pees QOS "3 PAN SH 24 as) ees rai. Be 4 OE x) Ae : Mee ak Sree WEEKLY NCES eA Qh SG as Si WSs Twenty-Ninth Year 35 aS C1] yy NE et Bes Ree I ~ ThA a Als 2 NAZZAS py wanes 2) La Ss x er in re Ty Pr -. ‘ . AS. ~) os a a ( Nie ges \ es Ss AT y ig PNG e By a a RN fac es aS Hw a A Ban aL ALU rh LEE IER ISS ND 4 ey DO; aw SS U ~ a Ee INE ee aS a ater Wifi >a a i i Mes EKEZO) LES Sis ise ved eee a SSS TRADESMAN COMPANY. PUBLISHERS Gl 9 DABS $2 PER YEAR ESTES VAG Ss SSS LES O SYP oO SONS LON BFL AGS we = Se Y GRAND RAPIDS, WEDNESDAY, DECEMBER 6, 1911 . Number 1472 ® NEW YORK Last Chance for Holiday Buyers A last chance for profits. A last chance to enter the new year on a wave of prosperity. A last chance to counter-balance the losses of the year. A last chance to catch the trade that is legitimately yours. A last chance to start a new season with a fat balance on the debit side of the ledger. The eleventh hour is passing; to-morrow will be too late. Turn to our catalogue, dispatch an order, and reap the profits that are rightfully yours. F, F, 947. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise CHICAGO ST.LOUIS MINNEAPOLIS DALLAS Sample Houses: . Baltimore, Cincinnati, Kansas City, Milwaukee, Omaha, San Francisco, Seattle a = Experience has taught thousands that there is no economy in cheap, inferior YEAST. Use FLEISCHMANN’ S~— it is the best—hence the cheapest Soya: 0 ed eee tee Weer Saet CHICAGO. . es ~ = an - . we - When. He Susie Up ALL THE GOOD POINTS ‘“‘WHITE HOUSE” COFFEE offers—“Quality”—“Uniformity”—the conve- nience of handling it—the universal popularity it enjoys—its absolute honesty, a grocer can easily see how it can fill a very promi- nent merchandizing place. Distributed at Wholesale by Symons Bros. & Co., Saginaw, Mich. OLD ae las ~ your hands “Klingmar 5 : amp! ‘ Fu ur nitu re < c - The Largest Exclusive Retailers of a - Furniture i in America Where quality is first Sondeside and: Wee you . get the best for the price usually charged for. ‘the inferiors elsewhere. Don’t hesitate to write us. You will get just as __ fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Opposite Morton House Grand Rapids, Mich. Give Us What is Lost If it were possible to regain possession of wasted merchan- -dise and recover the Mountain of Values annually lost through carelessness and inaccura- cies, we would make this proposition to every merchant in the world:— “Give us what can be saved by changing the present day methods, and we'll equip every store on earth with the Moneyweight System, and _ have millions of dollars in gain after paying the cost of such an under- taking.” What you waste would make you rich if you would make up your mind to be the master of your store problems and change your methods from one of uncertainty to one of certainty. We have a system of gaining full ‘profits—and we teach this system: which is used in connection with and built around our’system of Computing Scales, The Computing Moneyweight Scale Co. Direct Sal Scale Co. ; 58.N. State St. Offices in All 5 MASONIC TEMPLE, CHICAGO Dayton, Ohio Grand Rapids Office, 74 So. Ionia St. Prominent Cities Detroit Sales Office, 148 Jefferson St. Please: mention Michigan Tradesman when writing Oa | iene | ; Weighs more { 600d profits ar & LOA IEe We are telling YOUR customers about SNOW iene teeta ets Washing Powder every day. $ \, How much SNOW BOY have vou in stock? Quick Profits a De a ee Ci eae SEM AITCS Le, meme OU ae Bieearey a at eS J oy CO fh 5) < Dye Ss ~ ys a ZF Ss ens m sk mer A DESMAN Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, DECEMBER 6, 1911 Number 1472 SPECIAL FEATURES. e : 2. New York Market, 4. News of the Business World. 5. Grocery and Produce Market. 6. Financial. 8. Editorial. 10. Saginaw Valley, 11. Practical Storekeeping. 12. Butter, Eggs and Provisions. 14. The Country Merchant. 16. The Same Old Error, 17. Early Christmas Goods. 18. Woman’s World. 20. Behind the Counter. 21. Ten Talks. 22. Dry Goods. 23. Christmas Giving. 24. Incandescent Gas Mantles. 26. Sixty Years Ago. 27. A Sane Christmas. 28. Right Thing To Do. 30. Hardware. 31. Christmas Gifts, 32. Trouble That Pays. 34. Shoes. 36. Christmas Clerks. 38. Detroit Department. 40. The Commercial Traveler, 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. THE POWER OF BLUFF. Much of this world’s work goes through on pure bluff; and while the plan has many abuses, there are uses for the game; although it may seem- ingly rest upon a questionable basis, if backed up by a real purpose and a strong determination for good, it is after all one of the commendable things. A floor walker in a large depart- ment store of one of our great cities gives an instance well illustrating this: A man presented himself to the head of the firm and wanted employ- ment. previous experience he claimed to have had it in his own town. On being asked if he could go into the linnen department and handle it sat- istactorily, a vacancy being there at the time, he promptly replied that he believed he could. He was given the position. He then quietly went to the floor walker in that department and ad- mited that “he was up against it.” “The truth is,” he said, “I have walked the streets of this city hunt- ing work until my money is gone. I simply must have employment. I find everywhere the first question is, ‘Have you had previous experience?’ And when I told them, ‘No,’ that set- tled it for me. I must either go without work or lie. I have done the latter with your firm. The only experience I ever had was a few days behind the counter of a country grocery. But I am willing to work, and am sure that I can learn. All that I ask of you is a bit of patience on the start.” The floor walker liked his face and believed that he would make .good if given the chance. He gave him the crash toweling department at first, with all the aid he could furn- ish. The man was on hand early, ready to be taught every possible Then came the cutting of lesson. it is needed to force an On being interrogated as to napkins and tablecloths and other details, in each of which he proved himself a capable and earnest pupil. In a short time he was recognized as one of the most efficient salesmen. He got in by pure bluff, but he re- mained by perseverance and faithful- ness to his work. This is but one of many instances which might be cit- ed where bluff is needed to pave the way. Yet pure bluff soon wears it- self out and disgusts people unless backed by worthy endeavor. The door may be so tightly closed that entrance. But here the club should be laid down and replaced by the higher mo- tives. —— WHY IT HAPPENS. Now and then, not very frequently but often enough to attract atten- tion, men prominent in church affairs go wrong. When such a one forges, steals, or does anything of the sort, a great deal of attention is paid to it in the newspapers. Following occur- rences of this kind, it is not unusual for preachers and religious papers to find fault and say that no more space in the public print should. be accord- ed when a church member commits a felony than when somehody else is guilty of a like offense. They seem to think that they are selected as shining marks at which the journalis- tic shafts are directed and that sin- ners, especially, take particular pleas- ure in the proceedings. It is true that church members who go wrong do the cause of religion more harm than the thousands who live up to their belief can do it good. It is not for the purpose of making any attack at all on churches and those who believe in them that so much space is accorded this class of items. Whatever is unusual and out of the ordinary acquires, on that ac- count, additional news value which is measured by the space it gets in print. Things which happen every day get to be very commonplace. When the criminal classes commit crime, it is just what was expected of them, but when a man honored and respected in the community, the pastor, or a prominent member of a church commits a criminal act, then the very fact that it so seldom hap- pens is the reason why it gets so much more space in the papers. That it does, is really a compliment rather than otherwise. These cases are so rare and so out of the ordinary that they are accorded generous space and a big black headline. —_o---2-———_. Charles Roth (The Macey Co.) has been removed from Bethesda Hospital, Cincinnati, to the osteo- pathic hospital at Kirksville, Mo. where he is reported to be gaining in both health and strength. Armour Packing Company Defies in- diana Egg Law. Terre Haute, Dec. 5—According to an estimate made by State Inspector John Owens, who is conducting a crusade against the sale of bad eggs, more than 2,000 cases, or approxi- mately 720,000 eggs, have been with- drawn from the Terre Haute market within the last three days. Of this number a large per cent. of the sup- ply consisted of merchantable eggs, although there was a large per cent. also of rotten eggs and eggs un(it for the market. Most of this sup- ply, it is alleged, was sent to other cities by dealers in order to escape prosecution. Of the dealers, who thus sought to escape prosecution by shipping their cold storage eggs to other points, it is charged by Inspector Owens, that the Armour Packing Company, of Chicago, disposed of at least four carloads in this manner. Inspector Owens has filed five cases against the Armour Packing Com- pany charging the company with selling cold storage eggs in violation to the pure food law. It is alleged that the Armour Com- pany in ceiling eggs to Terre Flaute dealers did not enclose cards which gave the dates of entry and with- drawal irom cold storage. in some instan :cs tne Armour egg cases had the label “cold storage” printed dim- ly in an obscure place on the wool- en case. Dr. ‘ wens displayed a section of an egg case on which part of the “cold storage” label was shown. Other letters in the label were not readable. According to Owens fis label was printed o1 the case on the outside of the boc t:ut ‘nder the lid where it could not be seen by a cus- tomer. Two Terre Fawue retail grocers were arrested on charges of selling rotten eggs and eggs unfit for use. Both entered pleas o1 guilty and were fined in justice court. Walter W. Bristow was arraigned !»eiore Squire Hirsch charged with selling rotten eggs and was fined $1) and costs. Bristow operates a grocery store at 1719 Prairieton avenue. Later a similar charge was filed against Louis P. Kenley, grocer at 430 South Eighth street. Kenley was fined $25 and costs. That more cas- es will be filed shortly is the belief of many who have follov ed the work of Dr. Owens. [!n commenting on the criticism made against candling eggs, Dr. Owens said: “The claim made by a dealer that if they were forced to catdle their eggs it would boost the price of eggs to $1 a dozen is ridiculous. As a matter of fact, the expense 2f can- dling eggs amounts to about one- tenth of a cent a dozen. Any gro- cer can candle enough eggs for a day’s supply in less than fifteen min- utes, “There is no reason to be alarm- ed about the high price of eggs. There are plenty of eggs. I bought eggs to-day at prices ranging from 30 to 40 cents a dozen. There is an enormous supply of storage eggs— plenty of good stock—if sold accord- ing to law. The candling of eggs, if a dealer would stop to think, is an economical undertaking and a pro- tection to his business. The ex- pense is only nominal. A candling device can be made at a small cost and will last for years. “There is no doubt that some deal- ers have been mixing storage eggs with fresh eggs in selling them tc consumers. This has been a com- mon practice, although many have been taught a lesson in this respect. “The law regarding the sale of cold storage eggs is specific and is intended to protect the consumer against an inferior quality of eggs, which are put in storage during the summer months. These eggs can not be kept in storage any length of time without deterioration, but prime eggs, stored in March and April, can be kept months without showing any bad effects. By con:- pelling dealers to display cards giv- ing the date of entry and withdraw- al from cold storage, the law protects the consumer against the imposition. All storage eggs must be labled as such in letters at least two inches high. This provision has not been lived up to.” Inspector Owens declared that he would willingly appear before a meeting of Terre Haute retailers and other dealers and explain the process of candling eggs. ———_>~~ Knowledge and Culture. A great memory, as I have already said, does not make a_ philosopher, any more than a dictionary can be called a grammar. There are men who embrace in their minds a vast multitude of ideas, but with little sensibility about their real relations toward each other. There may be antiquarians, annalists, naturalists; they may be learned in the law; they may be versed in statistics; they are most useful in their own place; I should shrink from speaking disre- spectfully of them; still, there is nothing in such attainments to guar- antee the absence of narrowness of mind. If they are nothing more than well-read men, cr men of informa- tion, they have not what specially deserves the name of culture of mind, or fulfills the type of liberal educa- tion. John Henry Cardinal Newman. several SESE SAA So SRR Tee eee BE FAG SA BIRGP SE DATA MGT LA RESINS AIO TR STALE Sees ITS MICHIGAN TRADESMAN December 6, 1911 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Dec. 4—Speculative coffee is simply marking time and the spot article is acting apparently in perfect sympathy. There is sim- ply a routine amount of business be- ing done and all attention is devot- ed to holiday trading. Quotations are steady and in an invoice way Rio 7s are held at 144%4@15c. In store and afloat there are 2,344,388 bags, against 2,988,627 bags at the same time last year. Mild grades are firm and a steady although somewhat lim- ited amount of trading is being done. Good Cucuta, 1634c. Refined sugar is one of the quiet- est grocery staples. Buyers are or- dering only enough to keep going, and, in fact, neither side seems to care whether “school keeps” or not. Standard granulated, 6.05c. Aside from the movement of cer- tain lots of Formosas the tea trade is confident and the trade is still await- ing a decision in the matter of color- ing matter. After the turn of the year and with tne coloring question adjusted the market will assume more life. The rice market is in as good a condition as could be expected at this season of the year, and that is say- ing very little. Stocks are ample and assortments give a wide range to choose from. Prime to choice, 434 @bdc. Spices ‘are steady and puotations are well maintained. Pepper is be- coming reduced as to supply and, in fact, into no one line is there an over- supply. Molasses is firm and stocks are of rather small dimensions, which fact, together with apparently a good deal of damage in the South by frost, tends to cause holders to insist on full figures, although no real advance can, as yet, be chronicled. Good to prime centrifugal, 25@32c. Canned goods are decidedly firm. This is especially true of tomatoes, which are now fully $1, and it would be very hard to find desirable stock for less than this, while some packers name $1.05. The canned goods sit- uation is certainly in favor of the seller, and the man who is looking around for bargains in good goods is simply wasting his time. Califor- nia goods will be much sought for if a further advance is made, but, even so, the goods are going to fetch full value. Corm is steady and the same is true of about all other “tinned” things. Creamery specials, butter, are in limited supply and, as a consequence, the trend of values is still upward, 37!4c being the rate: Extras, 36%4c; firsts, 33@35c; held, 34@34%4c. Stor- age butter has gone into consump- tion freely and the whole butter mar- ket is in the seller’s favor. Factory, 22@23c. At retail creamery is sell- ing for 45c, or 10c above the rate a year ago. Cheese is firm and whole milk New York State is. worth 1534c for top grades. Eggs are in light receipt and the Union Labor Leader Desecrates American Flag Gompers Tramples Under Foot ‘“‘Old Glory’? While Discussing Disrupted Labor Conditions SAMUEL GOMPERS President American Federation of Labor, desecrating the American Flag by standing on it, while speaking at Oakland, Cal. September 5, 1911. Will the honest laboring men of this free land approve of such treatment of “Old Glory?” a a oe ae *&.& 7 treet khe ee +e heen ee a. a a 2 2 oe 2 tke the ey | aane ae The American Flag stained with the footprints of Sam Gompers. These stains and the opposition to the Boy Scouts by the American Fed- eration of Labor are enough to cause George Washington and Abraham Lincoln to rise from their graves. Let the American people judge of these insults. “Up with ‘Old Glory’—down with the desecrators.” Be bo ame oe 4 RH 4 5lOlCUK Sloe nD off fb of FH &@& * 45 * wR SBM tate et wm > tte SSI ONE OR SNe eis December 6, 1911 range of values is great, as fancy nearby stock is quoted at 55@57c and from this there is a descent through every fraction down to 33@ 35c, and for a good deal of stock, 25@ 28c. Probably a fair average for Western would be 35c. The world’s wants multiply every day. There are not only more people with wants to-day than there were yesterday, but all of these people want more things each. So it must follow that there never were so many ‘opportunities as there are right now, and that there will be even more to- morrow. Yet you hear the cry every- where that the young man has no chance such as his father had. The trouble with ninety-nine people out of every hundred is that they can not think of anything to do until they see somebody else already busy at it. It never occurs to the ninety-nine to try to think of some new product or service however modest, that they can offer. The man who seeks a job invariably goes about asking for work like that he has been doing—it never occurs to him that he can sug- gest some new thing and get the job of doing it. Most men capable of doing this would not be seeking a job, so maybe my opinon and advice isn’t worth anything after all. —__ 3... A feller criticised his wife for buy- ing at a bargain sale and then went to the drug store and bought himself a bottle of hair restorer. Who got buncoed? * MICHIGAN TRADESMAN The Knack of Discovering Employes’ Talents, “He was working in the — stock- room for $11 a week,” declared the proprietor of a large jobbing house in telling how he discovered a sales- man to whom he now pays $10,000 a year. “He came to my office one day and said he would like to try his hand at selling to small dealers after hours. The manager of our city de- partment had already declined the proposition, maintaining quite right- ly that we weren’t looking for that class of orders. But the request was so unique that I over-ruled the ob- jection and had a line of samples and prices prepared for him. “He went among the little stores of the foreign districts and of the suburbs, and came back with his hands full of orders, some of them so small that they were hardly worth the trouble of filling. In a month his commissions amounted to more than his regular wages. The next vacancy on the road was given him, and it was not long before he was making $5,000 a year. Now, as I said, he gets double that amount.” The proprietor made one mistake in telling this story. He did not “discover” the salesman. The sales- man “discovered” himself. But quite often genuine worth bangs out its ad- vertisement in an exploit that speaks louder than any verbal request for advancement. Here is one instance: John Doe was a sewing machine agent who made such a poor show- ing in the small town where he was located that he was ordered to close up the store and deliver all the ma- chines at a neighboring large city. The goods were to be hauled by wagon, and as there were two loads John arranged for one load to be driven by his younger brother, Rob- ert, a stenographer who spent his un- occupied hours about the store. They started off one morning for their all day drive, John leading the way. As Robert trailed behind it came to him that it was a sin to haul all those sewing machines past so many prosperous farms, where some sew- ing machines were doubtless need- ed. So, choosing a moment when John was out of sight around a turn in the road, Robert invaded a prom- ising looking house. He told with enthusiasm and conviction the story he had so often heard John tell in a perfunctory and futile way, and he won, leaving a machine and taking away with him a first installment on the purchase price and a contract. When, at the close of the day, John arrived at the city office he explain- ed that Robert was on the way with the-rest of the goods, and was worried at the delay. But when next morning came with no Robert and no machines, there was wonder- ment which changed to anxiety as the day wore on. Late in the after- noon John was standing at the door, looking down the street for his miss- ing brother. When he saw Robert in the distance he shouted the glad news to the manager. nobody 3 The wagon was loaded with bas- kets of eggs and vegetables, barrels of apples, sacks of potatoes and crates of bewildered hens, while a bellowing calf was towed at the end of a rope. Robert’s pockets bulged with copper and silver coins, a roll of bank notes and a wad of con- tracts written on miscellaneous slips of paper. There was a council of war and a reversal of orders.. The two wag- ons went back next day loaded with sewing machines. This time Robert drove the first wagon and John trailed. The store opened up again with John still there, as assistant to the new manager. Robert, when he told the story, was a district mana- ger. There is no moral to the story. The lesson it teaches is that as a general proposition there is a perpetual proc- ess of testing, classifying and _ per- manently grading the talents of men, but it is done in the rough and not with mathematical accuracy. It is like grading wheat. R. Pox. ee Could They Be Worse? “T don’t like these fuzzy hats,” de- clared the man. “There’s something nobby in a der- by,” said the salesman. “T don’t care for a derby the depth of a soup plate.” “These are the only models’ we have.” “Well, gimme a dozen of each. I’d better lay in a stock before the styles get any worse.” Absolutely Pure ~~ ee made from Ro rape Cream of Factas NoAlum, No Lime Phosphate ALL grocers should carry a Full Stock of: Royal Baking Powder. It always gives the greatest satisfaction to customers, and in the end yields the larger profit to the grocer. Movements of Merchants. Burnworth & Co. in the meat business Bangor—O. R. have engaged here. Freeport — Walter Buehler suc- ceeds Seger Bros. in the harness busi- ness. New Baltimore—Charles Maynard has engaged in the drug business at this place. Grand Haven—Orrie Van Weelden has opened a grocery store on Slay- ton avenue. Grand Ledge—Sekell & Stokes, furniture dealers, have dissolved partnership. Quincy—L. O. Peebles has _ been appointed receiver of the Robert J. Stansfeld shoe stock. Saginaw—Joseph Riser succeeds O. L. Bennett & Co. in the meat business at 1820 South Michigan ave- nue. Cedar Run—Mrs. A. C. Wynkoop has sold her stock of general mer- chandise to S. A. Pike, who has taken possession. Kendall—John T. Waber has sold his stock of general merchandise to C. H. Blanchard, who will continue the business. Jackson—Floyd Reed has opened two stores in the Merritt block. One contains a stock of cut glass and the other cigars and tobacco. Coral—J. S. Newell has sold his interest in the Coral Lumber Co. to C. A. Baldwin and the business will be continued under the same style. Battle Creek—H. P. Kane has pur- chased the H. M. Smith grocery stock and will continue it at the same location under his own name. Owosso—Claude Nutson and Grant Wright have formed a copartnership and will engage in the grocery busi- ness at 11 East Main street Dec. 15. Delton — Earl Faulkner has sold his stock of general merchandise to Charles Kopf, recently of Kalama- zoo, who will continue the business. South Haven—M. Hale & Co., gen- eral dealers, have purchased the mil- linery stock of Mrs. C. F. Bacon, which was sold at foreclosure sale. Chase—Owing to ill health John Lehman is closing out his stock of groceries and meat and wil return to his old home at Francesville, In- diana. Charlotte—The Voorheis & Hurl- but Coal Co. has changed its name to the Voorheis Coal Co. F. E. Voorheis taking over the interest of his partner. Grand Ledge—Sickles & Astley, dealers in feed, cemént and imple- ments, have dissolved partnership, Mr. Sickles taking over the interest of his partner. Manistee—John Hellesvig, who re- cently retired from the grocery busi- ness after being engaged therein for more than twenty years, has opened a delicatessen and fancy grocery store. Eaton Rapids—C. A. Barnes — Owen Stoddard have formed a co- partnership under the style of Barnes & Stoddard and will open a clothing and men’s furnishing goods _ store here Dec. 15. Kingsley—George Smith, manager of the E. L. Hughes furniture store for the past three years, has pur- chased the stock and will continue the business at the same location un- der his own name. Lansing—The J. E. Maynard Co., engraver, has merged its business in- to a stock company under the same style, with an authorized capital stock of $7,000, of which $5,000 has been subscribed and $1,000 paid in in property. Kalamazoo—John Wallace, promi- nent for years as a Burdick street druggist, has been taken to Bronson hospital for an operation. He has been suffering with a cancer of the liver for many weeks. Physicians say his condition is exceedingly crit- ical, Grand Haven—Orrie Gorter, a J. S. Townsend, who recently sold his dry goods and clothing stock at Clinton to M. E. Olds & Co., has re- moved to Grand Rapids and taken up his residence at 9 Julia street. Mr. Townsend has taken the West- ern Michigan agency of the Ameri- can Cash Register Co. and is locat- ed for the present at 74 South Ionia street. a To gather a pound of honey a bee has to make nearly 23,000 trips to and from its hive. meeperenesernetes December 6, 1911 MICHIGAN TRADESMAN ~ i an? SOL. fag =a (i 4 Dur LIU > The Produce Market. Apples—Pound Sweets, $3.25 per bbl.; Jonathans, $3.50 per bbl.; Bald- wins, $3.50@4 per bbl.; Spys, $4@5 “per bbl.; Russets and Greenings, $3.25 @3.50 per bbl. Bananas—$1.50@2 per bunch, cording to size and quality. Beets—50c per bu. ac- Butter—Conditions continue satis- factory and receipts of strictly fresh are very small. The demand keeps up well with prices several cents per pound above quotations of a year ago. . Storage stock is taken freely and at prices only about 3c per pound below prices of fresh goods. The Chicago and New York markets are also firm at a much higher range cf prices than those of November, 1910. From present indications there will be but very little storage stock left, if any, at the opening of the next storage season. Local dealers hold factory creamery at 37c for tubs and 38@38%c for prints. They pay 28c for No. 1 dairy and 19c for packing stock. Cabbage—65c per bu. Carrots—60c per bu. Celery—18c per bunch. Cocoanuts—60c per doz. per sack. Cranberries—Early Blacks com- mand $2.80 per bu. or $8 per bbl.; Late Howes, $9.50 per bbl. Cucumbers—$1 per doz. house. Eggs—The quality of goods arriv- ing is showing some improvement and the market is a little better sup- plied with high grade stock. Stor- age eggs are also firm and the mar- ket is likely to remain steady at un- changed prices for some time at least. We are not likely to have any increase of any amount for abo a month at least, after which we can look for lower prices. Local dealers pay 34c per doz. for strictly fresh. Grape Fruit—Florida has declined to $5 per box of 54s or 64s. Grapes — California Tokay, $1.75 per box of 20 ths. net; California Malaga, $1.75 per crate of 20 tbs. net; Imported Malaga, $3.50@5.25 per bbl., according to weight. Honey—20c per fb. for white clov- er and 18c for dark. or $4.50 for hot Lemons — California, $4.25 for choice and $4.50 for fancy. Lettuce—Hot house, 14c per fb.; head, $2 per bu. Nuts—Ohio chestnuts, 16c per fb.; hickory, $1.75 per bu.; walnuts and butternuts, 75c per bu. Onions—$1.10 per bu. for home grown; $1.75 per crate for Spanish. Oranges—Floridas, $3 for 126s to 216s; Navels, $3.65. Potatoes—The general situation is graphically described by Mr. Kohn- horst in his weekly review of the market. Local dealers hold supplies at 85c per bu. Poultry—Local dealers pay 8c for broilers, springs and fowls; 5c for old roosters; 10c for ducks; 8¢ for geese; 14c for turkeys. These prices are for live weight. Radishes—35c per house. Squash—ic per tb. for Hubbard. Sweet Potatoes—$6.25 for Jerseys. Turnips—50c per bu. Veal—6@10c, according to quality. —~o2.-———— Potatoes a Sagging Market. There is a notable improvement in the car situation and the supply of refrigerators has increased very ma- terially. Dealers are anxious to unload stock in warehouses and the offer- ings therefore have been very lib- eral for the past week. The mar- ket has sagged about 3c. Wis- consin has been plentifully supplied with refrigerators and the offerings from that state have been more liber- al than from Michigan. They have been selling on a basis of 72@74c, sacked, Wisconsin shipping points, and have, therefore, been able to en- croach upon the territory which rightfully would belong to Michi- gan under normal conditions. They have not only been supplying the trade to a very large extent south ‘of the Ohio River, but have sold quite a good many cars in Ohio and Pennsylvania; also a few Eastern points. This means that Michigan must lower selling prices a_ little more in order to meet their competi- tion and we look for a gradual sag in the market for the rest of this week at least. In fact, conditions would indicate a dragging market for some time to come. doz. for hot Two cargoes of foreign potatoes, amounting to about 300 cars, were due in Philadelphia this week. We understand that receipts of foreigns in New York have been nominal. All markets, however, have shown a .weakness and the decline is general all over the country. Considerable trouble has develop- ed with shipments on account of having been loaded with chilled stock which did not show its condi- tion until after arriving at destina- tion, which has caused a great many rejections. Extreme care must be exercised to see that only proper stock is loaded ‘on a declining market. A. G. Kohnhorst. The Grocery Market. Sugar—The market on refined sug- ar continues to decline about as it has for several weeks, New York refiners having marked down hard sugars another 5 points Dec. 5. The demand is only fair from the retail trade who still take supplies spar- ingly so as not to be caught with a large stock on hand if prices shouid take a sudden drop. It is hardly ex- pected that there will be any great change in prices. The market on raws holds about the same as a week ago and refiners are holding off buying, which would indicate that they ex- pect lower prices. Tea—The market continues quiet, but firm, large holders preferring to wait until the expected decision from Washington on the tea coloring test. The demand for Japans is good in the local market and, as a rule, re- tailers demand high grade rather than low grade teas. In Oolongs the rejection of a large quantity of Foochows has braced up the market and prices are somewhat firmer. Ceylons and Indias continue to be strong and the demand is good. Coffee—Prices are steady at pre- vious levels, with a fair demand. The option market has been both up and down during the past ten days. It is thought that the crop movement from the interior of Sao Paulo will drop off shortly, which might cause the market to strengthen some. Canned Fruits—Gallon apples re- main the same as quoted a week ago and the demand is very small as sup- plies of green apples are still large and prices reasonable. California states that all fruits with the excep- tion of ordinary peaches are firm, owing to the close clean up of pack- ers’ stocks. Canned Vegetables — Corn, the cheap article of the vegetable line, has been moving freely. Sauerkraut and sweet potatoes are firm, but prices are the same as quoted a week ago. The market on tomatoes has developed considerable strength dur- ing the past week and no first-class stock of No. 3 standards is obtain- able under $1 f. 0. b. factory in a large way. No. 2s are harder to find than 3s; in fact, very few are still in packers’ hands and these are being held almost without excep- tion firmly at 82%c. No. 10s. are quoted at $3.25@3.40. This is an un- usual situation at this season of the year, when trading in tomatoes is generally very light and the market is dull. There can be no question but what supplies are not sufficient to last until the new pack if any- thing like the normal quantity is con- sumed. Peas are almost entirely out of first hands and are in a_ very strong situation. There has been practically no change in other lines of canned goods, all markets being fully maintained. Dried Fruits—Raisin prices have been declining until at the present time it would seem that they will not go any lower and we consider them a good buy. The prune situation is in a little better condition and, al- though prices quoted by wholesalers to the retail trade are low in com- parison with the quotations on the coast, they are not moving as fast as they were a short time ago. Evap- orated apples are a little firmer, but prices are still low in comparison with the remainder of the dried fruit line. Starch—Muzzy and Best gloss de- clined 10c per hundred Dec. 5. Syrups and Molasses—Glucose de- clined 10c per hundred yesterday. Compound syrup also declined 4 scales and 1c per gallon. Sugar syr- up is unchanged and dull. Molasses is steady to firm for good grades: . demand is light. Cheese—The market is firm on all grades at 4c per pound advance over last week. The stocks are consider- ably lighter than they were last year and the market is in a very healthy condition at the advance. The above conditions apply to all grades. Provisions—Smoked meats are firm at about 1%4c per pound advance over last week. The demand for pure lard has increased to some extent and the supply is reported lower than it has been for some time. As a result we have had an advance of from 4@'%c per pound. Barreled pork and canned meats are only in moderate demand at unchanged prices. Olives and Olive Oil—Spot stocks are said to be small, but new crop goods wil soon arrive in quantities of sufficient size to meet the demand. Fish—Cod, hake and haddock are in fair demand at unchanged prices. Salmon is unchanged and quiet. Do- mestic sardines are unchanged and dull; imported sardines also are quiet. Mackerel have remained strong but quiet. >> At the board meeting of the Peo- ples Savings Bank to-day the resig- nation of William Alden Smith as First Vice-President was accepted, Second Vice-President Samuel M. Lemon was advanced to First, Cash- ier Eugene D. Conger was elected Second Vice-President and Assistant Cashier T. William Hefferan was ad- vanced to succeed Mr. Conger. Wil- liam Smitton was advanced from Paying Teller to Assistant Cashier. This is a happy rearrangement of the staff and will be as satisfactory to the patrons of the Bank as it is pleasing to those directly affected, and it is in line with the bank’s policy of promotion for those who are deserving. Mr. Conger has been Cashier of the bank about five years and the records show that he has made good, and advancing him to the Vice-Presidency will be but a recognition ‘of the executive capaci- ty with which he has been clothed. Mr. Hefferan is a graduate of Har- vard and started in the bank as a minor clerk and has won promotions on merit by close application to his work and ability as a banker. -_ -.-s Dan McLaughlin has engaged in the meat business at 614 Turner street under the style of D. H. Mc- Laughlin & Co. i ck nai Renn eee ese Ree eee ee 6 MICHIGAN TRADESMAN December 6, 1911 GRAND RAPIDS FIRE INSURANCE AGENCY THE McBAIN AGENCY Merchant’s Accounts Solicited Assets over 3,000,000 GRAS RRERC Grand Rapids, Mich. The Leading Agensy Only bank on North side of Monroe street. EOE oe Cedric Quotations on Local Stocks and Bonds. Bid Asked Am. Box Board Co., Com. 25 Am. Box Board Co., Pfd. 92 Am, Gas & Elec. Co., Com. 65 67 Am, Gas & Elec. Co., Pfd. 44 45 Am, Light & Trac. Co., Com. 293% 294% Am. Light & Trac. Co., Pfd. 107 108 Cities Service Co., Com. 79% 81 Cities Service Co., Pfd. 813% 821% Citizens Telephone Company 93% 95 Commercial Savings Bank 175 180 Com’th Pr. Ry. & Lt. Co., Com. 60 60% Com’th Pr. Ry. & Lt. Co., Pfd. 89 89% Dennis Bros. Salt & Lbr. Co. 85 91 Denver Gas & Elec. Co., bonds 93 95 Flint Gas Co., 5% bonds 96% 97% Fourth National Bank 185 193 Furniture City Brewing Co. 85 91 Globe Knitting Works, Com. 125 130 Globe Knitting Works, Pfd. 100 101 Grand Rapids Brewing Co. 210 38225 Grand Rapids Gas Lt. Co., b’ds 100% 101 Grand Rapids Ry. Co., bonds 100 101 Grand Rapids Nat’l City Bank 164 Holfand-St. Louis Sugar Com. 13 13% Kent State Bank 250 251 Grand Rapids Savings Bank 175 Lincoln Gas & Elec. Co. 29 30 Macey Company 95 98 Michigan Pacific Lumber 10% Mich, State Tele. Co., Pfd. 97 99 Michigan Sugar Co., Com. 104 107 National Grocer Co., Pfd. 81 83 “Old National Bank 198 2 Pacific Gas & Elec. Co., Com.* 46% Pacific Gas & Elec. Co., Pfd, 89 Peoples Savings Bank 235 Saginaw City Gas, bonds 9816 United Light & Ry. Co., Com. 53 553% United Lt. & Ry. Co., 1st Pfd. 78 80 United Lt. & Ry. Co., 2nd Pfd. 67 70 December 5, 1911, *New stock. The Thanksgiving holiday broke into the week and trading was fairly quiet, but prices generally are holding pretty firm Michigan Sugar Company common stock is in better demand and prices have advanced to around 105@106 and there is some Holland-St. Louis changing hands around $13. The statements of earnings of the Pub- lic Service Corporations have been pub- lished and are on file at our office. They show net earnings on the common stocks for the year ending October 31st, 1911, as follows: Cities Service Company, 7.72%. Commonwealth Pr. Ry. & L. 5.65%. United Light & Railways 7.70%. The United Light and Railways Com- pany statement for the month of October showed an increase of 48% over the same period last vear. We believe that United Light and Railways Company stocks at around present quotations are a_ very conservative buy and over a period should prove profitable, Paid First Dividend in Twenty-One Years. The Elliott Machine Co. paid a 1 per cent. dividend on its capitaliza- tion of $1,500,000 Dec. 1, being the first dividend the company has ever declared and paid. The original cor- poration, which was known as_ the Elliott Button Fastener Co., was or- ganized twenty-one years ago as the result of stock subscriptions taken in the office of the Michigan Trades- man, where the original machine was on exhibition for several days. It ap- pealed to local investors to that ex: tent that $60,000 was subscribed in- side of three days. Of this amount $36,000 was actually paid in, the re- maining portion of the subscriptions not having been called. The com- pany met with many _ disappoint- ments of a business character and was compelled to face litigation of a very serious nature. The validity of its patents was in dispute for a good many years, but the court of last resort finally decided in favor of the Elliott Company. In the mean- time, the panic of 1893 and the tem- porary discontinuance of buttons on snoes forced the company into liqui- dation. Four of the five original in- corporators in the company—the fifth having died in the meantime—volun- tarily assumed the obligations of the old company and organized a new company in the name oi the Elliott Machine Co. The business has prospered wonderfully under the management of Mr. Elliott and is now regarded as one of the foremost manufacturing institutions in the city. Mr. Elliott is probably the only inventor in the history of the country who did not jump his stock- holders and desert his associates when disaster overtook them. He stayed by the company in man fash- ion and, as a result of his efforts and energy and ingenuity, the Elliott Machine Co. is everywhere regarded as the leader among the specialty manufacturing institutions of the shoe industry. Benjamin Wolf has been chosen to the Kent State Bank directorate to fill the vacancy caused by the death of J. A. S. Verdier. Mr. Wolf is well known in business and lumber circles and is interested in the lum- bering concerns of Wolf Bros., the Wolf-Lockwood Co. asd the North- land Lumber Co. He was a member of the directorate of the State Bank of Michigan before the consolidation with the Kent and his judgment on business matters in general and bank- ‘ing matters in particular is proba- bly as good as that of any man in the city. Mr. Wolf is a distinctively Grand Rapids product, but spent the early years of his business life at Evart, where he came to be regarded as the soul of honor. He has the confidence and respect of every man, woman and child in Osceola coun- ty and his visits to Evart are in the nature of an ovation. Mr. Wolf is thoroughly on the level. He has nev- er betrayed a friend or deceived a business associate. His word is as good as his bond and a delightful per- sonality enables him to attract and hold friends with bands of steel. If Grand Rapids had a thousand men as big and broad and generous and re- liable as Ben. Wolf, it would be the strongest city in the world. The bank clearings for November show a total of $12,716,249.08, an in- crease of $568,000 over the same month last year, or nearly 5 per cent. The October clearings showed an in- crease of over $600,000 and the to- We recommend the purchase of the Preferred Stock of the Cities Service Company at prevailing low prices Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - 250,000 Deposits 6 Million Dollars HENRY IDEMA - - .- J. A.COVODE - - A.H.BRANDT- - - CASPER BAARMAN - 34% Paid on Certificates President Vice President Ass’t Cashier - Ass’t Cashier You can transact your banking business with us easily by mail. Write us about it if interested. ASK US HOW If all your time is not taken You Can Add to Your Income Selling Life Insurance for The Preferred Life Insurance Co. of America Grand Rapids, Mich. WILLIAM A. WATTS, Sec’y and Gen’l Mgr. WE WILL BUY--SELL--QUOTE Securities of BANKS, TELEPHONE, INDUSTRIAL AND PUBLIC SERVICE CORPORATIONS Ask for our quotation sheet C. H. Corrigan & Company 343 Michigan Trust Building Grand Rapids, Michigan Long Distance Telephones—Citizens 1122, Bell 229 SOLICITS OPENS ISSUES EXTENDS Capital and Surplus $1,300,000 LET US SERVE YOU Old National Bank Grand Rapids, 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 34% if left one year. 3% if left six months. Courteous treatment to all. Resources $8,000,000 December 6, 1911 tal for the eleven months to date is only a matter of a half million below. the same months last year. From present indications the clearings for the year will just about break even, which may be regarded as an excel- lent showing. The records for the year to date show that in January, April, May, August and September the clearings were less than for the same months last year, while the other months gave small gains, ex- cept October and November, when the gains were large. The four months’ furniture strike undoubted- ly had a depressing influence on busi- ness and this depression is reflected in the clearings. The substantial gains in the last two months seem to indicate that business is getting back into the old swing and gives promise of some of the old time ac- tivity in the year to come. Next year, of course, will be a political year, but it is likely its demoraliz- ing influences have already been pret- ty well discounted. Besides, politi- cal campaigns are not what they used to be. With no great issues divid- ing the parties it will not be easy to get the people so excited they will neglect business, and, then, for sev- eral years there has been a growing conviction that no matter who may hold the offices the country will go on just the same. The different methods that reform legislation has made necessary in the conducting of campaigns and the elimination to a large degree of corporation influenc- es and boodle also make a differ- ence. President James R. Wylie, of the Grand Rapids National City Bank, has returned from spending a month in the South. He attended the con- vention of the American’ Bankers’ Association in New Orleans and looked after business interests in Louisiana and Texas. President Chas. W. Garfield, of the Grand Rapids Savings, will leave aft- er the annual meetings in January for Florida to spend a month or longer. He will be accompanied by his wife and Mrs. N. A. Fletcher. The call for statements showing the condition of the banks will prob- ably come some day this week. The banks have been anticipating the call any time the past two weeks and have had their affairs in order ac- cordingly. This does not imply that their affairs have been out of order, but there are degrees in excellency and the bankers naturally want the best possible in their published state- ments. Except the Grand Rapids National City, which pays on Jan. 1, the banks observe December 1 as interest pay- ing day for the savings depositors. If the depositors do not draw out their interest, it is added to their accounts and becomes a part of the principal. This semi-annual interest disbursement totals a very handsome figure, probably somewhere around $150,000 or $200,000, more than is paid out semi-annually to the stock- MICHIGAN TRADESMAN holders in the banks as dividends. The stockholders, however, have only $3,122,000 invested, while the de- positors, including those who _ put their money into the National sav- ings departments, have about $20,- 000,000. The interest allowed by the banks on the savings book deposits is 3 per cent. and 3% per cent. on certificates, but withdrawals and oth- er causes reduce the actual interest rate to between 2 and 2% per cent. The leaders in American finance may be hardheaded business men, but in their advocacy of the central reserve bank plan of averting panics, as approved by the American Bank- ing Association, it may be suspected that they are getting into the rain miaker class along with Bryan and some others‘ who might be named. Central reserve and sixteen to one, of course, are entirely different, but they aré alike in that one is and the other was proposed as a sort of cure all and general panacea. Senator Aldrich is cock sure that the central reserve will put an end to panics and money stringency. So was Col. Bry- an that his free silver would make poverty unknown. Time has proven free silver to have been a fallacy and it will take time to demonstrate how much better the central reserve may be as a remedy for panics. Just so long as business men and manufac- turers and capitalists mix too much blue sky with their operations there will be panics. The proposed central reserve bank or association may soft- en the crash, but when men with over confidence in the future spread themselves and their resources too thin over the financial landscape, there will continue to be need for readjustments, and these readjust- ments will undoubtedly be more or less painful. Panics are usually pre- ceded by evidences of great pros- perity and business activity. Factor- ies are working overtime, business enterprises of all kinds are at high pressure, everything is booming. Suddenly some top lofty concern comes down with a smash and the panic is on. Everybody awakens to a realization that it is time to hedge, everybody wants ready cash with which to pay up and get out and in the rush everybody is more or less pinched. The central reserve may make coming down to earth easier when the over expanded credit bal- lon bursts, but as long as men go ballooning in business there is cer- tain to be casualties. —_ 22.2 Salesmanship is an important part of modern business, but to say that it is more important than production, or that it is nine-tenths of business, strikes one as much like talking through one’s Panama. If nobody produced there would be nothing to sell but it does not follow that if there were no salesmen nothing would be produced. Production and exchange of products are comple- mentary economic functions, but if there is to be any argument about which is more important the former must be accounted as of greater con- sequence. Fourth National Bank Savings United Commercial Deposits States Deposits Depositary Per Cent Per Cent Interest Paid Interest Paid ; on on Savings Certificates of Deposits Deposit Left Compounded Clas Vex Semi-Annually Surplus Capital and Undivided Stock Profits $300,000 $242,000 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 Blidg., Detroit GEO. B. CALDWELL, Manager Bond Department. GRAND RAPIDS NATIONAL CITY BANK Resources $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 service to : Merchants, Treasurers, Trustees, Administrators and Individuals who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. CORRESPONDENCE PROMPTLY REPLIED TO Saeed inns tedaaaauns sta aiee eee eee IIGAN@RADESMAN . OPT 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. ample copies, § cents each. Extra copies of current issues, § cents; of issues a month or more old, 1@ cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter, E. A. STOW®B, Editor. December 6, 1911 To make the most of dull hours, to make the best of dull people, to like a poor jest better than none, to wear the threadbare coat like a gen- tleman, to be out-voted with a smile, to hitch your wagon to the old horse, if no star is handy—that is wholesome philosophy.—Bliss Perry. TWO IMPORTANT MEETINGS. The general membership of the Grand Rapids Board of Trade will meet at the Pantlind to-night. The plan for the re-organization under a new name as the Association of Commerce will be presented and, un- doubtedly, will be ratified. The plan, which has already been _ outlined, seems well calculated to serve the useful purposes of municipal promo- tion. There will be twelve elected directors and these, with the officers and the chairmen of the standing committees, will constitute the Board, and every member of the Board will be a worker. When a member ceases to be a worker, he automatically drops out and some- body who is willing and able to do things will be put in his place. Un- der this plan merit and interest in the work will receive recognition, and a little recognition is often an incentive to still greater effort. As important as the form of organiza- tion is that under the new plan the Association will have a larger in- tome and with more money much can be accomplished which before was not even to be thought of. In- stead of a flat membership rate of $10 a year for all alike, under the new plan those able and willing to pay more will be privileged to do so. The banks have already subscribed $4,000 a year for five years through the clearing house, and the down- town business houses are putting themselves down for from $25 to $300 or more each. It is estimated the Association will have an income of from $15,000 to $20,000 a year. Those who are subscribing are not doing so as a charity or from philan- thropic motives, but as an invest- ment, and that this is the view taken of it is as important as the money istelf. Men look after their invest- ments and will work to make them profitable, which means that there will be a spirit of co-operation in Association of Commerce circles which the old Board of Trade has never been able to awaken or in- MICHIGAN spire. At the meeting Wednesday night Lucius E. Wilson, who won notable success as Secretary of the Des Moines Associagion of Com- merce, and is now Secretary of the Detroit Chamber of Commerce, will be the chief speaker and, in addition, there will be several local addresses. Almost as important as the re-or- ganization meeting of the Board of Trade will be the meeting of the retailers Thursday night to organ- ize their own Association on much the same lines as the wholesalers are organized and probably as an auxil- iary to the Chamber of Commerce. The preliminary meeting was held last week Monday night, when com- mittees were appointed, one to form- ulate the plan and the other to can- vass for members. The plan, it is understood, has been agreed upon and the Membership Committee, it is stated, has been gratifyingly suc- cessful in interesting the merchants in the proposed movement. Owing to petty jealousies, which are too long standing to be immediately forgot- ten—a condition that all recognize as existing and-which all regret—it is likely that somebody outside of the retail mercantile circles will be chosen for the chairmanship, some- body in whom all will have conf- dence. This is wise as a temporary expedient, but a year hence, when the retailers have learned to know each other better and to work together and have seen the good to be gained from co-operation, this will be unnecessary and a chairman from their own num- ber can be named. Carroll F. Sweet and John B. Martin are most fre- quently mentioned for the chairman- ship and either would be entirely satisfactory. The Tradesman has so many times urged the importance of an organization of the retailers that its commendation of the present movement is unnecessary. If the re- tailers can get together it will be one of the best things for the city that has happened in many years and will result in great and lasting benefits. UNION LABOR HYPOCRACY. Labor leaders all over the country are demanding the death penalty for the McNamaras, and that this should be their attitude is not surprising. It is not surprising, in the first place, because the McNamara disclosures are so shameful that it is certain a crimp will be put in the pleasant and profitable occupation of labor “lead- ering” and some of those who are high up in it will have to return to real toil, which naturally is not pleas- ing to them. And then when in all the history of the world has any gang shown a kindly disposition to- ward the craven who to save his own neck endangers the necks of all the rest by confessing? The attitude of the leaders is perfectly natural and entirely expected. While demanding the death penalty for the self-con- fessed criminals, among all the labor leaders are any calling for further in- vestigation into the methods and manners of organized labor? It must be evident that the McNamaras were mere instruments in the hands of men higher up. At most they were but TRADESMAN units in a desperado crew employed to further the purposes of those who direct the campaigns of organized la- bor. It is inconceivable that they engaged in their dynamiting enter- prises of their own accord, for their own satisfaction and at their own ex- pense. Somebody paid them for what they did. Somebody furnished them with expense money and with their equipments. Somebody told them where to go and what to do. Who furnished the inspiration for the crimes that the McNamaras commit- ted? Who pointed out the jobs to be executed? Who financed their under- takings, who profited by their crimes? If organized labor will ask these questions and insist that they be answered, if organized labor will aid justice in revealing the plot and bringing the criminals to punishment, then some weight can be given to the protestations of indignation that are heard in labor circles. As the case stands now the anger shown bears a striking resemblance to that which is usually manifested against the mem- ber of the gang so unfortunate as to be caught with the goods. EARLY CHRISTMAS SHOPPING The tradesman has advocated this for years, and seemingly offered ev- ery inducement to secure it. And yet, despite all his alluring offers, the last week before the holidays has been crammed and crowded. He has been obliged to put in an ex- tra force of perhaps inexperienced clerks, just because many will pro- crastinate until the last moment. But now it seems that physicians are coming to his aid. At least one prominent authority on the subject urges from a hygienic point of view that the Christmas purchases. be made early so far as possible. He notes the high nervous tension to which those who make extensive preparations are necessarily subject- ed, and sees in this sufficient reason for urging that the work be com- menced far enough in advance to in- sure a right to deliberation. The throngs doing Christmas shop- ping can not but vitiate the air of the store. If the shoppers are not tired when they enter, this feature alone speedily induces fatigue. They become cross and irritable; and as clerks are only human, how can it be expected that the contagion will not be imparted in a measure to them? Satisfied customers there may and doubtless will be; but it stands to reason that under such ad- verse conditions they will be less nu- merous and more energy will be necessary on the part of the sales- man. If there is any contagious disease in the community the crowded store is the very best hot-bed for its propa- gation and distribution. It finds the shopper tired, worried; in just the physical and mental condition least fitted to resist it. Surely if people would but take a sane view of the matter they would see it as you have seen it for years. They will get their eyes open if you persist. Keep preaching the old story, in your advertisements; in December 6, 1911 your conversation. Strive to impress upon those living near that shopping early in the month and early in the morning are duties they owe to themselves and to those less favor- ed. Not all can buy early. Some must wait until they can collect funds. But to those who can, urge and insist on the many advantages ‘of early Christmas shopping. eee CHILLED GOODS. This is a season when the air out- side is sharp enough to injure some of the fruits and vegetables in a short time if displayed outside the door. Cranberries may render your shop inviting -and you may think it easier and more emphatic to show them to the passer-by than to ex- pect to reach him through printer’s ink. Your immense heads of cab- bage and celery may be worthy of the prominence you give them on the outside of your front window. The oranges, lemons and bananas cer- tainly do look attractive and, no doubt, gain more sales. But how about the future of the chilled goods? Many a housewife is disappointed regarding the keeping qualities of certain articles which at the time of purchase looked perfect- ly firm. She wonders when they be- come tasteless or incline to rot quick- ly. Some day she will learn to the sorrow of those who indulge in this expensive form of display that the place to buy such goodsh is the one where they are at all times protect- ed from cold. They may not become actually frosted and yet they are in- jured. Some of the stock thus exposed may remain in your own hands long enough to be visibly injured. Pota- toes are especially prone to chill. Fruit is at once the worse for the experience. If they are transferred to the store at closing hour, as would seem absolutely necessary, the change in temperature is even more narmful than the low temperature on the outside. Decay is bound to be hastened. Some one must pay the penalty. You can not afford to do it and you can still less aoffrd to compel your patrons to do it. Bet- ter keep the stock inside, but in the window if you wish. Tell the peo- ple about it through the morning pa- per; tell it by placards where you once kept your potatoes and fruit. But keep the articles as free from frost as though they were to be re- tained until next March. You owe it to every one concerned, yourself included, to do nothing which will injure the keeping qualities. In referring to the Chicago Land Show last week the Tradesman in- cidentally mentioned that the Show was conducted by the Chicago Trib- une. The publisher of the Tribune assures the Tradesman that it did not conduct the Show this year, having transferred its interests therein to a stock company. The Tradesman very cheerfully gives the Tribune the ben- efit of this Statement, at the same time re-affirming the pleasant words it had to say for the Tribune and the management of that great newspaper in the article above referred to. Ss Sn ia a le ok rag a St ei dee tne Te a so Sel December 6, 1911 SECURING AN ART GALLERY. This city has an Art Association which is doing much to awaken the popular interest in fine pictures. The Association is made up of a few earnest women who themselves ap- preciate the beautiful and are doing all they can to impart their enthu- siasm to others. Through this Asso- ciation loan and other art exhibi- tions have been secured, popular lec- tures have been given and through donations and by purchase a fine start has been made toward.a collec- tion. The fondest wish of the As- sociation is that Grand Rapids may have an art gallery where its treas- ures may be displayed and where they will be safe from fire. This wish should be gratified. Grand Rapids ought to have an art gal- lery, but the immediate prospects are not encouraging and, perhaps, one reason for this is that the talking and planning has been on too am- bitious a scale. The commonly ac- cepted idea of an art gallery is a beautiful creation in granite and marble, with bronze doors and stain- ed glass windows—something to cost a half million and upwards. Such a gallery would be a credit to the city, but when it comes to talking in half millions or even in quarters or in hundred thousands it should be borne in mind that Grand Rapids stutters dreadfully. This is true not only of the city as a whole in mat- ters of art, but of the city’s most eminent philanthropists as well. If the Association waits for municipal action or for another Ryerson to ap- pear it may be apprehended the de- sired art gallery will be a long time coming. A former President of the Board of Trade made a half dozen trips to New York—at his own ex- pense—in the effort to induce Carne- gie to give up a quarter million dol- lars for a combined museum and art building. He finally obtained an in- terview, but failed to turn the head of the aged philanthropist from his library scheme. Instead of waiting for a quarter or a half million dol- lar dream to materialize, why should it not be as well to do a little figur- ing on some other plan that would be next best and not so expensive? For instance, if the Avery mansion, on Jefferson avenue, could be pur- chased, why would not that serve present needs? This is one of the finest old houses in the city—a beautiful speciman of old-time arch- itecture, quaint, artistic, a treasure in itself and well worth preserving. It is not fire proof, it is true, but its walls are of stone and it would not be difficult nor very expensive to give it a tile roof and without changing its outward appearance to remodel the interior, substituting metal and concrete for much of the wooden construction, thereby rendering it nearly fireproof or, at least, of such slow combustion that danger from fire need not be feared. The house is spacious and would make an ad- mirable meeting place, and for the gallery proper four brick walls and a roof in the rear would answer ev- ery purpose, at least for the present, MICHIGAN TRADESMAN and it could be made as large as de- sired, and easily enlarged when the need for enlargement appeared. If this plan could be carried out Grand Rapids might not be as sumptuously equipped as some other cities are, but with the fine old Avery mansion for a front we would have something in which we could always take some degree of pride. The location is ideal. Adjoining the Avery proper- ty is the Kent Scientific Museum, which will insure its “neighborhood” for all time to come. Some day a suitable museum building and art gallery will be erected in place of the present building, and when this time comes, it would be easy to find good use for the Avery house in connec- tion with it. If this property could be acquired and converted into an art gallery, what would be more appropriate than to dedicate it as the Avery gallery? This would be a graceful tribute to one of this city’s oldest and best families and a memorial to one of the finest and kindliest of men, the late Noyes L. Avery, whose name_ is closely associated with this city’s best development, and who was himself a lover of art. The Art Association should not un- dertake to carry the entire burden of providing an art gallery for Grand Rapids. The Association, no doubt, can do much to awaken the realiza- tion of the great need, but it will make more rapid progress if it will invite the co-operaton of the furni- ture designers, the architects, the art departments in the printing and en- graving establishments, the photog- raphers, the Board of Library Com- missioners and all others who may be interested in art or in what may pass for art. Make art a comprehensive term and let everybody come in who has the desire, relying on_ sensible house rules to be a safeguard against incongruities in the displays. Let the aim be to make the place a center for the useful as well as the orna- mental arts that it may be of value to the greatest number. Working in this way, with a definite plan that will not cost too much and every- body helping, it is quite possible that something might be accomplished to- ward the securing of an art gallery without the weary waiting for the opening of some philanthropic pock- etbook. THE ONLY REAL REFORM. Organized labor the country over will, of course, repudiate the Mc- Namaras and the crimes they com- mitted in the name of organized la- bor. And the Tradesman believes that on the part of the rank and file this repudiation is sincere. The great majority of the workers, of those who really work, are honest men, law abiding and have as high ideals of good citizenship as will be found anywhere or in any class. They have no sympathy with violence, no per- sonal affiliation with the thug, no bond in common with the dynamit- er. In every labor organization, however, is a reckless, lawless ele- ment, with nothing to lose, and, al- most invariably, it is this element that is most influential in shaping pol- icies and in the selection of leaders. The sober and sane and honest ma- jority is dominated by the reckless few and the leaderships are bestowed not upon those who are known for their wisdom and good judgment, but upon those who talk the loudest, lie the hardest and promise the most. We had an illustration of this in Grand Rapids last spring. The furni- ture workers in this city rank high in good citizenship, but the leaders they selected or that were given them were typical of the kind. The Mac- Farlane outfit lied as to conditions in other furniture manufacturing cen- ters; lied as to conditions here; lied constantly and outrageously as to prospects. The reckless and ignor- ant element among the workers be- lieved all that was told them and en- tered heartily into the MacFarlane schemes and those of the orderly ma- jority who could not be persuaded or cajoled were intimidated into joining the strike and were thus made par- ties to the riots and disorders that marked the four months’ _ struggle. Few among the real workers approv- ed the mobbing of old men return- ing home from work, the making of threats to wives and children or the destruction of property, and yet ev- erything that occurred was done in their name and they would have en- joyed the gain had success been won through such methods. If organized labor would rehabiliate itself it must get rid of its present leaders and es- tablish new standards for leadership in the future. Not the biggest liar nor the man who can promise the most should be placed at the head, but men of honesty and character. Marked reform is hardly to be ex- pected, however. To be the loud mouthed “friend of labor” will con- tinue to be a profitable profession. Agitating and trouble making will continue to be an easier mode of gaining a living than manual toil. The only real reform will be in the elimination of the labor union, with its false standards, its unAmerican ideals and its oppressive methods. THE EXPRESS MONOPOLY. Additional instances of unfair practices, discriminatory rates and sharing of territory by the express companies now’ under investigation by Commissioner Lane, of the Inter- state Commerce Commission, were brought at the second hearing before the Merchants’ Association of New York last week. Robert H. Elmendorf, of the Cen- tury Company, testified that his company shipped more than fifteen thousand packages of books yearly by the express companies, many of which were either lost or seriously delayed in transit. In general, he said, the business done by the com- panies was very unsatisfactory, and when claims for redress were made little attention was paid to them. In particular, Mr. Elmendorf cited an instance where a package had been shipped to Richmond, Va., and lost. No answer to complaints was made for more than a year, he said, by the United States Express Com- pany, which had charge of the pack- age, and finally the Century Com- pany had to settle for less than the value of the package. Edward J. Proffitt, of Providence, R. I, Treasurer of a newly organ- ized parcels post company, said that the business of the express compan- ies could be carried on at a much lower rate than that now charged and still make a profit. The depart- ment stores of Providence, he testi- fied, had been sending more than a million packages a year at an expense twice as great as the rate offered by his company. Following Mr. Proffitt, W. H. Chandler, Assistant Manager of the Transportation. Department of the Boston Chamber of Commerce, who said he had more than twenty years of experience in railroad and steam- ship transportation, testified concern- ing the relation: between the differ- ent tariffs established by the express companies, all of which tended to fix rates in such a way that the vast bulk of the business handled was charged out of proportion to the ap- parent rate, he said. A consignment at a $2 rate, he declared, could be sent 770 miles in one part of the country and only 160 miles in anoth- er. A chart was introduced showing the different routes of the express companies, together with the rates in the different states. In some states there was a decided increase in the milage over the same comparative distances in another. The rates in some cases, he continued, have ad- vanced as much as 63 per cent. since 1892, while in no case has a reduc- tion of more than 7 per cent. been enforced. The New York Central lines takes good care of its old and faithful employes, those who have worn themselves out in its service. A re- cent illustration of this is in the case of Clark S. Rogers, who was recently retired from the agency in Grand Rapids. He had been connected with the road for forty years, beginning as brakeman on the old Lake Shore out of this city and working up through the service from the operat- ing to the passenger department and finally to the general agency in this city. Last summer he suffered a stroke of apoplexy, which so impair- ed his efficiency that a change be- came necessary. He was offered a station agency at one of the best small towns in Southern Michigan, but he was unequal to the work. And then he was pensioned at $50 a month and the pension will continue as long as he lives. More and more the rail- roads and big corporations of the country are making provision for their worn out employes by pension and otherwise, and the New York Central lines have been foremost in this movement. Over 1,300 aeroplanes were turned out in France last year and of this number seventy are owned by the government. The aeroplane business has gained rapidly in France and the business has developed more than it has in the United States. : 10 MICHIGAN TRADESMAN December 6, 1911 News and Gossip of Interest to Busi- ness Men. Move For Permanent Fund. At the recent annual meeting of the Merchants’ and Manufacturers’ Association a movement was initiat- ed to provide a permanent fund for carrying on its beneficent opera- tions. Some years ago a fund of $200,000 was raised by subscription, payable only on assessments made as the money was needed to estab- lish new industries, or for such pur- poses as properly fell within the © province of the Association. Three- fourths of the fund has been raised and invested, with astonishing re- sults in trade and manufacturing de- velopment, and it is now proposed to establish an even larger fund, and to make it permanent, the proposi- tion being put up to the directors who in the past have so successfully managed the affairs of the organiza- tion. These directors, re-elected, are, the first named being the Pres- ident: Harry T. Wickes, John L. Jackson, A. C. Melze, Benton Han- chett, Arthur D. Eddy, Max Heav- enrich, Theodore Huss. Saginaw Valley Launderers. At the initiative of Henry Witters, of Saginaw, the Saginaw Valley Launderers’ Association has been or- ganized, the present membership in- cluding those engaged in the busi- ness in Saginaw, Bay City and Flint. Following are the officers elect: President—W. J. Stark, Flint. Vice-President — Henry Witters, Saginaw. Secretary—J. P. Greenwald. Treasurer—Paul E. Haines, Bay City. Mr. Witters entertained the mem- bers at a banquet at the Hotel Vin- cent following the business, and a pleasant hour was spent. Martin Keeley, Detroit, President of the State Association, State Secretary Henry Mason and Will Laing, also of Detroit, were present at the meet- ing and banquet. Wood Products Company. The Saginaw Wood Products Co. has been organized to start opera- year with a force of from seventy-five to 100 skilled mechanics, in a new building to be erected at the corner of Hess and Sheridan streets. The new factory will be 45x100 feet in di- mensions and will be two stories in height. Control will be in the same interests that own the Farmers’ Handy Wagon Works, and C. W. McClure, President of that company, will be at the head of the new con- cern. The Wessberk manufacturing plant is to be stripped of its new ma- chinery, which will be used to equip the new concern in part, and the Quaker Shade Roller Co. will en- large its premises by moving into the shops lately occupied by the Wessberg concern. With the Sag- inaw plant, the company just form- ed will have four establishments, the others being at Des Moines, Iowa, Minneapolis, Minn., and Cairo, Il. Business Notes. Vernon E. Staridge, manager of the S. H. Knox stores in this city since Jan. 1, is dead of pneumonia, at the age of 28. He contracted his fatal illness following an operation for removal of one of his tonsils, which had become hardened. Norman H. Slade, who for some time past has been engaged in busi- ness in Saginaw, has returned to the road, and is now traveling for a Detroit cigar house. Norman is one of the best known traveling men in Michigan. : A syndicate of local liquor men is said to have obtained an option on the Jacob Raquet brewery for $130,000. The brewery is one of the oldest and best known in this part of Michigan and has. been success- fully conducted for years by Mr. Raquet. Dr. W. C. McKinney, pro- prietor of the Everett House, is said to be at the head of the syndi- cate which holds the option. Bad Axe business men evidently do not intend to allow pleasure to interfere with the progress of their thriving city. By the terms of an agreement recently made the Grand Trunk Railway undertook to extend its system to Bad Axe, providing the city furnished grounds for a station, etc. and right of way, free of cost, to the company. Now comes the Baseball Association and turns over the ball park to the city, which in turn will pass it over to the Grand Trunk for a site for the new station. Ubly, in the Thumb, is installing a water works system, including a stand pipe of 75,000 gallons capac- ity, and contractors are busy push- ing the work to completion. The entire Thumb district is awakening to the propriety of doing things such as Ubly is doing. Richard Clark, formerly in the grocery business in Saginaw for years, is dead at Seattle, Wash. At the meeting of the Michigan Bean Jobbers’ Association, held in Saginaw during the week, the question of how best to take care of the wet crop this season was the principal topic of discussion, with- out any fixed plan being determined upon. Estimates show that in sev- eral sections of the State this year - Central © the damage to the crop is from 25 to 30 per cent. During the session the good results of exchanging seed between different sections was shown. Secretary Joseph P. Tracy, of the Saginaw Board of Trade, is in con- siderable demand as a speaker. A week ago he talked to a large con- gregation on the East Side on Elim- ination of the Social Evil and Sun- day night he addressed a_ similar congregation on the same subject on the West Side. He is also booked for an address during the week at Bad Axe on business affairs. The Saginaw Board of Trade is backing the campaign against the red light district as a good business proposi- tion. Captain E. J. Donaghue and S. H. Braund, of Detroit, have purchased a tract of land on the Saginaw River for the purpose of establishing a summer resort there. It is halfway between Saginaw and Bay City, and will be given daily service by the steamboat line which the gentlemen named, with others, are to put on at Saginaw next season. Under the new Pere Marquette arrangement, by which the road is to have five divisions instead of three, A. R. Merrick remains, with headquarters at Saginaw, having charge of the Saginaw, Tuscola & Huron branch, of sixty-four miles, in addition to the regular Saginaw division. Supt. Merrick is probably the best posted man in the’ Pere Marquette service upon the Thumb territory which is assigned him, and which naturally takes Saginaw as its headquarters. J. W. Brady. ———— a Had Only the Habit. A slouchy-looking boy, of about 13, was standng on the street corner, when a_ well-dressed young man walked up to him. “Say, sonny, can you give me a cigarette paper?” “Yes, sir,” said the boy ani pull- ed one out of his pocket. No sooner had the young man pro- cured the paper than he said, “Could- n't you loan me a little tobacco, too?” — “Although the wagon tongue is si- lent, it always gets there ahead of the rest of the outfit—but that is only because it has a pull.” Symons Brothers & Company Wholesale Grocers Saginaw :: Michigan Our Brands of Vinegar Have Been Continuously on the Market For Over FORTY YEARS Think of it—FORTY years of QUALITY The FLAVOR of vinegar is the dominating power for QUALITY and is what makes good palatable salad dressing and pickled condiments. The Pure Food Law compels all vinegar to contain the re- quisite strength for pickling. but FLAVOR is QUALITY and makes a satisfied customer. The following brands have the FLAVOR. specify and see that you get them: “HIGHLAND” Brand Cider and White Pickling “OAKLAND” Brand Cider and White Pickling “STATE SEAL” Brand Sugar Oakland Vinegar & Pickle Co. Saginaw, Mich. 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 No. 81 Display Case No. 84 Cigar Case Saginaw Show Case Co., Ltd., Saginaw, W. S., Mich. We make all styles Catalogue on request December 6, 1911 PRACTICAL STOREKEEPING. Matters of Vital Concern To the Merchant. Five—Selection of Stock. Written for the Tradesman. The whole business of storekeep- ing resolves itself into two questions, what to buy and how to sell it. The present article will attempt to bring out some points that bear directly on the first of these items—what to buy. Stores of all kinds—grocery, hard- ware, furniture, chinaware, shoe, dry goods and clothing stores, and stores of a more general character, where all or a number of these lines are represented—all manner of _ stores and shops may be (1) large, (2) small, or (3) intermediate; and the sort of wares they carry (for the most part) may be either (1) cheap (or as we euphemistically say, “pop- ular priced”), (2) medium priced, or (3) high grade. When I say may be of this charac- ter, | mean they may be thus legiti- - Mately. Take articles in the dry goods line—for instance, dress fab- rics; here is the widest range in the matter of values. Not all the women in the community can buy the newer and smarter effects in the higher grade fabrics. Some of the poorer women must buy the cheapest mate- rials for their home-made dresses. Now, if your city is a pretty good sized place, and conditions are such that you can’t cater to both classes of trade, the practical point for you to decide upon is, which one of these constituencies do you care more to cater to—the well-to-do and _ the smarter trade, or the trade of these other folks who have to buy the cheaper grades of goods? It isn’t in any sense unethical nor wrong to sell cheap goods—provided, of course, the goods are sold on a frank and truthful basis. As long as we have our present wide inequali- ties—our existing extremes of bound- less affluence and gaunt poverty— there will be a considerable number of people in every community who simply must buy the cheaper goods just because they can not command the price to buy the better grade wares. Take shoes, for example: You have three distinct grades—popular priced shoes (McKay’s that frequently re- tail as low as $1.25 the pair; and from that to $2.25 or $2.50), medium pric- ed shoes (retailing at from $3 to $4.50 a pair), and high grade shoes (from $4.50 or $5 up to, say, $8 a pair). Now, there are not many shoe re- tailers that care to stock up with the cheapest and shoddiest McKay-sew- ed shoes and the very highest grade “custom-made” smart shoes that ap- peal only to the highest class trade. Unless his capital is wonderfully elastic and his store a very large one, he can not carry ample assortments in these widely different grades and in the hundred and twenty-one inter- mediate grades. The point with him is, Which of these three classes of consumers shall I appeal to? The an- of shoppers do not. MICHIGAN TRADESMAN swer must be determined in the light of local conditions. Of course no shoe dealer sticks ab- solutely to any one class. you find some of at least two of these of wares; as, for instance, pop- ular priced and medium grade shoes for men’s, women’s and_ children’s wear; or medium priced and high grade footwear for men, women and children. And the emphasis even then may be upon one of these two grades. That is the point exactly: to make your store or shop individual and different, you have to create some definite impression. The shop or store that appeals strongest to people nowadays is the store or shop that stands out with cameo distinct- ness because of some well defined policy in the selection of its stock and in the manner of the wares it offers the buying public. You have often heard people say of a clothier’s or shoe dealer’s_ store, “Oh, that’s a dandy place to shop. Anything you buy there can be de- pended on; they don’t carry anything but strictly up-to-date and high grade stuff.” When people say that sort of a thing about a merchant they are paying him high praise. That merchant’s store does not create a blurred effect upon the minds of peo- ple. In view of the wide range of val- ues that we find in present-day mer- chandise, nearly all storekeepers find that they must limit their stock se- lections and go, in the main, after some one class of trade. The first step is to select your constituency; the second is to select the kind of wares that, in your community, ex- actly fits that constituency. The wisdom of your stock-selec- tions must be ratified by the approv- al of your customers. The public is the last court of appeals in matters of this nature. What the people ex- pect is a certain degree of actual val- ue in a commodity of a given grade. They do not expect to get the value of a medium priced commodity for a figure that is always associated with only the cheapest kind of commodi- ties in that line; neither do they de- mand the high grade values at me- dium prices. I mean the generality We will not stop to consider the occasional ex- ception where your customer is ut- terly unreasonable. Inasmuch as there has come to be a sort of standard of goodness in these various grades—popular-priced, medium priced, and high grade—it is important that every storekeeper se- lect the stock that actually makes good in its class. If he is selling cheap shoes, cheap furniture, cheap cutlery, cheap chinaware, or cheap anything else, it ought to be good Generally cheap this, that or the other thing. - ‘As cheap commodities it has certain bona fide selling points. As cheap merchandise it may be downright good merchandise for the purpose for which it was intended. The point is to try it out thoroughly and see if it actually does measure up to. the commonly accepted standard of ex- cellence in its particular class. Manufacturers, into these three like retailers, fall classes—those who are known primarily for their- good cheap products, those that are known for their good medium priced wares, and those that are known for their good high grade merchandise. It is a mighty good plan for the _ store- keeper to find out who these people are—these established manufacturers with established names—where they are, and all about their specialized manufacturing activities. The average storekeeper does not spend enough time familiarizing him- self with the sources of our present- day merchandise. He knows a few houses, perhaps, because he has han- dled their goods; but there are other concerns, perhaps in certain respects better, that he does not know. Good houses are sometimes weak in some lines, strong in others; do you know the strength and weakness of your favorite house, or houses, or, where you buy direct from manufact#tter, do you know the strong points and the weak points with the manufac- turers from whom you buy? What about the other fellows in this field? I do not think it is wise to be jumping about from house to house or from manufacturer to manufac- turer—but there are quiet, legitimate and resultful ways of getting wise to the things that are going on in the manufacturing world. The mer- chant owes it to himself to keep his eyes open. Progress is the watch- word—and there is an effort being made all the while to grade up in every one of these three general classes of merchandise. Are you tied up with people who are out in the full, strong current of modern prog- ress? It is. a mighty good thing to estab- lish the friendliest and most sub- stantial relations with houses and factories. It enables us to get the best datings and a timely lift when the battle goes hard with us. By all means be’ solid with your house. At the same time do not be as blind as a bat to everything else on the hori- zon. Hear what the other house has to say through its salesmen who call on you betimes. Have a look at the goods—it won’t hurt you to look. Compare the products. Ifyou are not absolutely certain that you have the best products (of their ‘sight of old, shop-worn goods. 11 class) anywhere to be had, try out the other fellow’s line or lines. If there is anything to be gained by switching, don’t hesitate to switch. You are not in business for senti- mental reasons; you are in business to make a living. While there is no apriori preju- dice against a new house or a new manufacturer (all houses were once new), there is an advantage in do- ing business with firms that are strongly established. They have built up reputations that they are zealous to maintain. When things go wrong (as they are apt to occasion- ally, no matter how carefully it is sought to safeguard against mis- takes), you can count on such houses making good. There are trademarked and nation- ally advertised commodities that the people have come to look upon as uniformly standard. Some of these you will have to handle whether you are enthusiastic over the trademark proposition or not. As a matter of fact the widely advertised and trade- marked commodity is not only guar- anteed by the manufacturer, but the consumer is so. thoroughly hypno- tized by the national publicity that he would not be likely to admit it even if the commodity were not quite up to standard. Keep your stock fresh and up-to- date. Nothing is more prejudicial to a storekeeper’s interests than the It is better to buy less at a time and buy oftener, even if one must miss some trivial concession on quantity buy- ing—a concession that often looks infinitely larger than it is. Chas. L. Garrison. —---~ Why not compel “full weight” print butter as a matter of equity, instead of waiting for the lash of the law? MAPLEINE (The Flavor de Luxe) Fulfils all Pledges of Quality. Delicious Flavor and Maintained Selling Price. The Louis Hilfer Co., 4 Dock St., Chicago, Il. Crescent Mfg. Co., Seattle, Wn. WoRDEN GROCER COMPANY The Prompt Shippers 12 MICHIGAN TRADESMAN December 6, 1911 = L—~ ~ Additional Information on Sale of Eggs by Weight. New York, Dec. 4—About a year ago an endeavor was made by the authorities here to enforce an ordi- nance to that effect, but it met with so much disfavor at the hands of the trade at large that it was not enforc~ ed. So much for public opinion. We do not favor it. With storage eggs worth 23% cents per dozen and fresh eggs at 38 cents per dozen, we would not object to selling the former quality by weight, based on the lat- ter quotation, as a dozen of fine large storage eggs will weigh approximate- ly as much as a dozen fresh pullet eggs and yet their relative value shows a wide margin. S. S. Long & Bro. Not Familiar With Idea. Philadelphia, Dec. 2—We have no experience and are not familiar with the idea of handling eggs by weight. Geo. M. Baer & Coa. Have Had No Experience. Newark, N. J., Dec. 4—We have had no experience whatever in sell- ing eggs by weight, and have heard no comments from egg dealers in this market. From time to time we have noticed articles in the trade papers about selling eggs this way, but up to this time we have always sold at so much per dozen. C. Wolters & Co. Proposition Correct and Logical. New York, Dec. 4—Regarding sell- ing eggs by weight, this method pre- vails in the English markets, of which I can give you details if de- sired. The New York market will not have it. Proposed legislation to compel sales of eggs by weight was strenuously opposed by our dealers, and evidently killed, although I think the proposition is correct and logi- cal. F. H. Wickware. Proper Way To Handle Eggs. New York, Dec. 2—I have never had any experience in selling eggs by weight. This has been agitated some in our city, but has never been put into practical use. So far as I am concerned individually I think it is the proper way to handle eggs. Chas. H. J. Zinn. No Opinion at Present. Chicago, Dec. 5—We have never had any experience in handling eggs by weight and we hardly care to ven- ture an opinon on the subject under the circumstances. Eck. McNeill & Co. Can Give No Definite Advice. Philadelphia, Dec. 4 — Regarding selling eggs by weight, beg to advise you that we have never had any ex- perience in this respect and _ hardly think that egg selling by weight would take well on.the Philadelphia market. Eggs here are sold accord- ings to quality almost entirely. Size, of course, is preferable to small eggs and large eggs bring better prices, but as our experience is very limit- ed—an fact, nothing—in the handling of eggs by weight, we regret ex- ceedingly that we can not give you any definite advice on this matter. Turner Co. Unsatisfactory System. Philadelphia, Dec. 2—Never tried selling eggs by weight in a retail way and don’t think practical. No one in this State does it. If you want to confine 24 ounces to the doz- en, it will be a very unsatisfactory system. Jacob F. Miller. Would Be an Improvement. Buffalo, Dec. 5—We hope the time will come when all eggs are sold by weight. It certainly would be an im- provement over the present method of handling, but presume it will be a long time before that is general. Rea & Witzig. Questions Its Success. New York, Dec. 2—Regarding the experiment of selling eggs by weight, which you say will be made by the Crescent Egg Co., of Allegan, would say the Inspector of Weights and Measures of New York attempt- ed to put this into operation about a year ago, but it did not even get as far as an experiment. It is a fact that the weight of an egg is not an infallible guide to its quality, hence we do not feel that this method of selling eggs can be a success. Geo. M. Rittenhouse & Co. Recommond Standard Package. Newark, N. J., Dec. 5—We_ have never handled eggs by weight, but we do handle eggs from the South and the West and from nearby sec- tions, and we certainly think that to sell them by weight would be the correct way, provided they were shipped in a standard package so that one could get at the net weight without removing them from the package. Otherwise it would never do, as a wholesale dealer could not take the trouble to remove the con- tents of the different packages in or- der to tare the package. C. E. Barker & Co. Why Alfalfa For Dairy Cattle? Alfalfa will produce more digesti- ble nutrients per acre than any other agricultural crop. A yield of four tons of alfalfa hay per acre produces about 4,000 pounds of digestible nu- trients, 880 pounds of which are di- gestible protein. Corn comes next to alfalfa in the production of nutrients for the cow. An acre yielding ten tons of green corn will produce about 3,400 pounds of digestible nutrients. No crops complement each other better for feeding the dairy cow than corn and alfalfa. The corn put in- to the silo furnishes the succulence for the cow and a large amount of heat producing elements. Alfalfa provides the dry roughage and is rich in the element protein which is so necessary to the growing animal and the cow producing milk. In short, alfalfa and corn have a pro- ductive feeding value that can not be excelled by any other combination of roughage grown on the farm. When alfalfa is used properly in the rotation it is beneficial to the soil. —_.-.-———_—- A Colorado woman whose chick- ens moulted late in the season has prepared them for cold weather by making neatly fitting coats that but- ton under the wings and soft flan- nel caps fastened with dainty color- ed ribbons which tie under the beaks of the fowls. The chickens like their new gowns and are laying eggs to show their gratitude. This may furn- ish a hint to other poultry raisers and may set a new fashion. Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & COQ. Srand_Rapids, Mich. Michigan Sales Agents 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. vegetables. Figure with us on your winter stock of fruits and Now is the time to buy. The Vinkemulder Company Grand Rapids, Mich. Moseley Bros. Both Phones 1217 Established 1876 We Want Wholesale Dealers and Shippers of Beans, Seeds and Potatoes Office and Warehouse, Second Ave. and Railroad Strictly Fresh Eggs White Beans Red Kidney Beans Clover Seed Grand Rapids, Mich. market, Papers and hundreds of shippers. W. CG. Rea Rea & Witzig A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. Ship us your poultry and eggs, REFERENCES—Marine National Bank, Commercial Agencies, Express Companies, Trade Established 1873 You will find this a good We have the output of 30 factories. Brick, Limburger in 1 Ib. Bricks, Block Swiss Write for prices. Milwaukee, Wis. December 6, 1911 MICHIGAN TRADESMAN Cheese Factory Trouble in Missouri. One of our readers from Central Missouri is having trouble through disposing of his milk and cream to a local cheese factory. He writes: “About four months ago two men came to our town from another town in Missouri and put up a cheese fac- tory. About thirty of our business men backed them up in buying the house and lot, also a lot of machin- ery and supplies to the amount of $1,500, taking a lien on the property to secure themselves against loss. The cheesemakers are making a good product, but have no capital of their own. During the first month’s run they gave the local bank a lien on their future output of cheese for $1,200 to buy milk. This cheese was sold and the money came back to the bank to reimburse them. Since then they have been running with but lit- tle cash, and gradually falling behind with their payments. With some they ate behind sixty days in payment, and some they owe as much as $60 and $70. . “The men running the cheese fac- tory seem to lack in business quali- fications, and yet as a milkman, I am a little fearful they have more busi- ness than I suspect; that is, I am afraid they may sell their product, close down, and leave us. farmers without our pay. They have been al- lowing us 30 cents a pound for but- terfat, and we give them the milk. This was their price from the be- ginning. In my case they have cut down my test nearly one-fourth, as- suring me that the tests were ac- curate. “If you can advise in this matter it will be a favor, as I am not well enough versed in such matters to know how to decide for myself.”— Patron. ; We are sorry to learn that such trouble as the above should arise, as cheese factories under good manage- ment are a great aid in any commu- nity for more profitable farming. And this is especially true for the sec- tion of Missouri from where our friend in trouble writes. Wherever cheese factories and creameries are run on a sound basis the dairy in- dustry is stimulated, and the © sur- rounding farmers over a wide terri- tory are able to make more money. Almost invariably the farmers of a dairy center where milk and cream can be disposed of at a profit soon become prosperous and the commu- nity in general is improved. The farmer who keeps dairy cows and sells his product to a cheese factory or creamery receives a_ substantial monthly check. With this ready cash coming in regularly every month of the year the farmer is enabled to keep things in general moving; he is enabled to make improvements as he goes along, his land _ continually grows richer through keeping and feeding more animals, and there is something worth while being done on the farm every day of the year. Dairy- ing is not a get-rich-quick proposi- tion, yet through steady employ- ment, with a steady cash income through the entire year the farmer and his family are able to live com- fortably and are never out of ready cash for buying what is needed. The dairy community soon becomes a prosperous community, and intime the land becomes highly productive and the farms extra well improved. It is difficult for one at a distance to advise in trouble of this kind. From the story it would appear that the men running the factory started in good faith, but with poor equip- ment, especially in a financial way. Many similar cases are on record of factories of this kind starting on talk alone without money to run the busi- ness. This seems to be a human weakness general among men. They expect to be able to pull a big load with a little horse. They figure on large profits, but they do not figure in the hundred and one small items of expense that finally eat up all of the large returns. Some men never learn any real business sense until they are too old to run a good busi- ness. It is one thing to be a good buttermaker or a good cheesemaker, and quite another thing to manage the factory so that it will pay dividends. The business end of an affair of this kind is one of the most important things connected with it. If these men in question are honest, but sim- ply lacking in good business ability, they are legally blameless. The pa- trons of the cheese factory should have determined beforehand the busi- ness standing and general good name of the men. It is customary everywhere for cheese factories and creameries to buy milk and cream and pay for the same at the close of each month. In this respect this factory is following the rule, and hence there is no ir- regularity from this source. If they are unable to pay their customers for milk at the end of each month it would indicate that they are not mak- ing a good quality of cheese, that their business methods of disposing of the cheese are poor, that there may be leaks in the business at other points, or that they ‘may be dishonest and do not aim to pay. A similar case would be that of a merchant selling goods to a farmer on credit. The merchant would natural- ‘ly expect the farmer to pay when he sold grain or live stock. But some farmers do not always pay their store bills promptly, and we have heard that a few never pay at all, and still they are not considered criminals. In selling milk or cream by weight and test for fat, it is more satisfac- tory all around for the producer to weigh and test his product to be able to check up with the dealer. If the dealer knows you test at home he will be blocked from giving too low a test. There will be no chance for argument on either side. es “Milk bottled in the country,” is a slogan which has been extensively employed by dealers. It has increas- ed the sale of milk delivered in this manner and earned for Chicago the distinction of having the supply bot- tled in the country instead of in the city as is the case generally. Low Temperature Necessary. Pasteurized milk should be han- dled with great care. Milk must be held at low temperature after pas- teurization. About 2 per cent. of the total bacteria found in milk are pres- ent in the spore stage in which they can not be destroyed by the pasteur- izing process. Unless they are held at such low temperature as will pro- hibit the development of these spores into actively growing organ- isms, there is danger. A large por- tion of them belong to the putre- factive kind, which if enabled to se- cure sufficient development will im- part undesirable flavors to milk. It is these putrefactive kinds which are responsible for a great many diar- rheal and gastro-intestinal troubles of children. The temperature should never be below fifty degrees, and lower temperatures are preferable. Pasteurized milk may appear per- fectly sweet to the consumer but may be actually dangerous to chil- dren if it is kept at temperatures which will permit of a rapid devel- opment of putrefactive and other kinds of spores. —~---2——_ Humming Birds Destroy Insects. The most unique method yet de- vised for ridding greenhouses of in- sect pests is that of using humming Terpeneless FooTe & Jenks’ COLETIAN’S 13 birds as insect destroyers. This idea is being experimented on by Miss Katherine Dolbear. “Humming birds do not require a great deal of care, either,” says Miss Dolbear. “They are not so delicate as they appear to be, and will stand a good deal of cold. They can not, of course, be left ex- posed in wintry weather, but they can easily live in greenhouses, which have to be kept at a _ temperature well above freezing in order to pre- vent the loss of the plants.” 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. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. Manufactured by Wells & Richardson Co. Burlington, Vt. POP CORN 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 (BRAND) High Class Lemon and Vanilla Write for our ‘‘Promotiem Offer’’ that combats ‘Factory to Family” schemes. Insist on getting Coleman’s Extracts from your jobbving grocer, or mail order direct to FOOTE & JENKS. Jackson, Mich. Stock carried in Grand Rapids Wm. Alden Smith Bldg. POTATO BAGS New and Second Hand Can ship same day order is received ROY BAKER Grand Rapids, Mich. Both Phones 1870 — oa 2 a g& om z~ oa a x 15,000,000 packages sold annually is guaranteed to be satisfactory at all times. fresh every day in our sanitary scientific creameries, making it always pure and sweet—every pound just like every other pound. Write for complete information. BLUE VALLEY CREAMERY CO. W anted—Potatoes Wire or write us what you have naming price and when can ship M. O. BAKER & CO. TOLEDO, OHIO ID you ever have one of your best custom- ers call you up and tell you that the butter you sent was not satisfactory? Such complaints can’t be avoided with ordinary but- ter. Its quality runs un- even—seldom twice alike. Blue Valley Butter It is churned 3 Grand Rapids, Mich. 14 MICHIGAN TRADESMAN December 6, 1911 THE COUNTRY MERCHANT. Must Possess Characteristics Rarely Found in One Man. Written for the Tradesman. A phrenologist is supposed to be able to tell what calling a man should follow, just by examining the bumps on his head. To one youth he will say: “You study law. Lan- guage is unusually: large on your head. You are what is called ‘tonguey.’ Combativeness is even over-developed. You are shrewd and keen. Conscientiousness is small. You will make a successful atttor- ney.” He will advise another boy to become an educator, another a ma- chinist and another a banker. I do not know that any phernol- ogist ever sized up a young man’s bumps with the verdict: “You ought to become a country storekeeper. In that field, as in no other, you will find success.” But in case some young fellow gave special promise in that direction, it would be quite an extraordinary combination of attri- butes that he woud be found to pos- sess. He must have a thorough under- standing of human nature. Without this he would be foredoomed to fail- ure. A man might be a great in- ventor or a skillful electrician or a celebrated architect and not be albe to get along with humankind at all; but he could not be a_ successful country merchant. It doesn’t so much matter where or under what circumstances the country _ store- keeper has learned to know people, if only he knows them. Bob Bur- dette, in his very pleasing little treatise on Travel, remarks that “If a man understood all the people in Peoria county, Illinois, he could teach school anywhere.” This is just another way of saying that human nature is very much the same, no matter where you find it. The country storekeeper must be a good mixer. He must be genial and magnetic; he must himself pos- sess a feeling of comradeship and be able to induce a like feeling in others. He must “take” with peo- ple and make friends readily. This is all necessary. But any agreeable, tact- ful fellow who habitually extends a glad hand, uses a little judicious flat- tery and keeps from treading on people’s corns can make friends. To be a successful country storekeeper a man must have a deeper under- standing of human nature than the mere good fellow posseses. He must know the springs that underlie ac- tion and be able to read character quickly and accurately; he must have the strength of mind and will to Sway others rather than be swayed by them; otherwise geniality and good-fellowship are likely to prove his disaster and ruin. The country storekeeper should be a good financier. Perhaps the means at his disposal are only a few thou- sand dollars—possibly a lesser sum. Whatever the amount, be it large or small, he must manage it judicious- ly. He must see to it that his in- come is greater than his outgo. He must needs have that fine and sure instinct of business that will enable him to charge the right price for his goods—a price not so high as_ to drive away patronage, nor so low as to leave him no margin for his la- bor and the use of his capital. What- ever the rural merchant makes above his expenditures should be invested in more stock or in the enlargement of his buildings, or, if these are not needed, then in some other safe man- ner that will yield him a proper re- turn. Perhaps he grants some credit. There are few country merchants who do not. Whether a strictly cash business is practicable in his loca- tion need not be discused here. That a cash basis is harder to maintain in the country than in the city goes without saying. The country storekeeper who grants credit has among his possible customers some persons whoare thor- ough dead-beats, others who are good and prompt-paying and_ still others who probably are perfectly good but who are notoriously slow pay. So to manage the situation that he will not lose on the dead-beats and will not get so much in slow paying accounts on his books that he can not meet his own bills promptly, and at the same time be able to keep the general good will of the commu- nity, requires all the diplomacy and judgment of a good credit man in a wholesale house. The country mer- chant renders his decisions on far smaller amounts than the credit man —that is the only difference. He must have the kind of mind that could do the larger work, else he is bound to suffer loss. The country storekeeper must or- dinarily be his own’ book-keeper and correspondence clerk. he has also some special gift as a penman and can do neat lettering on all the little advertising signs needed about his place of business and can print price tickets that are sightly and easily read. He must be a good buyer. A coun- try store is, of necesity, always some- what of a general store and so its proprietor has to keep posted not on one line of stock but on perhaps half a dozen lines. He handles gro- ceries, dry goods, shoes and hard- ware, we will say—possibly furniture, agricultural implements and millinery also. It requires much care and pains to keep his stock up without overbuying in any department. When he goes to market he has a long want list to be filled. If he is located off the railroad or on some branch line, not many commercial travelers visit him, so he has to rely a good deal on mail orders and his own visits to the city. Right here it may be said that the wily and seductive drum- mer who does visit the country mer- chant has a better chance at him than he has at a city customer, and, if unscrupulous, may try to load the country brother with goods he does not need and can not use. Very likely the country storekeep- er is lonely and the smooth talk of the traveling man falls very grate- fully on his ears. It is not with him It is well if” as it is with the city buyer whose soul is constantly wearied with one salesman after another, each wanting to show his line of samples. So the country dealer must be a judge of goods and know the requirements of his trade, and have enough inde- pendence of will and force of char- acter to buy as his own best judg- ment dictates, and not as his agree- able drummer friend may advise. The country storekeeper must be a good salesman. Having bought his wares he must sell them. Goods ly- ing on his shelves, no matter how judiciously selected or how well bought, can yield him no returns. He must keep people coming. The at- mosphere of his store must be so cheerful and inspiring that his pa- trons will be fairly loath to leave it. He must be his own window trim- mer. He must also arrange his en- tire stock to the best possible advan- tage, both as regards the attractive- ness of the store and for making sale of the goods. It may be that he himself must sweep and dust and wash the win- dows and even scrub the floor. He must count dozens and dozens of eggs and pack them ready for ship- ment and, at the bringing of each basket or crate of hen fruit to his door, he must beam as graciously as if he considered eggs a little better pay for goods than cold cash right in the hand. The country storekeeper should be an advertiser and constantly reach out after more business. His store and the way it is managed probably constitute his best and most effective advertisement, but there are other mediums of publicity within his reach that he can not afford to neg- lect. He must hold his own against the competition of the mail order hous- es—not by feeling sore and whining because of their encroachment upon the field of trade that he may nat- urally regard as belonging to himself alone—but by conducting his busi- ness on such sound principles that his patrons will feel it is to their advantage to deal with him, instead of sending away for their goods. This samie applies also to the com- petition of near-by cities and large towns. When his business is large enough that he can not do all his work alone or with the help of his wife and chil- dren, the country storekeeper must be an employer. To assist him he needs a general man, one who can do almost as many kinds of work as he himself must do. This sort of man is not easily found, nor always easily kept contented and happy. One man does not like to work alone as well as ten or twenty or a hundred men like to work together; and, in the very nature of things, the great principles of division of labor and specialization of effort can not be applied, to any great extent, to country storekeeping. As time passes and conditions change, the lot of the country store- keeper tends to become more diffi- cult rather than less _ so. Trolley lines and other facilities for trans- portation give his customers cheap, quick access to the large centers of trade. The mail order competition becomes fiercer year by year. It is only the fittest among country mer- chants who can survive in the strug- gle. We may sometimes speak of the rural dealer depreciatively as “The man who keeps the little store at such and such a country crossroads or at some tiny village.” But if he makes a success of his small enter- prise, he is an all-around good busi- ness man and possesses in quite marked degree a number of charac- teristics. No one of them unusual in itself, but which, in well-balanced combination, are rarely to be found in one. man. Ella M. Rogers. ——~+---____ News of Interest jin the Buckeye State. Written for the Tradesman. The Cincinnati Commercial Asso- ciation announces that a metal work- ing industry has been secured, which is the eighth new industry landed during the current year. The Deissel-Wemmer Co, will erect a four-story cigar factory at Lima and employ 500 people. The first winter meeting of the Newark Board of Trade was held at the plant of the Blair Motor Truck Co., of that city, and was attended by over 100 members and guests. After inspecting the factory, lunch was served, which was followed by interesting talks. Toledo is taking its first step to- ward establishing a municipal light and power plant in considering plans for a high pressure water system pumping station to serve as the bas- ic unit of a plant to generate elec- tricity for commercial purposes. The Dayton Advertising Club is planning an advertising campaign to let the world know of Dayton’s com- mercial advantages and of the nearly 1,300 factories there. Dairymen and milk producers of Dayton have formed the Dayton Pure Milk Association and will ad- vance the retail price to 8 cents per quart Jan. 1. Almond Griffen. —_~222___ Some young women in Cincinnati have been endeavoring to see on how little they can live, and they have furnished a menu which costs seven cents a day. Mush, peanut sandwich- es and split-pea soup were in their dietary, but if they had to live on these delicacies three times a day their stomachs would be out of or- der in a short time, and they would lose their appetite. It is easy to ex- periment for a week on certain foods, but to have them for a steady diet is a different matter. The young ladies should experiment with a variety of foods and see how much they can live - on when they have something differ- ent every meal. That is more prac- tical and will do more good than the plan they have followed. —_~23.__ Worth the Price, Gillet—What did you pay that world-famous specialist fifty dollars for if you felt perfectly well? Perry—I wanted to know how he Pronounced appendicitis. December 6, 1911 MICHIGAN TRADESMAN 15 We Don’t Straddle Two Horses When you break bread, break bread made of Michigan flour ground from Michigan wheat in a Michigan mill. A Michigander is entitled to eat the bread of patriotism, to know the excellence of the products of his own state, and to have the best tasting bread that can be made. Michigan flour is the best flour for domestic use produced anywhere in the coun- try and Michigan has mills more thoroughly equipped and more scientifically con- ducted than many in other states. Michigan is the great flour state from the standpoint of quality, flavor and color. Let no one lead you astray on this point. Michigan wheat has just enough of gluten—not too much—just enough of starch and just enough of protein to make such flour as ‘LILY WHITE FLOUR” ~*The Flour the Best Cooks Use’’ Sought after by discriminating cooks. A flour to be successful for domestic use must be made for that purpose and that purpose only. So far as we know we are the only milling firm that has made this a specialty. We sell no flour to bakers and do not try to straddle two horses. We are millers for the great American family, originators of the sanitary sewed sack, and backed by a half million of assets that makes our guarantee good as a Gov- ernment Bond. Valley City Milling Company Grand Rapids, Mich. This is a reproduction of one of the advertisements appearing in the daily papers, all of which help the retailer to sell Lily White Flour. 16 THE SAME OLD ERROR. Anti-Saloon Men Arranging For Fu- ture Defeats. Written for the Tradesman. The old book-keeper closed his ledger with a snap and took up the evening newspaper, delivered at his desk half an hour before. “What's stirring?” asked the junior clerk, as the old man snorted in dis- gust at the first display heading on the first page. “Some one trying to fig- ure out that the New Yorkers, and not the Athletics, actually won?” “Young man,’ scorned the old book-keeper, “if you ever learn as much about the grocery business as you now know about baseball, you'll have a brown stone home up on Easy street, up next to the park.” “I may know a lot about baseball,” the junior clerk replied, “but I don’t know enough to guess ’em right. I’m wearing my last year’s overcoat yet.” “Serves you good and right!” ejac- ulated the old man. “Any dub of a clerk who works for nine dollars a week and feeds it to the gamblers ought to be living on his last win- ter’s first meal, as well as wearing an old overcoat.” “Oh, all right!” Slam away, if you want to,” exclaimed the junior clerk. “T’m broke, all right, on account of the Athletics playing fast ball, but I’m still eating.” “And drinking?” book-keeper. “Not above a_ whisper,” answered the clerk. “Any gimp who thinks he can beat the ball experts can’t afford to toy with the suds. What was it you were kicking about, when you picked up the newspaper?” “This Anti-Saloon League conven- tion in Detroit,” replied the old man. “It annoys me to see what tangies they are getting the League into.” “What's the answer?” asked the young man. “You used to be on the cart with the Anti-Saloon League. What’s happened?” “T’m with the anti-saloon crowd yet,” was the disgusted reply, “but I’m no prohibitionist.” “What’s the difference?” demand- ed the clerk. “I don’t see any.” “There’s a heap of difference,” roared the old man. “The anti-sa- loon people say that intoxicating li- quors shall not be sold in open sa- loons until the men who operate them learn to obey the laws of the State— just as men in the grocery business and the dry goods business are ob- liged to obey them. The prohibition- ists say that one man has a right to dictate what another man _ shall or shall not drink.” “IT may be dense,” replied the clerk, “but I can’t see the differ- ence.” “Understand this,” continued the old book-keeper, “not one man in a hundred who votes for local option would vote for state-wide prohibi- tion. The men who vote for local option do so because the saloons in their vicinity get too gay. The men who vote the Prohibition ticket do so because they want to wipe opt the sale of spirituous, malt, brewed, fer- mented and vinous liquors because snarled the old MICHIGAN TRADESMAN some fools abuse the use of them. The people do not believe in that, and if the anti-saloon people keep on talking state-wide prohibition they will lose all the counties they have gained.” “Why don’t you go and tell them about it?” laughed the junior clerk, dodging behind the counter. “Don’t get funny!” commanded the old book-keeper. “I’m not a pro- hibitionist. I keep a bottle where it will do the most good, part of the time, anyway, but I voted for local option here. Thousands who are not prohibitionists did the same thing. They did so in order to teach the liquor interests a lesson. The whisky men and the beer men were trying to run things. They dictated the nomination of officers whose duty it was to enforce the liquor laws. They made good fellows of them- selves and got solid with the police, with the result that they kept open on Sundays and all night if they wanted to. They thought they own- ed the town.” “Take it from your Uncle Dudley,” laughed the junior clerk, “the whisky men do own about half the towns.” “They aren’t claiming them just at present,” said the old book-keeper. “They are keeping under cover in Michigan. They have been getting too many bumps lately. The thieves are being routed out of the busi- ness. Why, if a grocer or a dry goods man should run a store the way the salons are run in some cities, they would be toted out of town on rails.” “They couldn’t run at all,” inter- posed the junior clerk. “The people wouldn’t patronize them.” “And the people won’t permit rob- ber saloons to run, either,” continued the old book-keeper. “They are sen- tencing the saloonkeepers to two years layoffs in a good many coun- ties. When the men who make beer make up their minds to put only de- cent men in the business, there will be saloons again in some of these local option counties. That is if—” The old man paused and_ rubbed his chin thoughtfully. “Tf what?” asked the clerk. “If the anti-saloon orators don’t go to telling that the movement is only an opening wedge to prohibi- tion. If they do that, they’ll be skun like a fish. Men who will vote to clear rotten saloons out of a county won't vote state-wide prohibition. If you think I’m wrong, just compare the local option vote with the pro- hibition vote in any county.” “Huh,” said the clerk, “the Prohi- bitionists poll about a score of votes in a county, while local option polls thousands.” “That’s the answer,” said the old book-keeper. ‘The voters want to get the saloons where they will obey the law, just as the owner of this grocery has to. You let the boss litter up his alley, or put a mixed food on his shelves, or sell milk that is a little off, and the officers will be after him in a wink, but the saloons have the officers trained so they will permit them to sell doped whisky, doped beer, doped wine and doped cigars at any hour of the twenty- four. If a pint of milk sold by the boss contains too many microbes to the drop his name is put in the news- papers, but if a whisky man makes a barrel of whiskey out of two gallons of alcohol, a plug of tobacco, a bar of soap to give it a bead, and a few gallons of city water, he is allowed to poison people with the stuff with- out a word of protest from the health officer. Why?” : “Give it up,” said the junior clerk. “Because the saloon men get a stand-in with the officers, because they impudently insist on running the politics of the town in which they exist. Just think what the grocers could do if they were as active in pol- itics as the saloon men are! But they mind their own business, and so get the worst of it.” The junior clerk yawned. “Sleep if you want to!” roared the old book-keeper. “But I’m teling you right now that if the anti-saloon people try to work their organization into a prohibition party they’ll lose out. For the reasons given above, the people won’t stand for statewide prohibition. They will vote the sa- loons out of a county for two years and let them in again if they think better conditions will rule. They will give the saloons about two chances, and then they will toss them out for good if they go back to their old tricks.” “They always will,’ grinned the clerk, “Then the whole liquor business will go on the pork,” insisted the old book-keeper. “The people won’t stand for their insolence. But there is no doubt that the breweries will see the handwriting on the wall. They will handle their business as decently as they can. Some of the cities which had fifty saloons under the old law now have only fifteen under the new rules, made since the county defeated local option and let the whisky men back. And these sa- loons close at nine, and serve no lunches, have no tables or chairs, and no window or door obstructions whatever. That helps some, but there is no knowing how long this will last. The saloon men will whine about every session of the council next year for more privileges. “But this is all on the side,” the old book-keeper went on. “What I want to impress on your alleged mind is this: If the anti-saloon men raise the state-wide prohibition ques- tion they will get wiped off the map. When they declared, during the last campaign, that local option was only an opening wedge to prohibition throughout the state, they lost votes enough to have carried the counties of Calhoun, Jackson, Kalamazoo, and Gennessg. There are lots of people who want to make the saloons be- have, but mighty few who want to shut them up for good. I don’t know why liquor has such a hold on people, but it is a condition and not a theory that we are facing. It has a big hold. Even men who don’t drink at all think their friends ought to have a chance to drink if they want to, and December 6, 1911 can do so without being robbed, or drugged, or thrown into association with bums and lewd women.” “And so the anti-saloon folks will get knocked out of the box?” asked the clerk. “If they try to switch to prohibi- tion they will, all right,” answered the old man. And that is a prophecy that is on many tongues. Alfred B. Tozer. —— +2... Nothing really upsets the calm, self- satisfied serenity of the pessimist, when he is fixed in his belief that the country is going to the demnition bow-wows so much as to encounter a real optimist who is everywhere soaking up faith and hope and more optimism. Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products The Diamond Match Company PRICE LIST BIRD’S-EYE. Safety Heads. Protected Tips. 5 size—s boxes in package, 20 packages incase, per Cas€ 20 gr. lots... oo $3.35 Lesser quantities... 6.5.22 $3.50 BLACK DIASIOND. ~ 5 size—5 boxesin package, 20 packages in case, per Case 20 gr. lobe iss oo. cco ce $3.35 denser quantities <2. 2.00.2 $3.50 BULL’S-EYE. 1 size—10 boxes in package, 36 packages (360 boxes) in 24% gr. Case, per case 20 Pt 1Ob. oo $2.35 Lesser quantities ....... 00.0... cccce0ece. $2.50 SWIFT & COURTNEY. 5 size—Black and white heads, double dip, 12 boxes in package, 12 packages (144 boxes) in 5 gross Case, per case 20 gr. lots .............. 1. $3.75 Lesser quantities. 3, 2052... $4.00 BARBER’S RED DIAMOND. a size —In slide box, 1 doz boxes in package, 144 boxes in 2 gr. case, per case in 20 gr. lots... $1.60 Lesser quantities... 2006050000 $1.70 BLACK AND WHITE. 2 size—1 doz boxes in package, 12 packages in 2 gr Case, per case in 20 gr. lots................ $1.80 Lesser quantities... 2 Ge $1 9¢e THE GROCER’S PATCH. 2 size—Grocers 6 gr. 8 boxes in package, 54 pack- ages in 6 gross case, per case in 20 gr. lots. $5.00 Lesser quantities... . : Rrineie ce bee Auge Ree 18 Grocers 4 1-6 gr. 3 box package, 100 packages ir 4 1-6 gr, case, per case in 20 gr. lots....... $3. Lesser quantities... $3.65 ANCHOR PARLOR MATCHES. 2 size—In slide box, 1 doz in package, 144 boxes in two gross case in 20 gr. lots............... 1.40 Lesser quantities.......... Sieeeaecinesie => ph SO BEST AND CHEAPEST PARLOR MATCHES. 2 size—In slide box, 1 doz. inpackage, 144 boxes in 2 gr. case, in 20 gr. lots. ......0........... oe Lesser quantities... (50. J $1.70 3 size—In slide box, 1 doz. in package, 144 boxes in 3 gT. case, in 20 gr. lots........ ease a ues 2. Lesser quantities. 0.220 $2.55 SEARCH-LIGHT PARLOR PATCH. 5 size—In slide box, 1 doz in package, 12 packages in 5 gr case, in 20 gr. lots................. $4.25 Lesser quantities....................+0..s00, $4 UNCLE SAM. 2 size—Parlor Matches, handsome box and ackage; red, white and blue heads, 3 boxes in fat pack- ages, 100 packages(300 boxes)in 4 1-6 gr. case, per case in 20 gr. lots................+.0-- $3.35 Lesser quantities.....2.025.. 000000 $3.6€ SAFETY IATCHES. Light only on box. Red Top Safety—o size—1 doz. boxes in package ¢ a (720 boxes) in 5 gr. case, per case BD 20 BF - AOS ee poate eee $2.50 Lesser quantities..........0. 0.00000 00s, . Aluminum Safety, Aluminum Size—1 doz, boxes in package, 60 pack es(720 boxes) in 5 gr. case, per case in 20 ote ve yaea es $1.90 Lesser quantities .......... 0.00 ec0e el $2.00 December 6, 191i EARLY CHRISTMAS GOODS. _—_—_— Merchants Who Did Not Keep Faith With Shoppers. Written for the Tradesman. “I read an article on early Christ- mas shopping with interest,” said a department store owner to a rep- resentative of the Tradesman yester- day, “because I once had a very practical illustration of the evil re- sults of dilatory methods in getting in holiday goods. It was an ex- pensive lesson to me, but I think I learned enough to make up for the temporary loss.” “Cost you asked. “All lessons are expensive in some way,” was the reply. “Whether you take lessons in music, or French, or in cooking hamburger steak the price must be paid. Yes, this lesson costs money.” “What’s the story?” the man man asked. “A few years ago,” the merchant continued, “the ladies of my town brought the early Christmas shop- ping matter up in their clubs. They talked about the poor clerks, and the rush and scramble, and all that.” “The women’s clubs are always talking about the poor clerks,” the other said, “but I fail to see where the poor clerks get benefits, except in rare cases.” “The way to help the clerks,” the merchant went on “is for the ladies to treat them like human beings, and not like slaves, when they are shop- ping. I have known women to be moved to tears while discussing the hardships of clerks’ lives in clubs and other places, and these same women habitually insulted and abus- ed the clerks who were unfortunate enough to be obliged to serve them.” “That’s the idea,” was the reply. “In my town there is a woman who sheds bitter tears over the Christ- mas shopping matter who is so un- ladylike in her shopping methods that the clerks all duck when she comes into the store. She has cost many a clerk her situation by con- stantly complaining to the proprietor about trivial errors. But suppose we have the story. I really want to hear something new in the Christ- mas shopping matter.” “The year I am talking the merchant resumed, “the ladies made a particularly hot campaign for early Christmas shopping. They talked the matter over in their clubs, and even called meetings in public halls to. urge upon the ladies who did not belong to the exclusive clubs the necessity for sparing the clerks and helping themselves by buying early.” “That is the usual method.” “Yes, but that year they filled the newspapers with their letters, and really got the town into quite a fev- er of excitement over the matter. The point referred to in the Trades- man article was brought up. ““Tf we go to buy early,’ some one said, ‘what guarantee have we that the latest holiday goods will be on hand to select from.” “*That’s just it,’ money, did it?” was Trades- about,” another _ said. MICHIGAN TRADESMAN ‘We are willing to buy early if we are not shown old goods which will make us ashamed when the really new ones are brought in. What about that?’” “That is the point to consider,” said the other. “So one particularly bright woman suggested that they appoint a com- mittee to interview the merchants and find out when the new Christ- mas goods would be in. That was a good idea, and it was adopted im- mediately.” “Do you believe they really thought the merchants would set dates for the goods to be placed on sale?” “Certainly they did. They expect- ed the dealers to tell them the truth.” “But did they?” “You hold up a minute,” laughed the merchant, “I’m telling the story. You'll find the answer at the ter- minus.” “Vl go you the cigars,” said the other, “that, if they really went to the merchants they were told that the goods would be in at any old time they (the ladies) wished them to be there!” “There was some of that going on, of course,” was the reply, “for there are always merchants who will promise anything. There were merchants who tried to find out from the Committee what dates had been fixed by the other dealers, but they were not told. It had been agreed that the dates should be secured as a whole before giving them to the public.” “Quite an idea!” “Oh, yes, the plot was laid all right, and the ladies kept faith, and the dealers tried to, but—”’ There was a pause, during which the merchant leaned back in his chair, put his fingers together, tip to tip, and laughed. “But what?” “Oh, that little word ‘but,’ said the merchant, “and that little word ‘if.’ Only for them, what a world we might have!” “Get on with your story!” “Of course. Well, the ladies came to me and asked what about the thousand and one things they were supposed to buy for Christmas presents, when they would be un- loaded at the store and how much they would cose, and what the col- oring would be, and if there were any new designs in cigars that sold for one-twenty a box. You know the rest.” “I think so,” was th ereply. “I admit that I tried to find out the dates set by the other mer- chants. That was simply business. But I didn’t find out. After the la- dies had spoken their pieces I sent for the buyer and asked him about holiday goods. He said that his ad- vices informed him that they could be had at any time. This was late in November. “The buyer also informed me that he could go to New York and rush the goods through so they might be opened the first week in December. The ladies thought that would an- swer nicely.” “And you accepted the statement of the buyer and gave them the date of the first week in December?” “I surely did, and there is where I made a mistake.” “T guess so.” “The buyer came home from New York with the fire of excitement in his eyes and an unusually long ex- pense account. He said the goods would be there, all right, and we could get them on the shelves and counters in time for the expected rush of lady shoppers. “The ladies kept faith, On Mon- day of the first week in December they were in the store in droves, with their hands full of moncy, which I needed in my business. I stood in the doorway of my office and smiled to think what a business I had come upon. I knew that the other deal- ers might be having crowds, too, but I knew, also, that they had no such stock as mine to select from.” “Go to it!” cried the listener. “What happened?” “I didn’t have the goods! The buyer hadn’t attended to the matter in‘a proper manner. The clerks were trying to sell the patrons a lot of left-over stuff. The people who came to buy were going away with their noses in the air. It took some time for me to get wise to the ‘situation, but when I did I told the customers that I had been disappointed in the delivery of the goods, and that they need not accept the purchases they had made if they had bought under the apprehension that the goods were of the latest style. That helped some, but a good many people re- mained away from my _ store all through the season.” “But the other stores were in the same boat?” 17 “Yes, in a way, but they had ieft over stock which they sold, and that made it up to them. I did not sell mine, as I have stated.” “But what I mean was that they lost customers, also.” “Of course they did, but the buy- ing had to be done somewhere, and so in time we got most of the trade I suppose that $10,000 went out of town that year that I ought to have had, but I kept faith.” “And since then?” back again. “I see that my goods are in. If there are to be fresh articles on the market which I can’t get at the beginning of the Christmas sale, I advertise the date of their arrival. I tell my people when they can buy the Christmas goods which are us- ually bought within three days of the holidays. I don’t trust the buyers. I see that the goods are there.” Perhaps good pointers may be had from the story of the department- store man. Afred B. Tozer. Valley City Biscuit Co. Grand Rapids, Mich. Manufacturers of Cookies and Crackers Write for Price Lists We Make a Specialty of 10c and 12c Cookies NOT IN THE TRUST Lansing Crown Top Corn Popper Seasons the corn just to suit the taste the same as in a spider or kettle. The unpopped corn falls automatically through the holes in the crown of the cover. This feature makes it out-sell any other popper made. Steel handle that can’t get hot or burn off. Polished steel and perfect con- struction. If you want the popper business, buy this popper. The Gier & Dail Mfg. Co., Lansing, Mich. MACAULEY SAID Those inventions which have abridged distance have done the most for civilization. USE THE BELL And patronize the service that has done most to abridge distance AT ONCE Your personality is miles away Every Bell Telephone is a long distance station. 18 MICHIGAN TRADESMAN December 6, 1911 SS ig - e —— = = CS) sf. S MSSCZ Se sa Sage FSS , LER, wl) IPSS Sea jp Fas How To Become Your Husband’s Business Confidante. Written for the Tradesman. Honestly now, how much do you know about your husband’s _ busi- ness? Can you.tell what income it is yielding? Could you say at a ven- ture how great his indebtedness is? Is he on Easy street, or is he having a hard time to meet his bills? You don’t know these things. Per- haps you have only the vaguest idea concerning them. Why don’t you know them? “Because he never tells me,” you say. Why does he never tell you? Right there is the rub. Why does he nev- er tell you? It’s a cinch that you are being kept in the dark regarding a lot of things that you ought to know all about, that it is vitally important to your welfare and to his that you should know all about; and it is an- other cinch that you can’t find out anything worth while by asking questions, or by trying to pry around and investigate on your own hook. Better let the investigation go en- tirely. Better just keep still until you can bring about a changed atti- tude of his mind, so that he will just naturally and freely and entirely of his own accord sit down some eve- ning and tell you all about every- thing. And thereafter keep right on and on and on telling you. A changed attitude of mind. Just make a note of that, for that is what you are going to try to bring about. The first thing to do is to find out why he has not been telling you about things heretofore; why he has not all along been taking you into his cofidence regarding his business. There is some reason for his si- lence, which, when found, will ex- plain the whole situation, and very likely suggest some simple yet effi- cacious remedy. Let me ask you one question—not a very pleasant enquiry either, by the way, but one which you had best answer to yourself if not to me. Have you always dealt on the square with your husband? Do you remember one evening last spring when he seemed especially happy and happen- ed to drop a remark that he had sold more goods that day than ordinarily went out in a week, and that his business for the month previous had been three times as large as it was for the same month the year before? What did you do? On the strength of that little wave of prosperity did- n’t you go down town the next day and without saying anything about it either, order a new suit for yourself, costing double the price of any suit you ever had in your life before? Didn’t you buy new curtains for the parlor and one of those expensive electric lamp fixings for the dining room? By the time he had _ those bills paid, that month’s business did not show up so much better than other months had done. Be perfectly candid with yourself. Have you, whenever your husband has chanced to let you know that he had a little more money than usual, rushed into some foolish extrava- gance or other that has set him back fifty or one hundred dollars, to say the least? “Fifty or one hundred is not very much,” do you say? Cer- tainly, it isn’t. But haven’t these in- discretions on your part served to put your husband on the defensive— made him feel that in order to hold you down in the matter of spending money amd protect his own interest, as it were, he must all the time car- ry the impression to you that busi- ness was very dull and money awfully close? That expression, “protect his own interests,” dropped out unintentional- ly, for aren’t your interests identi- cal? They ought to be—most sure- ly they ought to be. But are they? In far too many households there exist a kind of antagonism between husband and wife as to money mat- ters. If he can put her off with twenty-five dollars when she wants fifty, he feels he has just twenty-five dollars to the good; and she—she feels that if she can work her hus- band for a lot more cash than she really needs, the surplus is her legiti- mate plunder. This antagonism, if it exists, must be done away with and perfect agree- ment On money matters must take its place, else your husband is not going to divulge to you the state of his business affairs. Perfect agree- ment—there is a better word even than agreement, and that is unanimi- ty. This is a long five-syllable af- fair of Latin derivation, but its mean- ing is simple; it means just oneness of mind Oneness of mind is what you want. If you have one set of ideas and your husband another set that tend in an exactly opposite di- rection, he will be pretty sure to think that his only safe policy is to be close-mouthed. For instance, if you should find, to your surprise, that your husband, who is ambitious and anxious to get ahead, had accumulated a few hun- dred dollars in the bank, what would you do? Would you try so to man- age your end of things that no in- roads would have to be made into this little pile; or would it be just im- possible for you to rest easy and give him any peace until every cent of it was spent for whatever fool things happened at the time to take your fancy? Now women aren't guilty of all the extravagance by any means. Per- haps at your house it may ‘be entire- ly on the other side. It may be that you are careful and saving to the last degree, and that your hus- band is a free spender and wants to indulge in all manner of luxuries ad amusements. If he can not afford these outlays, naturally he will not want you to know the actual state of his finances. He may be tempted to hold up to you that he is far better off than he is. So I say there must be unanimity regarding money matters. If you didn’t start in right, it will be harder to attain this after ten or twenty or thirty years of wedded life than it would have been in the first place. That is one thing young people ought to learn: Begin right with the pocketbook. Settle on some system of finances to which you both can agree, and then let both work to- ward a common end. And when, either at the beginning of the married jourey or at any time thereafter, some system is agreed upon, then let both try to adhere to it. We will suppose that you talk matters over together and decide you can figure on an income of, _ say, $1,600 a year; and that you will live on $1,200 and have $400 left for en- larging the business or for putting into a home. Now you, Mr. Man, see to it that your wife is paid her week- ly or montaly allowance for. running the house and for her clothing and personal expense promptly and regu- larly. And you, Mrs. Wife, make the effort of your life to keep your ex- penditures within your allowance. If you take the money which should be used for groceries and spend it for a dream of an evening gown, the whole plan will fall through in less time than it takes to tell it. The long and short of it is, sis- ter, if you want your husband’s con- fidences, you must have his confi- dence—confidence in your judgment and sagacity and _ faithfulness to your and his common interests. Another thing. If you desire your husband to talk with you freely about his affairs, then manifest some _ in- terest when he does talk. Conver- sation follows certain laws. You can not run on about your’ enthusiastic appreciation of Browning to some woman whose taste for reading cen- ters entirely in such novels a “So Fair So False” or “The Price of Her Heart’s Love.’ No more can your husband talk to you about his busi- ness if you do not know enough nor care enough about such matters to give close, intelligent attention. A man likes an interested and sympa- thetic listener, then he will pour out his soul freely. But if, when he begins to tell you about things, you act all the while as if you wanted to get at the so- ciety column of the evening paper or to go to work on that new stitch in embroidery, he will cut his talk short fey from ordinary crackers. TRISCUIT, the Shredded Wheat Toast, is the equal of SHREDDED WHEAT BISCUIT as a food, because it also contains the whole of the wheat, steam-cooked, shredded and _ baked. special form, it is more adaptable to chafing dish cookery and is a healthful substitute for bread when eaten with cheese, marmalades, etc. your customers as a delicious and nourishing “change” You'll find TRISCUIT an easy seller because of our extensive advertising and the profit makes it worth your while to PUSH. The Shredded Wheat Co. Niagara Falls, N. Y. oo Owing to its Suggest it to Str OP ay SE See ee: Riek mas eae: Av Re eee ae December 6, 1911 as possible at the time, and you may expect that he will maintain an oys- ter-like reserve on all that relates to his affairs, for many weeks to come. Strive to learn all you can about business if you would be your hus- band’s confidante and counselor. You are not likely to know too much. Some years ago a wealthy man, Mr. S. by name, died, leaving a wid- ow by a second marriage. Although there was unmistakable evidence that he had known his death might come at any time, still he had no definite idea of the value of his property, nor had he ever counseled her as_ to how she should manage the portion that would be hers or what invest- ments she had best make after he was gone. This seemed all the stran- ger because he had been a most af- fectionate and devoted husband. Much censure was voiced because of his seemingly inexcusable negli- gence in this regard. Some time aft- erward it fell to me to tell this Mrs. S. how to transact a very simple piece of ordinary business. Since then I have had a good deal of char- ity for Mr. S.’s sin of omission. I found her ignorant of the common- est business custom and usage, and she frankly told me that all business was a bore to her. Moreover, she seemed to take pride in her ignor- ance and inaptitude as if they con- stituted a kind of superiority. Now perhaps the husbands of even such women as Mrs. S. ought to tell them all about their affairs, but it simply is not in human nature to do it. : Quillo. —~---.————— Hotels Should Welcome Well-Meant Suggestions. One hears much about the jovial traveling salesman, and the pleasant- ries of his life, but rarely, if ever, is space given in the press to the trials and tribulations of the Evangel of Commerce. I have always had a soft spot in my heart for the travel- ing salesman, and at every opportu- nity have said a kind word for him. Few people realize how much inspira- tion the traveling man has been to- wards preparing the matter for this article. I have learned by personal observa- tion the last few days some of the ex- periences of the traveling man. I know that motor parties and joy rid- ers envy the attention the salesman receives at hotels, and have heard many, many times that the traveling man is such a good, persistent kicker, that he gets what he wants. But some of the stories that the traveling men tell are alomst unbelievable. Their reminiscences of the crudities of ho- tel help and railroad service sound like fairy tales. I have more sympathy with the traveling man now than ever before since | took a little trip down into West Virginia last week. Mrs. Ar- nold and the children have gone to visit her folks on the farm and as farm life does not agree with Yours Truly, I went into the West Virginia mountains for a few days and made some stops en route to call on friends and renew old acquaintances. The ideally perfect hotel with idea! MICHIGAN TRADESMAN service is a rarity, and unless the trav- eling public will co-operate with ho- tel management in correcting errors, omissions, faults and failures, there will be. many more years that the traveling man will have to put up with indignities, inconveniences and discomforts. Kick, ye traveling men, and kick hard, when the occasion wat- rants, but don’t kick in public and disturb the equanimity of every one in the hotel office. A few words to the hotel manager will correct a wrong, and if it does not ameliorate the con- ditions of your visit, doubtless the next traveling man will not be sub- ject to the same inconvenience or in- dignity under similar circumstances. I stopped off at Dayton, Ohio, July 24, to see my friend Charlie Gum- mer, of the Gem City Stove Co. He surely has a busy, lively plant and is turning out a high grade of goods, but before going out on the Green Line I had an experience at the Hotel Al- gonquin. I was in room No. 532 and rang for ice water. A neat looking chap, in a clean khaki uniform, came into my room. He poured the ice water from his metal pitcher into the china pitcher belonging to the room, then carefully lifted one chunk of ice after another with his dainty fingers and placed it in the china pitcher. My surprised look evidently unnerved him, for the next piece tumbled to the floor. He didn’t appreciate the instructive lesson I endeavored to give him. At the hotel office I quiet- ly called the managing clerk aside and told him of my experience and noticing the offending bell boy close at hand, beckoned to him to come over. He truthfully admitted that he had handled the ice with his hands. but insisted that his hands were clean. When asked about the ice dropping on the floor, he indignantly denied that charge. No, it didn’t fall on the floor, it only fell on the car- pet. I stepped aside and am hoping that future guests in room No, 532 at this hotel will not have the same com- plaint. After spending a few days in Cin- cinnati I traveled on to Portsmouth, Ohio, and en route smiled to myself at the experience of our old friend, Charlie rackett. If poor Charlie were alive I am sure he would enter the Biggs House at Portsmouth in the worst hotel contest which B. L. T. is conducting in the Line-O-Type, for one time Charlie spent Sunday at the Biggs House when he wanted to be in Columbus, and that particular Sun- day happened to be his birthday; but Biggs House it was for that Sunday, for the cashier who had the tip that the lid was not on at Columbus ar- ranged for Brackett’s check not to reach him until Monday at the Biggs House. They have a more imposing hotel building in Portsmouth now, but, as many travelers know, bricks and mor- tar and plate glass frontage do not constitute a good hotel, and where service is lacking, appearances do not count. From what I learned, there is ample room for improvement in the service at the Washington Hotel in Portsmouth. I was cautioned to re- serve a room in advance if I wished one with a bath, but the drowsy night clerk, after reading my John Han- cock on the register and after I had called for my mail, didn’t know he had one reserved for me. I really insisted that the name in which I had reserv- ed the room was the same as the one on the register and identical with the name I expected mail to reach me. | was finally ushered into room No. 102 and would reproduce a diagram oi the bath room if I thought my read- ers would believe any architect ever designed such .inconveniences in a twentieth century hotel. Ye traveling men who are compell- ed to stay over night in Portsmouth beware of room 102. There is a bath tub there sure encugh, if you have the eloquence to persuade any water to run in it, and there is a large basin with faucets for both hot and cold water, but they apparently are not on speaking terms with any water works system, and after forty-five minutes of endeavor to coax enough water to per- form one’s morning ablutions, I was compelled to have wash water brought in pitchers. The joke of it is that the delay prevented me from getting down until ten minutes past 9 and the diningroom closed at 9 o’clock. The gentlemanly clerk didn’t know any place in town where one could get a good breakfast, but the diningroom would be 2pen again in three hours. Remember room No. 102, boys, but if you must stay there be sure to pro- vide yourself with a stopper, for the one in that room on July 26 was so dilapidated it wouldn’t hold water in 19 the basin after it may be brought in buckets or pitchers. A gentle warning to the pompous clerk was of no avail here. He diaut care to be cautioned that other travel- ing men might be subject to incon- veniences unless a plumber spent half an hour flirting with the water pipes. Of course he had the only hotel in the town and they were doing all the business they could take care of, so what was the use cf being accommo- dating. At Portsmouth [ found that Robbie Ryan, the Little Giant of the Scioto, was away at the Springs rusticating, but Frank Knaus was busy as ever in- venting new kinks for stoves and showd me his new method for mak- ing aluminum matched plates, an in- novation in stove molding. At Iron- ton the Foster Stove Company are busy making improvements and alter- ations to their plant. Hotel management should welcome kindly criticism. One hotel proprietor told me last night that if it wasn’t for the kindly meant criticism of his friends he would never know of the shortcomings of his employes and un- less one’s attention is called to delin- quencies how is a hotel proprietor to make corrections? So, Knights of the Grip, if you have a kick coming don’t carry it around with a grouch but whisper it into the ear of the manage- ment and if the correction be too late for your visit, remember it will be au assistance to your fellow traveler fol- lowing you. — Sidney Arnold in American Artisan. Greatest Thing for Fruit Ever Conceived If you spent $100.00 for a fixture to display your fruit, you would not have a fixture as practical—sanitary — con- venient—durable and satis- factory as these Ideal Fruit Display Racks Yet—a Set of Six Costs Only $3.60 Here’s a fair, square, man-to-man proposition: ‘Simply ask us to send you six Racks. Send no money and the bill will come through the jobber you name. The Racks will be sent to you at once and if not satisfactory . after trying them ten days—send them back at our expense. Frankly, now, isn’t that fair? You NEED these Racks every day and if we did not know their worth, we could not afford to make such an offer. Get them working for you. Ideal Fruit Display Co. 448 CASS STREET LA CROSSE, WIS. MICHIGAN OS) G = = ; eos ‘ e y — = = = i <4 Ee SG = Ze / - \ : oe 35 ZA | AA ax ) Ve FF lll Za Yer. A ; - — = NS SZ i__>>» Employers Are Not Always as Wise as Solomon. Written for the Tradesman. “It is becoming quite the thing,” said a clothing salesman, the other day, “to hammer the clerk. He is the modern scapegoat. The merchant heaps all the sins of the store on his shoulders and kicks him out to look for another job. He hasn’t even got a wilderness to retire to—a _ wilder- ness where he may live the simple life, as had the Jewish scapegoat— but must hustle for meal ticket and hall bedrooms.” “Who has been packing sins on your shoulders?” asked the clerk at the shirt counter. “Enough of your own there, I think!” “Put it on the salesman is the rule in this shop, when a customer kicks,” continued the first speaker, paying no attention to the interruption. ‘And, another thing, the boss has a notion that we ought to show initiative— that is, go ahead and do things with- out asking for instructions. Well, every man that attempts to do any- thing without definite and _ positive instructions as to every detail is like- ly to be found fault wiih. The boss won't give us a chance to act for ourselves.” “Ever try?” asked the clerk at the shirt counter. “Only in a small oat was the re- ply. “I’d be fired if I attempted any- thing of importance without a blue print of it, all o. k.’d by the boss.” “Suppose we try the initiative proposition?” asked the other. “Nix for me, for two reasons,” was the reply. “First, I don’t want to lose my job; and, second, I’m _ not interested in running any school of instruction for ignorant employers.” “Well,” observed the clerk at the shirt counter, “I’ve heard so much about the dependable clerk, the clerk who does everything exactly right at the slightest wink from the boss, the clerk who is taken into partner- ship for disobeying orders and bringing about some great reform in the store, that I’ve half a mind to try this initiative the first time the Old Man gives me an opportunity. “That will be a good way to get fired,” said the other clerk. “The boss won’t stand for any initiative in a clerk.” “T’ll go you a dinner,” said the shirt counter clerk, “that I put up a performance of the initiative and get away with it.” “What do you mean by that?” “TI mean that the first time the Old Man tells me to do anything at all I'll go right ahead and do it without asking questions—just go right ahead with the job as if I had only myself to please.” “You're on!” cried the clerk who had opened the talk. “Just one thing,” the other went on. “When the Old Man tells me to do something, I have the right to ask if he has any definite instruc- tions.” “That’s all right. I know what the boss will say to that. He’ll snarl out a sullen no and walk away. Then, if you follow him and ask questions he’ll roar at you, and if you go ahead and do it as you pro- pose he’ll find fault and make you do it all over again. I’m sure of a dinner at your expense.” This conversation had been listen- ed to by half a dozen clerks, gather- ed about the rear radiator on a stormy winter afternoon. When the store closed for the day they stop- ped just outside to talk it over. The general notion was that the shirt counter clerk would not only have to pay for the dinner, but would lose his position as well. The next morning there was a great deal of suppressed excitement in the store. The merchant was late coming down, and the two clerks who had made the wager talk- ed the chances over in whispers. Presently the merchant made his ap- pearance, stamping the loose snow off his feet as he entered the door. As he scuffled his feet to get the caked snow off his heels he slipped and came near going to the floor. He caught himself with an effort, looked about to see if anyone was laugh- ing at him, and then looked down at the floor. His face was red with an- ger. “Now you get it!” whispered the clerk to the shirt counter man. “He’ll tell you to do something to pre- vent customers slipping when they enter the door. He’ll give you some general order and you'll muff it, and before night you’ll be out look- ing for a situation.” “Anyway,” replied the other, “I’ll go ahead just as I said I would.” “Go it!” whispered the clerk. “Here he comes!” The merchant walked down to the shirt counter and stood looking at the clerk as if he had purposely made the floor slippery. “Some one will break a neck on that floor yet,’ he said. “Go out and get something to make life and limb safe there.” “Any further instructions?” asked the clerk. The merchant glared but passed on without answering the question. The shirt clerk put on his hat and TRADESMAN overcoat and started toward the door, the partner in the wager step- ping behind his counter. “What you going to do?” the lat- ter asked, as the shirt clerk hesitat- ed a moment. “You might bring in a peck of ashes or sand, or you might go out and buy rubber mats, or you might put a handrail up there for cusomers to hang on to.” “Cut it out!’ whispered the an- noyed clerk. “And whatever you do,” the oth- er went on, “you'll wish you had done the other thing. We’ll have that banquet at the Pantlind!” The shirt clerk was gone a long time. The morning was dull and gray and there were few customers to serve, so the other clerks walked up to the shirt counter, one by one, and talked over the situation. “What will Jimmy do?” asked one. “Bring sand,” replied the clerk. “IT say ashes,” was the rejoinder. “Or rubber mats,’ was suggested. “It is a fool proposition,” was then said. “The idea of a boss giving such an order as that! I see the fin- ish of Jimmy!” Presently the merchant came out of his private office, walked down to the shirt department, glanced at the subtitute clerk there, then at the door, and snarled: “Where’s Jimmy?” “I understood you sent him off on an errand,’ was the reply. “On an errand!” repeated the mer- chant. “Well, of all—”’ As if words failed him, he turned and walked back to his office. The interest in the situation was now past all bounds. All the clerks were watching the door. What would the boss say to whatever it was that he brought back? Would the youtig man lose his situation, or would he be promoted. It was like guessing in a dream from which one wakens before the answer comes. It was exciting. Before long Jimmie came in with a bundle under his arm, and such clerks as were not engaged with customers found a way to have busi- ness at the front end of the store. What was it that Jimmy had brought to protect the lives and limbs of customers at the front door? All were asking the question. When Jimmy opened the bundle he exposed to view a square of coarse- woven wire matting. He patted his brow humorously as he laid it or, the floor in front of the door. “Me for the thinking part!” that tap on the forehead said. “See if you can slip down on that!” Then he went back to his coun- ter and watched the door of the private office. Every other clerk watched it, too. Some anticipated a tornado of wrath, some predicted a cyclone which would blow Jimmy out of the store, and some predict- ed a smallish breeze which would end in Jimmy remaining at the shirt counter. In half an hour the merchant came out of his office, walked to the shirt counter, looked Jimmy over critical- ly, and, walking to the door, picked up the wire mat and tossed it into December 6, 1911 the street. Jimmy looked on in ter- ror of instant dismissal. “Now,” said the merchant to the first clerk he came to, “you go down in the basement and bring up the cloth matting we used at the door last winter. Clear the snow away from the door and put it down. When it gets tracked with snow, shake it out in the basement and put a dry one in its place.” He walked back toward his office, then turned and looked at Jimmy. You left it to me, sir!” the clerk said, “Yes, I left it to you!” answered the merchant. “I knew you would- n't think of the precedent of last winter, but I wanted to see what you would do.” “I did something, anyway!” said Jimmy. “That is a relief!” cried the mer- chant. half a day asking me what to do, where to get the matting, what we did last winter, how to lay it down and a lot of fool questions. You did something. You exercised your think tank. Some day you may even be able to make a new and novel ar- rangement of the goods in your stock!” ; “Now, what do you think of that?” whispered Jimmy, after the boss had disappeared into his private office. “Who would have thought the Old Man would have complimented me for doing SOMETHING, even if it was not THE thing to do! Anyhow, I’ve got a dinner coming. I acted om my Own initiative and got away with it.” Much will be forgiven only THINK and ACT. Alfred B. Tozer. -_—— ---. The man who cheapens himself is pretty sure to be marked down by his neighbors. if clerks Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. The Clover Leaf Sells Office 424 Houseman Bik. If you wish to locate in Grand Rapids write us before you come. We can sell you property of all kinds. Write for an investment blank. ELEVATORS Hand and Power For All Purposes Also Dumbwaiters Sidewalk Hoists State your requirements, giv- ing capacity, size of platform, lift, etc., and we will name a money saving price on your exact needs. Sidney Elevator Mfg. Co. :: Sidney, Ohio “You didn’t follow me around ° a> a oF a> le December 6, 1911 TEN TALKS To Bank Clerks By a Practical Banker. Ninth Talk—Rewards. In a manufacturing town not far from here the head of an institution desired a good bright young man to start in as an under study with the idea of gradually working into a good position if he could fill the bill. It occurred to him that a high school boy from some respectable family might be attractive and that he would like to give the opportunity to some young man who had good stuff in him. He asked the principal to sug- gest two or three boys. The princi- pal thought the matter over very carefully and, knowing what was needed, he suggested to three dif- ferent young men that the oppor- tunity was open and asked them to investigate. One of them called up by telephone and asked what kind of a position it was and what the com- pensation would be. He was very politely side tracked. The second wrote a note without enclosing a stamp and stated that he wanted to know about the position and would be glad to receive information. Of course, the letter was not answered. The third dropped in and saw the proprietor and said to him: “I have come in because our principal said that there was an opportunity for a young man to get a good job and I would like to know how much there is in it for me.” He was told there would be nothing in it for him and that he better continue going to school. This illustrates the attitude of so many young people with regard to jobs. The first thing they think of is compensation in money, forgetting that at their age the opportunity to make their way is of vastly greater importance than their salary. The commercial standard, however, is in the air. Everybody seems to be breathing it, and almost every com- modity or every opportunity is sized up by a money value. The success- iul man is gauged by the salary he gets. The successful transaction is measured by the margin there is in it. I confess to having very little patience with this extreme commer- cial view because there are other val- ues than those measured by the clink of coin. The real question with a job is not how much can we make but how much can we earn for our employer. There is a pleasant story told of a bright boy who was engaged as a “general run about” in a store. He was very active and everybody liked him and he had particularly ingratiat- ed himself with his employer. A friend of his employer came from an out- side city and was visiting for a time and became somewhat acquainted with the employes of the store, and was on quite congenial terms with the young lad. One day he asked him: “Well, my boy, how much do you earn?’ And the boy quite promptly replied: “I think about $10 a week.” The interlocutor wonder- ed at this phraseology, but said nothing, and -in the evening in con- MICHIGAN TRADESMAN versation said to the employer: “John, that is a mighty bright boy you have as a sort of general service fellow in your employ.” “Yes,” was the response, “he is an unusually bright boy.” “It seems to me, how- ever, you are paying him a rather large salary.” “How so?” was the reply. “He tells me he is getting $10 a week. I think probably it is all right, but for a snip of a boy like that it seems a pretty good sal- ary.” “Why, my good man, I am not paying him $10 a week. I am only paying him $4.” The result of this conversation was that in the morning the young lad was called into his em- ployer’s office and was lectured in the following terms: “Johnny, I have never known you to be anything but straight with me, but I can’t have any boy around me that will tell an untruth, and I understand you told my friend who is visiting here that you were getting $10 a week for your services, and you know I am only paying you $4 a week.” “I didn’t tell your friend anything of the kind,” replied the boy. “He asked me how much I earned per week and I gave him my best judgment and said that I earned about $10 a week. Do you think I was far off in my estimate?” It is unnecessary to say that, as a result of this interview, before a long time had elapsed the boy was getting more nearly what he earned. I am often an observer of the many time servers in the public em- ploy. These people measure their value entirely by what they get in money and a large proportion of these public servers intend, I judge from their habits, to give not one bit more of service than they think they are paid for. In so doing they miss the larger rewards of life. The reward that is of most value to both you and me, no matter what we get in compensation as a salary, is the opportunity we have to equip ourselves for doing better work. What I call the “snaps” in the way of positions in this world are those which afford men the chance to util- ize themselves in the best possible way so that their earning power shall be constantly augmented. The man who hunts for a job nev- er ought to think for a moment of dictating terms until he has shown that he has a right to do it. The successful man who fills a position in the most perfect manner has a good reaon for dictating what his salary shall be, but the case is un- usual when he finds it necesary to do so. We have no right to judge men by their salaries. Some of the best preachers and most succesful teach- ers have only small salaries. And the men who have moved the world by the literature they have produced have not received large money re- wards for their intellectual chil- dren. It is a rare instance, when a young man perfectly fills a position, that he is not appreciated and that appreciation generally takes the form of money compensation. I know there is a sort of feeling in the com- munity that the compenation given bank employes, like that given teach- ers, 1s not commensurate with the service rendered. But there are oth- er rewards to be thought of in con- nection with it. The bank job has many attractions which should be considered as a part of the compen- sation. At any rate I can say to you from the directory of this bank that your work is carefully scanned and the aim is to make a proper money compensation for your services. On the other hand, we do desire that you shall appreciate the opportuni- ties you are afforded through your banking connection to make more of your lives and to fill more useful places in the community. On the other side of this subject let me say a word: I believe that every working man is worthy of his hire. Employes should not be re- garded as machines but as human be- ings with an appreciation of a prop- er sense of justice in connection with the relationship between the employe and his boss. The employe has a right to expect sanitary conditions under which to perform his service and to be equipped with the proper tools to do the best work. And he al- so has a right to expect that his em- ployer will take an interest in his welfare and his relationships in life. I regret that so many people esti- mate the value of men by the salaries they get. It ts almost impossible for an employer to appreciate in a money form the beautiful, faithful service, the loyalty and the sacrifice made. The satisfaction that comes to the individual as a result of doing his work faithfully and well and_ the knowledge that it is appreciated by the employer is a reward which I can hardly overestimate. I can not emphasize too strongly the highest reward of all which accompanies ev- ery tranaction loyally and well per- formed which is developed in the in- dividual himself and which means larger ability to do better work. Charles W. Garfield. —---2.—__ It is not worth while now to ad- vise folks to keep cool; the weather man will see to that. 21 Chase Motor Wagons Are built in several sizes and body styles. Pra eat — 800 to 4,000 pounds. Prices from $750 o $2, Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids Just as Sure as the Sun AR es SS UDO SNE iawn WE) om tiem ent! ee PT OY This is the reason why this brand of flour wins success 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- IEAAEe ; Make Crescent Flour one of your trade pullers—recommend it to your discriminating cus- tomers. Milling Co. Grand Rapids Ge Buckwhea any to offer. use in car lots or bag lots. We are in the market for 20,000 bushels of new buckwheat and can Don’t fail to write or phone if you have Highest price paid at all times. Watson-Higgins Milling Co. Grand Rapids, Mich. MICHIGAN TRADESMAN December 6, 1911 Possible and Impossible in Alteration of Tailored Garments. Written for the Tradesman. “There are tricks in all trades but ours,” remarked the facetious carpen- ter, “we just drive screws with a hammer.” Associated with every separate line of business are certain sharp practices peculiar to the sell- ing of this particular kind of goods. Even if these practices are scrupul- ously refrained from, the temptation to resort to them never ceases to ex- ist. In handling women’s coats and suits, if you do not have a garment of the price and kind wanted that is of the right size for the custom- er, there is a strong temptation to try to persuade her that some gar- ment you do have that is several inches too large and too long for her, can be cut down so as to fit her fig- ure perfectly. Given a persuasive, smooth-tongued, unscrupulous sales- man, determined to make a record for putting out goods, and let an unso- phisticated customer fall into his hands, and a sale is as good as as- sured. The fact that there is abso- lutely nothing in stock that is right or that can be made right for her cuts no figure. The sale must be made regardless of consequences. This having been closed to the sat- isfaction of the unscrupulous sales- man, the next thing to do is to at- tempt the impossibilities that have been agreed upon in the way of al- terations. The result is an ill-shap- ed, ill-fitting, ugly looking garment, that the customer, if she has a par-_ ticle of taste or judgment, is ex- tremely reluctant to accept. Perhaps by dint of further smooth talk and assurances that the garment is all right and that nothing ever was made that could fit her any bet- ter, she finally is cajoled into taking the unsightly thing and keeping it; or, possibly, she becomes more em- phatic in her dissatisfaction and leaves the offending article on the hands of the dealer. Which of these two things happens, depends upon the business methods of the store and the temperament of the customer. Either is bad. In the one case there is left on the hands of the merchant a No. 40 gar- ment, we will say, cut down to the size of a No. 34 person; but which does not and can not look right on anyone. It is not nearly so salable now as it was before the alterations were made; in fact, its actual cash value has been reduced at least one- third. In the other case, that of the customer’s keeping it and wearing it, it forms a walking advertisement of that store’s faulty alteration of gar- ments and of its unprincipled and im- politic business methods. The temptation to make this kind of sale becomes greater as a season advances and lines become _ broken. Take, for instance, winter coats. From now until spring every dealer who handles them will be making a strenuous effort to sell every one he can, so as to have as few as possi- ble to carry over. This very proper business policy should not be car- ried to the extent of foisting off any ill-looking and too much altered gar- ment upon an unwary and inexperi- enced customer. One of the first things to be learn- ed in handling all women’s tailored garments, such as coats, jackets, suits and skirts, is that the changes that can be made to fit a garment to a particular figure must be kept strictly within proper limits. A fastidious buyer will always try to find a coat or a suit that fits her so perfectly that it need not be touched with the shears at all, hold- ing, as she does, that every slightest change impairs in some degree the maker’s perfection of finish. Every cloak department salesperson knows that the best and most satisfactory sale is that of the garment that seems to have been made for its wearer. Still some alterations are necessary—it would be impossible to handle this class of goods without making them—and, within a certain restricted field, if done skillfully, they detract very little, if any, from the original effect. Some things can be done. Some things can not be done. The prime lesson to be learned is not to attempt the impossible things. The great desideratum in all tail- ored garments is style—style—style. More important than the material used are the cut and fit and finish. Certain well known makers put style into every garment they manufac- ture. Their goods are much sought after and command the best prices. Make it a rule that no alteration is allowable that will take the style out of a garment. The garment, after the changes are made, must be satisfactory to the purchaser. Well-satisfied customers form the basis of every lasting busi- ness. Since a dealer can not well af- ford to have many altered garments left on his hands, it becomes neces- sary that changes be made in such a way as to satisfy any reasonable pur- chaser. Before anything is promised and before the sale is closed, the person who has charge of the alterations and is held responsible for the work, should be consulted, and, after ac- tually seeing the garment on _ the customer, decide whether satisfactory alteration is practicable. If this per- son is doubtful as to results, then it is far better to lose the sale than to put out unsatisfactory work. The places at which changes must be made often are crucial points. Per- haps a jacket is too long-waisted and must be lifted at the shoulders. This will likely involve a shortening of the collar. No bungling on either col- lar or shoulders can be tolerated for a moment; both must be absolutely correct. No changes should be attempted that will throw a garment out of proportion. That is the trouble with cutting a large garment down for a small person. If it is a coat, while the actual size may be reduced as de- sired, the pockets and front buttons will fall too low and the result is quite sure to be a “sawed off” effect that is most displeasing. All chang- es must be thought out very care- fully before even a _ beginning is made. A scheme of alteration that would be perfectly practicable with one style of garment, may not be at all feasible with another that is trim- med differently. Skirts usually come made up pretty long and may be shortened a few inches without any difficulty. One of the contrivances for marking the ex- act length, so that the skirt when fin- ished may hang perfectly even around the bottom, is almost a ne- cessity. Long coats usually may be cut off a little without any serious trouble. Letting out a too small ga-ment, unless it be simply giving a little ad- ditional size by setting over the but- tons, is even more hazardous than cutting down one which is altogether too large. Never sell a garment that 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, any time. No obligations. Miller, Watt & Company Fine Clothes fer Men Chicago ’ 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. Bargain for Shrewd Buyers At the Right Time “We have secured from the recent auction sale of Lyon Bros., (bankrupt wholesalers of general merchandise), Chicago, Ill.. some of the best and cheapest lots in staple and seasonable Merchandise consisting of the fol- lowing: Piece Goods, Ribbons, Sweater Coats, Hosiery, Underwear, Knit Goods, Beaver Shawls, Handkerchiefs, Etc., which we now offer at Big Bargain Prices. These goods are strictly first quality and in perfect condition. Our latest Bargain Bulletin just off the press. will give you full particulars. Do not fail to write at once, it will save you dollars. ‘‘Get in touch with us now.”’ Eisinger, Dessauer & Co. Wholesale Dry Goods 114 to 124 South Market St., Chicago (When writing please mention Michigan Tradesman) Send in Your Order Now Outing Flannel Storm Flannel Wool Blankets Camp Blankets Comforters . While we have a good selection of Wool Dress Goods Shaker Flannel Wool Flannel Cotton Plaids Cotton Blankets Horse Blankets Cotton Batting Exclusively Wholesale GRAND RAPIDS DRY GOODS Co. : Grand Rapids, Mich. December 6, 1911 looks tight and drawn across shoulders, chest or hips. Too great stress can not be placed on all the work of alteration being neatly, precisely and in a workman- like manner. Steaming and pressing are absolutely essential. The tailor- ed look which has been the acme of the manufacturer’s efforts to attain must not be sacrificed. A few seams put in by a bungler and the classiest coat or suit loses all elegance and distinction and looks common and home-made. Ordinarily it is not best to encour- age the customer to make the altera- tons herself. The average woman knows next to nothing about sewing on heavy cloth. So, unless the chang- es are very slight and easily done, or the customer is one experienced in the this line of work, all alterations had best be completed before the garment is taken away. Not every change that a customer suggests and wants can be attempt- ed. The person who superintends al- terations should have enough judg- ment and self-confidence to be some- what of an autocrat, for what he or she says must go; but if tact is used, this exercise of authority need not be offensive and will be recognized as necessary and beneficent. A teacher was buying a long sum- mer coat which had to be taken up a little under the arms. She sug- gested to the very capable young woman who was attending to the work that the sleeves were too long. “T will cut them off half or three- quarters of an inch if you say so, but”—here the young woman survey- ed the sleeves critically—‘I really be- lieve it might be better that you wear the coat a few times before this is done.” Then she went on and explained that the cloth always wrinkles at the inside of the elbow and that this serves to shorten the sleeve—giving rise to the old saying of tailors, “When cutting the sleeve of a coat, you always must allow for the crawl.” “After you have worn the coat a week or two, if you still find the sleeves too long, I want you should bring it in and I will cheerfully have them made shorter.” The teacher found that the wrin- kling was all that was needed and was very glad that her suggestion had not been carried out. Where there is deformity or some marked peculiarity of the figure, as very round shoulders or an extreme- ly short waist, it is, of course, im- possible to secure a perfect fit with ready-made apparel. Even in these lamentable cases, while the wrong kind of garment will serve to em- phasize every eccentricity of the fig- ure, the right selection of garment, with care and skill in making needed alterations, will help to lessen and conceal every physical defect. Fabrix. MICHIGAN TRADESMAN CHRISTMAS GIVING. Movement on Foot To Abate the Custom. Written for the Tradesman. A movement is afoot, so it has been intimated, to put an end_ to Christmas giving. That movement, gentle reader, is born to perish unsung, diffusing its unwisdom on the palpitating air. Why can’t our muck-rakers let Christmas alone?—Christmas of all institutions; Christmas that never dwarfed or hurt a single soul in all the world; Christmas, that unique and unparagoned season of the year wherein people with one accord are minded to come out of their restrict- ed and selfish little worlds and re- new their youth by making some- body else rejoice? Hands off, I say. This is carrying the muck-raking business a bit too far. Impeach our best citizens if you must; prophesy impending doom for our valued institutions, if that appears to be an edifying piece of business; in the matter of cynicism apropos this, that and the other thing—go as far as you like. But do pray let us maintain our Christmas- tide, — Santa Claus has been _ indicted. Charges have been preferred against our patron saint of the Christmas- tide. Our benefactor of the quaint, squat figure and the rosy cheeks, is charged with certain misdemanors. And there are fhose who would sup- press him—because, forsooth, they are persuaded in their. own micro- scopic minds that he is a nuisance. Isn’t it droll that people who are sup- posed to have real brain-cells in their noodles should make aseverations of that kind? They (that is, these bone-heads who are in for abolishing Christmas) say, “Let us do away with this an- nual celebration of Christmas _ be- cause it is so expensive.” And then they proceed to tell us how folks rake and scrape to get together a few dollars with which to buy foolish Christmas presents for other folks. And they would have us believe that the people who get the presents do not really care for them, while the folks who buy them are too poor to spare the money. As old Scrooge said about Christ- mas before he really knew what Christmas meant, so say I about this argument—Humbug! There’s_ noth- ing to it. Of course Christmas presents cost money. Some of them cost lots and lots of money. Some of them repre- sent a very, very nominal invest- ment. Many of them are wrought by loving hands, being made out of material that cost a trifle. And we measure a Christmas gift not by the dollars and cents it cost, but by the spirit back of it. It may be useful, 97 not; it may be ornamental, or not; it may be a work of art or some inex- pensive trifle, but if it’s a gift, it’s a gift—and it makes us glad. Christmas expensive? Well, what of it? Isn’t pretty much everything in this old world of ours that is real- ly worth anything expensive? Busi- ness success, education, culture, skiil, religion, character, wife, home, chil- dren—pretty nearly everything that we really care for costs us some- thing. Apply a monetary standard, and they’ll be found to be expen- sive. To be sure, we must confess some people are a bit unwise in their maz- ifestation of the gift-making spirit, some buy presents that are too ex- pensive for their purses, and some select mementoes that have precious little practical value. But the foliy of the few certainly can not make void the better judgment of the many. There are worse crimes than involving one’s self in debt for the sake of buying a Christmas present; and, personally, I have gotten a good deal of satisfaction out of Christmas trinkets that had substantiaiiy n» utility. But Christmastime, so it is clared, is the occasion of a amount of worry. It is a press and a crush and a_ higgledy-prigelcdy mess; there’s stewing and fussing and nerve-wracking tension—and, far the sake of tranquility and peace of mind, the whole wretched business ought to be cut out. And the folks who delight in this argument, describe the scenes that are enacted in our big department stores, dry goods stores, toy stores, china stores, shoe stores, and exclu- sive shops—but more particularly in those marts where distinctively Christmas goods are displayed and de- vast sold. And they tell us it’s one great big blooming shame that such things are tolerated in a_ civilized land. Oh, rats! Most Christmas shoppers are eith- er men or women. Women like to shop en masse. The bigger the pusn the better they like it. And as for a big husky man—well, he can _ take care of himself. And, besides, isn’t our friend, the merchant, entitled to a little out-of- the-ordinary business along about Christmas? But they tell us it’s so hard on the salespeople. Well, it is. But most of the salespeople somehow get into the spirit of the holiday business, and the work is somehow gotten through with. A little extra pay for the extra work helps some. And [ dare say if you’d put it to a vote the salespeople would vote to maintain the Christmas rush. And, finally, it is charged that most presents are really disappoint- ing; that the people who get one thing wish they had gotten another; or that they had the cost price of the article rather than the thing -- self. Bosh! I don’t believe it. In fact, I do not for a moment believe in the validity of any charge thar has been, or may be, preferred against Christmas and the gift-mak- ing sentiment. Christmas is a solid institution. It rests upon a need deep down in our nature—the need of getting out of ~ourselves once in a while, and think- ing about somebody else. Theres the fine spirit of this agreless instt‘tion and I tell you it is a thing worth while. Shall Christmas be abated? Never! As long as there is a spark of un- selfishness in the human soul, there will be Christmas and Christmas giving. As long as one loves an- other soul, love will symbolize itself in some gift or other at that glad time in the calendar of the year when the spirit of loving and giving is pe- culiarly dominant. Let him who will shout Humbug, shout until he is pur- ple in the face. The rest of us will keep right on saying, “A Merry Christmas! Although it costs money, occasions some solicitude and worry; even although it brings us certain pangs of disappointment—we will still love it and cling to it and rejoice in it, for we have learned that it docs us good away down deep in our hearts. Chas. L. Garrison. [DEAL CHG ea, McK 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 Handkerchiefs One of the best selling items for Xmas trade. immense variety in Ladies, Gents, Childrens white—col- ored borders—initials, lace trimmed—embroidery and 12c up to $4.25 per doz. Your telephone and mail orders will receive prompt and careful attention. Wholesale Dry Goods Weshow an . silk, ranging in prices from Paul Steketee & Sons Grand Rapids, Mich. 24 INCANDESCENT GAS MANTLES Discovery and Development of Im- portant Industry. Written for the Tradesman. Modeling. Before the mantles are burned out, it is necessary to carefully manipu- late each one in order to smooth out wrinkles, form up the rosettes and MICHIGAN burned out the delicate fabric of ash is lowered over blow pipes, supplied with pressure air and gas and the operator gently raises and lowers the mantles over the burners, meanwhile adjusting the gas and air valve so as to keep an intensely hot flame playing up inside the mantle. The fabric of ash is blown out to proper Modeling and Hardening make them uniform in size. This is accomplished by slipping each indi- mantle over a wooden form At this point is administered the head fluid vidual and working it into shape. which builds up and strengthens the top of the mantle and prevents it from tearing away from the asbes- tos cord. Burning. In the burning out operation the mantles are hung in a hood and a gas flame applied near the top un- til the fabric ignites. They then burn down slowly and smoothly un- til nothing remains but the fabric of ash, which hangs down in a soft, TRADESMAN while the medium and cheaper grades are hardened ten at a time by corre- spondingly less expert operators. The highest grades are hardened both inside and outside at the same time, and are made at a very slow December 6, 1911 rate, whereas, the cheaper grades are hardened only from the inside and are produced very much more rap- idly. When this operation is complete, the mantle is finished and in exactly Making Soluble Cotton For Mantle Dip Hardening Inverted Mantles Hardening Highest Grade Upright Mantles ragged state. It is this power of hanging together, which is possessed only by the rare earth oxides that make possible the incandescent gas industry. Hardening. After the mantles are conpletely size and shape and rendered quite hard and elastic. This is undoubtedly the most deli- cate operation in mantle making and it is thoroughly supervised. High grade mantles are hardened one at a time by the most expert operators, the condition in which it is used on the burner. However, in order to preserve the mantle during subse- quent handling and shipping, it is necessary to strengthen it in some way. Dipping. This is accomplished by dipping in This soluble cotton is obtained by treat- ing cotton fibres with a mixture of strong nitric and a collodion of soluble cotton. sulphuric acids. After washing and drying the nitrat- ed fibre, it is: dissolved in acetone, ether-alcohol, wood alcohol or oth- er solvents, and the thick syrupy li- Collodionizing Medium Grade Upright Mantles 4 911 ire December 6, 1911 quid produced is used as a mantle dip. The condition of this collodion is an extremely important matter, as must be instantly recognized, when it is remembered that it is to be used for coating a fabric of ash, which can not withstand strains of any kind, either during dipping, drying or burning off on the lamp. It is MICHIGAN TRADESMAN until the mantle goes into service. For this reason only proven em- ployes of long experience are used as inspectors. Inverted, as well as upright man- tles, pass through these same proc- esses of burning, hardening, dipping and inspecting, and any variations in handling are merely the result of Trimming and Inspecting High Grade Upright Mantles likewise essential that it have good carrying power that the mantle may resist the shocks and jars of trans- portation. Also, it must be perfect- ly pure, or the mantle will be con- taminated, After dipping and drying, the man- tles must be trimmed to uniform length. Trimming. This is done by skilled inspectors their somewhat different physical fea- tures. Packing. The final step in manufacturing is packing, and it is carried on in a department devoted entirely to this one operation, which, like inspecting, is in the hands of very carefully Collodionizing Inverted Mantles whose duty it is not only to trim but also to cull out any defectve mantles. The greatest care is necessary at this stage, for collodionized mantles may be easily injured and. unfortu- nately the injury can not be seen trained employes, under the most rigid supervision. Upright mantles are packed as Ring, Double Wire Cap and L vop mantles, and comprise about 60 per cent. of the present day production. The Ring mantles are packed in square boxes the Cap and Loop man- tles in tubes. The other 40 per cent. consist of inverted mantles of which the highest grades are also packed in square boxes and the medium and cheaper grades in tubes. Summary. From the preceding pages it is ap- parent that the process of making to severe tests before being accepted as up to standard. Testing. These tests consist of determina- tions of physical strength, candle power, shrinkage and endurance in actual service, and cover every point Packing Mantles mantles of quality consist of a se- ries of most delicate operations, call- ing for more than ordinary manufac- turing skill. The chemical problems are numerous and intricate, and re- quire the services of a thoroughly efficient chemical staff. The me- chanical operations are just as nu- merous and important, and if not carried out properly all the chemical which might be of service in reveal- ing any defect in material or work- manship. The test for physical strength con- sists in subjecting the mantles to a series of shocks on a vibrating ma- chine, which serves to show up phy- sical deficiencies, not only of the mantle, but of the asbestos cord and inverted mantle ring. hese tests Testing Mantles For Strength knowledge available will not produce a satisfactory article: The factory employes, and the su- pervising force are of the highest de- gree of intelligence and skill, and feel a personal pride in the quality and efficiency of their work. The quality and uniformity of the goods are frequently determined at different stage of manufacture, and the finished goods especially are put are being made continually on every batch of goods going through the factory, and indicate at all times the condition of the factory ouput. Candle power. tests are made daily on the various lines of standard goods to check up the light-giving qualities of the product. Life tests are likewise made, and candle power and shrinkage observa- tions taken at regular intervals Hit throughout the useful life of the mantle. These intervals are usually 100, 250, 500 and 1,000 hours, and the results indicate just what the man- tle may be expected to do in actual service. Daily shrinkage observations are also made on the regular run of goods, and the results of all these tests are accurately tabulated and re- MICHIGAN TRADESMAN SIXTY YEARS AGO. More Names Suggested by the Di- rector of 1859. Written for the Tradesman. Williams’ Directory of Grand Rap- ids, published in 1859, serves my pur- pose in recalling to the memories o* old residents additional facts in re- gard to citizens who were prominent Photometer Used in Testing For Candle Power ported, thus serving to keep the man- departments continually informed as to the behavior of the ufacturing product and enabling at all times in- telligent control of its quality. From this it appears that mantle manufacture can never depend upon hit and miss methods, but must be carried on under the most accurate Scientific control, and the maker of mantles who fails to guard the de- tails of his process with every pos- ible care, can not hope to compete, in the social and business life of the community fifty years ago. William Hake and Francis Vogt were the managers of the wholesale grocery house of Henry Swift & Co. The owners of the business were residents of New York. Mr. Hake is still fiv- ing in Grand Rapids. Although well advanced in years, he is surrounded by members of his family and the ob- ject of filial affection. He is enjoy- ing good health and the retrospec- tion of a well spent life. William Haldane lived and carried on the A Life Test Room either in the quality or uniformity of his product, with the manufacturer who recognizes the necessity of mak- ing and selling his goods on the basis of their behavior in service. E. L. Knoeden. ——_2>-2——__ In Tripoli. “We had to notify the soldiers to hurry up and get through that last battle.” “What was the trouble?” “The moving picture films out.” gave business of a cabinetmaker and un- dertaker on the corner now occupied by the Michigan Trust Company. The city purchased this property nearly forty years ago and intended using it for the purpose of erecting a city hall thereon. Plans were drawn for a municipal building by D. S. Hop- kins, Grady & Waddell and William G. Robinson. Grady & Waddell’s plan was accepted by a committee of the Common Council. Money priz- es were paid to the unsuccessful competitors, but the plans accepted were not used. When the munici- pality, yielding to the incessant plead- ings of Alderman Charles T. Bren- ner, finally resolved to erect a city hall, the city authorities decided that the Haldane lot was too small and the site now occupied was purchas- ed. The Haldane residence, a hand- some brick structure, in the Gothic style of architecture was used by the Board of Public Works and the City Engineer and staff. Soon after the city purchased the Haldane property, the Common Council caused a tower, the top of which reached a_ point more than one hundred feet above Ottawa street, to be erected to sup- port the big fire alarm bell now used in the tower of the City Hall for sounding the hours of the day. George W. Gage, now a resident of Chicago, was employed as a reporter by the Grand Rapids Times. He was a young, strong, pugnacious, cour- ageous and not disposed to reject a challenge to perform feats that call-- ed for nerve, strength and skill. He was offensive to many in his repor- torial work for the Times and fre- quently was. obliged to defend his opinions and his body with his fists, a pastime he greatly enjoyed. On a certain occasion a friend dared him to go to the top of the bell tower and descend by means of a rope which dangled therefrom, used by the workmen in lifting the material need- ed for constructing the tower. Mr. Gage performed the feat safely “hand over hand.” Of all the “fighting edi- tors” of forty years ago Mr. Gage was the most conspicuous. The writ- er could supply a long list of prom- inent men who, at different times, felt the force of Gage’s fists, but as all are dead, what would be the use of jt? Benjamin A. Harlan, for many years a clerk in the Pen- sion Bureau, at Washington, was a law student in the office of Holmes & Robinson. In later years Harlan attained prominence in politics and served five terms as Judge of Probate. Eli F. Harrington was a printer, employed in the office of the Grand Rapids Eagle. When the war of the rebellion broke out and the owner of the paper, A. B. Turner, went to the front as a sutler, Mr. Harrington was admitted to partner- ship and managed the publication many years afterward. Harting, an artist of marked ability, painted pictures in oils and refused to sell the same until compelled to do so, by the absolute requitements of his family, lived on Ransom street, just north of Lyon. The old home- stead is still in the posession of his descendants. Edward J. Hervey, a jeweler in the employ of Albert Preusser. is still a resident of the city. Damon Hatch was a_ well-to-do young man who “boarded” on the northwest corner of Kent street and Crescent avenue. Later he built the beautiful home located on Cherry street, now owned by Charles B. Judd. Frederick G. Heath and Carl- ton Neal operated an ambrotype and photograph gallery on the northeast corner of Canal and Pearl streets. Heath later in his life was in the em- ploy of the Grand Rapids & Indiana Marinus : December 6, 1911 Railroad as a detective and guide for hunters, trappers and men in quest of fish, in the years when Northern Michigan was a wilderness. Charles L. Henderson was a noted physician who lived many years on the south- east corner of Fountain and _ Ionia streets. He served the cause of the Union in the Civil War, but was more proud of his unalterable adher- ence to the principles of the Demo- cratic party than of his splendid rec- ord of service on the battlefield. Col-- onel Joseph C. Herkner lived in the substantial brick house located on the southwest corner of State and Lafay- ette streets fifty years ago and still occupies the property. There were but four public barbers, all colored, in Grand Rapids in 1859. Joshua Highwarfden, large, heavy and dull, tired of practicing the art tonsorial thirty-five years ago and, without preparation or public authority, hung out a sign, offering to practice the science of medicine and surgery. Good old Doctor Brody, remember- ed for his skill, his opet-handed char- ity and his kindly disposition, was summoned to appear before one of the courts of hs home city (Detroit) and give testimony in the trial of a man charged with murder, When the attorney for the defense was about to conclude his cross examination of the doctor, he propounded this ques- tion: “Doctor, is it not customary for members of your profession to protect each other—in other words, do you not cover up the mistakes of fellow practitioners?” “Oh, no,” re- plied the Doctor, “the undertakers cover up our mistakes.” Highwarden made mistakes which the profession refused to “cover up.” That impor- tant duty fell to the undertaker. He- did not remain in practice very long. Highwarden, although his skin was as black as the frequently mentioned “ace of spades,” claimed to be a Spaniard. William Hodgson, still liv- ing, was a painter of pictures, fenc- es, houses and other buildings which needed protection from the weather. He was an officer of the volunteer fire department during the early years of the city. E. G. D. Holden established the second local insur- ance agency in the year 1858. He now resides in Oregon. His son, Charles, Holden, is the dean of the insurance fraternity in Grand Rap- ids. D. W. Horton, still living, was a photographer. His residence, un- til a few years ago, was at the southwest corner of Oakes street and Jefferson avenue. J. Houseman & Co. (Julius and Joseph H.) were clothiers, located on the east side of Monroe street, opposite the Rathbun House, or directly opposite the store of Houseman & Jones, their success- ors. Edwin Hoyt posted books of account for John Kendall. He en- listed for service in the army dur- ing the Civil War ad won a major’s commission. After he was muster- ed out of the army he entered the employ of M. V. Aldrich, a private banker, and remained with Mr. Ald- rich’s successor, the Grand Rapids Na- tional Bank, until his death, which occurred a few years ago. Arthur §. White. December 6, 1911 A SANE CHRISTMAS. The Ribbon Counter Girl’s Present To Herself. Written for the Tradesman. Nettie, the blue-eyed girl from the ribbon counter, stopped in the gen- tlemen’s furnishings department and laid a finger on a showcase holding gentlemen’s neckwear. “How much for the blue four-in- hand?” she asked. The black-eyed girl counter smiled superiorly. “Is it for Arthur?” she demanded. “I suppose,” Nettie said, with fine scorn, “that you ask every customer who they’re buying for?” “My!” exclaimed the black-eyed girl. “What’s it to you, anyway?” de- manded the girl from the ribbon counter. : “Because, if it’s for Arthur,’ the black-eyed girl went on, “it’s quite appropriate. Get the blue one, by all means.” Nettie stared at the other, not un- derstanding. “Blue and gold effect, you know,” said the black-eyed girl, viciously. “Athur’s got a head of hair that beats a danger signal.” “T wouldn’t slam him behind his back,” said the ribbon counter girl, “even if he did snub me at the party. He didn’t mean anything by it, only them painted cheeks puts his teeth on edge.” “Athur’s got real refined tastes,” the black-eyed girl declared, with a sweet smile, “and it’s a pity he can not get any of the good girls to go with him. If you like the red tie better, I’ll take off another quarter, seeing you're at present working in the store. Red might help to sup- press some of that lobster finish on his nose.” The floorwalker beckoned to Net- tie and pointed back toward her counter, where two customers were waiting. “Look out for customers, Kid,” he said, as Nettie passed him. “T was looking, all right,” replied the girl, her cheeks flushing painful- ly. “I was up there looking at ties for presents.” “All right, Kid,” replied the floor- walker, “only look out. The boss has an eye like a hawk this morn- ing.” Nettie smiled at the floorwalker and went back to her counter. The customers looked over a_ hundred dollars’ worth of ribbons, bought ten cents’ worth, and went out, leaving the clerk to put away her stock. The floorwalker walked up to the furnishings department, scowled at the black-eyed girl, and turned back to the ribbon counter. “Kate’s got her warpaint on this morning,’ Nettie said. “She might have had one glass too much last night.” “Don’t knock,” said the floorwalk- er. “What did she say to you?” “She was insulting! She’s no lady!” “Because you were buying some- thing for Arthur,” laughed the floor- walker, “She is fond of Arthur.” “Whe said it was for Arthpr?” re- behind the MICHIGAN TRADESMAN belled Nettie. “If Arthur waits for a tie until he gets one from me, he'll never wear another, not as long as he lives! He gets twice what I do, and I’d be a dunce to blow myself on him.” “Sure!” admitted the floorwalker. “And yet the girls are buying lots of presents this year.” “Must be for brothers!” suggested Nettie. “Perhaps,” drawled the floorwalk- er. “Just like the tie you were look- ing at was for your brother.” “You bet it was,” flared the ribbon counter girl. “Say,” she added, with a flash of her nice eyes, “what do you take me for? Think I’m going to throw my money around like a tipsy sailor? Not for mine! Little Nettie is going to make herself a Christmas present this year.” She reached down under the coun- ter and brought out a worn hand- bag, from which she abstracted a tiny purse. Opening this, she brought forth a twenty dollar banknote,‘which she held up before the floorwalker and then smoothed it out carefully on the counter. It had~ evidently been smoothed out many times be- fore, for there was not a wrinkle in it save the sharp folds which had been made to get it into the purse. “My, but you’re rich,” said the floorwalker. “I’ve been three months saving it,” said the ribbon counter girl, putting the precious banknote back into the purse. “And now you're going to buy presents with it?” “A present,” replied Nettie. “Lucky guy that gets all buys,” mused the floorwalker. Nettie restored the purse to the handbag and returned the latter to its hiding place under the ‘counter, then she gazed scornfully at the mere man on the other side of the counter, “That’s for a Christmas present for fittle Nettie, the cherub at the rib- bon counter at the Popular Depart- ment Store,’ she said. “Little Net- tie is going to make herself a Christ- mas present. You know it!” “It must be a diamond,” smiled the floorwalker. “Diamonds -— nothing!” said the ribbon counter girl. “This little blonde is about to present herself with a savings bank book.” “That will be nice,” said the floor- walker. “T ain’t got no one to buy Christ- mas presents for,” the girl went on, speaking low so the other clerks wouldn’t hear. “There’s only George, the kid brother, and he gets more money than I do. He draws a neck- tie, and I'll draw about the same form him. That’s all, if anybody should ask you!” The floorwalker regarded the girl curiously. He had been there for three years, and thought he knew something of the girls who drew salaries from the store, but this was something new for him. “If anybody should ak you,” Net- tie went on, “I’m going to do a safe and sane Christmas stunt this year, I’ve worked until noon on that coffee and sinkers for three months to save that yellowback, and worked from noon to night on an egg sand- wich to keep it. I guess you don’t know much about the way the girls live, if they try to be decent.” “You're starving yourself,” said the floorwalker. “Not so you could notice it!” the girl answered. “I’m getting fat on the idea of having a bank account. Sane and safe Christmas! I should say so!” “Some of the girls,” the floorwalk- er said, tentatively, “are going to make presents this year—mostly to the boys who take them out to dances, and theaters, and suppers. You'll be ostracized if you don’t keep up with the procession, won’t you?” “Any old time I throw my money at them guys,” Nettie said, scorn- fully. “Some day I’m sick. Then them four-flushers comes and holds my hand, and pays.my room rent, and shoves a meal ticket under the door! Not!” The floorwalker was looking over the store with keen eyes. “And some day I'll be finding gray hairs on me classic brow,” the girl went on. “Or I’ll get the bounce for sassing some friend of the man- ager’s. Or I’ll get in front of a choo-choo wagon and be taken to the hospital. Then these here guys will come to the front with a message from an Old Lady’s Home, asking me:to come and sit by the fire and hold a cat on my lap for the re- mainder of my life. What?” “Tt will take a long time to—” “Tt won’t take so long as it will if I never get a start,” said Nettie. “I guess these young sparks would give me a good time if I looked now like I will look in twenty years from now, when the store has worn me down to a frazzle! Of course it is for the loving disposition of me, and the wise wrinkles in me brain pan that they’re good to me now. If I lose me job and go to one of them for a meal ticket, what do I get? I wouldn’t dare tell you what they would say to me, but you know what it would be.” “T know,” said the floorwalker. “I guess you do know! Everybody 27 in this store, and every other place where girls work knows. So I’m go- ing to have a safe and sane Christ- mas and put this funny little yellow- back away in a savings bank. In a year, if I don’t get the worst of it in some way, I’ll have most a hun- dred there. I guess that will help some!” “And you get only seven a week!” mused the floorwalker. “Yes; seven a week. Two-fifty for room rent, two-fifty for grub, one for clothes and one for the bank. If you should take a notion to, you know, you might say a word to the mana- ger. There’s a vacancy up in the silk room that pays eight a week.” “Then you might cut out the cof- fee and sinkers and the egg sand- wich?” “Not to any alarming extent! See here, pard. When I get to where my blonde hair makes a tiny knot on the upper floor of me head about the size of a robin’s egg, who’s going to get me into society where I can get my eats three times a day? I’ve got to jook out for that, haven’t I? I never graduated at the head of no class, but I can see what’s coming to me in time. Eight means a hun- dred a year for the little old window with the brass rails.” “But suppose you some—” “That would be an accident. It doesn’t come to working girls once in a hundred years unless they see a meal ticket and snatch for it. Not any for me! Me for the little bank book as a Christmas present.” If you know this girl, Mr. Mer- chant, just put her over on the coun- ter in the silk room that pays eight. You can trust her! Alfred B. Tozer. —_2-—___ Hereafter every dog riding on the trolley cars in the State of Connecti- cut must pay five cents fare. Even then the dog is not given the same right as a man, but must stay on the front platform with the motorman or on the five rear seats in the sum- mertime, when there are open cars. The five cént fare gives the canine a transfer after his fare has been paid. It is getting harder every day for a dog to live. could marry better equipment for the next season. Are You Getting Your Share of the Harness Business? This has been a good year with the farmers and they are already beginning to invest in You can make a handsome showing on harness if you have the right sort as proved by the success of our “SUNBEAM” dealers everywhere. If you are interested in improving your sales and profits, get our special harness catalog at once. It features the complete ‘‘Sunbeam”’ line and is well worthy of your careful attention. Better do it today! BROWN & SEHLER CO. Grand Rapids, Mich. ‘Sunbeam goods are made to wear,”’ MICHIGAN TRADESMAN December 6, 1911 RIGHT THING TO DO. Boy With Gumption Will Come To His Own. Written for the Tradesman. “There’s a knack about common, every-day storekeeping not possess- ed by everyone,” said the old school- master with his accustomed _ smile. “During my lifetime I have met with a lot of men who went into the mer- cantile business, some of them splurging wide and _ heavily; very few, however, coming out on top. I can recall a dozen failures to every one who succeeded.” “Which is about the average,” remarked Brunston, the grocer. “Strange how the general pubic view these things, Tom.” “As to how?” “Why, almost everybody outside our particular trade imagine the store man is coining a fortune at the expense of the common people. I think you have observed that, have you not, Mr. Tanner?” “To a certain extent, yes. The or- dinary citizen does not stop to read statistics; too dry for him. He has no eye or thought for the ups and downs of a_merchant’s life. The idea, too, that it is a soft snap to stand behind a counter from twelve _ to sixteen hours a day and deal out ' truck to the multitude is another fal- lacy—you understand that, Nick.” “You bet I do, Tom. It’s no child’s play let me tell you. Farmers imagine the merchant is floating through this world on a flowery bed of ease, not seeing the thorns and bits. of wood filling the mattress to make it bumpy. Why, my cousin Markham quitted a farm five years ago, tired out from the hum-drum life tilling the soil, determined to have some of the good things for himself. I warn- ed him against it, but, of course, the fellow thought I was jealous about having another competitor, so my talk was altogether wasted. “Jim got down to business in one of the lake towns, right in the fruit belt at that. Say, but a more sur- prised, disappointed man you never saw. The mercantile business didn’t pan out pay dirt as he had expected it would. He soon learned that hu- man nature was not as truly angelic as it might be. There were those who run up accounts and forgot to liquidate, also the critical ones who never found anything quite to their liking. Jim worked like a nigger for two years, then threw up the sponge and went back. to the farm a sadder, much wiser man because of that ex- perience behind a grocery counter. “He told me in confidence that he never had been so tired on the farm at nightfall as he was every blessed night while in the grocery—” “Which proves my contention all right,” chuckled the schoolmaster. “As I said, only a few are cut out for merchants.” “T am not disputing that state- ment. Cousin Jim went back to the farm, better satisfied with the world than ever before. Storekeeping was not for him, ‘veritable dog’s life,’ he declared. I mix with the farmers and people in the every-day walks 2f life, meeting them in their homes, and it amuses me to hear statements made of how this or that merchant is cheating his customers. To be sure, there are exceptions to all rules, but I am willing to stake my word as an honest man that the dishonest merchant is a rarity, and far from being the rule.” “And that’s right, too, Nick, which reminds me of what a staid farmer told me one day while I was calling at his house. He lives near a considerable village and quite fre- quently patronizes the local mer- chants, although the heft of his trade goes to the mail order men. It seems that one of the dealers, whose business was outside the general run of stores selling kerosene oil, decid- ed to put in a tank and do a little oil trade on the side. To my friend, the farmer, he said that the dealers were making too much on kerosene, that it could be sold for much less than the regular retail price. ““These fellows are slick,’ pro- pounded Mr. Greed, in his confiden- tial talk with the farmer. ‘I mean to show them that kerosene oil can be sold at a good deal less figure. Now, come in here and let me show you how the dealer beats his cus- tomers in measure as well as. in price.’ The farmer went to the back room, where stood the oil tank. The dealer pumped rapidly into a meas- ure, which caused considerable foam to form, and this being poured out quickly left short. measure. ‘That’s the way your honest dealer gets the bulge on you unsuspecting farmers,’ chuckled the exhibitor. ‘Now, when he draws several gallons the deficit is considerable. How do you like that sort of thing, Mr. Fariner?’ “Of course the farmer said he did not like it and would buy his oil of the man who had let him into the secret of the trade. Now what do you think of that, Nick?” “I think that farmer was easily bambozled.” “And yet he was one of the most intelligent of his class. Of course there was no truth in the man’s as- sertion about short-measure oil. No respectable merchant would do any- thing of that kind. I told the farm- er so, but, of course, he knew bet- ter. The honest merchant has all such methods of lying fakirs to con- tend with, and-that is why I say it takes an all around, number one man to continue in business and make a success of it.” “You are quite right, Tom.” “Ye8,” proceeded the schoolmas- ter, “and I have in mind one such, who, like the late Joseph Pulitzer, was one of the greatest newspaper men of his day, worked his way up from humble beginnings to the top- most rung of the ladder of succcess. His name is Goodwin, Asa Goodwin. As a boy he played at keeping store; had a department devoted to dry goods, shelves for the bits of torn cloth his sister gave him, which he rolled into tiny bolts, placing them up there to represent the real thing. “Goodwin played store as a boy, thought store, dreamed store and went into one as a clerk the moment very he was old enough to stand behind the counter and wait on customers. His row was not an easy one to hoe, either. As soon as he became of age he went for himself, but had un- usually bad luck in that- a fire de- stroyed everything he had—that is, almost everything. He managed to save some remnants, a few hundred dollars’ worth, which he stored in a barn. “It was then the tempter came in the person of John Daymond, his supposed dearest friend. Daymond had been a business .failure, yet he blossomed all over with good advice for others. He suggested to the young merchant on the day _ subse- quent to the fire that it would be an easy matter to smuggle the rescued goods out of town, dispose of them in a nearby city, report a total loss to his creditors, throw himself on their charity and with the money obtained start again in another town. ‘Til do nothing of the kind,’ quickly and indignantly declared the young merchant. ‘Whatever I have saved from the wreck shall be accounted for and if sold the money goes to re- imburse so far as possible my cred- itors.’” “And he was right,” said the gro- cer. “Of course he was right, and lost nothing by it. One of his neighbor merchants lost in the same fire, but accepted the advice of Daymond, got caught at it and was severely sat down on by the wholesalers he owed. Fact was his business career was ruined. Goodwin went to his credit- ors, made a complete statement of facts, declaring that it lay with them as to what his future course should be. The principal creditor, a whole- sale dealer in dry goods and notions, led the young man into his office, placed before him a blank sheet of paper and said: ‘Write out your needs for a full stock, and we'll stand by you until you can stand alone.’ That proved to Goodwin that there is such a thing as friendship in busi- ness, and that it pays to be on the square. The other merchant, who listened to unwise counsel, was driv- en to the wall and was never able to hold his head above water in the business world afterward. “Goodwin is now a millionaire, yet he has never forgotten that one in- cident in his life which, had he taken a wrong turn at a most critical time, would have landed him in the down and out class.” “What you say is all true enough,” agreed the grocer, “yet even the most conscientious of men often fail in business. How do you account for that?” “Easily enough—incapacity.” “No, that won’t do. Some very ca- pable men have fallen by the wayside in the business world, and they were men of education as well.” “I am not disputing that, Nick. The smartest men are not our mil- lionaires by any means. I once knew a man who had the intelligence of a Webster, the brilliancy of a Clay, combined with the fiery eloquence of For Dealings in Show Cases and Store Fixtures Write to Wilmarth Show Case Co. Grand Rapids, Mich. $100.00 REWARD Above reward to merchants monthly, by the use of our new and desirable PREMIUM PLAN. Costs less than 2%. Would you pay $2.00 for $100.00 in new cash trade? ur coupon plan will do it for you. No investment required. If interested in stimulating sales, our 16 page illustrated booklet can be had by a request for same on your letterhead CHURCHILL CABINET COMPANY Chicago Sales Books SPECIAL 0 re ee GRAND RAPIDS. } Churches modest seating of a chapel. 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BOSTON PHILADELPHIA 1911 ‘iv- ble the yet in- en ne, wn ag st ‘or ca- Sees | A Se MSRELSS © | December 6, 1911 a Prentiss, yet he failed in business and wound. up in the almshouse.” “Intemperance, of course, but—” “In this one case, yes, but that is not saying that some of the best in- tellects fail where business is con- cerned. You remember how our most brilliant Civit War General failed as a business man. Knack, man, knack, a decided love of the work is what makes the successful man in any walk in life. The boy who loves cat- tle, horses, big grain fields and agri- cultural pursuits in general is out of his sphere behind the dry goods counter.” “Then you would not advise a country boy to go into the mercan- tile field, Mr. Tanner?” “Not so,” emphatically. “Our best business men have come from the farm.” : “But you said that the boy or man who loved agricultural pursuits had best keep out of the store.” “And so I say still, but how many farm boys are agriculturists from choice? A majority, no doubt; which is as it should be. It gives me a pain, though, when I read articles about how to keep the boy on the farm. Any boy that has any gump- tion whatever will come to his own. Be sure he'll never leave the farm if he is by nature a farmer—if he is not one, better for him to get away from a work he loathes at the earliest pos- sible moment.” And so say we all. Old Timer. 3 ——_-~o-2oa—————— Nature Works Through the Will of Man. Written for the Tradesman. Language and _ discipline have evolved out of the chaos of Nature and a correct understanding and ap- plication will eliminate the miseries of man. The useful arts are reproductions of the same natural things which have been used before. To dimin- ish friction in all the walks of life we must look to the power of lan- guage for our course and immediate benefit. The power of wisdom has invented all things that we now en- joy and there are more to follow if we can discipline ourselves and learn to follow the thoughts of wis- dom instead of thoughts of foolish- ness and idleness. There is an endless circulation of wisdom that is nourishing the minds of men who are willing to obey the thought of discipline. Language, in its ministry to man, is not only the intellectual force, but is also the process that makes the materials of the universe speak their facts. Men who are willing to be disciplined according to the facts, as they are presented by true language, are the individuals that dart through the lights of the zodiac and make the splendid provisions and rich con- veniences that we now enjoy. We need not specify particulars. The world is filled with men and women who are being fed by the thoughts of true language and who are following discipline and_ the things that they are doing are aa endless catalogue of facts and re- sults. Our eyes are the artists who are MICHIGAN TRADESMAN drawing the mass of objects to our’ attention and they are coloring and shading the landscapes which com- pose the constitution of all things. The plastic power of the human eye is controlled by the language and discipline of the mind. The language and discipline which Nature gives us to serve us in our wants and needs is the love for more noble action. These powerful senses and understandings give us excellent influences to form and shape our ac- tions and functions, so that our minds need not be cramped. Nature satis- files every natural action in a grace- ful manner. The kingdom of pow- er reflects its influence each moment of time in its own way and accord- ing to the proper discipline which it has made and is master of. Thus the world exists to satisfy the desire of language and discipline. Na- ture works through the will of man. She can not make the beautiful things we see unless the minds of men are willing to learn her language and are willing to be disciplined according to her set rules and expressions. The mystery of humanity lies in the language and discipline of Na- ture. Everything that is a benefit to humanity is the result of the appre- hension and the pursuit of the intel- lect. All good things are eternally repro- ductive and the language and disci- pline that govern these blessings do their work through the minds which are willing to be taught by this gov- erning power. The intellectual and the active powers of Nature stimulate every mind with exclusive activity when one is on the road to progress. All men are in some degree impressed by the thought of progress and they know the language, but they dislike the discipline and much rather sit and watch the works of others. When they see new things springing up on all sides they are reminded of the fact that such thoughts came to them, but they failed to act. In this they simply allowed oppor- tunities to pass their door. We should not allow ourselves to think that opportunities come to us but once in a lifetime. Nature pro- duces opportunities as fast as she produces everything else, and all we need to do is to learn her language and be willing to follow her disci- pline. Nature subserves to man the power to think and reason, and this power comes spontaneously and from the original source, if we do not depend upon the suggestions from _ other sources. Words and ideas borrowed from sensible things are good, but if we wish the best that Nature has in store for us, we must look to her for our instructions. The material appearance of things holds our atten- tion and this causes us to listen to selfish suggestions which do not do us nor anyone else much good. Man is conscious of a universal language and discipline, but he fails to use his higher reasoning powers and allows his thoughts to lead him into cunning and foxy tricks, instead of trying to be governed by justice, trunth, love and freedom. Behind every individual there stands and shines the true type of reason, but the corruption of man is followed by the corruption of those who are not willing to deal with the truth, and in many cases the rea- soning powers are overpowered and can not get expression. Therefore, we receive duplicity and falsehood in- stead of simplicity and truth. Our greatest desires should be the knowledge of the original cause of 29 the good and evil that comes into our lives. We are amidst agitation and ter- ror. Passing events are awakening us. Noble sentiments are expressed upon all sides. Editors everywhere are writing fine editorials, but cun- ning and foxy tricks are like an en- 1aged lion—they cause men to make so much fuss that sensible things can not be heard. The progressive arrangement of things flows into our minds accord- ing to our understanding of the com- bination of the forces that aré at work. Those who are willing to al- low language and discipline to con- trol their minds are the individuals who are going to receive credit for being the children of Nature—those who have done the useful things here on earth. The character and the fortune of our world and of the people are af- fected by the culture of the under- standing, the perception of differenc- es that divides us. If we would exercise the will of true reason, which would teach us the language and discipline of Na- ture, we would soon learn to work in harmony with one another, in- stead of working against each other. No sensible man will say that we are not fighting one another in more ways than one. If this is true, have we learned the language and disci- pline of Nature? Open any journal of science and you will find these thoughts express- ed on other forms. “Thy will be done” is not being done by many of us and those of us who have thought about doing right ought to reason and think about the language and discipline of Nature and try to do our part of the work as it is dictated to us. Edward Miller, Jr. The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking Ps ' 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. 80 MICHIGAN TRADESMAN December 6, 1911 Duties of Association Workers. Many members of retail dealers’ associations consider that, so long their annual dues promptly, they are discharging all their obligations to the association, and that nothing further is required of them. They do not seem to real- ize that their active, earnest co-opera- tion in association work is of far more importance to the well being, efficiency and influence of the organ- ization than the mere matter of dues. It is for this reason that so many associations are weak when they should be strong; inefficient in a comparative way, when they should be a power to effect the reforms and bring about the better conditions for which purpose they were organized. Individual indifference to the ines- timable advantages of united, co- operative work is the rock upon which so many associations have gone to pieces. It is neither fair nor just that the burden of effort—and it is a burden— should be thrown entirely upon the officers and committees of an asso- ciation, or that they should be ex- pected to do the work of the asso- ciation unaided. Many members consider that after they have paid their dues and taken their part in the election of officers for the coming year, they have done their full share. They feel that, having performed these duties, they can leave every- thing in the hands of their officers and go about their respective affairs with an easy conscience. Fortunate, indeed, it is that there are found so many unselfish, earnest, self-sacrific- ing members who are willing to ac- cept the responsibilities of office, and to perform the duties attached to it conscientiously. Were it not for men of this kind and calibre associations would cease to exist. It is right, and it is only fair, that each member of an association should appoint and constitute himself a committee of one to further by all the means in his power the aims and objects of such association; that he should consider himself an ex-officio member of every committee, and a personal assistant to every officer. When it is realized that there is a vast amount of work, worry and re- sponsibility placed upon the should- ers of committee members and offi- cers; that they devote to the asso- ciation, without pecuniary recom- pense, much valuable tinie, and that they are held accountable to the members for the faithful performance of the duties devolving upon them at each annual meeting, does it not seem to be only the “square deal” that as they pay they should receive throughout the year such encouragement and stimu- lation as can come only through the willing co-operation of their fellow members? Secretaries of state associations frequently complain, and, justly, that they receive no assistance whatso- ever along certain lines of effort in which individual members could be of great aid; they complain, even, that letters written requesting infor- mation remain unanswered, being practically ignored. There is no ex- cuse for this, and members who are so flagrantly indifferent to their as- sociation obligations are poor mem- bers indeed. Another thing. It is the duty of every member to attend, if at all pos- sible, the annual convention, even at an inconvenience or a slight sacrifice of time or money. It is at these an- nual gatherings that the reports of what has been accomplished during the preceding year are made, and the work for the ensuing year planned. Here member meets member, gets acquainted, compares notes, estab- lishes good fellowship, absorbs en- thusiasm, and after business is fin- ished, has a good wholesome, socia- ble time. As has been said, it is not sufficient for a member to pay his dues, and after that is done forget his association. And, it may be said parenthetically, that were it not for the trade papers many members would know nothing of what is be- ing done by and through association effort. They depend upon the trade organs altogether for their informa- tion. These journals accomplish much in keeping alive interest in as- sociations and their doings by print- ing full accounts of convention pro- ceedings, furnishing items of news from time to time with respect to what is being done by the organiza- tions, and by attacking every evil cal- culated to injure the retailer’s busi- ness. They ask no credit for this further than the mere acknowledg- ment, but they are entitled to much. To every association member the familiar injunction applies: “If you can’t push, pull; if you can’t pull go ’way back and sit down,” for you are of no earthly use to your organ- ization—Implement Age. Honesty in Business Always Pays. The line dividing keen business from dishonesty is perfectly distinct. But nearly half a century spent in business has left me convinced that it does not even pay to be dishonest and to do things in commercial life which a gentleman’s ordinary sense of honor would keep him from doing in private life. The city man recognizes at once the difference between an advantage to be used and an advantage not to be taken. Your business rival is not going to give away anything to you. But you also expect fhat he will conform to the rules of the game, playing along certain recognized lines of honorable conduct. If you know something that other people do not know you have a per- fect right to use that knowledge for your own ends. No stock broker goes and publishes to the world private in- formation that is going to put him at an advantage in the markets. But then, again, while the rules and customs of the stock and money mar- kets are well recognized and acted upon, shifty dealing is at once mark- ed down. You can be dishonest once, but not twice. No one will deal with you if your reputation has been stained. And it is so much easier to be straightforward. Trickery wants learning, and is worthless from a pe- cuniary point of view when you have learned it, for it loses you in repu- tation far more than you will ever gain in cash. The ethics of business are quite as definite and binding as in any of the professions. Some professions I could name would suffer by comparison. Alfred De Rothschild. >> He Knew. “Don’t you think that seeing is be- lieving?” “No. I see people every day that I wouldn’t believe.” 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. CLARK-WEAVER CO. WHOLESALE HARDWARE GRAND RAPIDS, MICHIGAN We ALWAYS Ship Goods Same Day Order is Received 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware ut Grand Rapids, Mich. | 31-33-35-37 Louis St. Paragon Case No. 58 Lowest in Price Made in large enough quantities to meet competitors prices American Beauty Case No. 412 A Case of Quality See it at Spring's or Steketee’s Grand Rapids Our 84 page catalog is free GRAND RAPIDS SHOW CASE CO. The Largest Manu*acturers of Store Fixtures in the World GRAND RAPIDS, MICH. ete o cs 911 er as he Id at a ~. it December 6, 1911 CHRISTMAS GIFTS. Suitable Furniture Presents For Men and Women. Written for the Tradesman. Just a month until Christmas— and the writer dares hope it will be an extremely busy, happy and pros- perous month for retail furniture dealers everywhere throughout the land. Of all our gift-making occasions, the Christmastide is absolutely un- paragoned. The sentiments that cluster about this particular holiday are the strongest and the most uni- versal just as they are the happiest and the most unselfish. From now on until the great twen- ty-fifth of December the stores and shops of our cities, both great and small, will be thronged with eager shoppers—and most of them will be on the outlook for something or oth- er suitable for being given to some- body as a Christmas memento. This being the case, the aggresive furniture dealer—and every furniture dealer ought to be aggressive—will see to it that he gets his share of this holiday business. But one thing is sure, and that is he is not going to get any appreciable amount of the Christmas business if he just lies low and assumes that this trade is coming in of its own accord. It is not going to do it. Like all other business this holiday trade must be gone after—aggressively sought. Elements of an Acceptable: Gift. Why should the furniture dealer get in on this Christmas trade? Sim- ply because furniture is pre-eminent- ly suitable for gift purposes. If one cares enough for anybody else to give them a present of any kind, why not give them something that is really worth while? Now if you will stop to think about the necesary elements that ev- ery acceptable Christmas gift ought really to possess, I think you will agree with me that they are as fol- lows: . 1. The acceptable Christmas gift ought to be artistic or ornamental. 2. It ought also to be useful. 3. There should be a permanency about it, if possible: 3. It ought to be fairly reasona- ble in price. Now can you think of anything that more nearly fills all of these re- quirements than furniture? Furniture is nothing if not artistic and ornamental. Of course, when we use the word furniture we tacitly as- sume that there is a very wide range to its artistic and ornamental fea- tures. You can put $3.50 into a li- MICHIGAN brary table or you can put $150 in- to it—and, of course, you would not expect to find as high an order of artistry in the $3.50 table as you would in the $150 table. But the point is that all good furniture—and I mean by that not simply the very high grade, high priced furniture that we find in the exclusive shops, but also medium grade and even popu- lar priced furniture of the right sort —all good furniture of whatever grade or price—lays claim to artistic and ornamental qualities. And when it comes to getting something useful, what is more use- ful than furniture? You can _ not beat it. And it’s permanent, too. It gives pleasure not simply for a day but for all the days of the year—and if the piece is rightly selected—for many years to come. Thus it be- comes a continual reminder of the happy occasion when it was first given as a symbol of regard. And when actual worth is consid- ered, furniture of whatever grade you select as gift-commodities, is assur- edly reasonable in price. Lists For Gift Hunters. As I have already intimated there are a great many people who are now on the outlook for articles of one kind and another to be used pres- ently as gift articles. Many of these people are not apt to think of furniture unless the furni- ture dealer makes it impossible for them to. overlook furniture. And this the dealer can very readily do. First of all he should prepare sev- eral suggestive lists for the help of people who are trying to decide— lists of suitable articles that he car- ries in his regular or special lines. He could have a list of furniture store articles suitable for men, an- other list of articles suitable for women, and another suitable for chil- dren. He can make these lists just as brief as he desires, or he can ex- tend them almost indefinitely. But perhaps it would be better to strike a golden mean; for a list that is too long is apt to be confusing. How would this do as a suggestive list of articles suitable for men? Wardrobe. shaving table. bookcase. combination bookcase. bath room cabinet. cellaret. desk, little rug for the den. mahaogany stand. writing table. costumer. PES) Sue Seok © % 10. Pr PrrPrrrPrrre TRADESMAN 12. A Turkish chair. 13. An English library chair. 14. A Morris chair. 15. A smoking chair. 16. A den chair. 17. A rocker. 18. A leather couch. 19. An umbrella stand. 20. A clock shelf. 21. A screen. 22. A drop lamp. Now there are some excellent commodities in that list—things that many men do not possess, and things that almost any man would find a whole lot of satisfaction in having. And here is a list of suggestions that might be called, Suitable Pres. ents for Women Folks: 1. A chamber suit. 2. A dining room suit. 3. O library suit. 4 living room suit. 5 parlor suit. wardrobe. chiffonier. chifforobe. dresser. toilet table. mirror. toilet washtand. post bed. brass bed. costumer. kitchen cabinet. 17. A kitchen cupboard. 1s. A hall rug. 19. A dining room rug. 20. A library rug. 21. A bed room rug. 22. A sideboard. > PS 2 by - har rrr rrr rr LY 23. A buffet. 24. A china cabinet. 25. A dining table. 26. A serving table. 27. A plate rack. 28. A music cabinet. 29. An automatic music cabinet. 30. A record cabinet. 31. A parlor cabinet. 32. A library table. 33. A parlor table. 34. A card table. 35. A tea table. 36. A nest of four tea tables. 37. ___ LincolIn’s humor often got him out of trying situations and tempered his refusal of favors, as happened during the Civil War when a gentleman ask- ed him for a pass through the Fed- eral lines to Richmond. “I should be happy to oblige you,” said Lincoln, “if my passes were respected. But the fact is, within the last two years [ have given passes to Richmond to a quarter of a million men, and not one has got there yet.” 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 4g, 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. TRADE WINNERS Pop Corn Poppers, Peanut Roasters and Combination Machines, Many Srvces. Satisfaction Guaranteed. Send for Catalog. le SS a You should be getting your share of this trade. Write for catalog, prices and co-operative selling plan. Do this today. ROBIN HOOD AMMUNITION CO, Bee Street, Swanton, Vt. SZ ie x TH 32 ae MICHIGAN TRADESMAN December 6, 1911 TROUBLE THAT PAYS. Knowing Customers’ Wants and Ap- plying Knowledge. One very distinguishing feature be- tween the successful and the unsuc- cessful merchant is that a great deal of care and patience as well as labor will be expended by the former to accomplish things never thought of by the latter, or, if considered, put aside as too unimportant to be worth the trouble they demand. Ability to appreciate the impor- tance of apparently small matters makes the difference between the great man and the man of less abil- ity. This is exemplified every day in business life. One merchant fails where another succeeds. They seem to have equal chances and equal in- telligence. But the one overlooks details which the other carefully im- proves. One pushes aside the so- called little things, which the other uses as steps upon which to rise. The storekeeper in the country our small community has most exceilent opportunities for doing this, and we will assume, for the sake of argu- ment, that he does so. Having ac- quired knowledge as to the charac- teristics of the people, does he study them? WHaving studied them, does he keep a record of the result? For example: One man whom he knows is fond of sports. He takes an interest in hunting and fishing. He is fond of his accomplishments in these particulars, and that means that he is interested in anything per- taining to them. He will be open to suggestions when anything new is on the market for the convenience of the hunter or fisherman. Another, a farmer, is of the progressive kind, and is constantly alert for new im- plements and ideas. These two mer should be informed, by letter, of any- thing, big’ or little, coming along which they might be interested in seeing, and might possibly purchase. Even if the merchant is advertising these articles, a special appeal to their hobbies, showing that their characteristics are understood, will flatter their vanity, and magnify their importance. It shows they are being thought of in connection with their own inclinations. Do not ask them to come and buy, but simply to come and see, as their opinion upon the article in question will be valuable. Also, any time the mer- chant comes across an article in a paper or magazine in which they would probably be interested let him clip it and send it to them. This pleases them much more than to wait until they happen around, and then have it shown to them. The courtesy and attention of going to a little trouble to send it to them will be appreciated, even if the chances are they may have seen it them- selves. There is in every community a certain number of young men who are inclined to be very dressy—call them dandies or dudes if you please. They are legitimate game for the merchant, and will readily fall for regular attention when a new neck- tie or shirt or hat as well as new clothing and shoes are received. Let- ters to them will convince them they are recognized leaders of fashion, and they will gladly respond to a request to come and look over new goods. Some women will be particularly interested in new feminine wearing apparel, and others more especially in household articles such as dishes, wall paper, rugs and other furnish- ings. An appeal to them by person- al letter will bring a response and will touch their vanity. Many sales result from these attentions, while their value in a general way as es- tablishing friendly relations between buyer and seller can not be esti- mated. The writer once knew a profes- sional man whose hobby was toilet soap. He bought everything new ia that line that came along even if his home was full of soap at the time. This was a fact well known to one dealer, who constantly kept him in- formed of any new kind of soap that came along. With a multitude of customers to keep in mind, even if he knows their foibles and inclinations, no merchant can trust his memory to think 2 each one at the proper time. That is expecting too much of the mind. Other things crowd out these details. Everybody knows how hard it is to remember things just when wanted, even when an effort is made to recol- lect. "To accomplish the object ani take advantage of opportunities such as mentioned a card index or an in- dexed book should be kept. It should be kept anyhow. It is a great adjunct to successful mer- chandising. It is the best sort of a mailing jist when circularizing is to be done. Such a list is worth money, and any storekeeper can well afferd to spend money and time in procuring it and keeping it efficient. The name and address of every pos- sible customer should be placed upon a separate card in the proper alpha- betic place in the index and then, from time to- time, as the inclinations of the customer are discovered, a notation to that effect should be plac- ed upon the card. Too much trouble? No. you expect? Business is not going to run after you—you must run after business, and these items of detail are the very things which are going to step in and make a large and successful business out of a sma!l store. They are the very best serv- ants a business man can have when they are watched and kept in work- ing order, but the cause of much re- gret, annoyance and _ self-condemna- tion when they are neglected, and, therefore, not available when needed. The card list has its place and its service to perform, but it must be carefully tended to be useful. A list that is unreliable is. worse than none. Start one at once and start it right. To begin with, procure a suffi- cient number’ of cards, and allot one to each customer. At the top of the card place the date and name and address of the customer. This is to be a private list, and any information that will make a good record should be noted on the card, If a credit What do customer, mark the amount of credit you are willing he should have. tf not on your books, indicate on the card whether or not you are willing he should have an account if request- ed, dnd to what amount. It would be well to indicate what quality of goods he buys, high-class, medium or cheap, and this might be regulated by a letter, “a” for the best," “b” for medium and “e” for cheap. Then put down, as previously suggested, anything you may know about his whims or fads, to show any special line in which he is likely to be in- terested. This, of course, can not be done all at once. Your card file will constantly be receiving attention as you g9 along, and become better acquainted with individual traits of character. Little things will suggest these to an observant merchant, and clerks can be of great assistance, if they keep their eyes and ears open in store and out. Many of your cus- tomers talk to you about the things uppermost in their minds, but there are people who do not buy from you whom you must cultivate in this manner. You do not meet them every day, but, if you are careful to note all you hear, and jot it down, you will soon gather an immense quan- tity of valuable statistics which will give you a line on the habits and de- sires of possible trade. First of all, you can make a list of all the people who have accounts on your books. You know _ their names and addresses, and a little ex- amination of what they have been buying will give you an insight into their requirements. When you know what they want, and can show them by actions, not by words, that you know what they want, you have gone a long way toward fastening a very tight grip on their friendship and trade. They will find it convenient to deal with you because they can telephone or send the children, feel- ing assured that you are so well ac- quainted with them as to make sat- isfaction certain even without their personal attention to the purchase. Large city stores make 3 strong feature of this, and call up many of their customers, from time to time, to suggest to them that they have just received such and such articles which they would probably be inter- ested in seeing, and they can call or have the goods sent for their inspec- tion as they like. This practice makes many sales. Even if the cus- tomer does not care to buy at that- time, he, or she, appreciates the at- tention, and is pleased to find that the store so values the patronage as to thus take pains to run after it. Even when the customer realizes that the merchant’s desire is to sell goods rather than to accommodate, he is gratified to know that his trade is considered of enough importance to merit this special consideration. Anil the customer who will feel particu- larly flattered is the one who has not been a heavy buyer. Attention of this kind will often inspire him to live up to the character in which the merchant has invested him, and he will become a more liberal patron. Having put on your cards all the names on your ledger, add to the Think up You can not list from other sources. all the cash customers. remember them all at once, but, as they come or send to the store, make a note of them. If you do not know where they live, probably whoever delivers packages for you can sup- ply the address. Then call all your employes into the council, tell them what you are doing and call upon each one to suggest names of people customers, whose trade it would be well to Quite a lot of information may be secured in this way. in the community, not seeki A number of schemes can be sug- gested for getting a list of names. But what you want most of all is an intimate knowledge of the charac- ter of the trade. This can only be obtained by observation; but, once you have it, you have the most for- midable weapon possible for combat- ing a competition whether from an- other local store or from mail order houses. The list may cause a little trouble, and require patience and watchful- ness, but, if secured and used as sug- gested, its effect upon the growth of your business will be immediate and gratifying. Dealers Are Increasing Gross Sales and Net Profits By and Through Our Services For interesting and profitable details address THE BUSINESS DEVELOPMENT Company of America 119 Nassau St. New York Post Toasties Any time, anywhere, a delightful food— ‘The Memory Lingers.”’ Postum Cereal Co., Ltd. Battle Creek, Michigan TR ACE Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. Increase Your Sales of BAKER’S © Cocoaand Chocolate (uf ANY GROCER who WW handles our prepa- [w..\) . rations can have a beautifully _illustra- ted booklet of choc- olate and cocoa rec- ipes sent with his compliments to his Customers entirely free of charge. ae Ask our salesman Oe Pat of or write Walter Baker. & Co. Ltd. DORCHESTER, MASS. December 6, 1911 MICHIGAN TRADESMAN 33 Cold Weather, Snow and Slush will create a big demand for Extra long oak tanned counter pe extending to ball of foot and act- } ad as ing as an arch supporter Oil silk lining between inside kid lining and vamp Full leather vamp Rubber heel Extra heavy steel shank HIS shoe is another big illustration of Mayer Quality Shoes. Built for win- ter service and comfort, this shoe is a tre- Rubber welt sewed in with leather welt. Makes the shoe as absolutely water-proof as itis possible to get it Inside cork lining Solid oak tanned sole No. 704 Men’s Gun Metal Calf Blucher Dry Sox. Kid Lined. Tip. Two Full Soles, Goodyear Welt, Heavy Steel Arch Sup- mendous seller, for it combines style, snap and genteel appearance, with the highest possible grade of material and workman- porting Shank which is rivited clear through the ° Insole to the Outsole. Extra long Counters, Bellows Tongue. E-5-11. ship. No bigger or better value was ever $3.75, offered in the shoe line. This shoe cannot be duplicated for the money elsewhere. Note carefully the dia- 3 gram above of its construction. Men’s Gun Metal Calf Blucher Dry Sox, 9 inches high. Kid Lined, Tip. Rubber Heel. One-half Send in a sample order and watch re- sults. Mayer Dry Sox will prove the best | °.,5; “vv wet. advertiser and biggest seller your store ever $4.35 had. Mail an order and try it. No. 711.—Men’s Velour Calf Blucher Dry Sox. F e Mayer Kid Lined. Tip. Rubber Heel, One-half $3.50 Boot & Shoe Co D. S.. Goodyear Welt. D-EE-5-11 .. Milwaukee, Wisconsin Sample Order Coupon F. Mayer Boot & Shoe Co., Milwaukee, Wis. Please send me the following sample order ee No. 714.—Men’s Velour Calf Blucher, Comfort Style No. Pairs Last, Kid Lined. Tip. ‘‘Cushion’’ Dry Sox, $3 7 5 Name One-half D. S.. Goodyear Welt. E-5-11 e City. State Largest Manufacturers of Full Vamp Shoes in the World Send in Coupon for sample pairs TRADESMAN December 6, 1911 34 MICHIGAN res eI rcrey —_—— AEE S Ae 4 Cae s = ay Se z =o > s es == aoe = > . fe: = = = 35 = é = + = = = 22% = > Z REVIEW oF tre — MARKET : iE Es SS = = cs = > a Ba x = See = a BRD ‘S ———— Selling Hints For the Findings De- partment. Small Purchases and Big Profits. “I wish I had the privilege of operating a findings department ina big shoe store where I know that branch of the business is being neg- lected,” said the manager of a well known specialty store not long ago. “My fortune would be made.” This shoe man is one of the pro- gressives who have learend that in spite of the fact that the items in the findings department carry small values, the aggregate earning capac- ity of such a department can not be figured on that basis. They have learned that, like the soda fountains, and the five-and-ten-cent stores, which depend on a steady stream of small purchases, the only thing need- ed to insure not merely mediocre suc- cess, or to “make the department pay for itself,” is a good volume of busi- ness. And getting the business is, or ought to be, a fairly easy proposi- tion. Mistakes Made in Location. Frequently one enters a handsome shoe store, roomy, commodious and well-equipped, and never notices the findings department. If one happens to be in need of shoe laces or dress- ings of any kind, and enquires, the direction is always given. Then it will be found that the “department,” if one may dignify the sale of find- ings in such a store by that name, is buried back in a corner where the casual visitor would overlook it en- tirely. That is obviously the wrong idea. If the findings department must have a good volume of business in order to succeed, it must have a good po- sition in order to get the business. No department in the store needs prominence in greater degree. The counter should be near the entrance, and where it can not fail to be seen by anyone entering or leaving the store, Show Findings in the Windows. Too many retailers forget the find- ings department when they are dress- ing their windows. It would be comparatively simple to insert a few timely articles occasionally, and it would boost sales and relieve the relative monotony of a window con- taining nothing except shoes. Now and then a window devoted entirely to the findings section will be worth while, for the average person has no realization of the number of useful shoe accessories. The “educational” influence of a display of findings like that is bound to be marked. The winodws are the best salesmen that a shoe dealer has, and they should be taken advantage of. Cleaners For Fabric Shoes. One of the things that has helped the business of selling findings, has been the vogue in the past few sea- sons of fabric shoes, especially those for women. Such shoes need more careful attention than the leather models, and the woman who found that a “shine” would last for weeks if she were wearing black or tan footwear discovers that it is advisa- ble to clean her white or colored fab- Tic shoes pretty nearly every time she wears them. That means a big con- sumption of cleaners and dressings, and the shoe retailer who makes his line of findings conspicuous is the man who will get her trade. Findings Often Overlooked. The increasing care of the feet, brought about by “beauty” articles in the newspapers and the general desire on the part of the average person to take as good care of him- self as it is possible to do, has given the findings department a chance to develop along lines that are a little new. For instance, there is no rea- son why the shoe store should not be able to sell corn plasters, and the large number of popular brands 92n the market would make them easy to dispose of. People go to a drug store nowadays to get corn plasters or foot powder and other articles of findings, but if they knew that the shoe man had these articles for sale, it would be the most natural thing in the world for them to buy of him. As a matter of fact, the shoe dealer who studies feet more carefully than anybody except the chiropodist, is in a position to advise more intelligent- ly than anybody else. He has his customer’s confidence as to the char- acter of shoe which should be worn under certain conditions, and could also create the same feeling with re- spect to the use of powders and lo- tions for the care of the feet. Some stores have small lines which take hold of the edge of this possibility, such as ointments which are to be applied for tired or perspiring pedal extremities, but the field of possi- bilities has hardly been entered. Signs For Findings Department. One of the most important things to be considered in the operation of the findings department is the equip- ment of signs. In most cases it is necessary to indicate the article and ask for its price before a purchase can be made. There should be piles of the various lines handled, each bearing a card stating the use of the commodity and its price. In_ this way the purchaser could come up to the counter, drop his coin and ‘take the article he wanted. The trans- action could be made much more quickly, more sales could be handled in the same length of time, and it would be in all respects easier to do business. Management of Findings. The girl in charge of the depart- ment should be the brightest in the store. She should know how to suggest tactfully the articles which would prove of service. Without being annoying to customers, she can easily direct their attention to the line of goods which are for sale in her department, and can make that end of the business one of the “liv- est” parts of the store, instead of being deserted, as is frequently the case, Get Into the Findings Game. There is hardly a store which has not enough space for the installa- tion of a well-equipped findings de- partment. Properly started and look- ed after occasionally to see that stocks are kept up and that the best goods in every line are handled, the section will almost run itself. At all events the retailer who is not devel- oping this part of his business is overlooking an opportunity to make the “easiest” money which comes to his till—Shoe Retailer. ——_~+-—_—_ The holy passion of friendship is of so sweet and steady and loyal and enduring a nature that it will last through a whole lifetime, if not ask- ed to lend money.—Mark Twain. For Mail Carriers, Policemen, Truckmen, Railroad Men The Gold Seal Agol IS PURE GUM, GIVES DOUBLE WEAR Is a Great Rubber Manufactured only by Goodyear Rubber Company W. W. WALLIS, Manager Milwaukee Wear them. spring delivery. Rouge Rex Shoes Like Every pair sold is a sales producer for many another pair, and adds to the prestige of the dealer es It will pay you to see the line for 1912 before placing your order for A card will bring our salesman with a full line of samples. lron HIRTH-KRAUSE CO. Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. December 6, 1911 How the Shoe Dealer Can Capitalize Santa Claus. The biggest thing on the sky-line just now is Christmas. The Christ- mas sentiment is already in the air. Already the children are feeling Christmas in their bones. And from now on the interest in this, the greatest of all our national festivi- ties, will increase. Nothing is of much consequence in these piping days of holiday preparations that doesn’t somehow link up with Christmas. But almost anything, even if it is something not in itself particularly interesting—can be made to appeal, provided there is a sprig of holly sticking in it. Therefore, the Christmas sentiment ought to be very pronounced in the shoe store window and the shoe advertisement. Christmas is the child’s holiday par excellence. Nothing so grips the minds of little people as his excel- lency, Santa Claus. The merry twin- kle of his kindly blue eyes, the per- ennial roses on his fat cheeks, all this gets right down into the life zone where the child lives. The whole spirit of Christmas is focused upon, and centers about, the child. Take away the children and Christmas would be a tame affair. Inasmuch as Christmas iS. -as have said, the children’s holiday, the shoe merchant who wants to utilize the Christmas sentiment must make his appeal primarily to the child. Is there anything. in the window trim to catch and hold the attention of little people? If not, it isn’t a good Christmas trim. Is there anything in the newspaper announcement to get a grip on the imagination of the little fellow who reads the advertise- ment or looks at the illustrations thereof? If not, I’m afraid that is a punk Christmas shoe advertisement. The child is never more truly the connecting link between the shoe merchant and the parent whom the shoe merchant wishes to get at than he is at Christmas time, and for sev- eral weeks prior to that happy event. Get the children and you‘ve got the grown-ups. Appealing To Children. But how get the children? Let us realize the fact (for it is a fact) that the child is interested primarily in Santa Claus and his presents. Not many shoe stores are suffi- ciently large to justify having some- body on duty as an impersonator of Santa Claus. That is a stunt that we must hand over to the big de- partment stores. But there is room in every shoe store for appropriate Christmas decorations. And then there is your windows. What a magnificent opportunity you have there for advertising it to old cs 9 RA RO RI BEN LAT BR IEEE RGAE, LTCC fT T EEAE ANG SN GP GEE IN: MICHIGAN TRADESMAN Not for many years have there been so many attractive little shoes and boots for little folks as we have this season. There are the high top shoes for little girls—and they come in ever so many colors and combina- tions of leather; and there are the dandy little shoes of many mate- rials and lasts for little men. Perhaps you have a few pairs of those allur- ing patent leather boots with the red cuff or top. If so, by all means put ’em on display. And by means of window cards and newspaper ad- vertisements let it leak out that Santa Claus has selected your store as his local headquarters for gift commodities in the way of footwear for little people. Thus will practical parents who want to surprise and de- light their children—and at the same time give something useful as a Christmas present—think of you when they fare forth in quest of Christmas mementoes. Shoes as Gift Commodities. Attention has repeatedly been call- ed to the fact that we are learning to give more practical presents than we used to give. We now see that shoes, boots, slippers, novelties in footwear, hose, half hose and sundry other commodities usually carried by present-day shoe stores, are excel- lent for gift purposes. They may be essentially chic and altogether serviceable all at the same time. And there is a durability about them that does not attach to many other gift articles of a precarious character. Shoe stores — particularly those shoe stores wherein the Christmas sentiment is accentuated — will be very busy marts during the next few weeks. Fond parents will be led thither by little hands—because the little feet that go with the little hands are desirous of being clad in some of those new and fetching shoes displayed in your windows or fea- tured in your announcements. And then there are parents who will come in unattended by little ones. And they will come in stealthily—with that piquant air of mystery that evermore attends those who are trying to keep a Christmas secret; and these will be the parents who are buying shoes and boots to go in little stocking tops—not to be seen by prying little eyes until Christmas morning. But however these grown-ups come, whether alone or in company with prattling little tongues and restless little feet, you'll be glad to see them. And the sum total of the winter’s business will be vastly bet- ter for their coming. Therefore, let us say—and say it as if we meant it—“Long live the good St. Nicho- las!’—Boot and Shoe Recorder. i <——______. Twelve Things To Learn. The value of time. The need of perseverance. The pleasure of working. The dignity of simplicity. The worth of character. The power of kindness. The influence of example. The obligation to duty. The wisdom of economy. The virtue of patience. The improvement of talent. The joy of originating. soo. “Some people know when they have had enough,” said Billy Bax- ter, “and when some people have had enough they don’t know anything.” THE SIMMONS BOOT 35 Activities in Indiana Cities. Written for the Tradesman. The Angola Light and Power Co. has been formed at Angola to take over the old Angola company, which suffered financial reverses. The company Operates an electric line be- tween Angola and Lake James, the Angola light and power and water works plants. The stockholders are Pittsburg and Ft. Wayne men. A Merchants’ Trade Association has been formed at Warsaw. A committee of the Business Men’s Association of Evansville has organ- ized the Boost Evansville Club. The membership fee is $1 and this in- cludes a watch fob of pretty design. It is expected that 15,000 citizens will be enrolled by the Club within a short time. The Rumely Company is building large additions to its plant at La- porte. A fine boulevard system is being worked out in Indianapolis. The parks and streams are being beauti- fied and connected by a network of public drives. Almond Griffen. _—_—. =. Personal Note. Knicker—We have come to the semi-centennials of great battles. Bocker—I haven’t been married that long yet. atAM DNs UAL... The Princess Comfort Shoes sell themselves at sight. A greater feature still is Different the comfort they give to the wearer. That brings the customer back to your store. Write for booklet ‘‘Comfortable Shoes for Women.” and young alike that you are in sym- pathy, heart and soul, with the great all-pervasive spirit of Christmas! By all means get up an effective Christ- was window trim. And let the _ nif- tiest footwear you. have for little folk occupy the center of the stage. Back ‘em up and flank ’em with footwear for grown-ups, but give the central Place to that which is just now most important—dainty little creations in leather for little folks’ feet. MADE BY V. SCHOENECKER BOOT & SHOE CO | MILWAUKEE — WISCONSIN. SOME BOOK FREE WRITE FOR IT TODAY MICHIGAN TRADESMAN December 6, 1911 CHRISTMAS CLERKS. ' Not So Easy To Get Capable Holiday Assistants. Written for the Tradesman. At this season of the year mer- chants, especially those who deal in sweets and novelties, are looking about for extra clerks. They are, as a rule, having plenty of applications, but this does not mean that it is easy to get capable and courteous assistants. Every year merchants are com- ing to a better understanding of the fact that he who pleases the public gets the public’s money. The only person who can hide away in a dingy office and snarl at and insult the public is a pawnbroker. And even the best mannered money loaners get the most business. The merchant can’t wait on all the people who come to his store, so he must depend on those he hires to serve them. If he hires the wrong kind of clerks, he loses _ business. Year after year the dealer is pound- ing into the heads of his clerks the plain truth that you can not catch flies by setting a trap with vine- gar. Of course there are merchants who hire their clerks on their shape and the color of their eyes, although they are few. The average clerk is hired for some quick intelligence which the merchant discovers. There are, also, a few merchants who “stand back” of their clerks when customers make complaints. These are passing” away. But always it is the clerk who brings customers back that counts. It is aid of Marshall Field that all his long life he lived up to a stale and hackneyed maxim, which was, “PLEASE THE PBLIC!” He lived on that maxim, old and stale as it was, but he packed it so full of new meanings that the buyers of Chica- go thought it original with him. They thought his trade slogan had never been used before! That was because the idea of pleas- ing the public in retail trade was al- most unknown in the Chicago of fif- ty or sixty years ago. It was a rough town, and dealers were toler- ably independent and easy. Many of the customers of the retail stores were Indians, miners, speculators from the East, workers looking for the best of it in the new land, and the merchants were not inclined to politeness. Into this mess came Marshall Field, resourceful, ambitious, daring, resolved to win the name of being the most courteous and obliging man in Illinois. He treated every muck- er, every homespun farmer, every washwoman, every speculator in land or produce the best he knew how. These people were given a mighty good opinion of themselves by young and handsome Marhall Field. The man who makes a man or a woman believe that he or she really is the goods—who makes his cus- tomer think thus of themselve, I mean—can have anything they have got, and you know it. You make a workman believe that you think he is fit for the biggest job on the works, and he'll imagine wants in order to come to your store to spend his cash. Marshall Field pursued this course all through his life. People who were made to look mean and cheap by other clerks left Marshall Feld’s counter with straight backs and chins up. Did they go back to him? You know they did. There are so many people in the world trying to give themselves a boost by knocking oth- ers down that Field was a mighty pleasant novelty. It is said of Field that he could find out quicker what a woman want- ed, and sell it to her quicker, too, than any other salesman in Chicago. He knew human nature. He knew that people like to be well thought of. He understood that if he could make a man or woman conscious of something in themselves superior to the common herd he could get their money. This reads just a bit bru- tal, but competition is a brutal thing. It is a fight for the money in sight. It is a struggle to get into the con- fidence of the people. And so Marshall Field PLEASED THE PUBLIC. He caught his cus- tomer with the little things of life. He built up his business on these slender threads. He covered up the greed of commercialism and tried to make his patrons believe that he was a friend a well as a salesman. What he sought to do was to BRING THE CUSTOMER BACK. He did it, and died worth many millions. It is said that on one occasion a lady, who had bought a dress of him lost one of the buttons. The loss was reported to Field six months after the sale, when there were no buttons of that kind in the market. Field did not say that he was sorry the buttons were all gone and quit there. He did not try to make a profit out of the woman’s misfortune by selling her a complete set of buttons of a different sort. He saw a chance to gain additional pop- ularity and seized it. What he did was to order a button made. It was not a large order, but the factory turned it out in quick time. It cost Feld a shilling to have it made and delivered at the wom- an’s door. He charged nothing for it. His pay came in patronage ex- tending over a good many years. It was a great thing to this wom- an to have Marshall Feld order a button especially for her—to have one made in a factory for her use. If she still lives it is a sure thing that she has that button yet. And of such trifles did the great mer- chant build up his business. But to get back to the picking out of clerks for the holiday rush. You can not find a Marshall Field in ev- ery batch of applicants, but you can distinguish the polite, mannerly ap- plicant from the uncouth. You can distinguish in the physical attitude and mental poise of the applicant whether he will try to bring his customers back to the store, or whether he will endeavor to dismiss them with the notion in their heads that the clerk is a mighty superior person. There are people who can not con- ceive of any person trying to please another if the action calls for a sac- rifice. There are lots of people who think only of the BIG I. After they have searched every situation for some benefit to themselves, they may condescend to look at it from an im- personal standpoint. Don’t employ such people. You can distinguish them from the other kind by the fact that you butt into their rock-bound personality before you have talked with them ten min- utes. You can see from the start that they are thinking only of what they are going to get out of the pro- posed connection—what their statue as to dignity in the store will be as compared to the other clerks, how long they will have to work, how long for lunch, how much money. It is a good plan to employ the people who come to you with the statement that they intend to make a business of salesmanship. They may be willing to learn. Those who think clerking during the holidays will be something of a lark you need not consider. Never mind if they are “connected with good families.” They .may bring a few customers to their counters, but they will waste their time chatting with them, and will drive others away by their airs of pretended superiority. The one thing the buyers of to- day will never stand is the superior clerk. The pretentious clerk will lose all the trade your advertising brings. If you advertise for clerks do not let them all into the private office at once. Take one at a time and see how they perform. Talk with them enough to find out if they really have any ambi- tions save the earning of a few dol- lars. Notice if they pay strict at- tention to what you are saying and answer your questions direct. If they do it shows that they have the ma- chinery for thought. If they don’t, it shows that they are dense—that the nerves which convey. sounds from their ears to their gray matter are clogged. When an applicant listens to what you say and then bends forward with an impudent “Beg pawdon!” fire him out of the office at once. If he is deaf you don’t want him. If he has heard your words but has not yet digested them, caught the meaning, you don’t want him. His wires are down. He will stand like a wooden In- dian behind a counter and tire cus- tomers with his exasperatingly slow comprehension. He will catch on to what the customer wants about half an hour after the customer has left the store. Much of this Solomon regarding the choosing of clerks was learned from Old Raglan. Old Raglan ney- er owned a store of his own. He said he never wanted to. He would rather work for some one else. Per- haps this was because he always re- ceived a very large salary and never was out of a job. One day when Old Raglan was se- lecting five clerks from fifty appli- Where There’s a Boy There’s a Family Who is wearing out and buying shoes —one pair of Climax brand Wales Goodyear Rubbers on any boy will do more for you in the way of getting trade for your store aud giving your business the right kind of advertising than any amount of explanation on your part of why “Johnny wears his rubbers out so fast.” We'll send you a Wales Goodyear catalogue for a postal. Sizing up orders filled P. D. Q. Herold-Bertsch Shoe Co. Grand Rapids, Mich. Distributors of Wales Goodyear Rubbers Makers of the famous “Bertsch” and “H. B. Hard Pan” Shoes 911 ice nd nd Di- >1- it- nd cy a- ’t, th nl aS et &; re December 6, 1911 cants a very pretty girl faced him with open opposition in her eyes. She seemed annoyed that a man dressed as Old Raglan was. should question her, should pass upon her qualifications for a three-dollar a week job. She told a good story, disdainfully. She showed education and knowledge of the world. She demonstrated that she could add two columns of figures. at time. In short, she showed a mentality she could warrant for work and wind But Old Raglan turned her down. “That girl is too smart,” he said. “She may be able to sell goods. She is quick as a flash. She has a stereo- typed smile. But you saw her pose of superiority. She turned up her nose at his unpressed suit, at my un- shaven face. She would do the same with customers. She would not care to please the poor. She would fawn on the rich and make herself a nuis- ance.” In other words, he knew that the girl would not even try to BRING CUSTOMERS BACK to the store. Oh, it is a hard job finding good clerks, particularly hard for the rea- son that half the business men of the country have yet to learn how effi- ciency can be detected. And yet, upon the salesman, or saleswoman, behind the counter depends the success of a store. Location, capital, experience in the front office, knowledge of right publicity methods, all go for little if the salesmen are not of the right kind. For the love of Mike, LOOK OUT when you employ your holiday ex: tras. Alfred B. Tozer. —_+-2—__ Caterer Proves Good Values Pay. Every day or so there is a fresh demonstration of the fact that it pays to give good values for the money. Sir Joseph Lyons, a British restau- rant man, has recently been knight- ed and given contracts for all com- missary supplies used by the British army. His own catering business feeds 500,000 persons daily in Lon- don. This is all the result of a settled policy of giving the money’s worth. Lyons began in a small way. This was twenty-five years ago and the idea was to offer Londoners first- class tea and coffee at as low a price as could be-done at a profit. Lyons opened a coffee house with an at- tractive service and good tea and cof- fee at 4 cents a cup. Provision was made for smokers and_ everything done to make the place attractive. Business was good from the start, for the enterprise supplied a want. The number of coffee houses was in- creased and the menu was broadened so that the houses did a general res- taurant business. But the service was maintained on a high level. Higher priced houses were started later and eighteen months ago a large hotel was thrown open with the slogan of “No tips.” The company continued to give the best possible food and service for the charge made. The servants were well paid and the tip eliminated. Customers who insisted on tipping waiters were no longer SaaS eee aaa ea clnia hahaa scl Hess mardi es ade a SE Eee ne MICHIGAN TRADESMAN 37 served. The result was that the en- terprise paid the first year 240 per cent. on its preferred stock. Lyons & Co. is now probably the largest cater- ing concern in England. ————_2>--.—___ Cynicisms of a Business Man. People usually have the blues aft- er skimming the milk of human kind- ness. An easy way to make money is to buy stocks when they are low and sell them when they are high. While you may not be able to lead a man to water, you seldom have to ask him twice to have a drink. Many a man has lost his mental balance by attempting to entertain two or more ideas at the same time. When a woman is unable to get what she wants she tries to convince herself that it wasn’t worth having after all. It’s just human nature to get more fun out of losing $10 at gambling than making $10 by work. It takes a girl to know that a pho- tograph that flatters her is a better likeness of her than the face she sees in the looking-glass. Every virtue has its own flaws. A woman once married is forever a slave. —_———2-2.-. Thistledowns Natural Parachutes. Careful examination has been made of the heads of Canada this- tledowns in order to determine their effectiveness as parachutes carrying the seeds of the plant to great dis- tances through the air. The results of this examination are quite re- markable. Calculation shows that a thistledown starting from an eleva- tion of twenty feet, in still air, would require two-thirds of a minute to reach the ground. With a wind blowing twenty miles an hour it would be carried, on the average, about a fifth of a mile. The total surface exposed to the air in an aver- age thistledown is, on account of the great number of hairlets, a little more than one-third of a square foot. Another well known and very beau- tiful example of nature’s parachutes is furnished by the light silken threads with the aid of which the little gossamer spider makes long aerial voyages. . i antic Hail Preventer Is Latest. The industrious agent for lightning conductors has a rival at last. He sells hail preventers. This is really a new form of lightning conductor, and its peculiar leaf-like shape—in fact, it looks like a plant—is said to give it the power to attract a ‘“Ni- agara” of electricity, an amount far in excess of that attracted by the or- dinary lightning conductor. By at- tracting all this electricity the hail preventer, it is declared, disperses the hail bearing clouds, the bursting of which often does tremendous dam- age. The point of the device is cov- ered with pure copper, a_ line of which runs down to the earth. As an experiment the Eiffel tower is be- ing fitted with these hail preventers, and scientists are waiting to see what happens when the next hail storm hovers over Paris. Y OU probably go on the theory that “the best is none too good’’ for your custom- ers; that’s why we know you're interested in Wales-Goodyear and Connecticut Boots and Shoes for they represent the extreme high point of value in rubber footwear. Wales- Goodyear “Same-day ship- ments’ are a strong point with us; our complete stock of these goods en- ables us to fill your orders as soon as received. BLIZZARD For men, women, misses and children: a ‘*hummer’’ when it comes to sales: try an order and see. Te MeuneeRibber 224 226 SUPERIOR ST TOLEDO, OHIOC. Headquarters for Wales-Goodyear and Connecticut Boots and Shoes ; — Gis CSM A Positive Boon to the High * €o.-* 5 Convene Instep and Wide Foot eG Our No. 278 bal and No. 319 blucher will fit feet where nothing else will. These shoes solve the high instep and wide foot problem absolutely. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. sca chdnaaendneenanetnoneenncenncel * MICHIGAN TRADESMAN Detroit Department Settlement After Nine Years of Legal Controversy. Detroit, Dec. 5—The affairs of the City Savings Bank, the Frank C. An- drews institution that closed its doors February 10, 1902, will be finally wound up December 9, according to an order issued by Judge Donovan, The Union Trust Company, receiver for the defunct bank, is required to make a final accounting to the court at that time. The assets on hand, according to officers of the trust company, will not make a large dividend for the depositors; just what percentage will be paid it is impossible to say. The commercial or checking account de- positors have already been paid 64 per cent. of their claims. The savings account depositors have been paid 68 per cent. . The failure of the City Savings Bank in 1902 precipitated some of the most sensational trials, both civil and criminal, that have ever been fought in the courts of Wayne coun- ty. Its Vice-President, Frank C. An- drews, was looked upon by many of his associates as a financial genius, and the failure of his bank, with its large number of poor savings account depositors, stunned the city. Andrews was tried for his share in the wrecking of the bank, and the most prominent attorneys in Detroit were enlisted in his behalf and against him. The trial resulted in a convic- tion, and Andrews spent some time in Jackson prison. His private effects were sold at public auction. Andrews is now reported to be living in New York, although he was seen in De- troit within the past few months. The financial affairs of the Bank were harder to Straighten out, and they have been in court almost con- tinually for nearly nine years. Charles R. Dunn, Treasurer of the Union Trust Company, has handled its af- fairs for the company, in its capacity as receiver, and he drew a big breath of relief when Judge Donovan signed the orders to wind up the affairs of the bank yesterday. George L. Maltz at that time Com- missioner of Banking, was complain- ant in the suit, and the City Savings Bank of Detroit, Frank Pingree, Frank C, Andrews, Homer McGraw, Ward L. Andrus, Fred S. Osborne, Joseph Schrage and Henry S. An- drews were the defendants. James O. Murfin is solicitor for the trust company, and will appear for them December 9, The first order signed by Judge Donovan, was that the trust company should pay to the First National Bank the sum of $26,276.25 in settle- ment of outstanding litigation. This Ly: Wy X Ss SS SS sy Ss S SX SS S SX j, SQ Wsss aa Sagem F WEE ¥ec per dozen. Liberal advance saan ESSIEN T SNES NR — litigation is an action on a certified check in favor of the First National Bank for $50,000. “The opposition encountered by the Union Trust Company from banks holding certified checks is re- sponsible for the length of time re- quired to make a final settlement,” said Mr. Dunn. “This case has in- volved the adjudication of practically every question that could possibly come up under the banking laws, and has done more to settle the law as it must be interpreted by the courts than any other case. “The total of so-called certified checks was Originally $662,000. Of this amount, one claim, aggregating $110,000, after trial in the Washtenaw circuit court, was disallowed, and the disallowance of the claim was affirm- ed by the Supreme Court. Claims on ‘all other so-called certified checks were, through the efforts of the re- ceiver and its counsel, either dis- allowed or withdrawn, excepting the claim of the First National Bank of Detroit, which was allowed by the Circuit Court for Monroe county.” The second order requires the re- maining assets of the City Savings Bank to be sold at public auction. These assets, though high in face value, are of doubtful actual value, according to the officials of the trust company. Bills receivable stil] out- standing, with a face value of $104,- 328.85, will be disposed of. Quebra- dilla mining shares with a face value of $360,000 will be sold. This mine is situated in Mexico, and is not now in operation. The Clyde mine, in Cripple Creek, Colo., and a two-fifths interest in the Tiewaukee Mining Property in Utah, all of doubtful val- ue, will go under the hammer, The third order, petitioned for by former Judge James O. Murfin, di- rects the trust company to appear in Judge Donovan’s court, December 9, and give a detailed and final account- ing of its work as receiver in order that its final accounting may be con- sidered and determined and the estate forthwith closed. Copies of the or- der are directed to be served on the Prosecuting attorney and the corpor- ation counsel and the attorney-general of the state, It is practically certain that the small amount of assets now in the hands of the receiver for the bank will be ordered distributed by Judge Donovan among the creditors as soon as the claims against the fund itself are settled. The dividend to be de- clared from these funds, if any, will be of inappreciable extent. Just how much these assets will bring and what the percentage of the claims the divi- dend, if any, will be, the officials of eR WX S A perfect cold storage for Poultry and all kinds of Fruits s. Railroad facilities the best. Absolutely fireproof, Correspondence solicited, a SSS ONSSNTS Se eepetienscnnotneniieecanenseerereeneterneseperns- the trust company can not state at present. As to the actual cost of adminis- tering the funds of the bank, officials of the trust company say they can not give even an approximate answer. In 1907, disbursements for legal services and expenses of litigation were $14,- 016.37, and for miscellaneous dis- bursements, $5,301.82, according to the Teport of the Union Trust Company. In 1908, disbursements for sundry ex- Ppenses were $8,657.68, according to the same report. The last dividend to depositors was paid about January 24, 1910, and amounted to 6 per cent., for commer- cial depositors and 3 per cent. for Savings depositors. At the conclu- sion of this report occurs the signifi- icant sentence: “Such dividends as may be paid thereafter, if any, will be very small.” Though the holiday has some effect on the volume of transactions on the Detroit Stock Exchange, the tone of the market continues good and local issues are in general demand. There is a fair amount of trading in the investment group, and prices are a trifle better on the average, De- troit Edison gained a bit and showed some activity, chiefly in small lots. December 6, 1911 Detroit & Cleveland went to 102 bid and continues very scarce, The of- fering of Parke, Davis & Co., eased off a point, but the bid is steady. There was a bit more strength in evi- dence in Burroughs. The rest of the list showed no important changes, though some deals were reported. There was more strength in Acme common than has been evident for some weeks. The bid gained a full point, taking into consideration the dividend which came off Wednesday. Acme preferred was also fractionally better. Mexocan Crude Rubber was shaded off a fraction, but there is sup- port under the market. National Grocer issues were a little higher, and there also were gains in Cities Service common and preferred. There was some trading in American Lumber and continued Strength in Iron Silver Mining. In the motor group United States Motors common was offered down to 20 and seems to be without support. The preferred was offered down to 65. There was no change in General Mot- Ors issues and no sign of activity. Lozier, Reo and the others of the group were entirely without interest, though the demand for Reo is steady. Michigan Sugar common shaded down somewhat, though transactions Invest Your Dime in a Green Seal Cigar and get worth for your money, Ask for the NEW STANDARD Three for a Quarter Detroit Cigar Manufacturing Co. Detroit, Mich. DETROIT RUBBER CO. AMERICAN RUBBERS For the best trade—for those requiring fit and style as well as durability All the new shapes in American, Woonsocket and Para Brands 3 DETROIT, MICH. duce. Eggs stored DETROIT, MICH. premium of Se oe OD December 6, 1911 were in small lots. It is believed that the technical position of this issue has improved considerably. German- American is in demand at 14 and the supply is scarce. Holland-St. Louis is also steady. There was little movement in the bank group, though the demand holds firm. Old Detroit National was up a point to 160 and Detroit Trust went to 257. There are some offer- ings coming into the market, though stocks are held considerably above the bid prices. Bonds are moving well and a good market is expected until after the re- investment demand is filled at least. The New York Central lines have let car contracts to the American Car & Foundry Co., for 5,000 40-ton box cars at the Detroit plant and 2,000 40-ton box at the Madison, IIl., plant. —~e.2__ Ten Penny Nails, Driven In. The dreamer may have a more en- joyable session than his room-mate who is wide awake. A woman can make a fool of al- most any man—if Nature doesn’t get the start of her. : There is never any galling under the chain forged from the fetters of love. Free lunches are sometimes quite expensive articles of diet. When you look into eyes that you do idolize, you are impelled to speak the truth face to face. It is a novelty to see two _ left- handed persons shake hands. Every misery is attended by the physician of hope. While Doubt stands still, Yence can erect a sky-scraper. What has never been conceived has not yet been achieved. A man’s fortune is the finished product of himself and his life. —_——_>---.——_—— To Remove Tattoo Marks. Once tattooed, ‘always tattoed, was formerly the rule; but a French army surgeon Dr. Tranchant, has discov- ered a method of removing tattoo marks, whether made with India ink or lampblack. The process consists of first rubbing the skin until a thin layer of the surface is worn away, then applying a mixture of lime, slaked just before use, and powdered phosphorus. The tattooed part hav- ing been coated with this paste, a piece of gauze is laid over it, cover- ed with a bandage. The dressing is removed after forty-eight hours. The scab is allowed to dry in the air, and comes away in about a _ fortnight, without ieaving a scar. If any trace of the tattooing then remains, the treatment is repeated. Dr. Tranchant claims to have applied this treatment in a great many cases with perfect success. Confi- >. A Montclair, N. J., dog swallowed a hatpin a few days ago and_ has been through an operation which re- moved the long pin from his stomach. The point stuck out through his neck and in that way was discovered. A hatpin is useful and has also been accused of many dangerous practic- es, but this is the first time it has ever been taken for food by a dog. © — doliimianaisan a eee ee MICHIGAN TRADESMAN What Some Michigan Cities Are Do- ing. Written for the Tradesman. A joint convention of the Amer- ican Rose Society and the Ameri- can Carnation Society will be held in Detroit during the second week of January. New machinery is being installed at the Block I car shops, Port Hu- ron, and the output will be increas- ed from 300 to 600 cars per month. Port Huron is showing other cit- ies what may be done in the way of building up a profitable summer re- sort business, this business having 20 per cent. increase over last year. A number of other cities of the State have cool, invigorating breez- es, delightful bathing beaches, clear waters, and the like, but apparently do not realize what a valuable busi- ness asset they have. Port Huron distributes advertising matter and booklets all through the Southern States, advertises in Southern papers and folders, maintains a bureau of information and in other ways lets the people know of its advantages. The Port Huron Summer Resort As- sociation expects to double the tour- ist population there in the next five years. Kalamazoo used the Middle West Association of Deaf Mutes so well at their recent convention in that city that they voted to come again next year. Cyclone and then fire at Owosso demonstrate that misfortunes may “huddle on the backs” of cities as well as of humans. Flint has secured another indus- try, which will manufacture sugar beet machinery. Bay City has secured the Vassar Knitting Works, now located at Vas- sar, and will employ fifty girls. Prof. Taft, State Nursery and Or- chard Inspector, reports: that the shade trees of Jackson are badly in- fested with San Jose scale. He ad- vises the appointment of three local inspectors and the purchase of a spraying outfit. South Haven built five sewers this fall under the direction of its Board of Public Works and the cost was only one-half. of the estimate made, showing that under efficient manage- ment the city can do this work and save the taxpayers the profit that ott- en goes to a private contractor. The work was planned carefully before starting and the usual delays for want of material were guarded against, so that the laying of sew- ers went along smoothly and rapidly. Ann Arbor will entertain the Na- tional Association of Music Teachers Dec. 26-29. The Association has not met in Michigan before in twen- ty-one years. Citizens of the eighth ward, Mus- kegon, will organize for the purpose of beautifying the lake front. The unsightly docks and other relics of lumbering days are not the right sort of advertising for a busy and pros- perous city like Muskegon. The Chief of Police of St. Jo- seph has warned citizens not to pile ashes in the streets and alleys. Sand will not be placed on the sidewalks of Houghton this winter, this abrasive material having proven too dirty to be endured any longer by the good housewives of that big village. Sawtooth snow scrapers will be used often on the walks. Snow fences will also be tried on streets exposed to prevailing northwest winds. Foundations are nearly in for Ben- ton Harbor’s new pumping station, which is located on the marsh flats. Wells will be sunk in every direc- tion from the plant, each one to a depth of 140 feet, yielding water of the purest kind. Port Austin will retain its can- ning factory. This is the plant that Reed City has been hoping to se- cure. Big Rapids has purchased a site for its new armory building. If sufficient acreage of cucumbers can be secured the Hyman Pickle Co., of Louisville, Ky., will locate a salting station at Traverse City. The possibility that Portland may lose the Ramsey-Alton factory has aroused the citizens to the need of a live business men’s association. Adrian’s wire fence industries are running overtime and the other fac- tories there are busy, insuring a pros- perous winter for that city. Marquette’s rock crushing in- dustry is growing in importance, the production of crushed tarp rock this season reaching 45,000 tons. There are three quarries in the city and 110 men are employed. The value of this year’s product is $50,000. The rock is used largely in road building, al- so in the manufacture of concrete. 39 Battle Creek is considering the passage of a new gas ordinance, its features being a thirty-year fran- chise at the rate of 90 cents per 1,000 feet, readjustment every ten years, discount of 25 per cent. in city build- ings and schools and appointment of gas and meter inspector. The city may buy the plant at the expiration of the franchise. In discussing the social evil at Saginaw, Secretary Tracy, of the Board of Trade, very properly plac- es “depraved propery owners” at the head of the list of evil doers. Kalamazoo is considering the use of asphalt-macadam on a number of its streets next year. Many new residences are being built in Albion and the college town iS prosperous. Manistee has one difficulty in the way of getting its outer harbor and breakwater and this is the recom- mendation made that the city shall assume the cost of maintaining a channel from the inner end of the piers to the upper harbor. The city holds that this channel is in effect a harbor entrance and that Manistee should not be required to assume this expense. Almond Griffen. ee ge No business long remains greater than the man who runs it. And the size of the business is limited only by the size of the man. Our limita- tions say to our business, “Thus far and no farther.” We ourselves fix the limit. Without system the most sor- did commercial structure will dissi- pate into thin air. 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 323-327 Russell Street DETROIT Welsbach Mantles Welsbach Lights Welsbach Burners AT WHOLESALE A. T. Knowlson Company 99-101-103 Congress Street East DETROIT MICHIGAN 2, WC (eqs . . wage Guat = O S a" SSNS Nava aN VAT RAMU (UUM aed sad a = Mitivet ou Mt et (( MMERCIAL TRA we Bry % ws CCE eee 2 Mune ROU = AW y sw @ Y Sn) Michigan og of the Grip. President—J. C. ittliff, Detroit, Secretary—F, M. Ackerman, Lansing. Treasurer—Lou J, Burch, Detroit. Chaplain—A. G. MacEachron, Detroit. - Goppelt, Saginaw; F. W. J. Devereaux, Pt. . Martin, Grand eee: C. H. Phillips, Lapeer; I. T -Hurd, Davi- son. Grand Council of Michigan, U. C. T. Grand Counselor—George B. Craw, Pe- toskey, mior Counselor—John Q. Adams, Bat- eek, tle Cr Counselor—C. A. Wheeler, Past Grand Detroit. Grand Secretary—Fred C. Richter, Traverse City. ne Treasurer—Joe C, Wittliff, De- troit. Grand Conductor—E. A. Welch, Kala- mazoo. Grand Page—Mark S. Brown, Saginaw. Grand Sentinel—Walter S. Lawton, Grand Rapids, oe Chaplain—Thos. M. Travis, Pe- toskey. Executive Committee—James F. Ham- mell, Lansing; John D. Martin, Grand Rapids; Angus G. McEachron, Detroit; James E. Burtless, Marquette. For Goodfellowship Banquet. Coldwater, Dec. 5 — Coldwater Council, No. 452, U. C. T., will, no doubt, do herself proud on the occa- sion of its annual goodfellowship banquet on Friday, Dec. 8. The So- cial Committee are in receipt of in- formation that the following broth- ers from out of town will be pres- ent: Grand Counselor Craw. Grand Junior Counselor John D. Martin. Grand Executive Committeeman A. G. McEachron. Supreme Sentinel Frank S. Ganiard and several others. An invitation has been extended to all Grand Lodge officers and mem- bers of the various committees, some of whom have not been heard from at this writing. However, it is hop- ed to have a generous response from all in due time. The Committee has arranged a programme of vocal and instrumental music and a banquet that will satisfy the appetite of those coming from out of town and ex- pect to lay covers for one hundred guests. The Social and Membership committees are getting results from their efforts and now have four can- didates for the next meeting, Dec. 15, with several prospects for the near future. We have set the goal for a grand total of seventy-five by our third anniversary. This is going some for a small town. Keep your eye on Coldwater. Coldwater Council will lose the services of its Secretary, C. W. Chap- man, at the next election of officers and it will be hard to find one to take his place. Brother .Chapman has been the backbone of the Council and to him is due the success of the Council to a very great extent. The death of J. N. Parker, an old- time member of the order and a Ample Plans charter member of Hillsdale Coun- cil is the first death recorded by our Council. He leaves a widow and four grown sons and one daughter. ———~+-.—____ Wafted Down From Grand Traverse Bay. Traverse City, Dec. 5—Ed. Secord TRADESMAN time is limited at this special rate and a lot of the boys are its readers. Mr. Stowe has been the steadfast friend of the traveling man for near- ly thirty years and merits the good will and co-operation of every sales- man on the road. Geo. Liesvelt, of Grand Rapids, took an order over the telephone this week, but, then, we presume George wanted to get home for Turkey day. Who gets the $2.50? Here’s hoping Wm. Holden does not get next. Frank M. Gardner set his alarm clock for 5 a. m.,, intending to take the 6 o’clock Pere Marquette train, but after he arrived at the station he discovered that he had forgotten to have his trunks ‘transferred from the M. & N. E. depot the night be- fore and was obliged to wait until Gaylord Gillis Goldstein, 8-Year-Old Son of James M. Goldstein. has severed his connections with the McCaskey Register Co. and taken a similar position with the American Register Co. Joe Reed, H. Leonard & Sons’ salesman, was seen taking in the bi- plane exhibition at Traverse City Thanksgiving day, but we understand he has cold feet. To enlighten one of our lady read- ers, the operation recently mention- ed in these columns was not on Wm- S. Godfrey. Rev. H. C. Hoffman has offered to deliver the memorial services next April for the U. C. T’s. Are you not placing your bid pretty early, Elder? Dr. Frank M. Gardner, formerly with Hirth, Krause & Co., is meet- ing with success with his new prepa- ration and will fill all orders in plain envelopes. Frank ought to know. No, the Tradesman is not furnish- ed to me gratis. I sent in my dollar a long time ago. Have you? The noon. Frank, you should tie a string around your little finger before re- tiring. We hope the boss does not get next. This gives you two men- tions this week. Fred C. Richter. > Must Have More Members To Suc- ceed, Detroit, Dec. 5—Just a few words to the members of the Michigan Knights of the Grip before my term of office expires. Let me remind you of the fact that you are a member of the best traveling man’s organiza- tion in existence, also that you, as a member, should have the interest of the order at heart. You should feel that you want to help, to make it a success, to help maintain it and have it flourish and thrive as an or- ganization. We are a brotherhood of traveling men, bound together by mutual ties to help one another or our widows and orphans. Since our organization we have done a great deal of good and expect to doa great December 6, 1911 deal more. There is no need of my mentioning any of these benefits. You are probably familiar with them. But there is one thing I want to im- press on your minds, and that is, keep the order going. To keep it from the danger shoals and from be- ing shipwrecked we must have new members. Do you ever give the matter a thought to ask a friend to join our order? I am afraid not. Our increase is not large enough and I will say, candidly, that we must have more members to succeed. Ev- ery member should be interested in the welfare of the order and try and help build it up by getting in new members. I trust you will realize that this is important and that you will give it due consideration and do what you can to get in a few new members. Soine members have done finely; others, I am afraid, do not think about this very important matter. Now, brother, wake up and send us in at least one new member. You can do it if you only will. [ extend to all members of the Michigan Knights of the Grip) my heartiest good wishes and fraternal greeting. Joe C. Wittliff, Pres. Mich, Knights of the Grip. 2... Sentiment and Business. Sentiment and business have al- ways been mingled in the career of every successful man. That does not mean that you shall lend money with- out security or go on your friend’s note every time he asks you. But, were it not for the sentiment of con- fidence, of mutual trust, there would be no business done. The young man who is planning for a home of his own, by and by, or who dreams of being able to give the mother who has _ sacrificed so much for him a taste of luxury before she dies, has a tremendous incentive to do his best. Ambition, a sense of honor, pride in achievement, are all sentiments, and without them nothing would be left of business life but the mere husks. ie “Why don’t you give that boy of yours a whipping?” asked Mrs. Jones, “I’m sure he needs it.” “I know he does, but I never whip him on a full stomach.” “Humph, can’t you turn him over?” -_—_?-.-.—____ “Dear teacher,” wrote the parent, “don’t hit our Sammy. We never do it at home, except in self-defense.” Hotel Cody Grand Rapids, Mich. A. B. GARDNER, Mgr. . Many improvements have been\ made in this popular hotel. Hot and cold water have been put in all the rooms. Twenty new rooms have been added, many with private bath. _ The lobby has been enlarged and beau- tified, and the dining room moved to the ground floor. The rates remain th e—$2.00, $2.50 and $3,00. American aan eal: All meals 50c. eee 8: December 6, 1911 News and Gossip of the Traveling Boys. Grand Rapids, Dec. 5—Bill Cook and wife, of Kalamazoo, spent Thanksgiving with their parents in Grand Rapids. The mere fact that Bill spent Thanksgiving here does not ‘signify much, but we must give all the news without fear or favor. Bill’s father-in-law is Pete Fox, and when Bill saw the mustache that. his papa-in-law is cultivating he prompt- ly threw a fit and threatened to dis- own him if he didn’t have it remov- ed. Pete’s ’tache is now among the missing. Speaking of mustaches, the fellow with the funny face seen at the last U. C. T. meeting was none other than John Hondorp. John has had his mustache plowed under also. George Pierce, who has represent- ed the O. Schmidt Chemical Co., of Jackson, for a number of years, has been made salesmanager, to take ef- fect Dec. 1. We wish to congratu- late Mr. Pierce, but it is not without a feeling of regret at losing him as a citizen of Grand Rapids. Grand Rapids’ loss is Jackson’s gain. We wish to correct an error made in a recent issue of the Tradesman. We mentioned Dick Warner, Sr., .as being a member of an idle party and also gave an account of the party. This should have read Dick Warner, Jr.—although the Junior was many miles way at the time. Dick, Sr., asked us to say it was the Junior, be- cause the Senior’s wife raised such a fuss. Harry Hydorn, modern Shylock and Secretary of Grand Rapids Council, No. 131, U. C. T., found a pocket- book in Reed City last week. Harry spent consideable time trying to find the owner without success and finally opened it and found the large amount of one cent in the enclosure. Lucky feller. A. H. Cleland, who formerly rep- resented Reid, Murdock & Co., on the coast, has moved here from Boise, Idaho, and will cover the territory contiguous to Grand Rapids for the same concern. Cleland was trans- ferred from Boise, Idaho Council, No. 313, to Grand Rapids Council No. 131. Welcome to our village, Mr. Cleland! Messrs. Stevenson, of Muskegon, Eaton, of Traverse City, King, of Jackson, and Burton, of Rochester, N. Y., were the out-of-town visitors at the last meeting of the U. C. T. which meeting, by the way, was a success in every way. Judging by the hilarity of Otto Heinzelman, Harry McCall, Paul Berns and Hartwell Wilcox on the Grand Trunk train last Wednesday, they must have had successful trips. Surely it couldn’t have been on ac- count of the thoughts of the Thanks- giving dinner that was to come. When we saw the bills lying around the kitchen on Wednesday it spoiled our appetite. E. A. Stowe: I told you so—Mc- Namara, et al. Sam Taylor’s wife says the only time Sam will wash dishes is at a U. C. T. supper—especially when the ited stiititndhininbaeaaneacbent icin ai MICHIGAN TRADESMAN U. C. T. sisters are getting up the supper. We always said Grand Rapids Council, No. 131, “Knows How.” Ed. Wheaton, of Traverse City, has completed a fully equipped sam- ple room. Really, now, Ed., your house gives you those prunes to car- ry on the road. We are sorry for what we said about Fred Read, of the Stearns Ho- tel, at Ludington. It has dawned on us that Justus Stearns carries the subscription currency. Well, Mr. Stearns, the boys like to read the Tradesman. Will the author of last week’s ar- ticle entitled, Something in My Eye,” kindly help to square matters at home. Mrs. Goldstein says we won't even help her to step from a car and then when a strange young lady happens along we break our neck to assist in removing a cinder from her eye. And John D. Martin had to watch the near massacre of his young hope- ful, Jesse. No reasonable excuse why every third member of the U. C. T. in Grand Rapids shouldn’t get a new member. Just like handing them gold dollars for a nickel. The newly organized degree team put Ed. Rohrer, George A. Hudson, Wm. T. Brown and Jess L. Martin through the horrors of being initiat- ed into the U. C. T., No. 131, Sat- urday night. If any member of the U. C. T. knows of a member who is ill, he will confer a favor on the Sick Com- mittee by notifying the chairman, Harry Hydorn. Geo. Blass, proprietor, of the Pa- cific House, at Baldwin, says he nev- er gives us a chance to say anything against him in this column. Well, George, we think you’re right—it is- n't your fault that there are no Sun- day trains and some one has to eat all the sandwiches before new ones can be made. We're selling some last year’s styles, too. The hotel management at Walker- ville would improve matters very much by cleaning up certain parts of the hotel. The price per meal to the traveling man is 50 cents—it is worth it, too, if you hadn’t had a meal for a week and this was the only place to go. The man with the pair of over- alls and heavy appetite gets his meal for 25 cents. Oh! you traveling man! Mrs. Fred Raymond, who has been seriously ill at the U. B. A. Hospital, is now pronounced out of danger and slowly recovering. Mr. and Mrs. Raymond have the best wishes of the entire traveling fraternity for a speedy recovery. Mrs. John Christenson, who has been ill at the U. B. A. Hospital, has recovered sufficiently to leave the Hospital and is now convalescing at her mother’s home. Mr. Travelingman, have you ever stopped to think what the passage of the parcels post bill means to you? It means the elimination of the small town, the benefits to be derived by the few against the heavy burden shifted on the thousands. No small towns, no more traveling men. Get busy, ask your customer to get busy and write their representatives. Do it now! J. M. Goldstein. — >> Beware of Bogus Traveling Man. Mendon, Dec. 5—Friday night a well-dressed stranger, giving ints name as A. G. Stevens, and claiming to represent the “Chicago Hassock Co.,” called at F. D. Estes’ phar- macy and purchased a box of cigars. He was a genial sort of fellow and introduced himself, telling Mr. Estes that he had just called on Mr. OJ- ney, but was unable to sell him any- thing “this trip,” but that he would be here again in six weeks, when he expected to sell a good crder. (As a matter of fact he had not call- ed on Mr. Olney.) He then said he was short of change and asked Mr. Estes if he would cash a draft on the “house.” As the fellow carried a line of catalogues, cards, creden- tials of various kinds, etc., Mr. Es- tes deducted the price of the cigars from a $20 draft and gave him the change. It was just before train time, and before Mr. Estes could talk with the local bank and send a telegram to the “house” in Chicago the train had pulled out bearing “Mr. Stev- ns.” The telegram to the “Chicago Hassock Co.” was answered from the offices of the Pinkerton Detec- tive Agency, and the message was brief but expressive. It was some- thing like this: “We’re after Stevens; hold him.” Sheriff Watkins was at once com- municated with and officers all along the route south, as well as north. Saturday word was received here that Stevens worked his game at Burr Oak, where he secured $10 from O. J. Upham, of the Park Hotel; he also secured some money at Kala- mazoo. Saturday the fellow was at Nottawa, where he secured Land- lord Bennett’s services to drive him to Sturgis. There the trail was lost, although a detective was hot on his trail. While here the detective stat- ed that he had long been after Stev- ens, and that he was one of the smoothest grafters on the road. —— +22 —__ To All Veteran Ambassadors of Commerce. Detroit, Dec. 5—You are hereby ordered to terminate your final trip of the season at the Hotel Cadillac at 2 p. m. Dec. 28, 1911, in the Turk- ish room, and it is expected that each and every one will come prepared to make their report on the trip that was most productive of experience and good fellowship, as this date is the second annual reunion of the Veteran Traveling Men’s_ Associa- tion. As our inventory is ordered closed prior to that date, it is neces- sary that all accounts be collected at ‘once and you will therefore kindly remit without delay in the enclosed envelope (checks payable to S. H. Hart, President) $1.50, which sum will defray all overhead charges, in- cluding your last meal of the trip at 6:30 p. m. at said Cadillac Hotel. Should any one desire to have their wife or sweetheart join them on the occasion of this final dinner of the : 41 trip, kindly make your remittance $1 extra. You are hereby ordered by the Executive Committee to extend to any veteran traveling man you meet who has not received a similar no- tice a cordial invitation to join with us on this occasion. S. H. Hart, President. The Veteran’s Creed. We are Bound to no Party, To no Sect Confined, The world is our Home, Our Brethren all Mankind, Resolved to do Good, To deal just and fair with all And Exalt the Right Though Every ism Fall. Coldwater Reporter: Coldwater Council of the U. C. T. is fast com- ing to the front as prominent in State affairs of the traveling frater- nity. John A. Hach, Jr., has been in- formed of his appointment as chair- man of the Legislative Committee by Grand Counselor Craw. This honor coming to Mr. Hach at this time fol- lowing his endorsement as a candi- date for Grand Sentinel before the State convention at Bay City in June brings Coldwater prominently be- fore the footlights in U. C. T.ism and the meetings of the local Council during the winter months will be of more than usual interest and any traveling men not yet affiliated with the order should avail himself and as- sist in securing much needed legis- fation, which Mr. Hach and his col- leagues will make every effort to bring before the Legislature this winter in case Governor Osborn sees fit to call a special session. The Committee should have the support of every citizen (whether traveling man or merchant) in its effort to se- sure legislation that will be of in- terest to the traveling public. Per- haps the most important session of the year will take place on Friday, Dec. 8, in the form of their annual good fellowship banquet, to which every traveling man within the juris- diction of the local Council will be invited and at which Grand Coun- selor Craw has signified his intention to be present. An effort is also be- ing made to bring several grand and past grand officers from Detroit, Jackson, Petoskey, Hillsdale and Co- lumbus, and an evening of rare en- joyment is in store for all who at- tend. Lansing State Journal: The Unit- ed Commercial Travelers and the Ladies’ Auxiliary to the United Com- mercial Travelers held a game din- ner Saturday evening in Maccabee hall. After dinner the men held a business session and initiation, after which the evening was spent with cards, Mrs. H. K. Roberts and Guy L. Odle winning prizes. The Aux- iliary will meet Thursday afternoon. Eaton Rapids will not be without a hotel after December 15. J. F. Kel- sey, former proprietor of the burned Anderson house, having completed arrangements for opening a new hos- telry here on that date. Eaton Rap- ids has not been without a hotel be- fore since the earliest pioneer days. MICHIGAN TRADESMAN December 6, 1911 ° | io Michigan Board of Pharmacy, President—Ed. J. Rodgers, Port Huron. Secretary—John J. Campbell, Pigeon. Other Members—Will E. Collins, Owos- so; W. A. Dohaney, Detroit and Edwin T. Boden, Bay City. Michigan Retail Druggists’ Association. President—D,. D. Alton, Fremont. First Vice-President—J. D. Gilleo, Pompeii. Second Vice-President—G. ¢, Layerer, Bay City. Secretary—R. W. Cochrane, Kalamazoo, Treasurer—W. C, Wheelock, Kalamazoo. Executive Committee—W. (C. Kirsch- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon; Geo. Davis, Hamilton; D. G. Look, Lowell; C. A. Bugbee, Traverse City. Next Meeting—Muskegon. Michigan State Pharmaceutical Assecia- t on. President—E. W. Austin, Midland, First Vice-President—E. P. Varnum, Jonesville. Second Vice-President—c. Pp. Baker, Battle Creek. Third Vice-President—L. Pp. Lipp, Blissfield. Secretary—M. H. Goodale, Battle Creek. Treasurer—J. J. Wells, Athens, Executive Committee—E. J. Rodgers, Port Huron; L. A. Seltzer, Detroit; S. C. . le Aether, Spts Nit 3f 30@ 35 ra Ipecac, po ...... Aether, Spts Nit 4f 34@ 38 ee ee Blok... ccc: Alumen, grd po 7 3 4 : Anthemis ....... 50 60 Taisps, pr. .....: Annatto sxaeecee | 40 60 fear : 80 35 Maranta, \%s .... Antimoni, po 4 5 : Podophyllum ae Antimont et po “T 40 - heres. ntifebrin ...... @ ....... 1 25@1 35 he Antipyrin ....... 25 eo Acutifol, hel, i ren ae Argenti Nitras oz 62 Tinnevell 5g 20 sanguinarl, Arsenicum ....... 10@ 12 Cassia, Acutifol 25@ 30 Sell ae, po ‘ Balm Gilead buds 60@ 65 Saivia officinalis, Me s,s. Bismuth § N ...2 20@2 30 ws and %s.. 18 Ser jentaria oe Calcium Chlor, 13 9 Uva Ursi ....... ios Me Salcium Chlor, %s 10 Smilax. offi’s : Calcium Chlor, Ks 12 “ NS) igella eS Cantharides, Rus. @1 50 Acacia, ist Pig, Bolgelé tes Capsici Fruc’s af 20 tae 5 ora Valerinna Eng .. ee Frue’ B 2S 6 = Acacia, sifted ‘sts. Yalerians, Ger. ita & net cacia, Vio) gem OF Fineither 9.0.22). Carphyllus ....... Aloe, Barb ...... 22 ee a men Cae Fructus . 35 oe eee? Anisum po rt) @ 18 Cataceum ....... 35 = . c Apium (gravel’s) @ 18 Centraria ....... 10 Se te Bird, 1s - 4@ 6 Cera Alba :...)! 50@ 55 uri mallee 60 Cannabis Sativa’ 7@ 8 Cera Flava 2.11, 40@ 42 ee a Caranesan -.. 7@ 90 Crocus .........: 45@ 50 Catechu, 32 ..-.- Get oe ae Chloroform ....: 34@ 54 Catechu, a. Chenopodium .... 4 Chloral Hyd Crss 1 25@1 45 eS Coriandrum Chloro’m Squibbs @ 90 Camphorae ..... 59@ waonin 5 Chondrus ...... 20@ 25 Euphorbium .... So cn "Odorate 4 Cinchonid’e Germ 38@ 48 ee teks Le Poenioulum ..... Cinchonidine P-W 38@ 48 ee cee... 20.31 Toes sreek po Cocaine ........ 3 05@3 25 Gauciacum po 35 i. Corks list, less im Kino ..... po 45c Lini, grd. bbl. 5% Creosotum ...... @ 4 aon. we Lobelia .... Creta .... bbl. 7 2 eee? ta, pre : om dow weieis oe « E oiaagg Cana‘n a ase = Bee coeatst ts, en) el pieken acc ate te Creta, Rubra ... Shellac, bleached 6 Sinapis pore oa 24 Tragacanth ..... 90 nap: Spiritus ae Cupri Sulph. 19 ti D. 2 00@ extrine ........ Absinthium -. 4.50@7 00 Erumenti W. D 1 251 5) Emery, all Nos! 8 Eupatorium oz pk 20 Junipers Co. ....1 75@3 Wee: PO ° : ii 1 weiR aterm os } Soles S62 1 Gare Ether Suit 35@ 40 + -0Z accharum Montre Pip, oz pk 23 Sot Vini Gallt ..1 Tage 60 Flake White 22. 33 15 Mentra Ver oz pk ms We ate 12592 00 Galla 00.010. 33 8 Rue ...... as 39 Vint ‘Spat ....1 2@ ee a J oe Ys 5 Pe recy Gelatin, French 35@ 60 r e@W ome sare y . ee ois Se bog, 18% U Ma va base wool Less than box 7 Calcined, Pat... 55@ 60 Mearriage --.."3 00@3 60 Gine, teown’s.. “B 13 Corner Oakes and Commerce Carbornate, Pat. 18@ 20 Grass sheeps’ wool Glue, white ....: 25 : ae ee fT carriage 1... 125 Glycerina ...... = Only 300 feet from Union Depot Carbonate ...... 18@ 20 Hard, slate use @1 00 ae Paradisi ai * umulus ....... Abstuthiags ¢ 50@7 00 a ope ws 50@S 75 Hydrarg Ammo’i a Our sale of Holiday Goods and Sundries for this — ganiae, Ama's 008 28 ‘wool carriage 200 Hyaars chee $38 | has been the largest and most satisfactory in the history o Anis cssctace 1 300% 00 Yellow ‘Hoel tor Hydrate Unewem 459.23 | our business. We can take care of your wants in these ot eee ae Ol! Brants Unaewn s | lines during December. Orders by mail or telephone will Bergamil ....... 6 50@6 75 yrup . Pon ks wee eee ees ee eee 50 Indigo .......... 3 o@1 00 | receive prompt attention. Seow tases 60 Iodine, Resubi . Codar sss. ae eo form ...... 3 90@4 00 : : ‘ : Goes: ice eres @ eo toe i s; | Hazeltine & Perkins Drug Co. Grand Rapids, Mich. nam eines Om's rarg I an eeee ug s pc ore te 50 o as + 109 13 MICHIGAN December 6, 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 Spring Wheat Flour Dried Lima Beans DECLINED Index to Markets 1 2 By Coumas ARCTIC AMMONIA Gyntona pe. Cove, 1b. 8@ 90 Col 12 oz. ovals 2 doz. box 75 Cove, 2th. gececee 1 65@1 75 u A a a sana Plums si 00@2 50 Ammonia -..:...< ese Barrels : poe ce cu ceeese. SB Ne FT 2.3 eco erfection ....... Hides and Felts .......; 8 No 4.02 170 OD. S. Gasoline .. 13 Horse Radish .......... B NO 2 ooo eee 1 90 Cee ser a J BUTTER COLOR Cylinder ....... 29 @34% Wey oo icc eo g Dandelion, 25c size ...200 Engine ./1/77.: @22 Jelly Glasses .......... 8 CANDLES Black, winter .. 84%@10 Paraffine, 6s .......... ATSUP M ‘ Paraffine, 12s ........; 3” ee he pts, ee a hiken seek case 4 Wicking ....25.55.5:5, nider’s pints ........ 5 Sates saeeie pia cee 8 . Sinder’s % pints ..... 1 35 Molasses ............-.. 8 CANNED GOODS CEREALS misstara -..5...--..2505. 8 Aa BE ap on To ae 2 . ° ear Foo ettijohns N GaNOn | .....5.5. 2. 75@3 00 Cream of Wheat 36 2I 4 50 OOS oc ee ee. 4 Biackberries Egg-O-See, 36 pkgs. 2 85 2 ee eee ee ce 1 50@1 90 Post Toasties T No. 2 oO Standards gallons @5 00 oe DER Los... 2 80 WOWOR 6 oceclea sce s se 8 Beans Post Toasties T No, 3 Baked ...... 0.5. 85@1 30 SO: DEES. 2.3.5... 2 80 P Red Kidney ...... 85@95 Apetiao Biseuit, 24 pk 3 00 PUDOS: 3 oS ce. BS String 2025.3: 70@1 15 MR phe 1 95 EOOMIOS 20520... 55.5 BS eK oe 75@1 25 Grape Nuts, 2 doz. ..2 70 Playing Cards ......... 8 Blueberries Malta Vita, 36 1l. ...2 85 otash ........... seeeee 8 Standard ........... 30 Mapl-Flake, 24 1t. ..2 70 Provisions .............. S . Gallon 205 se, 650 Pillsbury’s Vitos, 3 dz. 4 25 Clams Ralston Health Food R g Little Neck, 1b. 1 00@1 25 a0 21D. co. 4 50 Rice ........ bribe eres se se Little Neck, 2%. @150 Saxon Wheat Food, 24 s Clam oo ae pags. a cae 00 Burnham’s Dt oss hre ea iscuit, pared Devan fee : Burnham’s pts. ....... 3 75 BO PEOS ss, 3 60 Page een Burnham’s qts. ......750 Kellogg’s Toasted Corn Cherries Flakes, 36 pkgs in cs 2 80 Corn Nigor, 38 pkes .. 20... 2 75 Voigt Corn Flakes ....4 50 Washington Crisps os ee 36 es eas -2 80 French Peas olle ats badon (Natural Rolled Avena, bbls. ..5 80 or ae 1.245 Steel Cut, 100 Ib sks "S 8 . Monarch, bbls, ........5 50 0 Gooseberries 6 09 Monarch, 90 tbh. sacks 2 65 No. 1 hice o's + wpsk Quaker, 18 Regular ol 45 uaker, mily ... Standard (2.5. 22 6. 85 Cracked Wheat Lobster BUG os ec cs ces 6 be I Spe cs 40 24 2%. pkgs SI ieee chiens ve a 4 25 Pienie Talls .:...:....;3 275 Acme ......... Mackerel Bloomingdale . Mustard, 1%b. ........ 80 Carson City .. Mustard; 2b. ....;.... 280 Hopkins Soused, 144th. ........ 180 Riverside ... Soused, 2Ib. .......... 275 $Warner ... Tomato, 11. .......:. 150 Brick Tomato, 2tb.: ........5: 2 80 oo Sees ce Mushrooms mburger . wmpping Paper ....... ad PIOUS in ccs secs 16 Pineapple Yv Buttons, %s .... @ 14 Sap Sago @ Yeast Cake ..... oe-+---. 12 Buttons, is ..... 23 Swiss, domestic @13 a aR eas TRADESMAN 3 4 5 CHEWING GUM Pepsin ...... ns SOCK o.26 shuns BO oer Gum (white) 55 oO. Pepmin . 20.55. s+ 65 Red Robin ............ 65 Sen Sen ...... cece ce - 55 Sen Sen Breath Perf. 1 00 Spearmint ........... - 55 Spearmint, jars 5 bxs 3 75 MUCAtAN ooo cae GS MONO. oo ccscn. 5 aie Socs. BD CHICORY Be ese 5 Peete vieoeeoeseeoecrcecre i Mage Ce oO MTanCk @ (2050500 SS. 7 penener's (2. 62 6 Red Standards ........ 1 60 White.......:.. eacbaus 1 60 CHOCOLATE Walter Baker & Co.’s German’s Sweet Premium Caracas ...05..-....5.. Walter M. Lowney Co. Premium, %s 30 Premium, %s ......... CIDER, SWEET “Morgan’s” Regular barrel 50 gal 10 00 Trade barrel, 28 gals 5 50 \% Trade barrel, 14 gal 3 50 Boiled, per gal. 60 Hard. per gal. ........ CLOTHES LINES , per doz. . 40 Twisted Cotton 95 tee enee No. No. 50 Twisted Cotton 1 30 No, 60 Twisted Cotton 1 60 No 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No. 80 Braided Cotton 2 25 No. 50 Sash Cord ....1 60 No. 60 Sash Cord ....1 90 No. 60 Jute .22.:.2.. 80 NO: 12: Mule 20 1 00 No. 60 Sisal .......... 85 Galvanized Wire No. 20, each 100ft. long 1 90 No. 19, each 100ft. long 2 10 OCOA Bakers 0. 37 Cleveland ............. 41 Colonial, 4s .......... 35 Colonial, %s .......... 33 IPDS ee es 42 Payer: ea 45 Lowney, %s ....... ccs 86 Lowney, s .......... 36 Lowney, %s .......... 36 Powney, As 2.22.36. 22. 40 Van Houten, ws ...... 12 Van Houten, 4s ...... 20 Van Houten, %s ...... 40 Van Houten, is ....... 72 OVOBD oct cscs aS 33 Wilber, 468 2. c sc 33: Wilber, 148 3.2.2.5 2c: 32 COCOANUT Dunham's per Ib %s, 5Ib. case ...... 29 %4s, 5Yb. case ....... 28 %s. 15%. case ....<. 27 ls, 15Tb. case ...... 26 Is, 15TD. case ......:. 25 Ms & %s, 15th. case 26% Scalloped Gems ..... 0 4s & ¥s, pails ...... 14% Bulk, pails: . 22... 7.3. 13% Bulk, barrels ........ 2 eee Soe tee ° Common. .225..5.6575 17 Bar oS case esse sucaee 17% NOES case cc ie ess 18 Fancy ..... Seksiansces a0 PeaAperry <2 26.2655 5) 20 Santos Common ..........:.. 18 Har... cos. whee bee 19 Choice ........ sebcuw 40. Maney... 6. ou se ecuaee 20 Peaberry ..... nee 20 Maracaibo ET EES oe - 20 Choice 3555 506553...¢ 21 Mexican Choice ® 5.55. 230 cee 21 WANCY © .occcactsssccs: 28 Guatemala MOAT! pce cscs ee ae PONCY «5565035 poseee oe Java Private Growth ...23@30 Mandling ..........81@35 Aukola ..... oa. 30@32 Mocha Short Bean .......25@27 Long Bean ....... -24@25 H. L. O. G. ......26@28 Bogota WANT oo ecs sock ace ok WANCY 9... cssscce sss 28 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle 3 :3..5.25:5 24 00 TAQN 2s xceees ce eee. 23 50 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to pe os McLaughlin & Co., Chica- go. Extract Holland, % gro meee 7 Felix, SrOOs 5... ca Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONS Stick Candy Standard ......... Standard HH ..., Standard Twist ..... Jumbo, 32 Ih. ... a0xtra TO ee. ccc. Boston Cream ....... 14 Big stick, 30 tb. case 10 Mixed Candy Grocers ....... ween ecn le Competition . co Ue Special poe 18 Conserve ae Oyal .. coc 44 Ribbon aiee Ae Broken oa ae Cut Loaf ous 40 Leader ......... 10 Kindergarten ......,.. French Cream ....... 10 Hand Made Cream .. 17 Premio Cream mixed 15 Paris Cream Bon Bons 11 Gypsy Hearts ........ 15 Coce Ben Bens ..... oa4 Fudge Squares ....... 14 Peanut Squares .......1; Sugared Peanuts ..... 13 Salted Peanuts ........ 12 Starlight Kisses ...... 13 Lozenges, plain ...... 12 Champion Chocolate . 13 Eclipse Chocolates ... 15 Eureka Chocolates ... 16 Quintette Chocolates . 15 Champion Gum Drops 16 Moss Drops .......... 12 Lemon Sours ........ 12 Imperials ............ 12 Ital. Cream Bon Bons 13 Golden Waffles ,...... Red Rose Gum Drops 1¢ Auto Kisses 14 Cotty Toffy :..:..:.:, 5 4 Molasses Mint Kisses 13 Fancy—In $tb. Bexes Old Fashioned Molas- ses Kisses 10Ib. bx. 1 30 Orange Jellies ...... 60 Lemon Sours ........ Old Fashioned Hore. hound drops ...... Peppermint Drops .. 7@ Champion Choc. Drops 7@ H. M. Choc. Drops 1 10 H. M. Choc. Lt. and Dark, No. 12 32... 1 10 Bitter Sweets, as’td 1 26 Brilliant Gums. Crys. 66 A. A. Licorice Dropg 1 00 Lozenges, printed ... 2 sees 6D Lozenges, plain Imperials ........ Mottoes String Rock ........ Wintergreen Berries 65 Pop Corn omer — Aes ; = gies, 5c S. cs. Fan Corn, 29° eoesck 65 Azulikit 100s ........3 26 Oh My 100m .........3 56 Cough Drops Putnam Menthal ... Smith Bros. 1 NUTS—Whole Almonds, Tarragona 18 ec eeeweee Almonds, Drake .... 16 Almonds, California soft shell ......;..-. STATIS. ass cscvee 14@15 Filberts ....... --- 12@13 Acad NO: 1D coco c. Walnuts, sft shell 174%,@18§ Walnuts, Marbot .... 17 Table nuts, fancy 13% @14 Pecans, medium .... 13 Pecans, ex, large .. 14 Pecans, Jumbos .... 16 Hickory Nuts, per bu. Ohio, new .......... 2 00 COCGRnULA 4.0.6.0 s005s Chestnuts, New York State, per bu, .... Shelled Spanish Peanuts -. 8@ 8% Pecan Halves ..... oa Walnut Halves ....42@45 Fiblert Meats .... @30 Alicante Almonds @42 Jordan Almonds .. @47 Peanuts Fancy H P Suns @7 Roasted ....... @ 8 Choice, raw, H. P. Jum- DO se @8s CRACKERS National Biscuit Company Brand Butter N. B. C. Sq. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% Soda N. B. C., boxes ........ 6% Premium <6. 6562 064 hc 1% Select 2.5.25... asceeees 8% Saratoga Flakes ..... 13 Zephyrette ........... 13 Oyster N. B, C. Rd. boxes 6% Gem, boxes ......... -. 6% Shelly a Sweet Goods Animals 2.2. 2.0.0202<. Atjantics «2.52. .52507.35 12 Atlantic. Assorted ... 12 Avena Fruit Cakes .,..13 Bonnie Doon Coo. Bonnie Lassies oe ‘Io Brittle 52: Brittle Fingers Bumble Bee ....°"""** 10 Cartwheels Assorted .. 8 Drops ..... ° ° ° ° ~ °o Cuoeolate -17 ocolate Drp Centers oo pony Fingers iv es one Cracknels * e ‘. ee sal ie Cocoanut Taffy Bar ..19 Cocoanut Drops ...... Cocoanut Macaroons . 18 Cocoanut Hon. Fingers 13 Coenanut Hon. Jumb’s 13 ne oo teecseeeeed olfee Cakes, Gruen’ Iced ....12 Diana Marshmallow dice Cakes ....., aeee 16 ae foe cott nevis sic ay xie gar Ci : Domestic ose” ; 3 Domestic Cakes - Family Cookies ancien si Fig Cake Assorteg .. 13 Fiz Newtons aoe 5 112 Florabel Cakes |.'"'". 2% Piuteq Coenanut Bar te eed creams eek -. 8% ‘Os nger Frnit Taineh ao — cteant® Gala Sugar Cak se Ginger Gems oe Hi Ginger Gems, Iced |" 9% oo Crackere ee 2 nger Sna Gest Snaps Family .. 84 gaps NBC Round ........ A Gineer Snaps N’ aC re : 8% Squa RG ae - ippodrome Bar _ Sa ae Honey Cake. N. B.C. 19 Honey Fingers As. Ice 12 alae Jumiiee, Ieed 19 u Foner. Pale sia _— Ir Household Cookies ..., Household Cookies, Iceq 9 ced Happy Family ...12 Imperial .:.... Rete cass: 8 SONNE 555 o 5 eee Jubilee Mixed sesees ec cl Kream Klips eeee Esti Gems ny zemon Biscuit Squ Lemon Wafer ee ie Lemona «+. 8% Mary Ann ...... aa Marshmallow Coffee - — "der Senge: 19% arshmallow Walnut Mediev Pretzelg ag ig Molasses Cakes .... 1" Molasses Cakes, Iced .. 9 Molasses Fruit Cookies Teed? cco, sccecnt Molasses Sandwich oa Mottled Square 1ose ss AO Oatmeal Crackers ace oe Orange Gems .......__ Penny Assorted tis wages Peanut Gems ......._! Pretzels, Hand Md... 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md, 8 1 Raisin Cookies .......” a Raisin Gems .......... 1 Revere, Assorted ..... 14 Rittenhouse Fruit Biscuit . Seeks os Seac sche Rosy Dawn Mixed ....10 Royal Lunch .., Royal Toast Rube ise Chios es eens oe Scalloned Gems ....... 7 Spiced Currant Cakes 1¢ Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd 10 Sngar Fingers ........ 12 Sugar Cakes .......... 84 Sugar Crimp ..... «sees BS Sugar Squares, large or small ..2.57..50 7; 9 Sultana Fruit Biscuit 16 Sunnvside Jumbies ....10 Superba ....... Seka. s 8% Sponge Lady Fingers 25 Triumph Cakes ..... 16 Vanilla Wafers ....... 16 Wafer Jumbles cans ..18 Waverly 10 per doz. Albert Biscuit ........ 10 Animals ........ wncescek OO Arrowroot Biscuit ....1 00 Barnum’s Animals ....5 ...50 Baronet Biscuit ......1 00 Bremmer’s Butter Wafers ..........-...1 00 Cameo Biscuit ........1 60 Cheese Sandwich .....1 00 Chocolate Wafers ,....1 00 Cocoanut Dainties ....1 00 Dinner Biscuits .......1 60 Fig Newton ..........1 06 Five O’clock Tea .....1 00 PYOtONS © 05s osecsesccck OO Frait Cake 20323. .455 3 Ginger Snaps, N. B. C. 1 Graham Crackers, Red Label ..... aceon send Lemon Snaps ........ Oatmeal Crackers ....1 Old Time Sugar Cook, 1 Oval Salt Biscuit ......1 Oysterettes ........... Pretzelettes, Hd. Md. Royal ‘toast .......... Saltine Biscuit ........ Saratoga Flakes ..... Faust Oyster .......... Social Tea Biscuit .... @Sssssssssss ss io pl December 6, 1911 acme SE a eS MICHIGAN TRADESMAN 49 Soda Crackers N. B. C. 1 00 Soda Crackers Select 100 1 anno oe i oe el 387 00 =5 Ib. pails ...advance 1 Hemp. Russian ........ 4% Sweet Mist, % gr. ....5 70 8. 8S. Butter Crackers 150 2 oz. oval ............ 16 80 Gluten Feed Sh oe 8. pale .. -saveance 1 eee PAN nos sucess Se Bweet Burley, ; of Tb. ca 4 90 Uneeda Biscuit ....... Mae a OS es oe = 00 Smoked Meats Mustard, white ....... 10 Tiger, 34: @rose - 5... . J, 6 00 Uneeda Jinjer Wayfer 100 8 oz. fiat 116800 HL MS ......28 00 Hams, 12 Ib. av. 16 @16 Poppy ..... Sie sues denee 20 Tiger, 6c tins ........ 5 50 Uneeda Lunch Biscuit 60 |......°°*"' wes € 08's 0 ammond Dairy Feed 24 00 Hams, 14 th. av. 144%@15 BOG geo ed a ceo a. 6 Unele Daniel. 1 tb 60 Vanilla Wafers ....... 00 Jennings (D. C. Brand) Michi rie Hams, 16 Ib. av. 14 14% Uncle Daniel. 1 oz. ....5 22 Water Thin Biscuit (‘1 ov do pemeices Exract Lemon i. = a oes. 50 Hams, 18 Ib, av. 184@14 SHOE BLACKING ge Zu Zu Ginger Snaps |. 50 . 2 Panel, per doz. 175 S than Peal ots .. 538 Skinned Hams - 144% @15 Handy Box, large 3 dz 2 50, Am, Navy, 15 oz . 28 teittck 1 00 o. 4 Panel, per doz. 1 50 Gane orn Ham, dried beef sets ..18 Handy Box, small ....1 25 Drummond, Nat Leaf, In Special Tin Packages No. 6 Panel, per doz. 2 00 . = See -- 80 California Hams ...9@ 9% Bixby’s Royal Polish 85 5 Ib 60 Per dos, 0. 3 Taper, per doz. 159 LeSs than carlois .. 83 Picnic Boiled Hams ..15 Miller's Crown Polish 85 Drummond Nat. Leaf ecetine yi 2 oz, Full Mearure doz, 1 25 Boiled Hams ..... 230 23% per dee a Hack wel 109 440% Full Measure doz, 2 40 poe Pecesee. e-eee 2000 Minced Ham ........ Scotch 4 pt “ne 95 Rates we a Jennings (D. C. Brand) ess than cae ++» 22.00 Bacon ............ id 13% es crake Po oe Mace 37 eee 10c eg ; . No. 2 mo —— La Sage ....... po es ag dieana usages 3 French Rappie in jars ..43 Bite get ae aieeeeeeaay 31 hampagne wafer ... . el, per doz. MODS sy ae. oo. serene coors Boot Jack ............ Per tin in bulk No. 4 Panel, per doz. 2 00 Laurel Leaves, |. .0 07 2 WOM cece cess %@ 8 Boxes SODA 5% Bullion, 16 of: 52... ... = Borbetto eeebateeceieus 1 vo vo : fanel, per doz. 360 Senna Leaves ....... 2o ere sci GPS Bogs, Mngiiah ...... 4% Climax Golden Twins . 48 OG eee iiiwss te ee ces : » per doz. OO | tines Akin Deira. (So tReet ewes rae ia ee ays or. Peereccee Mesting. . 20.00.20 05.. .1 be Pics Rul Measure doz. 90 HIDES. lees PELTS Veal weet eee e eee eeees 11 wai ea ety fo oh Bent’s Water Crack oz. Fu easure d ONBUC 2555000, 11 nole Spices O rOs sos. CREAM Crackers PP og Will Megeee ack. 1 Gn Green, Headcheese 220000500, 9 Allspice, Jamaica ..... i Ge te ce Barrels or drums .... 33 No. 2 Panel assorted 100 Gured’ eef Coe deter ga is eee. 7 to ih 8s, a cool gree Speer ae ene eee = Crescen* Mfg. Co. Cured enone eee eeada oc « 14 99 Cans, fanaa teeeee age Rape. 14 to Ib. 58 Os eee ees « Mapicine Calfskir reen No. | P, NEW ...... i) Cagnta Geloue Ase (GR | ee ee ise eee cocece 86 pean ao me 41 iichigcn ox. gees 3 06 Calfskin, green, No. 2 1% bbl Pig’s Feet Siaaet yee any Peet eee bs i aple Syrup Co. Calfskin, cured No. 114 # DObIs. ............... 95 ~Ginger, Cochin ........14% Horse Shoe 3 °°°"°°**° es Apples Kavi, Dae ae ae Calfskin, one No. 212% % Le 40 Ibs ae 2 na Not ich “ wut: = eceere cee ? Oita a CER: ides ats. Ce seceees ixe oO r Stee te i eee 5 _ FRUIT JARS, oe peal ao a @ ED ee cee. 9 00 ered. No: 2 os. oss 7, t xee ae = Cc NIA .....00 ason, pts. per gro. .. OMIDS ees... 50@1 00 Tr ixed, 5c i doz... .45 Tie peter tece tees, season Ce per Ero. "8 ce Shearlings ....... Boat 00 Pe 15 Ibs, a os Nutmegs, - s ween e ee 30 pane ERE ec S : ron ason, gal. per gro. 7 7 allow bis., 40 tbs. utmegs, 105-110 . Nobby Soon pan : Corsican .-....... 164% Mason, can tons, oo. 1 . NO. 2 o.cel... 5 % bblis., 80 Ibs. ....... Pepper, Black .. oe — i a Currants GELATINE NO 2 coe: ne 4 Casings Pepper, White ........ Peache prt ete es se 28 Pp’ De ees e. 40 apd 2 pe @ 9% Cox's, 1 doz. large ....175 Wo Hogs, per Ib. ......... 35 Pepper, Cayenne ...... 22s Pienie Twist 71 45 ee eee | 6 Cone 3 dom ema. oy Lee med. 18 Beef, rounds, set ..... 17 Paprika, Hungarian. .. Piper Heidsick 12.1111! 6S ints Coole en mh bie nek Sparkling, doa 125 UD Washed, fine Beef, middies, set ':.:: 70 ,, Pure Ground In Bulk Redicut, 133 oz 1...) 38 Muirs—Fancy, 28 ib. b 12% Knox's, Sparkling, gr. 1400 per doz. 7. eet Sheep, per bundle .... 80 Giovus’zangiine 001, a eo ee ne Muirs—Fancy, 50 Ib. b 12 oe Renee co cae a 50 JELLY 90 - _Uncolored Butterine Cassia, Canton ......_! Sherry Cobbler, 10 oz. 26 Peel os “acidu'a. doz. ..125 aim. pails. per daz 2», Solid Dairy .....12 Ginger, African ...... Spear Head, 1Z oz. .... 44 Lemon American ... 18 Pinouth’ "Rock “Pyse''y (2 18ID- pails, per pail <:.. ps Country Rolls -+-124@18 Mace, Penang ..... ovens Head, 14% oz. 44 Orange American .. 13 Plymouth Rock, Plain 125 utp. pails, per pail .... 96 Canned Meats Nutmegs 7K-80 ....... Spear Heaa. 6 OR oy ae Raisins ain 90 JELLY GLASSES Corned beef, 2 tb, ....3 50 Pepper, Black ..... Sguare Deal ........ -- 38 Connosiar Cluster 1 tb. 17 4 GRAIN BAGS 4% pt. in bbls, per doz 15 Corned beef, 1 Ib. ....1 = Pepper, White ........ 30 Stand ido Nave = Dessert Cluster, 1 tb. 21 dion eag, 100 in bale 19 4g pt. in bbls., per doz. ..16 Roast beef, 2 Ib. ...... Pepper, Cayenne ...... 22 Ten Pe ee ees -~ a ances euseatele 8 3 Cr 7% moskeag, less than bl 194% 8 oz. acapped in bbls, Roast beef, 1 i cusseck s Paprika, Hungarian ..45 Tawa Tae ae 3 ose Muscatels 4 Cr 8 GRAIN per doz. ..... seesousee otted Ham, %8 ...... a ae-- oe L. M Seeded 1 Ib. 84@ 9% weal FLOUR MAPLEINE Potted Ham, es . —* Sankee Gil)... 2 32 California Prunes Red ..... eueuaeeces 34 @ 02. bottles. per doz. 309 Deviled Ham, Ks .... 60 Kingsford, 40 Ib Smoking M, Seeded 1 Ib. 9@ 9% White ....... See 86 « MINCE M Deviled Ham, %s ..... 90 ‘an 20° 11D. Bs (he | All Beat i. so. : 30 Sitahee Bleached ...12 Winter Ww ae GL Per case ..............2 85 Potted tongue, 4s .... 50 Muzzy, 40 1tb. glo +18 96 100-125 25Ib. boxes..@ 8 oat en de MOLASSES Potted tongue, %s .... 90 . pkgs. .-6 = Bull Durham, Se ..2.275 9¢ 90-100 251. boxes..@ 8% Patents’... 525 ancy NOM, Cnleans “ RICE wets Briar Pipe, 86 ....0001) & 9 - Ib. boxes..@ 8% Second Patents ....... 5 00 pen Kettle .. @NCY .. 0. eeeeee @ 6% Silver Gloss, 40 libs. 7 e a :o x seceeee 600 Choice ..... See i A D . orn Cake, 6c ....... 70- 80 251b. boxes..@ 9% Straight ...........221 4 60 oe ee = Japan Style 222: ey 2% Silver Gloss, 16 3Ibs. ba nba oiee 23 60- 70 25D. boxes.. @ 9% 8 Becond Straight [/25) 420 Pepe cttctttttte tte ee eee | ence s+++ 2%4@ 38% Silver Gloss, 12 6Ibs. 8% Dukes’ Miche ged - - x : eee sssce, 8°90 ie ha : SALAD DRESSING Muz D : nae 40- 50 25tb. boxes..@11% yee in barrels, 26c per Half barrels 2c extra Coiumbia, 4 pint .....2 25 48 IIb. packages Seen 5 Glad "Hand, be "apie Bina 3 i %c less in 6UIb. cases barrel additional. MUSTARD Columbia, 1 pint ...... 400 16 5Ib. packages ...... 4% Grant’ be... 6 2 FARINACEOUS GOODS Lemon & Wheeler Co. % Ib. 6 Ib, box ....... 18 Durkee’s, large, 1 doz. 450 12 61b. packages ...... 6 Growler, 5c ..... oo 4 - Beans Big Wonder, %s cloth 4 60 OLIVES Durkee’s, small, 2 doz. § 25 50Ib, boxes ........ we+ 2% Hand Made, 2% oz...!! oe Dried Lima .......... 7% Big Wonder, \%s cloth 460 Bulk, 1 gal. kegs 110@1 20 Snider's, large, 1 doz. 2 35 SYRUPS ney Dew, 1% oz... 40 Med Hand Picked seed 6 coe cebenr Co.'s rand ory 2 Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Dec. 5—Creamery, 32@ 38c; storage, 30@33c; dairy, 20@22c; poor, all kinds, 18@20c. Eggs—Fancy, fresh candled, 40@ 24c; choice, 33@38c; cold storage candled, 23@24c. ' Dressed Poultry—Old cox, 93@10c; chickens, 11@13c; fowls, 10@12%c; ducks, 16@18c; turkeys, 20@22c. Live Poultry — Fowls, 10@12%c; ducks, 14@15c; turkeys, 18@19c; spring chickens, 11@12%c; geese, 12@13c; old cox, 9c. Beans—Medium, $2.40; marrow, $2.80@2.90; pea, $2.50; red kidney, $3.25; white kidney, $2.75@3. Potatoes—$1 per bu. Rea & Witzig. —_———_.>-—-_ eo The inventive faculty is so strong in some men that it may be said to amount to a passion, and can not be restrained. The saying that the poet is born, not made, applies with equal force to the inventor, who although indebted like the other to culture and improved opportunities, nevertheless invents and goes on_ inventing to gratify his own instinct. The invent- or, however,is notacreator like the poet, but chiefly a finder-out. His power consists in a great measure in quick perception and accurate ob- servation, and in seeing and foresee- ing the effects of certain mechanical TRADESMAN combinations. He must possess the gift of insight, as well as of manual dexterity, combined with the indis- pensable qualities of patience and perseverance—for although baffled, as he often is, he must be ready to rise up again unconquered even in the moment of defeat. This is the stuff of which the greatest inventors have been made.—Samuel Smiles. BUSINESS CHANCES. Bankrupt Stock Of Groceries—For a few days I offer for sale, the entire stock of groceries, consisting of a very complete and clean stock and first-class fixtures of W. C. Walter, bankrupt. Best of location and a splendid business op- portunity. D. P. Whitmore, Receiver in bankruptcy, Mason, Michigan. 20 FOR RENT New modern brick block. excellent location for stock general merchan- dise of $15,000 to $25.000. Low rental, hustling town. large territory. Merton F. Baker. Glenwood City. Wis. December 6, 1911 Tared Weighing Tray Patent Applied For Crescent Egg Company Allegan, Michigan For Use in Buying Eggs by Weight The advantages of this Tray and the system of buying by weight are too obvious for detailed consideration. The fact that 6 dozen can be tested at one time is one great point. in addition to Saving in breakage. convenient storage till sorted, exact count if desired. etc. . Price samples ............. - 60c each By the hundred................ 50c each By the thousand............... 45c each NACHTEGALL MFG. CO. 429-441 South Front St., Grand Rapids, Mich. Manufacturers of High Grade BANK, STORE AND OFFICE FIXTURES Order Work Our Specialty Get our price before placing order for your new work or alterations Merchants Attention WOMEN’S SUITS AND DRESSES Klein’s Quality Shop Grand Rapids, Mich. Offers to MERCHANTS 100 Suits and 100 Dresses This Season’s Styles At 33% Of Original Manufacturers’ Invoice Price Original Invoices will be Shown to Buyers Call and Make Your Selections We Are Forced Out of Business “o Off 31 Monroe St. te: Klein’s Quality Shop Grand Rapids, Mich. Use Tradesman Coupon Books a ame . , caelainasentrn ik eS aa a ia a Don’t Pay aFancyPrice for Vinegar | SEND US AN ORDER TO-DAY FOR ‘COMPOUND | GRAIN, SUGAR AND GRAPE VINEGAR | The price is 134% cts. per gallon with one barrel free with each fifth barrel shipped this season Kalamazoo, Lawton, Grand Rapids, Saginaw, on, F. O. B. Detroit, Algona: Tee. = Sa F. O. B. STOCK ALWAYS ON HAND AT THESE POINTS An Ideal Pickling and Table Vinegar Satisfaction Absolutely Guaranteed Lawton Vineyards Co. - | Kalamazoo, Mich. Dollars for You Mr. Grocer, in pushing HOLLAND RUSKS. Good for Breakfast, Lunch and Dinner. Hol- land Rusks are so appetizing served with fruits and cream. Urge your customers to try them. Weemploy no salesmen. We put the quality in our goods, Jobbers and retailers like to sell them because they are repeaters. Order a sample case. Five case lots delivered. Advertising matter in each case. Holland Rusk Co. Holland, Mich. Uzerrom ZOn™ oto 9 oe IMPORTED FROM HOLLAND Putnam’s ES Menthol Cough Drops | | The Home Verdict Packed 40 five cent packages in carton P That’s What Counts Price $1.00 . When ‘a whole family is pleased with a : T | cocoa. the grocer who supplies it is going to i E nee Stee se LV ten of D| doa steady business with that home. ee cee F The. purity. quality and reasonable price R| has made a home favorite of ONE FULL SIZE CARTON 2 : FREE u| DROSTE’S Pure putcH COCOA - Most-Profit—Best Reputation—Greatest Satisfaction when returned to us or your jobber L a a properly endorse A ’ X| H. HAMSTRA & CO., Importers PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. ee. MICH = IMPORTED FROM HOLLAND Lock the Door and Save the Horse The losses that come to us in this life are for the most part the result of not living up to our best thought. Asa good business man you know that you can not afford to be without A Bang Up Good Safe Honest, now, what would you do if your store should burn to-night and your account books were destroyed? How much do you think you would be able to collect? Mighty little. | Don’t run the risk, neighbor, you can’t afferd to. A safe, a good safe, doesn’t cost you very much if you buy it from us. It will only cost you two cents anyway to write us ee today and find out.about it. —T | Grand Rapids Safe Co. Grand Rapids, Mich. : Manufactured 66 n a Class by Soa : hae Sanitary | Conditions Made in Five Sizes . J. Johnson Cigar Co. . Makers Grand Rapids, Mich.