite. To-day 80 per cent. of the coffee supply is grown in Brazil; less than 2 per cent. comes from the East Indies. It is transported in steam- ers, and thus is lost the advantage which a long passage gave to coffee, the flavor of which improves with age. To Pittsburgh belongs the credit of introducing package coffee, after coating the beans with a preparation which saves flavor and acts as a clar- ifying agent. The discovery made its originators worth millions, and gave to them the first place in the coffee trade of the world. Tea in the early period came from China and was poor in quality and yet its consumption up to 1850 was larger per capita than it has been in recent years. Now the supply comes from Japan, which last year furnish- ed 43 per cent., China 32%4 per cent. and the new tea fields of India and Ceylon 24!4 per cent. of the imports. It was not until 1848 that Japan open- ed its ports to the world and not ua- til 1856 that Japan sent 2,000 pounds to the United States, while the im- port has averaged 46,000,000 pounds annually for the last three fiscal years. In 1786 inferior and adulterated tea was common. To-day every pound imported is wholesome by reason of the United States law which requires the inspection of imports. The Universal Package. Allusion was made to the introduc- tion of package coffee by a Pitts- burgh firm and of baking powder in tin cans by an Indiana druggist. These and other early instances of putting food products in packages marked the beginning of a new era that has displaced almost entirely the sale of food products in bulk. It is the reign of package and proprietary goods, for which publicity is relied upon to create demand. While their cost to the consumer is greater the convenience of the package and its insurance against short weight, dust, dirt, insect pests, atmospheric chang- es, etc., causes the people willingly to pay the higher price. The distrib- utor saves time, trouble and expenses in the distribution of foods in pack- ages. As an example, take oat meal, two pounds of which can be purchased in bulk for 7 cents, while a two-pound carton of the same costs 12 to 14 cents. The buyer in ninety-nine cas- es out of 100 will pay the higher cost for the reasons assigned; the dealer avoids weighing and wrapping and risk of spoilage. Most of the dried fruit so commonly used is now grown and cured in this country, which no longer needs the raisins or prunes of Europe. We still rely on Greece for currants and Italy for citron, but look to California for rais- ins, prunes, apricots, peaches, orang- es, lemons and many other products unknown to our markets fifty years back. To-day many of these prod- ucts are sold in packages. One pound of seeded raisins can be bought for a dime or thereabouts. Means Work for Many. What it means to the people is in- dicated by the fact that to produce that package and its contents gave employment for some one in each year of the following stages: Cultivation and producing. Picking and caring. Cleaning and preparing for ma- chine. Making the machines. Operators for the machines. Making wood pulp. Making paper cartons. Designer for label or carton. Engraver for making the plate. Printers in colors. Makers of colors. Lumber workers. Box makers. Raisin packers, Transportation. Insurance. Brokers’ fees, jobbers’ profit and retailers’ profit. A comparison of the methods in- volved in the food production during the past forty years, with previous periods shows that the elimination of waste has been one of the greatest factors in increasing the variety and quality of food products and in re- ducing cost. At the close of the eighteenth and during more than half of the nineteenth century waste seems to have been inevitable. As an illustration we have only to recall the housewife’s preparation for the winter’s supply of meats, fish, preserved fruits and vegetables to real- ize the wonderful changes wrought and which have improved not only the dietary of the people of the “Unit- ed States, but of the countries of the world. Formerly dressed hogs were ob- tained and the housekeepers used spare ribs, made sausage, head cheese, pickled hams and shoulders. It demanded hard labor to make these things; to hang the spare ribs in the garret, to be kept in condition by the cold and ready for use as wanted. The blood, entrails, bones and hair were wasted. And so it was with the steers until Chicago led the way in the slaughter of cattle, hogs and sheep, utilizing every particle of the animal but the squeal of the hog, the bellow of the steer, the bleat of the lamb. And here steam and ma- chinery comes into play so that a steer or hog is slaughtered and _ in less time than it takes to write this paragraph the animals have been kill- ed, dressed and the carcasses sent in- to cold storage. The saving of the bones, blood, hair and entrails means lower cost for edible portions, which are sent to the ends of the earth in refrigerator cars and steamers and scores of by-products manufactured, the list of which would fill half a col- umn of the Gazette Times. In the stockyards one firm has kitchens with white enameled walls and appliances, with floors and clos- ets subject to close sanitary inspec- tion. The workers’ hands are exam- ined and treated by a manicurist. This plant covers ten acres; its buildings a floor space of fifty acres. On its A Merchant Asked His Customers whether they would rather have a monthly statement or a statement in full after each purchase, as given by ».MCCAS eMLASK More than 75 per cent of his customers voted in favor of The McCaskey System. This merchant, Mr. O. Zimmerman, of Jamestown, North Dakota, writes: With Only Th One Writing pod of Drudgery “Desiring to learn the wishes of my customers in regard to a system to handle their credit accounts, I submitted to them a choice between a monthly itemized statement fur- nished with each purchase, the latter being the principle of The McCaskey System. At the close of the experiment, I am glad to say that a large majority of my five hundred customers expressed themselves in favor of The McCaskey System which entirely eliminates disputes and improves our collections, enabling us to do a more careful credit business.” There are more than 70,000 McCaskey Systems in use in the United States alone. When will you join the army of McCaskey users? MAY WE SEND YOU INFORMATION ABSOLUTELY FREE? A postal card will bring it. McCaskey Systems for years have sold from $35.00 and upwards, according to type and size. The McCaskey Register Co. ALLIANCE, OHIO Branches: New York, Boston, Washington, Pittsburg, Chicago, At- lanta, Memphis, Minneapolis, Kansas City, San Francisco. Canada—Dominion Register Co., Ltd., Toronto. England—Dominion Register Co., Ltd., Manchester. Australia—New Zealand. THE LARGEST MANUFACTURERS OF CARBON COATED SALESBOOKS IN THE WORLD October 11, 1911 floor 300 cattle can be cut every hour. Its prepared foods require 10,000,000 tin cans every month. In Cans and Bottles. A -mention of a few of the prod- ucts prepared in one of these slaugh- ter house kitchens indicates how the factory has come to be the saviour of women, no longer forced to toil and labor incessantly to provide a variety for the family. The list includes: Corned beef, Deviled ham, Roast beef, Soups, Dried beef, Extract of beef, ' Sliced bacon, Preserved fruits, Veal loaf, Jam, Ham loaf, Pork and beans, Vienna sausage, Chili con carne. Boneless chicken, Mince meat, Salad dressing, Plum pudding, Jelly, Pickles, Ox tongue, Olives, Lunch tongue, Tomato catsup, Corned beef hash, Chili sauce, Chicken tamale, Fruit butter, Potted ham, Condensed milk. Very many of the above articles are sold all over the land for one dime, each tin holding a portion for three to five persons. The good housewife has enly to warm and serve such things as are eaten hot, but most of the things mentioned are served cold and thus going to mar- ket, preparing the articles at home, time and expense of cooking and waste are saved and a true economy practiced. The first course at dinner, soup, can be had of splendid quality, pre- pared in a factory kitchen far clean- er than the average home kitchen and enough for a family of five at a cost of a dime, or three tins for 25 cents. Large tins cost 20 to 30 cents. One firm distributes 25,000,000 tins of such soup every year, embracing twenty- one kinds. Confidence in the Factory. Another firm puts up and markets 18,000,000 packages of condensed mince meat every season. Had your grandmother been told that she could use a package of mince meat, instead of spending days in preparing a sup- ply, she would have felt insulted, for her skill as a cook and her reputation as a fine housekeeper were challang- ed “by a dirty factory where refuse was used and cooked by unskilled workers.” To-day she has confidence that the factory kitchen is a model, that trained cooks and scientific cook- ing can be trusted to turn out day after day food of uniform quality and fit for a king’s table. No longer does the farmer make butter and cheese, for the nearby creamery takes the milk and makes both articles so that the average quality of the product is higher than when every farm had a dairy. When fresh fruits and vegetables are properly cooked and placed in the right sort of a package and her- metically sealed, all perishable prod- ucts are available in any part of the world every day in the year. The modern art of preservation is based en the application of heat to a de- gree which sterilizes the contents, thus killing the germs or _ spores which produce fermentation. Pound for pound there is far less danger in food so preserved than in the same quality as ordinarily obtained in fresh condition in the open market. All Foods in All Seasons. Canned foods include about every sort of perishable product, are safe and more economical than the same articles used in a fresh condition. It may be conceded that flavor is to a greater or less extent impaired, but that is offset by all foods being at command at all times in a sound and palatable condition. One example will suffice to demonstrate the differ- ence between raw and prepared food: Tf Pittsburgh and the epicures of the East End have an appetite for fresh peas during the fall, winter or early spring they send South for peas that are picked, packed into crates and after two or three days stowed in the hold of a steamer which in three or four days more lands them in Baltimore or Philadelphia, where they are docked, stored and sold by a commission merchant and sent by rail to the buyer in Pittsburgh, a week or ten days after picked from the vine. When they are shelled thev are not uniform in size, flavor or tex- ture and are costly. The epicure real- izes this and instead sends to a first- class grocer and for 12 to 15 cents secures a tin of peas uniform in size, color, texture and of a flavor close to peas fresh from the garden and costing one-third the price of a like quantity of fresh peas. That it can be done, and accomplished with such speed and at so low a cost is a mira- cle. Literally peas of the best brands reach the consumer without their ever having been touched by a human hand. How it is done is character- istic of the manner in which most all canned fruits and vegetables are grown and preserved in tin cans. Garden To Table, Untouched. The grower sows the peas with a drill; when ripe the vines are mow- ed, taken at once to the factory, in- spected, pitched into a viner, a box- like machine with canvas belts and beaters which break the pods, releas- ing the peas, which are discharged at MICHIGAN TRADESMAN _diums that can be had. its base, while the vines go out at the top, to be taken away for fertiliz- ing. The peas are taken to a cylin- _der and sprayed to remove the slimy liquor, then placed in a cleaning ma- chine, from which they are sent by a conveyor and deposited in a revolv: ing cylinder from which they come graded into five or six sizes. Next they pass through a cleaning ma- chine, from which they fall upon a broad grooved rubber belt, on each side of which girls watch and pick out any broken or yellow peas. They are then blanched in a machine, after which they are passed to the fillers and put automatically into the tins, which are capped and sent to the re- tort room, cooked, run through a ca- nal of cold water. In two and one- half hours from the time the vines were cut the peas are ready to be sent all over the world, practically fresh from the farm, perfectly cook- ed, sweet and tender. And they cost the’ consumer from 8 to 20 cents the tin. In 1786 to 1866 the housekeeper had only dried peas, tough and flav- orless. Better Food Cheaper. It is within forty years that the waste of cotton fields, the seed, has been made to give the world a val- uable oil, one of the best frying me- Scores. of other products are made from it. An- other new product about 30 years old is glucose, used extensively by the candy makers, preservers and brew- ers. Mixed with sugar cane syrup it is sold under proprietary brands. Here, however, our grandmothers had the advantage, for they had a liberal supply of maple syrup at low cost and could make pure sugar syr- up by meiting deliciously flavored cane sugar. Now maple sugar syrup is scarce and expensive. Science, steam, machinery, are now applied to the cultivation of food products and their preparation, under exacting sanitary control, so that the world is better fed at lower cost than ever in its history. State and Nation- al pure food laws guard the supply 27 so that unwholesome foods have passed away and adulterated articles either forbidden sale or sold for what they are. Thus does progress pro- vide abundantly, adding to the com- fort of humanity and enforcing econ- omy and right living —Frank N. Bar- rett in Pittsburgh Gazette-Times. ——_2.- 2 The Wicked Majority. “Success in aeronautics, as in most things,” said a prominent aeronaut, “Gs achieved by patience and faith in one’s self. Pessimists, like my friend’s new gardener on Long Is- land, would not accomplish much in work like mine.” This man was rak- ing leaves off the lawn one fall dav when a neighbor, passing by, enquir- ed of him: “Where’s the gardener who used to work here?” “Dead, sir,” was the reply. “Dead,” said the astonished neigh- bor. Then, musing, he added: “Join- ed the great majority, eh?” “Oh, sir,” the gardener interrupted in a shocked voice, “I wouldn’t like to say that. He was a good enough man as far as I know.” ——>+.—_____ Good Quality. When Mark Twain went to Wash- ington to try to get a decent copy- right law passed, a_ representative took him out to Chevy Chase. Mark Twain refused to play golf himself, but he consented to walk over the course and watch the repre- sentative’s strokes. The representa- tive was rather a duffer. Teeing off, he sent clouds of earth flying in all directions. Then, to hide his confu- sion, he said to his guest: “What do you think of our links here, Mr. Clemens?” “Best I ever tasted,” said Twain, as he wiped the dirt from his lips with his handkerchief. —_+++—___ The art of taking hold of things is excellent. But better by far is the knack of letting go of every- thing that would annoy and _ harass. Let it all go; nothing will give the world a brighter look. REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES AN HONEST PRODUCT AT AN HONEST PRICE Fire Resisting 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 Ready and Anxious to Serve You Reynolds Slate Shingles After Five Years Wear Manufactured by H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. WRITE US FOR AGENCY PROPOSITION Wood Shingles After Five Years Wear ESTABLISHED 1868 He ASSES ian Seer ee Reg sy i — oe i "Sg ge CGF : te : , We ue H Vy ) ' 'WomansiworxD | | § ‘O VSiWORED f ¢ ‘=. eS betel Taking a Mean Advantage of a Hus- band. Written for the Tradesman. When I see any woman ill-treated, misused and downtrodden, I am ready to dip my pen in vitriol and go after the foul fiends who are abusing her. Naturally, I have a little pride of sex and when I get to digging down for the ultimate cause of some grievous wrong or iniquity, I take a pardonable pleas- ure when I am able to show that the cause in any particular instance is MAN. I am ever ready to uphold the innate nobility of womankind. Nevertheless, I aim to wield an impartial cudgel, so when I see some defenseless male sorely buffeted in the conflict of life—and especially when I see one being done to death or all but done to death by her who should be his helpmate and consol- er—manifestly it is my bounden duty to leave off for a little time uphold- ing the nobility of womankind ani fly to the rescue of the helpless man. Just now I have in mind a neigh-. bor of mine, poor Mr. H. I always think of Mr. H. with poor or some other adjective of |commiseration prefixed to his name. Mr. H. is a clergyman. Some years ago he got an affection of the throat that com- pelled him to retire from the active ministry. He went into the real es- tate business and ncw preaches only semi-occasionally. Mr. H. did not shake off his Christian character with his change of occupation—mark that! He has made good in the real es- tate business and manages to earn an income ample for all their wants. They own a comfortable, well-furn- ished home, Mrs. H. has plenty of good clothes and does not undergo the martyrdom of petty economies and scant spending money which is the lot of most minister’s wives. Mr. H. is bright, intellectual and fine-looking, and in personal traits and characteristics unquestionably one of the very salt of the earth. Of course, he has no bad habits. He never drinks a drop and does not even smoke. He is the nicest, neat- est, most orderly man about the house you could find in a day’s jour- ney. He is a living example of all the virtues, patient, forbearing, kind and ever ready to overlook the faults and failings of others. Mrs. H. sim- ply does not know what it is to have a cross word from him. You would think that the very least she could do in common de- cency would be to recognize the fact that she is unusually blessed among women, and appreciate him for what he is and make him com- fortable and happy. Unfortunately, there is a little streak of meanness in Mrs. H.’s com- position and she takes advantage of the dominie’s goodness. He can not cuss and swear like an ordinary sin- ner of a man when he is irritated and put out. The dignity of the cloth and his own high sense of what is becoming on the part of a Christian and a gentleman will not permit him to get angry and talk back. So she has him at her mercy, and Mrs. H.’s mercy is not of the wide and expansive variety. She nags at him continually, first about one thing. and then about an- other. She wants him to be dressed up spick and span all the time as if ready for the pulpit, while he pre- fers business clothes for everyday, and would rather not take his wear- ing apparel so seriously. She is all the time keeping up a certain posi- tion in society because of his ex- ministry, and insists on their attend- ing all manner of sociables and church fairs, which he cares nothing about. The poor man had enough of all that kind of thing while he was preaching. She dictates about every little de- tail of his life, what he shall eat and how much and how often, and makes him drink Japan tea when he likes Oolong or breakfast black bet- ter. She interrupts him in conversa- tion, makes corrections to his state- ments regarding unimportant details which do not matter at all one way or another, and frequently contra- dicts him out and out when it is entirely uncalled for and unneces- sary. She does all these disagreeable things just because she knows she can do them withcut encountering any unpleasant consequences. The high code of conduct to which he rigidly holds himself in public and in private will not permit him ever to retaliate. It is too bad! Mrs. H. can be very agreeable when she wants to be, and I should like to see her mated to some cross bear of a husband whose feelings would have to be stroked just the right Way ever to get a pleasant word out of him. She would change her tune immedi- ately. : It is a fault of the (so-called) gen- tler sex that they do not know when they are well used. Give them an inch and they wil take a mile. A woman with a drunken brute of a husband who comes home and smashes the furniture and gives her a black eye will beg the judge to let him off; ten chances to one she will spend all her spare time telling the neighbors what a smart man her Jack is and how xind and good to her he always is in every way, ex- MICHIGAN TRADESMAN cept just once in a great while whea he gets out with the boys and takes a drop too much of “that unfortu- nate liquor.” This is woman’s na- ture when she is_ suffering most grievous wrongs. But let her know that she has the upper hand, let her have a kind, good, indulgent hus- band who humors her every whim, and she will give him a wretched day if he crosses her wishes enough to wear a necktie of a color that does not please her. I am constantly distressed because in this world things are not better evened up. The good man I have cited as a striking example of the overforbearing husband certainly has an unwieldy accumulation of pa- tience, kindness, humility and stand- and-take-it-ive-ness—altogether too much for any one person. If his sur- plus of these amiable qualities—what he has over and above all his reat needs — could be divided around among half a dozen men who are now disagreeable grouches, the half dozen would all be transformed into acceptable members of society, and their homes would be made happy, Mr. H. would still have enough of these excellent traits we have beer speaking of, but Mrs. H. would have to change her tactics and go more softly. Sometimes when Mr. H. is hoeing in his garden, he sings an old re- vival song, “Will There Be Any Stars in My Crown?” It should be explaned that Mr. H.’s singing is in- terdicted in the house, because it makes the wife so nervous: but she allows it outside, or rather, she can not well prevent it. So I hear his rich, melodious baritone pealing out on the fine old refrain— “When my light has gone out and my sun has gone down, Willthere be any stars in crown?” my On these occasions I always fee! like assuring him in this wise: “My good sir, there certainly will be stars in your crown. Do not wor. ry a moment for fear there won't be. If there are not stars in your crown, October 11, 1911 there won’t be any in anybody’s; there simply won’t be any crowns. I confidently believe that you will be fairly entitled to a crown of. the largest size and the most magnificent brilliancy.” And often, oh, how oft- en! do 1 long to give this exemplary man a friendly tip to the effect that if he only knew how, he might just as well make Mrs. H. “know her place,” keep a civil tongue in her head and let him have the “say” about a little something once in a while, without seriously impairing the radiance of his celestial headgear. Quillo. —_—~~+---.——__— The Trouble. A fond mother who was entertain- ing friends at tea was mortified be- yond measure to see her little son crowding food into his mouth with his knife. “Eldon,” she finally remonstrated, “what did I tell you about using your fork?” “I know, mama,” confessed the youngster, “but this one leaks aw- fully!” —~+ 2+ +.___ Until Then. “Will you be mine?” “Yes, until we are married.” “Until we are married?” “Yes, then you'll be mine.” Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products 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. Incontrovertible We don’t have to prove that Cofty Toffy Is the best selling specialty we have originated this year—we admit it. Just try a pail with next order. PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. ft- Ist we PEPERERSS Ol ¢ : October 11, 1911 “Kidding” the Office Girl Is a Bad Habit. The vocation of the girl with a desk near the office entrance is gen- erally conceded by the average post- man and salesman to be one organ- ized especially for their entertain- ment, and this idea is confirmed in their mind if the occupant of the ac- cessible desk is at all attractive in ap- pearance or chatty in inclination. “The ‘kidding’ habit in a business office is the worst one I know,” com- plained the manager of a large pub- lishing house. “Few of the men who come in here on business seem to realize that the girl in the reception room is there for the purpose of answering business questions only, and that in addition to this work other duties are incumbent upon her. [It is not an unusual thing for some salesman to spend from fifteen min- utes to half an hour ‘kidding’ the oifice girl. If he fails to do this through lack of opportunity in com- ing in, he never neglects to accom- plish the feat on his way out. Fre- quently I have to await the conven- ience of some business caller’s de- parture to get the attention of the 2f- fice girl for my work.” Another manager of a _ wholesale house expressed himself as bitterly opposed to the “kidding” process and the waste of time which it incurs. The following is an extract from his memory at one particular day when every business caller seemed ex- tremely ‘voluble. “IT was not aware that the office girl I had recently engaged was so MICHIGAN TRADESMAN good looking until two salesmen had asked her name and another had call- ed her a ‘peach.’ The fact that the of- fice boy sharpened her pencils and kept her supplied with ice water from the cooler was further proof of her comeliness. Besides all this testi- mony to the cause of beauty she en- tertained a good, wholesome opinion of her own charms. She had a very demure and somewhat pious way of dropping her eyes, but notwithstand- ing this virtue I observed at differ- ent times that she could also throw artful and coquettish glances at the habitues who hovered about her desk. “I was particularly anxious orie morning to have her assist the book- keeper, a primitive, somber woman who had been in my _ employ for years, in making out statements. She came in a little later than usual, and while waiting for her to remove her hat, smooth out her auburn hair and settle down to business the postman arrived with the 9 o’clock mail. He tossed mine on my desk without a word, but turned, with what I con- sidered an idotic smile for a middle- aged man, to Miss Fetching. “Wonder if this is from the right fellow to-day,” he simpered, holding the letter high. “Oh, do give it to me, please,’ the owner of the letter pleaded. “‘T’ve half a notion not to,’ the postman threatened, dolefully. “*But why?’ Miss Fetching quer- ied. ‘It’s mine.’ “*T know, but I’m jealous of this fellow.’ “This remark from the enamored envoy of Uncle Sam was accompan- ied by a look so foolish that I could not help wondering what form of torture the civil service would apply if they caught him with it on. “After a half audible, ‘Oh, you silly,’ from Miss Fetching, there was a lively scramble and after rightful possession was attained, the gray un- iform disappeared. “It was twenty minutes after 9, and while I was deciding whether I had better call Miss Fetching down or not, a city salesman strode in. Notwithstanding that the door of my private office was ajar, he stopped short at Miss Fetching’s desk and, although he lowered his voice, his re- marks carried distinctly to me. “*You look mighty sweet in that blue dress this morning,’ he said. “Miss Fetching pretended to ac- cept this as gross flattery and a pro- longed argument ensued. It was twenty minutes before he deigned to enter my office with a most cordial, ‘Good morning,’ as a preliminary to his query, ‘Anything I can do fort vou to-day, Mr. Brown?’ “I was not reticent in telling him that he would oblige me in the fu- ture by not monopolizing the front office. As a punishment I withheld an order that I would otherwise have placed with him. “After his hasty retreat I proceed- ed te Miss Fetching’s desk, only to find her comparing resort notes with an advertising man who had just droped in in response to a letter I had written. “This debate was not adjourned until 10:30. In the meantime I de- cided to place my advertisements in some other publication, and it was some consolation to know that some other business was losing money via the ‘kidding’ habit as well as mine. “A business man managed to over- come the wiles of Miss Fetching at this juncture and came straight into my office. After our interview end- ed it was nearly luncheon time and ] resolved in my own mind to see that Miss Fetching was kept busy for the remainder of the day. You can imagine my surprise when I found her discoursing gayly and beaming roguishly on—my son, just home from college, the inspiration of his visit to my prosaic old office sug- gesting itself only through the dire need of some spare change. My en- trance, under the circumstances, made more of an impression on my son than on Miss Fetching’s bevy of morning adorers, but I evened up with him for his lack of business policy by cutting his monetary requi- sition in two. “Before | went out to luncheon | sent for the janitor, and I saw Miss Fetching shudder as I gave the fol- lowing orders: “Knute, I want you to move Miss fetching’s desk over there in the corner near the safe and put the book-keeper’s desk near the door.’ “When I returned in the afternoon the change had been effected. My angular book-keeper was perched high at the entrance and Miss Fetch- ing sulked in her new anchorage, well off the firing line.” more pleasing. EVER NOTICE? That you seldom see soiled packages on Grocers’ shelves of either Postum, Grape-Nuts or Post Toasties—the great cereal sellers “'There’s a Reason” to move it at once and send check to cover. But that don’t happen very often nowadays. Postum, Grape-Nuts and Post Toasties Don’t Roost on the Shelves They have the merit claimed for them, and heavy continuous advertising of that merit keeps them moving. If any grocer, wholesale or retail, gets a bit too much stock, the Postum Co. always stands ready Better keep well stocked. There’s norisk. The sale of every package is guaranteed. Postum, Grape-Nuts and Post Toasties are as staple as sugar and flour, and the profits much Postum Cereal Company, Limited, Battle Creek, Michigan Dy tae Sify oN How To Compete With Mail Order Competition. Since I have been practically out of business I have had more leisure time on my hands, and in consequence a better chance to get acquainted with the farmers and to get their views on business and public questions than I had in the rush and hurry of trade, and have also felt like expressing my opinions more freely. Take the catalogue house question, in which I have always taken a live- ly interest; although this in my opin- ion is of secondary importance when compared with the lack of business sense and general foolishness mani- {ested by the majority of the dealers, yet it is with us to stay, and no amount of abuse or hot air is going to change the situation. We are not going to beat it by putting two stores in a town, thus doubling the expens- es and dividing the profits, where one would be ample, and for this situa- tion in the hardware and implement trade the jobbers and manufacturers are responsible. An implement traveler going into a town and finding ail lines well repre- sented will, rather than lose out, make almost any kind of a contract. I know, both from observation and experience that this is true, and the present deplorable condition of the implement trade is largely due to this one fact. But to get back to our mutton: A few days ago I took up in an alto- gether friendly way this. catalogue house question with an _ intelligent young farmer who had been a very good customer of mine, but who I knew sent considerable money to these concerns. He admitted in the beginning that the only reason he had for patronizing them was to save dollars and cetns, and said that he was willing to pay a reasonable mar- gin over their prices to the home dealer, but when he came to being stuck for 50 to 100 per cent. more he thought he was justified in sending his money away, to which I could only assent. He then related the fol- lowing incident to confirm his posi- tion. He said: “A short time ago I wanted a stuffing box, and as they did not have it at your old place of business I went to another store and found one, for which they asked me $4.50, but finally stated that as they had order- ed it for a customer failed to take it and they would let me have it for $4. I did not buy, but went home, took out my mail order catalogue, and found the price for the same pat- tern was $2. I ordered it, and with the 25 cents freight it cost me just $2.25.” I then said to him: “The dealer you went to handled this matter dead wrong; this article is so seld m called for that I would not carry it in stock, and it was a sticker on his hands, and he should have been glad to sell it to you mighty close to cost. If I had still been in business and you had come to me, I would not have had this in stock, but would have ordered it for for for $2.50, which would have left me 25 cents profit for my trouble.” To which he replied that that was entirely reason- able, and that he would rather have bought it at home at that price than to have sent off for it. 2 Through the catalogue the con- sumers are pretty well on to what our goods cost us, and it should be our aim to carry and push those lines which turn over the most frequently, and not too many of a kind, and cut out the slow seller, and the ones that are liable to become stickers. Now here is the point I want to make: The catalogue house is only a retail store on a large scale, the same as you find in all of our towns and villages, the only difference be- ing in the greater variety of stock they carry; and the amount of busi- ness they do. This last feature enables them to go to the manufacturer and buy this stuffing box (which I am only using as an example) at the same price the jobber charges the dealer, and no doubt the catalogue house buys as many of them during the year as most any of the Kansas City pump houses. Notwithstanding this fact, I hold that as they are retailers they should not have jobbers’ prices, and if the various jobbers’ and retail deal- ers’ associations can not make the manufacturers see this in the right light, they should disband and shut up shop. Surely the trade of more than fifty thousand retail dealers in hardware and implements is worth many times more to them than that of.all .of the catalogue houses on earth. Old Hardware Man. —Ee ee Ruskin must have had the Knock- er in mind when he wrote: “In all things throughout the world, the men who look for the crooked will see the crooked, and the men who look for the straight will see the straight.” —~+2>____ Beneath the stillness and glow of the autumn stars man sometimes. discovers unsuspected depth and riches in his own human nature. MICHIGAN TRADESMAN Where Some Businesses Lack. The implement business is fortu- nate in one respect, that is that it is not often that a great many sales- men are required to take care of the business of the average establish- ment. This makes it possible to keep a closer check upon the individaul ability of the salesman than it would be if a larger number were employ- ed. This is important, too, for it often happens that a business suffers from lack of salesmanship ability up- en the part of the employes of the concern. Sometimes even the pro- prietor is not a skillful salesman. Of course this would not matter so much in case he is a good executive and manifests good judgment in the se- lection of men to represent him in the sales department. But it is a fact that some businesses really suffer in not attaining their nor- mal development, or lose ground, be- cause of a lack of selling ability among the employes. This is a point the proprietor can not exercise too much care about. Almost any dub can sell goods if the line of custom- ers is composed of men who know just what they want and will come in and ask for it. Under such cir- cumstances it would be possible to keep up the appearance of prosperi- ty, and even to enjoy a moderate de- gree of prosperity for an indefinite time, but it would be impossible to make the business grow much, and the introduction of new ideas be- comes exceedingly difficult under such conditions. The salesman is he who can rise superior to whatsoever conditions confront him and make good under all circumstances. The test of his abil- ity may come any day, and it is how he meets these tests that constitute his claim to be a salesman, and which measure his worth to his employer. There is no part of the implement business which requires more watch- ful attention than does the compar- October 11, 1911 ative selling ability of the men who are employed to show goods and to make sales. The ultimate success of the store depends to almost a pri- mary extent upon this one depart- ment. ——+--2-e Don’t be a waiter. Get a move on and have a little initiative. How do you expect to ever be able to run a store of your own if you get in the habit of always waiting for some one to tell you what to do next? —_+ >. Reluctance to do it will make dii- ficult most any easy thing.. A Good Investment PEANUT ROASTERS and CORN POPPERS. Great Variety, $8.50 to $350.0’ EASY TERMS. Catalog Free. KINGERY MFG, CO., 106-108 E. Pearl St.,Cincinnati,O, 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 v 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 The only EXCLUSIVE WHOLESALE HARDWARE in Western Michigan ‘Grand Rapids, Mich. 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware uf Grand Rapids, Mich. 31-33-35-37 Louis St. oOo RP UO we 1 er tet . tA aati SAAS October 11, 1911 Review of the Binder Twine Situa- tion. Various factors enter into the bind- The state of the crops, the condition of supply and de- mand of materials and the labor ele- ment all play an important part in the question of price and er-twine situation. output. Last season the largest producers of binder twine were slow in fixing pric- es. The International Harvester Company did not announce prices for 1910 until November 4, 1909, and the Plymouth Cordage Company on March 2, 1910. There are seven prisons now prom- inent in the binder-twine field. Four of these prisons are carrying over £00,000 pounds of twine more than they did a year ago. Two prisons re- fuse to report. At the beginning of the last season the International pric- es were: Standard and sisal, 6%4c; 600-foot manila, 77%c; pure manila, §34c, with the reduction of %c on carload lots. The Plymouth Cordage Company had previously announced the following schedule of prices: Sisal and standard, 500 feet to the pound, 6!4c; 550-foot, 654c; 600-foot, 734¢; pure manila, 650 feet to the pound, 9c for small lots, Central Western delivery, 4c advance for Minneapolis delivery; 44c less on carload lots. These prices were lower than oth- er companies were selling for. These latter revised their prices to meet the International and Plymouth quo- tations. Although the wheat production did not come up to general expecta- MICHIGAN TRADESMAN tions, the binder-twine men did not suffer a panic, nor did they raise the price of twine. Dealers in twine were caught with a low supply, ow- ing to the fears engendered by pes- simistic reports on wheat. The state- prison trade in twine was not satis- factory the past season. The Minne- sota, South Dakota, Kansas and Mis- souri prisons sold 17,392,655 pounds of binder twine in 1911, compared with 19,368,550 pounds in 1910. They are cafrying 4,054,170 pounds, as against 3,265,000 pounds in 1910. Five out of seven prison plants sold 20,089,655 pounds this year. The North Dakota and Michigan prisons declined to furnish any data. The Minnesota state’s prison sold binder twine at one-half cent below the pric- es of the International and the Ply- mouth companies. The Michigan prison sold its product through ar- bors, farmers’ clubs and other direct methods, and did not depend upon dealers. From January 1 to July 31 teh foreignsoth wiSbtaroi rdi diln n the foreign-made importations of binder twine amounted to 8,968,323 pounds.—Implement Age. —_———_-- 6-2 The greater care you take, the fewer losses and errors you will make. There is more loss in retail stores through carelessness than in any other way. Employers encour- age men who do not spell loss to them. —_— 2.2 —— The true art of salesmanship is to sell goods at a profit. Any duffer can sell goods under cost. The Handicap of Vice. A certain amount of amusement and recreation is essential” to the well-being of every normally consti- That man who? can always be on the job and who tuted human being. never wants relaxation is not a nor- mal man; he is a freak. Fortunately he is as scarce as any other variety of freak. This is a matter which must be taken into account in running a business, and in the smaller town it is a matter of considerable more importance than is usually accorded to it. There is a popular supposition to the effect that temptation to wrongdoing is far more plentiful and alluring in the larger city than it is in the small town. To only a limited, and in only a qualified, sense is this true. There can be but little ques- tion that the variety of temptation is greater and that it may be more alluring in aspect, but it must not be forgotten that the inclination to re- spond to the temptation, or to be at- tracted by the lure, is not as great in the city as it is in the town. The iuller life led in the larger centers of population makes this seemingly par- adoxical statement true. The very paucity of amusement in the smaller town makes for a greater and more dangerous self-indulgence in those few forms of dissipation that are available. There is a natural re- action from labor, and this must find vent. There are fewer opportunities, and the direction taken by the reac- tion is very often deleterious to health and morals, to say nothing of 31 the crippling effect it may have upon the business efficiency of a man. In other words, there is a greater dan- ger of excess in the country than in the city, despite the conspicuous ex- amples of moral dereliction furnished by the cities, and this inclination te excess converts amusements and rec- reations that are merely questionable in the city into positive evils in the country. Modern business is a hard struggle at the best, and success is won against serious handicap. So handi- caped is the man who would get to the front that he can not afford to add to his handicap by any of the vices. This is a bit of wordly wis- dom to which clerks in country stores may well give serious heed. By all means take all the recreation possi- ble, but do not let that relaxation become a vice.—Implement Age. ——-> 2 2 To Fight Machine-Made Glass. Manufacturers of hand-blown win- dow glass from all over the country plan more effective competition against machine-made window glass, which, they say, is ruining their trade and to appoint a committee to treat with the window glass workers, wh- demand higher wages. Attending manufacturers say there will be no attempt at price fixing They say they seek simply to solv conditions that have resulted in a i per cent. drop in the price of window glass and a 40 per cent. decrease in the wages of window glass workers in the past seven months. th ' sy ata Wty nee etal x Stay x ! \ 8 coming fast. makes big claims selling plan. - Push “The People’s Powder” Because you have always sold one brand of ammunition, don’t overlook the fact that Robin Hood Ammunition is comzng and Robin Hood stands on a clean-cut platform— and proves them. AMMUNITION GQ? tet is loaded with perfect combustion powders that ‘get next’ to sportsmen by giving greater penetration, less recoil, more perfect pattern at less cost. Greater Profits—Easily Made You can’t afford to overlook our special co-operative It will start a profitable trade in Robin Hood—delight old customers and make new ones. Write for Plan ROBIN HOOD AMMUNITION CO. Bee Street, Swanton, Vt. POR Si MICHIGAN aE IS cee Stale ZA concd LSS as 2 © Klis EPA wip DILL LILY, i Fall Shoe Selling Full of Opportu- nities. Written for the Tradesman. Fall is simply chockful of oppor- tunities for the wide-awake shoe dealer. While the central portion of our country has not been visited by frost thus far (September 3), an while in many parts of the country there has recently been a suggestion of midsummer weather carried over and sandwiched in between delight- ful September nights, it is not tor early for the shoe merchant to be- gin planning some methods for ac- celerating the sale of his fall foot- wear. Most of us can recall a time when the “seasonable-idea” was not work- ed very extensively in connection with the shoe business. A shoe was a shoe, and weather was weather. The same shoe was worn through the summer into fall; and, if it lasted that long, clean through fall into winter. The end of the season, in- sofar as that shoe was concerned, was the total collapse of its service- ability as a shoe. When it had been half-soled for the last time; when the lines of its original comeliness (as- suming that it originally had comeli- ness) were a vague and remote mem- ory; when interstices in the stitch- ing began to admit rather too gen- erously the frost and snow and slush of winter—then it began to dawn upon the wearer that he had better have a new pair of shoes. So, by and by, he dropped in at the shoe dealer’s and bought him anoth- er pair—pretty much like the old ones in the matter of leather, weight and finish. Happily for the shoe merchant the idea of seasonableness was seen to be highly applicable to footwear. Whether the idea originated with the designer, the manufacturer, the re- tailer or the conslumer, or whether they all played a part in the elabora- tion of it—anyhow we have now ar- rived at a point where seasonable footwear is the only accredited sort. The man or the woman who desires to maintain his or her reputation as a good dresser must give vastly more thought to the subject of foot- gear than used to be the case. We have distinctly summer shoes, dis- tinctly fall shoes, distinctly winter shoes and distinctly spring shoes. Benefits of Seasonable Footwear. I make bold to say that the new order of things is vastly superior to the old. Footwear designed and made pri- marily to fit the needs of a given season is better footwear than the sort we used to use in all the sea- sons indiscriminately. It is better, first, because it is more comfortable and rational. Some peo- ple of a somewhat parsimonious bent doubtless sit up and think hard of shoe manufacturers and shoe retail- ers when they read some of the clev- er newspaper announcements’ con- cerning “nifty creations in the way of fall shoes.” “Why all this hue and cry about ‘fall shoes?’” they en- quire; “our summer shoes are not worn out yet.” They are inclined to resent the notion of having this word season continually coupled up with shoes. But there is good sense at the bottom of all this production and distribution of seasonable footwear. The summer shoe is built to im- part the maximum >f comfort, along with adequate wear and service fea- tures, for summer use. It is made out of lighter material. The upper leather has less heft to it; and it is more porous, thus providing better ventilation. If it is made out of tan leather—and tan shoes are the most sensible of all shoes for sum- mer wear—you have, in addition to an extremely porous leather, a de- gree of flexibility that imparts com- fort to the foot. But these merits are also now being imparted to leath- er and finishes in quite a variety of summer styles—and all along the - line the effort is making to produce a really comfortable summer shoe. These shoes feel grateful to the feet. They help us to bear with better grace the incidental discomforts 2f hot weather. Surely any cause so essentially worthy and humane ought not to be tabooed. Looking at the matter from the standpoint of a disinterested specta- tor, this subject of summer footwear is in itself an interesting phase of our general topic. Summer both for men’s and women’s wear, are becoming increasingly fetching, looking at them merely as specimens of latter-day shoemaking. But aside from that they are, as I have inti- mated, ever so much more comforta- ble than summer shoes used to be; for, as I have said, so-called sum- mer shoes were nothing more than our old winter shoes projected into summer. some and hot. The pores were dop- ed with grease, thus preventing proper ventilation; and in them our feet sweltered and grew tired. But not so with our summer shoes 027f to-day. Now, when fall comes, we cele- brate the event by donning shoes appropriate to the requirements of shoes, | They were heavy, cumber- - TRADESMAN the season. As the days become shorter and the evenings cooler it is well to have shoes of a_ heavier build. And the propriety of such foot-protection is apparent when the cold rains come on and heavy frosts begin to fall during the nightime. At the same time we do not want to carry any unnecessary burden in the way of shoes too hefty for the ac- tual requirements of the season; so wear shoes that are neither distinctly summer shoes nor distinctly winter shoes. In other words, we wear fall shoes. So I might go on almost indefinite- ly, pointing out the varinus features that are characteristic of the shoes built for the several seasons. But this is not necessary. The impor- tant thing to bear in mind with reference to all this is, that the main thing aimed at is more actual com- fort and more real service for the man or the woman who wears the “seasonable” shoe. Anybody who complains of all this exploitation of seasonable footwear is a mercenary project, pure and simple, and has not gone to the bottom of the proposi- tion. Fall Shoe Advertising and Trims. The profitable retailing of shoes has come to be very largely a mat- ter of advertising and window trim- ming. Of course these are things that count; but the announcements and the window displays are the im- portant inings in making for suc- cessful exploitation. I have recently noted some very October 11, 1911 attractive fall shoe windows in my own city. Current creations in fall shoes for men’s, women’s and chil- dren’s wear lend themselves easily to interesting and nifty displays. Au- tumn foliages, flowers, vines and clusters are being used to give that subtle fall “touch.” Dealers who handle shoes—wheth- er exclusive shoe merchants, dry goods merchants, general storekeep- ers, clothiers or haberdashers—will find it to their profit to devote con- siderable thought to new and im- pressive ways of displaying their fall shoes. Seeing is wanting, you know; and you want to show the ‘people the new and attractive offer- ings that you have proved for them in the matter of seasonable foot- wear. In newspaper announcements, book- lets, folders, circular letters and all other forms of advertising fall shoes should occupy the center of the stage. People are learning to respond to the idea of the seasonable in their shoes; and now that we are fairly started in a distinct season with vast possibilities for substantial gain to the real hustler, every shoe dealer Cid McKay. ought to get busy. GONORBILT. SHOES DETROIT RUBBER CO. AMERICAN RUBBERS For the best trade—for those requiring fit and style as well as durability All the new shapes in American, Woonsocket and Para Brands 2 DETROIT, MICH. THE OHIO October 11, 1911 THREE PAIRS OF SHOES. Some Experiences of Trusting and Distrusting. Written for the Tradesman. When I kept store at the “Cor- ners,’ being also postmaster and serving mail to seventy-five families, waiting upon people from 5 a. m. until 10 p. m. if any wished to be accommodated so early or so late, | fad considerable experience with credit customers. The merchant who desires to do a strictly cash business should not at- tempt to conduct a general store among farmers accustomed to ask for accommodation, off and on, for a day or two, a week, or two or three months. When there were a dozen or more stores within a radius of seven miles where the merchants would be very glad to get the farm- ers’ trade and allow them all the time desired on accounts, it would be yery foolish for a merchant to try to compel the people to adopt a cash system all at once and expect to retain their patronage. Many of those farmers were “as good as the wheat,” which, being in- terpreted, means that a man who has wheat can market it any time and raise needed money. Many book ac- counts are not “as good as_ the wheat,” even although they are fin- ally paid without any trouble; you can not raise money on them on short notice except at a big dis- count. There were those, however, who needed only to be notified that money was wanted and they would get it in some way. If they had no crop or stock ready to sell they could borrow it. Such customers would be appealed to only as a last resort. When time was wanted on _ pur- chases at the store it would be something like this: “Can I get trusted until after harvest for gro- ceries and some few other things?” “Is my credit good for a pair of shoes until I come in again? I have- n't the money to-day.” “I want to run an account with you for a month or two until I sell my wool (or per- haps it would be beans, or hogs, or lambs, or fat cattle). Now, if you can't wait on me that long, just say so; or if you get in a pinch let me know. I might have it sooner; if not, I could get it for you.” According to the varying circum- stances of each individual would be the reason assigned why credit was wanted. Some who offered no ex- planation why they desired credit were, no doubt, paying cash else- where for goods which the home store had to sell at an equally low price; but the bargains in_ soap, matches or some necessity on which a whole family could save no more than 25 to 50 cents on a year’s sup- ply attracted them elsewhere. When they took a day to visit that dis- tant store they bought much more than they intended and it left them short of cash when every-day needs had to be purchased at home. To come back to the three pairs of shoes: One day a gypsy caravan halted long enough to get their horseshoeing done at the shop across the way. Men, women and chil- MICHIGAN TRADESMAN dren crowded into the store to look, to buy and to be shod. Owing per- haps to terrifying tales of gypsies heard in childhood, I naturally dis- trusted them. Calling my wife from the house I asked her to help wait on them and watch them. We did it the best we could, but failed in one particular. Their purchases amount- ed to several dollars, among them a pair of shoes for a young man. As soon as possible I began replacing goods and discovered that two shoes had no mates. I went at once to the blacksmith shop, where the men were still waiting for their horse- shoeing to be completed, and found the young man wearing two new shoes, of the same style but different sizes. I asked him to come back to the store and exchange one for a mate to the other, and he left with both feet fitted as well as shod. Late in the summer or fall I was taken in on a pair of shoes by « young man who was at work for a farmer by the month. He had come as a stranger in the spring. The:e was to be a party that night, his employer was away from home and he said he had no shoes fit to wear to the party and no money because his employer was away. I let him have the shoes. He never returned to his work and I have never heard from him since. His employer said there was some pay due him, but he kept it as a forfeit for quitting his job without notice or consent. I give the young man the benefit of the doubt, that is, that he thought his employer would pay for the shoes out of the balance due. Third and last: After keeping store in one location for nearly sev- en years, with one vacation of two weeks, I sold out. I sold only be- cause I did not want to be planted, as some of my customers said they would have to do for me if T did not get out of the store. A year lat- er I was keeping a small store at Delhi, a mile and a half from our home on the farm. I started the store for the same reason that 1 granted credit: because the people asked me to do so. One afternoon my oldest son came down and attended store while | drove home to supper. It was the year that the Michigan Central Rail- toad completed its double track, straightened curves and built con- crete bridges between Ypsilanti and Chelsea. Every family in the vil- lage that could do so kept boarding house for railroad workmen and fre- quently there were boarding cars on the side track for weeks at a time. When I returned to the store [ learned that one of the men from the boarding car had been trusted for a pair of shoes. This was contrary to my rules and instructions. Without waiting to consider wheth- er it was the fact of my _ business reputation being endangered, or that the boy needed to be suitably im- pressed was the impelling motive, or that the value of ore pair of shoes was of any great consequence, I ask- ed the man to whom I paid store rent if he would watch the store a few minutes. Then the boy and I hustled down the mill switch to the side track. At the boarding car we were told the men had gone to the river for a bath. Up the track a hundred rods perhaps we made for the Huron River. Our customer had finished his bath, was dressed and just about ready to put on the new shoes. I informed him that the boy had granted credit without authority from me, and I demanded the money er the shoes. He offered nothing more satisfactory than a promise to pay the next week, and I took the shoes. The memory of the occurrence has always been a source of amusement. An unpaid account usually has a quite different effect upon the cred- itor. {n starting a store in a new lo- cation I hoped to adhere to strictly ss cash trade, but found it necessary to adapt the business to the circum- stances of the people. In granting credit I determined to be very care- ful whom I trusted and not to wor- ry Over an account. Out of abont $2,300 book accounts in thirty-one months there was only $4.28 of bad ones, all else was paid before or a while after I removed my _ stock from the place. When a person or family moved away from the village and wanted to go away free of debt, I bought a stove, a pile of stove wood, axe, saw, potatoes in the ground, chickens, a setting hen with eggs—anything that I could use or sell—to help them out. They felt better to have debts paid, and so did I. A little help keeps some peo- ple honest. E. E. Whitney. GOODYEAR SQUARE DEAL RUBBER CO. Square Deal RUBBERS Order now and be prepared It is sure to snow Goodyear Rubber Co. W. W. WALLIS, Manager :--: Milwaukee dealer. bers have worn out. heights. Leather Top Rubbers The best are always the most economical for the wearer and return the largest profits to the These rubbers are “GLOVE” brand, rolled sole, Duck Lumber- man’s Overs. rubbers are not made. More serviceable The tops are an excellent qual- ity of boarded calf, the tongue being of the same stock identi- cally as the outside of the top, thus affording full protection against deep snow and _ slush. These tops are of such wear re- sisting quality that our custom- ers are often requested to buy for their trade extra rubbers to be sewed on the old tops which remain good after the first pair of rub- These tops come in 8-in., 11-in., 14-in. and 17-in. Let us quote you prices. HIRTH-KRAUSE COMPANY Grand Rapids, Mich. $4 MICHIGAN TRADESMAN October 11, 1911 CASE OF THE GROUCH. Its Drastic Treatment and Inevitable Result. Written for the Tradesman. John Livingston Evans, a man in middle life—old enough anyway to know better—woke up one morning crosser than any ten bears. It would be a great comfort to say that this with ’Lif Evans was something unus- ual, but the real truth of the matter is that it was anything but that and, if anything, it was growing worse. The guardians of the night had taken good care of him and he had slept the sleep of the just. No worry of any kind had had a chance to steal in and fret him and there he was a big two-legged, fault-finder with a frown on his face dark enough to suggest an early coming thunder storm and not a reason for it unless getting out of the wrong side of the bed is a reason; and this would not hold, for the man hadn’t yet got up. His yawning and stretching was at- tended with something like a roar and a cheery “Good morning, dear,” came in from the next room; but the answering “Morning” had nothing good or pleasant about it and the owner of the voice in the other room knew what was before her and, nat- urally enough, shrank from it. Then, womanlike, she determined to meet the disagreeable at least halfway and so avert if she could not wholly avoid at least something of the coming gloom. There is nothing like sun- shine for banishing darkness, which after all is only a matter of eyesight, and when the good women left her chamber nothing but Chancer’s “Up rose the Sun and up rose Emily” could do justice to the Goddess of the Morning as she entered upon her kingdom downstairs. “Now, Nora, we are going to have a long, hard cruel day unless we can change black to white. We are go- ing to have the best breakfast we’ve had for a long time. Make the table a picture and I’ll see to the coffee. The sally lunn last night was an in- spiration and I’ll see that it comes from the oven with that particular brown which Mr. Evans believes to be perfection. We'l! have an omelet and with those big sweet strawber- ries, fresh from the garden, we'll be- gin the day all right and trust to a kind Providence for the rest.” “Ting-a-ling!” half an hour later called the sweet-toned breakfast bell up the front stairs and then some minutes later the morning paper came from the veranda to the dining room with the man of the house be- hind it. Growly and cross the man looked as he crossed the threshold, and for an instant forgot that he was out of sorts and that the world and everybody in it had it in for him; and no wonder. It was evident that the sun and the morning were in league with matron and maid. The windows had been thrown open and the fresh, invigorating air loaded down with perfume had come in and taken possession. A big cluster of rich just-opening red roses, big al- most as peonies and washed with dew, nodded “Good morning” from the center of the table and the glitter of glass and silver made as pretty a sight to look at as one can possibly care for at 7 o’clock in the morning, or at any time of day for that mat- ter. At that moment “Emily” came in and, an unusual thing when he was having a “spell,” Lif looked up. There may not be anything re- markable about a sample of dainty lawn with here and there a sprig or spray of faint purple in it, but when the sample is becomingly made up with a lilac colored knot of ribbon at the throat and the sweetest thing in such samples and dresses is at the other end of the breakfast table, “looking as fair as the dawn darling,” there is enough of the remarkable in it to make an old crosspatch look, ponder and reflect, and that’s what happened then and there. Pretty as a picture? She was as pretty as a posy and the man for a minute for- got even his morning paper; and the posy took the look for a signal and called, “All ready, Nora,” and in came the hand maiden with the urn steaming with all the aroma of the coffee-bearing ages, herself not oaly the bearer of good tidings but pret- tier than any number of Hekes that the old heathen deities thought so much of. I'd like to begin and follow through that breakfast. It was worthy of it; big dark red, dead-ripe strawberries, two good bites for every one of ’em: cream, thick and yellow, just right for the waiting fruit. The pig with the paper asked for another saucerful, anyway. Know anything about ome- lets? Well, Emily did and the de- licious brown puffs brought in at the psychological moment drew from old cross sticks a sigh of satisfaction and he could hardly wait for the gener- ous food, which Nora placed before him; and the sally lunn—oh, go away from me—and that coffee—go right back into the kitchen, Nora, and shut the door! Well, that man ate until he lost every touch of grouchness and rising from the table with, “It was a break- fast fit for the gods, Emily,” he went around to the woman behind the cof- #80 urn, kissed her and took his pa- per to his chair on the back porch where he could read without being disturbed. He did not read a word. He sat there like a dummy, his paper in his lap, blinking through the vine i@aves, curtaining the porch at the backyard, turned into a flower garden by “the daintiest woman under the sun,” and he grunting and growling— well, if you must know, because! There it was that John Livingston Evans, Esq., took himself in hand and he wanted to know rather vehement- iy “because what?” and he hung right there for ali the reasons he could think of.and there wasn’t even one! And so he was willing to make a miserable day out of a delightful one because for some unknown rea- son he—he—didn’t happen to feel good-natured. That was all there was to it and he could get out of the ab- surd answer all the consolation there was in it. So he sat there thinking all sorts of things and wondering how many kinds of fool he was, until a voice from the dining room asked him if he was going to the office pretty soon and if he supposed he could do an errand for her. That seemed to wake him up and, looking at his watch, with an exclamation he started up and was soon flying in spite of ordinance or anything else. For a few minutes “Get there” was his only thought, but once at_ his desk and into things, in it all and under it all a single thought stuck and stayed: Had he been learning a life lesson and was it true that the best way to be rid of our own bur- dens is to try to help other people carry theirs? That seemed a trifle sensible and wasn’t the office as good a place to try it as anywhere? and wasn’t it the little annoying haps and mishaps after all that made up the sum total of the dav’s weariness? All right, he’d try it and from office boy up he’d hang on to himself and all what would come of keeping his tem- per and remembering that the other fellow had his side of the same mat- ter, too. He wanted the office hoy and pressed the button, but the kid didn’t show up. At another pause in his mail he rang again and no boy. He banged twice and scared white the youngster came running to say that he was up to his elbows in a job for the manager, who cculdn’t let him off a minute earlier. For an instant the usual tempest-cloud darkened the of- the soft answer that fice and the boy got ready for the bolt, but it didn’t come. “All right, my lad, if you’ve done your best, that is all there is to it. Mr. Manager for- gets that when I want a boy | want him bad. Take these packages over to Greggs & Johnson and by the time you're back I’ll have more ready for you;” and the lad went off without the “lively now” which usually meant, “Be back soon or I'll break every bone in your body.” That is the way it went on all day. Too busy to go home for luncheon he thought of it time enough to phone home and save his wife the bother of preparing any for him, For some reason or other that seem- ed to do him a little good and in the middle of the afternoon he sur- prised his wife by phoning to see it she wanted to go to the opera house that night; a fine play was said to be en. It was a hearty “yes” which came flashing back; and somehow that furnished him considerable sat- isfaction. At all events, when the afternoon mail brought him a letter the contents of which were calculat- ed to lift his hair, he made a re- mark that he’d put the letter in cold storage for a day or two, and every- body concerned would feel a great deal better; which created a laugh in the office and avciced an explosion which might have been disastrous ia the results. In due time there was turneth away wrath and the man who waked up grouchy in the morning had another instance where “just because” wasn’t Here’s Our Duck Lumbermen’s Over Made for Men, Youths and Boys The MeunecRbberG 224 226 SUPERIOR ST TOLEDO, OHIOC. Headquarters for Wales-Goodyear and Connecticut Boots and Shoes 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. T’S only one of our most complete line of Boots, Arctics and Over- shoes. Catalog describ- ing them, all yours for the asking. lat nt er ne or ut nt, ry he Ww ic Vt October 11, 1911 exactly the answer for a sensible man to make. If Mrs. John Liviagston Evans was a living joy at breakfast that morn- ing, she was a radiant one at dinner that evening. The Evans dinner ta- ble was always something worth while, but when that night the lady came in bright array for the dinner first—just for him—and for the play afterwards, not a trace of the day’s perplexities and plagues lingered in his face and he was, as she told him on the way, “his own dear self,” and that was good enough for her. “The play, from beginning to end, was a delight”—this is sure; Evans own re- port. “We had two of the best seats in the house and, as luck would have it, our best friends were all around us; and what do you think! while everybody in the bunch was passing their candy to everybody else what should that dear old John do but out with the biggest box of the best candy that the town provides and not a bit of it that was not my especial delight. What was there strange about that? I’m just going to tell vou: For the last ten years John has seemed to be growing away from me. He didn’t seem to be caring for m2 or anybody else any more. The slightest thing seemed to irritate him beyond control and he was all the time ready to fly into a thousand pieces; and this morning all at once he seemed somehow to come to him- self and to think of somebody be- sides himself. He let me know this morning that he was not coming to luncheon and that I must not expect him. This afternoon he asked me if I wanted to go to the play, and now to have him think to do these things surprised me. {'m free to confess } can not understand; but I do hope he is going to keep it up. If he does I’m going to be the happiest woman in the city.” It was John’s talk after they got home that put the button on. “Em, do you know yon are the sweetest woman between the two eceans? Well, you are. I’ve been going around like a dog with a sore head for I don’t know how long, snapping and snarling and as ugly and disagreeable as a man can be, and the way you took me in hand and made me see things is a won- der. You may not have intended it—- I hardly think you did—but you did make me understand that there is no better way to forget our own fancied grievances than in helping others to forget theirs. I’ve been trying it to- day and I know; better than that, I’m going to keep it up and if the worst comes to the worst I want you to give me another breakfast like that and another dinner like that and I'll manage to worry along with the rest;:” and there isn’t any cross dog in the Evans house any more. Richard Malcolm Strong. Grouchy folks find grouchy folks wherever they go. It is catching. Smile and the grouch flies out f the window. > : There are few things in life more despicable than the man who blames it on his wife, MICHIGAN TRADESMAN SUBSCRIPTION SWINDLERS. They Occasionally Break Out in New Places. The subscription representative of the Michigan Tradesman, who is now on a trip through the Upper Peninsu- la, writes the Tradesman as follows: Sault Ste. Marie, Oct. 4—When in Central Lake I called on a butcher who, about six weeks ago, subscribed for a butcher’s paper of a tall, mid- dle-aged, sandy complexion man. The butcher was to receive two butcher’s steels and the paper each week for a year and he paid $2 cash for the same and has heard nothing yet from it. I saw his receipt and it was writ- ten out entirely by hand on a dupli- cate order book which could have been purchased at any stationery store. The solicitor signed a ‘full name and a Chicago address. On arriving at St. Ignace I found two bakers with receipts identical in every respect, each of whom separat- ed themselves from $2 cash for the “Baker’s Weekly,” with which they were to receive some _ advertising novelties. That was about four weeks ago and they are still waiting for their papers. Again, in Rudyard, the same re- ceipts were to be found, about three weeks old and nearly everyone in town has one “for a paper especially in their line.” The receipts are all they can show. To cap the climax, to-day two gro- cers here in the Soo told me that a fellow of this same description called on them about three weeks ago and tried to sell them the Michigan Tradesman. As luck would have it, they did not subscribe of him—they gave me their orders—but the receipt he tried to make out for them tallies exactly with those I have seen. What do you know about it? C. H. Perkins. Such occurrences are quite com- mon, but, on account of the extreme care the Tradesmaa has always exer- cised in selecting its traveling repre- sentatives, it has been almost entirely free from this course ever since the paper was established. It has _ not been entirely free from this blight, however. Two or three years ago it learned that some one claiming to represent the Tradesman undertook to collect money on account who had no relations with the office and nev- er had any relations with the office. No one is authorized to accept mon- ey in behalf of the Tradesman who can not present undisputed proof of his authority, and any one who ap- proaches a merchant or business man, offering to furnish the Tradesman, without presenting such credentials, should be set down as fraudulent. In such cases, the Tradesman will es- teem it a great favor if the merchant would wire the publication office im- mediately, so that the imposter can be apprehended and arrested before he leaves town. One of the most flagrant swindles of this kind ever perpetrated was operated some years ago in connec- tion with the publication of the long- dead Michigan Merchant at Saginaw. The representative of this paper, which lasted only about a year, call- ed on merchants in the Eastern por- tion of the State with the remark that their subscription to the Tradesman had about expired. Supposing, of course, that the man represented the Tradesman, or he would not make such a remark—he carried a copy of the Tradesman sticking out of his pocket — the merchants naturally went to their tills and handed the solicitor money for renewals, for which they were given receipts. When they came to- look over the re- ceipts, later on, however, they dis- covered that they were given for a paper called the Michigan Merchant instead of the Michigan Tradesman. The same kind of deception was practiced by the fakir Cousins, who started the Detroit Trade. This name was chosen by Mr. Cousins—so he said himself—for the purpose of prey- ing on the good reputation of the Michigan Tradesman, and Cousins repeatedly gave people to understand that it was the Michigan Tradesman he represented instead of his own publication. Such competition is naturally short-lived and reflects more discred- it on the man who plays the sneak act than it injures the publication im- itated and misrepresented. It is no- ticeable that a subscription fakir nev- er claims to represent a poor paper. He always solicits a good journal to use as a club to extort money dis- henestly and criminally. —_+-—___ Hard knocks are sometimes good for soft heads. Cer |GRAND RAPIDS —— = = — Cultivate the Heart-Felt Smile. Don’t let’s be silly—don’t let’s be a common joker or be frivolous—don’t let‘s grin—but let us learn to look our neighbors and our customers squarely in the eye and smile pleas- antly at them. Let’s be cheerful. Let us take the chip off our shoulder and let the other fellows scrap and look sour if they think it will get them any place. But as for you and me—let’s smile. Now, maybe you think you know how to smile. Most people do. May- be you think you do smile—but do you? Why don’t you find out? There is a way. I don’t want to encourage vanity, but why not smile at your- self in a looking-glass? Imagine your reflection is a customer coming towards you. Greet him just as you are in the habit of greeting your customers every day and see _ for yourself whether this kind of a greet- ing would attract you the customer. if you were This is not silly ad- vice. It is scientific salesmanship. It is merely a self-training which every young man who makes a must have. It is one of the little things that go to make up the man who gets there, and if it brings busi- ness—if it causes you to know your- self better and control yourself bet- ter—why not? Just as good health, a knowledge of your goods and a proper ambition to succeed is essential to successful salesmanship, so must we include cheerful, happy, genial conduct. Let's learn to smile. success Old Merchant. — Hunting Shoes Our Explorer Line of High-cut Goodyear Welts is perfect in every detail of shoe construction. They are made from soft, pliable brown French veal skin: keep the feet dry and never get hard. Our trade mark guaran- tees your customers the best that can be had in hunting shoe satisfaction. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. -m WHY THEY FAIL. Reasons For Non-Success of Some Merchants. Among the many causes of failure which I have seen in retail stores, the one which stands out most promi- nently is “injudicious buying.” The merchant often buys too many of the goods he should not have bought The first causes loss of money, the second loss of customers. The man- ager of the country credit depart- ment of one of the biggest wholesale houses in the country, speaking on the matter of failures among retail- ers in general, said: “Many thou- sands of dealers who ‘go under’ come before our notice, and if I were ask- ed- to name one of the most prolific causes of disaster, I would say it is want of ability in buying.” The first thing for a buyer to consider when an article is offered to him is: Will it sell? If he has the least doubt he should keep his hands off; or, in the event of new “fads,” which he must have, his order should be as small as possible. Quality and price are of secondary importance to style. No matter how good or how cheap an article is, if it does not chance to meet the demands of fashion, if it is not what the customer wants, it is too dear at any price: It should be borne in mind, also, that every doz- en shoes or hats which must be sold at or below cost reduces the yearly percentage of profits. It also hurts the reputation of a firm if its stock is full of undesirable goods. I have seen retail merchants lose their en- tire trade for a season on a certain line of goods because a competitor across the street had styles which were more up to date. If this hap- pens twice the merchant will blame the salesman and will either throw out that line of goods or look for an- other jobbing house. In these days, when new fads are thrown upon the market every two or three months, it is impossible for a buyer in any line to avoid getting some goods which will not sell readily. In a wholesale house the question of how to dispose of them arises. Some firms order their traveling men to work them off on their customers. This is poor policy and a good salesman will decline to do so, realizing that it eventually will hurt his trade and the reputation of his firm. A good retail merchant who knows his business can not, by the smoothest talk, be persuaded to buy unsalable goods, and if the small, ignorant merchant is made the victim of many salesmen as the dumping ground for such goods, it soon will ruin him. One such instance came under my_ obser- vation only a few years ago. “The buyer must know what he is buy- ing,” said an old business man. “He must know costs and market prices. He must know what is a reasonabie price, and must not attempt to go below it, except, perhaps, in excep- tional cases. As a rule cheapness means something lacking in quality. He must form the habit of buying nothing that he is uncertain of. He must get into the way of promptly turning down undesirable offers, and MICHIGAN TRADESMAN just as promptly seizing opportuni- ties that really are good. The world is full of people who are trying to get your money on false pretenses. If you are to be a buyer you must know them at a glance. Common sense will point them out to you quite as often as actual knowledge. You can cultivate that peculiar judg- ment a buyer needs. You can learn to look back of things and through people. You must get at real mo- tives. You must know gold bricks instinctively.” Very often the manu- facturer sent us samples of new fads. If our buyer was in doubt whether they would sell or not, I took the sample, went into some _ nearby towns, and, in three days, the fate of the style was decided. If all the merchants and clerks liked the style and I was able to sell it in every store without persausion, it would be a sure success, and we are safe in ordering it. But if everybody looked at it with distrust and the merchants refused to buy it, then it was cer- tain it would not sell to the con- sumer and we kept our hands off. The traveling man often, by much talk and persuasion, can induce the merchant to buy a few of such styles, but it always hurts his prestige and that of his firm if such goods remain unsold on the shelves. A buyer mus: have “taste.” This natural taste is in- born in some people and some have bad taste in everything, sometimes even in choosing a wife. A man without taste will never make a goo buyer; he will always buy unsalable stuff on which ike firm loses money. Such a buyer will sometimes buy the same grade of dry goods as his com- petitor across the street, but, to his astonishment, he finds that his com- petitor sells them he is not able to sell a yard. And what is the excuse for this? The man across the street has good taste and selects nice and tasty colors and pat- terns, whereas the patterns of our friend are such that nobody wants them. When my first employer sent me to New York to buy goods | had in my mind a certain stvle which I wanted to introduce. The manu- facturer thanked me for my sugges- tion and said he was only too glad to receive such pointers from his cus- tomers; that they in New York were often in doubt what to make, as they were never sure what the country trade demanded and, consequently, were forced to rely almost entirely on guess work. By this it can be seen how valuable a buyer may be to his firm if he has ideas of his own which are good regarding pattern, style, trimming and finish. With suci: a buyer a firm has the advantage of having styles or patterns of its own. If it can not secure the styles exclu- sively by preventing the sale of them by the manufacturer to other deal- ers, it at least has the advantage of being the first in the market with new styles. A buyer should avoid firms that have two or more prices, as they are never to be relied upon. On the other hand, a manufacturer or jobber should avoid dealing with a buyer who uses “petty trafficking” methods, or who tries to squeeze readily whereas. down the prices of the salesman. Such methods are recognized as dis- reputable and reliable firms will not want to sell goods to a man who resorts to them. Ten years ago it was an easy matter to sell goods without carrying over a lot of shop- keepers. Then the wholesaler, as well as the retailer, would go to the market twice a year to buy a stock of goods to last him six months. In most cases he bought them on eight months’ credit. When the assortment of the retailer ran low, his customers were compelled to take what he had or go without them. If they went to his competitor, they were pretty sure to find the same conditions. To- day conditions are vastly different; the buyer must buy what the cus- tomer wants; if he does not, he will lose his business. The buyer who says to the salesman: “You must sell what I buy regardless of whether the stuff is desirable or not” is forty years behind the times and does not know his business. To place an in- experienced and injudicious buyer a‘ the head of a business or a depart- ment is like placing a cow in a gar- den as gardener. Both will lead to ruin. The buying of one line of goods from three or four jobbing houses or manufacturers is not in the interest of the small retail merchant. If he gives his trade to one firm it will count up quite a little by the end of the year; his account is con- sidered one worth having and the firm will do its very best to protect his interests. If he divides his busi- ness in that line by three or four, no October 11, 1911 house cares much for his business. On the other hand, a jobber can ben- efit a customer who gives him all his business in more than one way. When a buyer goes to market he must always have in his memoran- dum book a correct list of everything he does not need. Then a list of ev- erything he has to buy—what colors, styles and quantities. Every buyer in a wholesale house should have a book in his office with the numbers that are used in his department from one up. As soon as the traveling salesmen begin to send in heir orders he marks down the quantities sold under each number. By this method he can see at a glance which numbers sell and which do not. This enables him to re-order only salable goods. One of the most important things for the buyer to guard against is the buying of too many kinds of one grade of goods. It is injurious to the firm, it confuses the customer in making his selection, and with the jobber leads to much _ substituting My customers often said to me when they saw the big line of goods spread out in the sample room: “Now, C. T., don’t show me so many kinds, just show me the best styles and the best sellers.” This is exactly what every retailer wants—the bes values and the best sellers. He finds it difficult to recognize the best val- ues and styles in the big pile of sam- ples spread out before him, and he must depend largely upon the ex- perience, good judgment and honesty of the salesman in pointing out to him the most desirable things to spring. The Superiority of the y Wales Goodyear (Bear Brand) Rubbers is Undisputed _ Year after year merchants have handled this line from us with the same uniform satisfaction The season is before us, Mr. Dealer, when any forenoon is liable to clean you out of the few (Bear Brand) sizes you have left from last Don't YOU think it would be a whole lot better to anticipate your needs a little than to find yourself out of sizes when the rush comes and have to await new stock, while your thought- ful neighbor gets the business. Get your order for “Bear Brands” in NOW and be THERE with the goods. Every customer you supply with a pair of these rubbers you can bank on as being hap- pily satisfied, and that he will never wear anything but the “Bear Brands.” HEROLD-BERTSCH SHOE CO. Makers H. B. Hard Pan and Bertsch Shoes Distributors Wales Goodyear Rubbers Grand Rapids, Mich. October 11, 1911 buy. And it is in the interest of both the salesman and his firm not to betray this confidence. As soon as a buyer loses confidence in a sales- man he will withdraw his trade from him. A buyer must read trade jour- nals so as to keep posted on every- thing that is going on in his line of merchandise. He can never know too much, and can learn something, even should he be a hundred years old, which is not likely to happen. At that age a wise man would = say: “Now I know how little I know when I thought I knew all.” When an-ex- perienced buyer for a jobbing house goes to market for the first time he is always sure to make mistakes. I made them myself when I was sent to market for the first time, but } took advantage of the mistakes and learned from them. Each manufac- turer shows him so many samples— and he must look over all the lead- ing factories before he makes selec- tions—that he gets bewildered; his head swims and he does not know where to commence. Then, if he does not look out and does not con- trol himself, he begins to plunge and does not know what he is buying. When the goods arrive he finds many articles which he wishes he had not bought. If a buyer refuses to learn from these mistakes, and continues to buy unsalable stuff, he is not fit for his position, and the sooner he is replaced by a more experienced man the better for the firm. To avoid such mistakes you must reduce your selections three or four times. If forty samples are shown you, select twenty and lay the others aside. Then, from these twenty select twelve or fifteen and, finally, from these select as many as you need of the most desirable styles. Rest as- sured that if you make your selec- tions like this your stock will be in A 1 shape and you will not lose much on unsalable stuff. There are retail stores, not very large ones either, which carry twenty-four different brands from twenty-four shoe _ fac- tories. I am told that larger stores carry sixty to eighty brands. In my opinon that is a poor policy. Among so many different makes there must necessarily be too many odds and ends and it must be difficult to suit and fit the customer. It is good pol- icy for the merchant, wholesaler or retailer, to confine his purchases to as few of the best jobbers and fac- tories as he possibly can in order to keep his stock well assorted. He will accumulate fewer “shopkeepers” an1 lose less money. I do not wish to be understood, however, as advocat- ing the carrying of too small a stock in a prosperous business. On the con- trary, that would be a great error, for it prevents the expansion and growth of any business if the buyer refuses to keep the stock well sup- plied with up-to-date goods. I have seen many instances in the country where a merchant might do twice the amount of business if he were not so conservative in his buying. “Keep abreast of the times” is a tule which also applies in such cases. Only recently one of these cases came under my own observation. I MICHIGAN TRADESMAN had an A 1 customer in a small coun- try town, prompt in payment, kept store in good order, but was a little too conservative in buying; he was afraid to handle nice goods. He sold out. The new man had experience, push, energy and tact, and doubled the sales in less than a year. There is one great mistake which many buy- ers make, and that applies mostly to the young and inexperienced ones. They are inclined to think they know it all and feel that their dignity and authority have been injured if they deign to consult the experienced salesman. This superiority of atti- tude inevitably costs the firm hun- dreds, often thousands of dollars’ loss on unsalable stuff which would not have been purchased if the advice of an experienced salesman had been asked. I have seen this mistake made in wholesale as well as in re- tail houses. The man who sells the goods is the man who knows best what the customer wants. The heads of the large department stores ac- knowledge this by consulting with the salesmen in making their selec- tions and by practically leaving all decisions to their discretion and good judgment. This is also true in equal measure of the traveling salesman. He not only sees what is selling, but he also sees what is not selling, this latter being of great importance to the buyer. I often found it easy to sell to every customer a new style which I believed would be a seller. When I came again, sixty days later, I found all the stuff on the counters at reduced prices. I immediately noti- fied the firm and cautioned them not to order any more of the stuff. But the buyer, relying on the fact that large sales had been made, knew bet- ter, and insisted on placing orders for next season. The result was that much money was lost which might have been saved had advantage been taken of the information which came from the man who was most direct- ly in touch with the trade. “Well bought is half sold,” is as true to- day as it was one hundred years ago. I would add to this: “Do as much business as you can with the small- est stock possible, thus getting the best results, which mean the best profits. See that your stock is kept clean of every dollar’s worth of un- necessary goods. A concern which works with this method, whether wholesale or retail, is sure to make a stuiccess in its business if other im- portant factors are regarded.” When going to market do not believe every- thing the manufacturer or jobber tells you; he wants to sell you as many goods as he can and very oft- en he tries to sell you goods which he can not sell to an experienced buyer. If he tells you after your pur- chases are made that your selection is a fine one, that there is not a thing on your order which you should not have bought, don’t believe him; your eyes will be opened sad- ly when you see the goods in your stere. There is another important warning which I wish to repeat be- fore I close: Never buy a thing be- cause it is cheap. I have seen more money lost in a legitimate business which caters to its first class trade on job lots which were bought cheap than on any regular line of goods cver bought. In our days the con- sumer does not care so much about how cheap an article is as about how good anr stylish it is. You may of- fer a $3 hat to an up-to-date cus- tomer for 31, but if it is not in style. you can not sell it. It is better to pay a little more for goods when you need them than to stock up heavily at a lower price when you do not need them. If they cost more later on, you can get more for them. A buyer should always be on his guard when he is approached by a sales- man who offers him a bargain in a certain article. Very often it is a bait with which to catch unsuspect- ing or ignorant buyers. For it will often happen that the salesman will try to make up for the loss on the bargain by charging more for some- thing else. An experienced buyer despises such methods and will re- fuse to have anything to do with such a salesman or, if he is a shrewd buyer, -he orders the baits only. In many such cases, however, which have come to my knowledge the buy- er is still waiting for the baits which he ordered but which he has never received. Seme salesmen _ catch “suckers” by making “job lots.” They show a certain article, claiming that they have only six suits, or six dozen or fifty yards left in stock. The “sucker,” as they call the man who bites and aho is easily fooled, takes the lot at what he believes to be re- duced prices. In the next store, and the next and the next, the salesman offers the same quantities. Of course, sometimes such “jobs” are real bar- gains, but these an experienced buy- er easily detects and takes advantage of them. “I know there are many bocks on selling,’ said a prominent wholesale merchant. I have wonder- ed why there are not more on buy- ing. In my experience I have no- ticed that among retailers more fail- ures have been caused through want of skill in buying than through any other reason. Generally the dealer overstocks himself. Again he fre- quently pays good prices for goods of an inferior quality. This is due to the lack of moral courage on the 37 part of the reailer to withstand the onslaught of the traveling man and be able to say “NO” more often. When the retailer engages in conver- sation with the salesman he should have all his wits about him. The re- tailer should remember that often his own interests do not correspond with those of the salesman, and the best way to avoid these evils is to stick to a reliable and experienced sales man, and not to buy of Tom, Dick end Harry.” Says a prominent sales manager, “Buying is a problem of the individual, and it always will be an individual qualification. I would not know to-day what qualifications to ask for in a buyer. So many men of so many types and temperaments are successful buyers that the idea 2f chcosing a buyer to suit is impossi- ble. I know men as buyers who are honest and open enough; I know oth- ers who hug the element of foxiness within them, never dealing squarely if they can avoid it. But when both types are successful how can you choose?” And another has this to say: “As to the kind and style and quality of the goods, the knowledge which the manager possesses regard- ing merchandising is the only crite- rion of buying. This knowledge nev- er can be exact enough. The goods with which his shelves are stocked have been lying before him through a certain period. He makes it a point to observe how they sell. One line may drag, perhaps, and he seeks to know the reason. Another line may move actively with the least re- sistance, for which he seeks the rea- son, also. But having these reasons for and against the sales in certain lines, the manager still is without a guide line upon the future. It is this anticipating the future of trade which calls for the judgment of the merchant. Under the influences of good times many lines will sell, when under reverse conditions they are drugs on the market. It is part oi the manager’s duty to anticipate the kind of a market which will meet his display, and the success of his ven- ture may be determined wholly by an unexpected condition of public con- fidence.” These are “ words of gold,’ well worth remembering. Carl Theodore Wellstein. similar price. Let the “Sun Beam” 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. sli ah cos a sea ee Ti aa NS RNS SAO ae SGN ABs Ea ks got Pe eal cRLRT UAT Am Saal SSRN AM Wil NGA See aw er Rg SP NSE RE Nua RIOR aT as oa MICHIGAN TRADESMAN October 11, 1911 Detroit Department Interesting Information From Michi- gan Metropolis. Detroit, Oct. 10—Two miniature cowbells have been order- ed by the Board of Wholesalers’ and Manufacturers’ Bu- reau as souvenirs of the three days’ trip to the Thumb district, starting to-day. thousand Commerce “Ring for Detroit” will be “Detroit Board of Commerce” on the other. The little bells will be attached to canes with ribbon and each mem- ber on the trip will be supplied with one to give away at. each of the three dozen or more stops on the rtip. The trolley trips which were made last summer by members of the Bureau were very successful and did much to increase the volume of business coming into Detroit from the towns and cities visited. They promoted a closer relation between the Detroit merchants and their customers. In every place visited the Detroit men received a hearty reception and were invited to come again to make a longer stay. Reports from some of the towns to be visited show great interest is taken by the local mer- chants in this trip. Under direction of the Transporta- tion Bureau of Detroit Board of Commerce a little booklet is being routes for making shipments from Detroit to other towns in Michigan, Ohio and Indiana. Names of the towns are arranged alphabetically, each with a distinctive number. Ref erence to the same number in anoth- er section of the book gives the ship- per, the names of railroads entering the town and the time that will elapse before delivery from Detroit. The Directors of the Old Detroit National Bank have submitted to the stockholders the proposition of in- creasing the capital stock of the bank from $2,000,000 to $3,000,000, and a surplus of $1,000,000. For the purpose of providing stock that can be offered by the Directors to va- rious persons in Detroit and in Mich- igan who may be of assistance in de- veloping and extending the business of the bank, the Directors are re- questing the present shareholders to waive their rights to subscribe for one-half of their pro rata shares of such increase in the capital stock. After the increase has been voted the shareholders will be given an op- portunity to subscribe for one new share for every four of the old stock owned by the shareholders. The re- sult will be that of the $1,000,000 in- crease, $500,000 at par value will be offered to shareholders of record Nov. 7, 1911, at $150 per share. D. S. Hoover, acting supervising printed on one side and BEY SS. é; SNS. A perfect cold storage for Po %c per dozen. Liberal advances. inspector of steam vessels, has is- sued a bulletin from Washington modifying the recent ruling forbid- ding passenger steamers to carry wood alcohol, grain alcohol and de- natured alcohol. The bulletin says that until further notice passenger vessels will be allowed to carry alco- hol, provided it is not kept in a warm place on board. The ruling af- fects the Detroit vessel lines, consid- erable alcohol being carried as freight by the vessels plying out of this port. Gov. Chase S. Osborn will be the principal speaker at the Board of Commerce luncheon on Oct. 19. The topic upon which he will speak and the location of the dinner have not as yet been decided on. The Export Committee of the Board. of Commerce, composed: of John Oldt, of the Burroughs Adding Machine Co; S. E. Fischer, of the Studebaker corporation; Charles Kingston, of the John Brennan Co., and Edward F. Day, of the Ameri- can Exporter, and Mr. Copeland, of the Scripps Motor Co., met Monday at the Board of Commerce to com- plete their plans for a systematic at- tempt to develop the export busi- ness of Detroit manufacturers. On Wednesday a meeting of export man- ufacturers of the city will be called and the Committee desire them to join in the determination to increase evxport trade. H. Leonard Winton, of the Grace Harbor Lumber Co., who has visited South America and knows much about the possibilities there, will address the meeting on Wednesday. “If we go after the South American trade like the -Ger- mans and English do, we will get it,” said Mr. Winton. “They use sys- tematic effort and it pays. There are many details as regards shipping, etc., which the American manufacturer must familiarize himself with, but there is no reason why we can not get the business if we want it and are willing to go after it in an intelli- gent way.” The Board of Commerce expects that the work of-this Export Committee will prove advantageous in a large degree to Detroit manu- facturers and greatly increase the ex- ports from this city, which already has a large trade in that direction. — 7-22. It is too often the case that the people right in the neighborhood of a store are neglected. Often dealers, clerks and canvassers will seek for trade two or three miles away and fail to get the business that is right at their doors. This fact is brought to mind by the results obtained by a certain retail cigar dealer who was not of that kind. He started in an office building where he had a little Mt NAS XS 5 S Ya SS N ww Lg Wf Wd stand, and he did not stand there idle all day waiting for trade, either. He first canvassed every office in that building and became acquainted with every individual who used the weed, finding out all he could about per- sonal tastes and preferences and ex- tending a cordial invitation to every man in that skyscraper to call on him and let him try and suit them. They did call and he did find some- thing that was just what each one wanted in so many cases that he lit- erally furnished every man in that building who used the weed with to- bacco in one form or another. Then he extended his work to a neighbor- ing building and soon had so much of the trade from this source that he al- so obtained the privilege in that structure. He kept on and to-day is a rich man with cigar stands in several of the big New York City office buildings. Words of the Wise. Anarchy never gathered fruit from its own apple tree: The man in the orchard is always a good citizen. Better to trust a judge that loves apples than one that hankers after bear meat. Apples are an antidote for drink and tobacco. Apples carry the pure food stamps of the great physicians. The road that leads to the or- chard is the pathway to a simple, happy, prosperous life. —_—o-.-2——_ The war of life is not won with one victory, however great and com- plete that may be; it is again and again we are called to the front; to show what is in us and how it comes out under the fire of circumstance. ——_.3.-.—____ Good judgment is often a lucky guess. NO COMMISSION We want your shipments Poultry HW WA S S WE ON 'NETESKGRK SSN ultry and all kinds of Fruits and Pro Railroad facilities the best. Absolut 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 523-327 Russell Street DETROIT VAY C WARE VAOAA A. $458 POE XY iy) Vy () RR 4) BAYA) ROK A) RO An Old Friend in a New Shape Green Seal New Size Standard Detroit Cigar Manufacturing Co. Detroit, Mich. AWN/INGS TENTS FLAGS & COVERS SAILS & RIGGING SS 7 Wi Bags 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., forel, DETROIT, MICH. duce. Eggs stored with us usually sell at a premium of ely fireproof. Correspondence solicited, October 11, 1911 CATCHING THE DISEASE. Too Many Men Looking For Soft Jobs. Written for the Tradesman. O. H. L. Wernicke’s article, enti- tled, “Sorry for the Boy,” and which was published in your Sept. 13 issue, is filled with sentiment and truth that every father and son _ should think over. When Mr. Wernicke said, “The disease of idleness and the desire for soft jobs is spreading over the land like a pestilence and is a greater menace to the race than tuberculo- sis,’ he sounded the key note of alarm which every person ought to respond to. We have just two classes of pev- ple in this world, the materialists and the idealists The first are gov- erned by experience; the latter by their conscience. The materialist insists on facts and the force of personal experience. He knows that his life is solid because he has learned that exercise builds the body and brains and keeps them in a healthy condition all the time and he knows, also, that with a healthy set of brains he can attract healthy thoughts. When we attract healthy thoughts we have attracted a force that is not idle. It is that universal force that works perpetual- ly through all active persons. The idealist is the fellow who nev- er uses his hands. He believes that there is no matter, that everything is spiritualized and is an unseen force that does everything and all we need to do is to believe that we will be supplied with what we need if we ask for it in the right way. Such teaching as this is the cause of all our trouble. We have too many men looking for soft jobs of this kind and our young men are catch- ing the disease. The idealist does not respect la- bor. He even goes so far as to call a man a fool if he works. The materialist respects the sensi- ble masses and their product. He enjoys their surroundings because he works with them. No man can re- spect another (as men should respect each other) if he does not work with them, with mind and body. We must love our neighbors by living with them, by eating with them as well as working with them, but the idealist will not do anything but eat, and that must be the best or he will not come back the second time. The materialist does not believe in helping anyone. He _ believes in showing every man how to help him- self. He knows that Nature intended that each person should eat, drink and sleep for himself as well as to think, work and live for himself. We have too many teachers in this world. Most every person who is looking for a soft job wants to be a teacher—a leader of some kind. The man who works is the man who thinks, and he knows much more than the ones who do not do any- thing, and if he only thought so he needs no teacher or leader. If you will notice, all of the teach- ers and the leaders are telling the MICHIGAN TRADESMAN — workers that they are foolish for working. “If you will educate your- self you will faJl into a soft job.” Some go so far as to say, “The Lord will provide,” and by the way these people live it looks as if “The Lord” is providing, for they don’t do any- thing but talk about idealism. These fellows tell us that everything is spir- itual. “They neither sow nor do they reap.” With this sort of teaching is it any wonder that we have so many idle young men? They are looking at the idle people and see so much pleasure in being an idealist that it is no wonder that the worker is look- ed upon as a fool. The materialist knows that every- thing real is self-existent, that per- petual creation is going on each mo- ment of the day and night and that all solid gifts of Nature come through working with IT. The materialist is not a child of circumstances. He makes all of his own circumstances. The idealist is subject to circumstances each day. If he does not beg, he does not eat. Any man with the least bit of intelligence can tell an idealist as soon as he sees him, and every materialist ought to show him how to help himself. If the materialists would stop feed- ing the idealists, we would have less idle young men in this world. If you are a materialist, keep your product to yourself and do not give it to those lazy idealists and the boys will go to work. We are paying idealists a great price to save our souls, and this very idea is the cause of so many idle young men. What’s the use to talk about the disease? Let’s get at the cause of our trouble. Remove the cause and we will not have any disease. Mr. Wernicke is a_ materialist, blended with idealism, which is the greatest force on earth. He can see through these things. He knows more than he expresses in his daily life. He would like to tell the world what he knows, but the idealists would interfere. Any intellectual mind can read thousands of thoughts between the lines of Mr. Wernicke’s article, which is full of good seed for young men. The greatest reformer the world has ever known did not pose as such. Neither did he pose as an organizer. He said, in other words, “Let every man see to it that his own heart and life are what thev should be.” Every thought is spontaneous. The man whose mind is filled with pro- gressive thoughts is the reformer of his own age. He needs no other ad- vice. His brains are busy with tryth and he builds around him everything he needs and it is done as easily as rolling off a log. But watch the idealist! He has a hard time to keep up with progress. There are so many new things springing up that he can not have his wants supplied and he begs six days every week while the materialist dishes it out. We must learn the language of Nature. We have to be good “mix- ers” in Nature and not among men. The “mixer” among men is the ideal- ist and he needs watching. It will make any sensible man smile to watch how cunning these idealists are in begging for a living. Their whole scheme is governed by and through the power of sugges- tion—hypnotism, We are all more or less subject to this influence. The materialists are _ the only class who do not “come up” with the “stuff.” Edward Miller, Jr. ——>-2-2 Old Glory Was N. G. “T was foreman in an American . silver mine in Mexico when the late unpleasantness broke out,” said the man with the husky voice. “When things began to grow hot all the other officers pulled out and left me to face things. The order from the manager was: ““Tf any rebels appear here you are to run up Old Glory and threaten them with the vengeance of the Unit- ed States.’ “Four days later a gang appeared, and I ran our glorious flag to the masthead, and got off what might be called a fervid address. I was pa- tiently listened to, and when I had finished the chief of the band said: “Tt is one beautiful flag, senor, but you would look more beautiful in its place!’” “And they did things?” was asked. “You bet they did! Down came Old Glory, and up I went in its place!” “Not by the neck?” “Sure, and I’d hung half a minute before the halliards broke. When J came to the offices were looted and the rebs gone, with O. G. tied to a mule’s tail and dragging in the dust.” “But—but—” “Oh, that’s all. Our flag is a cork- er here at home, but over in Mexico the climate seems to fade it out. You can’t make the greasers see the stars!” Mother stands for the referendum and the recall on the farm, as Willie learns when he wants to go fishing at an inopportune time. 39 Ls ye ess Near La ALS USE O-WIGAN STAT A MOT cPnONE Increase Your Sales of BAKER’S Cocoaand Chocolate ANY GROCER who handles our prepa- rations can have a beautifully _illustra- ted booklet of choc- olate and cocoa rec- ipes sent with his compliments to his customers _ entirely free of charge. Ask our salesman or write eeiterely Walter Baker & Co. Ltd. DORCHESTER, MASS. 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 |b. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Qil 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. modest seating of a chapel. luxurious upholstered opera chairs. 215 Wabash Ave. GRAND RAPIDS NEW YORK 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 country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. Lod e Halls We specialize Lodge Halland Assembly seating. g Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. American Seating Compan; CHICAGO, ILL. BOSTON PHILADELPHIA ee ee ee PERE TDAR NS FMEA Sane EN MICHIGAN TRADESMAN October 11, 1911 ls; : “, TE e 4 ¥: - Be : = _— = z. a = — te ee ee 2 =.=: - = 2? 3 : Ss : Eo / HE GOMMERCIAL TRAVELER - & ’ y Z Sa. " = << 1 ; 7 —-_ = ; ° => : i Seewessen = = 3 =e ‘ Yt t} a Pm >-5 on — = ) SF ote Tri f iS ze" eS W ¢ Lew i, PZ A as Michigan oe of the Grip. President—J. C. ittliff, Detroit, Secretary—F, M. Ackerman, Lansing Treasurer—Lou J. Burch, Detroit. Chaplain—aA. G. MacEachron, Detroit. Directors—H. Pp. Goppelt, Saginaw; F. - Day, Jackson: W. J. Devereaux, Pt. Huron; John D.. Martin, Grand Rapids; C. H. Phillips, Lapeer; I, T -Hurd, Davi- son 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 C. Richter, Traverse City. : gag Treasurer—Joe C. Wittliff, De- roit. Grand Conductor—E, A. Welch, Kala- mazoo. Grand Page—Mark S§., Brown, Saginaw. Grand Sentinel—Walter §s. Lawton, Grand Rapids, ‘ ene Chaplain—Thos. M. Travis, Pe- oskey. Executive Committee—James F. Ham- mell, Lansing; John D. Martin, Grand Rapids; Angus G. McEachron, Detroit; James E. Burtless, Marquette. Why Traveler Should Control His Temper. Every human being is endowed with something that for lack of 4 better name we call temper. Some of us have too little, few of us have too much, but many of us have not learned to control what we have, and at times our temper works against our best interests, whereas if we had it under perfect control at all times it would be of great assistance to us. Developing Temper Control. Some of the most experienced and successful sales managers have spent a large part of their time in de- veloping temper control in the sales- men under them and teaching it to the young men they are training for road service. A salesman who can not control his temper will not “wear” on a territory. He may be successful for a while, but will grac- ually lose customers until his being retained on the territory will prove unwise. To be a successful salesman you must remember that it is absolutely necessary to keep the good will of your customers. If your customer makes a complaint that you think is unreasonable and unjust, do not “fly off the handle” and make him sore. If he is wrong, and you know it, do your best to show him where he is mistaken. By doing this in a candid way without manifestation of temper you make your position stronger and get him in a better mood to look at things your way. But even although you do not convince him and have to agree to his terms you leave a good impression on his mind, whereas had you given way to your feelings you would not only have had to comply with the merchant’s terms, but would also have prejudiced him against you. Good Advice From a Parent. A few hours before I was married I went to my father and said: “Fa- ther, you are happily married—I do not remember a quarrel in the family. What advice can you give me” He answered: “Son, if you are to live happily, both of you must not get mad at the same time.” After many years I look back on this as the very best of advice, and I offer it to tray- eling salesmen. Den’ get mad at the same time your customer is. Lesson From a Hat Salesman. Many years ago a New York hat drummer gave me a lesson on con- trol of temper I have never forgot- ten. In a small Southern town the hotel boasted only of one sample room and the two of us were com- pelled to share it together. The hat salesman spent Sunday afternoon opening up, dusting and smoothing out his samples, and when I went in on Monday morning everything was as neat as a pin. Some five or six trunks. of hats were unpacked and neatly arranged. I commented on the nice display. He said, “Yes, | Spent a good part of yesterday fixing up. I only have one customer to see and I want to get to him early.” He went out and in a few minutes came back and started to pack up. I re- marked, “No business?” Said he, “Mr. S can not come to the sample room on account of a shortage of clerks and he has asked me to bring my samples to the store.” So he had to pack up and move them. Most salesmen know that every hat has its place in the trunk and it musi be in that place if it is to be kept in good condition. Hats must be packed carefully whether they are to be moved a block or a hundred miles. After getting my samples straight- ened out and making a date with my hardware customer, I called on Mr. S » who conducted a general store, and found the hat salesman just fin ishing his hat display in the ladies’ suit department, which had been as- signed to him. While I was waiting, in walked several stylishly dressed women and proceeded to the suit de- partment. In a few minutes they came out and approached the propri- etor in a much agitated state oi mind. “Mr. S they exclaimed in corus, “we were to have your suit department to-day for a church ba- zaar and here you have filled it up with a sample line of hats.” he pro- prietor apologized and said he had forgotten about it, but would have the hats cleared out in a few min- utes, so the hat drummer was com- pelled to again pack up and move to a” » -a vacant building at the end of the block. This he did in a most com- pliant manner. By looking at him you would have thought it was 2 pleasure for him to pack those hats and move. That night we both took the same train out of town. I remarked, “You certainly had a hard time selling that bill of hats!” He patted me on the back and said, “Never mind. my boy, I sold the hats and am getting out of town on the train I figured on catch- ing.” Ever since then when I have been obliged to wait at my sample room or to stand around for a long- er time than I thought was neces- sary, I have recalled that New York hat salesman’s experience, and said to myself, “Never mind, my boy; dont’ worry; what you want is an or- der, and it is up to you to get it, even although it does not come as easily aS was expected.” That hat sales- man’s philisophy is something thai all salesmen can adopt with profit to themselves.—Hardware Reporter. —_-__ Gripsack Brigade. Helping a dealer to sell his line need not make you extra work. On the contrary it will, in the long rua, enable you to get more orders with less work; for the dealer buys to seil and once you have shown him he can sell and assist him to do so he will buy from you more readily. The best way in which you can help a dealer is to give him information, which he is usually glad to get, but which in many cases he would not care to ask for. This information may concern trade conditions in gen- eral; it may concern how other deal- ers in his line are combating the mail order houses; it may relate to outside competition. Whatever it is, you should be sufficiently posted to en- lighten him. Be careful not to vol- unteer this information as something which you recognize has a value to him and which you extend gratis as an aid to his business. few questions that will draw him out, and throw out whatever suggestions you have to offer under cover of get- ting suggestions from him. Few men care to show themselves in need of instruction, especially where their business affairs are concerned. Bear this in mind, and when you leave your customer let him believe that any hints you have given him have been given involuntarily and uncon- Scidusly on your part. If he is a country dealer he will be glad to learn from you just in what manner the goods he has purchased from ‘you should be displayed for sale, and how they may be attractively advertised. Keep him posted in regard to every- thing your house is doing and abun- dantly supplied with catalogues and advertising matter. In one respect the city solicitor works to a great advantage over the man on the road. It is possible for him to see his customers more fre- quently and to make definite engage- ments with them, so that each will know exactly on what day and at what hour his call is to be expected. A good rule for the city solicitor is to make a schedule of his engage- ments and to adhere to it strictly. If he agree to call on White & Co. Thursday morning at 10 o’clock, he should make it a point to be in their Ask him a __ establishment each Thursday prompt- ly at the stroke of 10, and should not iet anything interfere with this pur- pose. The buyer who knows exactly when to expect his salesman gets in- to the habit of watching for him and feels that he is being taken care of. He knows that he can rely upon the punctuality of the house in filling his orders, if its representatives are inva- tiably punctual in keeping their en- gagements. If anything happens that prevents your calling upon a certain customer at the appoined time, be sure to telephone him or drop him a card explainig your absence. If you have an account which is not develop- ig satisfactorily, be wise enough not to raise any 2bjection when your city sales manager Proposes sending some especially expert man, from an- other territory, to see what he can do with your delinquent customer. In such a case never display any resent- ment that some 2ne else should be al- lowed to encroach upon your terri- tory. What the sales Manager wants is not to diminish your importance or interfere with your operations, but to get results. Show that you are agreeable to any arrangement that will land the business, and not in- clined to obtrude your personal feel- ings when the security of a good ac- count is at stake. A great Many men who are soliciting city trade, pile up difficulties for their sales Managers by bickering over such small matters as one man’s right to solicit a cus- tomer in another’s salesman’s terri- tory. The men who lend themselves cheerfully to the general scheme of getting the best results in the quick- est possible time are the men who are thoroughly appreciated. —————— Faithful To the End. The flames crackled ominously, the water bubbled in the great pot, and, seated in the shade of a palm, the naked savages began to sharpen their cruel knives, “Is there no hope?” murmured the doomed commercial traveler. “None,” hissed the ebon chief. “Then,” said the young man, point- ing to his sample case, “if you are determined to eat me, at least let me ask you, as a last favor, to try our brand of mustard with the feast. I am convinced that one trial will se- cure us your permanent patronage, and [—~” But strong arms seized him here, there was a splash and all was over. Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. . Many improvements "have been made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. _ The lobby has been enlarged and 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. 1911 pt- not ur- tly SY Le) oo October 11, 1911 News and Gossip of the Traveling Boys. An Early Frost. Soon will the husky hunter men Hie to the woods resorts, And bag some deer they never slew, And kill off fifty quarts. —Grand Rapids News. C. R. Garrett, who was injured ina Pere Marquette wreck a short time ago, is able to be about. Wm. Fitzgibbons, Harry C. Hoag, E. F. Harvey and James H. Bolen went through the regular tortures of being initiated into Grand Rapids Rapids Council, No. 131, United Com- mercial Travelers, on Saturday, Oct. 7. Pretty classy bunch, this! Incidentally, . Bill Fitzgibbons’ many friends will be pleased to see him back on the road again. U. C. T. members take notice: Un- less all accident claims are reported to Chas. Daniels, Supreme Secretary, Columbus, within ten days the claims will be null. The local Secretary, Harry Hydorn, has nothing to do with these claims, although he wants to hear from any member who meets with accident or should be laid up from any cause. Pleased to state the hotels at Al- ma, Mt. Pleasant and Clare have gone back to the old rates. The ho- tel at St. Louis is still holding out, however. Well, the boys can hold as long as the hotel can. We are glad to report that G. K. Coffey has been vindicated regarding an accident which happened in Scott- ville recently. Bert A. Hudson, who injured his leg a short time ago, necessitating his staying at home, is able to get around with the aid of a cane. Newspaper reports state that the Board of Trade has at last succeed- ed in having the Pere Marquette put on a morning train from Lansing. Considering what the Board of Trade has done for Grand Rapids, we are loth to take away any credit due it, but the traveling men must get in for some of the glory. The Knights of the Grip and U. C. T. started the agitation some time ago and_ have been working quietly ever since. Personally, we would rather see the Board of Trade get a few new manu- facturing plants for Grand Rapids rather than morning trains. H. L. Proper, of Eastlake, had a birthday Oct. 8. He refused to give his age, but 62 won’t be very far out of the way. He celebrated the event in Chicago on Oct. 5-6. Pleased to see correspondence from Saginaw. There are several U. C. T. colonies in the Southern part of the State that might get busy. The Committee wish to report that all arrangements have been made for the U. C. T. fall-winter dances. The first dance will be held on Saturday, Oct. 21, and will continue every other Saturday night throughout the sea- son. Dances will be held in K. of C. hall, in the Herald building. Ralph Lichtenauer doesn’t feel any worse about his being in the picture than the rest of the bunch do. Orlo Judkins, of New York, repre- sentative for Allen B. Wrisley & Co., MICHIGAN TRADESMAN. of Chicago, and Miss Adelaide Adkin were married in Grand Rapids Oct. 5. They intend making their home in Grand Rapids. Knowing Mr. Jud- kins as we do, we can safely predict that he will make a valuable acquisi- tion to Grand Rapids Council, U. C. T., and he promises us he will trans- fer from Oak Park, IIl., Council. Mrs. Judkins is a sister of Dr. Geo. Adkin, of this city. The happy couple have the’ best wishes of the entire travel- ing fraternity. Dedicated to the veteran traveler, Sol Downs: See the happy traveling man As he shoots right down the line. The cause of all his joy is this: The Pere Marquette’s on time. Walter Ryder bought five dozen “fresh” country eggs in Caledonia last week. When he got home with the purchase and his mother com- menced to open them, she found ten of the eggs rotten. Seems as if Walt could find decayed eggs in Grand Rapids without going out of town for them. J. J. Berg, representative for Geo. H. Wheelock & Co., of Rockford, IIL, was in town for a few days last week. Mr. Berg was a former Grand Rapids resident, but now lives in South Bend, Ind. Messrs. Herrick, Kamp, Dunn, An- derson and Schumaker went North on the Pere Marquette together last week. Mighty sweet bunch this, all representing candy concerns! Harry McGregor, of Codman & McGregor, Honor, took the M. & N. FE. last Wednesday to Kaleva, intend- ing to take the Pere Marquette from there. The Pere Marquette train al- ways stops about 100 feet from the station so it can take water. The passengers are also supposed to get on or off there, as it doesn’t make another stop. Harry didn’t know this and waited at the sattion for the train to stop again. Any one who has ever been in Kaleva can imag- ine Harry’s feelings when he saw the train go by. And Kaleva is a dry town, too. Bill Bosman would make an ideal member of the Executive Committee of the U. C. T. Bill is always on the job, faithful and conscientious. Hope the Executive Committee thinks the same way. E. A. Losie, M. Benedict and _ J. Hilliard, merchants of Boone, while going to Luther last week, met with a painful accident. The auto in which they were riding turned turtle. Losie received a broken leg, while Hilliard and Benedict escaped with severe bruises. J. M. Goldstein. ——_~7 +> The Dove of Peace Hovers Over. A member of 131 was passing away a little time Saturday morning in the lobby of the Pantlind when he ob- served Wilbur S. Burns and John D. Martin cross the lobby to meet each other, and with outstretched “mits” give each other a hearty shake and with “a smile made of all sweet accord” exchanged the _ salutation, “Mighty glad to see you, old fellow.” Hurrah! ; Must Do as Well as Other Markets. The wholesalers and jobbers who made the Trade Extension Excursion this year held a meeting Friday after- noon to settle up accounts. The fi- nancial report showed- a balance of $124.08 left after the payment of all expenses and it was decided to refund this am2unt pro rata to the contributors to the fund. The divi- dend was $2.04 for each member of the party. The Wholesalers’ Asso- ciation will hold a dinner meeting at the Pantlind the evening of October 30 to discuss the results of the ex- cursion, trade conditions and future activities. Several times it has been suggested that the wholesalers ought to get together once a month for so- ciability’s sake and to discuss trade tpoics, and this meeting will be the first of this nature. Discussing the recent Trade Ex- tension Excursion into Northern Michigan R. J. Prendergast, of the Lemon & Wheeler Company, last week said it was wonderfully enlight- ening even although he was familiar with the territory visited. The farm- ing and fruit growing development has been wonderful and there is ev- idence of thrift and prosperity on every side. Northern Michigan, he thinks, will shove California and the other Western states clear off the boards in the matter of fruit growing, and it will have a great advantage over the Western growers not only in the quality of its fruit but in its proximity to the markets. With rap- id growth in population and wealth the North is certain to be a good cus- tomer and Mr. Prendergast says that the feeling is so friendly toward Grand Rapids that all the North asks for is that Grand Rapids shall do as well as other markets in the matter of prices, quality and service and not necessarily any better. _——~--.—___ Old Officers To Remain Another Year. Bay City, Oct. 10—Last Thursday evening the annual meeting and elec- tion of the Grocers’ and Butchers’ Association was held and by unani- mous vote the officers of last year were re-elected. They are as fol- lows: President—Wm. McMorris. Vice-President—John Fritz. Secretary—D. E. Boughton. Treasurer—E. E. Funnell. Corresponding Secretary — George Fuller. Manager of Collection Agency—C. A. Higgs. Brief addresses were made during the evening by various members, views were exchanged and_ several plans for helping in the downing of the “long credit” man were advanc- ed. The President gave a brief re- view of the year’s work and said in part: “Gentlemen, I am glad to say that to-day the Grocers’ and Butchers’ Association is in a most flourishing condition, both financially and nu- merically. Our increase in members the last year has been a source of gratification to myself and _ other members of the Executive Commit- tee. We have had in operation the 41 last seven months a collection and information bureau which has help- ed you all. The chronic deadbeat is quickly becoming a thing of the past to us and we can lay it to only one thing, our bureau of information, through which all members of our body are apprised of long pay and deadbeat customers” _ oo Sheet Metal Contractors Organize. Battle Creek, Oct. 10—The Michi- gan Sheet Metal Contractors’ Asso- ciation was recently formed in Lan- sing, with Arthur Walker, of the Bock-Walker Co., of this city, as President. The organization was per- fected for the purpose of permitting the metal workers to keep in closer touch with each other and promote further development in this industry. The Association takes in practical- ly every city of any size in the State and is largely represented in Battle Creek. There were over 100 dele- gates from different parts of the State present at the initial meeting. The annual convention wil be held February, 1912, probably in_ this city. The first meeting of the Ex- ecutive Committee and officers will be held in this city next Tuesday. The officers elected were as fol- lows: President—Arthur Walker, Battle Creek. Vice-President — James Fleming, Lansing. Secretary—F. B. Harrington, Lan- sing. Treasurer—James Shouldice, Bat- tle Creek. — Cornelius Crawford (Hazeltine & Perkins Drug Co.) has the sympathy of the fraternity in the misfortune which has overtaken his wife. She slipped and fell in her home on Paris avenue a week ago Monday, sustain- ing a compound fracture of the bones of her left leg, above the ankle. The fracture had been reduced twice, but examination with the X-ray led to the belief that the fracture must be brok- en and re-set. She was removed to Butterworth Hospital Monday of this week for this purpose, the operation being repeated for a third time. Mr. Crawford’s many friends will join with him in the hope that the bones may now knit rapidly and that the patient may speedily recover. Mrs. Crawford is in excellent health and spirits, which will contribute material- ly to this result. —_2»-+___ Kalamazoo Gazette: Henry Lu- casse, familiarly known to the candy buying public as “Hank, the Fruit Belt Drummer” and “President of the Gumdrop Trust,’ and who for “several years past has sold the can- dies of the A. E. Brooks Co. of Grand Rapids, has ended his service with that house and gone into the candy manufacturing business “on his own hook.” He has established head- quarters on East Main street and his “hand-dipped chocolates” already are winning favor with the bon bon con- sumers of Kalamazoo and vicinity. _—_———— 2 Most of us set a higher standard for our ‘neighbors than we do for ourselves. ge Raeg mea YAEL ARRON A RE BH ARTUR PRR ATEN Snags ek ee 28 stomps gina Na SO ASee st a game tours pe RAAT ARR PM ING ot aes eee uses ao MICHIGAN TRADESMAN October 11, 1911 Michigan ae of Pharma President—Wm, A. ney De -oit, Secretary—Ed. J: ort Huron, Treasurer—John J. Campbell, Pigeon. Other Members—Will E. a Owos- so; John’ D. Muir, Grand Rapids Michigan Retail Oe. en President—D. D. Alton, Fremon First Vice-President—J. D. ” Gilleo, Pompeii, Bas Gite. Vice-President—G. §S. Layerer, ay Secretary 2. W. Cochrane, Kalamazoo, Treasurer—W. C. Wheelock, Kalamazoo. Executive Committee—C. Bugbee, Traverse City; Grant Stevens, Detroit; D. Q. Look, Lowell. Next Meeting—Muskegon, Michigan State Paaseanationt Associa- President—E. W, Austin, Midland, First Vice-President—B. P. Varnum, Jonesville. econd Vice-President—C. P. Baker, Battle Creek Third Vice- President—L. P. Lipp, Blissfield. Secretary—M. H. Goodale, Battle Creek. Treasurer—J. J. Wells, Athens Executive Committee—B. : “Rodge Port Huron; L. A. Seltzer, Detroit; S c. nam. , Hillsdale and H. G. Spring, Union- Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—O. A, Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. REPRESENTATIVE RETAILERS. Dallas D. Alton, the Veteran Fre- mont Druggist. Dallas D. Alton was born at Fre- mont March 15, 1869, his antecedents being English on his father’s side and Irish on his mother’s side. He was educated in the common schools of Fremont and in 1887 acted as mes- senger of the State Senate at Lan- sing. February 1, 1888, he entered the employ of J. R. O’Dell, the Fre- mont druggist. He had a realizing sense that he would some time own the business, but he was not*able to achieve this ambition until many years thereafter. He spent two years in the main store and five years in the branch store maintained under the name of the Eagle drug Store, now conducted by Angus Stewart. He then went to Pentwater, where he purchased the drug stock of J. L. Congdon & Co., which he continued five years under the style of the Crescent drug store. Failing health compelled him to dispose of this business and he went back to Fre- mont and moved on the old home- stead, remaining there four years. The change brought back his health and strength and he then went to Bronson and, in partnership with his father, purchased the drug store of Clinton Joseph, which he continued for three years under the style of the Alton Drug Co. Mr. Alton then returned to Fre- mont, where he purchased the three- quarter interest of S. P. O’Dell in the Pioneer drug store. He had had an option on this interest for twelve years prior to the time of purchas- ing it, the stock having been owned by the O'Dell family for thirty-six consecutive years. M. W. O’Dell still retains a quarter interest in the busi- ness, which is carried on under the style of the Pioneer drug store. Mr. Alton was married September, 1890, to Miss Sadie Baker, of Fre- mont. They have a daughter 19 years old, who is attending the Nor- mal School at Mt. Pleasant, and a son 17 years of age, who has grad- uated from the high school of Fre- mont and will enter the Michigan University, at Ann Arbor, next fall. Mr. Alton is an attendant of the Congregational church and a mem- ber of the Modern Woodman. He D. D. Alton, President Retail Drug- gist’s Association. is a Mason as far as the Shrine, be- ing High Priest of Fremont Chapter and Past Grand Master of the Grand Council. Mr. Alton has two hobbies—ma- sonry and fishing. His wife insists that the former is the only one en- titled to special mention in this con- nection, but his friends say that he is an expert fisherman and that his fish are never larger after they are out of the water than they were before. This is about the highest compli- ment that can be paid a fisherman. Mr. Alton attributes his success to giving and getting a square deal. He has undertaken all his life to treat his customers the same as he would like to be treated if the situation were reversed. He has undertaken to put himself in the mood and the atmos- phere of his customers and the re- sult has demonstrated the correct- ness of his conclusions and the feasi- bility of his methods. The esteem in which Mr. Alton is held by his fellow druggists is fit- tingly exemplified by his election to the Presidency of the Michigan Re- tail Druggists’ Association at the an- nual convention held in Flint last week, —_++2—___ Profitable Meeting of State Druggists at Flint. Kalamazoo, Oct. 10—I am not in a position to give a detailed report of our meeting at Flint, as I am not yet in possession of .the transcript from my stenographer. However, | will endeaver to give you a synop- sis which, I hope, will help you out. If it is not sufficient, or if there are some points which you would like to have more in detail, let me know, and I will endeavor to furnish the same. The Michigan Retail Druggists’ Association held its convention in the Masonic Temple Auditorium at Flint October 3 and 4, the first ses- sion being called to order by the President at 2 p. m. Tuesday, Octo- ber 3. Rev. C. A. Lippincott, of Flint, gave the invocation, and was followed by an address of welcome by the Mayor. H. R. McDonald, former Secretary of the Associatioa, responded to the Mayor’s address and the regular business of the Asso- ciation was then taken up. The Secretary reported a member- ship of 568 and the Treasurer’s re- port showed the Association to be in excellent financial condition. Tuesday evening an elaborate ban- quet was served in the dining room of the Masonic Temple at $1 per plate. President Bugbee introduced E. A. Ross as toastmaster of the eve- ning and the speakers were Hon. Colin P. Campbell, Grand Rapids: L. E. Bogart, Detroit: W. O. Gladding, Kalamazoo; Mr. Lamie, Hillsdale; E. E. Miller. Traverse City; R. W. Cochrane, Kalamazoo; Frank Dul- lam, Flint; E. Austin, Midland. The election of officers took place Wednesday and resulted as follows: President—D. D. Alton, Fremont. First Vice-President—J. D. Gilleo, Pompeii. Second Vice-President—George S. Layerer, Bay City. Secretary—R. W. Cochrane, Kala- mazoo. Treasurer—W. C. Wheelock, Kal- amazoo. Members of the Executive Com- mittee—C. A. Bugbee, Traverse City; C. D. Look, Lowell; Grant Stevens, Detroit. It was voted to hold the next meeting at Muskegon. The time was left to the Executive Committee. We had a very good attendance and the meetings were enthusiastic. The report of the Legislative Com- mittee was delivered Tuesday after- noon by Hon. Colin P. Campbell, who was our attorney during the last session of the Legislature. His re- port was very complete, and showed that the Legislative Committee had been active and accomplished a great deal of work during the year. Resolutions were passed support- ing Dr. Wiley and his associates in their enforcement of the pure food and drug law, and President Taft in his endorsement of Dr. Wiley‘s atti- tude. It was also voted to affiliate with the National Association of Retail Druggists. I am sorry that I can not give you the complete report, as you sug- gested, and hope this will help you out. R. W. Cochrane, - Sec’y. — 72s Solidified Alcohol. One of the most wonderful discoy- eries of modern chemistry is solidi- fied alcohol, the purest grain alcohol in a solid form, molded for the con- venience of handling in various siz- ed cubes and irregular chunks. It is easily handled, non-explosive, and the containers are hermetically seal- ed. Being in solid form, there is no spilling, breaking of bottles or in- jury to the hands by broken glass, no lamps to fill, in fact, no trouble whatever. It is non-explosive, there- fore involves no danger of burning fingers or property, consequently no worry. It is packed in neat metal containers and is molded in cubes of suitable size, to perform the work for which it was designed. When used by jewelers and_ silversmiths for soldering and brazing, or when used by the artist for heating the pyrog- raphy needle, there are no lamps to put out, no wicks to harden, no waste by filling, no refilling and nothing left over, therefore no aded expense by evaporation, etc. Solidified alcocol is put up in me- tallic containers, and each container is hermetically sealed; there is no evaporation during transit, no waste, no bottles to be left uncorked, and it will last until used. It contains ‘rom 80 ts 96 per cent. of the best methylated spirits of 190 proof, ac- cording to the use for which it is designed. Solidified alcohol is made in chunks or cubes for every use and purpose, compounded and packed for that particular use, thus there is a small cube for soft boiled eggs and a larger cube for hard boiled eggs, still other sizes for coffee percola- tors, chafing dishes, etc. >.> The Drug Market. Oil Wormwood—Has declined. Russian Cantharides—Are higher. Ergot—Has advanced. Manna, small flakes — Has ad- vanced. Prickly Ash Bark and Berries—Are higher. Oils Bay and Bergamot—Have ad- vanced. Sugar Milk—Has advanced. Goldensezl Root—Has advanced. Lavant Wormseed—Is higher. —_~++2—____ Fly Pencils. Hucalyptol 25. 4 parts OU ot anise 2.2. 8 1 part Liquid parafie -... .2.. 0. 45 parts Pavalin 2002 a: 50 parts Melt the paraffin, add the other ingredients and pour into suitable molds. Apply to the parts of the body to be protected. ees Indigestion Powder. Bismuth, cath. 2 7.0.0.00 0 1 oz. Sodit bicarb. 2) 3 ozs Of menth pin 45. ..2...... 30 min. Misce. Half a teaspoonful in half a wineglassful of water just after meals, aa a nee October 11, 1911 MICHIGAN TRADESMAN 43 WHOLESALE JRUG PRICE CURRENT Acidum Aceticum ....... 6 8 Benzoicum, Ger.. 70 75 Boracie esecscae ° 2 Carbolicum ...... 20 26 Citricum ........ 46 50 Hydrochior ..... 3 5 Nitrocum ....... 8 10 Oxalicum ....... 14 15 4 15 Salicylicum ....... 40@ 42 Sulphuricum .... 1% 5 Tannicum ....... 75 Tartaricum ..... 38 Ammonia Aqua, 18 deg. ... 4 6 Aqua, 20 deg. ... 8 Carbonas ....... 15 Chioridum ...... 12 14 Aniline sescercceses 00@2 25 cctcccsene 80 a ee cece eeseseoses Yellow Baccae Cubebae ........ “eg 75 Junipers ........ 8 Xanthoxylum ---1 25@1 50 Balsamum DO 6. cclaue OO 65 pneaag eoesecneese @ ag2 40 Terabin, Canad.. 70 80 Tolutan ....... 50@ Cortex Abies, ee 18 Cassiae ...... 20 Cinchona Flava | 18 Buonymus atro.. 60 Myrica Cerifera.. 20 Prunus Virgini -. 15 Quillaia, gr’d. .. 15 Sassafras, po 30 26 UWMUS: 2 oe sec. ss 20 Extractum Glycyrrhiza, Gla. 24@ 30 Glycyrrhiza, po .. 28 30 ematox 11 Haematox, Is ... .13 14 Haematox, ee sc oe 15 Haematox, 16 17 Ferru - Carbonate Precip. 15 Citrate and Quina 2 00 Citrate Soluble .. 55 Ferrocyanidum 9 40 Solut, Chloride .... 15 Sulphate, com’! 2 Sulphate, com’l, by bl., per ewt. 70 Sulphate, pure .. 7 Flora Aveda. 6c. ce . 20 25 Anthemis ....... 50 60 Matricaria ...... 30 35 Fo ma ....... 1 75@2 00 Cassia, Acutifol 25 30 Saivia a uve“Gral 27. 8 10 Acacia, sifted sts 18 Acacia, po ...... 45 65 Aloe, Barb ...... 22 25 Aloe, Cape ... 25 Aba, mere - o Ammoniac ...... Asafoetida ....... 1 60@1 75 Benzoinum ...... 60 Catechu, Is ..... Catechu, i see Catechu, Sls Camphorae ..... Euphorbium .... Galbanum ...... Gamboge .. po..1 25 Gauciacum po 35 Kino ..... po 45c Mastic §....... Myrrh .... po “BO oa a Shellac, bleached 60 $s Tragacanth ..... 90@1 00 rary wo i 3 Sgnoseggesoce595005s0000 aS Ba eoeeccce Herba Absinthium .... 4 50@7 - Bupatorium oz pk Lobelia ....0z p 30 Majorium ..oz pk 28 Mentra Pip. oz pk 23 Mentra Ver oz pk .. 25 Rue ...:. - of pk 39 Tanacetum ..V.. 22 Thymus V oz pk 25 Magnesia Calcined, Pat. .. 55 60 Carbornate, Pat. 20 Carbonate, K-M. 18 20 Carbonate ...... 18@ 20 Oleum Absinthium . Amygdalae Dulce. 75@ 85 eee Ama 800 8 25 1 90@2 Auranti Cortex 3 10@3 20 Bergamii ........6 25@6 50 Geers = . > 0) dees Cedi: . co 90 CRORE ana s ce ssc = Chenopadii ..... 5 00 namoni ..... 4 70@L 80 lum Mae .... © ad aaeeee Copaiba ........ 1 75@1 85 Cubebae ....... 4 00@4 10 Erigeron ........2 35@2 60 Evechthitos .....1 00@1 10 Gaultheria ......4 80@5 00 Geranium .... oz 15 Gossippil Sem gal 70@ 75 Hedeoma .......2 50@2 75 Junipera ........ 40@1 Lavendula ....... 90@4 00 EAMONS oss 1 80@1 90 Mentha Piper ..2 75@8 60 Mentha Verid ...4 75@5 00 Morrhuae, gal. ..2 00@2 75 Myricia. ...0...5% 3 60@4 10 OUNG fo cs oso, --1 00@3 @0 Picis Liquida ... 10@ 12 Picis Liquida gal. @ 40 Ricina .......... 94@1 00 Rosae oz. .....11 50@12 00 Rosmarini ..... @1 00 Sabina .......... 90@1 00 Bantel ....<.... @4 50 Sassafras ....... 90@1 00 Sinapis, ess. oz... @ 65 Succini .......... 40@ 45 Thyme .......... 40@ 60 Thyme, opt, .... @1 60 Theobromas .... 15@ 20 Tigli) ............1 05@1 15 Potassium Bi-Carb ........ 15@.18 Bichromate ..... 18@ 15 Bromide ........ 30@ 36 CORD: ici aceacc es 12@ 15 Chiorate .... po. 12 14 Cyanide ........ 30 40 Iodide Raine 25@2 30 2 Potassa, “Bitart’ pr 30 Potass ‘Nitras opt Potass Nitras .... Prussiate ....... 23 Sulphate po .... 15 18 adix Aconitum ....... 20 Althae Anchusa Arum po ....... Calamus ..... Gentiana po 16: 12 Glychrrhiza pv i5 16 Hellebore, Alba . 12 ; ‘ 43 os aase QDQHQHDOOOO OQOOOODO Heobo root Hydrastis, Canada 5 50 Hydrastis, Can. po @5 50 Inula, po ........ a 5 Ipecac, po ...... 2 25@2 35 iris: plox: ...:...- 35@ 40 Ialapa, pr. ...... W@ 75 Maranta, 4s . 35 Podophyllum po. 15 18 RUNGE 3 oe ee 75@1 00 Rhei, cut ....... 1 00@1 25 Riek OPV. 26s ce 15. 00 Sanguinari, po 18 15 ot po 45 ... 20 25 ae egies cits = = Serr Sage ae oe ralleax siete g 30 aw ety oft’s ee. . 4 Spigelia juga eouee 1 45@1 50 Symplocarpus ... 25 Valeriana Eng .. 25 Valeriana, Ger. 15 20 Zingiber a ...... e 16 Zingiber j ...... 25 28 Semen Anisum po 22 @ 18 Apium (gravel’s) @ 20 Sra, 18.18 sk 4@ 6 Cannabis Sativa ‘E 8 Cardamon ...... 70 90 Carui po 15 ..... 12 15 Chenopodium .... 40@ 50 oe eae 12@ 14 Cydonium ....... boos 00 Dintarts ¢ Odorate 4 00@4 25 Foeniculum ..... 30 Foenugreek, po . 7 9 Tint, ‘gra. bb” 5% . 3 Lini, gr Lobelia aca 75 80 Pharlaris Cana'n 9 10 Rape: 2.2.55 cece 6 Sinapis Alva 3... 8 10 Sinapis Nigra . 9 10 oo Frumenti . D. 2 00@2 50 Frumenti ...... 1 25@1 50 Junipers Co. ....1 Ho 4 50 Junipers Co OT 1 65@2 00 Saccharum N E 1 90@2 10 Spt Vini Galli ..1 75@6 50 Vini Alba .......1 25@2 00 Vini ee — 25@2 00 Extra eciiore teboat wool carriage . @1 23 Florida “or wool carriage ..... 3 00@3 50 Grass naan wool carriage ...... @1 25 Hard, slate use @1 00 Nassau sheeps’ wool carriage ...... 3 50@8 75 Velvet extra sheeps’ wool carriage .. @2 00 Yellow Reef, slate use ..... @1 40 Seeuns ARBOR oo ccc ses @ ‘Auranti Cortex @ 50 Ferri lod . fon 60 Smilax Offs ... 50 @ Senega ] eoneeesese Sefllag: oo. e253: @ 50 Seillae-Co. ...... @ 60 Pole: 6055 60, @ 50 Prunus virg, .... @ 50 Zingiber ........ @ 50 Tinctures Aloes ..... aceuee 60 Aloes & Myrrh.. “ 60 Anconitum Nap’sF 50 Anconitum Nap’sR __ 60 ANCA ee. < 50 Asafoetida ...... 50 Atrope Belladonna 60 Auranti Cortex .. 50 Barosmp ....... 50 Benzoin ........ $0 Benzoin Co. .... 60 Cantharides .... 75 Capsicum .:..... 50 Cardamon ...... 15 Cardamon Co. .. 15 Cassia Acutifol .. 50 Cassia Acutifol Co 50 CAStON vis.- 5a asc 1 00 Catechu ...... Sater 50 Cinchona ..... ea ale 50 Cinchona Co, ... 60 Columbia ....... 50 Cubebae ..... oe 50 an lrgaed ae weau s Fees Chloridum - 35 Gentian ......... 50 Gentian Co, ..... 60 Gulaca. ose ese. 50 Guiaca ammon . ; 60 Hyoscyamus .... 60 FOGING ok. seas 5 716 Iodine, colorless 75 BING ie ie 50 Lobelia ......... 50 EGET vecccce cus. 50 Nux Vomica .... 50 OD ee eee aus 1 50 Opil, cam yhorated 1 00 Opil, deodorized 2 00 Quassia ......... 50 Rhatany caces 50 RNG ot eee 50 Sanguinaria eee 50 Serpentaria ..... Stromonium .... 60 Tolutan .... 06... 60 Yaterian 2.2... 5° 50 Veratrum Veride a ane eee uaee Miscellaneous Aether, Spts Nit 3f 30 Aether, Spts Nit 4f 34 Alumen, grd po 7 3 Annatto came wens * Antimoni, po Antimoni et po sy 40 ycmtebecla Antipyrin ....... ae Nitras 0Z Arsenicum ....... Balm oe te buds 60: Bismuth $ N Calcium Chlor, . Salcium Chlor, * Calcium Chlor, Cantharides, Hon Capsici Frue’s af Capsici Fruc’s ok Cap’i Fruc’s B Carmine, No> “o Carphyllus ...... 1; ‘i 1 Cassia Fructus . i 1B Centraria Cera Alba Chloroform ..... Chloral Hyd os 1 35 Chloro’m Chondrus ...... 20 Cinchonid’e Germ 38 Cinchonidine P- * = Cocaine ........ Corks list, less 10% Creosotum .... Creta .... bbl. 75 Creta, prep. .... Cfeta, Rubra ne 8 oa ubra ... Cudbear ......... Cupri Sulph. hae ey Dextrine ........ 7 Emery, all Nos. Emery, 3 28 Gelatin, Glassware, fit boo 75% Less than box 170% Glue, brown .... i1 13 Glue, white ..... 15 25 Glycerina ..... . 26 35 Grana Paradisi 25 Humulus ........ 35 60 Hydrarg Ammo’l 1 25 Hydrarg Ch..Mt 110 Hydrarg Ch Cor 110 Hydrarg Ox Ru’m 1 20 oe at 45 50 Hydra: 85 Ichthyobolla Am. 90: 1 00 Indigo .0 52.5.3 1 00 Iodine, Iodoform ...... Tiquer ae et Liq. Potass Arsinit 109 ~ BR s Lupulin ......... @1 75 Lycopodium .... 60@ 70 Macis ........... 65@ 170 Magnesia, Sulph. 3@ 5 Magnesia, Sulph. bbl @ 1% Mannia S. F. .... 90@1 00 Menthol ........ 6 00@6 25 Morphia, SP&W Morphia, SNYQ Morphia, Mal... Moschus se 40 Myristica, No. 40 Nux_Vomica po ng 10 Os Sepia ........ 35 Penetr Saac, H & a @1 00 Co, Picis Liq NN % gal. doz. ...... 2 00 Picis Liq qts .. 1 00 Picis Liq pints . 60 Pil Hydrarg po 80 Piper Alba po 35 Piper Nigra po 22 Pix Burgum .... 10 Plumbi Acet ... 12 Pulvis Ip’cut Opil 1 30@1 50 Pees, bxs. H & PD Co. doz 75 Pyrenthrum, pv 20 25 Quassiae ...... 8 Quina, N. Y. .... 17 Quina, S. Ger. : Quina, 8S P & W 17 Rubia Tinctorum 12@ Saccharum La’s 40@ Salacin ........ 4 50@4 Sanguis Drac’s .. 40@ Sapo, G .......:: @ Sapo, M ........ 10@ Sane, W ......:. 15 Seldiitz, Mixture 27 Sinapis Sinapis, opt. Snuff, Maccaboy, De Voes ...... @ Snuff, S’h DeVo’s Soda, Boras .... 5% Soda, Boras, po ..5 Soda et Pot's Tart 2 o ° Qe r _ Spts. Myrcia .... Spts. Vii R’t 5 zg garychnie Crys’1] 1 10 Sulphur, Roll ...2% Sulphur Subl. .. 2% Tamarinds ...... Terebenth Venice 40 Thebrromiae -. 45 48 Vanilla ........ 9 73" 60 Zinci ict hy 16 3 bbl, gal. Lard, extra .... = - Lard, No. 1. .... Linseed, pure r’w 92 .-1 hi . Linseed, boiled 93...... 1 10@1 16 Neat’ s-foot, w str 65 Turpentine, bbL .. Turpentine, less .. Whale, Toe 16 Pain bbl. L. Green, Paris ..... 21 62 Green, Peninsular 138 16 Lead, red ..... et B a co o x eo Putty, comm’! 2 Putty, str’t pr 2% 2 Red Venetian 1 Shaker Prep’d . Vermillion, Eng. 75 Vermillion Prime merican ...... 13 15 Whiting Gilders’ 95 Whit’g Paris Am’r pi Paris Eng. lift 1 40 Whiting, woe S’n pai Extra ak S0g1 70 No. 1 Turp loach i 10@1 20 were eeseene service. Hazeltine & Perkins Drug Co. Our New Home Corner Oakes and Commerce Only 300 feet from Union Depot Our Holiday Samples are now on display in our new build- ing. The most complete line ever shown by us. make us an early date and get the first selection and best Grand Rapids, Mich. Please Cocoa, tomers. They Will EAT More and BUY More Groceries Instead of Coffee and Tea You may make more at first on tea and coffee, but you want your customers to have good appetites. a If you sell them The answer is Lowney’s It is appetising, wholesome and strengthening. Your Lowney’s Cocoa customers will be your best cus- IT’S UP TO YOU RARER EET oe So a otgayrengpniN RANA Ra er he cane ee ea ee Pian chest PRINS eo ae) MICHIGAN October 11, 1911 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED DECLINED Drugs Provisions hanes Applies Brooms index to Markets 1 y By Columns ARCTIC AMMONIA Didnees | Move, 1th... 85@ 90 Co. 12 02. ovals 2 doz. box 75 Cove, 2%. ...... 1 65@1 75 P A PALE GREASE Plums ......... 00@2 60 a oe ; ib. acok boxes, 4 doz. 300 yn, 3 Pears in § Axle rease ..... itp, tin boxes, 3 dos. 2 ne ae. oz. ..1 25 B - tin boxes, 2 doz. Marrowfat ...... 95@1 25 Baked Beane ....-..... 1 fi’ Pails, per doz...6 00 Early June “2.2: 9Q1 28 oh Brick ..... tr tttt* gy 25M. pails, per doz,” .1i2 00 rly spe nian) 15@1 80 coc kee i BAKED BEANS Fae oe 90@1 25 Brushes ..........+-+ -- 1 Beutel’s Michigan Brand No. 10 size can pie @3 00 Butter Color ..........- 1 Baked Pork and Beans Pineapple No. 1, cans, per doz. .. 45 Grated Cc No, 2, cans, per doz. 175 MBB oo ccc tee eee = No. 8 cans, per doz. 85 a oon 1-2 1%. can, per doz. .... 90 i. oe 2 2%. can, per doz. ....1 40 aa a ea NOE 2 38, can, per doz. ....1 80 RUOPORES bo cckcnd cece cee : “ BATH BRICK Cheese ...... oeeer ene g meglish ............... a BLUING Salmon oe. renee ee 3 Sawyer’s Pepper Box Warrens, 1 Ib, Tall ....2 30 Choco dl ee serene ae Per Gross Warrens, 1 Ib, Flat ..2 40 Cider, Pee reer reer 8 No. 3, 3 doz. wood bxs 40u Red Alaska seseel 75@1 85 Clothes t oie a 8 No. 5, 3 doz. wood bxs 700 Pink Alaska ’.""1 39 1 40 a i11. 8 Sawyer Crystal Bag Sardines ag het cn 6 00 Domestic, \%s .........3 25 Confections .......+ eon Domestic, 4% Mus. ....3 50 OTB wcccececces é BROOMS Domestic, % Mus @7 oem See enor To 2 ape Sew 8a aA... 1@14 No. 2 Carpet 4 sew ....4 75 French, %s 1": 18@ 23 D No, 3 Carpet 3 sew ....4 50 ; Shrimps” Dried Fruits ........--- 6 No. 4 Carpet 3 sew ....4 25 Dunbar, Ist, dos.......1 35 Parlor Gem ............5 25 Dunbar, 1%, doz 2 35 P Common Whisk .......1 25 , Sacco rinaceous Goods .... § Fancy Whisk ....-....180 jai, | Suscotas - 85 ishing Tackle ......... 6 Warehouse ............550 Gog Wt 00 r voring Extracts .... ; BRUSHES Fancy Sa pease en 40 ET oo oeccceesssececes ai berr Fresh Fish .........c0-+ ; Solid Back, 8 in. ...... 75 Standard ......... Fruit Jars .....--++++++- Solid Back, 11 in. -..- 95 Amie “Tomatoes a : Pointed Ends ......... Good «.-sseennsee d 35 1 20 snag ee ie scccccecss 2 OG Wai @1 40 Sees cea ss : NO210 | ooo oo @8 50 Graina ....... No. CARBON OILS 8 No. ; Pertacts arrels 9 lg a ee No. erfection ....... ctessces © No. 2 S. Gasoline .. 13 ert papa Pe. Boe ae Gas Machine .. odor’d Nap’a 1 J BUTTER COLOR o9 C¥linder ....... 29 @34% Jelly cesebapees .-». 8 Dandelion, 25¢ size ...2 Engine ...../.: 16 @22 Jelly Glasses .......... 8 CANDLES Black, winter .. 8%@10 Paraffine, 6s .......... CATSUP M Paraffine, 128 ....... --.8% Columbia, 25 pts, 415 POR bcos cs ec eee ee : Wicking 2.055 -..52..; 0 Boe ee gotences ; = cece cece nder’s Pints ..... ——— ee 8 CANNED GOODS = CEREALS ; Bivstar .......-..+-.... : reakfast Foods 3tb. Standards . @, 95 Bear Food Pettijohns 1 95 N : Gallon ..... ote e 2 75@3 00 ——- - Wheat 36 2tb 4 50 cue kb sek chon eee ce Blackberries g-O-See, pkgs. _— SAD. iue.ee se. 150@1 90 Post Toasties T No. 2 Standards gallons @5 00 oe DEGR. Le 2 80 oo | es eee 8 Beans Post Toasties T No. 2 Baked =... 0.2.3. 85@1 30 36 p A ease ces a 2 80 Red Kidney ...... 85@95 Apetiao Biseuit, 24 pk 3 00 PADRE 36 oye ee ee. Marne ce 1 15 AB BEER 95 Pickles .. WGK co ec ‘ 125 Grape Nuts, 2 doz. 2 70 Playing Blueberries Malta Vita, 36 1M. ...2 85 Potash ..... Standard ........... 30 Mapl-Flake, 24 it. -.2 70 Provisions . Gallon ....<.4: 22... 6 50 Pillsbury’s Vitos, 3.dz. 4 25 Clams Ralston Health Food Little Neck, 1tb. 1 00@1 25 36 2%. ....:. aoee ce 50 Rice ...........-000-. 00, Little Neck, 2b 150 Saxon Wheat Food, 34 Clam veer os ah Pl .. a pecetat*s Burnham’s DE... re ea) iscuit, —— Supning eon eas * Burnham’s pts. ....... 3 75 36 pikes. ........., 60 ‘oan Pie ne "*!) 9 Burnham’s ats. ...... 750 Kelloge’s Toasted Corn a 8 oe 9 Cherries Flakes, 36 pkgs in ecg 2 80 See gece aes or 9 Corn Vigor, 36 pkgs. ....... 2 75 eeds eae OMe... 6s : ooo: . Wenkige, oe oe -4 50 oe es Bet ete esse G. (coe ee note i: a ee @1 45 36 pkgs. ..........2 80 French Peas Rolled Oats Monbadon (Natural) Rolled Avena, bbls. ..5 70 per dgoz. -...5.2.%, 45 Steel Cut, 100 tb. sks 2 85 G berries Monarch, bbls, ........5 40 oC 6 09 Monarch, 90 Tb. sacks 2 60 No. 1) .:... ae Spe Quaker, 18 Regular ; 45 uaker, mily ... Standard ............. 85 Cracked Wheat Lobster Bu eee cen cays os 3% OD. eon ceeesces oscck « -2 40 94 2% ee .. 22 50 Toba. Sh MM pecs cess 4 25 CHEESE Twi Se es eee tear 41 Picnic Talls .......... 275 Acme ....3.... @16 PD oe cb kate sess bc ces Mackerel Bloomingdale Ee gi Vv Mustard, 1th. ........ 180 Carson City . e 1636 vi 31 Mustard, 2%. ...... ---2 80 Hopkine ......... 12 MT Lt ° Reh rer ean ones Soused, 1%... 1.1]: 180 Riversde -/32272: 15 w Soused, a. cite oes cic : a Sees oa Sie Tomato, Si aeipias bs bo AS 6's oo a's asa co eee A= -- hoo eee . Tomato, 2%b. .......... 280 Leiden .......... @15 ‘Wrapping Paper ....... 12 Mushrooms Limburger ....... @13% Hotels .......... : 16 Pineapple oc @60 Vv Buttons, %s .... 14 p Sago ....... @20 Yeast Cake ............. 12 Buttons, sess @ 23 Swiss, domestic @13 TRADESMAN 3 4 CHEWING GUM Adams Pepsin ........ 4 Best Pepsin, 5 boxes 655 Black or as = es) um (Ww one Pepsin ......... 65 Red Robin ............ 55 Sen: Sem ooo. ses so. 56 2 Bb Sen Sen Breath Perf. 1 00 Spearmint ............ Spearmint, jars 5 bxs 2 75 MOBION io sccsencecs sss sosccccerees 55 Zeno ... CHIC puke 2 Sees tee 5 BOG. 2 ee 7 MARIO. ooo 5 Franck’ Suisse eslcaas ae Schener’s ............. 6 Red Standards ........ 1 60 NO cvnacesccases 2-60 CHOCOLATE Walter Baker & Co.’s German’s Sweet ...... 22 Premium. .. oo. 36i2 22.8: 31 Caracas 6 occ, 31 Walter M. Lowney Co. Premium, \%s ........ 30 Premium, 4s ......... Regular barrel 50 gal 10 00 Trade barrel, 28 gals 5 50 % Trade barrel, 14 gal 3 50 Boiled, per gal. 60 Hard. per gal. ........ CLOTHES LINES : per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton 1 80 60 Twisted Cotton 1 60 No 80 Twisted Cotton 2 00 . 50 Braided Cotton 1 00 . 60 Braided Cotton 1 25 . 60 Braided Cotton 1 85 . 80 Braided Cotton 2 25 . 50 Sash Cord ....1 60 . 60 Sash Cord ....1 90 No. 60 Jute .......... 0 . 72 Jute ..........1 00 . 60 Sisal .......... 85 Galvanized Wire No. 20, each 100ft. long 1 90 No, 19, each 100ft, long 2 10 COCOA Bakers: oe 37 Cleveland ............. 41 Colonial, \%s .......... 35 Colonial, %s .......... 33 PB acts. ae 42 AMVIER 45 Lowney, %s .......... 36 Lowney, \%s .......... 36 Lowney, %s .......... 36 Lowney, 18 ...0. 3... 40 Van Houten, %s ...... 12 Van Houten, Ys ...... 20 Van Houten, is ...... 40 Van Houten, 1s ....... 72 ORR 5 33 Wilber, 4s ......... sien OO Walber, 448°... 2.3, 32 COCOANUT Dunham’s per tb Ws, BIb. case 29 \%s, Bib. case ... %s, 15d. case les, 15tb. case ...... 1s, 15th. case ........ 5 %s & %%s, 15D. case 26% a. a cisoes in s 8, pails ...... 14 Bulk, pails .......... 13% ulk, barrels ........ 12 a ere ° Common ..... Spa ewe 17 BP aes sicawes cesses - 17% OIE i sccs ccc. s.s 48 BANCY 25.65 babcc es 19 PeaDCITy 26 vce cs 20 ntos Common ............ 18 BAIT. oa eec ce os. cae Cnoiee 2 oo. oc 49 Fancy ..... seescstcce OO Peapherry..........5.. 20 Maracaibo Beir coc, - 20 ANOS: 66a 21 Mexican Choice 2. cgi ess 21 WONCY ok ce ccesccs 28 Guatemala POI Oo Ss eeec sc eses SI Paney 2.3555 ceeaa ae Java Private Growth ...23@30 Mandling ..........31@35 Aukola x 32 Mocha Short Bean .......25@27 Long Bean ........24@25 HM. £0. (G. 6.25.736 Bogota weer reces eee Fair FONE | oo sees 53 Sense cm Exc e Market, Steady Spot Market, Strong Package New York Basis Arbuckle ....... sees. 23 00 DAON: oes 5158 eecee es 2e 50 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to W. F. McLaughlin & Co., Chica- go. Extract Holland, % es gro boxes 95 elix, STOSS 22... 5c: H ’s foil, % gro. 8&5 Hummel’s tin, % 14 CONFECTIONS Stick Candy Pails tandard ............. 10 Standard H H ...... 10 Standard Twist ...... 10% Cases Jumbo, 32 tb. ...... -. 10% Extra HH ...,....7° 12 Boston Cream ..._: oo 14 Big stick, 30 tb. case 10% Mixed Cand Grocers Wyk pra Competition Cecseesces 8 Special 066s ceessaucs 10 Conserve Ceesesesecese OD Royal e800 sccwecincccs, 16 Ribbon .......: ecccece 14 Broken ........... core 10 Cut Loaf ......5,77° -- 10% DONIEE ooo sok eos n 1044 Kindergarten teseevace 12 eae dd Hand Made Cream .. 17 Premio Cream mixed 15 Paris Cream Bon Bons 12 sees French Cream . star secosces 15 eeoeas sie Fudge Squares ..... oo 14 Peanut Squares . seevse dd Sugared Peanuts . coce 18 Salted Peanuts ........13 Starlight Kisses | secce ae Lozenges, plain :._! o. a2 Champion Chocolate: 13 Eclipse Chocolates so. AD Eureka Chocolates |": 16 Quintette Chocolates - 15 Champion Gum Drops 10 Moss Drops swsnee sco ae Lemon Sours ........ 12 Imperials ............ 12 Ital. Cream Bon Bons 13 Golden Waffles ....... 14 Red Rose Gum Drops 10 Auto Kisses ....... 7 48 Coffy Toffy ....... oce 14 Fancy—In 5tb. Boxes Old Fashioned Molas- ses Kisses 10Ib. bx, 1 30 Orange Jellies ...... 60 Lemon Sours ......., Old Fashioned Hore- hound drops ...... 65 Peppermint Drops .. 70 Champion Choc. Drops 70 H. M. Choc. Drops i 10 H. M. Choc. Lt. and Dark, No. 12 ......1 10 Bitter Sweets, as’td 1 26 Brilliant Gums, Crys. 60 A. A. Licorice Drops 1 00 Lozenges, printed ... 70 Lozenges, plain .... 65 Imperials ........ Mottoes werrceee Scceceece a0 Giggles, 5c . cB. 3 50 Fae Corn, Oe eoeeel 65 Azulikit 100s ........3 25 Oh My 160s .........3 50 Cough Drops Putnam Menthal ....1 00 Smith Bros. 25 oo 18 Almonds, ona Almonds, Drake .... 15 Almonds, California mioon shell rei eanr a a. razils ....... bees Filberts .......... 12@13 COONS 2. oak coca c Walnuts, soft shell 18@19 Walnuts, Marbot .... 17 Table nuts, fancy 134@14 Pecans, medium .... 13 Pecans, ex, large .. 14 Pecans, Jumbos .... 16 Hickory Nuts, per. bu, Ohio, new ....cccee. Cocoanuts .........00. Chestnuts, New York State, per bu, .... Shelied Spanish Peanuts 9 Pecan Halves ..... 65 Walnut Halves ...45@48 Fiblert Meats .... 30 Alicante Almonds $ a Jordan Almonds . Peanuts Fancy H P suns g Roasted ...... Choice, raw, H, P, Jum- CRACKERS National Biscuit Company Brand 7 a4 8% Butter N. B. C. Sq. bbl. 6 bx 5% Seymour, Rd, bbl. 6 bx 5% : Soda N. B. C., boxes ...... MOlCC oct ce. eg Saratoga Flakes ..... 13 Zephyrette .........., 13 yster N. B. C. Rd, Gem, boxes Shell ccoceerrr rere pepece oO boxes .. 5 serene 5 Sweet Goods Animals .............. 10 Atlantics ............, 12 Atlantic, Assorted ... 12 Avena Fruit Cakes sear oe a mnie Doon kies Bonnie Lassies Brittle ooo Brittle Fingers Bumble Bee ... oe Cadets ....... 3 cose 8 Cartwheels Assorted aoe 1 Chocolate Drops ..... 16 Chocolate Drp Centers 1¢ ee poner vineers 16 rcle Hone ooki Cracknels = a Cocoanut 13 Cocoanut Macaroons ..18 Cocoanut Hon. Fingers 13 Cocoanut Hon. Jumb’s 13 Coffee Cakes occcccccecl Coffee Cakes, Iced Crumpets oe ccceesecccsell Dinner Biscuit ..°°°"" 36 Dixie Sugar Cookies .. 9 Domestic Cakes Eventide Fingers Family Cookies Sea sees Fig Cake Assorted . Fig Newtons ......._7" 1 Florabel Cakes seer IZK Fluted Cocoanut Bar 10 Frosted Cream sewscas Frosted Ginger Cookie 8 Fruit Lunch deed ....; 10 Gala Sugar Cakes .. Ginger Gems neem 6 sic pine Ginger Gems, iced Graham Crackers ..,.. Ginger Snaps Family , Ginger Snaps N. B.C. Round Br ie hos ae Ginger Snaps N. B. Cc Square _........ ceeace Hippodrome Bar ...""" 10 ‘Honey Cake, N. B. C. 12 Honey Fingers As. Ice 12- Honey Jumbles, Iced 13 Honey Jumbles, plain 13 Honey Flake ......... 12% Household Cookies meee 2 Household Cookies, Iced 8 Imperial Jonnie ........ wesw 3 Jubilee Mixed ....... 1 Kream Klips , 26 Lemon Gems ehenesees ote Lemon Biscuit Square 8 6 8 8 seccerencccese 8 Lemon Wafer tesasee ok Lemona Mary Ann eee sevicec si, Marshmallow Coffee Cake cow 12% Marshmallow Walnuts 16 Medley Pretzels ..... 10 Molasses Cakes ..._.: -2 Molasses Cakes, Iced 9 Molasses Fruit Cookies Iced eoaesccecessccc. 49 Molasses Sandwich soda Mottled Square ....__. 10 Oatmeal Crackers «eas 8 ( 8 Penny Assorted ...... 8 Peanut Gems ........_ 9 Pretzels, Hand Md... oe Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md, 8 Raisin Cookies .....,.” 10 Revere, Assorted ovate Rittenhouse Fruit Bisouit, 2. Royal Lunch ..... Royal Toast ...... Rube Pe reesacccecsecs Scalloped Gems ....... 6 Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd 10 Sugar Fingers ........ 12 Sugar Cakes .......... 8 Sugar Crimp .......... 8 Sugar Squares, large - OY sina 2... eo . 9 Sultana Fruit Biscuit 16 Sunnyside Jumbles ....10 Superba 605050. 6 8 Sponge Lady Fingers 25 Triumph Cakes ..... 16 Vanilla Wafers ....... 16 Wafer Jumbles cans ..18 Waverly. 2.262000 10 In-er Seal Goods per doz. Albert Biscuit ........ 1 00 Animals ........ ccceseek 00 Arrowroot Biscuit ....1 00 Baronet Biscuit ......1 00 Bremmer’s Butter ‘Wafers: ...6.535.... --1 00 Cameo Biscuit ........1 50 Cheese Sandwich .....1 00 Chocolate Wafers .....1 00 Cocoanut Dainties ....1 00 Dinner Biscuits .......1 60 Fig Newton ..........1 06 Five O’clock Tea .....1 00 Frotana 2... scccesas, sk 00 Ginger Snaps, N. B. C. 1 00 oe Crackers, Red 2 e! Old Time Sugar Cook, 1 00 Oval Salt Biscuit ......1 60 Oysterettes ........... 50 Pretzelettes, Hd. Md. 1 0¢@ Royal ‘roast ..........1 60 Saltine Biscuit ........1 00 Sarat Flakes ......1 60 Shell coccccccceh OO Social Teg Biscuit ....1 60 a ead October 11, 1911 MICHIGAN TRADESMAN 6 7 8 9 10 Soda Crackers N. B. C. 1 00 Soda 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 oo Snaps .. 50 Zwieback 1 00 In Special Tin Packages. eee er ceecene Per doz. WeGUnO © 6.03 c oes. 5 2 50 Nabisco, 25c ........ -.2 50 Nabisco, 10c ...... : palce conse ces 1 58 Bent’s Water Crackers” 1 40 CREAM TARTAR Barrels or drums .... TROON iia ee css Square cans ...... Fancy caddies .... DRIED FRUITS Apples Sundried eeeese-ee at cee aes °12@18 Apricots California ........ 14@16 tron Corsican ........ @15 Imp'a 1 1b. pkg. @10 Pea bu fi @ %&% Pea Muire—Cholee 26 th. bx 9% Muirs—Fancy, 25 Ib. b. 1 — 50 Ib. b. 10% Lemon doe een see ae Orange American .. 13 Raisins Connosiar Cluster ....3 25 Dessert Cluster .......4 00 uscatels 3 = 6 —— Muscatels 4 Cr 7 L. M. Seeded 1 Ib. 7 a 9% California Prunes L. M, Seeded 1 Ih. 9@ 124 Sultanas, Bleached . 100-125 25tb. Res ik 25tb. bo: - 90-100 > xes..@12 80- 90 25Ib. boxes..@12% 70- 80 25m. boxes..@13 50- 60 265Ib. 40- 50 25%b. %c less in 50Ib. cases FARINACEOUS GOODS oe Dried Lima ...... Med Hana Picked coal “5 Brown Holland .......3 20 60- 70 251». bones. git Farina 25 1 Ib, packages ....1 50 Bulk, per 100 lbs, a 00 Original Holland Rusk Packed 12 rolls to container 8 containers eo) rolis 2 85 6 containers (60 rolls) 4 75 Hominy Pearl, 100 Ib. mck secak 1 Maccaronl and Vermicelli Domestic, 10 Ib. box.. Imported, 25 Ib. box ..2 50 Pearl Sarley Chester oc cccccccscs se & GO Empire ...ccccceccees & 00 eas Green, Wisconsin, bu. Green, Scotch, bu. ....2 = SDE WDE ccs casa sce ss Sage East India ............ 5 German, sacks ........ 6 German, broken pkg. .. Tapioca Flake, 100 tb. sacks .. 6 Pearl, 130 tb. : Pearl, 36 ic csceueee ae Minute, 36 p