EDIRC Scos oe oe. Ee x f rp OE DEINE ee FOES : ENS IES SS ee % AG. oP Ol NZ; eon) eS MA a : AN : Y Ci ORS TS vi TH 2 DA JESMAN e0 — } EE NSS a OO \ VLAN 1 TS UW) iw DYER « i ay = a a Sf Cd y | ise (CTS oN aes LZ OG Parr on SEU SHED ‘WEEKLY © SSETRADE SMAN COMPANY, PUBLISHERS2 << ze Dh PEI . SESS ON BG A OE SUS Wow VLA DVR LZ moh ~“»™ Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, OCTOBER 25, 1911 Number 1466 What is Worth-y Merchandise? Not merely the high-priced article—High price doesn't always mean high quality. Not merely the low-priced goods—A low price often points to skimped material. Not merely showy items—A lustrous glaze may conceal a defect. Not merely goods of wide publicity—Expensive advertising adds to selling cost. Quality merchandise are those goods having the greatest num- ber of value units per unit of price. A 5c article is often more clearly quality merchandise than a $5.00 article, and a 10c article is often worth more in proportion to price than a $10.00 one. Price does not decide quality. (i) The fire test for quality goods lies in the ‘“come-back’’— goods that repel trade are unworthy, be they $1.00 a dozen or $1.00 a piece. Worth-y can only be said of goods that satisfy trade and pull a re-order. Mr. Merchant, you must deal in goods that make re-orders, in goods that build new business, in goods that are found in greatest variety in Our Drummer. If you haven't a copy of our book handy, write for F. F. 938. | 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 Klingman’s Sample Furniture Co. Experience has taught thousands that there The Largest Exclusive Retailers of Furniture in America is no economy in cheap, inferior YEAST. Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. Use F Le I S C HMANN’ > it is the Don’t hesitate to write us. You will get just as fair treatment as though you were here personally. best—hence the cheapest Corner Ionia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. 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 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. MILT e en rT In addition to the above possibilities of loss, the fact that it costs from BOsto N-CHICAGO 15% to 17% to transact business must be considered and added to your losses. 2 Henry Kreulen, who conducts a bakery at 257 Jefferson avenue, has filed a chattel mortgage for $60, cov- ering all fixtures, tools and baking stock, in favor of the Chattle Loan Co. —~+- + It is estimated that the United States uses between. 20,000,000 and 25,000,000 pounds of British grown tea or about 24 per cent. of the total quantity consumed. ——_--. George W. Roup, who conducts a dry goods and grocery store at the corner of Sixth and Scribner streets, has discontinued his branch store at Englishville. ———+-2«.-__. H. F. McComb has bought the grocery and confectionery stock of S. M. Frost and will continue the business at the same location. TRADESMAN The Grocery Market. Sugar—The turn in the market has come and the expected break occurred yesterday, when the refiners reduced their prices five points—from 6.75 to 6.70. Owing to the weakness of the market and the general feeling that prices will shortly seek a lower level, local jobbers are selling sugar to the retail trade considerably less than they could replace it for on the basis of the present market. There is to be a convention of representatives of the sugar countries in Europe on Oct- ober 29, to decide whether Russia shall be allowed to unload some of her surplus raw sugar. Under an agreement entered into by the chief European sugar countries, this has been kept off the market up to this time. If the Russian sugar is to be marketed, the world’s markets will, without doubt, decline, and the sugar situation will be relieved. Coffee—All grades of Rio and San- tos are 4c higher, owing to continua- tion of the firm ‘crop reports *from Brazil. Mild coffees are steady to strong, but show no further change for the week. Java and Mocha un- changed. The demand for coffee, con- sidering the state of the market, is good. Canned Fruits—The supply of fresh fruits is still too large and prices too cheap for many calls for canned goods. Chicago jobbers state that they believe that as soon as the de- mand increases on canned fruits that prices will advance as the supply in many lines is much smaller than usu- al. A local wholesaler states that he never has seen a year in which so many varieties of canned fruits were sold out by the packers so early in the season. This being the case, there is little doubt that prices will be higher when the spring demand begins. Canned Vegetables—Tomatoes are strong and steady. The jobbers are not buying tomatoes very freely as they do not seem to agree with the packers that prices will hold where they are. The supply of corn is much larger than any other item in the vegetable line and prices are low so that many of the city retailers are selling corn at 10c per can. The de- mand is light as yet, but it is expected that it will increase as soon as the supply of green vegetables is small. Peas are high and quiet. Dried Fruits—Prices of raisins have been declined until at the present time it would seem that they should appeal to the retail trade. Evaporat- ed apples have been on the slide ever since prices were announced and at the present time they have reached a point where the trade has begun to take them in small quantities. Re- ports from the coast state that about the only feature in dried fruits is the activity shown in prunes and prices are firm. The largest business, how- ever, in prunes has been done, but of course there are a few small quanti- ties left. New Turkish figs are in the market and prices are about 3c above opening prices of a year ago. New dates are expected to arrive in a couple of weeks. Rice—Reports coming from the South are to the effect that millers refuse to make any concessions to buyers, planters are also holding rough rice and compelling millers to pay full prices. Spot prices are the same as a week ago and the demand is fair as many use rice at this time of year. Cheese—The quality of the average cheese arriving is very fancy, and there is very little under grade cheese about. This has caused a good de- mand for the higher grades, and the market is healthy, with lighter stocks than usual. Continued active trading is looked for. Syrups and Molasses—Glucose and compound syrup are unchanged. The demand for the latter is fair. Sugar syrup is dull and firm, by reason of reduced supplies. Molasses is un- changed and dull. The first new crop will reach Northern markets within a few days. Provisions—Stocks are -about nor- “mal for the season and the outlook is steady, with possibly a slight decline as the season advances. Both pure and compound lard are steady and unchanged, with a seasonable demand. Barrel pork is in fair demand at un- changed prices. Dried beef is firm and stocks are well cleaned up. Can- ned meats steady and unchanged. Fish—Cod, hake and haddock are tending slightly higher; demand fair. Domestic sardines can still be bought at the same price, though news from primary markets is strong. Imported sardines dull and unchanged. Salmon shows no change and a quiet demand. Red Alaska, particularly the first shipments, has sold at a very high price. Mackerel is very firm, largely by reason of scarcity, but partly be- cause the stock of Norways is con- centrated in a very few firm hands. Norways are not much offered, but it is fair to guote the market 50c a bar- rel better than a week ago. Irish mackerel are also probably a dollar a barrel better. The demand is fair. —_————~ 2. Sold Dry Goods—Will Handle Cloth- ing. Harbor Springs, Oct. 24—On the 18th of the month I sold my dry goods stock and women’s ready-to- wear goods, millinery and carpets to J. P. Southard. I have rented him my store building. He will take pos- session Nov. 1. I own my own cor- ner store and three other buildings, which are rented, all in connection in one block. The rentals will more than keep me. My intentions are to very shortly open a modern cloth- ing and men’s furnishings goods store along city lines. I have made good here, but prefer to devote my time to one special line rather than look after many lines, as before. I started here with nothing fourteen years ago and my disposal of the present busi- ness has been a great surprise to all my friends. J. F. Stein. ——_+--—____ Carl Maurer will open a_e drug store in the Elks’ Temple at Cadillac. The Hazeltine & Perkins Drug Co. has the order for the stock. a Buchanan—The Colfer Tool Co. has developed and placed on the mar- ket a new pattern of twist drill. MICHIGAN TRADESMAN A. B. Merritt MIDNIGHT IN A CEMETERY AT NEW ORLEANS It was midnight on Canal street, it was midnight overhead; It was midnight in room twenty where Gallmeyer was in bed; It was dark as any midnight that the world has ever known, As I could not help put notice, in the graveyard all alone. Ah, the thoughts that fill the thinker as he strolls amidst the. dead, With the damp ground ’neath his footsteps and the dark sky overhead; tt would make a strong man tremble, it would make a dead man pale, It would make a politician wish that he had stayed in jail. With the “goose flesh” creeping o’er me and my hair combed pompadour, | was sneaking through the graveyard when I heard a dead man snore; And he wakened from his slumber as I passed his stateroom twice, And he said, “Beg pardon, stranger, will you kindly fetch some ice?” And I waited not to answer, waited not except to say, That, “I don’t know where I’m going but I’m surely on my way;” But the darkness was terrific and I could not find my path, And while hunting for the gateway I could hear the dead men laugh. Such a fiendish laugh it sounded that I ground my teeth in rage, And paced up and down and sideways like a tiger in his cage; And I thought of Sehler sleeping safe in bed at the hotel, While I was here tormented by the fiends come back from hell. But the angels are about us even in the darkest night, _ And they drive away our devils and they put our foes to flight; So at midnight in the graveyard with the foul fiends shrieking ’round, There came comfort to “Yours truly” and a joy and peace profound. For the spirit of a lady, young and beautiful and sweet, Came from out the dinky darkness and approached me on her feet; And her voice was like the music of a note that’s paid when due, As she said “Good evening, stranger, who in Tunket, pray, are you?” “Why this midnight visitation to the city of the dead, | : When you ought to be with Sehler and Gallmeyer safe in bed?” And I had to think to answer and I answered ere I thought, That I came in search.of debtors who would pay for things they bought. And her face was full of beauty and her nightrobe full of frills, As she answered, “So you’re looking for a man who pays his bills?” And I paused before I answered, paralyzed with sheer delight, As I gazed upon her beauty in the darkness of the night. Fearing lest I might offend her by some foolish nonsense said, (With both Sehler and Gallmeyer safely tucked away in bed) But I finally found an answer, found the one I thought was right, For a man to hand a lady in the middle of the night. And I answered, “Yes, sweet maiden, I’m a credit man, you see, Living in dear old Grand Rapids, married, with a family; And I have to make my living picking out the honest men, But in spite of all my caution I get stung good, now and then.” Then her face was all illumined with the lustre of a saint, As she listened to my story, heard me utter my complaint; And her soft hand touched my forehead, smoothed my hot and aching row, And I whispered to myself, “I wonder what will happen now.” And my thoughts strayed back to Sehler and Gallmeyer safe in bed, While the blackest kind of midnight was around and overhead; And her vioce came like the music of the harps from far off shores, All was quiet in the graveyard, e’en the dead had ceased their snores. And my heart was filled with gladness, perfect peace filled all my soul. I was with my guardian angel and she had complete control; And a vision full of beauty, of a world of perfect bliss, For a credit man to live in, she portrayed in words like this:-— “Oh, you foolish earthly mortal, know ye not- that this is true, If you’re honest with your brother, he’ll deal honestly with you; Know ye not that what man thinketh, that will surely come to pass, And that good from good’s reflected as your face is in a glass? “What you look for in a brother you are surely going to find; If you’re square with him in business he will pay you back in kind; If you think he’s mean and brutal you will treat him as you feel, And the way to make a burglar is to think the man wil! steal. “All the evil in the world has been put there by man himself; Fill a man with good, and evil will be laid upon the shelf; As a garden filled with flowers leaves no room for weeds to grow, So a mind that’s full of goodness will no thought of evil know. “Go, my friend, back to your city, tell your fellow credit men, That if e’er they need more counsel I will visit you again;” And she vanished in the darkness of the midnight overhead As I wakened from my slumber on the floor beside the bed. A. B. Merritt. October 25, 1911 October 25, 1911 LACKED HORSE SENSE. Why Hillman Did Not Succeed as a Grocer. Written for the Tradesman. Horse sense is a good expression because it will be understood. No one knows why horse sense is rated higher in the intellectual market than any other kind of sense, but it is. No one knows whether horse sense is saner than cow sense or dog sense, but it has a reputation for be- ing, and that settles it. Anyway, horse sense has come to mean the plain, the manifest, the ev- ident, the obvious, the sane. It is the opposite of flighty, erratic, and the man who is given credit for hav- ing horse sense is supposed to keep his feet pretty close to the ground, and to size up all situations with ref- erence to the final outcome, without reference to the inclinations or the passions of the moment. The ability to do this—to size up all situations with reference to the final results—is what makes a good business man. The inability to do it marks the failures strewn along the commercial highway. There was printed in the Tradesman, some months ago, an article showing how merchants occasionally sell a custom- er worth a profit of a couple of hun- dred dollars. a year for ten cents. In that article was told the story of a grocer who sold a customer worth two hundred a year in profit for the difference between the cost of a $60 a thousand cigar and a $40 a thousand cigar. This is the story of a grocer who sold a customer whose trade was worth $300 a year for ten cents. That is too cheap to sell your cus- tomers, and shows a total lack of horse sense. The man wouldn’t have done it if he had stopped to think. He was so used to sticking for the last cent that he forgot that he was talk- ing to a man who never haggled over the prices of articles he wanted, ani a man who wouldn’t be haggled with. But that was the chief fault with Hillman. He went back of his coun- ters every day in the frame of mind carried by the man who goes forth to trade horses. He wanted to bar- gain, and argue, and haggle with every customer unless the customers threw down their money and accept- ed his prices and took his word for the quality of his goods. There are a good many men of this grade in business—temporarily. There are a good many men in business who say when a customer leaves: “There! By giving my personal attention to that fellow I got good prices for all the goods I sold him. If one of my clerks had handled him I would have made a quarter less.” Of course the quarter is a good thing to have, but some day that eustomer will be waited on by a clerk who won’t have his knife cut for a pound of flesh, but who will give the going prices, and then the customer will see that it has cost him extra cash to be waited on by the owner. Then you lose the cus- tomer. Price: A quarter of a dollar. There are so many places where a MICHIGAN TRADESMAN customer can spend his money that he won’t stand for anything that looks like graft. But this was to be a story about Hillman and the deal he made with Gregg, the.farmer. Hillman is a pretty good sort of a fellow. He is good company, and a fine man to g) fishing with, but when it comes to handling money he freezes up like a bear in the interior of an iceberg. Gregg is also a good fellow. He is not so genial as Hillman, but he would rather lose a dollar on a deal than haggle and argue. Gregg has a large farm out in the richest end of the county. He ships his grains and fruit by the carload and does not trouble himself with the local market. He has a number of small farms grouped about his big one, and the men who live on them work for him. Also, he buys their groceries and clothing and such like for them ‘and settles with them once a year. All this makes a pretty heavy buy- er of Gregg. He goes into the store he patronizes, tells what he wants, when he wants it, lays down the cash and leaves the rest to the deal- er—which is a satisfactory way of . doing business, especially to the re- tailer. One day Hillman went forward to serve Gregg, thinking he might sell a larger bill of goods than could one of his clerks. Gregg was in good humor and was ordering liberally when a clerk came up and asked what he should allow Mr. Gregg for a peck of tomatoes he had brought in in a basket. “J didn’t know you brought any- thing into the local market.” “I don’t,’ said Gregg. ‘These to- matoes belong to a girl whose father works for me and lives on one of my farms. She thinks they are pretty fine, and asked me to sell them for her and bring out some candy.” “T see,” laughed Hillman. ‘“We’ll take them, of course, although we are overloaded with tomatoes. Ill do it as a favor to you.” Gregg did not want any man to do anything for him as a favor. Be- sides, he did not like Hillman’s con- descending tone and manner. “Never mind,” he said, “I'll sell them across the way where I buy the candy.” Hillman picked up the basket— which the girl had garnished with green leaves—and set it back of the counter. “They look pretty good to me,” he said. “So they do to me,” laughed Gregg. “The kid has no right to sell things off that farm, and she knows it, but I like the nerve of her making me the agent of her unlawful conduct. Til get the top price for her and double that when I buy the candy.” “Tf you do that,” grinned Hillman, “she'll be handing you something to sell for her every time she sees you coming to town.” “T don’t care if she does,” replied. Gregy “Kids in the country don’t have any too much spending money.” “T suppose not,’ Hillman answer- ed, and Gregg went right on order- ing goods, while the grocer smiled inwardly as he thought of the wad of banknotes which would soon be in his possession. When Gregg had so completed his purchases he turned around and lcoked at the little basket of toma- toes. “T almost forgot the kid’s candy,” he said. “Tl put up some,” said Hillman, “No,” Gregg said, “she wants a special kind they have across. the street. Ill go there and get it. What is the sum of that order?” Hillman took a pencil from behind his ear and figured on a piece of wrapping paper. It was a long col- umn to add. “Forty-one sixty,” he finally said. Gregg counted out the money, five tens, and Hillman gave him his change. “Oh,” said the farmer, in a mo- ment, after he had stowed his change away in his pocket, “you owe me twenty cents for the tomatoes. Hand it over!” “Twenty what-” demanded Hill!- man. “I’m buying the best tomatoes that come to town for thirty-five a bushel! Twenty nothing!” “But this girl said I was to sell them for twenty cents,” persisted Gregg. “Tl give you at the rate of forty cents a bushel,” Hillman said, “and that is above market prices. I'll be buying them for twenty-five cents 2 bushel within the week.” “Twenty cents,” said Gregg, angry at the haggling. He had bought thousands of dol- lars’ worth of goods of Hillman and had never haggled. He knew very well that Hillman could afford to pay at the rate of eighty cents a bushel, for the tomatoes were fine and would sell in the basket at a fancy price. “T can’t be buying tomatoes ai eighty cents when I can get them for twenty-five.” Hillman, too, was becoming pro- voked. He thought Gregg was try- ing to blackmail him in a small way. “All right,” said Gregg. “Pass them over here.” Hillman, like the great dunce he is, handed over the basket and Gregg took it across the street to the candy store and sold it to the owner for a quarter and bought two. dollars’ worth of sweets. Hillman stood in his doorway when Gregg left the candy shop. “There,” he said to a clerk, “is a man who thinks I have to sit up on my hind legs whenever he snaps his fingers, just because he buys goods here. He tried to sell me tomatoes at eighty cents a bushel to-day.” “He did?” said the clerk, who al- ways passed by a large majority whatever the boss proposes. “He must think you’re new at the busi- ness. Eighty cents for a bushel of tomatoes!” “He’s one of the men who think they own a store because they trade in it,’ Hillman went on.” “We meet ’em every day,” said the clerk. 7 “You bet we do,” Hillman observ- ed, watching Gregg back his wagon up to the curb. “Now, if one of you clerks had waited on him, you would have bought those tomatoes at the rate of eighty cents a bushel. But IT happened to be there myself, and let him know that he could not bam- boozle me.” “You bet you did!” said the clerk. When Gregg got his provisions all on the wagon and mounted to the seat Hillman ran out with a handful of cigars. “Here!” he said. “Have something to smoke when you are driving home. Let me know how you like them when you come in next time.” Hillman came near having a fit when Gregg motioned the cigars away. “There never will be a next time,” the farmer said. “Now, what did he mean by that?” asked Hillman of the clerk. “Guess he’s mad,” said the clerk. “He never would quit me for a little thing like that,” cried Hillman. “Why, I offered to give him half a dollars’ worth of cigars!” But Gregg never came back. Hi i- man thinks to this day that Gregg became angry over a small thing, es- pecially as he offered to give him the cigars. He does not know, and proh- ably never will know, that Gregg quit him because he haggled and quibbled over the only deal they had ever had where the money was going the oth- er way. The grocer was not fight- ing for the extra ten cents, he was fighting for his right to fix prices— for the right to bargain and quibble and haggle over a dime that cost him hundreds of dollars. Horse sense would have told him to take the bas- ket at just what the farmer said they were worth—just as the farmer took his goods—and never let him know that they could be bought cheaper. The grocer who uses horse sense will win, but he who follows the spirit of the horse trader will always be asking for renewals. Alfred B. Tozer. How They Kill Rats in Java. A consular report gives the follow- ing method of destroying rats adopt- ed by M. de Kruyff, of the Agricul- tural Bureau of the Dutch Indies at Bultenzorg, Java. All visible rat holes were first stopped with earth to ascertain which holes were in- habited, for the inhabited holes were found reopened on the following day. Half a teaspoonful of carbon bisulphide was poured in each of these holes, and after a delay of a few seconds to allow the liquod to evaporate the mixture of vapor and air was ignited. The result was a small explosion, which filled the hole with poisonous gases and killed all ihe rats almost instantly. A pound of bisulphide is sufficinet for more than 200 rat holes; 131 dead rats were found in forty-three holes which were opened after the operation. It is further stated that satisfactory re- sults in exterminating porcupines have been obtained by this method. : ——_+-<+-—— It is better to grow with your work than to rot in idleness. DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN, Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price. One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable in advance. Sample copies, 5 cents each. Extra copies of current issues, § cents; of issues a month or more old, 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. October 25, 1911 LACKING IN LEADERSHIP. The retail merchants on the main business streets of Grand Rapids de- light to be referred to as a lot of live wires. When some banquet orator, in a burst of eloquence, tells them they are hustlers every man among them will let his bosom swell and to himself will admit he is it. This is al! right at a banquet or other social function, but sometimes it is just as well to tell the truth. And if the ex- act truth be told and if it be told in plain, simple understandable words, it will be said the retailers of Grand Rapids are a lot of small town, cheap skates with yard stick visions and with eyes only for the present dollar. The truth in this case is not told in an unkindly spirit, but rather in the spirit of that indulgent father who, as he applied the shingle, said: “This hurts me, son, more than it does you.” When John McNabb received the contract to build the Corl, Knott & Co. skyscraper nobody would have referred to him as a live wire or as a hustler had he gone about the job single handed and alone to do all the work from laying the foundations to putting on the interior decorations. John McNabb knows all branches of the building trade and, undoubtedly, could do all the work and do it well, but his method of demonstrating his hustling abilities was to organize an efficient working force, and then, with every man on the job co-operating with every other man—all working together and pulling together—they had the roof on in a hundred days, and in another hundred will turn the building over to the owners, complet- ed in every detail. The merchants of this city have the contract to make Grand Rapids a big- ger and better city. It is a contract in which they themselves have a large and vital interest. It is a bigger job than the erection of a six story brick block, calling for more skill, more in- telligence, a greater degree of efficien- cy, a stronger and better unity of ac- tion. Every retailer in town wants to see the contract executed and yet how do they go about it? Have they organization, co-operation, the work- together spirit, the determination to accomplish results? No; there is nothing of this among the retailers of Grand Rapids. The city builders here are as John McNabb would be if he MICHIGAN TRADESMAN attempted to put up the Corl, Knott & Co. building by himself. Yet the retailers of Grand Rapids would have us believe they are live wires and hustlers, that they are up-to-date, big town fellows, worthy of the city they live in and entitled to be proud of themselves. As a matter of fact, their calibre is of the cross roads. There is no harmony among them, no unity, no mutual assistance, no co-opera- tion. no desire to help one another. It is every man for himself, and with this spirit goes petty jealousy, envy, spite, hatred and a lot of other un- lovely emotions. What one retailer may do for the building up of the city the others immediately try to tear down or at least to deface. What one does or tries to do to make Grand Rapids bigger and better the others do their best to belittle and discour- age. How long would it take to build a chicken coop, to say nothing of a six story block, if those engaged on the job acted in this way? Yet the retailers employed on the job of city building are not only each for him- self but each against everybody else. This is illustrated by their attitude toward the Land and Apple Show soon to be given here. This show, everybody admits, will be a _ great thing for Grand Rapids and West- ern Michigan and it will bring many visitors to town; and yet the retaiférs of Grand Rapids can not agree among themselves upon plans of co-operation with the management to insure its success and to increase the attend- ance. Another illustration is the at- titude of the retailers toward the West Michigan State Fair. The Fair is the great trade starter of the fall season, bringing thousands of visit- ors to town, yet in the last ten years what have the retailers of Grand Rap- ids done to promote its success? Have they even attended the Fair and given it their support at the box office? Individuals may have helped, but collectively have the _ retailers done anything to encourage the es- tablishment of new industries? Have they shown public spirit or taken part in any movement other than such that promised the immediate return of the dollars contributed? In _ fact, have they done a single thing to entitle them to be called live wires or hus- tlers, Why do not the retailers organize an association? The answer to this, no doubt, will be that they can not agree among themselves — that old dislikes and old jealousies will stand in the way of concerted action. Why not frankly admit the existence of these antagonisms and seek to ac- complish the same results in some other way? Instead of trying to make the oils and waters mix, why not em- ploy a harmonizing agency to bring the elements together gradually? In- stead of selecting a retailer for pres- ident of the association, why not pick some outsider, a man like John B. Martin, Heber A. Knott, Lee M. Hutchins or any one of half a dozen others who might be named—a man whom everybody knows, whom ev- erybody respects and who has no re- tail trade ax of his own to grind. Give this president a paid secretary of his own selection to look after the de- tails, a substantial financial support and a fairly free hand and isn’t it reasonable to believe that results would soon be visible? It might be hard for some of the retailers to sub- crdinate themselves to the associa- tion’s executive, but it would be eas- ier for them to knuckle down to an outsider in whom they had confidence than in one of their own number of whom they might be jealous. Through this third party they could co-operate for the common welfare, and gradually, as they became better acquainted and learned how and real- ized the fruits of the friendly spirit, could they not find leadership in their own ranks? Through organization the retailers can accomplish much for their own and the city’s good. They can promote the city’s growth indus- trially, commercially and in popula- tion. They can correct the many trade evils that exist and which sap many good dollars from the till. With organization and co-operation city building will make progress: without it Grand Rapids will lag and all will suffer. The retailers are busy men, with little time to cultivate the social side. They have little oppor- tunity to really know one another. It is not surprising they are troubled with jealousies and enmities. They need a harmonizer. They are all will- ing to help, but it is leadership they lack and, in their present frame of mind, third party leadership seems to be the only kind that will be recog- nized. With efficient leadership every retailer would be an_ enthusiastic booster for the Apple Show; without it they will make no use of this gold- . en opportunity. With leadership they would go after conventions and in- dustries and help every worthy pub- lic enterprise; the records of recent years show what they do without it. With leadership they would be a force for the city’s upbuilding; with every man for himself nothing is ac- complished. Will not some kindly disposed, diplomatic, resourceful out- sider take them by the hand and lead them to better things? BUSINESS AND POLITICS. There is always more or less dis- cussion going on about the relations between business and politics, and the relations between business men and politicians. That politics has an in- fluence and an effect upon business and business conditions is as certain as the sun. The nomination and the election of Government officers of low and high degree is a part of poli- tics, and upon the honesty and the wisdom of those thus chosen to leg- islative and executive positions, busi- ness in a considerable measure de- pends. Unwise legislation and graft- ridden administrations may very se- riously affect the condition of those who take some pride in saying that they have nothing to do with poli- tics. As a rule, the man who says that and then finds fault with the kind of government he gets is there- by showing his inconsistency. It is as much a man’s duty to go to the polls and vote for the best nominee October 25, 1911 as any Other act which goes to make up what passes under the name of good citizenship. If every man in- sisted that his party should make good nominations and did so with his voice beforehand and his vote at the primaries, there would be little occa- sion for complaint on this score. It is often the case that those who dc the least to prevent it complain the most about what happens. That sort of business which de- pends on politics and politicians for its support, or the kind which en- gaes in politics so as to get some special favor of those elected to of- fice, does not deserve commendation or encouragement. That participation in public affairs which shall _ bring public business under the same sort of economical control that character- izes successful private business ought to be promoted and increased. The government of towns, cities and counties especially is a business mat- ter. In a presidential contest nation- al policies may divide the parties so that those for example who desire protection are with the Republicans, and those who favor free trade are with the Democrats, and thus they vote for a policy as well as for a nominee. In towns, cities and coun- ties, neither the tariff nor the cur- rency questions are entitled to any influence or consideration. The one important question which comes close home to every voter is, Which of the candidates is best qualified and best calculated to give an intelligent and successful administration. Local offi- cers are the local agents. employed by the people to transact the public business, which in the last analysis is their business. The mayor of a city or the supervisor of a ward has a great deal more to do with the taxes which a property owner must pay than the president of the nation or the governor of the state. Accord- ing to established custom nomina- tions for these offices are made at party conventions by delegates chos- en at party primaries, but when the question is submitted to the voters, it is easily of more individual than party importance. Each _ side, of course, is anxious for the glory of a victory, but it is dearly bought if at the expense of the taxpayer. It fol- lows, then, to call any election an off year is a mistake, for all elections come close home to the citizens of each town, city and county, and the necessity of looking over the ground thoroughly and doing what is right and what is best is most imperative. The hen is coming to the front as never before. At Storrs, Conn., ar- rangements have been completed for an international egg laying contest to begin November 1, and last one year. There will be 500 hens in the race, four hens to a team and each team housed by itself in a separate yard, with a fifth bird as substitute in case of sickness. Entries from Canada, Mexico, Cuba, South America, Eu- rope and Japan have been made. Aft- er the great series to decide the base- ball championship the eyes of the whole world will be concentrated on the hens. October 25, 1911 RECOGNITION OF GUESTS. During the recent conventioa of a state fraternal organization it was in- teresting to note the methods through which certain dealers made known their presence. As was expected, the local lodges had well done their part in making ready for the welcome by decorating the walks and telephone poles with evergreen intertwined with crepe paper in the colors of the lodge. Flags and bunting were added, in many instances, and the business streets seemed dressed as for a fete day. Many. of the merchants did not stop at this, but made their own win- dows strikingly attractive through the special features suggested by the presence of the throng. Crepe paper in the lodge colors was the founda- tion of some of the best window dressings. It appeared in the twist- ed strands of the walls. In one in- stance, an enterprising merchant had remembered the lodge colors when selecting the socks and neckties in his bargain list for the week. Wheth- er these were obtained by special or- der in anticipation of the event or simply culled out from the miscel- laneous offering, only the proprietor can tell; but they certainly made a good hit. True, buyers may not be numer- ous among the throng, but those who represent local lodges will return, and will remember you with their patron- age in memory of the beautiful rec- ognition. Enterprise in any single direction betokens tkat in others, and the recognition of visitors even through the talisman of his colors in crepe paper is apreciated by your townsmen in the years to come. True graciousness, thoughtfulness for others, courtesy and an acknowl- edgment of the greater brotherhood are apparent even in the simple badge of recognition. If the symbols are interwoven with the colors, the im- pression deepens; but the dealer who adheres to the old routine without a single sign of welcome may be just- ly classed as lacking in progress as well as in the finer elements which are essential in real character. AT THE GATE OF SILENCE. There is much of pathos about this entrance to the realms of silence, only appreciated in full by those who have been at least temporarily with- in the arch. The blind man receiv- ed sympathy from all but the most tude. There are always those ready to lead him, to supply eyes for him in many ways; but many of these people will shout at the deaf man the first time he asks a question, mum- ble if asked for a _ repetition, and growl if this does not suffice. “Don’t try to hear,’ they may hon- estly think, recalling how quickly he caught the bit of conversation be- tween themselves and not intended for other ears. How he can some- times hear the things which were not intended for his ear is a matter of as much wonderment to himself. Yet he is not to blame for hearing what he should not, and failing to catch that in which he is most interested. MICHIGAN TRADESMAN This is no trifling addition to his in- firmity. Here is a chance to create a grate- ful patron. When talking to him re- member that the motion of your lips may convey as much as the uttered words. If several are conversing at once he may lose the key note, and thus become confused and literally out at sea. It is this which makes the deaf appear stupid in a crowd. Take special pains to speak slowly and distinctly. Clearness of enuncia- tion is a boon to the deaf. Force is a greater element of success in tones than pitch. But, above all, strive to avoid display. The majority of un- fortunates dislike to have their in- firmities noticed. Unless they refer to the defect, it is always wise to tact- fully avoid mention of it. You may so accustom yourself to distinct ut- terance that strangers will not know that you are not talking in your nat- ural tone. You may so tactfully transact the business, repeating if necessary, that the patron will al- most forget his infirmity. The road near the portals of silence is lonely at best. The bits of special interest serve in a measure to dispel the in- creasing gloom and isolation. THE MERITS OF CHEESE. With no visible improvement in the high cost of living, it is as neces- sary for the dealer to look into comparative values as into the latest fashions. The fashions are largely dictated in society circles; but hav- ing proved his ability and sincerity, the man behind the counter may be largely master of the situation. Our fathers selected with more dis- cretion than they knew when, in old- en time, the lunch to eat on the road from town was made up of bread and cheese. This was, no doubt, govern- ed largely by reasons of economy rather than of comparative food val- ues, but the shrewd farmer knew that the combination was a good one to banish hunger. With present prices cheese is no longer popularly regarded as cheap, and yet, according to scientific ‘state- ments, it still is one of the most economical of real foods. In a re- cent bulletin issued by the U. S. De- part of Agriculture, cheese is classed as a most easily digested and nutri- tive food. No meat, according to this authority, carries such a large proportion of proteid except dried beef, and even this has a larger per- centage of water. A pound of fresh beef has little more than half the food value in either protein or fat that is found in the pound of cheese. Compare this fact with the cost of the two. Note that the one is ready for the table; the other requires good fuel and perhaps lard or butter in its preparation. Surely the balance is clearly on the side of cheese. Finally, the author of the bulletin lays stress on the fact that there is absolute lack of disturbance in the health of all those using cheese; and that those who rely upon it are especially not- ed for their athletic achievements; while in the history of nations the simple cheese diet stands for sturdy health and effective labor. OUR OPPORTUNITY. “Once to every man and nation,” as the poet tells us, it is ours to de- cide, and in the decision rests our future, even although we do not al- ways appreciate the critical nature of the period. There are chances with- in the reach of all; the trouble is to see them and to get them by the handle. One skillful buyer made six- ty dollars a week for a protracted pe- riod just in buying, fattening and selling the old sheep which the farm- ers did not want. The original own- ers might have done this as well or even better, with plenty of feed at hand; but they failed to see the op- portunity. So many people are looking for the golden opportunity in some great thing, while the little ones which might mean so much are_ ignored. One man complains that dairying does not pay, while his neighbor equips himself with a first-class sep- arator:and all necessary appliances for making good butter. He _ then huuts out his regular customers at fancy prices, assures them a uniform- ly good product—a thing which he could not do under the old-fashioned methods—and finds that he can make money at dairying. Grated horseradish root was the be- ginning of a business which develop- ed into a large establishment, but it was always of first-class quality. Thus came opportunity to a poor boy who gradually built up a_ business known around the world. Carnegie commenced as bobbin boy, but he watched vigilantly for something bet- ter. Opportunity, without the pushing power behind it, is of very little use in the world. We must not only see the chance, but we must seize it. In developing the idea we are very apt to develop the muscle, the nerve and the force of character. It is these which bring results, which render our opportunity worth while and which mark the boundary between success and failure. The crisis comes, but it is with us to meet it in a way that is helpful. FREE SCHOOL BOOK MENACE. When free text books were intro- duced into the public schools’ the feeling was general that a long stride had been made in advance. Children would be supplied with needed tools, even although unable to make the purchases themselves. But with the good there has crept in an evil which it is high time was recognized. Free books, which belong to the public and as far as the children are concerned cost nothing, are being abused in a shameful: manner. When the purchase of an arithmetic meant extra saving and personal sacrifice in the family, that book was care- fully handed down from one member to another. There were no_ leaves torn out just because it was more convenient for comparing with the answers in the back of the book. The pupil of the present generation is growing forgetful of the fact that they represent a cash outlay; unmind- ful that some one must pay taxes to replace them. If it was easy to tear out a leaf with the lesson to- day, it will be easier to tear out the next one to-morrow. The pupil who gets this book next year will be ham- pered because some of those loose pages are lost; and by another year a new book will be necessary. The habit of destructiveness is far more harmful than the mere pecu- niary loss. The care of books should be a part of the education as the care of money is a part of commer- cial training. While this matter is looked after in some of the best tegulated schools, there are many, es- pecially in the rural districts, where there is no incentive toward person- al pride in the care of books; where dog-ears, interlinear translations and loose leaves are looked upon as con- veniences rather than marks of dis- grace. Wisely has Carnegie required that his free libraries be maintained by the public. While no one wants an abolishing of the free text book law, some wholesome lessons regard- ing the care of public property are in many places emphatically needed. MAKING NO MISTAKES. We have all heard of the man who never did anything for fear he would make a mistake. We have seen very few who did do anything of impor- tance who did not make’ some mis- takes. It is in the testing and the trying that we come upon new and better things. The accountant must learn before he can boast of positive accuracy at all times. The man who keeps in the same old groove may pride himself upon his freedom from errors. But what does he amount to? About as much as the clam which sticks tight to its shell. “Coal Oil Johnny” was not so much worse than many of the other producers of pioneer oil days. He ventured and lost, while they lost often, but some of them finally made good. The lessons of his life came after the money was gone; but there are oil magnates, millionaires to-day, who will tell us without apology that they made some as gross mistakes at first as Johnny Steele. If they had not ventured there would have been no gain. The gain in the development of the industry amounted to very much more than that of the individ- ual. It is the making of mistakes which is the total undoing of some; the ultimate making of others. Mistakes have been made in war- fare, when the commander mistook friend for foe; but when the error was detected there was an added vig- or in attack which made for vic- tory. Mistakes have been made in traveling, but the steps were retraced with the determination which takes one quickly to the goal. Mistakes have been made in every calling and by every individual who rightfully claims his independence in thought and action. They will be made so long as the world lasts. But through them we shall arrive at a_ higher achievement and a loftier purpose. They are bell buoys reminding us of hidden rocks; light houses, beckoning to the better ways, MAN OF MYSTERY. He Lived a Hermit and Died in a Shack. Written for the Tradesman. “A man died in a shack over yon- der,” pointing with his whip, “who might have been a millionaire had he chosen the right course in life. He was witty, tactful, talented, gifted with great freedom of speech, a disputant worthy to be _ pitted against the veriest intellectual giant of the age—and yet he died in squal- or, scarcely remembered of men.” The old schoolmaster hung _ his head, nipped off the dead weed tops with his whip and seemed to be deep- ly meditating. The drummer at his side was interested. He had engaged the old man to take him across coun- try to one of his new customers who was located somewhat outside the us- ual line of travel. “Well,” said the drummer, when he saw no signs of further elucidation from his Jehu, “what about this man? A college graduate, no doubt?” “Yes,” assented the schoolmaster, “he was that and more.” “A preacher’s son, destined for the church, but becoming wayward was discarded by his respectable rela- tives—” “Not at all, not at all,” drawled the other. “Well?” “You want to hear a story, Sar- geant,” laughing, “when I have none to tell. I knew the man well, from his youth up, and a very queer chap he was.. Why he should choose to die in a hovel instead of a palace has always puzzled me.” “So you can not explain the mys- tery?” “Truly, I can not.” Sargeant fell silent once more. He had his own troubles and perplexi- ties and was not easily dragged into other channels. The silence was broken by the schoolmaster, who said: “That man came from Kentucky. He was a fine specimen of manhood when I first looked upon him, a law- yer of parts who had_ expatriated himself from his native state for some reason known only to himself. He was brilliant in conversation, shone at the local parties, wore a smile that attracted members of both sexes, and became much sought after by indi- viduals who had social functions to look after. “At times he would drop his light spirits, flit into the woods and re- turn after a- time solemnly morose with a long face, beclouded eyes and no smile for his best friends. He was a human mystery from the be- ginning. “Yet he followed the law in that new country?” “For one short year, after which he bought a piece of land and went to live alone in the woods, dropping out of law entirely and out of the social swim at the same time. He became almost a hermit.” “Unmarried?” : “We thought so, but one day he went away, returning a month later MICHIGAN TRADESMAN with the prettiest young woman I ever saw, ‘whom he introduced as his wife. The two went to live in a log house in the woods. Dilworthy came to town infrequently; his wife never. From the hour of his mar- riage—he said-he had married Flor- ette durirg his absence—the man be- came a morose, taciturn, unwhole- some spirit. I was a youth then. Dil- worthy taught our school one term. I tried to get better acquainted with him, but made a sad failure of the attempt. He seldom smiled, oft- en, however, wearing a cynical grin that was not quite pleasant to see. He ruled the school with strict im- partiality, not wincing or hesitating when it became his duty to inflict punishment on one of the lady pu- pils. “T learned to respect his intellect, although I disliked the man. He no doubt had a past that would have been interesting to know. He was often called in to settle neighbor- hood disputes. It became the fash- ion to put these little differences up to Dilworthy as one would submit a case to a judge. His decisions were, in the main, righteous. As for his young wife—she was a score of years his junior—she never mingled in so- ciety. Did not care to, the gossips whispered. Was immured at home in the big log house Dilworthy had constructed in a_ black-ash swamp, the approach to which was by a nar- row corduroy foot path which cut the swamp through the center and made the footing comparatively safe. “Many were the stories told of strange sights and sounds emanating from the swamp home of the Dil- worthys. Weird lights, strange nois- es at midnight. Once a woman’s scream broke the silence of the woods at night. “I believe old Dil licks his wife,” ventured Sam Duncan, the village shoemaker. “I’ve heard her scream more’n once. The old cuss ought to be investigated.” This at last became the conviction of the neighbors, consequently a delegation of wise ones called one evening. Mrs. Dilworthy, smiling and pretty as peaches, received them, gave a pleasant recital, accompanied by her husband on his violin, after which the. Committee retired in good order, nonplussed, still as mystified as ever. : ; “Things went on after this fash- ion for a term of years. Several petty suits at law were conducted by Dilworthy, for plaintiff or defend- ant, as the case might be, and he acquitted himself with great honor every time. His gift of oratory was considerable. I have heard many of our public men speak, from Cass to Blaine, but not one of them could beat our. own Dilworthy, who was content to hide his light in a pioneer settlement of Western Michigan.” “Singular man,” remarked the drimmer. “He must have been some great lawyer who had to run his State because of some crime—” “I have thought of that,” returned Tanner. “J know he was smart. His intellect was second to none of the great men of the time. He shrank from the public rostrum, however, contenting himself with forensic dis- plays in the presence of rustics only. I never could quite understand him.” “Was he given to dissipation?” “Not a particle of that. He was as temperate as a Methodist deacon, save for the one vice of snuff taking. He always carried a gold snuff box, to which he resorted on frequent oc- casions. I think he took snuff a lit- tle oftener after Florette left him.” “His wife—”’ “Yes, she left him one dark day in November and never came back. Her departure became the subject of talk, most people believing he had driven her away because of his persecutions. I saw nothing of this, however. I know he seemed to think a lot of his wife. After that the strange man kept more to himself than ever. Some people shunned him, others feared him, until’at length some very dark stories got abroad relating to the do- ings of this strange man. Among the yarns that were told one leaked out to the effect that he had murdered his wife. I knew this to be false from the fact that the little woman called at our house on the morning of her departure, said she was going back East on a visit to relatives. She took the stage for the nearest railway sta- tion and never returned. That was forty years ago and nobody in our reighborhood ever saw sweet Mrs. Dilworthy again. : “And he—the villain husband?” “Quitted the woods the next day after Florette and was gone six months. He did not go with or to her, we learned afterward, but plung- ed more deeply into the wilderness. When he did return he looked like a veritable Rip Van Winkle, his beard long and disheveled, his face furrow- ed, his eyes full of dull debasement. His intellect seemed visibly impair- ed. At any rate, he got off none of his brilliant speeches after that. Truth to tell, I think his heart and soul were bound up in Florette, and that her desertion broke his spirit. He was certainly never the same man afterward.” Old Tom relapsed into silence. The drummer whistled, then lighted his second cigar within the half hour. “Strange old chap,” he _ soliloquiz- ed. Then to his companion: “When did this Dilworthy die?” “About ten years ago.” -by a. tough in a fight. October 25, 1911 “You are sure his name was Dil- worthy?” “IT am sure of nothing. That is the name the man gave—the one he lived under all the time he was with us.” “Describe him.” “Tall and lean, slightly stoop- shouldered, with a piercing black eye, rather wide mouth and wart on his lower lip—” “Well, that’s him or I’m a goat,” broke in Sargeant, smiting the Jehu on the arm with his fist. “Gerald Mc- Dowd disappeared from Antioch, Pennsylvania, forty-one years ago; thought he’d killed Gene Gilman in a drunken brawl. He was a keen- witted young lawyer, given to sprees and a_ wild life generally. Folks thought he was killed and eaten by bears as he disappeared in the woods and “was never seen afterward. Mc- Dowd had one broken ear—chewed If your man had such a ear—” “Which ear, Sargeant?” asked Tan- ner softly. “The left ear, and his right little finger was gone at the first joint. Have heard father tell of the inci- dent lots of times.” The schoolmaster heaved a sigh, saying: “That settles one mystery. My man and yours were the same, and Dilworthy was really a mur- derer.” “Oh, no, for Gilman did not die. Too bad McDowd ran away for noth- ing.” “Yes,” sighed Tom. “One mystery is settled, but the one about poor lit- tle Florette never will be, I fear,” after which the two drove on in si- lence. Old Timer. —_»++—___ Electrified Pupils the Brightest. Electrified and ozonized houses are likely to be an improvement of the near future. On the recommendation of Prof, Svante Arrhenius, twenty-five children in a Stockholm school are placed in a class room that is kept charged with electricity and twenty- five other children of the same health, height, weight, etc., are placed in an- other room of identical size and con- ditons. Although complete results have not yet been reached it has been already affirmed that physical and mental development have been greater among the electrified pupils than among the others. Worpin Grocer COMPANY The Prompt Shippers Grand Rapids, Mich. October 25, 1911 What Some Michigan Cities Are Do- ing. Written for the Tradesman. Detroit wholesalers who have com- pleted a tour of the Thumb district say that the train service there is the poorest in the State. Port Huron claims to have made this “discov- ery” a long time ago and asserts that the company has in no way kept pace with the rapid development of the Thumb. Charlotte’s new directory shows that the city has a population of 5,337. The Eastern Michigan State Fair Association has been incorporated and Saginaw is planning for a big agricultural show annually. There will be thirty-six directors, or one repre- sentative from each of the Eastern and Northern Michigan counties and the seventeen counties of the North- eastern Michigan Development Bu- reau. A canvass to raise $30,000 will be started at once. Detroit has been advised by one of America’s most famous architects that the river front should be parked and flanked by a boulevard extend- ing quite across the city. “This done,” he says, “would make Detroit as beautiful as Paris.” Chicago men who are promoting the Battle Creek & Coldwater elec- tric line are also promising that Bat- tle Creek shall be the hub of a large system of interurban railways. Bay City expects to secure a new industry, the Breed Motorcycle Co., now located in Detroit. Business men of Flint are forming a company to open an amusement park of five and a half acres at Thread Lake. School playgrounds at Battle Creek have not had proper regulation in the past and this misuse of grounds and apparatus has led to a petition to have them abandoned. The School Board will see that there is proper supervision of the playgrounds here- after. Grand Haven is looking for a safe water supply and -recent tests made of samples pumped from gravel de- posits on the lake shore are encour- aging. At a recent banquet of the Business Men’s Association of Roscommon many speeches were made boosting Northeastern Michigan. The Manistee Board of Trade en- dorses the plan suggested by the Mayor of Muskegon, calling for 4a conference to discuss ways and means of improving the transporta- tion facilities of Muskegon, Oceana, Mason and Manistee counties. Manis- tee favors a shore line railroad to Pentwater, also the extension of Ma- ple street south to reach the farmers of Grant and Victory townships. The pool rooms of Saginaw will re- main open on Sundays, only two of the aldermen voting in favor of the Sunday closing clause of the ordi- nance. The argument used was that “many excursions come in Sundays during the summer and there is no other place for people to go.” Grand Haven has been asking for a new Pere Marquette station for some time and has at last secured the ‘MICHIGAN TRADESMAN next best thing, a refurnishing of the old building. With the:completion of the new in- terurban road through to Dowagiac many applications are being made for vacant store buildings there and busi- ness prospects are bright C. H. Hill, a railroad and marine man at Sault Ste. Marie, predicts a great future for that city. Instead of being practically tied up to one rail- toad, as at present, he foresees an early settlement of the water power trouble, the building of an electric road to the Straits by the Lake Su- perior corporation, giving connection with four steam roads, and the com- pletion of the Algoma Central, which will give the Soo three transconti- nental lines, in connection with the development of the Canadian North- west and the opening to summer tourists of that great game and fish- ing country. e The Traverse City Board of Trade has received a tentative proposition for the building of a street railway system in that city, having interur- ban connections later with Old Mis- sion, Charlevoix and other points. The editor of the Manistee News, spokesman for a long suffering pub- lic, says: “All this part of Michigan suffers a daily loss from the villain- ous passenger service of the Pere Marquette Railroad. We would sug- gest that the matter be laid before the State Railroad Commission, but not in any casual way. It should be by formal action of the boards of trade in all the cities of this section. Time should be taken to brief the people’s case fully and then the Rail- road Commission should be called up- on to compel the Pere Marquette road, or any other offending line, to make a schedule which can be ad- hered to, and to adhere to it rigidly, only barring accidents and genuine causes for delay.” The A. T. Hallock Co., a wood working concern, will occupy the novelty works at Manistee and the contract signed with the city will pro- vide for employment of 150 men for a period of seven out of ten years. The Graham, & Morton Company will expend $50,000 in building new docks and warehouses at Benton Har- bor. Almond Griffen. ——---o In the Next State. A disheveled citizen rushed into a Boston police station Saturday aft- ernoon, and shouted for vengeance. “The automobile that hit me five minutes ago was No. 41,144,” he sputtered. “I can prove that he was exceed- ing the speed limit and I want—I— want——” “You want a warrant for his ar- rest?” “Warrant nothing! What good would a warrant do me at the rate he was going? I want extradition pa- pers.” —_+--2—__—__ Delicate Compliment. “T got a great deal of water in my ears,” he said, as he came puffing out of the surf. “IT thought the ocean looked rather low,” replied his friend. News From the Buckeye State. Written for the Tradesman. Despite strong protests on the part of public service corporations it is announced that the valuations fix- ed so far by the State Tax Comm _- sion will stand. George P. Mohr, cigar manufac- turer of Gallipolis, will remove his factory to Columbus, employing fif- ty hands at the start. The Ohio Retail Shoe Dealers’ Mu- tual Fire Insurance Co., which is in process of organization, is expected to enlist in its membership practically every dealer in the State. The com- pany must secure applications for $500,000 insurance in order to secure a charter from the State. Zanesville is growing enthusiastic over good roads and the Chamber of Commerce will co-operate with township associations in the work. Much money has been spent on the roads of Muskingum county, but not much has been accomplished on ac- count of improper methods. The Ohio Good Roads Federation has inaugurated a campaign of pub- licity to secure a constitutional plank permitting the State to issue bonds for State aid in road construction. The Federation takes the stand that an investment of $50,000,000 in good roads throughout the State will bring larger and quicker returns than any other investment that can for the public welfare. The Columbus Chamber of Com- merce is trying to interest local capi- tal in local concerns: as well as try- ing to get new industries. Any local be made. il industry requiring more capital is asked to report to the Chamber of Commerce and also submit to an ex- amination of its affairs by an expert accountant to see that its claims for additional funds are well founded. The Ohio Pottery Co., whose plant at Zanesville was burned recently ata loss of $50,000, has awarded the con- tract for erection of a new and mod- ern plant. The editor of the State Journal of Columbus says: “Columbus is a great visited city. The trains bring thou- sands here every Sunday during the summer season, and yet we have not a public comfort station. Think of it! And then think of the many other ways we have spent money for fool- ish things, seeming to prefer them to a great necessity. It is an outrage on humanity to do another year with- out a comfort station. We need that before we need anything else.” Ohio leads in pottery, the value of its production last year reaching $14,- 794,712, or over 42 per cent. of the whole. New Jersey is second and West Virginia third. The question of eliminating grade crossings is a live issue at Dayton now and the proposition of a bond issue will doubtless be submitted to a popular vote at an early date. Almond Griffen. —_—_—__+--.—___ Impolite. “Say, old man,-did I ever tell you about the awful fright I got on my wedding day?” “S-s-s-h, no man should speak that way about his wife.” Wholesale Grocers Send us your orders for Ceresota, Aristos Fanchon -Barlow’s Best Flour We believe it’s a good time to buy Judson Grocer Co. Grand Rapids, Mich. MICHIGAN TRADESMAN = = = The Importance of the Coming Apple Show. The Land and Apple Show, which will be given in this city November 7 to 11, will be the first affair of the kind that has been attempted in Michigan and promises to be some- thing of great interest and impor- tance. The show will be given under the joint auspices of the Western Michigan Development Bureau and the Evening Press, one furnishing the fruit and the other looking after the publicity and the business end. The Show will be given in the Coliseum and it will be on such a scale that not only will the Coliseum be filled with exhibits of Michigan grown fruits, but the large annex will be occuiped as well. There are twenty Western Michigan counties in the Western Michigan Development Bu- reau, and these counties will all con- tribute of their best fruits to the Show, and especially of apples. The Western States have long claimed supremacy in apple culture, but this Show will demonstrate that Michi- gan can raise as big and as red ap- ples as the West can produce and, in addition, the Michigan apple will have flavor which the Western fruit lacks. The Show will certainly call attention to the resources and possi- bilities of Michigan for fruit, and it will be surprising, indeed, if it does rot attract home seekers and invest- ors to this State. Equally as impor- tant in its results will be the influ- ence it will have in holding our own people instead of permitting them to be lured away by the glittering prom- ises which the Western States have been making. The much vaunted su- periority of Western fruit is, as a matter of fact, nothing more than ef; fective and long-continued advertis- ing. The coming Apple Show will be Michigan lifting up her voice in her own behalf. The Show will be educational in the highest degree for the fruit grow- ers of the State, as well as interest- ing as a display. In connection with the fruit will be shown all kinds of fruit growing appliances and machin- ery, spraying apparatus, pruning im- plements, ladders, wagons, etc., and those who exhibit will make demon- strations. One thing that has help- ed Western success has been meth- ods of grading and packing, and dur- ing the Show there will be a daily demonstration of the latest and best packing methods. These demonstra- tions will be made by C. K. White, of the Michigan Agricultural College; C. E. Smith, of the Development Bu- reau staff, and W. H. Steel, of North- port. Daily institute lectures and ad- dresses will be given and among the speakers will be Prof. H. J. Eustace, of the Agricultural College; Paul Rose, of Frankfort; Bruce O’Dell, of Cadillac; Robert D. Graham, of Grand Rapids; Charles E. Bassett, of Fennville, Philip T. Colgrove, of Hastings; T. A. Farrand, of Eaton Rapids, and John I. Gibson, of the Western Michigan Development Bu- reau. These speakers will discuss va- rious phases of fruit growing and the problems which fruit growers must meet. In addition, each county in the Development Bureau will have a speaker to present the claims of his own locality as the best in the State for the farmer, fruit grower and home seeker. The attendance at the Show will be large. The railroads will give fare and a half rates and, as the Show has been widely advertised all over Michigan and in all the fruit mar- kets, many visitors are expected from out of town. The coming of buyers from other markets will be of special value to the fruit growing industry in Michigan, as the Show will tend to widen the market for Michigan fruit and stimulate the demand. 2s The Walking Delegate. *Tis sometimes the heft of his fist, But mainly the way of his jaw, That makes him the lord of them all,— His nod or his whisper their law. Each tilted—his hat and his smoke— Incarnate authority shows; A Caesar might envy his sway,— ‘Whatever he sayeth just goes. His hands long ago lost their horn, They are smooth now, and flabby and white; Like the pen and the sword, he perceives More in voice than in muscle is might. In the smoke-clouded union room he One phase of his glory displays; Mere toilers just gape and applaud When the capital tyrant he flays. Again on the job doth he shine, As takes he his sovereign stand,— In mid-air halt the tool or the brick At the nonchalant wave of his hand; Or when o’er the ‘“‘carpet’” so feared By the rank and the file of the men, His conscious stride swings and he eards The president there in his den. Before him other potentates pale, Their sway suffers shrinkage and loss From parliaments, dumas and such,— But he’s still the Absolute Boss. If the strike be a fluke, ’tis not he But the toilers must swallow ..ue pill; If it wins, still securer his throne,— ‘When the public must settle the bill! —st@—2 >___ cd Unimportant. “Charley, dear,” said young Mrs. Torkins, “the cook we took without a recommendation has left us.” “I suppose,” was the weary reply, “that is because we are among the things she didn’t consider of suffi- cient value to take with her.” ee ae There is only one kind of a bill that women like; it is the one spell- ed with a big B. A. G. Kohnhorst & Co. GRAND RAPIDS, MICH. Wholesale distributors of potatoes and other farm pro- ducts in car loads only. We act as agents for the shipper. Write for information. Churned Fresh Every Day Blue Valley Butter Mr. Merchant—Are you fully satisfied with your present source of getting but- ter? Does it satisfy your trade? Does it get repeat orders? Is your butter trade a profit maker? If you are having ‘‘Butter Troubles,"’ permit us to offer a suggestion—Introduce Blue Valley. e Blue Valley Butter is born in America’s richest pastoral district and bred, every pack- age of it. in one of the six best organized, most modern and most sanitary creameries in the world. If your trade calls for a butter that stands alone in flavor, purity and uniformity—In- troduce Blue Valley. Let us tell you how. It will stimulate your trade—bring you the “Lion’s Share” of the butter business in your territory. Orders filled promptly. BLUE VALLEY CREAMERY COMPANY INO ~ RS a Py BS - = = re ater va Pie AmaLPl Grand Rapids, Mich. POTATO BAGS New and Second Hand Stock carried in Grand Rapids Can ship same day order is received ROY BAKER Wm. Alden Smith Bldg. Grand Rapids, Mich. W ANT E D— Shellbark Hickorynuts and Walnuts Top Market Prices Paid Both Phones 1870 M. O. BAKER & CO. TOLEDO, OHIO Figure with us on your winter stock of fruits and vegetables. Now is the time to buy. The Vinkemulder Company Grand Rapids, Mich. output of Brick, Limburger in 1 Ib. Bricks, Block Swiss Write for prices. Milwaukee, Wis. Rea & Witzig A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. You will find this a good market, Ship us your poultry and eggs, REFERENCES—Marine National Bank, Commercial Agencies, Ex i Papers and hundreds of shippers. : a oe cs W. C. Rea Established 1873 October 25, 1911 We have the 30 factories. October 25, 1911 How Automobilists Can Work With Highway Commissioners. Scientific management is co-opera- tion, education and mutual under- standing on the part of all those in- terested in any project or undertak- ing-that a certain way of doing the particular thing is the best, quickest and cheapest and, therefore, profita- ble to all concerned. We should proceed from a sci- entific management standpoint tv put a plan into effect in every coun- ty in our state for the building of good roads. The situation is as ii you were going to start in on piece- work in a large well established plant, in business for years, in which all the old employes had been working day work. What would you find? About the same condition as now ex- ists in your township. You would find the employes like the highway commisioner, accustom- ed to doing things in the old way and well satisfied at that. With their other cares and troubles they usual- ly feel that they are giving value re- ceived for the money they get. This is not true and it applies not only to every manufacturing establishment and every highway commissioner, but right down to our own home and to ourselves personally. We can all get more value out of a dollar by doing things in the new way—that is, by scientific management. The first thing the manufacturer would start to do when he under- takes to inaugurate the new plan would be to get the confidence of his men by meeting them personally and talking matters over in a heart to heart sort of way. This is the meth- od of scientific management, and it is the way that automobile owners should work in connection with their local highway commissioners. Motorist Good Roads Enthusiast. On account of being so thoroughly occupied, few highway commission- ers devote any great amount of time to reading good roads literature, but the average man who runs an auto- mobile is quite familiar with the sub- ject. He is keenly interested and the subject foremost in his mind every time he gets into his car is, “Where will I find a good road?” Ninety-five per cent. of automo- biles used in Michigan are in villages and cities—about 5 per cent. are used by farmers and these in a few spe- cially wealthy localities. It will be a long time before the farmers’ per- centage will increase materially. Let the individual automobile owr- er, as well as agents, dealers and man- ufacturers in Michigan, make up their minds to one thing, and that is that if they get quick results they must work along common sense lines of scientific management. They must make it their business to meet the three highway commissioners in their township and other road officials per- sonally, and when a good piece of road has been built each one of them should be complimented. Every man owning an automobile should invite the commissioners to ride in his car, take them over the bad roads and discuss matters in a practical, com- MICHIGAN TRADESMAN mon sense, heart to heart sort of way. Experience the Best Teacher. Take him out after a heavy rain and where the road has gravel or stone foundation; show him the wa- ter standing in the ruts. Run the car through the ruts at the rate of fifteen or twenty miles an hour and show him how the wheels of the auto force or churn the stone and gravel out of them on to the roadside, making them deeper every time a car goes through them. Ask him to get out the big road scraper and scrape down the side of the road so the water will run off on the side and suggest he fill up the ruts with a load of grav- el or stone. After new roads are built the repairing of them will be one of the most important matters to look after. The highway commis- sioners will be inclined to neglect them and they must be educated. There must be a load of stone dump- ed every mile or half so that when holes are started they can be filled up promptly. Automobile owners are paying a large license fee. Every township in Michigan should organize, even _ if there are only three cars in it, into a good fellowship good roads associa- tion. I believe an organization of this kind, calling frequently on the highway commissioners, discussing the question of stone and gravel an‘l the work that is being done, is an educational, co-operative sort of way, thus showing that everybody is inter- ested in good roads. Get printe1 matter and books on the subject and hand them t» _ the commissioners, and keep them thor- oughly posted on the matter your- self, but by all means use the same methods that a man would in busi- ness to put into effect some new plan. Keep in close touch with your com- missioners. You will find that the money that is now collected for good roads in Michigan, if spent from a sciestific management standpoint and your local highway commissioners educated through your co-operation and have the co-operation and as- sistance of everybody in the commu- nity to the extent that everybody is keeping in close touch with them‘and their expenditures, will give the State the best thoroughfares in the United States in a short time. E. N. Hurley. —_2>.. Stamps Made of Glue. In place of rubber stamps a Ger- man manufacturer makes stamps of glue. On the set-up type a few sheets of tinfoil are laid, and with the aid of a felt a single deep im- pression is made by means 2f a press. The tinfoil matrix is then taken from the mold and lightly oiled. About the matrix oiled lead sills are arranged, and joiners’ gule, to which a little printers’ roller mass has been added, is then poured in. After cool- ing, this can readily be detached. For the first few days after casting the stamp remains s2mewhat soft, but subsequently hardens, without losing the elasticity required for a stamp. The stamps made by this quick ana cheap process must, of course, be mounted on wooden handles. Eastern Farmers Combine. The plan of farmers in New York and Pennsylvania who are banding tegether in an organization to sell direct to the consumer is. meeting ridicule ac- cording to the point of view of those considering it. with endorsement r Commission mer- chants regard it as a Utopian dream, and say that the farmers have abso- lutely no idea of the vast machinery of business necessary to distribute the bulk of farm products to retail- ers and consumers. They give it as their opinion that the farmers are unpractical and lacking in business experience and that the movement is foredoomed to failure. Besides this they claim that the ones most responsible for high prices are the retailers, who do not regulate the selling basis to the cost, but check the volume of trade by high prices when fruit and vegetables are sell- ing on the docks on a slaughter- price basis. The result of this poli- cy is smaller sales and the spoiling of quantities of good food on the docks. Furthermore, the commission merchants say that anyone familiar with the business knows that after all expenses are paid it is impossi- ble to take a smaller percentage for handling, and make a living. On the other hand, the farmers not only in New York and Pennsylvania, but in Maryland, Ohio and _ other = states have been for some time consider- ing this move at their granges and various associations and now seem resolved to give the idea a_ trial. 13 The organization which is planning to do business in New York is call- ed the United States Stores’, Grang- ers’, Dealers’ and Consumers’ Asso- ciation, and it is reported that space has been secured in the Bush Ter- minal in South Brooklyn as the main depot for supplies. No definite time has yet been fixed upon for the scheme to be put into execution. —_—_>-- The farmer who lost his half- bushel measure was in more than a peck of trouble. The pursuers of the fox are every one pursued by invisible pursuers. POP CCRN We are in the market for old or new crop shelled or on the ear. If any to offer please write us. Alfred J. Brown Seed Co. Grand Rapids Wanted—Butter, Eggs. Veal. Poultry Nuts and Honey F. E. Stroup, Grand Rapids, Mich. References:—Commercial Agencies, Grand Rapids National Bank, Tradesman Company, any wholesale grocer Grand Rapids. Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & CO. Grand Rapids, Mich. Michigan Sales Agents Moseley Bros. Both Phones 1217 Established 1876 We Wan Wholesale Dealers and Shippers of Beans, Seeds and Potatoes Office and Warehouse, Second Ave. and Railroad Strictly Fresh Eggs White Beans Red Kidney Beans Clover Seed Grand Rapids, Mich. 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 Sotbedions COMPOUND GRAIN, SUGAR AND GRAPE VINEGAR The price is 13% cts. per gallon with one barrel free with each fifth barrel shipped this season F O B Kalamazoo, Lawton, Grand Rapids, Saginaw, Jackson, . . ° Detroit, Alpena, Traverse City or Bay City. F. O. B. STOCK ALWAYS ON HAND AT THESE POINTS An Ideal Pickling and Table Vinegar Satisfaction Absolutely Guaranteed Lawton Vineyards Co. 3 Kalamazoo, Mich. MICHIGAN TRADESMAN 2. = = ae Se = 3 f= = — = 24 (2 FINANCIAL :: ¢ os = ae > ‘ ae a ~ - 4 er) ee oe << ¢ ~~ _ we mak = _ / —_ pire sa ae - ~~ 4 eee ee es - ates ge ge arr QI — ~ y ans yy G : = 1 ke : My; MN dy—¥ ae ‘ SJ 7 Quotations on Local Stocks and Bonds. Bid Asked Alabastine Company 190 Am. Box Board Co., Com. 90 Am. Box Board Co., Pfd. 23 Am, Gas & Elec. Co., Com. 58 60 Am, Gas & Elec. Co., Pfd. 42 44 Am. Light & Trac. Co., Com. ae 295 Am. Light & Trac. Co., Pfd. 105 106 Cities Service Co., Com. : au Cities Service Co.,. Pfd. 78% Citizens Telephone Company oe 93% Commercial Savings Bank 175 Com’th Pr. Ry & Lt. Co., Com. ei 57 Com’th Pr. Ry. & Lt. Co., Pfd. 88 Dennis Bros. Salt & Lbr. Co. 95 100 Denver Gas & Elec, Co., bonds 92% 94 Flint Gas Co., 5% bonds 96% 97 Fourth National ‘Bank 185 = Furniture City Brewing Co. $0 Globe Knitting Works, Com. 125 130 Globe Knitting Works, a ie 101 Grand Rapids Brewing Co. 225 Grand Rapids Gas Lt. Co., b’ds 100 101 Grand Rapids Ry. Co., bonds 100 101 Grand Rapids Nat’l City Bank 160 163 Holland-St. Louis Sugar, Com, 18% 14 Kent State Bank 250 251 Grand Rapids Savings Bank 170 Lincoln Gas & Elec. Co. 27 28 Macey Company 96 97 Michigan Pacific Lumber 10% 12 Mich. State Tele. Co., Pfd. 9814 100 Michigan Sugar Co., Com. 108 108% National Grocer Co., Pfd. 80 82 Old National Bank 196 198 Pacific Gas & Elec. Co., Com. 68 69 Pacific Gas & Elec. Co., Pfd. 88 90 Peoples Savings Bank 215 Saginaw City Gas. bonds United Light - Ry. Co.. Com. 52 United Lt. & Ry. Co., ist Pfd. 78 80 United Lt. & Ry. Co., 2nd Pfd. 67 70 October 23, 1911. Local bank stocks continue in demand, 175 being paid during the last week for Commercial Savings and a small amount of Grand Rapids National City changed hands at 163 The statement of earnings for Septem- ber on the Commonwealth Power Railway and Light Co. has just been received and shows some very handsome increases. Statement for twelve months ending Sep- tember 30, shows an earning of 5%% on the common stock. The a of the Ausable Dam by Jan. will give the company considerable additional earning capacity and the common stock at the low prices now prevailing should prove profitable, Cities Service Co. stocks have been much firmer within the last few days with prospects of further advances. Sugar stocks have been quiet due to uncertain weather conditons. Recent tests show that the beets are running well in sugar content. A premium has been of- fered by some outsiders for 30 day op- tions on Michigan Sugar common the feeling being that generally higher prices may be looked for during that period. Era of Young Men in the Banking Business. The election of Heber A. Knott to the directorate of the Grand Rapids Savings Bank is a recognition of the young men in business, the active, agggressive, progressive young men who a few years ago were looked upon as boys and who in a few years more will be the pillars in the city’s commercial edifice. The directorates, for the most part, are made up of silvergreys, men of experience, rip- ned judgment and cool hard heads, who have won success and in whom stockholders and depositors have learned to have confidence, but one by one the young men who have won their spurs are being called into the service to be trained for the respon- sibilities which will in time devolve upon them. On: the Grand Rapids Savings Board are John B. Martin, Frank Jewell and Frank S. Coleman. The Old National has Clay H. Hol- lister, Carroll F. Sweet, James F. Barnett and Benj. S. Hanchett. Mr. Hanchett is also director in the Kent State and A. W. Hompe and Edward Lowe have places on the Board with him. The Fourth has Joha W. Blod- gett, Wm. H. Gay, James L. Hamil- ton and Robert D. Graham, and on the Grand Rapids National City are Claude Hamilton, S. S. Corl, Robert W. Irwin, S. A. Morman, W. S. Winegar, Chas. A. Phelps and Dud- ley E. Waters. The Peoples has A. D. Rathbone, E. D. Conger and Vic- tor M. Tuthill. The Commercial has H. J. Vinkemulder, Fred M’R. Deane, Wurzburg. This does not by any means exhaust the list of bank di- rectors who are still on the sunny side of life, but it is long enough to show that the young men are taking their places with the elders and be- ing trained for leadership. Ags is not always a matter of years. Can anybody imagine Charles W. Garfield as an old man? If Wil- liam Judson should round out a cen- tury, would he not be a young man still? And then there are Wm. G. Herpolsheimer, J. Boyd Pantlind, Dr. Chas. S. Hazeltine, T. Stewart White, Sidney F. Stevens, Robert E. Shana- han, Chas. F. Young—are they any older, except in years, than they were a quarter of a’century ago, or will they ver be old? Wm. H. Anderson is still entitled to rank among the young men, and will there ever be a {ime when he will not be? James R. Wylie is a grandfather, but would anybody suspect it? And then there are S. M. Lemon, L. H. Withey, Amos S. Musselman, Thomas W. Strahan, John A. Covode, Thomas F. Carroll, E. H. Foote, M. S. Keeler, Gaius W. Perkins, John Mowat and Charles Trankla—will any of these ever grow old? It isn’t years. that make age. It isn’t how long a man has lived, but how he has lived and how he feels that makes all the dif- ference, and the bank directorates have their full share of the men who have found the fount of perennial and perpetual youth. Speaking of age—have you ever noticed how the young men predom- inate in all the banks, at the win- dows and in the cages? Tellers, book- keepers, clerks and in most of the banks even the cashiers are young men—some of them not far beyond boyhood. The reason for this is not difficult to find. The opportunities for advancement are not what they might be, beyond a certain point. The young man with ambition can not see an alluring prospect in sticking where he is. He may win minor promotions, but the longer he re- mains the clearer he sees that he is but a cog in the machine, and unless he has remained too long he trys for something in which he will be the whole machine instead of a small part of it. The banks are first-class training schools for young men; they teach accuracy, sound business meth- ods, habits and principles, neatness and courtesy, and it is easier to step from a first-class bank to a position of responsibility in some other _busi- ness than from almost any other sta- tion. The banks are good training schools and good stepping stones, but October 25, 1911 Merchant’s Accounts Solicited Assets over 3,000,000 “Geann Raps G avincsB ani Only bank on North side of Monroe street. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. FIRE The Leading Ageney NATIONAL Resources service to terest consistent ability and strict GRAND RAPIDS: CITY BANK $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking Merchants, Treasurers, Trustees, Administrators and Individuals who desire the best returns in in- with safety, avail- confidence. CORRESPONDENCE PROMPTLY REPLIED TO Grand Rapids, SOLICITS OPENS ISSUES EXTENDS Capital and Surplus $1,300,000 LET US SERVE YOU Old National Bank Michigan The accounts of merchants. 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. Savings Certificates of De- posit bearing interest at 3%% if left one year. 3% if left six months. Courteous treatment to all. Resources $8,000,000 October 25, 1911 they. can hardly be regarded as goo1 stopping places except, perhaps, for those who are satisfied with a mod- est station in life. Two of the city’s well-known bank- ers are entitled to much credit for the way they have overcome the handicap that was p'aced upon them, and these are Clay H. Hollister, Vice- President of the Old National, and Dudley E. Waters, chairman of the Grand Rapids National City’s direct- orate. The handicap placed upon them was the fact of having been born in Grand Rapids and always lived here. Business men who had known them from boyhood looked upon them still as boys and found it hard to take them seriously. It is the same with the lawyer or the doctor who comes back to his native town to practice or the preacher who occupies the pulpit under which he sat as a boy. Everybody may love the fledgling and wish him success, but it seems human nature to go somewhere else when services in his line are desired, whether it be law, gospel or banking. Mr. Hollister and Mr. Waters have lived down _ the handicap of youth and of being too well known, and they have done so by ability and achievements. Men who once refused to take them seri- ously, because remembering them as boys, now take pride in that remem- brance and trust them to the limit. Henry Idema, President of the Kent State, was born in Grand Rapids, but he won recognition as a credit man in the service o fthe Bradstreet Co. before he enterded banking and it was easier for him to find his place. It was a long time before Wm. H. Anderson was taken seriously in banking circles, but to-day the right hand of fellowship will be given him wherever financial men gather. Mr. Anderson’s handicap was youth, com- ing fresh from the farm, without training in banking, experience in business or acquaintance in financial circles. He came to town to engage in real estate and money loaning ‘and his success won him a place on the directorate of the Fourth Nation- al; he became Cashier and then was made President and such rapid pro- motion violated all traditions. of the local banks. But it was a good thing for the bank and in due time those who scoffed at the country lad learn- ed to respect him and-to-day none hold a higher rank. Robert D. Gra- ham, of the Commercial, entered banking through the law office and although he had lived here from boy- hood the fact that he had his diplo- ma helped. The old Fifth National was on the ragged edge when he took hold of it, hard hit by the Engleman, the Steele and other failures. It was pretty well agreed in financial cir- cles that anybody who had the nerve to tackle the proposition was entitled to recognition and the young lawyer was kindly received, but not until he had demonstrated abilities and sound financial judgment was he accorded a seat in the circle of the elect. Thomas Hefferan is the first and only Presi- dent the Peoples has ever had and in having had only one president the Peoples is unique. Mr. Hefferan won MICHIGAN TRADESMAN 15 recognition in banking circles not by an early career of banking, but by his successes in business and his repu- tation for integrity, sound principles and safety, and his name was better than the dollars he put in in starting the bank and since. President James E. Wylie, of the Grand Rapids Na- tional City, had had previous banking ing experience at Petoskey; came here to practice law; was chosen Cashier of the National City and lat- er was advanced to the Presidency. He was accepted from the begin- ning, but he had to demonstrate his ability to hold his place, just as oth- ers have had to do to overcome their handicaps. The preliminary steps have been taken to organize a chapter of the Institute of Banking in this city. The Institute is made up of bank clerks and is affiliated with the American Bankers’ Association. The first meet- ing was held last Friday night, when Arthur T. Slaght, who attended the recent convention in Rochester, and George E. Allen, Educational Di- rector of the Institute, told of the purposes and benefits of the organi- zation.. Robert Y. Speir, of the Old National, was appointed chairman of a Committee on Membership, made up of one from each bank, and another meeting will be held this week, when other committees will be named. The Institute is largely educational, but it also has its social side, as through it the bank clerks are brought into friendlier relations. The stock of the Commercial Sav- ings Bank made a new high mark last week with a sale at 170, as com- pared with 165, the previous high mark. Very little of the stock is in the market, even at the latest quo- tation. — +> Are You Insured? How many young men carry life insurance? It is a good thing for protection when old age comes, and it is a positive necessity for the mar- ried man, old or young. The younger the insured is when he takes out his policy the sooner will he be through with his payments, and the smaller will the premiums be each _ year. There comes to almost every man a time when he feels he must have in- surance. Often it is hard to carry it, if he is late in life assuming it, on account of the yearly payments. If young men would appreciate the val- ue of being insured in youth, before the expenses of living have mounted up to heights where additional re- sponsibilities are difficult to bear, they would be much better off and happier. Almost any young man, with no one dependent upon him for support, can easily handle a life in- . surance policy, and it will:teach him the lesson of saving. —_+~-. Softer. “Tf I buy you a seat in the Stock Exchange, will you agree to go to work?” “I ain’t crazy for work, dad. Make it a seat in the Senate.” We recommend the purchase Kent State Bank of the ee Preferred Stock Grand Rapids, Mich. - f the oO Capital - - - - $500,000 Surplus and Profits - 250,000 st1 ‘ Laat Cities Service 6 Million Dollars HENRY IDEMA ae aes J. A. COVODE - - A.H.BRANDT- - - CASPER BAARMAN - 34% Paid on Certificates Company at prevailing low prices President Vice President Ass’t Cashier - Ass’t Cashier Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. You can transact 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 oo May 15, 1911 LIABILITIES ee REET Es EARNS PO lei ape a i ee 2 34 Capital Ca Ss aan ie 00 Banking House................... a 00 Supa oo a 00,000 00 Cash and Clearing House a 131,604 98 Sadr icd Profits Dawa ewe ae dle Sao: a1 517 26 Deposits with Reserve Agents . 271,622 67 DIODOGIM 6250/5 os 056 ase ccon ences 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 8 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. 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 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. ASK US HOW WILLIAM A. WATTS, Sec’y and Gen’] Mgr. BOND DEPT. of the Continental and Commercial Trust and Savings Bank The capital stock of this bank is owned by the Conti- nental and Commercial National Bank of Chicago. Combined Assets over $200,000,000 Offer high grade Municipal, Railroad and Corporation Bonds and Debentures to yield investors 3% to 6%. Corres- pondence invited. J. E. THATCHER, Michigan Representative, 1117 Ford Building. GEO. B. CALDWELL, Manager Bond Department. 16 THE HEALTH OF THE. CITY. It Is a Cash Asset To a Commu- nity. Cities large and small may fairly be divided into three classes. First, residential; second, industrial; third, compound. Evidently the lines oi municipal development for these dif- ferent specializing cities must from necessity follow plans adapted to the peculiar needs favoring the interests of each city if prosperity is to be advanced. The residential city must prosper as it becomes more and more the City Beautiful. The industrial city must strive for desirable sites for the location of manufacturing plants and provide for economical raw material and ample shipping fa- cilities and also care for a popula- tion of mechanics and artisans. The compound city, combining, as it does, manufacturing and jobbing, requires all that the industrial city does and in addition must be the center of a large available population of con- sumers for the jobbing trade and the city must also contain ample facili- ties for the comfort and entertain ment of visiting buyers. We come now to ask thoughtful attention to one special line of municipal develop- ment, which applies with equal force to each of the three classes of cities and which must be carried out in all on the same general plan. It needs no argument to establish the fact that the health of a city is the one es- sential which, if not established and made sure, will wreck all attempts for city betterment on whatever lines at- tempted. Imagine for a moment cap- ital seeking a location for a factory. Two cities under consideration are exactly equal in affording what is sought, the conditions existing in the two cities differing only in this re- spect. One has efficient health laws and offices to enforce them and thus the wise sanitary regulations observ- ed result in a clean and healthy city. The other city has that kind of a civic health organization unfortunate- ly too common, which is under the contiol of the city council, the ring or political boss of whichever party happens to be in power for the time being. The inevitable result is the lack of the enforcement of modern and accepted sanitary regulations by conscientious officers. Therefore, all the attending uncleanliness and un- healthfulness are sad realities. Un- der these circumstances there can be no question as to which city would win the site-seeking factory with its pay-roll adding to the prosperity of the whole community. The work of looking after the health of a city is therefore a money-earning institution for that community. Capital is no- toriously timid and is as afraid of unhealthy conditions and surround- ings as is the individual. In proof of this we have only to recall the fact that the first municipal health laws made in this country were in- stituted in Philadelphia in 1793 and were called for by capital because the yellow fever, which infested that city at this time, was parlyzing business affairs. The first board of health was not organized as a Good Sa- . of all schools, by MICHIGAN maritan act. No mere moral ethics entered into the work or were con- sidered. It was instituted in the hope of checking financial losses and for no other end. It was a business necessity and as such we may well continue to regard all efforts in com- bating disease and enforcing hygien- ic living, and the sooner and more plainly we are made to understand that the more healthful conditions obtained in any city, the more peo- ple and money will come to that city and municipal development will be on a firm foundation. Read these ringing words on this point by Wil- liam H. Allen as given in his book entitled, “Civics and Health.” “Be- cause the problems of health have to do principally with environment —home, street and school house—it is worth while trying to relate hy- gienic instruction to industry and government and to preach health and national efficiency rather than of individual well-being.” The writer vividly recalls to mind the fact that this individual well-being, referred te by Mr. Allen, was the prevailing idea as to the duties of health boards not sO very many years ago. There are certain well tried and efficient meth- ods of providing for the health of a city that if taken heed of will pre- vent the loss of valuable time in or- ganizing a health board. The first les- son to be learned from them is that the way to begin such work is to begin at the beginning. This begin- ning, to be more explicit, is child hygiene, for this is the very corner- stone and sure foundation on which it is possible to erect a temple de- voted to civic health. Health offi- cers are the high priests in this tem- ple and their service and mission must be devoted to preventing dis- ease and death and the correcting of physical defects among the children under their watchful care. They must also unceasingly work, teaching and instructing all the dwellers in their city how to live in harmony with Nature’s laws and thus be free from sickness and its attendant evils. In this connection let us not forget the remark of Prof. Huxley, calling attention to “the utter ignorance of the simplest laws of their own animal life which prevails among even the most highly educated.” Child hy- giene, now recognized as the start- ing point, of all disease preventing and health establishing efforts, we must decide what is the first step to be taken. Happily, this is made plain, for experience shows that daily, systematic medical inspection competent and qualified inspectors, must be provid- ed for. This system was first insti- tuted in Boston in 1894; Chicago, in 1895; New York followed in 1897, and Philadelphia in 1898. Concern- ing the practical value of this work, as now carried out, we are much fav- ored in being permitted to quote the opinion of Mrs. Ella Flagg Young, for the city of Chicago. No name is better known to those having charge of the schools of our land and no one is recognized as higher au- thority in the management of pub- lic schools. Mrs. Ella Flagg Young TRADESMAN said to the writer: “It is just as important to provide for the medi- cal inspection of our schools for the detecting of disease and the giving of advice, for the correcting of physi- cal defects among the children, as it is to provide teachers for their ed- ucation.” She also made the follow- ing instructive observation: “It was a great surprise to me to notice when present in different schools at the sounding of the gong for sick call, that apparently as many of the pupils arose to go to medical in- spection in those schools, located ia the best districts of the city as there did in those schools less favorably located.” This fact it is well to bear in mind for the following rea- sons: The argument has been raised that in those average size cities in which there are no teeming tenement houses, all public schools pupils may fairly be considered as coming from healthy homes and surroundings and that therefore, medical inspection of such schools is unnecessary and un- called for. The observations of the Superintendent of Public Schools of Chicago just quoted shows this view to be erroneous. A daily medical inspection of all schools is therefore the key to successful disease ‘preven- tion in any community. This point being settled, it may be of interest to note some details as to how an efficient health department may be organized in a city. Let us imagine a city having a health department combining all the best features which have been tried and proved in various cities in our land. We shall not christen our city Utopia, for that would imply an ideal perfection which only dreams of the future and the coming of the millennium could fulfill. Therefore, we will call it Po- tentia because it is possible for hun- dreds of our cities to do what is be- ing done in Potentia, which is a pres- ent day type of city. First of all Potentia is under the commission form of government. The board of health consists of the mayor as pres- ident, ex-officio; the commissioner of water works and sewerage and the commissioner of streets and public property. This board is empowered to secure the services of a suitable health commissioner who becomes ex-officio a member of the board and also its secretary. A city ordinance provides that the health commission- er must not, at the time of his ap- pointment, be a resident of Potentia. The board of health is therefore em- powered and expected to secure the best equipped man for the duties of health officer that can be had for the salary paid wherever he may be found outside of Potentia. In har- mony with this idea several of our universities have instituted courses of instruction in hygiene and sanitation with the degree of Doctor of Public Health to those graduating. This is most encouraging and shows that the importance of having especially train- ed and educated health officers is now fully recognized. Pennsylvania, Co- lumbia, Harvard and Michigan uni- versities now provide this course and confer the degree of Doctor of Pub- lic Health and- other “miversities will October 25, 1911 no doubt soon add this course to their curriculum. This making a non- resident the health officer of a city is of vital importance because it en- tirely removes the office from politi- cal influence and does away with all the inevitable jealousy and strife and working at cross purposes sure to fo follow if any one of the local phy- sicians who are candidates for the office is appointed. A striking proof of the wisdom of this course is found in the fact that last June the Mayor of Chicago, after due consideration of the claims of several local physi- cians, appointed as City Health Com- missioner, Dr. Young, a member of the United States Marine Staff, the Government giving that gentleman the necessary leave of absence, en- abling him to accept the appoint- ment. As thus organized in Poten- tia, the board of health now hires the’ necessary number of medical inspect- ors for its schools. These are se- lected from lists furnished by the Civil Service Commission, who hold examinations for this purpose. The inspectors are appointed according to their exact order on this list. Their term of office is indefinite, as they hold the position unless dismissed for cause. In addition to the medical inspector, each school in Potentia has assigned to it a graduate nurse’ who renders needful services to the pu- pils and gives advice to the parents concerning those cases not requiring the services of a physician. ‘These nurses are selected by examination as noted for medical inspectors. Just here the writer wishes to express his obligation to Dr. S. Josephine Bak- er, the efficient Director of Child Hy- giene for the City of New York, for information given him on this sub- ject. Dr. Baker writes as follows: “New York City established the first _ system of school nurses in existence 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 800 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 = October 25, 1911 in this, or so far as I know in any other, country, under direct munici- pal control. In the fall of 1902 a few nurses were appointed; since that time the staff has been gradually in- creased until it now numbers 142.” Concerning the value of the services of graduate nurses in schools, atten- tion is called to the fact that the city of Des Moines, Iowa, makes the med- ical inspection of schools one of the nurse’s duties, and they report daily to the health commissioner. The Secretary of the Board of Health at Des Moines informs the writer that this plan is successful in every way. the only difficulty being the securing of an adequate number of graduate nurses. Potentia will, of course, be provided with a bacteriologist and the necessary number of inspectors of water and milk supply and food in general, also sanitary inspectors of dwellings, tenement and _ lodgmg houses, including all rooms and buildings in which labor is employed. This is a mere outline of the chief officers necessary to do. efficient health work. It is unnecessary to go into details as to the scope oi their duties, but Potentia sets an ex- ample in one or two desirable fea- tures, concerning the authority vest- ed in the health’ commissioner. It is necessary that the powers of a chief health officer be largely arbitrary. It is impossible to enact laws that will cover every emergency in health mat- ters. Civil law, in case of war or wide-spread property destroying riot, is set aside and martial law invoked under which the general in command is empowered to enforce arbitrary method for the general good ani safety of the public. Bear in mind that when an epidemic of devastat- ing disease attacks a city, it is in- deed an invading host and the chief health officer must then have the ar- bitrary powers of a general com- manding an army if the assault is to be successfully checked. Potentia has therefore wisely not hampered the actions of the health commissioner with a lot of orders and laws as to what he must or must not do in the line of his duties. His orders are to keep the city healthy and it is up to him to do this by employing the most modern and accepted methods. He holds his office just as long as he can achieve what he is hired to do and no longer. Our great railroad corporations require and employ the best talent available as heads of their various departments, but these chiefs of special branches are not told how to do their work but are simply in- formed what work is to be done. Po- tentia merely follows this plan. The majority of our smaller cities and towns have ordinances enforcing se- gregation of cases of contagious dis- ease and in many cases this amounts to virtual imprisonment of all the occupants of the dwelling in which such a case exists. In general, the smaller the city the more strenuous- ly is this carried out. That cases of unnecessary hardship and __ suffering result from thus stopping the wage earning of a member of a family un- der this-form of arbitrary quarantine is not to be doubted. To _ prevent MICHIGAN TRADESMAN such a state of affairs it is best to leave the manner of segregation, or the removal to a suitable hospital of a cast of contagious disease, entirely to the judgment of a health commis- sioner. It is very instructive while on this topic to read the following law of the German Empire concern- ing segregation of contagious dis- ease: “Segregation must ensue t9 such a degree that the patient does not come into contact with anybody except the persons appointed to at- tend him, or the physician or minis- ter in such a manner that the spread- ing of a disease, as far as possible, be prevented. Relatives and those on legal business are allowed access to the patient, if important and press- ing business demands it, under con- dition that they observe the neces- sary precautions against the spread- ing of the disease. If against the order of the police the arrangements considered indispensable by the med- ical officer for the isolation of the patient have not been carried out in the lodging of the patient, the pa- tient may be ordered to be remov- ed to a suitable hospital or othe refuge; that is, in case the Govern- ment physician deems this essential and the attending physician thinks it admissible without injury to the pa- tient.” Truly, if high authority 1s wanted for a humane and sensible method of segregation in cases Df contagious disease, the above is a model document. In connection with this question of isolation of patients with contagious disease comes that of placarding the dwellings in which such cases occur. In most cities this is made obligatory by ordinance and the uniform custom is to post a red card with black letters, “Scarlet Fev- er Here,” a yellow card naming diphtheria or smallpox and a white card stating the disease in other cas- es. We object to this plan of hav ing the name of the disease blazoned on the houses of these patients, and for the following reasons: First, if there chance to be several cards post- ed, naming a contagious disease with- in a few blocks of each other, resi- dents in that district are quite likely to be unduly worried and to imagine and invent all sorts of alarming con- ditions not warranted by the facts, and thus a nervous and unfortunate state of panic may be brought about which is most undesirable. Second, consider that the children who have had the disease named on the house placard are quite sure to be told by the parents, “You have had that sick- ness and need not be afraid of it.” The result is, these children are likely to break the spirit, if not the letter, of the quarantine regulation by un- necessarily ‘loitering and playing about the premises placarded, thus inculcating a want of respect for the health ordinances. To meet these ob- jections, in place of the disease nam- ing placard, the following legend printed in black on a yellow card should be used: “Under Quarantine. Keep Out. No Admittance Without Permission of the Health Officer.” Under this form of placard an air of mystery surrounds the case which is in itself a potent factor of protection and is attended with a commendable respect for the order of the health officer and an observance of the same by children as well as adults. A third and most forceful reason for using this form of placard and leaving the question of placarding or not entirely with the judgment of the health off- cer is that it gives him the power to placard cases of illness under sus- picion of being contagious without waiting for deciding systems. Again, every physician must realize that there are diseases not specified as contagious which may be communi- cable under certain conditions, and in many cases houses containing cas- es of this class of disease may wise- ly be placarded. In Potentia, then, all these desirable methods referred to are enforced; the health of its citi- zen is carefully looked after and the public is being constantly and con- tinually. educated in the prevention of disease by the health officer who issues pamphlets and bulletins and inaugurates courses of lectures, call- ing attention to what precautions 17 against disease, according to the sea- son, are to be observed. Finally, after all is said, the problem of keep- ing a community in health resolves itself into diffusing and fixing, in the minds of the people, such practical, hygienic knowledge that will make each individual his own health offi- cer. When this is accomplished, and not until then, can the health com- missioner of any city claim to have done his whole duty. In Potentia, its citizens being healthy, all is well, and trade and industry prosper, for capital is most secure and earns the largest dividend in the city that con- siders health a cash asset. Albert H. ———_++. An Ounce of Prevention. A party was being given at the mansion of a Kentucky Colonel a short time ago, and after the guests had arrived the brother of the host came in, rather exhilarated. Realiz- ing his unfitness for the society of ladies and gentlemen, he picked up a lamp from the table and started upstairs. The staircase was of highly polished wood, and the guests watch- ed his ascent with some anxiety. He reached the next to the top step in safety, and then he slipped and fell and landed in a heap, together with the extinguished lamp, at the foot of the stairs. He picked himself up slowly and painfully, braced himself against the newel post, waived aside all who offered assistance and, beck- oning to his host, said: “Brother, you should tell the man who waxes those stairs to be more careful, otherwise somebody will fall down them some day.” —_o-2.-2——— Too Bad. A little girl who lived opposite 4 large orphan asylum in our city had a small guest visiting her, who ask- ed in wonder: “What’s that big there, Ruthie?” “Why, that,’ said Ruthie, “is where the orphans live—lots and lots of ’em, little boys and little girls—an’ Mr. and Mrs. Orphan are both dead!” Hoy. building over REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES AN HONEST PRODUCT AT AN HONEST PRICE Fire Resisting Reynolds Slate Shingles After Five Years Weal 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 Manufactured by H. M. REYNOLDS ROOFING CO., Grand Rapids, Mich. WRITE US FOR AGENCY PROPOSITION ESTABLISHED 1868 Wood Shingles After Five Years Wear 18 THE AVERAGE MERCHANT Does Not Know His Business as He Should. Written for the Tradesman. Recently a number of retail mer- chants of a certain city came togeth- er primarily to listen to a couple of well-prepared papers, and incidental- ly to consume certain viands_ thai were served in courses. After the dinner, which was in its Way quite a triumph, the first paper was read. The subject of it was, The Method and Spirit of Modern Mer- chandising. And the man who read it was himself a conspicuous exam- ple of latter-day business success. The second paper, which was read by the advertising manager of a large manuvufacturing concern, deait with certain phases of advertising the store. Both papers were discussed rathe1 freely by the men present, and a good many questions of a practical character were fired at the authors of them; also a good many practical comments were either directly made by men not on the programme, or called forth from the speakers by incisive and stimulating questions. It is not the writer’s purpose to at- tempt to give anything like a full report of this meeting—not even a resume of the papers read upon this occasion; but rather to seize upon and accentuate two or three ideas that were advanced during the course of the evening. Early in his development of the subject, the man who read us the pa- per on the Method and Spirit of Modern Merchandising said: “The average merchant doesn’t know his business anything like as thoroughly as he should. And that is the reason so many of us remain just ‘average merchants’ all our lives. The exceptional fellow goes to the bottom of his proposition—learns ail there is to be known about it—and comes to be an above-the-average merchant. The rest of us envy him. But the thing we ought to do is to emulate him—do just what he did: namely, study the peculiarities, mas- ter the problems and solve the dif- ficulties of our own business.” Out of the tremendous number of business wrecks that occur annually, it is safe to say that by far the greater per cent. of them come to grief through sheer ignorance—ig- norance either of the general prin- ciples that underlie all merchandis- ing operations, or ignorance of the peculiar and special problems of a particular business. There are men to whom “store- keeping” looks dead easy. But they are the men who look upon it from the standpoint of rank outsiders. The more confident they are of simplicity and dead-easiness the more evident it is they haven’t been up against some of the latter-day problems that con- front dealers. Many inexperienced men who take up merchandising as an easy means of obtaining a living have an idea that price-cutting is the coup de maitre of selling. The specious ar- gument is that, if a certain fixed MICHIGAN TRADESMAN price sells a certain amount of goods, then a slightly tower price will make an increasingly larger appeal; so they start in to slashing prices on spe- cials, staples—everything. They do not know what it costs them to do business and they could not tell you at the end of a week or a month whether they had made or lost money. It is due to the presence of so many men of this type that we have so many business failures. They butt in where wiser heads _ hesitate to enter. The history of modern merchan- dising proves overwhelmingly that the men who make good are the men who know the rules of the game. And there is no way of knowing these rules too intimately. The dan- ger is all on the other side; we are all too prone to assume that we know the whole proposition from the ground up, when in reality there are a good many points about it upon which we are ill informed. Too many things are gone into superficially; or —just because the merchant looks upon them as superficial—not gone into at all. Not so long ago there was a con- vention of furniture dealers con- vened in the principal city of their state. An outside speaker of prom- inence in the advertising fraternity was to give them an address on go- ing after the retail furniture trade. As he got up he exploded a bomb by asking the dealers assembled if any of them had either gone to a school on furniture designing, or if they had read any good, standard work on design. Those dealers look- ed at him as if they were a painfully abused set. They did not appear to know very much about design as re- lated to the matter of furniture man- ufacture. And vet, when you come to consider the matter, the furniture dealer ought to know something about design, for the style-feature in furniture is certainly an important one. Such knowledge would cer- tainly help him to put up a better type of salesmanship, and it is rea- sonable to believe that his advertis- ing would also be improved, and his salesmen would be better informed, better equipped men. The simple truth is that knowl- edge about the nature of the goods we sell—what they are made of and why they are made as they are and not otherwise—is important as well as knowing about buying, cost ac- counting, inventorying, etc. Attaching to the words of the man who knows there is always a kind of authority that is compelling in its nature. When this positive informa tion happens to relate to one’s busi- ness, whether it concerns itself with the less important or the more vita? details of it, its practical value im- mediately appears in the effect it has both upon one’s employes and upon his customers. In his talk on advertising the ad- vertising man discussed, among eth- er things, some practical selling cam- paigns with follow-ups. He told about how a certain dealer in a town of forty thousand inhabitants decided that he would try to stir up a little extra activity in a given line 9f high grade merchandise—something that would be more likely to appeal to people of means and taste. So he decided to get out 2,000— addressing the first 1,000 to women, the second 1,000 to men; names in both cases to be selected from the city directory. In his letter to the women he sounded a highly human note It ran something like this: “Out of the thousands of names in the city directory we have select- ed your name as one of the thousand who we believe will be interested in—” And at the end of the letter ap- peared this enquiry: “Were we right when we checked your- name?” And this illustration was intended to emphasize the value of those little human touches in our advertising, which serve to accentuate the inter- est in our announcements. The total cost of that campaign, so the advertising man told us, was only a little over $80, while the re- turns from it were nearly $1,500. After all there are many (apparent- ly simple, yet highly vital) expe- diencies, which, if mastered, help to put us out of the average-merchant- class into the ranks of the out-of- the-ordinary. Frank Fenwick. —_>+2>—___ A Line on Her Husband. “How do you know’ when your husband forgets to mail the letters you give him?” “T always put a card addressed to myself among ’em. If I don’t get it the next day I know. And it only costs a cent.” October 25, 1911 Johnny on the Flyers. ‘My dear teacher has asked me to write a composition on the flying ma- chines, so I will say: Flying is called the sport of kings, because kings never indulge in it. An aviator is one who flies like a bird and comes down like a stone. A balloon is lighter than the air and an aeroplane heavier, but you hit the ground just as hard from one as the other. Air ships will never be a success until they are sold on the installment plan. An aviator has been known to make as much money in one hour as Henry Ward Beecher used to make in five years, but when he dies he won’t go to the same place Henry did. It is said to be very cold after get- ting up two miles high, and no one can blame an aviator from coming down occasionally. In the last year seventy-five avia- tors have been killed and over 100 badly injured, but that don’t count. They would probably have been run over by autos if they hadn’t taken to flying. In wartime a flying machine can hover over the camp of the enemy and see what he is doing. If he is playing poker he should and will be attacked at once. The Wright brothers were the first to fly, and the first to let the other fellers take the tumbles. This is all I know about flying. Read What Have to Say Concerning the Roaster: The A. J. Deer Company, Hornell, N. Y. your machine. Yours truly, Concerning the Mill: The only mill that CUTS the coffee RovAL Users San Francisco, 7-26-1911. Gentlemen—Enclosed please find check to apply on roaster. In regard to the machine, we wish to say that we are perfectly satisfied and proud of hav- ing it in our large show window. It does all a ma- chine could do, so we can conscientiously recom- mend it to anyone wanting an A No. 1 machine. It’s very easy to operate and turns out a perfect, nice even roast coffee and peanuts both alike. We'll gladly sign our name and confirm any statement you may wish to send out in behalf of (Signed) MISSION TEA COMPANY. The A. J. Deer Company, Hornell, N. Y. No. 5 Royal Roaster Theo. S. Pederson. Fremont, Ohio, 9-15-11. Gentlemen—Inclosed you will find our check in full also freight receipt on No. 8 ROYAL mill. We might say that we have only used your mill about sixty days, but we are thus far so well pleased with the mill 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 THEAT. DEER @. 272 West St. Hornell, N. Y. October 25, 1911 Keeping Shop at Summer Resort. Summer hotels are now going up like mushrooms wherever there is a lake with picturesque scenery, and cottages dot the lake sides where but a few years ago you could see nothing but a tangled expanse of brush and bramble. Here the busi- ness girl with enterprise and initia- tive will find a profitable field. In some cases she could start with al- most no capital, although of course the bigger her assets the better her prospects and the sounder her confi- dence. As a rule the lakesiders get their supplies from the nearest city or vil- lage, but as these are not always con- veniently near, and the telephone is not always the best medium for shop- ping, there will always be a silent de- mand for a store of some kind. Campers are liberal spenders, for they have come to seek variety and to enjoy it. Things that would bare- ly attract them in the city they can see through new e yseaitngasin nn see through new eyes against a back- ground of green field and rippling water. The business girl with a good scheme for catering seldom need beg for patronage at a summer resort. It she is versatile and adaptive enough several specialties can be worked hand in hand. The first essential is a pretty and convenient location for her shop or store, if such it is to be. A bark cot- tage with a rustic porch and a shady approach would invite curiosity, and suit your purpose far better than a prosy unromantic shed of pine boards .and shingles. A low broad veranda with a good view of the lake would be one of its leading charms. Cottage Not Hard To Find. There are always several cottages that answer this description more or less, and if the resort is large and populous enough to warrant the ex- penditure, it would be well to rent or build one of this kind. It would enable you to work several profitable lines under the same roof. Where the camps and cottages are widely scat- tered and the resort is still in its infancy, a tent with a striped awn- ing to make it conspicuous or cur- tains of strung acorns to make it at- tractive, would answer the same pur- pose for a while. Now as to the several lines of her undertaking: A combination tea room and lunch room and soda fountain would surely bring ample returns if properly man- aged, and a woman is more certain of success in this field than a man. Where you depend on picknickers and transient campers for your in- come, location will be the most im- portant thing to consider. Get as near a picnic grove or the main road to the summer resort as you can, °F where the largest influx of campers are bound to pass. If you have not enough capital to start on a pros- perous scale, begin with sandwiches, lemonade and ice cream in a tent. A home made candy shop is an- other safe venture for a small tent, but if you can dare to start business in a wide windowed bungalow you MICHIGAN TRADESMAN can easily work that in with your other enterprises. A hand laundry for fine lingerie and dainty neckwear would thrive in connection with a small catering shop. This is especially true when the regular laundry is miles away in the city, and no rush work can be done for anybody. Summer resort- ers are more and more inclined to common sense dressing as they get wiser and older, but on certain oc- casions they will still appear in their filmy best, and the lingerie waist is never entirely out of commission, neither are dainty jabots and lacy un- derwear. Money in Postal Photographs. The postal photo gallery as a sum- mer resort business is being thor- oughly exploited, and one hears of few failures. Of course the art re- quires considerable previous practice, but with a good strong lens and a few good books on the subject that give you an understanding of techni- cal difficulties and how to overcome them, you can get a start and_ the rest depends on your energy and willingness to give your customer their money’s worth. Souvenir tents are seldom in vain at the larger summer resorts. Sou- venir post cards and pennants always sell, while absurd souvenir trinkets in glass and china, which are more ex- pensive, are not so profitable. A sou- venir designed and made by your own hands may make a hit with the campers, if sensible and _ original enough to attract attention. Try birch bark post cards, mottoes, photo frames, snapshot books and postal al- bums. If possible they should all be made from the birch bark grown iu the neighborhood so as to give it an extra significance. Naturally good outing souvenirs can be made of birch bark because it embodies a suggestion of the great green out- side and the good old summertime. You can design sample post cards and mottoes on birch bark and then send in your material to some post card factory which will make you any number of duplicates by the press and lithograph method. The truly original post card sells at sight. When birch bark is no longer a novelty to the summer re- sorters, try the celluloid, felt and alu- minum card, —_+2>——_ Fostering a Nation’s Business. William Hudson Harper, who has been investigating foreign trade con- ditions for the Chicago Association of Commerce, has given out what he calls the German Business Deca- logue. It is well known in business cir- cles that German prestige is main- tained in many sections of the earth in competition with the products of other peoples, and many times it has been a mystery why trade that had been secured by the Germans should be so hard to get away from them. Business men who have tried, too, to establish a trade on their goods in Germany proper have experienced a resistance to their entry into Ger- man trade that has tried their pa- titince and has excited their won- der. Mr. Harper, recently in Germany, came into possession of a pamphlet that is extensively circulated there, the contents of which will in a meas- ure explain the difficulties of those who have come into competition with the Germans. It is an interesting commentary upon the loyalty of Ger- mans to the Fatherland, and indi- cates how much attention is given to the fostering and maintenance 2 that loyalty, and how it is turned to 19 the commercial advantage of the country. The decalogue follows: 1. Never lose sight of the inter. ests of your compatriots or of the Fatherland. 2. Do not forget that when you buy a foreign product, no matter af it is only a cent’s worth, you dimin- ish the Fatherland’s wealth by just 30 much, 3. Your money should profit only German merchants and workmen. 4. Do not profane German soil,a German house or a German work- shop by using foreign machines and tools. 5. Never allow to be served at your table foreign fruits and meat, thus wronging German growers, and, moreover, compromising your health, because foreign meats are not in- spected by German sanitary police. 6. Write on German paper with a German pen and dry the ink with German blotters. 7. You should be clothed only with German goods and should wear only German hats. 8. German flour, German fruits and German beer alone make Ger- man strength. 9. If you do not like the German malted coffee, drink coffee from the German colonies. If you prefer choc- olate or cocoa for the children, have a care that the chocolate and cocoa are of exclusive German production. 10. Do not let foreign boasters di- vert you from these sage precepts. Be convinced, whatever you may hear, that the best products, which are alone worthy of a German citi- zen, are German products. ——_-++ +. Not New But True. Laugh at your own misfortune— laugh first and others may laugh with you; laugh not and all others must groan. The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking HAND SAPOLIO It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special teilet 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 October 25, 1911 THE GOOD MERCHANT. Some Prime Essentials Which He Must Possess. It takes all kinds storekeepers to make cantile world, but the average mer- chant, the one whose situation and condition correspond most closely to that of the men in business right on our street, is the smaller fellow with two or three clerks. and sizes of up the mer- Now, I’ve been one of these small- er fellows myself long enough to know something about what they gO up against in the way of busi- ness difficulties and I know that thei: problems and their perplexities are fully equal to those of the man in charge of the Big Store. The success of the merchant in handling the questions that are eter- nally coming up is in a large meas- ure in direct proportion to the de- gree in which he possesses the right qualities for success making. There is little of the element of luck in mercantile success. The chap who is persistently howling in dis- content and proclaiming his own tough luck and contrasting it with the good luck of the man next door is failing because he has not suc- cess-making ability, not because he is unlucky. Luck goes goes after it. What kind of a man makes a good storekeeper? That is a question that every clerk should ask himself be- fore committing himself to a mer- cantile life. Every man who is thinking of going into trade should ask himself the same thing and, what is more to the point, every man who is already keeping a store should point that question at his own head and fire it off. The man who is not yet a store- keeper should know what qualities he needs to develop. The man who is already a storekeeper can develop these qualities although he may have started out without many of them. The success maker should have health. Health will go farther to- ward helping a man to win out than any other one attribute. It is the backbone of all effort and the main- spring of persistence. Whatever you get, get health and cling to it, even at the loss of some business or some profit. Where is the advantage of a suc- cess gained at the expense of loss of health? Just a few days ago in a small village I saw a long funeral train going toward the cemetery. It was composed of all the prominent people in the place and it was fol- lowing the coffin of the greatest busi- ness success the village had known. I. asked a few questions of a by- stander. It developed that here was the end of a man who had started in some thirty years ago with noth- ing and had built up the best retail trade in that section and by untiring effort and unremitting toil day and night had amassed a little fortune and just as he had begun to think he might enjoy life, right at middle age, he had paid the penalty of fifteen hours a day and his widow was left with the man who to take care of the money and a child or two. That man had thought he was do- ing well. He had piled up money and increased his business year after year and he had never once thought that he might at the same time be running his physical account so low that any extra strain would produce an overdraft that he could not meet. How about you, Mr. Merchant? Do you know what your physical condition is? Are you getting a good supply of fresh air every day and a relief from the steady strain by out- door exercise? There are things that money will not buy. Health is one of the chief of them. Build your business on a health foundation. A man never gets so old that he does not need a regular play-time and he never has so much business that he can not afford to take it. There is a quality that has been called stick-to-it-iveness. It is per- sistence and determination and then some. There is some clear grit mix- ed in with it, and a man needs this quality in order to succeed in any- thing, but especially to succeed in a store. Stick-to-it-iveness keeps a_ fellow hammering away at the public when it seems as if they did not care whether he advertised or not. There are times in almost all businesses when discouragements are upper- most. At these times it is hard to pay bills when they come due. The stock gets too large. Customers are too few and the expenses seem to eat up all of the profits and some be- side. Tt is under such conditions that a man needs the quality of stick-to-it- iveness to keep him on the job, to keep him working instead of sitting down to bemoan his fate. A man when he is young should have no trouble in cultivating this quality. It can be developed just as one can cultivate a pleasant speak- ing voice or a cheerful manner. The older a man gets the harder it is for him to develop any new trait of char- acter. So you can see the necessity for your beginning right away to improve along any line desired. But while I am saying something about the ability to stick to a thing Tl want to put in a word about using commonsense in this persistence. The moment your persistence gets the better of your common sense and urges you to stick to a losing game, then it becomes pigheadedness and is a damage to your chances. It is a wise man who knows when to stick and when to quit. Think any proposition over very carefully before you take it up and think it over just as carefully before you quit it. But once the right course is apparent, lose no time in proceed- ing. The man of action, he who can start ahead at once when he has found the way, is the winner. It is the hound that can follow the fox’s trail at full speed without continually hesitating and starting off in this or that wrong direction, that comes up with the game. The hesitating, pottering, puttering business man never gets enough money ahead so that he can take a week off and his business never gets momentum enough to carry it through a dull time or a financial crisis. Initiative is nowadays a more val- uable quality than it ever was be- fore. This quality not only enables aman to go ahead but it enables him to go ahead along unbeaten paths No initiative is required to stay right in the rut and do the same old rou- tine work day after day. Initiative helps a man to do original advertis- ing, to get up original business mak- ing plans and to introduce new lines of goods ahead of competitors. Initiative can be cultivated by reading about what other high class men have done along that line, by reading good business literature that makes a man think. And there is not any better source of initiative than the good trade jour- nals, not only the reading but also the advertising pages. Study the pag- es of these publications carefully. Note what other men have done to get business. See how their plans can be made to fit your case. You can get a dozen good, workable plans in this way in the time it would take to think out one entirely original and probably highly defective one. Are you systematic? Are you or- derly? A little bit of a business may be hitched along on the haphazard plan and perhaps support its owner. But n> business run in that way can possibly gain any momentum or achieve any importance. It will never grow to any size. ‘ There must be method through all departments of the store. Orders must be copied and the copies filed for reference. Invoices must be ar- rainged in convenient form for_refer- ence. Goods must be placed in given positions and surplus stock must have a place. Employes must con- form to certain rules and the employ- er himself must live up to the rules that he makes for his clerks. There is, however, such a thing as being over-systematic. Some busi- nesses are so tied up in their own red tape that in the case of the slight- est emergency they are perfectly helpless. And no store can follow to the letter the system of some oth- er store. If you adopt a system, leave out unnecessary details and see that it is first of all adapted to your own needs. Some merchants give up so much time to petty details of system that they have no time left for the bigger things of management. The head of any business should be at the top of the pyramid of his business and nothing ought to come up to him but that which really needs his personal attention. Most store- keepers run their business on the in- verse basis. They are at the point of the pyramid, but they are at the under point and carry the whole weight upon their shoulders. If the merchant himself insists up- on doing work which could just as well be done by a nine dollar a week clerk, he is wasting time and money. There should be enough of the man- ager’s kind of work to keep the man- ager busy, and if there is not it is his own fault. He ought to find it. It is pretty hard for an unsystem- atic man to become systematic, but he can do it by learning to put things back in their places when through with them dnd to run on a schedule. The only secret of becoming sys- tematic is to try and try hard, and keep trying. Frank Farrington. G. J. Johnson Cigar Co. S.C. W. El Portana Evening Press Exemplar These Be Our Leaders Wilmarth Show Case Co. Show Cases And Store Fixtures Take Division St.Car | Grand Rapids, Mich. 139-141 Monro. Se Both Phones GRAND RAPIDS. MICH “Paragon” No. 58—18 Styles Show Cases [“] And: 2 co Drugs [_] PAMe Press The Largest Manufacturers of Store Fixtures in the World “American Beauty” No. 412—36 Styles Send for Full Information on the Modern Methods of Merchandising Men’s Suits ["] Millinery [~] Furnishings [_] Dry Goods [_] Grand Rapids Show Case Co. Cut out and mail to Grand Rapids Places you under no obligations to buy October 25, 1911 Close the Mind To All Distractions. One is never going to see much that is worth while in this life until he learns how and when to shut his eyes. Those who see most are those who look the other way. Ignorance has received a good many hard knocks, but after all a vast deal of the happiness of this world comes from ignorance. It is a true saying that what you don’t know won't hurt you. Of course this matter of ignorance is easily overdone, and no one wants to be a hog just because a hog is happier than a philosopher. But I submit that it is evidence of a kindly heart in old Nature that she keeps out of the knowledge of her myriads of children so many things that would upset them. The section hand who finishes his day’s work and, after supper, goes out and smokes his pipe on a pile of ties is wholly undisturbed by the af- fair that inflames the Senate, by the war in Morocco, or by the dissen- sions in theological circles. Of course, he ought to know about these mat- ters, as we do, and take sides, and think; but if he did I doubt that he would do his work so well, enjoy his meals so well and sleep so well. Ig- norance is naughty—but it has its compensations. And how much the power to will to be ignorant of certain things has to do with our efficiency! No man can be a student who can not con- centrate on his book and close the door of his mind to all distractions. The cook is of no account unless she can be wholly shut up in cooking; if she is interested in what is going on in the parlor and anxious to see the procession going by with a band in the street, and to know what her neighbors in the flat across the way are up to, she is very liable to burn the roast. Value of Willful Ignorance. A person’s power to do a thing well is just in proportion to his pow- er to bar out all other things. This is the day of specialists. We recog- nize that a doctor who does nothing but treat eyes is more to be trusted than the one who ranges the whole field of medicine. By exclusion we gain force. Kipling illustrates this in his story of the taking of Lungtungpen; Pri- vate Mulvaney says: “’Tis the bhoys —the raw bhoys that dont’ know fwat a bullet manes, an’ wudn’t care av they did—that dhu the work. Wud fifty seasoned sodgers have taken Lungtungpen in the dhark that way? They'd know the risk av fever an’ chill, let alone the shootin’. But the 3-year-olds know little and care less; an’ where theres’ no fear there’s no danger.” And how many a brave deed in battle has been carried off by some rattle headed scamp that simply did not know and did not care! This power of turning our backs stands us in good stead in much of the most important business of life. No one, for instance, can get along with children if he sees everything. Many a mother’s eyes are altogether MICHIGAN TRADESMAN too good and her ears to sharp. A little assumed indifference will often go a long way. If husband and wife are going to remain in love with each other they will need a good deal of willful blind- ness. In fact, the more they allow their faculties for seeing one anoth- er’s faults to atrophy, the more their power of perceiving mistakes and un- pleasant traits is deliberately paralyz- ed, the happier they will be. Too Much With the World. Nobody can perfectly live up to his own ideals of some one else. So in our dealings with each other we have to do a deal of eye shutting. And what a well of resource one has when he can find, in some corner of himself, a place where he can re- treat from the annoyances of the world and see only what it pleases him to see! The monk in his cell is not alto- gether to be pitied. Perhaps he is overdoing it; but we might well learn from him the art of making our own autocosm, whither we might take ref- uge on dark days. The power the poet has over us is this faculty of abstraction. We are overwhelmed by the cares and per- plexities of business and the strain of modern life. We are drowned in pots and kettles, bales and boxes, the crush of affairs and the din of tongues. The poet can wink it all away. He can see only a peach blos- som in the sunshine, hear only a thrush whistling in the hedge, detect only the tender heart swelling in a bashful breast, perceive one great white ideal in the confusion of war and penetrate the flux of things and find their golden thought. His ge- nius is his power of elimination. Paintings Outvalue Photography. So the novelist does not show us all of life, but some one phase ‘and face of life, and thus pleases us. And the artist-painter is not a photogra pher who reproduces things as they are, in their baffling multiplicity, but he discloses for us the secret of things as they should be. He knows how to discard the unessential. There is more truth in the canvases. of Monet and his impressionist tellows than in all the cameras. And in our humble business of liv- ing and being happy and doing our work well the secret is the same. We need the artist’s and not the pho- tographer’s eye. We must select, discard, concentrate and refuse. What more beautiful thing in the world than this peculiar blindness in the eye of love! Thank God! they who love us are like the boys at Lungsungpen, “they don’t know and they don’t care.” No. matter what you do your old mother things you are wonderful. She can never see in you all those shortcomings the world has dinned in your ears, and which are proba- bly true. Blessedest of all eyes are those of mothers, with their blind spots. Frank Crane. —_++>—_ When a hero marries an angel it is two very ordinary people who set up housekeeping at the end of the hon- eymoon. Energy Is an Asset. Energy is the thing that wins. It is a force which, well directed, car- ries everything before it. Did you ever see one of Geo. Cohan’s plays? Honestly, now, was there much to it beside the ceaseless action—the “go,” that kept you strung up, on the edge of your seat, and clapping involun- tarily ail the time? It isn’t there by accident. You ought to see Cohan instilling that energy into his com- panies at a rehearsal. It isn’t there because he picks energetic people, but because he puts it into them him- self. He pounds, hammers, jumps, pushes, yells—almost kicks—it into every individual and finally devel- ops it in their concerted work. One of the most successful sales managers in New York has all of his men come in and report at noon ev- ery day. Why? “Because I want to fill ’em up again,” he says. And he does—his men always leave him tin- gling with enthusiasm and_ confi- dence. He had one man who was timid on the approach. If his pros- pects of landing an order looked du- bious his courage oozed until when he finaliy got on the ground his salesmanship was at a low ebb. This salesman had to call on one dealer who was particularly chilly by habit. The sales manager gave some advice for this instance as fol- lows: “Walk into his office in a big burry. Push up against his desk, and, if possible, accidentally knock something off of it. Start some- thing.” The salesman tried it. There was a can conveniently near the edge of the dealer’s desk (he was sell- ing canned goods). He swung his hand so as to push it off and it fell to the floor with a bang. When he recovered it his eyes were sparkling with good humor and he found the dealer all attention, startled for the moment out of his usual pose. It was an opening and gave a chance to get to business immediately with the necessary energy and confidence that closed the order. There are a lot of successful sales- men, nice, quiet fellows whose hair is always smooth and who are always careful of their trousers when they sit down. They get orders—lots of them—but mostly because they are a pleasing medium for placing the business the buyer was going to place anyhow. They gather in the sure-thing orders. But it is differ- ent with the new business. It takes the man with energy and enthusiasm to look you in the eye and make you like to hear the thing you did not want to hear and believe the thing you de not want to believe. John Lee Mahin. —_——_—_-2-2 Filled With Progressive Ideas. Evansville, Ind. Oct. 17—I was very much impressed with the article entiled, “The New Thought in Busi- ness,” which was published in the October 11 issue of the Tradesman. This article is filled with progres- sive ideas and shovld be carried to. the front. We are working for a higher civ- ilization and not for money. The thoughts of higher civilization 21 do not care for money. Notice how freely money flows toward anything that is progressive. Of course, it takes money to keep up with progression, but where does the money come from? Progressive thoughts produce the different things we need and we sell them for mon- ey, so we find here that we must be progressive if we expect money. The “New Thought” is the old thought of common sense, mixed with phy- sical energy. Let us work for a higher civiliza- tion, which means improvement in all things. Let us do this work in a fearless manner. Let us tell the truth and let those who do not like to hear it close their ears. Edward Miller, Jr. sss The Brute. Johnson—Wasn’t your wife awful- ly lonesome at that summer resort while you were spending your time fishing for trout? Woodson—No; she found a place where there was a splendid echo, and she enjoyed nothing better than to go there and carry on a conversation with it by the hour. Post Toasties Any time, anywhere, a delightful food— ‘‘The Memory Lingers.”’ Postum Cereal Co, Ltd. Battle Creek, Michigan MAPLEINE The Popular Flavor A STRONG DE- MAND HAS BEEN CREATED for this new and delicious fla- voring. It adds rich- ness and delicacy to Cakes, Candies, Pud- dings, Icings, Ice Cream, Etc. and makes a Table Syrup better than Maple at a cost of 50c a gallon. See price list. Order a supply from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, Ill. CRESCENT MFG. CO., SEATTLE, WASH. Increase Your Sales of BAKER’S Cocoaand Chocolate ANY GROCER who handles our prepa- rations can have a am 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 Walter Baker & Co. Ltd. DORCHESTER, MASS. S Registered U. ead oft aEea DEE MICHIGAN SOOPROURS( KS =) 8 g WN OC | oe 4 Si} Len (FEA -.: (C27 Meas, “ | \ ore Liquidation in Stocks Still Going on Gradually. Unquestionably there is a largely increased demand for dress goods, as compared with the earlier part of the year, and a better demand than has been visible, at least, since last fall. Advance orders came in but slowly during the late summer months, retailers evidently pursuing a policy of putting off until to-mor- row what was not needed for to-day. Then rains came, with cooler weath- er, and it was seen that there would, after all, be a market for dress goods and the retailer started to buy. With his buying came increased activity for the jobber and a broadening of the situation. While there is not a real boom, nor is activity so pronounced as to be any more than normal, there is a disposition on the part of retail mer- chants to purchase when anything appeals to them, and tempting bar- gains are made to do service as sale accessories for this reason. A result of this seems to be a downward tendency in prices in primary mar- kets where manufacturers and im- porters are trying to force business. Liquidation in dry goods stocks has been going on for nearly eighteen months. It has been possible to con- tinue it in an orderly way because of the curtailment of production by the mills, the restriction in the growth of cotton and flax, and the disposition of all distributing mer- chants to limit their mill orders to actual requirements, as manifested by the hand-to-mouth ordering of re- tailers. During the spring and summer months the pressure to reduce prices was steady, but mills were handi- capped by the sustained cost of raw materials and the inability to reduce labor costs. Cotton was scarce and high. Flax ruled high. Raw silk did not go down in value, but was af- fected in its merchandising position by the acute tariff agitation. The ac- tual amount of money paid out for labor was reduced greatly through enforced idieness in the mill centers, but at the same time the cost of liv- ing has been maintained and manu- facturers have not been able at any. time to attempt the adoption of low- er wage scales per capita. The mills, as a whole, have lost # great deal of money. Dealers in mer- chandise, at wholesale or retail, have been able to hold prices fairly well, - but have done a contracting volume of distribution without being forced to accept the great losses that have fallen on producers. Their costs of doing business have been contracted slowly. In the woolen and worsted goods division efforts to stimulate sales by low prices have been affected by the fear of further price reduction fol- lowing tariff changes. Soon after Congress adjourned the mills that had been running only about one- half of the machinery tried at once to stimulate spring orders by reduc- tions, and they succeeded in some de- gree. On staple serges, for men’s wear, for example, prices that were from 5 to 17% cents a yard. The large users of these cloths recognized the exceptional values tendered and began placing orders. In alittle while the mills that made the lowest prices secured all the business they would handle at the figures quoted. It was then possible to exact slight advances on small orders. Similar action was taken in dress goods, and it is safe to assert that good quality dress fabrics are selling to-day in the primary markets at lower prices in relation to cost of production than has been the case in a great many years. Ultimately this will reach down to the consumer, One hampering influence in dry goods nowadays is the tenacity with which many retailers hold prices high. They contend that they can not reduce the costs of doing business readily, and on a_ limited business they say they are forced to secure a full profit. But this same argument can be as effectively used by the man- ufacturer and the jobber, and despite the merit that lies im it conditions have forced the latter to cut values in order to get business. Sooner or later the retailer will have to follow this policy, and unless general busi- ness broadens and more employment is furnished the masses of industrial workers, the only relief the retailer will find will be in reducing the net profit as the producer and distributer have been forced to do. Another restraining influence in the matter of lowering retail prices is found in the fixed price system that is used in retailing many standard articles. The jobber and the manu- facturer may and do shrink the meas- ure of profit on the goods that are sold at 25 cents and 50 cents each, but the retailer who cuts prices is exceptional, and this is more par- ticularly true of the small retailer who handles the staples on which prices seem unalterable. Many of these goods are sold under restric- tions. In the primary dry goods mar- kets restrictions have been very gen- erally removed. Thus far the retail- ers have not felt the force of the TRADESMAN law that seems to have impressed producers and distributers. As stated, merchants are not san- guine that trade will breaden this fall to anything better than normal, if by chance it should reach that plane. But they are thoroughly well satisfied that until they do name prices low and keep the fact that they are very low below the ultimate user of goods, they can not hope for anything further than a_ halting and unsatisfactory distribution. The thought that general liquidation in the trade is about at an end is very general and it is justified by the small stocks existing in distributing channels. In some instances during the past two weeks the demand for merchandise has become sharp and scarcity has been clearly shown. Slowly, but surely, the mills are re- suming operations, and the speed to be gained in this movement will be determined by the measure of profit which develops as the demand broad- ens. All this does not mean that there should be an era of price cutting for the purpose of drawing trade from your neighbor, but simply, now that there is a disposition on the part of people to buy, give them the most possible for their money. Times are improving, but economy is still nec- essary—therefore each dollar the con- sumer spends must go as far as pos- sible. To get it the retailer’s profit must be brought to the lowest point possible consistent with safe busi- ness. Dry goods jobbers are offering the greatest values in the history of the trade. The retailer can spread before his customers unusual attrac- tions. Let him be content to do so at a fair profit, giving the consumer the benefit of the extraordinary val- ues he is getting. This will stimu- iate buying and increase trade. Heavy, reversible coatings are still in great demand and in Suitings for the season at hand one sees coverts, whipcords, serges and cheviots in ev- ery variety of twill, both plain and bordered, bordered and plain boucles, October 25, 1911 striped tweeds and homespuns, ve- lours and repps. Broadcloths are greatly improving in demand and it is now generally thought that broadcloth suits will be very popular later in the season. There is a movement among some of the prominent cutters-up to use a higher grade of broadcloth in suits to be sold at a popular price. This is a step in the right direction; it was the cheap broadcloths put into suits a season or so ago that killed 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) For Infants’ Wear Bear Skin Bonnets Silk Bonnets Mittens, Drawer Leggings, Etc. We offer some excellent values that can be re- tailed at popular prices and yet show the merchant a handsome profit. Take a look at this line. Velvet Bonnets Knit Sacques Sweater Coats Exclusively Wholesale Grand Rapids Dry Goods Co. =: Grand Rapids, Mich We close Saturdays at one o'clock October 25, 1911 the broadcloth demand—the consum- er did not get value for her money and the cutter-up could not, there- fore, dispose of his unsatisfactory stocks. It was this more than the whims of fashion that checked the use of broadcloths for modish suits. Tt is expected it will be restored to its deserved popularity before the winter is over. Broadcloth, in good quality, is the queen of all wool fabrics for dressy wear. White Goods. An excellent demand has developed for table linens and towels, the call being for staple lines, and is far in excess of trade at any time hereto- fore during the present year. Deal- ers are supplying their wants for the holiday trade, having come to the conclusion that there is nothing to be gained by farther waiting. Prices are certainly as low as they will be, at least until after the first of the coming year, according to conserva- tive jobbers, and there is no risk in purchasing for demand which will come during the remainder of this year. Offerings include the regular lines, and there is nothing of spe- cial feature, although there are not wanting exceptional values in varied assortment. Neckwear. As predicted, the thing in neck-- wear is the side effect jabot, which is fulfilling ail promise, and has taken the country by storm. To meet this popularity there is an almost endless variety from which to select, and the offerings are both beautiful and low in price. The jabot and the Quaker collar are the two big items of the season, and sell in all localities. It certainly is a neckwear season, and jobbers are finding speed neces- sary to keep up with the rapidly ac- cumulating volume of orders. Not for several years has there,been such a demand, which is almost certain to continue until at least after the holi- days. In addition to the call for side effect jabots and Quaker collars, al- ready noted, there is an excellent de- mand for silk neckwear in bows and les boutonnieres. Windsor ties are selling freely, particularly in Bishop purple, emerald green and King blue. Venise lace collars in round, square and Quaker shapes are among the leaders in favoritism, and are grow- ing in popularity. Hosiery and Underwear. In the realm of hosiery, silk and artificial silks are continuing to at- tract considerable attention. Some manufacturers attribute the success of artificial silk hosiery to the fact that 25 cent spun, plaited and pure thread silk goods are getting scarce. Others ascribe it to the limited knowledge of buyers who can not tell the difference between trow, spun or fiber silk hosiery. The fact remains, however, according to the New York Journal of Commerce, that the house that has put the atticle on the mar- ket states that two of its mills are sold up far ahead and that a third mill is being rapidly provided fcr. It was also rumored in the trade that another house has put an artificial silk hose on the market. MICHIGAN TRADESMAN The hosiery trade is receiving a fair amount of duplicate orders. Both the retailers and the jobbers are be- ginning to think more of lisle, mer- cerized and coarse gauge cotton goods. Some manufacturers are even beginning to see signs of the return of cotton goods, the popularity of which has been usurped by cheap silk merchandise. According to reports received in the trade underwear distributing houses are doing a very good busi- ness now. Their salesmen who are on the road at present are picking up more orders than were expected. Al! showing a more optimistic disposi- tion. The retailer, it appears, is be- ginning to recover his faith in the stability of things and in the fact thai the consumer is bound to consume. From what manufacturers say it appears that the jobbers, too, are recovering their faith in the consump- tive capacity of this big country. They are not only clamoring for de- liveries, but are sending in duplicate orders. Many of them, especially the underwear buyers, who bought con- servatively at the opening of the fall season, are regretting their conserva- tism because they can not get all the goods they want for immediate de- livery. In ribbed goods especially there is reported to be a dearth in first hands. Several mills report that they are rejecting orders daily be- cause they are unable to make any deliveries. before November 1. —__.-2—__—_ Somewhat Interested. The boss of the clothing store looked at the young man who had applied for a clerkship for a long minute, and thinking he was the right man for the place, asked: “Do you have to dodge out the back door every few minutes in the afternoon to see how the baseball - score stands?” “No, sir,” was the prompt reply. “Not interested in the game, then?” “Only indirectly.” “Ah! What does indirectly mean, please?” “In this case it means that I am in love with the widow of a pitcher and am going to ask her to marry me a little later on.” “T see. Then the scores—?” “T shall only be interested in my own.” He got the place. over the widow. ——_+--o———_ The Big Stick. Captain Hardress Lloyd, polo player, was talking in New York about the cessation of flogging at the great English public school of Eton. “IT am glad,” he said, “that flogging is now done away with. Eton boys used to suffer a good deal from the birch. There was one Eton master in the 70’s who flogged so severely that his death, when he came to die, was announced in the papers among the shipping news. They announced it under the head, ‘Loss of a Whal- er.’ ” He also scored —_++2—_—_ It is only the man with more mon- ey than brains who has more: friends than enemies. How Can You Do Business Without Stock? Many a business has been ruined by a policy of penny-wise and pound foolish. By this we mean, many a dealer, in his effort to economize both in his fixtures and stock, frequently drives trade away to his more progressive competitor, who keeps a big stock of goods, well displayed. In a recent trip of the writer through the Middle West he called at a store which had long since been prominent in carpets and draperies, and interviewing the head of the car- pet department, who was the owner of the store himself, the writer asked what class of goods they were seil- ing. With a doleful frown, the merchant replied: “Nothing.” It did not take long to discover why. In going over the stock, the writer noticed that there were scarce- ly six patterns: of axminster rugs dis- played; about the same number of tapestries and only five wilton pat- terns. The merchant said that his trade did not want axminsters, but inves- tigation at the store across the street led to the discovery that axminster rugs were the biggest sellers in the competitor’s line—he carried twenty different patterns in all the popular sizes. Is it any wonder that a prospec- tive rug purchaser, entering the first store, usually left without purchas- ing, and then went across the street and, having the benefit of a wider selection, soon found what was wanted? One big argument of a retailer in a small town, in his competition against mail order houses, is that he can show the actual goods and fill the order immediately. If he does not keep a sufficient stock on hand how can he make good on this vital promise? The mail order houses, when they receive an order by mail, if they do not have the wanted color or pat- tern in stock, can soon get it. It is not a question of delivery on the spot. But the retail merchant who has not the goods usually loses the order. Another feature which careless merchants overlook is the arrange- ment of their departments. In these days of competition it is the well-kept store, managed by an gets. the People like to buy where energetic merchant, that business. things look prosperous, and they will keep out of the place that is the op- posite. In giving an effect of prosperity, nothing helps more than attractive window displays. They draw the peo- ple insite. Inside the fixtures should be of the very latest type. Rug racks can be used in most stores to advantage and at a big saving in space and time. We have no sympathy for the merchant who, finding his trade drift- ing away, makes no effort to stem the tide. Weare manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. Those Michigan Merchants who are now enjoying the biggest and most satisfactory Young Men's and Lit- tle Fellows’ trade are doing it on the merits of Graduate Clothes (Sizes 31-40 - $12-$20) Viking Clothes (Sizes 31-40 - $7-$11.50) Wooly Boy Clothes (Sizes 6-17 - $3.75-$10) and other moderate priced lines made by The Man Who Knows Wears ‘‘Miller-Made’’ Clothes And merchants ‘‘who know”’ sell them. Will send swatches and models or a man will be sent to any merchant, anywhere, apy time. No obligations. Miller, Watt & Company Fine Clothes for Men f Chicago LOTHING(o Tr H wo i — GRAND RAPIOS. MICH Boys’ Sweater Coats We show a splendid line— Ladies’ Men's Juvenile from This is a profitable line for you to from $18.00 to $30.00 per dozen from 4.50 to 52.00 per dozen from 4,25 to 15,00 per dozen 4.50 to 12.00 per dozen carry ____No. 489—All Wool Light Grey or White—$21 Per Doz. Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. MICHIGAN = — = — = ~ = ~~ = ~_ : —_— — EHIND tHe COUNT Owed Success To Inculcating One Idea. Written for the Tradesman. Jim Sweeney, who had been in the Harrisville country store going on three years, got a chance in a depart- ment store of one of the big cities and Harrisville knew him no more. The change was made in the spring and the next few weeks were busy ones for him. From country to town in itself was bewildering—a _ condi- tion not at all improved upon by young Jim’s determination to become a citizen as soon as the law allow- ed; to get “broken in,’ as it were, right straight off and at once realize an ideal that had been his for lo! these many years. For this purpose he could have struck no better firm than Harding & Gray if he had hunted the town over. Every man, woman and child in the clerking force received him gladly. Literally, he came a stran- ger and they took him in. The wom- an element smiled early upon him and not a week went by before he went out with the boys and, while they did not proceed to paint the town red, they had a good time just the same, so that at the end of his first six weeks Jim Sweeney began to feel perfectly at home and did his _ best to make everybody else feel so. The Sweeney characteristic early showed itself. He wanted to know; and the minute he was put in charge of a department or a part of one he proceeded at once to find out what there was in it and to plan what he could do with it. Right from the country it would take him quite a while to get rid of the ways and man- ners of the general country store— the undue familiarity of salesman and customer and, more than all, of that idea of personal importance the coun- try clerk invariably brought with him when he came to town. So, naturally enough, ‘when the manager looked the “country kid” over, he be- lieved it was going to be a matter of time development and governed himself accordingly. In the back part of the store, where the back entrance opened upon a side street, he located his raw recruit in the midst of the confusion of a gather- ing of such men’s furnishing goods as are apt to accumulate at the close of a season, and turned the boy loose. “There you are, Sweeney. Youare monarch of all you survey. It is like throwing you overboard and telling you to save yourself. I’ve only one comfort to cheer you. Not much can or ought to be expected of you. You are the cat in the strange garret. Prowl to your heart’s content. There will be none to molest or make you afraid. Explore all the rat holes you come across and don’t be afraid to ask questions. Now, farewell—a long farewell—and may you get some- thing like order out of the chaos and dirt which have existed in that quar- ter of the store for altogether too long. That’s my desk over there and don’t hesitate to call on me for any- thing.” Twenty minutes later the manager happened around to see how things were going and, while he saw things in abundance, there didn’t seem to be any clerk in that immediate locality. A brief investigation located a heavy voice under the counter and soon aft- er a stout young fellow in jeans, col- larless and cuffless, appeared to re- port that he was alive and hoped, Providence being willing, to emerge permanently one of these days; and while there was no chance just now to start in on the ground floor he did believe that there was a good foun- dation chance in the basement! and it is just as well here to cut this part short, interesting as it is, by saying that the rat holes were unearthed and closed and at the end of a fortnight that corner at the back door ceased to be a reproach and a by-word to the firm of Harding & Gray. Better than that, Sweeney had managed in some way to let in the light and to turn it to account after he got it in and it wasn’t long before both force and front office found it convenient to saunter around that way from day to day just to see what that fellow had been up to. For a while the manager contented himself by twanging on the old string about the new broom, but when out of the depths came first-class goods packed way and forgotten, he chang- ed his mind and concluded that while the adage was well enough in its way there were brooms and brooms, with the bare possibility that sometimes the man behind the broom might be an element to be reckoned with, an idea that grew stronger when he found the goods without the hint of a discount going off like so many traditional hot cakes. Then he be- gan to take notice and the result of that was that the back end of the ¢tore stopped being considered the locality for the things to be thrown away—the commercial ash heap and empty tin can back yard of the es- tablishment—but quite the reverse, so that by the time Jim Sweeney had shed his country garb and had en- joyed the humanizing effects of a se- ries of first-class hair cuts, his place among the force and in the opinion TRADESMAN of every man in the management was one not to be despised. Naturally enough, as soon as the coming signs. of summer seemed to confirm the approach of warm weath- er, there was a lively forgetting what was to be done with the coming weekly half-holiday. There was to be no end of a good time and Fourth of July that year was coming on a Mon- day, which would give them two days and a half to celebrate in, and wouldn’t they make the most of it? Promptly at noon would the celebra- tion begin-and long before night ev- ery man of the gang would be sing- ing at the top of his voice, “In the Sweet By and By,” and be ready for the coming festivities of the grandest old boosing time that the National holiday had so far put up, with all day Sunday and all day Monady to get over it! “How about Tuesday?” put in Sweeney. What kind of shape are you going to be in to sell goods or to do anything else, for that matter, for the rest of the week? A clerk getting over a three days’ drunk is not much of a salesman to meet cus- tomers as I look at it, and I have a sneaking idea that the front office might have something to say to a man who comes down to the store smelling like a beer barrel!” a re- mark which always opens up the live- liest discussion, the tenor of which is to the effect that out of business hours a man’s time is his own and a firm so indiscreet as to meddle there- with is not wise. According to that statement, the house of Harding & Gray was indis- creet for that is exactly what they were talking about and continued to talk about as the weekly half-holiday drew near. “Instead of making it the benefit it was intended to be it be- came an insufferable evil and I have about made up my mind that the whole thing is a mistake,” remarked the head of the house. “Pleasure comes before business every time. By Wednesday every lady is buzzing about what’s coming and it takes un- til Wednesday again to get over the October 25, 1911 effects and then they start in again. Watch ’em as they come straggling in half dead every Monday morning. Weak and ugly and cross, they are in no condition to meet customers and I have half a-mind to give the Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. Just as Sure as the Sun Kas Makes the best Bread and Pastry SUN enOtlomn acres mnn a hana itTs 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 Flour as the opening wedge. The quality is splendid, it is always uniform, and each pur- chaser is protected by that iron clad guarantee of absolute satis- SEKOLAKOOn Make Crescent Flour one of your trade pullers—recommend it to your discriminating cus- Keen ace Mined TTT Oe Grand Rapids Tae Buckwhea 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-Higgins Milling Co. Grand Rapids, Mich. October 25, 1911 whole thing up. As I look at it, we’d make more doubling their wages Sat- urday afternoon and keeping the store open. At the same time young Sweeney was doing a bit of wholesome think- ing, so that when one of the fellows came around the morning of the 1st and announced that the programme for the Fourth had been duly sign- ed and delivered and that a keg of beer headed the list, the reply was prompt and decisive: “That's all right for you who like it, but don’t count me in. I’m not built that way. Not a bit of it. I’m going to begin to celebrate promptly at noon, but I’m to be in my own room and for two days and a half I’m going to rest up and keep cool and have one man any- way on the ground on Tuesday morn- ing who can tell the difference be- tween a yard stick and a hairpin. An- other thing you fellows may as well know now as anytime: It’s going to be a long beastly hot summer and I’m going to move moderately and keep cool. No more racing to the park and lounging on benches and smoking stinking cigars and filling up with beer until your wits have jeft you. Let’s reform it altogether and when the half holidays are over we shall be a lot of cool, rested, energetic clerks, ready to take up and go on with the fall business and make a success of it. So don’t come to me with your plans for a good time. I am not in it; and, as I have said all summer long, I’ve a good cool room to stay in and I’m going to stay there. Go in and get all the fun you find, but your uncle is going to be counted out every time.” It is needless to say that the gang made the most of that Independence Day. So did the men in the front office. Pro and con, they discussed the half holiday and when they got through the general manager had a pretty fair idea of what was expected of him, and on the morning of the 5th he was on hand bright and early. First to a tick, fifteen minutes before opening, as usual, Miss Ackly, sweet as the red rose fastened at her throat, came in, as snug a piece of genuine womanhood as the world knows. Then there was a ten min- ute wait and then, as the car was turning the corner, Jim Sweeney stepped to the street. It did the manager’s eyes’ good simply to look at him. The morning of a July scorcher had started in and, early as it was, the mercury showed signs of being proud of itself; but the boy at that moment was above temperature. A knobby new straw hat crowned him. A guazy, well fit- ting dark coat of silk and wool served to ward off the heat which even at that early hour began to assert itself and contrasted pleasantly with the duck trousers he had on and the can- vas-and-tan shoes he wore. He made as pleasing an object to look at on a hot July day as human vision cares to encounter. Better than all, he had come ready for the day’s work and showed it and, while deliberation marked every movement, there was no indication of “all-goneness” which MICHIGAN TRADESMAN time and occasion accounted for and gladly excused. “You're riding this morning, I see,” remarked the manager after a hearty good morning. “Weather too much for you?” “Not exactly that, but if I’m to be worth anything during the hot weath- er, I’ve got to plan for it. I can’t keep the pace that seems to be the common one and I’m not going to try. I’m going to be lazy and keep cool and exert myself as little as 1 can. I’ve a cool, pleasant room and I’m going to be in it and read and rest when I’m not down here. This racing about from Saturday noon un- til Monday morning is not for me and what I save in that way is go- ing into car fare. I can’t stand it and to begin the week all fagged out as I did a week or two ago is some- thing I’m not used to and won't stand for. Wasn’t born that way. So if you see me inclined to take things easy you'll know why;” and he went to his counter. In the meantime the rest of the clerking force, one after another, came straggling in, if not half dead as near to the semi-expiring point as the law allows. Some didn’t appear at all. The result was the expected one: Customers came in, weather wilted, listlessly stated their wants, which were as listlessly received and, cordially exchanging frowns with the folks behind the counter, went away, vowing never again to come into that store if they could find what they wanted elsewhere. There were two noteworthy exceptions. One was up in the millinery department, where the result of the day’s sales plainly shewed what a sweet temper and a rested body stand for in business, and the other at the haberdashery counter, where Jim Sweeney stood ready and willing and helpful to the few who so early in the week had ventured out on that enervating July morning. One poor woman, her face fairly aglow with heat and exertion, remarked, as she dropped upon the chair the young fellow had located for her where the electric fan was doing good service, “I’d give a good deal, young man, if I were only as cool as you look.” The business the day after the Fourth in that department store stir- red up and settled things. The hope- lessly fagged out never returned and the others who insisted in believing that out of business hours their time was their own one after another strayed away to pastures new, and those who took their places fell easi- ly and gladly into Jim Sweeney’s scheme, to work for the firm’s inter- est out of business hours as well as in, even to the extent of resting in- stead of dissipating, so as to be ready in mind and body for the work they were honestly paid for. That same idea prevails in that business house to-day and Jim Sweeney owes his responsible position in that house to the carrying out to his best ability that one idea. Richard Malcolm Strong. —_~+>_____ Rest and sleep make the best tonic for the tired feeling. End Your Accounting Troubles! q This is an illustration of a McCaskey Gravity Account Register. It is built of wood and steel, but when operated it equals human intelligence. vee, te MCCASKRy .... One Writing me SYSTE Drudgery will tell you more about the details of your business (the things you should know) in five minutes than you get from a set of books in hours. @ The McCaskey System cuts out useless copying and posting from one book to another and the information it gives you about your business is reliable and can be de- pended upon. With the McCaskey in your store you can tell at a glance the total amount due you on each account receivable. The McCaskey prevents errors and dis- putes with customers over their accounts. The McCaskey gives every customer an itemized statement of his account with each purchase and shows his total indebtedness to date. Ata glance youcan learn what twenty cus- tomers owe, when they made their last pur- chase and what they bought. The McCaskey collects money automatic- The McCaskey limits credits, prevents over- ally. buying and overselling. @ With the McCaskey you can prove your loss to the penny if you are visited by a fire. @ Over seventy thousand merchants in all lines of business are using The McCaskey System. @ For years McCaskey Systems have sold from $35.00 up- wards, according to type and:size. @ We'd like to send you more information. Drop a postal card today. The McCaskey Register Co. ALLIANCE, OHIO New York, Boston, Washington, Pittsburg, Chicago, At- lanta, Memphis, Minneapolis, Kansas City, San Francisco. Canada—Dominion Register Co., Ltd., Toronto. Branches: England—Dominion Register Co., Ltd., Manchester. Australia—New Zealand. THE LARGEST MANUFACTURERS OF CARBON COATED SALESBOOKS IN THE WORLD MICHIGAN TRADESMAN October 25, 1911 TEN TALKS To Bank Clerks By a Practical Banker. Third Talk—Punctuality: A friend of mine in a jocular mood said to me one time: “When i start in the next life I am not going to waste my effort in always try- ing tc be prompt, for about half of my years have been wasted in wait- ing for other people, while going through my earthly career.” While this should be treated as a bit of humor, there is a thread of sober thought in it worth considering and that is the impression which we hu- mans exercise upon those whom we respect and love, by leading them through our carelessness to lose a lot of time which they would like to employ in useful channels. Smoothness of life as we are asso- ciated with our fellows in a marked degree depends upcn the acquire- ment and use of prompt habits. During the last week I have had a number of engagements with busi- ness men at which a number of us sacrificed a good deal of time be- cause one or two or three men did not arrive for a considerable time aft- er the date appointed for the accom- plishment of important business. We ought to think of this matter as one of righteousness. We have a respon- sibility to our fellows that should re- quire us to keep with the utmost promptness every engagement un- less an unexpected exigency arises which absolutely prevents us from being punctual. How many of us have experienced the annoyance at the theater when a belated one came in after the open- ing of the act and obliged us to stand up that he might pass by us to his seat, obstructing the view of many behind us and creating a gen- eral annoyance on the part of people in the vicinity. I account this kind of .delingpency to be on a par with thieving, because we are stealing something of value from our fellows for which we render no compensa- tion. This habit of exhibiting in a public manner this third hand of ours —the little behind hand—is peculiarly annoying in connection with church attendance. Through our delinquen- cy we not only annoy our fellows but we are throwing a stumbling blcck in the way of proper attention to di- vine worship by a lack of punctual- ity. We take from the solemnity and thus the value of the religious exer- cises in church, and I can not help but think that the Lord will not hold him guiltless who thus without suf- ficient reason through a lack of prompt attendance takes from the value of a season of worship. I recall an incident from my boy- hood which has always remained with me because of the bit of humor con- nected with it. Our family sat in church just behind the family of the grandfather of James Crosby. They were occasionally late in church— probably with good reason—and came in usually following the first prayer. My father was a model of promptness in meeting engagements and in attendance upon all meet- ings. He was not, perhaps, quite as tolerate as he ought to have been and was very outspoken. One day he met Mr. Crosby and said: “Broth- er Crosby, I had a dream last night and I was at Heaven’s gate watch- ing the people arriving from the earth life, and there seemed to be a period that people were expected to come in and the crowd came along and were passed in very easily. When they were about to close the door, looking down the distance I saw you hurry- ing along, but before you reached the entrance Saint Peter was slipping the bolt into the dor and because of your lateness there was some discussion with regard to the propriety of al- lowing you to enter. Saint Peter said that your habit of always being late at divine service had prejudiced him somewhat against allowing you to enter, but after a good deal of parley the bolt was pushed aside and you were finally allowed to enter.” To this criticism which Mr. Crosby thoroughly appreciated he promptly replied to father: “I am mighty glad that your dream resulted in my get- ting inside of the door, for I have often had my doubts whether I would ever succeed in slipping in, and I feel greatly assured by this vi- sion that possibly in spite of my de- linquency I may get into the King- dom of Heaven.” At the time of I. P. Powell’s death, he was brought up from the Gulf coast, where he passed away, and eight of us, warm friends of his in his lifetime, were detailed to re- ceive the casket and transport it to the house. Seven of us were at the train twenty minutes before its arriv- al, desiring to be sure and be there in plenty of season to perform any needed service. The eighth man had not arrived and two or three of us were somewhat concerned about him lest he should be late and thus create a break in the company and expressed our anxiety, when Judge Wanty said: “Never you mind. I never knew Willard to be late and I never knew him to be early. You will see him coming in here within thirty seconds of the time that the train is due,’ and, sure enough, when the minute arrived our eighth man was in his place. This reputation of always being on time is one worth more than a good bank account. One time a meeting of the directors of the corporation in which I was in- terested was called at Lansing at 9:30. There were five directors, Mr. Simonds and I were two of them. We took the train for Lansing, which arrived at 9:30. We immediately re- paired to the office of Judge Blank and arrived there ten minutes late. The Judge sat in his office chair and greeted us pleasantly when we came in. We sat a few minutes and said: “Aren’t we going to have a meeting this morning?” “There was to have been a meeting at 9:30 and as there was no quorum I did the only thing that the law allows us to do, ad- journed the meeting without further date.” It seems there was a little controversy in which Mr. Simonds and I were probably a minority, but the other two members of the Board had absented themselves and _ the Judge knew that if Mr. Simonds and I were present with him we would make a quotum and it would be best to adjourn the meeting, which was well within his rights, because we were not prompt. We were rendered entirely helpless and the only thing we could do was to nurse our indig- nation and come home. We should be somewhat careful in making en- gagements with reference to our abil- ity in meeting them, but we should make our arrangement to always be on the minute, if within the range of possibilities. You all understand the importance to the bank of having men meet their paper promptly and you, from the experience in this banking cir- cle, have a keen appreciation of how much trouble is met when people are careless with regard to this matter, and it is still a fact that many bank: ing men who understand the impor- tance of it are exceedingly careless and impose upon our good nature by requiring us to call them up and hunt them up to mieet their obliga- tions. It is important that we should keep our engagements, and our promises with children, if we expect to en- gender their respect. I would try and keep my promise to a horse or a cat, not because they would under- stand my lack of promptness but for the purpose of developing in myself a habit of obligation with regard to my promises. Children are very quick to appreciate delinquency of this kind. When a mother has prom- ised a child dire punishment for do- ing a certain thing and then neglect- ed entirely to keep her promise, she will thus lose her hold upon the child and the child lose respect for au- thority. In punctuality as in other things it is important to make it a fixed habit so that it shall become second na- ture to us and not add to the hard- ships of life. We should acquire the habit of always being on time, and then it never occurs to us that it is a difficult thing to do. It was noised about that I wanted to secure an employe and that at a certain hour I would receive appli- cations. Several came in and over half of them were late. I found by enquiry that each of these, instead of interpreting the appointment as exact, excused themselves because they thought it “about that time.” This to my mind was sufficient rea- son for eliminating from any thought of adding them to my staff of em- ployes. Regularity in doing things promotes health. Mr. Hall, the form- er Cashier of our bank, used to tell me he believed a banker had a chance of living-a longer life than people in any other occupation be- cause of the regularity of his habits. He was expected to do certain things at a certain time and, in acquiring that habit, he did the very thing which would tend to promote long- evity. It is certainly true that promptness in engagements is conducive to the utilization of our energy to the ut- most. Our strength is conserved by punctuality. We have a given amount of time and if we do not waste it the work of life can be accomplish- ed with ease, and the people who are always on time rarely have to hurry. It is the one who is care- less of how time passes who has to exert himself in connection with the accomplishment of life’s purposes. I would not make this matter of punctuality a fetich as some do—this in itself is annoying. I would add to the habit of promptness the one of tolerance and thoughtfulness of oth- ers. There is danger of intolerance when we put too much’ emphasis upon a single virtue. On the whole, we do well to establish in our meth- ods the habit of meeting positively on time every engagement and if we find in any case it will be impossi- ble, to arrange if practicable so that our delinquency will not add to the anxiety or loss of time on the part cf others. Charles W. Garfield. —_2+-.—_— On the Job. Pa—I greatly disapprove of that young Smithson, and one particular reason is his lack of industry in his calling. Daughter—His calling? Why, he calls seven evenings in the week! A BIG ASSET! When a prospective purchaser comes into your store. you can SELL HIM A SUNBEAM COLLAR because you have been talking points of interest to him. He’s glad to know that there is ONE design that is properly shaped. holds its shape and will not chafe the horse's neck. It means profit to him because the horse wearing a SUNBEAM COLLAR does more work. Talk Sunbeam Collars to your best ‘cus- tomers who will thank you for your interest in their welfare. If you haven't the line, send at once for the special catalog of Sunbeam Collars and Harnesses. It means profit! BROWN & SEHLER CO. GRAND RAPIDS, MICH. Sunbeam Goods Are Built to Wear eee October 25, 1911 The Trade Paper and the Clerk. Some of the big manufacturing and jobbing concerns are subscribing for blocks of trade papers. These they have sent direct to the homes of such of their employes as manifest an am- bition to be something better than a mediocre clerk. Why? Because in these trade papers are found matters that make for better business meth- ods; here are printed those things se- lected from the collected business wisdom of the country which in- struct; here are to be found sugges- tions of practical value. The clerk is unlikely to accumulate any such stock of instruction in any position he is likely to occupy as a clerk, and just as knowledge and_ experience come slowly to him so wil! his ad- vance to better and more responsible positions be slow. A good many clerks are apparently obsessed by the belief that they are kept down. They get the impression that their talents are not being ap- preciated. They gather a grouch be- cause they think they are not get- ting their just deserts either in pay or responsibility. Such are the clerks who are very apt to say: “I’m not going to work myself to death for the pay I’m getting.” Once a clerk has reached this stage he is in a bad way. Most of them forget that their horizon is necessar- ily a restricted one, and that it is im- possible for them to spring at once into full and complete usefulness in- to a belief that they are indispensa- ble. MICHIGAN TRADESMAN To give the clerk the proper per- spective; to impress him with the conviction that business is a big thing and can not be learned in a minute; to inspire in him the desire to acquire as much knowledge and information as he can; to break down the narrow barriers which hedge off from his view the great outside world of business endeavor; to set before him in an attractive and alluring way the prizes which ability in business can win; to stimulate his ambition and to inspire him to continued ef- fort—these are some of the reasons why trade papers are put into the hands of clerks. As an epitome of the world of business, and of the best thoughts and ideas that animate that world, there is nothing better than the modern trade paper. Trade paper men are beginning to realize, too, what a power they can be in training up the future business men of the country, consequently they are paying more and more at- tention to such matters as will be of particular interest to clerks. Every business man who employs a clerk would be glad to see the latter improve. There is no help so ex- pensive as inefficient help. A jobber remarked to us not long ago that he had openings for several $1,200 men. “Only,” he said, “I wish they might be $2,400 men instead. I do not care how much I pay if only I can get my money’s worth. A $3,000 man is better than a $1,000 man, and I would be only too willing to pay the dif- ference.” Too many clerks, possessed by an over-weening sense of their own im- portance, think they belong in the highest class when actually they are pensioners in the lowest. They blame the employer for an inability to rec- ognize their merits, when, as a mat- ter of fact, they are knocking their own chances for preferment by spending time decrying the “old man” that could be much better employed in making themselves more worthy of his commendation and the salary he pays them. The trade papers are doing a great constructive work in making better clerks. Trade papers could hardly have a higher mission. The clerks of to-day will be the business pro- prietors of to-morrow. The paper that taught them efficiency will be the paper they will revere and sup- port. It is a good thing both ways, you see—Implement Age. ———-o-o-o—_-— Getting the Price. The salesman who gets full price for his product gets full price for his services. The man who finds it pos- sible to sell high priced goods only by discounting or compromising terms flatly discounts his own value to his house. And sales managers are not looking for that type these days. Marketing a high priced prod- uct at a profit to maker and sales- man is one of the finest tasks of this busy age, and requires a blending of many qualities, not the least of which are tact, determination, and a bit of patience. Last fall a friend of mine in a big: Western city was looking about for He visited several stores, and finally found the particular shade of blue which was needed. Said he to the clerk, “This is about what we want, but I am afraid it will fade.” Said the clerk, “Mr. per, and all the papers we sell here— to fade.” He went on to explain why, some new wall paper. , we guarantee that pa- and proved his statement so conclu- sively and logically that he secured the business. His price was higher. He did not claim for his higher pric- ed paper what other clerks claimed for theirs. He got the business on the strength of logical argument and out-and-out truthfulness. You don’t have to talk in superla- tives always, to get the business. i Edward S. Babcox. _—_-_s oo True Courtesy. A story about Mrs. Taft has re- cently amused Washington society. Mrs. Taft, at a diplomatic dinner, had for a neighbor a distinguished French traveler who boasted a little unduly of his nation’s politeness. “We French,” the traveler declar- ed, “are the politest people in the world. Every one acknowledges it. You Americans are a remarkable na- tion, but the French excel you in po- liteness. You admit it yourself, don’t you?” Mrs. Taft smiled delicately. “Yes,” she said, “that is our polite- ness.” Send for Catalogue Highest Grade Canned Goods PACKED BY W. R. Roach & Co., Hart, Mich. We operate three model plants, including the largest and best-equipped pea packing plant in the world. Peas packed fresh from the field by automatic continuous machinery, under perfect sanitary conditions. All water used is from artesian wells. Skilled helpers, expert processers —all under personal observation of experienced packers—give to the HART BRANDS OF FRUITS AND VEGETABLES Distinctive character and make them TRADE WINNERS AND TRADE HOLDERS Ask Your Jobber for Hart Brands W. R. ROACH & CO., Hart, Mich. Factories at HART, KENT and LEXINGTON—AII Model Plants Judson Grocer Co., Distributors, Grand Rapids, Mich. MICHIGAN ce — — — — -_— PASS ZL 1 Se SET SE a wl) When Should the Earning Woman Quit Work? Written for the Tradesman. I have lately received two letters, parts of which, without any violation of confidence, I can make public. Both ask for advice. One is from a young woman of 24, a college gradu- ate and otherwise thoroughly equip- ped by professional training to teach. She writes: “I feel that I want to try myself and see what I can do. I like chil- dren and young people, am enthusi- astic in the cause of education, and believe that there is a work for me to do in that field. I may truthfully say that I feel almost a call in that direction. On the other hand, my father is in very comfortable circum- stances and is perfectly willing to support me. In fact, my regular al- lowance, for which he hands me a check every Saturday night as sure- ly as the week rolls around, is larger than I could expect to receive as salary or wages for some years to come. I could easily secure a posi- tion, but would I not be crowding out some poor girl who actually needs the place, almost taking the bread out of another girl’s mouth, so to speak? Please advise me.” The other letter is from a woman of 45 who draws an ample salary as private secretary to a very busy man of affairs. Her tact, discretion, good judgment and perfect mastery of de- tail make her indispensable to her employer. She writes thus: “T am in love with my work and honestly feel that I fill a little niche of usefulness in the world. But I was lately quite impressed by a magazine article which sets forth very strong- ly that a woman ought not to pur- sue a gainful occupation when there is no special necessity for it; that by so doing she simply crowds out an- other woman who does need _ the place, or some man who might marry and support a family on the salary she is receiving. Ought I to re- sign my position and quit work? My brother would give me a home where T would be perfectly welcome as long as I live, and I have enough laid by to keep me in clothes and spending money by being very careful and eco- nomical. Now I do not wish to be a disturber of the industrial equilib- rium, I do not want to prevent any woman who needs ‘it having a good income, nor any man who deserves them having a family and a home. Neither do I like to give up my po- sition. By hard work and persistent application I have gotten where I am making some easy money, and I have a perfectly human desire to hold the vantage ground gained by years of struggle. Do you consider that I am wrong in doing so?” No, sister, I do not. No one questions that a woman enters the industrial race under heavy handi- cap. She has not the _ physical strength, the will, the nerve, the powers of endurance, of her male competitor. But she is in the strug- gle. This is inevitable under pres- ent conditions. It is time that the idea that she has no moral right to hold her position in the industrial world except under sufferance be- cause of extreme necessity—that the moment she is well cleared of the poor house and has attained to some- thing worth while she ought to step down and out—be expoded. Women workers may be roughly divide into four classes: 1. The great body of the unskilled — who have to work at whatever they can get to do and take low wages. 2. Girls. or women who live at home and are partly supported by fa- ther or husband. These, when they work at the employments which are open to the first class, increase the competition and undoubtedly make wages lower. The thing for these workers, since they are in circum- stances that they can better them- selves if they will, is to acquire skill, dexterity, capability and rise to a higher rank. This, not only because at present they may be crowding out those who have greater need of the work, but because it simply is not smart, it is not using one’s powers to good advantage, to work for a pit- tance when one can easily fit herself to command living wages. 3. In the next great class of working women are the teachers, stenographers, book-keepers and the like, most of whom are paid salaries sufficient for all their needs and often affording many luxuries. 4. The greater part of the third class never rise above mediocrity. Most drop their work for matrimony after a short term of service. A few become experts and attain to posi- tions with large salaries or even to good businesses of theirown. These, with such women as the one first cited, who enter the professional world, not ‘from any necessity but from some great inclination or call to some particular work, constitute what we may call the fourth and highest class of women workers. Their number is, comparatively speaking, very small. Whether they work or whether they lie by, affects the overcrowded first class, the only class where competition is really keen, only in the most inditect man- TRADESMAN ner and in an imperceptible degree. Let them go on and work if they. want to do so; there is great need of what they and they only can do. Take the wealthy girl first cited who wants to teach. There never have been, perhaps there never will be, enough really good, competent and inspiring teachers. Unavoidably there are many in the work who have no talent nor liking for it, who do it just for the pay there is in it, and who are really a drag on the profession. Supposing our firend should supplant one of these. Then the world will have one more good teach- er and one less poor one. The girl who is but an indifferent teacher may have ability in other lines that will make her an acceptable worker. Cer- tinly if she can not make her living at something else, she is no good as a teacher. It is a wrong idea that a woman ought to leave her avocation just when she is beginning to do her best work. When we want a doctor do we hunt around for a young physi- cian who needs the practice? Or it we retain a lawyer do we choose the attorney who is in sorest need of clients? Hardly. We want the serv- ices of the man who has proved his worth. To him that hath of demon- strated ability and skill shall be given the rewards thereof in ever in- creasing abundance. This is an in- evitable law and one that, in its final workings, is most beneficent. Can we justly maintain that from her that hath, a like recompense should be withheld? We do not say that a man must drop his business or profession the moment financial independence is at- tained. The greatest results for hu- manity naturally come after that point is reached. Take the rich farm- er whose broad and fertile acres guar- antee an ample livelihood for him and his during their whole lifetime. He can conduct experiments and dis- cover new and better methods that will benefit, not himself alone, but a thousand small agriculturists as well, poor men who lack the means to October 25, 1911 carry on operations on the scale he is doing. If our friend, the private secretary, drops her work and takes up a semi- parasitical: existence in her brother’s family, she must retrench all her out- goes to the barest necessities. She will spend far less than she now does and her boarding housekeeper, her dressmaker and her dry goods merchant will miss her present lib- eral patronage. More than this, she will have no proper field for her abilities, no suitable outlet for her energies. Instead of increasing in power and development, she will nat- urally and of necessity go backwards. As to the hackneyed argument that ‘ our friend is keeping some man who might marry and support a family out of a job, let not this hypothesis dis- tress the peace of her soul. Maybe it wouldn’t be a man at all that would get the position. If it were, maybe he would be a confirmed bachelor who would prefer the luxuries of his club to the comforts of a home. But even if he should be a marrying man, there is no human probability that he would want to marry our friend. To expect that she will give up a good-paying position in order that some unknown woman, younger and possibly better looking than herself, may have a husband and a home— this is altogether too much to ex- pect of human nature in its present state of development. Quillo. —__2--2—__—_ People are all the while forgetting that they ever were in love! Ot Las USE O° "W GAN STAT A Mic PHONE will see that one does. 105 N. OTTAWA ST. YOU HAVE MADE A MISTAKE when you buy a Christmas line without first seeing our samples. If our salesmen do not call on you write us and we THE WILL P. CANAAN COMPANY GRAND RAPIDS, MICH. Cofty Incontrovertible We don’t have to prove that 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. Toftfy October 25, 1911 Supremacy of Man Threatened By Women. It was Prof. Thomas, of the Chi- cago University, who characterized the world of intellect as the “white man’s world,” from which are exclud- ed by reason of mental limitation or development white women and the lower races, males as well as fe- males. Although he did not make it clear he inferred that it was due more to our peculiar social and in- dustrial development than to inher- ent limitations that woman was kept outside the pale of the highest realm of intellectual endeavors and he mild- ly deplored the fact that the pecu- liar mental abilities of women and also of the lower races are not now available for the enrichment of the somewhat restricted “white man’s world.” Not much longer, however, will men be able to boast that they con- stitute the chief pecple in the world of science, intellect, art and all the higher avenues of thought. In the past it was easy enough to hold their own against women, who were con- tent, perforce, to be merely wives, mothers and housekeepers, or fa‘!ing to achieve that high mission, to be nuns or servants as the case might be. Now men in striving for honors must compete not only with their fellows, but with women as well. It was some 300 years ago that the Academy of Fine Arts was es- tablished in Rome and until the pres- ent year no woman has ever received the coveted Prix de Rome, which is given annually. The prizes have al- ways gone to men, perhaps because it has so lately been proper for women to be in a position to compete for them. It must be remembered that the intellectual emancipation of woman is a _ recent achievement, fought quite as bitterly as her po- litical emancipation is now being fought. Sculptress Gains the Honr. This year, however, the tables were turned, for a woman, Lucienne Hen- velmaus, a young French sculptress, has gained the coveted honor, there- by scoring another triumph for her sex. This sculptress is a product of the people; being the daughter of a Parisian cabinetmaker. She is about 30 years of age and began her study of sculpture some twelve years ago. Thus one by one are women prov- ing that they are capable of greater things, if, indeed, anything can be greater than the work for which they are specially formed, that of being sculptors of the race. Perhaps, though, when that high and impor- tant office is finally divorced from the nerve destroying labor of the his- toric home, with its multiplicity of little duties, its mental jobs, its self- immolations, and its great latent and undeveloped social industries, per- haps each woman who is a mother will become the recipient of an hon- ored prize for her noble work as sculptress of living flesh and blood, the producer of a glorified human be- ing, a living, breathing work of art, and science and nature, beautiful to look upon, a being ready to take its place in a transfigured world that is MICHIGAN TRADESMAN made ready to receive so great a treasure. A masculinist, jealous for his sex no doubt and fearful of the growing feminist movement, writing in the Voice of the People column recently, divided the suffragists into just four classes, as follow: Women who can not live peaceably with their husbands. Divorced women. Disappointed old maids. Women with sissy husbands. The writer, undcubtedly, has but a meager acquaintance and a limited outlook upon life or he would never have attempted to classify the partic- ipants in a movement far too large and too diversified for him even to comprehend, according to his own confession. It is more than he de- serves to notice his effusion, for it can only be regarded as one regards the follies of an immature mind. No doubt, in some such fashion, disgrun- tled Englishmen of 100 years and more ago regarded those dissatisfied colonists across the seas who grum- bled at a little tax on tea, and whd threw the tea chests into the Boston harbor and did other unmannerly things like shooting down British soldiers and making trouble gener- ally. All Classes in Ranks. As a matter of fact, the movement for liberty is made up of happy wives and mothers of young girls, although not so many of these as one would wish. It is made up of old maids, if you will call them so, both those who are contented with their lot of single blessedness and those who are not, but who are both alike weary of things as they are, and who burn to have things changed. It is made up of divorced women in various stages of happiness, of unhappy wives and mothers, and there are many such. It is made up of childless women, of grandmothers, happy and otherwise, is made up of ardent boys, of young men married and single, some happy and some unhappy, of middle aged men who have thought seriously or otherwise upon the problems of life, and of old men who have outgrown or overthrown the prejudices of their early youth and training. If a roll call were taken it would be seen to be a growing army of people of all ages and all classes and all conditions. Like all armies it would be seen to have wise people and foolish ones; people ignorant and those who are learned, with the rank and file just mediocre, although all would be agreed in this, that equality of rights was the only right- eous basis of civilized life. Families would be seen to be divided upon the question; in many cases the men are converted and the women are not, in other cases the reverse is true. Many a husband has led his wife to see the truth as he sees it, and in many another case the wife is teacher. Such is the army of democracy, which in the nature of things must come to its full fruition if civilization is to en- dure. However, too much space has been spent upon a foolish proposi- tion, which is scarcely worth consid- ering. Pitfall To Be Avoided. Alice Henry, editor of Life and Labor, writing in the Woman’s Jour- nal of recent date, calls attention to a weakness in the constitution of the national suffrage association, in that it is organized solely for the pur- pose of attaining the ballot for wom- en. She points out that the Austral- ian women are similarly organized, and that, upon their asking for the ballot of the Australian men, it was given them, whcreupon the women’s organizations fell to pieces. Later the women saw their mis- take and now they are gradually or- ganizing themselves again into socie- ties, this time to make their citizen- ship effective. She warns American women against a similar mistake, a mistake which will undoubtedly be remedied next year by a constitu- tional amendment, for it is too late this year to make a change. The women wish to avoid the pitfall into which the majority of men have fall- en, of thinking that to get possession of the ballot is the whole problem, tather than to learn to use the fran- chise with intelligence. Is there a dead line for women at 20 years of age? is a question that has been going the rounds for some time. Some say, “Yes,” and some say, “No.” It was started by some one who, generalizing from an insuffi- cinet number of facts, came to an af- firmative conclusion, although there perhaps never was a time when the real solution of the problem depend- ed so much upon the woman in the 29 case. To be sure, she is not the sole arbiter, but she is beginning to have a part, and that in itself is a tre- mendous gain. As a Relative Term. Age is relative. When one is en- tering into the teens, the age of 20 seems old, and to pass that extreme limit seems like slipping into the grave; yet, when one is 16, two score years seems not so old, although 25 is near the brink of death. So it is as the years glide on; old age is just beyond. As for the age of three decades, it is indeed a won- derful age, a magic time for the fav- ored ones of life. A pianist is young at 30, a singer who is well cared for is young at 35; so, too, is the lawyer, the doctor, the professional man, the successful merchant, the manufactur- er, while the statesman is young at 40 But women? Ah! that is different although the beginning of the change is upon us. Women, unmarried, were once old at 30; to-day they are not old, because we have ceased to look upon women solely as child-bearers, and the only reason that women are considered older than the men with whom they are equal in years is be- cause society has refused to consid- er them in any other capacity than as mothers of the race, and fortu- nately the years of motherhood are limited by nature itself. Belle Squire. —_—___s?-2o——_——_ Much married unhappiness appears to be merely married scrappiness. +2. Any woman can get married if she hasn’t brains enough. IMPORTED FROM HOLLAND OZPrrom SOx" OMyZnovE™ DO YOU SELL DROSTE’S pPurRE DUTCH COCOA? The Grocer who picks only those goods which will meet with popular favor, is bound to win trade, DROSTE’S COCOA is popular because it is as good or better than any other and yet costs the consumer from 5 to 15 cents less per half pound. Incidentally the grocer makes a greater margin of profit on DROSTE’S than he can on the others, Let us submit samples and quote prices. H. HAMSTRA & CO., American Representatives OZrrrom SOnn UmdxOns Grand Rapids, Mich. IMPORTED FROM HOLLAND Dollars for You Mr. Grocer, in pushing HOLLAND RUSKS. Good for Breakfast, Lunch and Dinner. Hol- land Rusks are so appetizing served with fruits and cream. Urge your customers to try them. We employ no salesmen. quality in our goods. We put the Jobbers and retailers like to sell them because they are repeaters. Order a sample case. Five case lots delivered. Advertising matter in each case, Holland Rusk Co. Holland, Mich. ASTER ORONMEE MICHIGAN TRADESMAN STOVES 4» ~ ae. = rane Gat ee a ee = Ve eee eee = ‘ = — I —_— —_ — — Curious and Humorous Reasons For Not Advertising. Recently I have been brought into close touch with a number of busi- ness men who are not doing much advertising. With rot one exception, they are all complaining of hard times and lack of trade. The reasons they give for not using printers’ ink are various. Some of them I[ will repeat to show how saving begins often at the wrong end. One man said he believed in ad- vertising, but times were so bad he could not afford to spend the money. Still he can afford to pay rent, and wages, and meets his bills for light and heat. These things are all fixed expenses, going into profit and loss account, on the wrong side. They are necessitating an outlay of hard cash to take care of the trade that does not come, while the one item of outlay that might produce and make good times out of bad is the first expenditure chopped off. Ii that is not inconsistency, what is itr It is as though a man bought a stove, and purchased coal, hired some one to haul it and some one else to take away the ashes and then shivered with the cold and lost all the money he sunk in his preparations just be- cause he stalled when it came to spending money fcr the match to light the fire. If advertising is not for the purpose of drawing trade, what is it for? It is not a dead ex- pense—it is a live producing factor. If any change is to be made in the amount of space used in bad times, double it, do not halve it or, worse still, cut it out altogether. Save somewhere, but keep the advertising going. Another man said he had adver- tised very liberally in the spring and had to quit for a while because he had spent all he could afford to ap- propriate to advertising this year. If true, then that was very bad man- agement in using it up too fast. Nev- ertheless the argument is foolish. Be- cause I ate meals that were too ex- pensive in July I will eat none at all in August. Reasonable, is it not? Just as well say I will commit sui- cide to punish myself for gluttony. A man might live through a month without eating, as longer fasts than that are on record; but it is a dan- gerous thing to risk, and, at best, weakens the constitution. A business may exist through a season without advertising, but it will be mere exist- ence. It will suffer from exhaus- tion and will find recovery slow and painful. ~~. Here comes another, wise in his own cenceit, who has the whole mat- ter doped out and sifted down to a fine point. Says he: “I am _ just starting into business and I have figured out the matter of advertising this way: The first year I am not going to advertise at all, and then, next year, I will advertise as largely as I can afford to do. By compar- ing the two years I shall know to a certainty which plan is better.” And he said this with a beaming self-satisfaction. He thought he had made such a great discovery of the right road it seemed a pity to sug- gest to him the utter nonsense oi his method. Sounds like a man just starting into business. There is not likely to be any second year with which to make comparisons. If [ were a manufacturer or jobber and a retail merchant revealed his utter incompetence by such talk as that, he would have to pay me spot cash for any goods he ordered from me. It is utterly incomprehensible how any human being supposedly in posses- sion of his intellect can be guilty of such misfit thoughts. His plan is like that of the man who started to feed his horse shavings. He declared all would have been well except for the fact that just when the animal was getting accustomed to the diet the “fool thing died.” Business without advertising is like a diet of shavings, and is just about as well nourished as the horse in the story. Naturally the same un- fortunate result must follow. But here comes another wiseacre who says his customers are his ad- vertisements. They tell others how well they are pleased and this brings him new trade. That man must live in the earthly Paradise. Such accommodating cus- tomers are rare enough to merit a place in an exhibition of curiosities. My, but they would be nice custom- ers to have. One comes, is pleased, goes out, returns with another, these two bring two more, these two pro- duce four, the four, eight, the eight, sixteen, the sixteen, thirty-two, and so on as fast and as far as you can stand it without getting dizzy. May- be some of them are such very ex- ceptional customers they will bring more than one—perhaps a few per- fect paragons of customers will bring a dozen or twenty. The result grows magnificently. That merchant, blest with these customers, has just one thing to fear; his business is likely to grow so rapidly and to such undue proportions he will attract the atten- tion of the Government and be in- vestigated. And after hearing all the speeches in this experience meeting of adver- tisers there is just one conclusion: Not a man of all those quoted but fully believes he should advertise. One and all, however, are making ex- cuses for their own shortcomings and penuriousness. Whether or not advertising should be done does not admit debate. The question has been settled long ago, and all of the merchant princes have been and are heavy advertisers. The only matter for debate is as to how best to do it. And this has to be decided in accordance with circum~ stances governing individual cases. The man who has carried on suc- cessful advertising campaigns would never think of cutting out this im- portant item when trying to reduce expenses. It must be, then, that those who do lop it off first of ail have never been successful in man- aging publicity campaigns. They have never, therefore, experienced the joy of real business building. It is time for them to get busy and ob- tain advice from some one who makes advertising a business. It is the poorest of policy to sit back and iet the other fellow have all the ad- vantages accruing from the use of printers’ ink. Come now, make a something—push it, people to the store. Talk to them plainly, directly and truthfully. Sim- ple language, a straight story and a decided bargain. Put them together, publish it in the paper or send around dodgers, and watch the trade grow in the old store. The fall is here—what are you go- ing to specialize on during the sea- son? Talk about it, print about it, and the customers will come to buy it and other things. If you can not prepare copy as it should be for pub- lication, call in some one to assist you or, if you wish, apply to us for assistance, and we will help you out. But you must make your own selec- tion of specials. Then let us know specialty of and draw the October 25, 1911 what you want to push and we. will try tc help you along. A parting word—to get all the business you should have you must advertise, and keep at it. —_——_-.---——— Their Chance. The Jones family had been very much disturbed by the depredations of their little neighbor, Willie Boggs. He was he pest of their life. One day the nephew of Mr. Jones, Bob- by Smart, came for a week’s visit He was a sturdy little “youngster, about the age of Willie Boggs, and the pair soon struck up an acquaint- ance. The next afternoon Mrs. Jones ran into the library where her hus- band was working. “Oh, John, John,” she cried in dis- tressed tones, “Bobby and Willie are fighting. What shall we do?” “Go down and encourage Bobby,” her long-suffering spouse replied. A. T. KNOWLSON COMPANY Wholesale Gas and Electric Supplies Michigan Distributors for Welsbach Company 99-103 Congress St. East, Detroit Telephones, Main 2228-2229 Catalog or quotations on request Established in 1873 Best Equipped Firm in the State Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work The Weatherly Co. 18 Pearl St. Grand Rapids, Mich. 32 So. Ionia Street Mr. Retailer—Just a word to tell you that we absolutely stand behind every roll of OUR TRAVELERS ROOFING. Clark-Weaver Company The only EXCLUSIVE WHOLESALE HARDWARE in Western Michigan Grand Rapids, Mich. 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware uf re 31-33-35-37 Louis St. Grand Rapids, Mich. October 25, 1911 OUTDOOR PUBLICITY. Big Possibilities For Both Large and Small Dealers. Written for the Tradesman. Display windows and newspaper announcements are everywhere ac- credited modes of advertising. Yet it is a well known fact that a great many people in any commu- nity do not read the advertisements in any publication regularly. Some read them once in a while, others not at all. Quite a large percentage are too busy with their own affairs to spend much time in any kind of read- ing, and when they do glance over the daily or weekly papers, their reading is limited to the headlines of big news articles. They do not pay much attention to the advertise- ments. Yet these people who do not read newspaper announcements to any ap- preciable extent, buy things of all sorts. They must be assumed to be susceptible to some form of advertis- ing. How is it that they go to Bill Jones when they want furniture, or to Frank Smith when they require a new pair of shoes? Perhaps if you were to ask them they might say that they had been trading with Jones and Smith for a long time and had always found them dependable; that the furniture carried by Jones and the shoes shown by Smith left little to be desired in variety of styles and reasonableness of prices, etc. But such an answer obviously does not explain; for the next ques- tion in order is, How did you hap- pen to get started to trading with Jones and Smith in the first place? This question may stump them. The chances are they themselves haven’t the slightest idea how they got to going to Jones when they re- quired furniture, or to Smith when they were in need of shoes. But sup- pose Jones, the furniture man, _ is quite a successful outdoor advertisei.. Supose he uses the billboards con- stantly, and by means of pictorial posters shows nifty family rooms, dining rooms, kitchens, etc., tastefully furnished and equipped? Suppose these posters are gotten out in col- ors, varied with the seasons, and al- ways renewed when the colors begin to fade and the beauty of them be- gins to wane?—and suppose that the name of O. K. Jones is everlastingly associated with this nifty-looking fur- iture as it appears in these elegantly appointed apartments? Perchance it was the billboard that started our friend towards Jones’ store to be- gin with; and* mayhap it’s the bill- MICHIGAN TRADESMAN boards that help in no small measure to keep him trading there. What is true with respect to our friend’s patronage of Jones may al- so account for his loyalty to Smith, the shoe merchant. Come to think about it, Smith dees use the bill- boards rather extensively. Has a yearly contract with the bill posters of his city. Gets high grade stock posters featuring new and_ striking lasts (always seasonable, to be sure) and thus keeps his name in big let- ters before the public. In order to get all the people in- terested in your business it is impor- tant to use some mode of publicity that will compel them to notice. The billboards seem to furnish this me- dium. People can not very well help seeing the billboards. The very fact that big national ad- vertisers use the billboards so ex- tensively—always including in their general advertising scheme this bill- board feature—shows that they be- lieve in this form of advertising. It is not reasonable to suppose that they would continue to spend hun- dreds of thousands of dollars an- nually for outdoor publicity if they did not have convincing proof that it is a profitable mode of advertising. A well made pictorial pfoster—one of those really artistic creations in half a dozen colors, more or less— does have a way of catching the eye and claiming the attention—no doubt about it. Why? Well, just because we all like pictures. We say chil- dren are fond of pictures. They are —but so are we grown-ups. Aren’t we just about as much interested in the comic supplement as the kid- dies? And don’t we know beforehand that it is the rankest sort of non- sense? Of course we do. Then why do we peruse it? Simply because we have not outgrown our juvenile love for pictures. The advertising man understands the lure of the illustration; therefore he illustrates his advertisements. Glance through the advertising pag- es of almost any number of any pop- ular magazine an see what a large percentage of the advertisements are illustrated. Now the same reasoning that justifies an illustration in a newspaper or magazine announce- ment also helps to explain the at- tractiveness and resultfulness of the pictorial poster on the billboard. A poster may be had in various sizes from a one-sheet to a 24-sheet poster, although the 8-sheet poster is the size favored by lithographing concerns that get out commercial posters. The one-sheet poster meas- ures 28x42 inches; the 8-sheet pos- ter is 9% feet high by 7 feet wide. Irom a recent catalogue gotten out by a lithographing house that does a big business in stock posters, I quote the following prices for 8-sheet pos- ters: 25 8-sheet posters............ $ 16 50 8-sheet posters............ 29 100 8-sheet posters............ 50 150 8-sheet posters............ 72 200 8-sheet posters............ 88 300 8-sheet posters............ 120 500 8-sheet posters............ 186 1,000 8-sheet posters............ 320 This includes, of course, the cost of Printing your advertisement from type in one color. If you want more than one color, you pay extra for that. And then you must pay for the use of the billboards and the cost of posting. The posting rate varies with different localities. The rate per sheet for four weeks’ showing, ac- cording to a table before me, varies all the way from 7 to 16 cents. Thus the cost of posting 50 8-sheet posters for four weeks would range all the way from $28 to $64. Suppose you paid $29 for your 50 posters, this would make the total cost of covering 50 billboards for four weeks any- where from $57 to $93. But in buy- ing posters, there is a big saving in buying in larger quantities, and by making arrangements with the local bill poster to use a limited number of boards, there can be a large sav- ing effected in the matter of post- ing. This may seem, at first glance, a very costly method of advertising; but when you stop to consider that the cost per day for each of these posters ranges from only 3 4-5 cents to 6 1-5 cents, the outlay is not ex- cessive. The average price per day for an 8-sheet poster (and that in- cludes cost of poster, billboard ren- tal and bill poster’s fee) is some- thing less than 5 cents. And that would seem to be a very reasonable cost. But the poster isn’t the only ac- credited mode of outdoor advertis- ing. “If a billboard campaign ap- pears a bit too costly, how about 31 stock signs? They come in meta! and in paraffined cardboard. There are concerns that specialize in this form of advertising material. They get out nifty stock signs in various sizes both in the metal and in card- board. At a very nominal price they print your name and address on the sign. All you have to do is to cov- er your locality with them. In cov- ering a county with advertising, the stock sign is almost indispensable. The metal signs, of course, come higher than the paraffined cardboard signs. But they last ever so much longer. Still, it is remarkable how these cardboard signs do last. If they are not torn down or defaced, they will last for several years. They can be tacked up on trees, posts, fences, telephone poles, dead walls and numerous other objects along the country roads. For the dealer both large and small, there are big possibilities in outdoor publicity. He can lay out his campaign upon expensive lines or bring it down to a very modest ex- penditure; but in either event he will get returns in proportion to’ the amount invested — provided, of course, his investment is determined by good judgment. And that is a proviso that must be put in with re- spect to all other kinds of advertis- ing. No doubt about it, the outdoor advertiser gets results—and that is what we want when we advertise. Chas. L. Philips. ——_2-2-+ Do not fail to take advantage of circumstances by having a window carefully dressed with Hallowe’en desirables. —-»--2 The foolish trust to the safety-pin, but the wise see to it that the but- tons are well sewed on. TRADE WINNERS 1’ Pop Gorn Poppers, Peanut Roasters and Combination Machines, Many Srvces. Satisfaction Guaranteed. Send for Catalog. There are men who have no diffi- culty in keeping secret a creditable story concerning a neighbor, who could not withhold for five minutes the spreading of a scandal about him. —-» 2 ____ Laughter has been scientifically de- fined as a convulsive action of diaphragm. oa the The Line That’s Up-to-date HONORBILT THE SIMMONS BOOT & SHOE CO. - TOLEDO OHIO October 25, 1911 CIRCULAR EMINENCES. The Most Peculiar Feature of the Moon. We see the moon first each month as a thin, curved line of light in the western sky. It presents that appear- ance because, in its journey around the earth from west to east, it ap- proaches our view from the direction of the sun, and consequently is light- ed on the side farthest from*us. A few days later it has passed half across the sky, and then we look at it sideways as related to the direction of the sun’s rays, and therefore see half of its illuminated surface. And finally it reaches the eastern heavens, and being then opposite to the sun from the earth, the whole of its lighted half is turned toward us. When a telescope is pointed at the “new” moon, a view is obtained sim- ilar to that which should he present- ed to an observer who should look from a point in space upon a spot on the earth just reached by morn- ing sunlight. Every important fea- ture of the surface is seen sharply de- fined by light and shades, and far beyond the line of full illumination prominent objects stand clearly out. As the bright field widens from day to day, the landscape is found to be earth. Great tracts are perfectly smooth and of a grayish color, re- sembling mud flats. These are the portions that by the naked eye are seen to shine less brightly than oth- ers, and before the discovery of the telescope were supposed to be oceans. Some of them were bordered by mountains two or three times as high as Mount Washington, rising perpendicularly from the plain and producing a very striking effect. When most of the face of the globe has become lighted, bright lines are observed in every direction. Most of them radiate like the spokes of a wheel from mountain centers, but some extend for hundreds of miles. A few large spots of particular bril- liancy also appear. One range ot mountains is nearly five miles, and another almost seven miles, in height. But the most peculiar feature of the moon is the circular eminences that are scattered all over its sur- face. These number no less thaa 33,000, and are of every size from a barely discernible point to an im- mense ring over 140 miles in diame- ter. The interior floors of these cir- cular heights are level, and some of them are many thousands of feet low- er than the surrounding country. Hundreds of the larger ones contain cones of various sizes. The resem- blance of these formations to larg. voleanoes on the earth is so great. that they are usually spoken of as craters. The moon, comparatively speaking, is so near to us, and so clearly ex- posed to view, that with our modern instruments we ought seemingly to be able to discuss very small objects upon its surface. But here steps in our atmosphere, with all its refrac- tions, vibrations and impurities, and places a stern limit upon our inves- tigations. A common impression is MICHIGAN TRADESMAN that a magnifying power of several thousand diameters can be effectively used on our satellite with the larg- est and best-situated of our present telescopes, but so great are the ob- stacles presented by our air that only in rare cases can one of more than one thousand be employed with good results, and with that power an ob- ject must be 300 feet across to be seen even as a formless speck. A good, small glass, capable of carry- ing a magnification of 250 diameters, such as is used in. many private ob- servatories, will show as a minute spot a figure 1,200 feet broad. No certain indications of air, wa- ter, or any kind of vegetation appear on the moon, hence its habitation by any creatures such as are known to us is not possible. A few observers have thought that they could see evi- dence that small changes of surfaces are now going on, but most astron- omers are of the opinion that the appearance is due to the greatly dif- ferent effects that light produces up- on irregular objects when _ striking them at different angles. ; Although, generally speaking, the same side of the moon is always pre- sented to us, in the course of a month we really see, mainly be- cause of the form and inclination of its orbit, 9 per cent. more than half of its surface. In keeping its face constantly toward us, it rotates once in a month in relation to the sun. and therefore its days are about thirty times as long as ours. Like all other planetary bodies, its course is ellip- tical and not circular, and being in consequence at different distances from the earth at different times, it appears to our eyes to vary slightly in size. The moon reflects about one-sixth of the light that it receives from the sun, but only a barely measurable part of the heat that it gets from that source. It is the main cause of our tides, and disturbs our electric currents to some extent, but, com- mon belief notwithstanding, it has no known influence on our weather. While pursuing its orbit it is at- tracted by so many other and larger bodies that in computing its longi- tude mathematicians are obliged to make as many as seventy allowances, and in caculating its latitude, half as many. The moon’s relative nearness to the earth can be realized by remember- ing that while light occupies more than eight minutes in coming to us from the sun, it can reach us from our satellite in less than a second and a half; and its comparative im- vortance as a heavenly body is illus- trated by the fact that if we sup- pose the sun to be a globe two feet in diameter and the earth a small pea, the moon can be represented by the head of an ordinary pin. George Edwards. ——_»-2-o Magnificent Opportunity. “I don’t*see any sense in referring to the wisdom of Solomon,” said the man smartly. “He had a thousand wives.” “Yes,” answered the woman, tartly, “he learned his wisdom from them.” Here’s Our Duck Lumbermen’s Over Made for Men, Youths and Boys We carry it in both Wales-Goodyear and Connecticut makes; two grades of tops, and every height from 8 to 18 inches. Every size and style always in stock. T’S only one of our most complete line of Boots, Arctics and Over- shoes. Catalog describ- ing them, all yours for the asking. Ths MaxnecRbber . 224 226 SUPERIOR STF TOLEOSO, OHIO. Headquarters for Wales-Goodyear and Connecticut Boots and Shoes Warm Shoes and Slippers Positively the Strongest Line on the Market We have them in all the popular colors, black, brown, blue, purple, green, wine and grey. Trimmed in fur, plush and ribbon. The quality is unexcelled and the prices are right. See our catalog and order now while you can be sure of getting the sizes you want. Hirth-Krause Company Shoe Jobbers and Manufacturers Grand Rapids, Mich. i a PELERY SERB RAEN Aiea SEARS MICHIGAN TRADESMAN October 25, 1911 FRAUDULENT CONCEALMENT. Haring Must Disgorge $4,000 or Go To Jail. Official Finding. An involuntary petition was filed on January 13, 1911, against Jay A. Har- ing, and on January 26, 1911, he was adjudged bankrupt; his schedule of assets and liabilities, as required by law, were filed on February 6, 1911; on his general examination he was represented by his attorneys, Messrs. Dunham & Phelps. Based upon the records and the general examination of the bankrupt, William B. Holden, Trustee in Bank- ruptcy, filed a petition alleging that the bankrupt had failed to account for a large amount of property, or money, or both, belonging to his es- tate in bankruptcy, and that he had fraudulently appropriated the same to his own use and had secreted and concealed the same from his credit- ors and said Trustee. An order was made requiring the respondent bank- rupt to file his anwser to such peti- tion and for a hearing on such mat- ter. Respondent bankrupt filed an answer to such petition denying that he had fraudulently appropriated, se- creted and concealed from his cred- itors any amount of money belong- ing to his estate, and that he had no way of making any ‘other or further accounting than he had already made. _A hearing was had, testimony taken in behalf of the Trustee, but no tes- timony submitted on behalf of the respondent bankrupt, who was rep- resented on such hearing by Messrs. Dunham & Phelps, as counsel; the matter was then submitted upon the records and brief of Charles V. Hild- ing, attorney, and Ben. M. Crowin, of counsel, for the Trustee; no brief filed by counsel for the respondent bankrupt. The respondent bankrupt was in business about eleven months; he kept no books of account nor records of any kind from which the true stat- us of his affairs could be determined, but whether this was willful or intentional I do not now determine. He conducted sales at Sand Lake and Kent City, for which purpose consid- erable goods were taken from his stock to these respective places, but no inventory or account of such goods nor the proceeds’ therefrom were kept. During the period he was in business his total bank deposits were $3,225.78, and his total checks drawn as appears from his check stubs, was but $3,164.45. His gen- eral examination was very unsatis- factory and throws but little light on the true condition of this affair. The Accounting Debits. 1. The first item with which the Trustee asks that the respondent be charged is the value of the stock pur- chased from his wife on February 10, 1910, $2,700. The bankrupt testifies that at the time of the purchase an inventory was taken and the price agreed upon at $2,700. Later and on June 4, 1910, he made two written financial statements for the purpose of obtaining credit—one to I. M. Riegelhaupt, of Cleveland, Ohio (Ex- hibit F), and the other to Cohan- Goodman Co., of Cleveland, Ohio (Exhibit D), in each of which he stated that his merchandise on hand at actual value was $2,700, and on his examination he testified that this statement was based upon the inven- tory of February 10, at the time he purchased. I find that the bankrupt should be charged with this amount. 2. The next item which the Trus- tee asks to be charged to respondent is cash on hand February 10, 1910, $800. There is no satisfactory proof of this item. The basis urged by the Trustee for this charge is the two statements of June 4, before mention- ed, in which the bankrupt states that he has cash on hand of $800, and tes- tifies that this statement referred to his condition as of February 10 prior. There is some doubt whether this testimony relates to the item of cash or merely to the item of merchan- dise of $2,700; it is further noted that in a financial statement made: by the bankrupt for the purpose of obtaining credit from Strouss, Eisen- drath & Co., dated May 27, 1910 (Ex- hibit A), he states that he has cash on hand or in bank but $260. In view of the uncertainty as to the facts, I am inclined to give the respondent bankrupt the benefit of the doubt and therefore hold that he should not be charged with this item of $800. 3. The next item which the Trus- tee asserts should be charged to the respondent bankrupt is for merchan- dise purchased while in business ag- gregating, according to one method of computation, $15,118.38. This is ar- rived at by taking the bankrupt’s written statement made for the pur- pose of obtaining credit dated May 27, 1910 (Exhibit A), in which he states he then had a stock of goods on hand valued at $4,000 and adding thereto all additional purchases of goods thereafter, as appears from the proofs of claims and statements at- tached on file. According to another method of computation the amount is arrived at by taking the entire amount for new goods, purchased after February 10, 1910, the date when he commenced business, and up to the time of the failure, as appears from such proofs of claims and itemized statements at- tached, and adding thereto the amount of cash actually paid for goods, as appears from the check stubs. On this basis the sum aggre- gates $13,263.56. It seems to me that this latter method of computa- tion is the more accurate, as the writ- ten statement of May 27, 1910 (Ex- hibit A), undoubtedly included the $2,700 on hand February 10 prior. These proofs of claims were intro- duced in evidence in this special pro- - ceeding; they were very largely al- lowed at meetings at which the re- spondent bankrupt was present and agreed as to the amounts as being correct. In my opinion the bankrupt should be charged with this item of $13,- 263.56. 4. Petitioner Trustee also asks that the respondent be charged with the profits on sales of merchandise from February 10, 1910, to the time of the bankruptcy. The record in this BE FIRST Grasp the opportunity to build a better and bigger business through the sale of Rikalog Shoes to the men of your community. We can show you everything new that’s good at prices which will pay you a liberal profit. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. + CHAGHCEEECCCEREEEECEREEGEREEEEAGAES Get Your Orders in Ahead of the Rubber Weather Freights are slow and expressmen are not so fast as wireless—some of you will admit we are right and get in your orders, others will delay and keep us working over-time and at night to get their orders under way. Buy where you can get the goods and get them quick, but don’t over- look your own interests. Get Wales Goodyear Rubbers (The Rubber That Don’t Come Back) You can count on us to do our best, rain or shine—but you can help us a little and yourself a whole lot by mailing that order for Bear Brands today. Herold-Bertsch Shoe Co. Grand Rapids, Mich. Distributors of Wales Goodyear Rubbers Makers*of the famous “Bertsch” and “H. B, Hard Pan Shoes” October 25, 1911 matter does not disclose any definite profits from the business and I there- fore determine that there is no prop- er or satisfactory basis on which to make any charge for profits. Credits. 1. It is conceded by the petitioner Trustee that the respondent bank- rupt should receive credit for the merchandise on hand at the time of the filing of the petition, aggregating $6,128.76. This amount includes the goods claimed by the Mishawaka Woolen Manufacturing Co. This ap- pears from the inventory and report of appraisers on file which was in- troduced in evidence in this special proceeding. The three appraisers were sworn and testified to the making of the inventory and apprais- al of all the bankrupt’s assets which they were able to locate. The bank- rupt was present a portion of the time when this inventory and apprais- al was being made. They determined the cost price and also fixed the ap- praised valuation of the The cost price was determined from respondent’s cost mark, which they had, and also in many instances from original invoices. The respondent bankrupt should be credited with the full amount of the goods on kand at cost price. 2. The Trustee also admits that the respondent should be - credited with the amount of moneys paid out as appears from his check stubs. The cancelled checks were not produced, but the check book with stubs, intro- duced in evidence, shows total pay- ments for the period he was in busi- ness of $3,164.45. Some of the check stubs are cut out, others have no writing upon them to indicate the purpose for which they were used; it is also noted that there is some variance in the numbering of the check stubs. This is particularly so during the latter period he was in business. In view of the fact that re- spondent has not produced evidence of additional payments by checks I find that he should be credited only with the amount as appears from his check stubs. 3. Household and incidental ex- penses at the rate of $900 per year, which for the period of eleven months amount to $825. This is based upon the financial statements which were introduced in evidence (Exhibits C and F), in which he states that the running expenses per year are $900. But the respondent bankrupt testi- fies that he has no knowledge of the amount of his expenses and that these statements were based upon the ex- penses of his wife, who conducted the business the year previous. While there is no definite proof, in view of the fact that he paid $20 per month rent, carried fire insurance of $3,000 and during portions of the period paid rent for stores in other towns, in addition to his other expenses, in- cluding light, heat, clerks and house- hold expenses, I am convinced that this item should be largely increased and I therefore fix the sum at $1,500. 4. Losses on sales of goods. Again the record does not disclose any definite basis for figuring losses, ex- cept from the general examination of property.. MICHIGAN TRADESMAN the bankrupt, who, when asked to account for the large discrepancy between receipts and disbursements, stated that it was occasioned by loss- es. It does appear, however, that he held sales in which the goods were sold at less than the marked price; also that the salesmen in charge of the goods in other towns were di- rected to meet competition and that some goods were probably sold be- low the sale price which the _ re- spondent had marked. In view of the uncertain condition of the record, I am inclined to allow, on account of losses for the period of eleven months, the arbitrary sum of $1,000. 5. Credit should be given for goods sold on credit and appearing as accounts receivable at $20. There is no evidence for this item, except the bankrupt’s schedules, which state there is due on open account “less than $20.” From the foregoing I therefore find that the account against the respond- ent bankrupt should be stated as fol- lows: Debits. Merchandise on hand Feb. $0, SOLO es a ee: $ 2,700.00 Cash on hand Feb. 10, 1910.. 0.00 New merchandise ......... 13,263.56 PEORS 655 5 ee ce 0.00 Total debits .......... $15,963.56 Credits. Amount of inventory at cost price at time of filing peti- HO oe is ee $ 6,128.76 Cash paid out as per check HOOK. 8. 35 yea 3,164.45 Household and _ incidental €xpenses, 2.) ees ad 1,500.00 Losses on sales ..........% 1,000.00 Accounts receivable ....... 20.00 Total credits .......... $11,813.21 Potalidebits $15,963.56 Total credits. 2323. | 11,813.21 Balance unaccounted for.$ 4,150.35 Allowed for errors and ONUSSIONS @.0., Net amount .......... $ 4,000.00 I therefore find that the respondent bankrupt has failed t oaccount for property, or money, or both, of the value of $4,000, and that such amount belongs to this estate and is withheld from the Trustee thereof. An order will therefore be entered directing the respondent bankrupt to account for and pay to the Trustee of this estate such sum within thir- ty days from the date of personal service of such order. Kirk E. Wicks, Referee in Bankruptcy. ——_>2..___ Two To One. Late one afterncon a newly-made doctor dashed into the room of his legal friend, exclaiming: “Great luck, old man! Congratulate me! Got a patient at last! On my way to see him now!” Whereupon the legal light-to-be slapped his friend on the back, say- ing: “Delighted, old chap!” Then, aft- er a slight pause, he added, with a sly grin: “Say, let me go with you! Perhaps he hasn’t made his will!” The Use of Worries. Some people say they never worry, and a certain percentage of these tell the truth. They are the light and airy creatures who have no feeling of responsibility toward the great so- ciety of mankind, themselves includ- ed. They are the butterflies of life, who have no thought beyond daily existence, and are thoroughly content with anything that satisfies immedi- ate desire. The brave man is not the man who never feels fear, for that is stupid and unnatural. The strong mind is not the mind that never worries, for that is lack of intelligence and a proper conception of life. There are too many things that annoy us for us to hope to escape them. They come to us, sometimes on the heels of evil we have done, or mistakes we have made; but they also come, oft- entimes, through circumstances en- tirely beyond our control. In either event, if we possess average intelli- gence, common sense and sensitive- ness, they bother us. Not being able to avoid them, the courageous man is the man who faces them boldly, and does not allow them to overcome him. There is generally a way to correct them, although it may take a study to discover that way. It certainly is not to be found by sitting down and bemoaning our fate, hopelessly giving up the fight as useless. When a man begins to pity himself, and consider himself an ill-used mortal, he is getting into a dangerous condition of mind. That moment is the commencement of his retrogression, and he is on the march toward the rear ranks of the inhabi- tants of the world, and a march that rapidly develops into a double-quick. He must have charity for every- body but himself. The blindest kind of love is that which is lavished up- on number one. Great is the admiration of human- ity for an athlete. It seems to be the age when muscle is king. This ad- miration extends, however, to strength of any kind. The man who has a following, and makes friends, is the one who cuts his way through life, giving and taking, asking for no quarter. Determination wins where faltering falls. Independence attracts, and forces unseen powers to its assistance. Weaker spirits flock under its protecting banner and inte eeadiaeeidaianeoninaate 8 join its army, but they are always its subordinates. He who faces fate, crushes opposition. He may lose out in some skirmishes, but he wins the campaign. Does he ever worry? Of course he does, but he steps upon his wor- ries and makes them the rounds of the ladder by which he climbs. —— ~-.s——_ Now that hard times are over be thankful that you did not have your home mortgaged for the purchase of an automobile. Actual Test of GOLD SEAL RUBBERS Stand heaviest test known and wear longest. “Not the cheapest but the best.” They are business builders. Goodyear Rubber Co. 382-384 East Water St., Milwaukee W. W. Wallis, Manager The Easy, Comfortable, Long-wearing Kind Elephant Head The fine new brand made by the Woonsocket ‘Rubber Co. All styles Detroit Rubber Co. Detroit, Mich. g g if 8 ERR AGE FE PIRES Sir OE ORS Z i CAN PAR RAS TRE ATER, a i CR RR ORI poh habs ot a MICHIGAN TRADESMAN October 25, 1911 — GINAW VALLEY —, = = Z ay maar ile Cy pany rv ee) Awe | News and Gossip of Interest to Busi- ness Men. Eastern Michigan Fair. Further steps in the direction of promoting the Eastern Michigan Fair were taken here Thursday when a meeting of the Board of Trade Di- rectors and the County Supervisors was held in the Board chambers. The attendance was large and the they were marked by enthusiasm. As a result of the meeting, Chairman J. W. Symons was instructed to ap- point a committee of management, which has since met and named a number of sub-committees in each city ward and township of the coun- ty to get out and solicit subscrip- tions towards the total capitalization of $100,000 in shares of $10 each, it being calculated to raise the money proceedings as interesting as necessary to finance the scheme with. - in the next week or two. Of the to- tal required, the Board of Supervis- ors has guaranteed about $7,000, leaving $23,000 for the Committee to provide for buildings, fences, plans, etc. Hon. Wellington R. Burt, who is giving the site, urged expedition and made it plain that his offer stands open for no longer a period than one year, his opinion being that if the remainder of the fund can not be raised inside that time, the project might as well be abandoned, and the meeting agreed with him. Also Mr. Burt told the meeting that the land, instead of being forty acres, as he at first supposed, was really forty-two and one-half in extent. John F. O’Keefe, formerly City Attorney; City Engineer Roberts and Archi- tect W. T. Cooper have-been named a committee to draft plans, etc., to be presented at an adjourned meeting to be held next Thursday, and will visit Grand Rapids, Detroit and other State points in search of information. Pere Marquette Improvements. In line with its policy of extend- ‘ing its facilities and making general improvements, the Pere Marquette has made a contract wth the L. G. Lengst Co. for the building of a woodwork- ing shop in the upper end of the Potter street yards. The new build- ing will be of 80x100 feet dimensions, and will cost $8,000. All of the woo4d- work done on coaches will be turned over to the new shop, the old one being unable to care for the increas- ed business. Another important im- provement completed by the com- pany is the building of a double track ‘between Hoyt Junction, at the city limits, and Bridgeport. This im- provement is now in operation, af- fording switching facilities and other advantages that were badly needed to handle the ever increasing traffic. Improved Fire Service. Saginaw has been making decided gains in fire protection service of late and now comes through with another new pump, this being installed at the West Side pumping station. The new machine replaces the old Holly pump which has been in commission since 1873, and is of the Fairbanks make. When the Fairbanks is tested, and if found satisfactory, it will be the signal for installation of a compan- ion pump of the same make to take the place of the Rogers, another old pump- which has worn itself out in the service of the West Side station. The Fairbanks pumps are of 3,000,000 gallons per twenty-four hours ca- pacity each, while the old pumps were of but 2,000,000 gallons capaci- ty each. In addition to installing these new pumps the city has pur- chased a new Webb auto fire engine, at a cost of over $8,000, and has in- stalled a new intake >t the East Side pumping station at « cost of about $20,000, all these improvements be- ing made in advance of a proposed new system of water works which is to be voted upon in the near future. Thumb Railroad Connections. Since the Saginaw Board of Trade projected an interurban electric line into the Thumb territory, numerous schemes have been talked over by different cities. The Flint Board of Commerce is the latest in the field with a proposed equipment of the Flint & Fostoria branch of the Pere Marquette Railroad with electric or gas engines, to run cars hourly, with eventual extension to Harbor Beach. Pert Huron has changed its plan and now is out in favor of a gaseline line. Saginaw still adheres to its original plan of an electric road and considers that it has already done its duty by gasoline in opening and operating a gasoline line, when the Merchants’ and Manufacturers’ Asso- ciation went into and covered the Thumb territory with its automobiles. Townships Carry Road Bonuses. Bridgeport and Birch Run town- ships carried their respective good road bonuses for the Saginaw-Fliat macadam highway by § satisfactory majorities, the former voting $10,000 and. the latter $8,000 towarsd the project. This, with the monies ap- propriated by the Saginaw County Board of Supervisors will be ample to perform the Saginaw end of the con- tract. Genesee county Supervisors are also enthusiastic over the project, and came to Saginaw by special inter- urban car during the week to confer with their brethren, headed by Chair- man H. Jennings. They were hos- pitably entertained and dined at the new West Side hotel, the Fordney. Archie Robertson, a pioneer in good roads work, was toastmaster for the after dinner programme, which prov- ed very enjoyable, and all the speech- es were along the line of support- ing and completing the project for the new highway, which will be a valuable addition to the State’s good roads, connecting important points and passing through fertile and pros- perous country sections. Business Notes. Reminiscent of Michigan’s early days, when the Indian was monarch of al lhe-surveyed, is a fine portrait in oil of Chief Sheppenagons, of Grayling, one of the most picturesque red men now living, which has been presented to the Saginaw Club by its painter, E. Irving Couse, and Charles W. Ward, of Long Island. The canvas is 40x48 inches, and_ is a magnificent portrait of one of the best known Indians in the country. Through the efforts of the Board of Trade and the women’s clubs of the city the next State convention of the Michigan Federation of Wom- en’s Clubs will be held in Saginaw, in the fall of 1912, at the Auditorium. H. S. Erd, of the Erd Motor Works, left Saturday evening on an extension tour through Canada. James H. Sleath, of the Saginaw Paving Brick Co., has returned from an extended trip to New Bruns- wick, Newfoundland, British Colum- bia, and other parts of Canada. State Mining Inspector Stevenson went to Chicago Monday to attend the National Mining convention which opened in that city Tuesday, and which brings together mining experts from all over the country, as well as many from abroad. Secretary Joseph P. Tracy, of the Saginaw Board of Trade, has return- ed from a ten days’ visit with his mother, in Chicago. J. W. Brady. ——_+2+—___ Few men know what is good for them until some wise woman has told them. Symons Brothers & Company Wholesale Grocers Saginaw :: Michigan 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 Coton Our Brands of Vinegar La Have Been Continuously on the Market Y 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, 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. The Pure Saginaw, Mich. No. 81 Display Case No. 84 Cigar Case Saginaw Show Case Co., Ltd., Saginaw, W. S., Mich. We make all styles Catalogue on request October 25, 1911 PRESENT DAY CRY. Cleanliness in Store, in Person and in Character. The retail merchant, especially the general storekeeper in small cities and towns, has had trade papers and public speakers at association meet- ings and conventicns give him so much argument for cleanliness in his store that no doubt he has com- menced to tire of it and possibly re- sent it. From his point of view he appears as a greatly misjudged creature. His store is no pigpen. He has no more desire to live in the midst of filth than has the man who writes the ar- ticles or makes the speeches. No doubt this is true, and there aie a few to whom. the phillipics wgainst dirt do not apply. As a rule, however, the man who knows he is right does not take offense at gen- eralities. He knows, by observation, there are others not so particular as himself, to whom a_ considerable amount of preaching along this line could be done to gcod advantage. Uncleanliness is, to a certain ex- tent, comparative. What would be a very clean stable would be a very dirty house. We do not expect the immaculate linen upon a mechanic at his work that we would certainly suppose him to wear at his wed- ding. We are not looking for the spotlessness in a blacksmith’s shop that we demand in a store‘ handling food products. To continue this line of reasoning still farther, on a slightly changed plane, there was not always. the same attention paid to hygiene as there is in this present day. Enlight- enment has. shown the danger of cer- tain things once passed over as in- consequent. No one used to accuse the mosquito of being the great cir- culator of yellow fever, nor was the common house fly recognized as the transmitter of all sorts of diseases. The fly and the mosquito were al- ways disliked as ccmpanions, but in days gone by were not dreaded as death-dealing pests. Now we know better, or think we do, and are us- ing all known means to compass their destruction, and prevent their attacks. Boards of health in various cities post signs prohibiting spitting on the street, in public conveyances and halls, because of the danger from tuberculosis germs and other hacte- ria. The very babies in these times of sanitary prudence prate of bacilli and animalculae. Science has placed us on guard, and has warned us of hidden dangers lurking in places we once were wont to tread with care- less freedom and without a thought of fear. It can not be denied that some skeptics sneer at so much precaution and assert that we are shortening our lives by over-anxiety, instead of pro- longing our days by taking advan- tage of all this knowledge. They call us extremists and laugh to scorn so much carefulness. , Let them laugh and mock if they please. It is always best to be on the safe side; and there is no au- PONS aan ne ie ad acs es Si Da Sees os aie sl aac Sk sah acs lacie li aneaeeasedaidliiid MICHIGAN TRADESMAN thentic record of any person having ever been too clean to be a pleasant companion or of anyone killed by avoiding filthiness. There is certain- ly more satisfaction in wearing cloth- ing and eating food known to be free from contamination. However, pushing aside all discus- sion as to whether or not there is a surplus of niceness and an overzeal- ousness of attention to sanitary de- tail, the man who deals with the public must take the public as he finds it and conform to its ideals. Above all others must the merchant follow the leading of the fads and fancies of those whom he serves and from whom he draws his trade and makes his profit. The fiat has gone forth that hygiene must be observed and, therefore, it is not for him to waste his time and drive away his custom by combating theories. He is not considered an authority on such matters and his opposition will have little force. He should fall into step and keep in the procession; oth- erwise he will be relegated to the rear, and wind up on the junk pile. His store must not only be swept and dusted to scrupulous nicety, his windows washed until they shine, his own personal appearance and that of his employes be immaculate, but there are other traditions and prac- tices dear to the country store that must go. Doors and windows must be carefully screened, and the pene- trating fly must be caught upon fly- paper. This latter must be renewed often and not allowed to lie around black with decayiag insects. All food stuffs should be carefully covered not to be touched by ani- mals, human or brute. Stocks of all , kinds must be kept in perfect order, for disorder is uncleanness to the eye, and the appearance of dirt is as repulsive as its actual presence. To have a cigar or stogie in the mouth while waiting on the trade is coarseness of manner, and to place a half consumed smoke upon counter or shelf is to run the risk of possi- ble contamination. It is from the mouth many germs proceed. “There must be plenty of ventila- tion, for an atmosphere redolent of many breaths is unpleasant to the point of being disgusting and is full of danger to health. On a cold, frosty day, when your campanion’s breath is visible you do not like to stand in its atmosphere. It is there just the same on a warm day, even although not visible, and just as much to be avoided. Last, but not least, drive out all loafers. They are unsightly, un- wholesome and a general nuisance. Provide a room for them, if you will, but let it be out of sight and where they can not see the custom- ers. Are all these things necessary from a hygienic standpoint? Scientists say so, and they are probably right. From the angle of vision the mer- chant should use for focus there is no getting away from them, for they represent advanced ideas and the de- mands of the times. The successful merchant is not the man who at- tempts to form public opinion, but who shrewdly follows it. It is the height of absurdity for any storekeeper to stand back on the thing he calls dignity and say: “I will do as J please, and the people can like it or not, as they choose.” This is absurd because he knows he : does not mean it, unles he is a can- didate for a lunatic asylum, with flat- tering chances for election. He isin business to please the public or fail, and his own feelings are not to be considered. Let us hope, however, that no reader of these lines has any inclination to be other than as clean as he knows how tc be, both in his store and his person, as well as his character. ——_.+2>—___ Over a Million Raised To Defend Dynamiters. “The union labor leaders are lying when they say they have raised only $120,000 to defend the McNamaras. They have collected more than $1,000,000 by small taxes on each union man.” This statement was made recently by W. J. Burns, whom Theodore Roosevelt says is the shrewdest de- tective who ever lived. Mr .Burns is the detective who, at the instiga- tion of the Mayor of Los Angeles, gathered the evidence the prosecution says will convict the McNamara brothers and McManigal of dynamit- ing the Los Angeles Times building. “TI don’t know why they should raise all this money,” Mr. Burns said. “There is no reason why the labor- ers should be taxed to defend these men. Even if the McNamaras didn’t have a friend in the world, the peo- ple of Los Angeles would see that they had a fair trial. There is no prejudice or bitterness shown in Los Angeles except by the radical labor leaders. These are greatly outnum- bered by the conservatives; but the radicals make the most noise. “All talk of persecution and frame-ups is foolish. I didn’t kidnap the McNamaras and I didn’t manu- facture any evidence. I didn’t need to. There is a cartload of documents in Indianapolis being held by the court in this kidnaping case that we would like to have in Los Angeles. The court is holding up letters that prove absolutely that we have the right men.” “What’s the matter with the union system?” he was asked. “That’s an easy one,” he replied. “Labor is in the hands of anarch- ists and socialists and professional labor men like the McNamaras. The men we accuse of the.Los Angeles dynamiting weren’t real laborers. They were professionals, who are far from being representatives of the true union man. ” 37 “The working men are allowing the radicals to run their affairs; these radicals have so treated. the labor situation that unions have become a joke. Unless the union men -take hold and drive out men like Gompers and Debs the whole system is going to smash.” ——_~++.+____ The Better Thing. The young man said to the book store man that he wanted a volume of poetry to give to his fiancee on her birthday, but he didn’t know her fav- orite author. “Burns is always popular,” was the reply. “{ hardly think she Burns.” “There’s Hood and Byron.” “Y-e-s.” “And Shakespeare always pleases.’ “I think she’s down on Shake- speare.” “Why not try a volume of Dick- ens? It isn’t poetry but would make a nice present.” “T ddnno.” “Then let me give you another tip: IT was walking behind a young laty the other day who had low shoes on. I could see holes in the heels of her stockings. Why not buy a pair 9 silk stockings instead of a book?” “Sir!” exclaimed the young man as he flushed up; but after reaching the street and leaning up against a lamp post for five minutes, he headed for a department store. He was “on.” The Clover Leaf Sells would like Office 424 Houseman Blk. 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. 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 lb. tin boxes, 10, 15 and 25 lb. buckets and kegs, half barrels and barrels. Hand Separator Oil Is free from gum and is anti- rust and anti-corrosive. Put up in 14g, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. Terpeneless FooTe & JENKS’ COLESIAN’S Lemon and Vanilla Write for our ‘‘Premotion Offer’’ that combats ‘Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) High Class SS Far i ne ARE Se aa pe MICHIGAN Detroit Department Asphalt Cheaper Than Brick as Pav- ing Material. Detroit, Oct. 24—Brick as a paving material to be used on Detroit streets is criticised in the report of the spe- cial Committee of the Board of Com- ’ merce, which has been investigating the paving question. The Committee declares that asphalt is cheaper than brick and practically as cheap as ce- dar block. It recommends a greater use of this material together with granite and medina block and creo- soted block. So much of the Committees’ rec- ommendation is in confirmation of the opinion of Commissioner Haar- er. The Committee also declares that it failed to find any evidence what- ever of financial irregularity in the public works department or any lack of competition between the contrac- tors bidding for the city work. In the matter of organization of Mr. Haar- er’s department, however, the Com- mittee does find cause to complain. The Committee declares that much bad brick has been coming into the city and that much more of the ma- terial has gone to pieces because of bad foundations on which it is laid. It declares that the inspection in all departments, the examination of old foundations, the testing of the brick and the determination of need for re- Pairs, is very bad. The Committee’s recommendation for changes are all along the line of better organization. A special de- partment, under the Commissioner of Public Works, to give its sole atten- tion to paving, is advocated. The Committee would have this depart- ment in charge of a competent pav- ing engineer. Another department, in charge of an engineer, would look after the repairing of the pavements. As to the rattler test, the Commit- tee quotes the opinion of Mr. Mc- Cabe, appointed by the Common Council to make tests, that the rattler is alone not sufficient. It recommends that provision be made for submis-. sion of the brick to all known tests before it is accepted for use in the streets. The fact that the Water Board, the lighting department and the public utility corporations—the Edison and gas companies and the telephone companies—tear up the pavements at random and that in many cases the roadway is left in a damaged condi- tion, was brought cut in the Com- mittee. It was shown that in some cases brand new pavements have been taken up a few weeks after they were laid to permit work below the surface, whereas this work might have been done at the same time with Nw [SDs “py, 7 HWA My A perfect cold storage for Poultry and all kinds of Fruits and Produce. E the pavement. The Committee rec- ommends changes in the system that will bring about greater co-ordina- tion between the departments and the utility companies. The June term jury in the United States Circuit Court has been called to take up the rehearing of one of the oldest cases pending upon the Federal calendar. The case is that of Gosline against Hoffman, in which the former, a Toleda coal dealer, is suing Hoffman to recover the price of ten carloads of coal. The case was heard before Judge Swan three years ago, and was decided in favor of the plaintiff, but on appeal to the Cir- cuit Court of Appeals was returned to. the lower court for rehearing. Hoffman ordered ten carloads of coal from the Toledo company, and- it was shipped here via the Michigan Central Railroad from the mines. Hoffman contends that the coal was not shipped at the specified time. It was also billed te Gosline at De-_ troit, instead of to Hoffman, and he refused to accept it, claiming non- delivery. The shippers refused to take the coal back, and it was finally sold for what it would bring by the Michigan Central Railroad, in whose cars it was brought here. Walter Saels, the youthful mana- ger of the White Front Butter & Egg Co., is charged with resisting a Federal officer. Several United States revenue officers testified that Saels blocked their way into the backroom of the store when an attempt was made to raid the place on Oct. 10, and Commissioner Finney decided that he should be held for action by the grand jury. The amount of bail was kept at $2,000. Internal Rev- enue Officers Canfield, Walker and Tuttle were called to explain Sael’s part in blocking the raid. They de- clared that as soon as the internal revenue officers appeared in the store Saels hurried to the back room and barred the heavy steel door, which effectually shut off communication with the back room. To the officers’ demands to have the door opened Saels paid no heéd, although the of- ficers say they heard him working in the back room. They finally gained admittance through the back door, but evidence of illegal coloring of oleo, if any had existed, had been destroyed. ~ Contending that millions of dollars have been spent to advertise the name and package of Union Leader tobacco and that a competitor now puts out a product in packages close- ly resembling their own, suit has been Sy TS N ) . N X SS 2 SS SOC SSN RITE SATS WA So TRADESMAN. brought by the Union Leader Co. -against the Globe Tobacco Co., of this city, to prevent the alleged in- fringement upon the Union Leader packages. Judge Angell heard the first argument in the case and took it under advisement. Attorney for the Union Leader deciared that adver- tising had sold 150,000,000 packages of Union Leader tobacco in the United States between the years 1904 and 1909. From the first year the sales more than doubled annually as the result of the wide advertis- ing. John H. Mahoney, cigar manufac- turer, says that more than 250,000,000 cigars are now being manufactured in this city each year, which is mure than 800,000 each working day. It does not require much of an educa- tion to figure out the value of the cigar manufacturing business to De- October 25, 1911 troit. Many factories and a great army of people are required to pro- duce that many cigars. At a rough estimate I presume the ultimate con- sumer pays about $20,000,000 yearly for Detroit’s output of “smokes.” 7s Queer Way of Lading Camels. In Syria, where men take plenty of time in which to live, the modern hay rack is not used. Instead, the wheat from the fields is brought in to the threshing floors on the backs of camels. The natives take all of the time in the world to rope and tie it carefully in place, so that by the time the camel is loaded he re- sembles very much the thatched roof of some tropical home, with his long legs serving as the four’ corner posts. This method has, however, one advantage: to unload all that is necessary is to untie a few knots and down comes the precious cargo. NO COMMISSION We want your shipments Poultry 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 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., Petri. The Cigar Your Father Used to Smoke Green Seal Ask for the New Standard Size—3 for 25—or the Re- galia Straight Ten Size. Detroit Cigar Manufacturing Co. Detroit, Mich. DETROIT, MICH. ggs stored with us usually sell at a premium of 7c per dozen. Liberal advances. Railroad facilities the best. Absolutely fireproof. Correspondence solicited. SR ae ce A ne Len aT ne ee October 25, 1911 How the Merchant Can Make New Customers. Written for the Tradesman. The way to make’ more profit is to sell more goods to more. people, and the only way to sell to more people is to get more _ customers. Hundreds of dry goods merchants are doing this very thing every day, and every merchant has the same oppor- tunity. You can do it as well as your competitor or there is something rad- ically wrong with you or your busi- ness system. If you look around for opportuni- ties to make new customers it is surprising how many you can find. An artist sees beauty, a hunter finds game and a miner finds gold where the inexperienced eye sees nothing of value. Train your busi- ness eye to see opportunities and in a short time it becomes a sort of second nature. New customers will not come your way unless you go after them in the right way. Do not think for a mo- ment that a dry goods merchant can exhaust the business opportunities of his home town. They grow faster than the merchant can harvest them. Keep your business eye on your competitor and see what he is do- ing, profit by his mistakes and then go him one better. It is not neces- sary to go to a big expense to get new customers, but use the simple merchandising means lying at your elbow and the new customers you can bring to your store will exceed your expectations by a large major- ity. _In developing the schemes _ that come to your mind use your best judgment and put energy and enthu- siasm into your business and you can work happily along, feeling confident that things will come your way. Don’t expect to do a thing in one day which will take a week to ac- complish, but stick to it and push. In the first place, what are your customers—the people who are and have been trading with you regular- ly—saying about you? Are _ they bringing in new customers for you or are they keeping them away? There is no better advertisement than a satisfied customer, but it takes more than just simply treating a customer right and selling her goods as cheap as your competitor to make her a satisfied customer. A change now and then will do her good in the way of new goods, something you have never carried be- fore—or bargains—a change in the arrangement of your store or, in fact, anything to keep her interested and give her something to talk about _when meeting her friends. When Mrs. Jones tells Mrs. Smith of the fine line of new dress goods or silks Mr. Hubbard has just got it, Mrs. Smith will not rest until she sees for herself, and the chances are it may mean a new customer for your store; where, on the other hand, if Mrs. Smith speaks a good word for your competitor it may take some of Mrs. Jones’ money to his place. Of course, a merchant can not expect to get all of the trade where he has any kind of competition at all, but he MICHIGAN TRADESMAN cari get his share by going after it in a businesslike manner. There are literally hundreds of ways of making new customers. If you are under the impression that you have done about everything that can be done to increase your busi- ness, look over the possibilities sug- gested in the following ways and means and see if you have ever be- gun to know the real purchasing power presented by the people of your home community and the sur- rounding country: Newspaper advertising, post card advertising, moving-picture advertising, roadside signs, advertising novelties, counter signs, window displays, mail order business, counter displays, store dem- onstrations, electric fans, illuminated signs, special sales, five and ten cent counter, twenty-five cent counter, no- tion counter, bargain counter, cheap jewelry, farmers’ trade, children’s trade, wagon delivery, store attrac- tiveness, working up telephone trade, getting the store talked about, sell- ing advertised articles, free circulating library, hitching posts, watering through, breadmaking contests, cake- making contests, corn growing con- tests, vegetable growing contests, women’s exchanges, boosting the town, selling school supplies, busi- ness from local societies and meeting mail order competition. Each and every one of these suggestions for making new customers should appeal to the business mind of a merchant where he is interested in ways and means to get new customers to his store. Look over the list and if one does not appeal to you, investigate the oth- er and try the one that will har- monize with your business and then push it through with all the push there is in your cash drawer. If one scheme fails, do not drop it and say, “There is no use,” but cheer up and ginger up. Do not wail, but work. Put less dignity and more do into the business and go after it in another way. Opportunity is waiting for you, Mr. Merchant, and willing to be won once you go in to win and show that you are in dead earnest. Geo. Raveling. >. —___ A Maine Industry Threatened. Maine’s great toothpick industry is threatened. Phillips reports that the bottom has dropped out of the mar- ket and that manufacturing in the new concrete mill of the Internation- al Manufacturing Company will be curtailed, says the Kennebee Jour- nal. Within a few weeks the little mouth crowbars have been worth: $38 a case at wholesale and to-day they are quoted at $8, which is less than the cost to. manufacture. The poplar stock now on hand will be made into matches. To sum up, there is evidently a glut in the market, but nobody seems to know how it oc- curred. With one mill at Strong and two at Dixfield all within a radius of thirty miles, three-fourths of the wooden toothpick industry of the world is represented. advertising, phonograph Egg Ordinance Before Chicago Com- mon Council. Be it enacted by the City Council of the city of Chicago, State of IlIli- nois, that all eggs sold to retail dis- tributors or consumers be placed in cartons, not less than six nor more than twelve eggs each, that all eggs being placed in said cartons be in- spected and that all rotten, spoiled and unfit eggs for human food be re- jected: that said carton shall be seal- ed with a wafer seal not less than Said seal to be placed by the person, persons, two inches in diameter. firm or corporation selling the same on commission to any retailer, dis- tributor, person, firm or corporation in such a manner that said eggs can not be changed without the break- ing of the seal and opening of the carton. That on such carton shall appear the name of the person, persons, firm or corporation who have sold or who have offered the same for sale for their account. That there shall also appear on the sides or top of said carton in letters net less than one-half inch high, in plain English, “fresh eggs,” or the words, “cold storage eggs.” That any person, persons, firm or corporation placing cold storage eggs or other than fresh eggs in cartons marked “fresh eggs” shall be subject to a fine of not less than fifty dollars nor more than two hundred dollars for each and every offense. That any person, persons, firm or corporation selling eggs to distributors or consumers directly or indirectly not plainly marked as described in this ordinance shall be subject to a fine of not less than fifty dollars nor more than two hundred dollars for each and every offense. That any person, persons, firm or corporation offering eggs in any oth- er form than specified in this ordi- nance to any retailer, distributor or consumer within the city of Chicago shall be subject to a fine of not less than fifty dollars nor more than two 39 hundred dollars for each and every offense. That each and every person, per- sons, firm or corporation inspecting eggs and packing same in cartons to be distributed to customers and con- sumers shall cause to be stamped on each carton the date said eggs are inspected, and no wholesaler shall be responsible for the eggs longer than five days after in- spection as shown by the stamp on quality of the cartons. Retailers holding eggs more than five days shall be responsi- ble for the quality of eggs sold and subject to the same penalty as the wholesale dealers. That nothing in this ordinance shall be construed as preventing the de- livery to bakeries, ice cream manu- facturers or factories of any kind, eggs in cases, such eggs to be mark- ed with a stencil not less than one inch high, in plain English, “fresh eggs’ or “cold storae eggs.” That it shall be the duty of every person, persons, firm or corporation owning, licensing, controlling or operating a cold storage warehouse in the city of Chicago in which eggs are placed for storage to mark plain- ly in letters not less than one inch high, “cold storage eggs,” with a stencil, on the sides or ends of cases being discharged from cold storage where such eggs have been stored for more than fifteen days in the warehouse, except eggs which are be- ing shipped directly away from the city of Chicago. That any person, persons, firm or corporation not marking or branding eggs in this manner when discharg- ed from cold storage shall be sub- ject to a fine of not less than one hundred dollars nor more than two hundred dollars for each offense. That it shall be the duty of the health department of the city of Chicago to see that this ordinance is enforced. That this ordinance shall be en- forced immediately upon and after its passage. Churches modest seating of a chapel. Schools Lodge Halls luxurious upholstered opera chairs. We Manufacture > Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We specialize Lodge Halland Assembly seating. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. €imerican Seating ey 215 Wabash Ave. GRAND RAPIDS NEW YORK Compary CHICAGO, ILL. BOSTON PHILADELPHIA Sel eet es er eee cee neat ee ace anna ae ee genet ga es eacooe aad atecintdcienaep aaa eases aN RP ANN AME, wei be ORS a RO RRR MICHIGAN TRADESMAN Michigan Knights of the Grip. President—J. C. Wittliff, Detroit. Secretary—F., M. Ackerman, Lansing. Treasurer—Lou J. Burch, Detroit. Chaplain—A. G. MacEachron, Detroit. Directors—H. P. ap 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. ‘ ee Counselor—George B. Craw, Pe- oskey, Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C. A. Wheeler, Detroit. Grand Secretary—Fred C. Richter, Traverse City. e ne Treasurer—Joe C. Wittliff, De- roit. . Grand Conductor—E, A. Welch, Kala- 0. Grand Page—Mark S. Brown, Saginaw. Grand Sentinel—Walter S. Lawton, Grand Rapids, : Erne €haplain—Thos. M. Travis, Pe- oskey. y. Executive Committee—James F. Ham- mell, Lansing; John D. Martin, Grand Rapids; Angus G. McEKachron, Detroit; James E. Burtless, Marquette. One Great Company’s Star Selling Point. Scene 1. Place: A retail store. Characters: John Grum, the apoplectic and red- faced proprietor. Six busy clerks, waiting on many customers. John Doe, a salesman. The air of prosperity in the store and the amount of business being done show that John Grum, the pro- prietor, is a good prospcet for any one who has something to sell that he can use. First Clerk—(confidentially in the ear of Second Clerk)—The old man is on the rampage again this morn ing! Didn’t he hand it to the book- keeper, though? Second Clerk—I should say he did! I’d hate to be the book-keeper and have to stay in the office with him. Lock me up with a grouchy gorilla— feed me to the hungry sharks—put me to bed in the lion’s cage—but de- liver me from the old man when there is a hitch in the office work and his breakfast doesn’t set well. First Clerk—I have tears to shed for the salesman who tries to do business with him to-day. Enter John Doe. (He is a clean cut, dapper looking salesman, quiet in bearing, but wearing the confident lok of the man who knows his busi- ness. Being a good salesman he has learned all about John Grum and his business before calling. Knowing the proprietor by sight, and seeing him in the rear of the store, he starts in his direction. Just then Mr. Grum happens to walk into his office. He shuts the door. The salesman ap- proaches the door and knocks.) Mr. Grum (gruffly from within)—- Who the—get out! Go away! I’m busy! Mr. Doe—May I have just one mo- ment, Mr. Grum? Mr. Grum (walks out, recognizes his visitor and grows red with rage) ——-Aren’t you the cash register sales- man that I ordered out of here last week? Mr. Doe (respectfully, but firmly) —I am, Mr. Grum. Mr. Grum ‘chokes with suppressed rage)—Well of all the—-you have your nerve, young man. See here! Your machine is a contrivaice to de- tect mistakes and prevent dishon- esty Mr. Doe—That’s only a small part of what our system does. Mr. Grum—Don’t interrupt me! Your machine is a contrivance to de- tect mistakes and prevent dishonesty. Don’t you suppose I know what a cash register is? Now I want you to understand that my clerks don’t make mistakes and they’re not dis- honest. I’m not blamed fool enough to hire that kind of clerks. I have no use for your machine and no use for your company and no use for you Your predecessor in this territory used to hound me to death until one day I threw him out bodily. Now | warn you once more, as I warned him, and as I warned you last week, to get out of here and stay out. I’ve no time to waste on you. (Turns on his heel, walks into his office and slams the door.) Mr. Doe (addressing himself)— Well, my son, you’ve got your work cut out with that old boy. There’s a way to approach him, of course, if you only knew it. There’s a way to get over any difficulty—if you only have the brains to think it out. One thing is certain: The next time I go to him I’ve got to have some original stunt to spring on him. I’ve got to think up something that will hit him right between the eyes in the opening sentence and take all the fight out of him. If I begin with any of the us- ual approaches he'll assault me with a chair and I’ll go to the hospital. (Walks thoughtfully towards the front of the store. An idea strikes him. He approaches the clerk at the cigar counter.) : Scene IT. Mr. Doe—Give me a couple of ci- gars, please. Yes—Havana, Claro color. That brand is all right (throws down a quarter). May I bor- row your pencil for a moment? (Takes out notebook and starts to write in it. Looks up suddenly at clerk.) I notice that the eraser on the end of this pencil of yours is worn off. May I ask how you wore that off? Clerk (surprised at the question)— What do you mean? Mr. Doe—What do you use this eraser for? Clerk (stili puzzled)—I do _ not know what you mean. Mr. Doe—I mean this: you have an eraser on the end of this pencil. Now you use the pencil to write with, to enter an order, fill out your check book, write down a charge sale, and so forth. But what do you use the eraser for? Clerk—Why, whenever I make a mistake in entering a transaction | use the eraser to rub out the mis- take. What do you suppose a man uses an eraser for—to swab the floor witah? (Grins with appreciation of his own humor.) Mr. Doe (smiling as if he enjoyed the joke equally well)—You wore out that eraser rubbing out mistakes. Clerk—Sure. Mr. Doe—Well, that was just a question that occurred to me. No particular sense in it, but there was no harm in asking it. was there? Clerk—Why, no, I suppose not. (Looks at Mr. Doe as if he thought he had just escaped from a lunatic asylum. Mr. Doe continues to write in his notebook. The moment the clerk turns away to attend to an- other customer, however, Mr. Doe dodges out of his sight, still carry- ing the lead pencil and approaches another clerk.) Scene III. (Fifteen minutes later.) (Mr. Doe approaches the office door of the proprietor and knocks. Mr. Grum emerges.) What! you back again! Mr. Doe (raising his hand in a very good imitation of the American In- dian’s peace sign)—Wait a moment, Mr. Grum! You told be to get out, and I am going right out. I shall not bother you. I have looked your store over and as you say, your clerks are all intelligent looking men. They do not look like chaps who make mis- takes. You are entirely right on that point. I don’t blame you for not wanting a cash register and I am go- ing right out. Mr. Grum at these frequent as- surances of Mr. Doe’s intention to de- part chokes down his intention of do- ing him physical violence and remains motionless.) Mr. Doe—When I leave your store I sha’n’t return for six months. You need not worry. I won’t trouble you for half a year. But at the end of that time I am coming back if you set the dog on me. If your clerks have changed in the meantime, and you discover that the new men are making mistakes right along—if you discover this, then you'll listen to me, won’t you? Mr. Grum—Young man, I know all about my clerks. Mr. Doe—I understand that. As I said, your clerks do not look like men who make mistakes. But if, six months from now, you had another set and you knew positively that they were making mistakes—then you would listen to me, wouldn’t you? Mr. Grum—If that were possible, yes. Mr. Doe (having at last got the chance to ask the question he wishes) —Well, I will see you again then. No man can ask for more than a square October 25, 1911 deal and you have given me one. (Mr. Grum’s face relaxes into an almost friendly expression. Mr. Doe notes that this is the psychological moment and says quickly): As a matter of fact, Mr. Grum, if you knew that these clerks you have right now were making mistakes right along you’d listen to me to-day, wouldn’t you? Mr. Grum—Why, yes, if I knew that was so. But I know they’re nct making mistakes. Mr. Doe (drawing out a bunch oi lead pencils from his pocket)—Well, Mr. Grum, I think I will say to you to-day what I was going to say to you six months from now. Ofcourse if your clerks don’t make mistakes, you have no use for me. But if they are making mistakes, it is to your ad- vantage a great deal more than to mine to look into the matter, and any man that informs you of a fault in your business is doing you a favor. Here are six lead pencils. I[ col- lected these six pencils from your six clerks. You'll notice that every pen- cil has an eraser on the end of it. You will also notice that’ every eraser is badly worn. Every one of your clerks, when I asked him how he wore off his eraser, told me that he wore it off rubbing out mistakes. And one of them asked me sarcastically, “If I supposed a man used an eraser to swab the floor with.” Of course the one use of an eraser is to rub out mistakes, and I knew that when six clerks had each a pencil with an eraser worn off, they were making mistakes every day and rubbing out some of them. I notice, Mr. Grum, that you have a pencil behind your own ear, and that the eraser is badly worn. May I ask how you wore that eraser off? Mr. Grum (gives evidence of a vio- lent internal struggle; starts two or three times to speak and each time thinks better of it. Mr. Doe stands quietly and respectfully waiting, with no trace of exultation in his face. Fin- ally Mr. Grum speaks, with a note in his voice that shows Doe his fight is won)—Y 9ung man, I’ll say this for you—you’re a mighty smart sales- man. You've got me in a box. You might have talked until the Judgment Day if I had let you, without mak- ing as much progress as you have made by collecting these pencils. That’s an argument I can’t get away from. As to that pencil behind my own ear, I'll have to admit that | wore off the eraser on it rubbing out mistakes. There you are! I suppose Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. , Many improvements have been\ made in this popular hotel. Hotand 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 oe at to the ground floor. The rates remain the same—$2, and $3,00. American plan. ae All meals 50c. Ey + October 25, 1911 I’ve got to listen to you now. I'll give you ten minutes. Go ahead. Scene IV. Mr. Doe (having just emerged from the store, stops around the corner to light a cigar)—Well, he was a hard nut. But there was a way to crack him, just as I thought. All I needed was a chance to put my proposition before him. I knew I could land him if I could get the chance to talk to him. That $450 order will help some in my record for this month. The old man at the factory was right when he said there was always a way to meet every objection and overcome every dificulty if you only thought hard enough to find it out. Now for that customer over on Front street. {Starts briskly down the street with a face full of courage and determina tion.) W. C. Holman. —_—>o-o News and Gossip of the Traveling Boys. Homer Bradfield went to Ionia Sat- urday. We suspect he did a large business there, as he spent nearly twenty minutes in the town. “The Mead,” at Leroy, which has been closed for some time, has been thoroughly renovated and re-opened by Mrs. Frank Smith. Willie Millar, representing the Na- tional Candy Co., attended the M. A. C.-U. of M. football game in Lan- sing. Willie was a former student at the M. A. C. and at one time a foot- ball player of considerable local re- nown, playing on the Grand Rapids high school eleven. Chas. Perkins is either very absent minded or his eyesight is going back on him. Charlie stood on the track at Walton Junction last week and watched the train come along, think- ing it was on another track. He had a very narrow escape from being run down. We would much rather write the above notice than write: He was beloved by his fellow travelers—the floral tributes, etc. L. F. Hake, who has been with the Washburn-Crosby Co. for a num- ber of years, has resigned and ac- cepted a position with the McLaugh- lin Coffee Co. Louie takes up the territory formerly covered by Wm. Martineau. As Louie has called on the grocery trade for several years, the work will not be new to him, although he will cover a larger terri- tory than he did formerly. Received a letter last week ad- dressed in care of the Michigan Tradesman. We beg leave to state we are still with Edson-Moore & Co. and doing business at the old stand, 28 South Ionia street, Grand Rapids, Mich. Prosperity seems to have struck some of the local travelers. John Grotemat bought a new pair of shoes last week and Will Berner and wife had luncheon at Chan Hoys. Jimmy Roy celebrated his 34th an- niversary last Saturday—no, dear reader, not wedding, but birthday an- + niversary. Our youngest sister was married in Chicago last week—we have but one sister. Will Martineau, for a number of years with the McLaughlin Coffee Sa ae a a a eMac RAS ae nb Sk aie ed aac a a ah Sethe hema naka Maat enlkicke cateasoee’ cickosdeaaeemnalana cits. MICHIGAN TRADESMAN Co., has resigned to accept a posi- tion with the Leitelt Iron Works, of Grand Rapids, as credit man. Will’s smiling countenance will be missed by traveling men and trade alike. We can’t figure out how Bill will suc- ceed if he has to give up his smile and look sour like a real credit man. Actions speak louder than words. Clint Furtney has been buying house- hold furniture, etc., for some time. He needn’t say anything at all. These short days help some. If we get in town at 5 o’clock we can pass the boss without being recognized. The first of the series of U. C. T. dances was given last Saturday night and was a decided success. Dances will be given every second Saturday night at the hall in the Herald build- ing. All traveling men, whether mem- bers of the U. C. T. or not, are cor- dially invited. But, then, nearly all the boys be- long to the U. C. T. anyway. What happened to the Saginaw cor- respondent? The articles were inter- esting and the boys would like to see more of them. Louie Firzlaff, of Manistee, former Indian Chief-hunter-trapper-traveling man and a few things that wouldn’t look good in print, was in Grand Rapids a short time ago. Judging by the way some of the trains are running these days, the only safe way to get home on Friday would be to start a day ahead of time. These words, taken from Shake- speare, might refresh a few minds: He who steals my purse steals trash; But he who steals from me my good name Robs me of what, not enrichens him, But makes me poor, indeed. Wm. Cook, former Grand Rapids boy, and his wife were among the out-of-town attendants at the U. C. T. dance. Bill, who is a member of the local Council U. C. T., is city rep- resentative for the Lemon & Wheel- er Company at Kalamazoo. Bill’s ear- to-ear smile is still as broad as ever. His many Grand Rapids friends were pleased to see him. Fd. Snyder, Jr., accuses us of hav- ing seen a whole batallion of police- men at one time in Manistee when there are only eight in the town. Well, at any rate, we saw some- thing. We wish to thank Homer Brad- field for the kindly help he almost gave us on this week’s gossip. J. M. Goldstein. >. News and Gossip About the Saginaw Boys. Saginaw, Oct. 24—Saginaw Coun- cil, No. 43, held their regular meet- ing Saturday, Oct. 21, and two “good and true’ men took the work. Ben Hanson and W. French can vouch that they got all that they expected. Bay City Council, No. 59, came up strong and, after helping the Sagi- naw boys do the work, enjoyed a banquet and smoker. Gordon Grant acted as toastmaster in his usual way, which proved a credit to No. 43 Council, and the way the boys re- sponded proved that the boys on the road could fill positions other than traveling salesmen, Brother Jim McDonald, “German by de- scent,” sang one of his good old Scotch songs, and the meeting clos- ed at a late hour, everybody promis- ing to get out and work for new members. Somebody please see Harry Per- kins, from Bay City, and find out why it takes so long for the cars to run from Bay City to Saginaw. Har- ry did not get to the Saginaw meet- ing until everybody was ready to go home, although he started from home at 6:30 p. m. Please advise Wm. Scharder, Sr., that the Grand Rapids train via Al- ma does not run over the Jackson division of the M. C. R. R., and if he wants to go to Alma to take the P. M. R. R. : _R. C. Garvey: Please come up and pay your own dues, instead of send- ing the money up. We want to see you at the meetings and tell Miss?, at 521 South Fourteenth street, that she need not expect to see you on the 18th of November, as the U .C. T.’s have a regular meeting that night. The heavyweight championship of Council No. 43 was not pulled off on the 2ist, as expected, as M. S. B. was deer or “dear” hunting and no one would take on B. N. M. so it has been put over until Nov. 18. Saginaw Council, No. 43, are to give “Ye Olde Time” fish supper at their hall Saturday, Nov. 4, at which time the ladies are to be with us, and everything has been left with the Committee—C. S. Fuller, H. D. Ran- ney and O. D. Gilbert—to see that things will be doing. The Committee have ordered 100 pounds of white fish and 100 pounds of perch from Bay Port and A. F. Neumann will look after the serving of the supper. The menu is as follows: Baked white fish, with drawn butter. Fried perch, a la Bay Port. Scalloped potatoes. French fried noodles. Cabbage salad. Bread and butter sandwiches. Rolls. Lemon ice. Wafers. Tea. Milk. Coffee. _ Bonbons. Cigars. All visiting U. C. T.’s are invited. A Committee will call at all the ho- tels to see you and we want you to join us that night. j. C. Miller, Jr., 314 North Sixth street, who travels for the John W. Ladd Co., is on the sick list. John Collin, with the Buick Auto Co., is sick at his mother’s home, 445 South Fifth street. Hotel managers looking fora first- class head waiter please write Big Will McGreagor, care Saginaw Coun- cil. Enough said. E. V. Graw, formerly with Bostick- Brown, is now selling supplies for the Grand Rapids Supply Co. Customers of Otto Kessel, with the Saginaw Valley Drug Co., beware of advance in price in drugs, as Otto did not win a game all day Monday. Don’t forget the fish supper Satur- day, Nov. 4, 7 p. m., at Saginaw Coun- cil hall. CS. b. —_—_+- + People often have to play on many kinds of instruments before they strike the note of success, 41 The Boys Behind the Counter. Hubbell — John Long succeeds Thomas Opie as clerk in the hard- ware store of MacDonald Bros. Rockfcrd—Clare Slusser has sever- ed his connection with the Charles F. Sears dry goods store to take a clerkship in the C. D. Carpenter dry goods store, at Big Rapids. Vermontville—Harley Andrews has resigned his position at the creamery and gone into C. E. Hammond & Son’s shoe store for the winter. R. E. Hammond will soon go on the road as traveling representative for a line of furniture and caskets. Cedar Springs—Guy Harris suc- ceeds Wm. G. Miller as prescription clerk for R. Boyd Cawthorpe. Eaton Rapids—Wayne Moulton has been tendered a responsible position with the Fletcher Hardware Co., of Detroit. Cadillac—C. A. Olson has secured Leonard Johnson, of Manistee, an ex- perienced shoe man, to manage his store. Albion—Otto Franz, of Napoleon Ohio, is the new clerk in the Woch- holz & Gress grocery. He will take the place of Louis Wochholz, who is attending the University at Ann Ar- bor. Grand Haven—Fred Thieleman, of Milwaukee, is now in charge of the Baar drug store for Van I. Witt. Mr. Thieleman is a former Grand Haven young man, having spent a part of his boyhood in this city. He is a son of Robert Thieleman, a_ well known marine engineer. Northport—R. B. Haig, of West Branch, has assumed the manage- ment of the Northport Pharmacy, in place of Bennie Burkhead, who has resigned on account of ill health. Sault Ste. Marie—A. S. Adams, formerly of Grand Rapids, has taken the position in the shoe department at the Leader which was recently va- cated by Charles Doherty, who is leaving on account of ill health. Cedar Springs—Galen Glidden suc- ceeds Guy Harris as clerk -in Charles Mather’s general store. Petoskey—Harry Long, of the Long Meat Market, has gone to Eas{ Jordan, where he has taken a posi tion in the market conducted by Peter Smith & Son. The Long meat market will be continued here by Mr Long, Sr. —__~+2+2s___ Big Rapids Pioneer: P. A. Douglas has moved his family here and is oc- cupying the residence at 502 South State street, and intends to make Big Rapids his headquarters. Mr. Doug- las lived ia Pittsburg before coming here. He is traveling salesman for the Angldile Computing Scale Co., of Elkhart, Ind., and finds Big Rapids more convenient to his travels than bis former home. He lived here sev- enteen years ago. Eo A new high record in the annual production of talc or soapstone was made by the United States last year. Boston eats more spaghetti than any other American city. —--2 The only way to hold the trade of . the town is to give consumers what they want, : 3 : ‘ i MICHIGAN Michigan Board of Pharmacy. President—Wm, A. Dohany, Defroit. Secretary—Ed. J. Rodgers, y port Huron. Treasurer—John J. Cam pbell, Pigeo Other Members—Will EB. P Collins, "Werce- so; John D. Muir, Grand Rapids. gto vel aye Druggists’ Association. President—D. D. Alton, emont. First Vice-President——J. D. Gilleo, Pompeii, ocean Vice-President—G. S. Layerer, ay foc 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 Pharmaceutical Associa- tion President—E. W. ‘Austin, Midland, - First ny ice-President—E. P. Varnum, on Second Vice-President—C. P. Baker, ee Creek. hird Vice-President—L. P. LAépp, Biisotala, Secretary—M. H. coe Battle Creek. ens, Rodgers, Treasurer—J. J. “Wells, Executive Committee J. Port Huron; L. A. Seltzer, Detroit; S. C. Bul Hillsdale and H. G. Spring, Union- Grand _— Drug Club. President—Wm. Kirchgessner. Vice-President—O._ A, Fanckboner. Secretary—Wm. H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. The Pharmacist of the Future. Pharmacy, which at present is the most underpaid and underestimated of professious, has a great and noble future. This may sound very strange to your ears, men of the mortar and pestle, venders of patent medicines and postage stamps, with mortgages on your chattels, you who are sub- jected to all kinds of impositions by an ungrateful public. But in spite of all this, the noble art of dispensing and the modern science of pharma- cology have a great future. Before taking up the hypothetical future pharmacist, let us endeavor to analyze the reasons why the pharma- cists are ignored and underpaid. No- body will deny the great responsi- bility connected with pharmacy, the great deal of knowledge and study which is required of the pharmacist to keep abreast with the advancement of sciences. You all know how much usefulness and benefits the commu- nity derives from the pharmacist, by his rendering gratis first aid to the injured and maintaining a general free information bureau for the public. Yet with all these services, pharma- cists are very poorly remunerated and appreciated—nay! they are treated with the greatest discourtesy and have come to be considered more of a convenience than a necessity. We can not put the whole blame upon the public; they would, natural- ly, sooner- or later, appreciate our services, but there must be something wrong with us, there must be some virulent sore gnawing at the root of our very existence which retards our growth and development. This sore, to my idea, is commercialism, the trade in rubber goods, soap and tooth picks, the selling of soda water, ci- gars, and coffin sails, those other nu- merous side lixes which tend to the gradual shifting of the prescription counter away back to an obscure: cor- ner of the establishment and reduc- ing the laboratory to insignificance. This takes away from the pharmacist his professional dignity and makes of him a greedy vender of nostrums and manipulator of useless wonderful discoveries on lithographed labels. The law of impenetrability; two bodies can not occupy the same space at the same time, can be applied ob- jectively to the present state of phar- macy. We can not handle barrels of moth balls and delicate balances at the same time. We can not master the tests and assays of drugs and at- tend properly to the manifold duties of a storekeeper. It is next to im- possible to do justice to two jobs at one and the same time. Besides this inconsistency in our methods, we must consider the two deadly foes of the corner apothecary; the department store in the larger cities and the great pharmaceutical manufacturing houses which reach everywhere; the former handling ev- erything belonging to the drug busi- ness on a large scale and drawing a continuous flow of trade away from us, and the latter possessing the lat- est machines for turning out artistic pills and tablets by the thousands per hour. Both, with their tremendous power of wealth and their ensemble of trained chemists and _ salesmen, publicity man and detail men, and the flood of printers’ ink, tend to impress on the minds of the physician that the corner druggist can never turn out a preparation as nice and palatable as these octopus pharmacists will, and daily our chances of competing with them are getting weaker and weaker. In addition to this, the druggist’s everlasting struggle with his neigh- bor forces him to resort to question- able methods to gain trade, and this demoralizes the ever so little profes- sionalism left in pharmacy. Thus the poison of the pharmaceutical pro- fession is commercialism, and the an- tidote is education. You have noticed the great agitation in the pharmaceu- tical world for a more thorough training and education for students of pharmacy. The state and _ national pharmaceutical bodies are endeavor- ing to raise the requirements of pre- liminary knowledge before entering college and are exacting a higher and more thorough pharmaceutical edu- cation in the curriculum. All this TRADESMAN work done by leaders of pharmacy is not a matter of mere occurrence; it is the gradual and natural trend of this age, which strives to higher spe- Cialization in every profession and calling, and pharmacy is not immune from these influences. New branch- es of study are added to pharmacy. proper all along the lines of chemi- cal anlysis, of gastric juice, food analysis and research work. The fu- ture pharmacist will be engaged to do this and his prescription work ex- clusively, and will leave the commer- cial lines to business men. With the advent of this order of things our re- muneration and in the same ratio our social professional standing will in- crease, and out of the confusion and inconsistency of the present day pharmacy there will arise the future isolated profession of pharmacy, en- tirely regenerated and resuming a healthy, fruitful life. Max A. Lipkind. ——_--. Removal of Tattoo Marks. The principle of treatment of these marks is to excite an inflammatory process by means of chemical irri- tants so far as to cause destruction of the superficial layers of the skin. Two methods have been devised, the method of Variot and the method of Brault. Variot’s plan of treatment, accord- ing to Brocq, is as follows: First, he places on the tattoo marks a concen- trated solution of tannin, and tattoos this in. Then a silver nitrate pencil is rubbed vigorously over the sur- face until the surface becomes black from the formation of silver tannate in the superficial layers of the skin, and the surface is then washed with water. In the next few days a slighi inflammatory reaction occurs, and over the surface treated a closely ad- herent dark crust forms. After the third or fourth day there is no pain except when there is movement of the muscles under a large crust. Oc- casionally there is a little suppuration under the crusts, but if secondary in- fection is avoided no severe inflam- mation occurs. After fourteen or six- teen days the crust comes off spon- taneously, the corium and the epider- mis underneath have been repaired, and the locality of the mark is recog- nizable only by a_ superficial pink cicatrix which gradually becomes of normal color. A couple of months after the operation the scar is hardly _ noticeable. Brault’s method of removing tattoo marks consists in tattooing the re- gion, previously rendered aseptic, with a solution of 30 parts of zinc chlorid to 40 parts of water. The needles with which the tattooing is done are dipped in this solution and the surface is lightly moistened with the same solution after the tattooing. If properly done the resulting inflam- mation is slight and after a few days there forms a superficial crust which remains about a week and then falls, leaving a slight, eventually almost impérceptible, scar. This method suc- ceeds in a few cases but requires skill and care in its application in order to obtain good results and to avoid suppuration and deep cicatrization, October 25, 1911 To Remove Stuck Stoppers. Regeant bottles holding caustic al- kalies, alkaline carbonates, etc., very frequently become fixed and the us- ual method has been to tap the stop- per with a wooden block or the ap- plication of heat to the neck, or a combination of both. Results are poor in certain cases and often cul- minate in the fracture of the neck. The inverse process may be used to advantage. In other words, freeze the stopper, thus causing a contrac- tion of the stopper from the neck. The bottles which I used for experi- ment had failed to open under the heating and tapping, and were bad cases of fixed stoppers. The bottles held sodium carbonate that had form- ed sodium silicate, an excellent ce- ment, and so were firmly fixed. hey were inverted in a mixture of crush- ed ice and calcium chloride, taking care that the freezing solution did not touch the lips of the bottles After standing twenty minutes each stopped was removed without the slightest exertion. This is the neat- est and safest way to remove stop- pers from bromine bottles and other corrosive chemicals. —_.-2.—___ A New Harmless Hair Dye. Wolffenstein & Colman have pre- pared a new hair-dye, which is claim- ed to be quite harmless. Parapheny- lene-diamine is treated with hydro- gen dioxide, and is thus converted in- to a base with a high molecular form- ula. By reduction this is converted into its corresponding leuco-com-. pound. A compound is formed by the reduction of para-toluylene-diamine by means of sulphurous acid. A mix- ture of the base with sulphite has been put on the market under the name “primal.” It is absorbed by the fibres of the hair, and darkens by aid of the oxygen in the atmosphere, or by means of a mild oxidizing-agent. By varying the relative quantities dif- ferent shades can be obtained. —_~+-+-___ Walnut Juice Hair Dye. Bruised green walnut shells, 45; alum, 3; distilled water, 12; macerate together for forty-eight hours and press. The liquid thus obtained is preserved with alcohol, 30, then set aside to deposit, and filtered. Or, green walnut shells, 16 ozs.; rose water, 4 fl. ozs.; alum. 2 ozs.; bruise the walnut pericarps and the alum together in a mortar, add the rose water, allow to macerate for four days, then strain and press. To every 3 ozs. of expressed liquid add 1 oz. of eau de Cologne or perfume. — —~-+s—____ To Determine the Purity of Lard. When pure melted lard is mixed with strong sulphuric or nitric acid only a slight color is produced, which may be yellowish, pinkish or very light brown. When cottonseed or other seed oils are present the color is yellowish brown to brownish black or even black. With silver nitrate solution pure lard produces either no reduction at all or only the very slightest. Cottonseed oil causes a marked reduction, and the mixture becomes brownish pr black from the reduced silver, other alcoholic . October 25, 1911 Acidum Aceticum .,...... Benzoicum, Ger.. Boraci® 2...3<6.; Carbolicum Citricum ... Hydrochlor pen ag os CUM ....... Phosphorium, dil. Salicylicum ....... Sulphuricum .... ag Pn esmtl See Ammonia Aqua, 18 deg, ... Aqua, 20 deg. ... Carbonas ....... Chioridum ...... Black ld i Baccae Cubebae ........ Junipers ........ Xanthoxylum ...1 25 Balsamum Terabin, Canad.. Tolutan 00.66 Cassiae .......+. Cinchona Flava Buonymus atro.. Myrica Cerifera.. Prunus Virgini .. Quillaia, gr’d. . Sassafras, po 30 UImMun: 0c Extractum Giveyrrhiza, Gla. Glycyrrhiza, po .. Haematox ...... Haematox, 1s ... Haematox, oe Haematox, we Ferru Carbonate Precip. Citrate and Quina Citrate Soluble . Ferrocyanidum $Y Solut, Chloride ... Sulphate, com’l hess ote com’l, by bbl., per cwt. Sulphate, pure . Flora Matricaria ...... Folla Cassia *Acutifol, Tinnevelly .. Cassia, Acutifol Saivia officinalis, \%s and %s .. Uva Ursi ....... Acacii Acaci Acaci Acacia, sifted sts. Acacia, po ...... Aloe, Barb ...... Aloe, Cape ...... Alone, Socotr! .... Ammoniac ...... Asafoetida .......1 Benzoinum ...... Catechu, Is ..... Catechu, %s .... Catechu, 4s ... Camphorae ..... Euphorbium .... Galbanum ...... Gamboge .. po..1 Gauciacum po 35 oe «eee po 45c PPPS w 3 "3 elia Shellac, bleached Tragacanth Bivae sh Herba -Absinthium .... 4 Eupatorium oz pk Lobelia ....0z p Majorium ..oz pk Mentra Pip, oz pk _—— Ver oz Pk Siw OZ Wranackiacn Z px Thymus V oz pk Magnesia Pai K-M. Oleum Absinthium .... 6 nisi 1 Auranti * Cortex 3 Bergamii ........6 25 Coreen eicas cue Caryophilli .... 1 a Mentha Verid .. So 999 Sinapis, ess. oz... 2 Potassa, Bitart pr Potass Nitras opt Gentiana po 15.. Hydrastis, eonaan Hydrastis, Can. po @5 Medonigltom po Ganauitenk po 18 Smilax, offs H.. Valeriana Eng .. ~ Ba ro ga Caceres Cannabis Sativa Carui po 15 -...., Ann oon - J9O99H9HHOHOOOSHSOONSHHOOSO Gydo Dinterix “Odorate 4 | aad po. Lini, i. bbl. 51% so oeraris Cana’n ah ed Sa a Spiritus Frumenti W. D. Junipers Co OT P' Extra yellow sheeps’ Florida sheeps’ wool, Grass sheeps’ wool rriag Ame Hard, ads use Nassau sheeps’ ven carriage ...... Velvet extra cage Yellow Reef, for 3 é Qo HR I eae, Oses cakes sinc ale vals 1°75@1 85 - 4 00@4 10 --2 35@2 50 --1 00@1 10 seeee-4 80@5 00 Geranium .... oz Gossippil Sem gal 70@ 75 mee cite 2 50@2 75 40@1 20 90@4 00 --1 80@1 90 2 75@3 00 -4 75@5 00 - 2 00@2 75 caeeasous 3 60@4 10 eptaae ees a 1 00@3 00 Picis Liquida ... Picis Liquida gal. 75 10@ 12 @ +40 94@1 00 ee. 11 50@12 00 @1 00 90@1 00 @4 50 90@1 00 @ 6 40@ 45 40@ 60 @1 60 15@ 20 oe 1 50@1 60 18 15 35 15 14 2 30 25 35 12 25 40 lo 18 15 50 50 S833s MICHIGAN TRADESMAN WHOLESALE vRUG PRICE CURRENT Netlge 2. Scillae Co. ...... Tolutan ......... Prunus virg, .... Zingiber ........ Tinctures PIOCR eos on css Aloes & Myrrh.. Anconitum Nap’sF Anconitum Nap’sR APMHCA esse ce Asafoetida ...... Atrope Belladonna Auranti Cortex .. Barosmp ....... Benzoin ........ Benzoin Co. : Cantharides .... Capsicum ....... Cardamon ...... Cardamon Co. .. Cassia Acutifol .. Cassia Acutifol Co Castor: oe eccecs Catechu ...... eee Cinchona ..... eens Cinchona Co, ... Columbia ....... Cubebae ........ toa sinsuele se Ferri Chloridum | Gentian ........ . Gentian Co. ..... Guia 6s ican ys Guiaca ammon_ : ores wees EOGING (oe visa gccck MGs ies cess ‘ Lobes Heiwaled'stecs Ven gices ‘e Nu = Vomica ais pa pes Canara Opil, deodorized Sanguinaria Serpentaria ..... Stromonium Tolutan. ......45. Valerian ........ Veratrum Veride Zingiber ........ Miscellaneous Aether, Spts Nit 3f 30@ Aether, Spts Nit x 34@ Alumen, grd po Annatto ce eielelaiecs Antimoni, po 4 Antimoni’ et po “7 40 Antifebrin ...... Antipyrin ....... Argenti Nitras oz Arsenicum ....... 10 Balm Gilead buds _> Bismuth & N Calcium Chlor, ie Salcium Chlor, ¥%s Calcium, Chlor, %s Cantharides, Rus, Capsici Fruc’s af Capsici Fruc’s po Cap’i Fruc’s B po Carmine, No. 40 Carphyllus ..... Bie Cassia Fructus . Cataceum ..... ce Centraria ....... Cera Alba ...... 50 Cera Flava ..... 40 Crocus a5. oo ccc 45 Chloroform ..... 4 Chloral Hyd Crss 1 25 Chloro’m Squibbs Chondrus ...... Cinchonid’e Germ 38 Cinchonidine P-W = Cocaine ........ 3 Corks list, less 70% Creosotum ...... Creta .... bbl. 75 Ether Sulph .... 3 Flake White .... 12 Glassware, fit boo 75% Less than box 70% Glue, brown .... 11 Glue. white ..... 15 Glycerina ....... Grana Paradisi Humulus .... Hydrarg Ammo'i Hydrarg Ch.. Hydrarg Ch Cox Hydrarg Ox Ru’m eae Ensue m 45 Hydra: oh Ichthyobolla,. Am. Indigo a — Resubi os i Iodof Ne eews Liqu ap . hasan et Tod. 25 Lig. Potass Arsipit 10 12 toe Lupulin ......... @1 75 Lycopodium .... 60@ 70 Macis ........... 65@ 10 Magnesia, Sulph. 3@ 5 Magnesia, Sulph. bbl @ 1% Mannia S. F. .... 90@1 00 Menthol ........ 6 25@6 50 Morphia, SP&W peop SNYQ Morp Mal... pt Canton “| 40 Os Sepia ........ Pepsin yy Hé& PD Picis Liq N N % gal. doz. ...... Picis Liq qts .. Picis Liq pints a Pil Hydrarg po 80 Piper Alba po 35 Piper Nigra po 22 13 Pix Burgum .... 10 Puivis Ip'cut Opil'1 46 ulvis Ip’cu 30 ee bxs. nH? & doz Perarues pv 20 1 50 Quassiae ...... 10 Quina, N. Y. .... 17 27 Quina, S. ae weecke 27 Quina, S P & W 17 Rubia Tinctorum 12@ Saccharum La’s er a ase Sanguis Drac’s Lard, extra .... = ne Linseed, pure r'w 92.. Turpentine, bbl. Ww Pitta Mixture inapi Turpentine, less .. Wh Snuff, yMaccaboy, oO Snuff, Sh DeVo’s Ro os ~ po Soda et t Pot's Tart 2 Shwe m wont ses Vermillion Prime Whiting Gilders’ p Whit’g Paris Am’r Strychnia Cryst ‘ oe Eng. cliff Whiting, nite S’n service. 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 Hazeltine & Perkins Drug Co. Grand Rapids, Mich. 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 If you sell them customers to have good appetites. The answer is Lowney’s Cocoa. It is appetising. wholesome and strengthening. Your Lowney’s Cocoa customers will be your best cus- IT’S UP TO YOU MICHIGAN TRADESMAN October 25, 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 Nuts—W hole Peas Nuts—Shelled Corn Syrup Flour Dried Currants Dried Citron Rolled Oats Dried Peaches Cheese Beans Coffee Index to Markets By Columns 1 ARCTIC AMMONIA Oysters 0%. Cove, 1tb. ..... 8@ 90 Co 12 02. ovals 2 doz. box 75 Cove, 2m. ..°°7° 1 65@1 75 ums A Pe SSE Nee Plame: 00@2 50 Ammonia ..........-- os : hs aca ree a aan a an Pears in § Axle Grease ..........- iD, fr bane : — ; 29 No. 3 cans, per doz. ..1 25 B te eee ee Merten ees Baked Beans .....--.-- 1 351’ pails’ per doz, ..7 20 Harly June ..... 95@1 25 senders ae : 25%b. pails, per doz, ..12 00 rly me 15@1 80 u oS : Brooms ok BAKED BEANS Ae ee 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 ........., 1 85@2 50 Cc No. 2, cans, per doz. a5. Sliced 2500 5@2 40 Candles 2... <..-.05+:-+ 1 No. 3 cans, per doz. 8&5 : Pumpkin Ganned Goods .......- 1-2 1b. can, per doz, .... 90 Fair .............. 85 Carbon Oils ae .. 2 2%. can, per doz. ....1 40 GOOG oe 90 Catsup ee . 2 3%b, can, per doz. ....1 80 poner ea Seas oe 1 00 Cereals —. BATH BRICK Hee: 2 Cheese ........- - English ............ --- 9% Standard Chewing Gum ce BLUING Or deca Panodinte eae : 3 Sawyer’s Pepper Box Warrens, 1 Ib. Tall ....2 30 Cider, Sweet . 8 Per Gross Warrens, 1 Ib, Flat ..2 40 Cl. thes Tiase 3 No. 3, 3 doz. wood bxs 4 0v Red Alaska .....1 75@1 85 moo 3 No. 5, 3 doz. wood bxs 700 Pink Alaska °::11 30@1 40 Coffe ae 3 Sawyer Crystal Bag dines Ome a: ee g Blie 2.25.5... 3s 400 Domestic, \%s .........3 26 coo sore nent 4 soos Domestic, 4% Mus. ....3 50 Cra : os Steck oo Ne aes : 5 00 Domestic, % Mus @i Cream Tartar .. o, 1 Carpet 4 sew .... ench, %s ........ 7@14 ‘No. 2 Carpet 4 sew ....4 75 fa, h : 5 D ench, 48 2.2.2.2... 18@23 No, 3 Carpet 3 sew ....4 50 Shrimps Dried Fruits ........... € No. 4 Carpet 3 sew ....4 25 Dunbar, Ist, doz.......1 35 Parlor Gem ...........5 25 Dunbar, 1%8, doz 2 35 r ee oy nek eeeteee es ? Siccotaskh Farinaceous Goods .... 6 ancy SK «+e MA eS ae es 85 Fishit Tackle ......-.-. 6 Warehouse ............ BO aan is Flavoring Extracts .... 6 BRUSHES Fancy 2.0.55. :-1 25@1 40 OUT .c0sscekesees oe, Scrub Strawberries Fresh Fish ....... 7 Solid Back, 8 in, ...... 75 Standard .......... Fruit Jars .......- Solid Back, 11 in. .... 95 Fancy ........ =a Pointed Ends ......... 85 Tomatoes G Stove Good ......... --. 1 15@1 20 mig 2. ) oe esis 90 Fair .....2. sees. 1 10@1 15 Grain a Nb) Be 425 Fancy <...22..:. @1 40 Ginins |i. .....2-:.5.55 NO 3.20 ee 175 No. 10 ........... @3 50 Shoe CARBON OILS No. we eccoccescavecces 1 00 Barrels MOIS oo osc ecnssecnccs ONO To Coss ee 130 Perfection ....... 9 Hides and Pelts ...... oo BNO oes oce as ins 170 D. S. Gasoline .. 13 Horse Radish .......... BONG. 8 ee 190 Gas Machine .... 20 Deodor’d Nap’a 2 J BUTTER COLOR Cylinder ....... 29 @34% Selly. es ees g Dandelion, 25¢ size ...2 00 Engine es 16 @22 SBEB ....2.56 oe CANDLES ack, winter 84% @10 so Paraffine, 6s ... Seat CATS M Paraffine, 12s .. - 8% Columbia, 25 pts, ....4 15 Mapleine ..............- Wicking |... 2.2246... 20 oes = Dee cou oe : = 7 Meats ... nder’s pits ..... 5 opel Piece CANNED GOODS CEREALS RIBtAIA 26 oc5 es Apples | 95 Breakfast Foods iota vate © @. 98 Bear Food Pettijohns 1 95 N ‘ Gallon ..... Oe 7 5@ on * Wheat 36 21m 4 50 Mats oc ee: Blackberries g-O-See, 36 pkgs. 2 85 Ab. oes 150@1 90 Post Toasties T No. 2 O Standards gallons @5 00 24 DEES. 55. 5 oe: 2 80 UMOR 656555 s too ee $ ean Fost Toasties T No, 2 Baked .......... 85@1 30 O° PRES: 0... 5c ace 2 80 P Red Kidney ...... 85@9 Apetiao Biscuit, 24 pk 3 00 PAS oes cook ou cbc nu S String oe 70@1 15 18 pikes oo 1 95 PGHION 465 go's nennss ssa BS. Wax eo s5 cs 5@1 25 Grape Nuts, 2 doz. ..2 70 Playing Cards ......... 8 Blueberries Malta Vita, 36 1M. ...2 85 PARAS: .5255-- 5-252 -s-- 8 Standard ........... 30 Mapl-Flake, 24 1th. ..2 70 Provisions .............. 8 Gallon. 40.42.26. 035 650 Pillsbury’s Vitos, 3 dz. 4 25 R Clams Ralston Health Food 9 Little Neck, 1tb. 1 00@1 25 BO DIR ee 450 RICO .---- 2 eee eeeee sevens Little Neck, 2th. @150 Saxon Wheat Food, 24 s Clam ou baci Ke pies. : eee i -.3 00 Burnham’s Bis oes Shre ea iscuit, es Be ee. ; Burnham’s pts. ....... 3 75 BO? DKEB. ss laa. 3 60 8 1 Soda Sel Ege ae "*** 9 #Burnham’s ats. ...... 750 Kelloge’s Toasted Corn ie cere eeee cece ses 9 Cherries pre 36 pkgs in cs 2 » Pele os aiess sae ce es aa igor, 36 pkes. ....... ee ore motel te Damir 1 28G1 99 Voigt Corn Flakes’ .1114 50 Meine Pee at Good 2.6245 34552 ashington Crisps Snurt a ee Paney 42250 6. es @1 45 36 pkgs. ........ 2 80 eT AES. 14 French Peas Rolled Oats Ce eee oe eee 10 Monbadon (Natural) Rolled Avena, bbls. ..5 80 oe ee are 10 per doz. ...:......2:45 — Egg eno tb. sks : = puuccr seat tee os pnarc. Soe cree reece teen nee nes . No 16 Gooseberries 090 Monarch, 90 tb. sacks 2 65 —: “ 10 oO. “Somtny ce eee posure. 18 Regular ol eo eee peo race ee ek uaker. Mis Standard: i302 50-5005265 85 Cracked Wheat Lobster PN oe ee 2 3% Ro see ee ee 40 94 2m. pkgs. .......... 2 50 IDs es ok ewan eee ss oo 4 25 CHEESE Picnic Valls. ..-.....,. 275 ied Lima ig Wond : cloth 4 60 pores 26 Se LAD Dn 2% 2 ver Gloss, bs. 6 Yorn Cak pib@es se moe Med Hand Pi rou Worde er, 4s cloth 4 % Ib. 6 Ib. on - $ALAD D W 3% , 12 bibs. 8 Cute ete oS 5 76 Brown and, Picked «. stots, Quaker, Grocer Co.'s iran Oe Shea RESSING a mi ee Cuban, Star, be creree eB 16 ° af paper rand B OLIV a -- 18 Columbia, % pint .....2 16 5Ib. packages D es’ Mixture, 5¢ _... 5 76 Fa sens kee m Quaker, el G bac eelee eaecd ulk, 1 Ss a, 1 pin ecod 20 : " packa ara ars 5 rum, e; Se...) 5 ge 25 1 Ib, pac packages oe sine Ke pss 10 Bulls 2 gai hogs sg 29 pussere: bees tae dO Som, | packages 1.0.1: “a Glad Hand, 56° .2221 3 i _ eee gal. k 0 Snider’ 3 doz. . Leis er es aa 5 72 pOtiginal “Holland “Fisk seinen’ & Winesisr'co. seued, bce ~~ S Siders large 1 dow 333 syupe* * Growler, go 500000 ao 8 con to contai Wh ar, %s cl : Stumca’ 14 O iers’ *Bo Lh ees ss 5 90 ee *. aca ces oe ottled Pick 28 Ib. sacks ... :.3 10 Halford, SAUCES Ssarcot: ¥, y, 8¢ ......5 95 ele 414 fern Wheat 8 oz., per do es Tb. sack: wid a ge ARae ° large Sw otus, 5c --0 99 East India Sa > Rakes at Flour 10 0z., per Gan ae Ot Wa maha ga é a Halford, oa 3 75 Sweet Tip We ee 6 00 German Coe eyes ce oe aaa Horn, oy Brand 16 oz., per oe ceuckees ae 56 Ib. dair arsaw : all ........ 2 25 Sun Cured 1. 5c ..6 OU Garman. ceva Le 6 Golden Horn, amily ..6 49 24 0%, pe Oe cL "145 28 Ib. a y in drill bags TEA Summer Hi eal il 7 , broken pkg a Wisconsin R bakers ..5 30 32 oz., r doz, .... 1 airy in drill b Sundari Japan Trout Lin ne, 5c 5 76 ; Jud Rye ...--- eee aon 20a Solar Rock 29 Sundried, m ee ee "3 95 Peart Doty Te sacks .. eis ae Co.'s Brand Barrels Mediu "ligg36 $5 >. sacks Sele ee ee agen Tuacde 5 a os Pearl. 130 Ib. sacks 6 Geresota, Bo. dccccak es 6 80 alf bbls 1,200 oan 775 Granula Conca" 24 Li ried, fancy .. *"390@33 Union oo ae - Mi -. 5 Geresot Be cesT Poa 600 count. : ulated, fine 7 sular, medium... 36@40 Uncle S er, 5c _ 36 nute, 3¢ p eeseceeed 35 teen ts eS oes “"6 - on kegs ...... : 50 edium, fine .......... _ Chéiee, ...-24@26 Yum va l0c ..... io ap FISHING Soe 75 Win & Wheeler’s ss Ba Smali eee 2 25 SALT uae ee egular, fanc .30@33 my 5 258 30 f°? 1 in: ..: CKLE Wee DP ccccese —— ee cereees La: Cod " amend -fired a mann 40 Cott TWINE 1g to 2 in, a. a ee 20 5 gallon Kegs « Small ee te Basket-fred, choice "35@37 Cotton, ie 1% to Gece orden Grocer Co.'s B 6 0 Gherkins strips or a 7 i 40« ute, z pl = . 24 BERR cco) Ea ieee Fi ice te RBS oY Oe Ste Bg cc ee 15 Laurel, oe rrr BBS en wean Strips Halibut “ee am ium... 18 ane G wee aoe . eoeeD : J oe. Merman Seen. No 1 — ——— [ ae eldtn pacts 3 i Barrels Sweet Small | Chunks eeceeeeess) Ae Moris: = “stead aoc Highian No. &, de fect EO Volet’s Crescent. wo 8 Halt barrels ....227.. 350 2+. M. Holland isting’ sreveme. Suiice oe: aie soe a 2 22H 8 I Veleee tee ge Bey Pee tg ode FE Wh eee gee ooo One uen Eee No. 6, 15 feet ..... oe oigt’s Hygieni seoe 470 ee 00 MM wh hoop. bi. 6 00 Pingsue » medium ..25 obinson’s C mpound 13% ‘No. 6, 15 nS Graham . Clay, No. 216, Y. M. wh. hoop” kegs 72 Pings y, choice ... oe seem - %, f oe i Vi ? Seceuacaces « Cc per bo oop Mil uey, fa ae ae sugar No. 7, 16 oo 250 in crate vise axon Mexic ee moe ae P Bellles eaeoncese--14 Ohi ae kg. 23 iD, a50 in erate: c: 30 evcesece ? Soe sole wa, ” ra : eoee > Se Seer Co et eee 2 2S fk tiebaes ee ed ris” - 3 Ib., 20 in crate: ......35 i= reeseererseedb 0 Middlings na a eh tbs... 788s Petoskey Chief, 14 on. "3 80 ") 250 Im orate 522.2750 on tek: wcboeessae ae 76 pe eer 00 tb. tubs... ad: Sterling Dark & oz. 3 80 Barrel 6 Churns oe pom mat coccccce eS 20 alry Feeds 9 tb. tub vance Sweet ee » 5 gal., eac tisesesseoe ee OC © Wrykes & Co. $0 Ib; tine ‘iiadvanes Secct Cune t6e". 8 70 Barrel, 10-gai., each <2 68 Linseed 38 20 tb. .... advance Sweet Cub - c 119 Ro Clothes Pin 7-8 Meal ...38 00 10 BD pails ...advance Sw. a, 16 oz. ti und Head s pails ...advance sueee Cone, 1% on, foil 5 00 4 inch. & gro Celery . asec Cuba, 16 oz. = 450 4% inch, 6 gr OSS ..-++-.+--46 te eee aes a Guba, % Ib. xs 4 30 Cartons, 20 rs coer ae Burley, tc og 16 weed Crates 56 : pty Dumpty, hae 20 MICHIGAN TRADESMAN Special Price Current 12 No. 1 complete ........ 40 No. 2 complete ....... 38 Case No. 2 fillers, 15 DO 2... .cycsscuseess 2 OP Case, medium, 12 sets 1 15 Faucets Cork, lined, 8 in. ...... 70 Cork, lined, 9 in, ...... 80 Cork lined, 10 in. ...... 90 Mop Sticks Trojan spring ........ 90 Eclipse patent spring 85 No. 1 common ........ 80 No. 2 pat, brush holder 85 MOCO NG, Fvacc ces ca ccs 85 12Ib. cotton mop heads 1 45 Pails 2-hoop Standard ......2 00 3-hoop Standard ...... 2 36 2-wire Cable ..........2 10 Cedar all red brass ...1 25 3-wire Cable ..........2 30 Paper Eureka ......... 2 25 RADIO 4 secccscbesceess 2 40 Toothpicks Birch, 100 packages ..2 00 WAeM): ... csccwocccccs 85 Traps Mouse, wood, 2 holes 22 Mouse, wood, 4 holes 45 Mouse, wood, 6 holes 70 Mouse, tin, 6 holes .... 65 Rat, wood ............ 80 Kat, spring ............ 7b 20-in. Standard, No. 1 7 60 No. A BAWre .cccoccce 10 2d No, 2 Fibre .......22.-9 25 No. 4, Fibre ..........8 2d Washboards Bronze Globe .........2 50 Double Peerless .......3 76 Single Peerless .......3 2a Northern Queen ...... 3 = Doubie Duplex ........ 3 u Good Luck ....... ee | 78 Universal ............ 3 W Window Cleaners eoccce wecceeccoce Be BR, oe ope cas ccncss ss 1 85 BO ANS os ck cbc cee s ass 2 30 Wood Bowls 43 in. Butter ....... «ek 60 16 in. Butter .......... 2 26 17 in. Butter .......... 416 19 in, Butter ..... ceoceet 10 Assorted, 13-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING en Common Straw ...... Fibre Manila, white .. 3 Fibre, Manila, colored 4 No. 1 Manila .......... . Cream Manila ......... Butchers’ Manila ..... 3% Wax Butter, short c’nt 13 Wax Butter, full count 20 Wax Butter, rolls ....19 YEAST CAKE OR. cc ccccccs 115 Sunlight, 1% doz, .... feast. Foam, 3 doz, ... Yeast Cream, 3 doz. Yeast Foam, 1% doz. .. AXLE GREASE Mica, tin omen = : 00 Paragon... ie.5. 6 00 BAKING POWDER Royal 10c size 90 %Ib. cans 1 85 6oz. cans 1 90 lb. cans 2 50 %Ib. cans 8 75 1b. cans 4 80 3Ib. cans 13 00 5Ib. cans 21 50 13 CIGARS Johnson Cigar Co.’s Brand Ss. C. v- Je lots ....31 El Portana ............. 33 Evening Piess ae sees 232 exemplar os. 3s se ike 8 32 Worden Grocer Co. Brand en Hur Perfection .............. 35 Perfection Extras ...... 35 MTOR ote ce eee es eno 5 a. Grand: .....:... = Poutanes cceeeoe ee ..30 Panatellas, Finas . ..35 Panatellas, Bock ........ 35 Jockey Club ............ 35 COCOANUT Baker’s’ Brazil pene 10 ~s pkgs., per case 2 60 86 1 pkgs., per case 2 60 16 ive _ $8 6 6c pkgs., DOF CARS <5. 55.2552 2 60 COFFEE Roasted Dwinell-Wri,.< Co.’s B’ds White House, 1fb, ........ White House, 2tb. ........ Excelsior, Blend, 1b." ys Excelsior, Blend, 2tb. ..... Tip Top, Blend, 1ftb. ...... Royal Blend ....... ee Royal High Grade . Superior Blend ... ae Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Small size, doz. ..... -40 Large size, doz. ...... 75 SAFES Full line of fire and -bur- giar proof safes kept in ea OT ee aaa 14 stock by the Tradesman Company, Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect’ the line personally, write for quotations. SOAP Beaver aati Co.’s_ Brand . cakes, large size.. cakes, large size.. 190 cakes, small size.. 0 cakes, small size.. = @8 CO Cann RAKS Gowans & Sons Brand. RB cccesccaca OO Twenty-five box lots ..2 85 J. S. Kirk & Co. American Family ..... 4 00 Dusky Diamond ¥o 8 oz 2 80 -Dusky D’nd 100 6 oz 3 80 Jap Rose, 50 bars ....3 60 Savon Imperial .......3 00 White Russian ....... 3 60 Dome, oval bars ......3 00 Satinet, 7 on ieeees & 2 70 Lautz Bros. & Co. Acme, 30 bars, 75 Ibs. 4 00 Acme, 25 bars, 75 Ibs. 4 00 Acme, 25 — 70 Ibs. 3 80 Acme, 100 cakes ......8 25 Big Master, 72 blocks 2 85 German Mottled ...... 3 50 German Mottled, 5 oxs 3 45 German Mottled, 10 Dx 3 40 German Mottled, 25 bx 3 35 Marseilles, 100 cakes . -6 00 Marseilles, 100 cks “bc 4 00 Marseilles, 100 ck toil 4 00 Marseilles, %bx toilet 2 10 co & — Co, Ivory, 6 oz. . : Ivory, 10 oz. . Star Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hewk, ten bxs 2 25 A. B. Wrisley cae paacie aa 4 00 Old Country .......... 3 40 Soap Powders Snow Boy, 24s family ES 3 75 Snow Boy, 60 5c ...... 2 40 Snow Boy, 30 i0e ....2 40 Gold Dust, 24 large ..4 60 Gold Dust, 100-5¢e ..... 4 00 Kirkoline, 24 4tb, ..... 3 80 Pearline eg Soapine Babbitt’s 1776 a oseine ........ e Armour’s ...... eee :3 70 Wisdom .........00....8 80 Soap Compounds Johnson’s Fine ee 10 Johnson’s oe ee 4 26 Nine O’clock ..... nesses 80 Rub-No-More .........3 85 Seourine Manufac’ Sapolio, hand eccccceced 40 Co Sco , 60 cakes ....1 80 . 100 cakes ...3 60 October 25, 1911 Michigan Ohio and Indiana Merchants have money to pay for what they want. They have customers with as great a purchasing power per capita as any other state. Are you getting all the busi- ness you want? The Tradesman can ‘‘put you next’’ to more possible buyers than any other medium pub- lished. The dealers of Michigan, Ind- iana and Ohio Have the Money and they are willing to spend it. If you want it, put your adver- tisement in the Tradesman and tell your story. If it is a good one and your goods have merit, our sub- scribers are ready to buy. We cannot sell your goods, but we can introduce you to our people, then it is up to oa, you. We can help you. Use the Tradesman, and use it right, and “you can’t fall down on results. Give us a chance. The Tradesman Grand Rapids October 25, 1911 \dvertysements inserted (OeeROOPReRO lane Renate Reet an ane Raa a renner einen a oat leak nachna tenses Penland MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT head for Roem Okenee under this ACRE eerer aT aS IUCR Cena a word the first insertion and one cent a word for each than 28 conts. Cash must accompany all orders BUSINESS CHANCES, For Sale—Drug stock in Central Michi- gan city of 5,00U. At a discount if sold at once. Poor health, must sell. Address H, care Tradesman. 137 For Sale—Stock of merchandise, about $4,500; paying a fine yearly income. For particulars address James A. Doane, Au- gusta, Ill, 735 ‘Wanted—Second-hand _iceless fountain, about 12 foot counter. with full particulars, Battle Creek, Mich. For Sale—At $9,500, an eight year es- tablished retail manufacturing business in Toledo; easily managed, profits aver- aged $43 per week during last year; books open for inspection. Might take farm as part pay. H. Harold, 718 Yates St., Toledo, O. 733 For Sale—Lamson cable cash carrier system and electric motor. Cheap. Pierr & Co., Moline, Il, 132 For Sale—Clean, staple stock’ of dry goods, clothing and shoes, in best boom- ing town Northern Michigan. Elegant location. Good reason for selling. Will pay you to enquire. Address No. 731, care Tradesman. 731 ATTENTION MERCHANTS! SHIP YOUR PACKING STOCK TO “> WE PAY CASH AND THE HIGHEST PRICEo ALL THE TIME. NATIONAL FOOD ao co., BRIGHTON, — 30 soda Address, 44 Marshall St, 736 For Sale—$25,000 stock dry goods, men’s, women’s furnishings, shoes, in live Wisconsin town 2,500. Best dairy section. Fine crops. Business $75,000 to $90,000, 95% cash. Stock can be reduced to $15,- 000. No trades considered. Address No. 727, care Tradesman. 127 Wanted—Brains and mortey. Reliable parties in an established general mer- chandise business in a fast growing town in Arizona; want more capital with ac- tive parties, in the management of the business. Good profits, good business; company owns ice and cold storage plant, water works, lumber yard, bank, etc. Bank reference required. Parties ad- dicted to excessive use of intoxicants or gambling need not answer. Farming and mining country. Splendid opportunity to make big money to bright, energetic men. No snow, no ice in this section. C. W. McKee, Agent, Phoenix, —— Free Farms—1,000,000 acres government land in Arkansas. klet giving law, location and _ description, postpaid 25c. State maps, 10c extra. Everton d Co., Everton, Ark. 123 For Sale—A telephone exchange with 160 instruments, 200 miles of wire; busi- ness profitable and growing; principal owners long in years and want to retire. F. G. Warren, Warrens, Wis. 122 For Sale or Exchange—An Al _ stock farm of 240 acres, located near Plainwell, Michigan. Good buildings. 200 acres un- der cultivation, 40 acres of pasture land. Price $80 per acre. Farm is now well stocked. ill take a good general stock as part payment. H. Thomasma, Agent, 433-438 ouseman Bldg., Grand —." Mich. 19 For Sale—Drug stock with modern, up- to-date mahogany fixtures with 20th Cen- tury fountain. Stock and fixtures invoice about $3,000. Must sell at once. Address Lock Box 35, Manton, Mich. 718 For Sale—General house furnishing stock at Pasco, Wash. Imvoice about $10,000. For Sale: Hardware stock locat- ed on Main street within half block of best corner in Walla Walla, Wash. In- voice about $14,000. Can reduce if de- sired or give terms on surplus to enable urchaser to realize. Partner Wanted: perienced, successful man with clean record, can get $20,000 to $25,000 interest in largest and best established home fur- nishing business in southeastern Wash- ington. Unsurpassed climatic and educa- tional conditions. Address F. W. Kaser, Walla Walla, Wash. 729 Notice—Nearly new, Grand Rapids resi- dence property to exchange for good gen- eral stock in couer town of not less than 500 population. Address C. W. Long, 663 N. Coit Ave., Grand Rapids, _— Are you looking for a location in pool perous Wisconsin and Minnesota? 80, write Arch. BE. Ray, Madison, Wisconsin, for real estate and commercial —— ties. For Rent—Single store on main street of Big Rapids, after January location in the city. Enquire of H. Leonard & Sons, Grand Rapids. 715 Drug and grocery stock for sale. Full prices. Finest lotation. Very little cash required. Address Dr, Pierce, Beaverton, Mich. 713 ‘Wanted—Good up-to-date stock of gro- ceries or general merchandise. Cc. H Smith, Libertyville, Il. 7 I have the exclusive sale of a first-class grocery business, located here in Grand Rapids in one of the best paying parts of the city. Rent only $40 a month. Do- ing a business of over $70,000 a year. Stock and fixutres will inventory $15,000. Will sell at par. This business will bear closest investigation. Has never been of- fered for sale. Reason for selling, wish to retire. Harry Thomasma, Agent, 433- 438 Houseman Bidg., Grand Rapids, = Kodak: films developed, any size. Prompt attention given mail orders. Prints 24%4x3% to 3%x4%, 3c; 4x5 to 34%4x5%, 4c. J. M. Manning, 1062 Third Ave., New York City. 701 For Sale—At once at a bargain, small hardware and grocery stock in new farm- ing country, doing good business. Sick- ness in family reason for selling. Write for particulars No. 694, care 7 9 10c per roll, For Sale—Grocery and bakery, doing good business, equipped with first-class fixtures in town 5,000 population. Plenty manufacturing. Largest potato market in ——— Best of reasons for selling. Address . 692, care Tradesman. 692 Merchandise sale conductors. A. BK. Greene Co., 414 Moffat Bldg., Detroit, Ad- vertising furnished free. Write for date, terms, etc. 649 Will sell our stock of dry goods, car- pets and rugs with small stock groceries. The main dry goods stock and located in brick store, best corner in town. Reason for selling, poor health. Write or phone C, G. Morris & Son, Athens, Mich. 664 Wanted—To buy, for cash, stock of shoes, clothing or dry g . Address R. W. Johnson, Pana, Ill. 659 FOR SALE—UP-TO-DATE GENERAL MERCHANDISE STOCK, LESS THAN TWO YEARS OLD. GOOD LOCATION, GOOD BUSINESS. DOING OVER $40,000 BUSINESS ANNUALLY. INVOICES ABOUT $12,000. SATISFACTORY REA- SON FOR SELLING. ADDRESS NO. 654, CARE TRADESMAN. 654 For Sale—Clean stock of general mer- chandise, including buildings in country town in the Thumb of Michigan. Inven- tories $3,000. Reason for selling, failing health. Can reduce stock. Address Lock Box 107, Colling, Michigan. 646 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 62 Ottawa street, Grand Rapids, Mich. 104 Will pay cash for stock of shoes and rubbers. Address M. J. O., care ae man. If you want to buy a store for cash or for part cash and part real estate, we can show you some bargains. Interstate Land Agency, Decatur, Il 665 Cash for your business or real estate. I bring buyer and seller together. No matter where located if you want to buy, sell or exchange any xXind of business or property eo tole at any price, address Frank P. eveland, Real Estate Expert, 1261 Adams Express Building, Hiinois. I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis. 92 For Sale—A first-class stock of O- ceries in best county seat town in n- sas. Will invoice 7 to 8 thousand. Sales last year over 80 thousand. Will reduce stock to suit purchaser. Business estab- lished over 40 years. Reason for selling, other business. Address A. B, C., care Michigan Tradesman. 638 Grocery stock for sale, located in city of 12,000, store building can be rented or will sell the property. Address No. 555, care Tradesman. 555 If you want to trade your store or city property for farm land, write us, stating what you have; it’s fair value and where you want your land. We can get you a aus Interstate Land Agency, a Chicago, 984 Write us for plans and prices on a rousi ten-days’ sale. Address Western Sales Company, Homer, La. 411 For Sale—Good clean stock hardware in Central Michigan, town of 600 wee: tion. Address Hardware, care ch: lesman. * previous experience. References required. HELP WANTED. SITUATIONS WANTED. Sub Letter Carrier desires employment in office or store until July 1, 1912. Six years’ experience in general merchandise business. AJ references. George Olmstead, 797 N. Lafayette St., Grand Rapids, Mich. Bell Main 2280. 739 Wanted—Position by young man with Wanted At Once—Experienced sales- five years’ experience in general store. man to handle our well-known brand of Wili furnish good references. Address house dresses, wrappers, kimonas and R, 2, 303 Michigan St., Petoskey, —— Wanted—Clerk for general store. Must be sober and industrious and have some Address Store, care Tradesman. 242 sacques, in a ooo fk gp gan. or exclusively. owe g. Co., Gran : 4 Rapids, Mich. 134 Want ads. continued on next pag Here is a Pointer Your advertisement, if placed on this page, would be seen and read by eight thousand of the most progressive merchants in Michigan, Ohio and Indiana. We have testimonial let- ters from thousands of people who have bought, sold or ex- changed properties as the direct result of ad- vertising in this paper. Michigan Tradesman CORPORATION EXCESS. Proposed Taxation Plan Held Up To Ridicule. The so-called “corporation excess’’ plan of taxation, recommended by the special Commission appointed by Governor Osborn as a means of rais- ing revenues for the State without resorting to the property. tax, was skillfully dissected at a meeting Mon- day night of business men, merchants and manufacturers who do business under corporation form, and its crud- ities, inconsistencies and impractica bilities were exposed. About fifty at- tended the meeting, including severai attorneys, and Robert W. Irwin pre- sided. In opening the meeting he explained the provisions of the pro- posed taxation plan. Under this plan, for illustration, a corporation with net earnings of $20,000 a year would have its earnings capitalized at some rate determined by the State Board, say 10 per cent., which would give it a value of $200,000; from this would be deducted the value of the com- Ppany’s property as assessed for local taxation, and if this happened to be $100,000, there would be an excess of $100,000 subject to taxation for State purposes at the avetage taxation rate in the State. If the corporation should have a bonded indebtedness, such indebtedness would be added to the excess and be taxed accordingly. Mr. Irwin said the plan was thor- oughly vicious, that it would place the entire burden of maintaining the State and its institutions upon thé industrial and commercial enterpris- es of the State, while the farms and the unincorporated enterprises and those not in business would entirely escape. He reviewed the Commis- sion’s report, analyzed some of the figures given and pointed out their fallacy and, in conclusion, said that under such a plan of taxation it would be impossible for the industries of the State to do business and that they would either have to move to other states or quit. Stuart IE. Knappen said there was no excuse for such a plan, that its adoption would be highway robbery and that it could not be justified on any theory of justice or right. Chas. H. Leonard said the plan was fool- ish, that it would be easy of eva- sion and under it the State would re- ceive no revenue. Sybrant Wesse- lius said such a plan would put a premium on dishonesty and sounded a warning against plunging the State into a_ taxation squabble. W. W. Hyde expressed the opinion that the plan was the fruit of agitation and muckraking and had neither right nor justice back of it. Joseph H. Brewer said the plan was a political expe- dient, designed solely to catch a few votes. Brinton F. Hall, of Belding, asked if corporations which could not show net earnings would receive a re- bate from the State. Robert P. Gra- ham said the railroads had been sac- rificed to the desire for votes, then the telephone and express companies and now other corporations are pro- posed for the slaughter; he pointed out the fallacies of the law and why it would not work. O. H. L. Wer- MICHIGAN TRADESMAN nicke recalled the panic of 1893, when scarcely a corporation in the State showed a balance on the right side, and wondered what the State would do for revenue should such another period come; he expressed surprise that a State Commission should so- berly suggest the adoption of so crude a plan. Roger I. Wykes, a member of the Commission, came in late and said his purpose was to gain information rather than to give it; that the State Commission would give a series of public hearings and that, if desired, one of the hearings would be in this city. The plan, he declared, was a tax on: property, the value of which would be ascertained by its earning capacity and not in any sense a tax on ability or brains. He invited ques- tions if anybody desired information, and he was promptly taken up. Such skillful seekers for truth as Mark Norris, Philip H. Travis, Sybrant Wesselius, W. W. Hyde, Robert D. Graham, O. H. Wernicke, Joseph H. Brewer and George Clapperton put Mr. Wykes through a quiz _ that brought out the ridiculousness of the law. Suppose two corporations, capi- talized the same, making the same lines and with identical plants—one with net earnings of $10,000 and the other of $40,000—would one be tax- ed more than the other? Certainly, was the answer, for the $40,000 con- cern would have the greater excess. Suppose the companies exchanged managers and the earnings were re- versed, would the greater taxes re- main where it was or would it fol- low the successful management, and if the latter would it not be a tax on brains? If the bonded indebted- ness is added to the excess for taxa- tion purposes would the bills payable and current liabilities also be added and, if not, why not? Do the debts of a concern ever become its assets upon which taxes should be paid? Mr. Wykes admitted the present State laws contemplated the taxation of all the assets of a corporation, in- cluding its good will and its rights to do business, and said the trouble was that the laws were not fairly administered. What reason have you to believe the new law would be any better administered? was asked. Suppose local assessors became more active and raised assessed val- uations to such a degree that there would be no _ excess, then where would the State derive its revenue; or suppose hard times came and the corporations could show no net earn- ings? The answer was that the State would return to the old prop- erty tax plan of raising revenues, the method the Commission was ap- pointed to find some way to escape. George Clapperton closed the quiz by declaring that the tax problem was too complex, far reaching and important to be solved in a three months’ casual examination by a Commission which had given the sub- ject no previous attention, that the only way progress could be made was by the employment of experts to de- vote a year or two years to the sub- ject, the investigation to include a study of what other states and other countries are doing. Arrangements will be made for a public hearing in this city, with the full Commission in attendance to ex- plain its plan, and it may be expected this hearing will be exceedingly inter- esting. _—o-2--2———— News and Gossip from Round About. Bay City’s Health Officer has serv-_ ed notice on the seven. slaughter house proprietors of the city to cease slaughtering until they have made alterations and installed equipment calied for by the State law. Slaughter house owners in the county have al- so been notified not to send meat to the city until their houses meet the law’s requirements. This action will greatly reduce the city’s meat supply until matters are adjusted. Manistee’s $50,000 issue of 4% per cent. bonds have been purchased by the Continental and Commercial Trust and Savings Bank of Chicago at par and accrued interest. Half of the issue is already arranged for in encouraging factories to locate in that city. “Deputy State Factory Inspector Luella Burton has made complaints against several Bay City merchants, charging them with violating the ten hour work law for women. The Corunna Council has refused to let the M. U. R. cars enter that city, declaring the franchise void, be- cause the company refused to repair the road between Owosso and Co- runna. Ludington is preparing to entertain about 500 visitors at the big meeting of the Michigan Horticultural Society in December. Detroit has been unanimously se- lected as the 1912 convention city by the I. O..O. F. and Rebekahs of Michigan. The C. M. & St. P. and M. St. P. and S. S. M. railways offer free trans- portatioa. for all exhibits from the Upper Peninsula at the United States Land and Irrigation Exposition in Chicago. Work is being pushed on the Stronach dam on the south branch of the Manistee River and Manistee business men will make a trip there in a body to view the work on the first of the series of dams which will furnish this part of the State with electric power. —_+--—__ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Oct. 25—-Creamery, 26@ 31c; dairy, 20@22c; poor, all kinds, 15 (@20c. Eggs—Fancy, fresh candled, 28@ 30c; choice, 27@28c; cold storage can- dled, 20@2i1c. Live Poultry — Fowls, 11@13c; ducks, 13@15c; turkeys, 15@18c; spring chickens, 11@13c; geese, 13@ 15c. Beans — Medium, $2.50; marrow, $2.60; pea, $2.50; red kidney, $3.25; white kidney, $2.65. Potatoes—New, 65@70c per bu. Rea & Witzig. —_.-.——____ Two Changes in One Town. Carlton Center, Oct. 24—Glen Hen- ry has purchased the general stock of J. O’Connor, who has been en- October 25, 1911 gaged in trade here for about a quar- ter of a century, and will continue the business at the same location. Mr. ©’Connor has purchased a farm near Bellevue and will shortly remove to that place. Charles T. Hecht has purchased the general stock of Willard Miller and will continue the business at the same location. ——_2<-.—___. Four Bankruptcy Petitions Filed in Detroit. Detroit, Oct. 24—The T. B. Rayl Co., Otto Foth and Brooks & King- on, creditors of the George S. Mid- dleton Co., filed a_ petition before Commissioner Carrie Davison yester- day for the firm’s involuntary bank- ruptcy. Abe Coppleman asks the relief of the bankruptcy court in a_ petition which he filed yesterday. He states that his assets consist of $40 in cash and $62 in wearing apparel. His lia- bilities amount to $4,322.34. The Detrot Corset Co. filed a sim- ilar petition yesterday. The liabili- ties consist of priority claims amount- ing to $8,668.64. The assets are $6.643.40. The Eagle Furniture Co., of which John Hauslick and Louis W.* Schim- mel are the joint proprietors, has al- so filed a petition in bankruptcy. The assets consist of ledger accounts amounting to $2,649.39 and contract accounts amounting to $778.39. The firm’s liabilities are $7,812.74. vo... A woman in New Haven, Conn., has fallen heir to $50,000 through the death of an uncle in Germany, and she attributes her good fortune to the fact that she never failed to pick up a horse shoe when she found one ly- ing in the road. The old saying is that each nail in a horse shoe is worth, $1,000, and that for each nail in the horse shoe the finder will receive that amount in money. She has a collection of twenty horse shoes and figures that that would make fifty or sixty nails. No one can ever con- vince her that the saving of horse shoes had nothing to do with the fortune she is to receive. ——_2-e-.___— The “man in the moon” would have cause to do some thinking if he could see this far. oe —_____ Looking at the sun through a whisky glass shows the picture of the poorhouse and thin soup. BUSINESS CHANCES. Store For Sale—Nice clean stock of groceries and meats in Mancelona, Mich- + igan. One of the best towns in the State. Best stand in city. Fixtures good. Can reduce stock to suit purchaser. A fine chance for the right party. Other busi- ness reason for selling. Write or call Smith & Lake, Mancelona or eis id For Rent—Best business corner in city for gents’ clothing, 30 front, 120 deep. Also store next to above, 46 front, 120 deep, for ladies’ garments and dry goods. Location central, modern, steam heated, well lighted, rent reasonable. Population doubled last 10 years, now 20,000. Near- est largest city, 200 miles away. Country and climate the best. Geo. Ludwigs, Walla Walla, Wash. 743 For Sale—Pony sawmill with 15 horse portable. Engine and boiler on wheels, 2 saws, $550. Resaw 30 inches and swing saw, 20 inches, extra $100. Address Ma- chinery, P. O. Box 704, Chicago. TAL For Sale—Only drug store in a grow- ing town of 500 population, surrounded by fine fruit and farming country. Ad- dress R. EH. Kincaid, Grant, — Fresh Goods ._— J. W. RITTENHOUSE Official Organizer for the Pennsylvania Retatl Merchants’ Association TH “‘Some time ago I assisted in adjusting a fire loss for a grocer. Among } the stuff set aside for adjustment of loss sustained was a lot of breakfast food supposed to be damaged by smoke. I opened several packages and found them not damaged by smoke—but decidedly stale. ““Among the Cereals put out as damaged by smoke, none of which had the least trace of smoke, were Kellogg’s Toasted Corn Flakes, three other advertised brands and others, not one of them crisp and fresh but Kellogg’s Toasted Corn Flakes. Why? Kellogg’s was the only Cereal there not bought in quantity. Single case purchases kept it on the shelf fresh, crisp, wholesome and appetizing. From every standpoint, considering quality, capital or warehouse room, the square deal policy is the best and only TheV oie oa ae x | policy for the Grocer. e teh = Soa Mr. Grocer, the oz/y flaked food sold in America which allows you to ee one case at a time at the bottom price—and is sold to all buyers alike—is “Won its FAVOR _ through its FLAVOR?” ! PROTECT YOURSELF / ; Eee You ecnunt expect your town to furnish an officer whose business it shall be to stand in front of your store every night in order to keep the man with the © Jimmy and the Dark Lantern Out You must protect yourself and your own property. Wv y 9 ° ow A Good Safe Isn’t Expensive ¥ ‘ and you will feel a heap more comfortable with your | money in it than you do by hiding it'in a tea chest or \ ss bolt of cotton. There are certain chances you cannot afford to take, and going without a safe is one of them. ; ithe ee _ WRITE US TODAY AND WE WILL ae ee ae . - QUOTE YOU PRICES Tradesman Building 3 woes 2 - — rand Rapids ; Safe Co. Grand Rapids, Mich. eS Last Deal on Van Camp’s Milk for the Year HE cost of raw milk advances steadily from now until next spring. This advance is as sure as taxes. It can’t be avoided so you will appreciate the importance of the proposition which follows: We are going to give grocers one more chance to lay In a winter supply of Van Camp’s Milk. This will po- sitively be our last big deal of the Season. Order now, get your Van Camp’s Milk delivered and billed in Oc- tober and on every jobber’s bill dated in October and sent to us, we will return the bill with the following cash rebate remittances: $ 1.00 cash rebate on each 5 cases 2.25 cash rebate on each 10 cases 6.25 cash rebate on each 25 cases 13.75 cash rebate on each 50 cases 30.00 cash rebate on each 100 cases Good for October purchases only. Order from your jobber’s salesmen or send your order to your jobber by mail. This deal is open to all retailers through any jobber. Get your order in at once. Don’t lose this opportunity to make money a THE VAN CAMP PACKING Co. INDIANAPOLIS :: INDIANA