U\ DN Uy Z UU: Ts : Vs SF e ee ] o) La 5 eye | « Zz oe, x) 4 y Wid Fy 5 1 J > Ay) Lg 7 d CA ens SSSI oraz O) Gre, ! v1 2 Ae A ese 1 = aS ZO C Ih UBLISHED cS 5 (Ost ae 3 WA 3 wat ro = Waa eee) a wT SESS Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 7, 1912 Number 1481 Cincoln’s Creed AM not bound to win, but I am bound to be true. Iam not bound to succeed, but I am bound to live up to what light I have. I must stand with anybody that stands right; stand with him while he is right, and part with him when he goes wrong. ABRAHAM LINCOLN. W. CG. Rea Rea & W itzi¢g A. J. Witzig PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. You will find this a good market. Ship us your poultry and eggs. REFERENCES—Marine National Bank, Commercial Agencies, Express Companies, Trade Papers and hundreds of shippers. Established 1873 LANSING DUSTLESS ASH SIFTER Screens and removes the ashes at one operation. Cleans out the furnace as quickly as a shovel and saves 15% of the coal. Exclusive agency to one dealer in a town. Write at once for our plan that enables you to place this sifter with every furnace user in your county. The Gier & Dail Mfg. Co., Lansing, Mich. Foster, Stevens & Co. Wholesale Hardware a 4 10 and [2 Monroe St. - 31-33-35-37 Louis St. Grand Rapids, Mich. For Mail Carriers, Policemen, Truckmen, Railroad Men Is a Great Rubber IS PURE GUM, GIVES DOUBLE WEAR Manufactured only by Goodyear Rubber Company W. W. WALLIS, Manager Milwaukee We Manufacture Public Seating Exclusively We furnish churches of all denominations, designing and Churches building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the modest seating of a chapel. Schools The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. Lod e Halls We specialize Lodge Halland Assembly seating. g Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and luxurious upholstered opera chairs. Write Dept. Y. American Seating Company oe 215 Wabash Ave. CHICAGO, ILL. GRAND RAPIDS NEW YORK BOSTON PHILADELPHIA THE “PERCHERON” SUN-BEAM COLLAR A Real Trade Winner The *Percheron”’ is a different collar—a better collar than others. Note the pictures—the old style in the lit- tle cut—lies like a board—no fit—means sore shoulders. Large cut shows “‘Percheron’’— fits the curved collarbone —allows horse to do all its work unhampered. Many other strong selling points—prices right-well advertised, Get our detailed information now—while youare thinking | of it. Keep your eye on the “SUN-BEAM"”’ the trade- | mark that helps build your business. i | Send today for our general Harness and Collar Catalog No. 8. Itis mailed free on request to dealers only. BROWN & SEHLER CO. ©. WA, Wil WZ Home of the Sun-beam Goods oS ZZ DG. fee _ Grand Rapids, Mich. —=SUN-BEAM== TRADE-MARK == & bd - a. | —— aynext | til i r e / leering” ! t | -Dont forget to include)” a box in your next order Lautz SHOW Boy Washing Powder Sauls Brooy€e. Buffalo, N. Y. om Vs a bs es a \ CJ QS @S $j\mmec == i. Te hes: Sy tro Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 7, 1912 SPECIAL FEATURES. Ds i FON SOHO LN, ige Bankruptcy Matters. News of the Business World. Grocery and Produce Market. Financial. Editorial. Prisoner of Progress. Butter, Eggs and Provisions. The Country Retailer. +. Luella’s Valentine. 6. Abraham Lincoln. 18. Detroit Department, 19. What is the Price? 20. Lincain’s Chair. 22, Dry Goods. 23. Be Both Busy and Happy. 24. On Business Principles. 2/7. To the Southland. 28. Womans’ World, 29. Fifty Years Ago. 30. Stoves and Hardware. 32. Shees., 35. Seléct His Successor. 36. Exemptions Sustained. 38. Parcel Post. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current, 44. Grocery Price Current. 46. Special Price Current. sok och \ oe BRIGHT PROSPECTS AHEAD. The Grand Rapids Association of Commerce has auspiciously entered upon a new year with a new presi- dent, a new board of directors, a new constitution, with new aspirations, new enthusiasm and, what is newest of all with this civic organization, with ample funds in sight to carry on Carroll Ff. Sweet is the He is a young man, its work. new President. energetic, progressive and upon many occasions in the past has shown his willingness to serve and to do. He has the happy faculty of leadership and his leadership is that of action and accomplishment. He has perse- verance, which is a valuable accom- plishment in the position in which he has been placed. Under his leader- ship, with loyal and cordial support around and associated the coming year ought to from those with him, nake a record for the achievement of hose things which can be_ gained hrough united effort. In his inaug- ural address Mr. Sweet made some excellent suggestions. One was that the Association undertake one big thing each year and Sttive to the ut- most for its accomplyishment. He suggested the establishment of an in- dustrial center, which implies the erection of industrial flats where small industries may make their start with moderate rental and such conven- iences as any industry should have. He suggested the gathering of sta- tistical information upon which to base intelligent campaigns for new industries. Another suggestion was that the directors hold afternoon ses- sions, to be followed by dinner meet- ings to which all members of the As- sociation who wished may attend, thereby giving them a closer insight into the work being done. These are all sood suggestions and should be acted upon. The most encouraging factor in the future of the Association is the fact that it is assured an income of ap- proximately $30,000 with which to The old Board of -onstantly and continual- lack of funds’ No carry on its work. Trade was ly harassed by a mater how worthy the object or how certain the returns in benefit to the city the old Board of Trade never had a dollar to spare without passing the hat Vhs lack of funds had a! miast depressing influence upon enterprise and ambition. The new Association has money for its needs, and nobody who has not been through the mill knows how much this will mean inthe stimulating of enthusiasm and the ob- taining of tangible results. The plan’ of the reoreanization seems well calculated to give those who are interested and active the rec- gnition they should receive, and at the same time opportunities for use- iulness. When a member loses inter- est almost automatically he drops out to make room for somebody who is willing to do what is required of him There seems little room for deadheads OG wdlens: | And this is as it should be. The city is at just the point in its career when an organization of this chajacter can be most useful and where well directed effort will prove most effective. There is much work the Association can. do and_ the Tradesman sincerely hopes that the best success will attend its efforts. ——_+-- ___ Demurrage Rules Which Are Fair To All. The Grand Rapids Association of Depart ment, through the Traffic Manager, E Commerce, Transportation L. Ewing, has arranged with ney Hal H. Smith, of the Michigan Manufacturers’ Association, to bring \ttor- the Commissioner appointed by the Wayne county Circuit Court to Grand Rapids for the purpose of taking the testimony which manufacturers and shippers of Grand Rapids and West- ern Michigan desire to offer in sup- port of the demurrage rules of the Michigan Railroad which are more favorable to the ship pers than are the so-called Uniform Demurrage Rules which the Michi- gan railroads have endeavored to make applicable to all Michigan traf- fic, At the present time shippers ir Michigan operate under two sets of di Commission, } murrage rules: the Michigan rules ap plying only to shipments moving en tirely within the State and the Uni form rules applying to all interstate business. The Uniform rules allow no free time in excess of forty-eight hours on any car or commodity, and although including an average agreement, its application is so restricted that it has no practical value to the shipper. The Michigan rules, which are prac- tically the same as have been in effect since January 1, 1909, have proven their reasonableness and their value. ‘Within probably three or Three days’ free time is allowed on weeks, possibly in a shorter time, we certain commodities more difficult to vill open the most unique store in handle than others and proper allow- existence,” said Mr. Shakespeare. “It ance is made for weather conditions is not a store, in reality, it is a place uniavorable to the prompt loading or 1 exchange. In every home, oftice, unloading of cars, and allowance is _ factory and other | his city also made for the bunching of cars in’ there are hundreds es which transit. are no longer used vhich are in The shippers will have no further the : [he owner hesitates to dis- opportunity of supporting the Michi. card ther ( se he realizes that gan rules and, unless sufficient and they esent a certain value, and he proper testimony is introduced, it is ‘eels ome day he ght me reasonable to anticipate that the court @ buyer. will uphold the railroads and the Uni- ow t all these art in form rules will be made generally ap-_ tal FtO Our p ‘ g plicable, which will amount to an ac- The owner s h ticle 1s wortl tual increase in the cost of transpor- @ certain amount to me and I would tation. decline to sell it for a smaller amount. The hearing in Grand Rapids will ie lace this articl a ile. Some commence Thursday morning, Febru- °") another p oe oe ene ary 8, at the Board of Trade audi- ‘0 !S wanting just that article. H fon and continue until) Briday “(77 (4c DE s reasonable and buys altermoon. During that time E. L. *™* ta Ou commission for Bwine Tratic Manacser, and Hal H URS res [ figure that the Smith, attorney, will examine before Pe*centag : out ten cents on the Commissioner as many witnesses 4 dolla do not te ke - : money on t YrOpDOS [ simp] purpose of o - HM pts Che witness ‘ t fo @ onstrate my theo that ed by Atto the plan is a winner. When a second or hand man huys an article he pays the i s lest ssible pr nd w he experiel tion with demurrage ficient and proper pi i a.) f prompt handling oi free time allowance ty-eight hours would aiy Gae OF comin Reclamation Exchange the Latest Co- “What will come out af th : t \ Cole out Of the propo- operative Idea. Sian To die nak ahie bn 3 I ot 1 or ? me 2 Geen t adbie tO comprehend. Kalamazoo, Feb. 6 — To demon Poe fad G oe an i : i | id + dave Gecidec ( OC? dail Space Fé strate the truth or falsity of his ideas Fee ; ' ue : e tru _}alsey of “° quired tor the demonstration. At first along the lines of commercial, polit- ,.., Vall arebohie ane ee : E a we will probably occupy the lower ical and social economy,* Wiliam oe 1 + 1 oS ’ Hoor of the old Lawrence & Chapin Shakespeare, Jr., is soon to open in et as 1 : ee ; : 1 i s VWVa@tGE StPEets this city a store to be known as the 1; ... Co-operative Exchange or the Recla- : : : i rs unt build Niation Store. contention of ° nd T will Mr. Shakespeare millions are lost a aa, | : : : uld an i am every year by the carding of arti- fad - - - ~ din ( by the one next door, and to check has built 4 cantle in is wife was nailing a this extravagance is his aim. Healso {4 declares that no authority has ever soard on the back fence. demonstrated the use of a retailer, or a6 even his right to existence under the Do your best—then try to make ideal business code. BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. Written for the Tradesman. Feb. 1—In the matter of Albertus Grit, bankrupt, formerly merchant on West Leonard street, Grand Rapids, the trustee, Henry T. Stanton, filed his supplemental final report and vouchers showing compliance’ with the final order of distribution and an order was made closing the estate and discharging the trustee. A certificate was made by the referee recommend- ing that the bankrupt be granted his discharge. There were practically no assets in this estate above exemptions and these were sa'd by the trustee and the administration expense paid from the proceeds Arthur E; Remington, a salesman of Grand Rapids, was adjudged bank- rupt by U. S. District Judge Sessions on his own petition, and the matter referred to Referee Wicks. The bank- rupt’s schedules show no assets ex- cepting household goods valued at $250 and claimed to be exempt and debts due the bankrupt on open ac- count $150, which are considered of very little value. This bankrupt was formerly in business at Petoskey, and conducted a furnishing goods store. E. S. Martin, of Petoskey, held a valid chattel mortgage for $3,000 on his stock of general merchandise, which mortgage was ioreclosed on January 18, 1910, the stock selling at fore- closure for $1,800. The bankrupt’s schedules show the following unse- cured creditors: Carter & Holmes, Chicago ... 43.00 Columbia Knitting Works, Mil- Matkee .................. 37.00 Detroit Neckwear Co., Detroit 16.63 Able & Bach, Milwaukee ..... 46.00 Ornstein & Rice, Cincinnati .. 32.00 Milbury Atlantic Supply Co., New Work 2.2.5 00 42.15 Jacob F. Meier & Co., Detroit 126.94 Knox Hat Mfg. Co., Brooklyn 226.75 Cluett, Peabody & Co., Chicago 14.55 Bradley Knitting Co., Delevan, Was 3. 76.54 Meyer, Hess & Co., Chicago .. 46.00 Geo. H, Heineman & Co., Mil- WONKee 2. .........:5.... 27.00 j_ H. Miller & Son, N. ¥. .... 1046 Magic Clasp Garter Co., Boston 10.00 Corliss, Coon & Co., Chicago 38.77 Lewis Knitting Co., Janesville, Wass 2...) 114.08 D. R, Sillisky & Co., Lockport 128.50 H. C. Finestone, New York 70.50 W. O. Horn & Bros., New York 10.50 Earl & Wilson, Chicago ...... 35.76 Springfield Knitting Co., Spring- held 105.88 John S. Speigel & Co., Detroit 12.75 Portage Hosiery Mills, Portage, Was 12.90 United Shirt & Collar Co., Chi. 43.00 Standard Mills, Cohoes, N. Y. 5.00 M. M, Stanton & Co., Detroit Levy & Co.; Philadelphia .... 61.25 Three Rivers Knitting Co., Theee Rivets ............. 32.55 F, Lewald & Co., Chicago .... 17.70 Otto Weber & Co., Grand R’ds. 87.96 Lord & Taylor, New York .. 18.00 Wilson Brothers, Chicago .... 77.80 John C. Lowe & Co., Cleveland 8.60 MICHIGAN Sweet, Orr & Co., Newburg, NON oe 120.65 Gafford Mfg. Co., Chicago.... 53.25 Fried & Wander, Chicago .... 6.00 B. Stearns & Son, New York — 62.25 srown & Sehler, Grand Rapids 9.00 C, F. Hankey, Petoskey .... 1,000.00 Pomelia Remington, Petoskey 1,500.60 Total 4,418.92 An order was made by the referee calling the first meeting of creditors to be held at his office on February 19, for the purpose of proving claims, election of trustee, examination of the bankrupt, ete. Feb. 2—In the matter of Paul Bloch, bankrupt, formerly a merchant at Ludington, the final meeting of creditors was held. The final report and account of Robert J. Quail, trus- tee, was considered and allowed. It appearing from the records and pro- ceedings in this matter that the bank- rupt had failed to list in his schedules certain of his assets and that he se- creted and withheld the same from the trustee and did not surrender the same until discovered by the trustee and an order to show cause why the property should not be surrendered TRADESMAN and account of P. O, Holthe, trustee, shows total receipts of $536.32, in- cluding $194.92 collected from trustee under a chattel mortgage for expenses, and disbursements for preferred tax claim, dower interest of wife of bank- rupt in real estate sold, fees of ap- praisers, care of property, and admin- istration expenses, of $263.38, and a balance on hand for distribution of $272.94, In the matter of Henry Motor Car Co., bankrupt, af Muskegon, an order was made further adjourning the first meeting of creditors to February 21 1912, at the office of the referee, at which time the officers of the bank. rupt company were ordered to appear for examination. Feb. 3—In the matter of Max Frazer, bankrupt, fermerly merchant at East Jordan, the trustee, John Snitseler, filed his supplemental final report and vouchers showing compli- ance with the terms of the final order for distribution made by the referee on November 8, 1911,-and an order was made closing the estate and dis- charging the trustee. Creditors hav- ing been directed to show cause, if any they had, why a favorable cer- Through the Fire It’s hard to keep a smilin’ when the world is goin’ wrong; It’s hard to ask a heavy heart to favor with a song. But oh, the satisfaction that a feller feels at last To know he faced the music till the troubled days were past; To know that them as watched him while he bore the fiery test, They never guessed the coward fear that hid within his breast, They only saw him smilin’, with his head held up for more— | They saw him turn out manly, which is what we're put here for. and transierred had been made, it was determined that a certificate recom- mending the bankrupt’s discharge be not made by the referee. Informal objections were made to the allow- ance of a number of claims and they were referred to the trustee to investi- gate and report, and the final meeting was held open for consideration of such claims and for determination and declaration of the final dividend. In the matter of Charles A. Bram- ble, Jr., bankrupt, formerly a mer- chant at Muskegon Heights, an order was made calling a final meeting of creditors to be held at the office of the referee on February 26, for con- sideratior of the trustee’s final re- port and account, petition of P. O. Holthe, trustee, for the allowance oi $50 for his statutory commissions and extraordinary services in this matter, petition of C. J, Chaddock and Alex Sutherland for the allowance of $80, fees and expenses as attorneys for the bankrupt, for de‘ermination as to whether or not a certificate favorable to the bankrupt’s discharge should be made by the referee, and such other business as may properly come be- fore the meeting. The final report ee eee tificate as to the bankrupt’s discharge should not be made by -the referee and no cause being shown, such fav- orable remommendation was made. In the matter of Stern-Goldman Clothing Co., bankrupt, formerly do- ing business at Holland, the trustee, A. B. Bosman, filed his supplemental final report and vouchers showing compliance with the terms of the final order for distributicn heretofore made by the trustee, and an order was made closing the estate and discharging the trustee. In the matter of the Handy Things Co., bankrupt, of Ludington, a peti- tion having been filed by the Standard Varnish Works, of Chicago, request- ing an order requiring the trustee to show cause why he should not insti- tute suit against the Stearns Salt & Lumber Co., to recover an alleged preference of $15,000, under Section 60-b of the Act of Congress relating to Bankrupts, and an order to show cause having been made and it having been determined that the petitioner is entitled to have the issue determ- ined in a plenary suit, but that there are no funds in this estate which may properly be used to carry on such ec ena cna ae a aa a February 7, 1912 litigation, and an order having been entered directing the trustee to insti- tute and prosecute such suit against the Stearns Salt & Lumber Co., pro- vided said Standard Varnish Works should advance to the trustee sufh- cient funds to properly carry on such litigation and also satisfactorily in- demnify- him against any and all loss, damage, judgment or costs on account of or growing cut of such litigation; and the Standard Varnish Works hav- ing paid over to Wm. L, Hammond, trustee, the sum of $500 to carry on such litigation, and delivered to him a bond for $1,000 to indemnify him against loss, damage, judgment or costs, such trustee was directed to in- stitute and prosecute such suit for re- covery of the alleged preference. Feb. 5—In the matter of James W. Murtaugh, bankrupt, formerly a mer- chant at Wyman, the trustee, Gerrit J. Wissink, filed a petition alleging that the bankrupt had failed, refused and neglected to account to the peti- tioner for all the moneys and gvods in his possession and that such trus- tee had reason to believe the bank- rupt had secreted and converted to his own use and benefit sums of money aggregating $1,000 and upwards and praying for an order requiring the bankrupt to account for all of the as- sets held and controlled by him at the date of his adjudication; and it ap- pearing that a hearing should be had on such petition, an order was made by the referee directing the bankrupt to file his answer to such petition and show cause, if any he had, why the prayer thereof should not be granted, and a hearing be had before the refree at his office on February 27, 1912. Feb. 6—In the matter of Walter E. Tuttle, bankrupt, formerly a merchant at Petoskey, the trustee, E. E. Gil- bert, filed his first report and account showing total receipts of $4,622.03, and total disbursements in conducting the sale of the assets in this matter as follows. Rent ol. $ 45.00 Clerk tite 35.2.1. 6. ae. 310.38 IBCEIONCRE 22. 10.00 Paper cn ee, 3.38 Lights and fnel 22)...00....... 19.74 Instance: 2266.65. 18.90 Sourt f6eS 2.050.525.0065... 5.59 Exemptions paid ........... 250.00 CASA 38.19 $ 758.86 His report further shows a balance on hand for distribution of $3,863.17. The first meeting of creditors in this matter has been adjourned to February 9, at which time it is expected that a first dividend will be declared and or- dered paid to creditors. In the matter of the Henry Motor Car Co., bankrupt, of Muskegon, the trustee, John H. Moore, filed a peti- tion alleging that he has sold two manufactured cars for more than the appraised value and requesting an or- der confirming such sale and also an order authorizing him to sell at pri- vate sales all cars out of the manu- factured product of the plant which he is able to sell for cash for more than the appraised value of such cars, without further order. Such petition RE race lea i 4 ; ; okadaic RANE bere Te February 7, 1912 was considered by the referee and it appearing that the order should be granted and there being no objection, such trustee was authorized to sell at private sale all cars on hand complet- ed at a sum which will realize for the estate not less than the appraised val- ue of such cars. ———— News and Gossip from Saginaw. Saginaw, Feb. 6 — The Saginaw Travelers’ Social Club gave a very de- lightful dancing party Saturday eve- ning at the Auditorium banquet hall. About forty travelers and ladies were present and everybody had a _ very good time. No doubt another one will follow soon. This Club consists of traveling men of Saginaw, whether they are members of U. C. T. or not, and has a membership of about 100 members. Will Kundinger, for the past several years representing the Schwarzschild & Sulzberger Co., has been appointed manager of the Saginaw branch. We wish Bill success in his new position and will miss him very much on the road, but he has promised the writer that the new man on his territory will have all the points at playing setback, and will hold up his reputation at the game. We are ready for him. A delightful dancing party was giv- en at the Auditorium banquet hall last Friday evening by the employes of the Saginaw Beef Co. About sev- enty couples were in attendance, in- cluding several from Bay City and a number of traveling representatives of the house. Music was furnished by Russo’s orchestra and there were a MICHIGAN number of pleasing specialties. Re- freshments were served and dancing enjoyed from 8:30 to 12 o’clock. We understand the State Railroad Commissioners have ordered the M. C. R. R. to build a new depot at Gladwin and that plans have been ap- proved by the city. We wish the good people of Gaylord would get busy and have the same thing happen there, as the M. C. depot at that point is about the worst in the State and a change would add wonders to their beautiful little city. Several of the Saginaw travelers ex- pect to get together and go to Bay City in a special car next Friday eve- ning to take in the U. C. T. dance giv- en by Bay City Council. M. V. Foley, of Saginaw, better known as Mike, has accepted a posi- tion as salesman with the Michigan Knitting Co., of Lansing, and will represent that house in Michigan. A. MacLachlin, manager of the Saginaw branch of the Alert Pipe & Supply Co., was called to Canada Sat- urday on account of the illness of his mother. Theo. Wills, formerly with the Sag inaw Woodenware Co., opened a gen- eral store some time ago at Akron and reports everything as coming along finely and really better than he expected it would. Theo. was a good worker in the U. C. T. and we miss him very much. He has the best wishes of all the boys. C. S. Fuller. ——_-.>___ Home-made things are best. Especially is this true of the home-made man. often the TRADESMAN Listened With Regret To the Closing Sentences. The men of Grand Haven turned out in force last night and demon- strated in no uncertain manner that they were for Grand Haven first, last and always. The occasion was the second annual banquet of the Grand Haven Commercial Association and Grand Haven men, from every pro- fession and every line of business, were present. Two hundred of them there were, and each of them a boost- er for the good old town. Never in its history has Grand Haven ex- perienced such a gathering together of men, men who proved by _ their presence that they had the welfare and the interest of Grand Haven at heart. B. P. Sherwood, President of Grand Haven Commercial tion formally opened the evening’s programme. His remarks were brief and he introduced Walter I. Lillie as toastmaster. Mr. Lillie’s appearance was greeted with applause and he wasted no time in getting down to the business of the evening. In the first place he reserved his real opening speech, and introduced E. A. Stowe, editor of the Michigan Tradesman, who was on the programme for a talk on the subject, “Get Together.” Mr. Stowe was compelled to_take the car back to Grand Rapids last night, and it was therefore necessary for him to stick pretty closely to his text and hurry along, although he did_ find time for a couple of good stories. Most of those present had heard Mr the Associa- 3 Stowe talk before and were familiar with his vigorous style and his crisp diction of which every word means something. Stripped of any fine at- tempts at oratory or eloquence, Mr. Stowe suggested the way to patch up difficulties and get together. His speech was very brief, but it contained much. In short, it reflected the man himself, and the methods of the mar. Editor Stowe is fearless; Speaker Stowe is also fearless. Yet withal, he aims to point out the way to the right things as he sees them, rather than to hammer down those who oppose him. He gives the other fellow cred- it for his views and tries to seek a’ common ground with him, for the betterment of the community. But ii there is no common ground; if all ef- forts fail—then he. will fight. And there are many to-day who know how hard he can fight, when he gets stirred up. All of this of the man was re- flected in Mr. Stowe’s little talk last night. It was with regret that the hearers listened to the closing sen- tences.—Grand Haven Daily Tribune. + Paying Their Way. Little Hazel accompanied her grandmother to church one morning, and when the contribution plate came around she dropped in a couple of pennies her father had given her. The old lady was about to contribute also, when Hazel said in an audible whis- per :“Never mind, grandma, I paid for two.” : eae When the wolf is at a rian’s door he has no need of a burglar alarm. Absolutely Pure The only baking powder made from Royal Grape Cream of Tartar 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. MICHIGAN TRADESMAN February 7, 1912 Movements of Merchants. Mancelona — Clyde opened a meat market here. Larson has Grandville—F. in the implement business here. Dildine—J. M. Reynolds in the grocery business. Luther—Minzey & Co. will engage in the grocery business here Feb. 15. Shaffer has engaged A. Braman succeeds G. Deckerville—Ira Tarzwell, recently of Alpena, has opened a bakery in the Hudson building. Northport—L, A. Barnes has open- ed a grocery store in connection with his hardware business. Detroit—The W. F. Hurd Co., sash and door dealer, has increased its cap- ital stock from $25,000 to $50,000. Rockford—Elhart & Miller, gro- cers, have dissolved partnership, Mr. Elhart taking over the interest of his partner. Kaiamazoo—J. A. Fancher has sold his grocery stock to J. Slater, will continue the business at the same location. Grand Ledge—Spencer Cribb and Ralph Smith have formed a copart- nership and engaged in the cigar business here. Carlton Center—Charles Hecht has sold his stock of general merchandise to Jay Carpenter, who wil take pos- session Feb. 15. Detroit—The Candler & Oecehring Co., dealer in roofings and cornices, has increased its capital stock from $5,000 to $10,000. Kalamazoo—George White, grocer at 539 East Main street, has sold his stock to B. Downs, who will con- tinue the business. Adrian—Joseph Simmonds and Asa Crane have formed a copartnership and will open a meat market at 125 North Main street. Hopkins—Warner Satterlee ee pur- chased the L. B. Mason stock of jew- elry and will continue the business under his own name. Owosso—Edwin Wixson has sold his jewelry stock to M. Lloyd Wil- loughby, formerly of Ithaca, who will continue the business. Battle Creek—A. T. Kelsey and J S. Studley have formed a copartner- ship and engaged in the drug business in the Bromberg block. Grandville — P. J. Hoekzema has purchased the grocery stock of G. L. Plumton and will operate both stores under his own name. Hillsdale—Fred D. Bell has sold his stock of bazaar goods to the Morris Co., who operate a chain of bazaar stores in Michigan and Indiana. The business will be continued here under the style of the Morris Co. Store, with Mr. Bell as manager. who Paw Paw—Neil Engel has purchas- ed the interest of his father in the Home bakery and will continue the business under the same style. DeWitt—G. Earl Scott has pur- chased the general merchandise stock of C. A. Cole and will continue the business at the same location. Battle Creek—L. C. Snearly has sold his meat stock to F. E. Moon and Carrol Aldrich, who have form- ed a copartnership under the style of Moon & Aldrich. Negaunee—W. H. Israel has sold a half interest in his photograph studio to Fred L. Louskee, recently of Big Rapids. The new firm will add a line of picture moldings. Ishpeming—Dr. I. Lindgren has purchased the interest of his partner, August Sutinen, in the Finnea Phar- macy stock and will continue the busi- ness under the same style. H. Doyle has purchased the interest of his partner, H. E. Andrus, in the grocery stock of Andrus & Doyle and will continue the business under his own name. Marquette—Harry L. Kelly has sold his interest in the Kely Hard- ware Co.’s stock to his brother, Rich- ard J. Kelly, who wiil continue the business under the same style. Cedar Springs—G. Ainger—The Ainger Store Co., un- der the management of Mr. Phillips, has purchased a stock of goods and resumed business in a dwelling house until a new store can be built. Pontiac—The store building erect- ed by F. W. Gaukler is now complet- ed and will be occupied by the owner with a stock of groceries under the style of the Park Place Grocery. Flint—The People’s Ice & Coal Co. has engaged in business with an au- thorized capital stock of $20,000, of which $10,000 has been subscribed and $2,000 paid in in cash and property. Owosso—A new company has been organized under the style of the Co- operative Coal Mining Co., with an authorized capital stock of $10,000, of which $2,500 has been paid in in cash. Grand Ledge—Eli Taylor and Sher- idan Simons have formed a copartner- ship and purchased the J. P. Haner grocery and meat stock and will con- tinue the business at the same loca- tion. Belding—Harry A. Lamb has pur- chased the interest of the late Edward Lamb, in the grocery stock of Lamb 3ros. and will continue the business at the same location under his own name. Orleans—J. M. York has sold a half interest in his implement stock to George Kohn, recently of Vickery- ville, and the busines will be con- tinued under the ese of York & Kohn. Wyandotte—Charles Gartner has purchased the interest of his partners, Messrs. Yaeger & Loselle, in the Gartner Hardware Co.’s_ stock and will continue the business under the same style. Belding—E. C. Lloyd and the C. S. Arnold Co. have consolidated their stocks of dry goods and carpets and merged their business into a stock company under the style of the Licyd & Arnold Co. Bay City—Howard Braden has sold his interest in the shoe stock of Richardson & Braden to Henry De- Frain and the business will be con- tinued under the style of the Walk- over Boot Shop. Battle Creek—C. C. Green, Inc., has engaged in the real estate business, with an authorized capital stock of $20,000, which has been subscribed, $382.54 being paid in in cash and $19,- 617.46 in property. Ishpeming — Swanson & Person, furniture dealers, have dissolved partnership, E. G. Person taking over the interest of his partner, Herbert Swanson, and continuing the business under his own name. Central Lake—Gidley Bros., drug- gists at East Jordan, have purchased the drug stock of Vaughn & Co,, which they will continue at the same location as a branch store under the management of Arthur Gidley. Bear Lake—Ira S. Daines has en- gaged in the buying and selling of merchandise at wholesale and retail, with an authorized capital stock of $6,000, of which $3,000 has been sub- scribed and paid in in property. Caro—John Palmer has sold _ his grocery stock to Albert R. Meredith and H. D. Schulte, who have formed a copartnership under the style of Meredith & Schulte and will continue the business at the same location. Battle Creek — Robert Cormack, manager of a local food company, is one of the heirs to the $130,000 estate of his father, George Cormack. He gets about $30,000, the widow one- third, and the balance is divided among three children. Sparta—The Sparta Grain Co. has engaged in business with an author- ized capital stock of $10,000, of which $5,000 has been subscribed and $1,000 paid in in cash. The stockholders are as follows: Frank F. Watson, $2,250: John A. Higgins, $2,250; Lee H. Hig- gins, $500. Standish—A new banking institu- tion, to be known as the Commercial State Savings Bank, has been organ- ized by capitalists from the Thumb. It is capitalized at $20,000 and its in- corporators are D. McNair of Lex- ington, who will be the cashier, and Lincoln Avery of Port Huron and James McCall of Yale. They have leased offices in the Cassidy block and expect to be ready for business March 4: Ontonagon—A burglar engaged in robbing the cash register of J. C. Donnelly’s store here last Thursday used matches to light his way and set fire to the store, resulting in a total loss to the building. and stock of $30,000. The burglar turned in a fire alarm and then escaped. Later, while boarding a train, William Hol- ler, of Ashland, Wis., was arrested on a charge of beating a board bill. The sum of $6 was found on_ his clothes, in small change. He confess- ed, it is said, he robber the store and set it on fire, accidentally. Owosso—Judge Howard Wiest, of Lansing, who sat for Judge Miner in the hearing on the petition of Fred W. Pearce for a receiver to wind up the affairs of the firm of Pearce & Ward, has granted the petition. The court rules that although Mr. Ward, when he came from Munising last spring to buy an interest in the furni- ture and hardware business of Pearce, made the latter sign a five-year part- nership agreement. Pearce could not be compelled to remain in the part- nership against his will after the firm’s place of business and _ stock were destroyed by fire last November. The partners by stipulation will now submit their affairs to a board of ar- bitration, consisting of three Owosso business men, for adjustment, consid- ering this more economical and ex- peditious than a receivership. Ac- counts amounting to over $15,000 are still outstanding, Sebewaing — The newly-organized Business Men’s Association is meet- ing with gratifying success. The first move on the part of the organization will be the petitioning of the Town- ship Board to bring to a vote the proposition of bonding the township for the purpose of building a complete system of stone roads. The question has been thoroughly discussed and it is the intention to have the proposi- tion voted upon within thirty days. Sebewaing is also very badly in need of another railroad and the Associa- tion is already in communication with the Detroit Board of Commerce to gain its aid in the project. The route of the line under consideration lies be- tween Sebewaing and Owendale and touches Kilmanagh. This would give Sebewaing an almost direct line to Detroit and would open a fine stretch of territory in the most productive part of the sugar bowl of Michigan. The farmers along the proposed route are enthusiastic over the project and it is the opinion that the right of way can be secured with very little, if any, expenditure, practically every farmer thus far sounded being will- ing to contribute his share toward the right of way. Manufacturing Matters. Cedar Springs—A. L. Duell suc- ceeds S. VanderVeen as manager of the Kent Creamery. Allegan — The Overton Creamery Co. succeeds the Allegan Creamery and Cold Storage Co. Eaton Rapids—H. J. Christmas suc- ceeds LaFever & Minnie in the pic- ture framing business. Pontiac—The American Steel Belt Co. has increased its capital stock from $50,000 to $100,000. Detroit—The Monarch Brass Co. has engaged in business with an au- thorized capital stock of $10,000, of which $6,000 has been subscribed and paid in in cash. an ae te ee ne an nena TET saint eee February 7, 1912 MICHIGAN The Produce Market. Apples—Pound Sweets, $3.25 per bbl.; Jonathans, $3.50; Baldwins, $3.50 @4; Spys, $4@5; Russets and Green- ings, $3.25@3.50. Butter—The price of creamery has declined 4c and the market is weak at the decline, with still lower prices in prospect. Local dealers hold cream- ery at 31@32c for tubs and 33@33%c for prints. They pay 25c for choice dairy rolls and 18c for packing stock. Bananas—$1.50@2 per bunch, ac- cording to size and quality. Beets—50c per bu. Cabbage—3c per fb. Carrots—60c per bu. Celery—25c per small bunch and 40c per large. Cranberries—Late Howes, $9.50 per bbl. Cucumbers — $1 per doz. for hot house. Eggs—The market is 2c higher than a week ago, due to the short supply. The weather has interfered both with the lay and with shipments, and as soon as these factors ease up prices will be lower. When this will occur can not be told, but it may come any time. The quality of the current re- ceipts is good. Storage eggs are nearly gone. An idea of this year’s market as compared with last can be gotten from the fact that on Feb. 1, 1911, the wholesale price of fresh eggs was 2ic, while on the same date of 1912 it was 32c. The price last year, however, was below the normal bas- is for the season. Local dealers pay 32c for all offerings of fresh. Grape Fruit—Florida, of 54s or 64s. Grapes— Imported Malaga, $4.50@ 5.50 per bbl., according to weight. Honey—20c per fb. for white Clov- er and 18c for dark. Lemons—California, $5.50 for choice and $6 for fancy. Lettuce—Hot house, 15c per _ th.; head, $2.50 per bu. Nuts—Ohio chestnuts, 16c per fb.; hickory, $1.75 per bu.; walnuts and butternuts, 75c per bu. Onions—$1.75 per bu. for home grown; $2 per crate for Spanish. Oranges—Floridas, $3.50 per box for all sizes. Navals, $3. Potatoes—$1.10 per bu. Poultry—Local dealers pay 9c for springs and fowls; 6c for old roosters; 10c for geese; 12c for ducks; 15@17c for turkeys. These prices are for live weight. Dressed are 2c higher. Radishes—35c per dozen for hot house, Squash—ic per tb. for Hubbard. Sweet Potatoes—$6:25 for Jerseys. $6 per box Tomatoes—$2 per crate of 4 baskets from Texas. Turnips—50c per bu. Veal—5@10c, according to the qual- ity. —_+->.—_—_ Annual Meeting Interchangeable Fix- tures Co. At the annual meeting of the Inter- changeable Fixtures Co. the follow- ing directors were elected: James S. Fisher, L. L. King, David Wolf, J. W. Goodspeed and T. H. Goodspeed. Of- ficers were subsequently elected as follows: President—John W. Goodspeed. Vice-President—David Wolf. Secretary—-James S. Fisher. Treasurer—T. H. Goodspeed. Superintendent—L. L. King. The report of Secretary Fisher showed the company to be in a pros- perous financial condition, with every indication of a large increase in vol- ume during 1912. Sweet Cider May Be Lawfully Sold. Lansing, Feb. 6—In response to a request of Prosecuting Attorney W. Glenn Cowell, of Coldwater, Attorney General Kuhn has rendered an opin- ion that sweet or unfermented cider may be lawfully manufactureu and sold-in counties which have adopted the local option law. Since the Supreme Court recently held in the case of People vs. Eberle that hard cider can not be sold or giv- en away except as a part of a host’s hospitality, throughout the State there have been many who have argued that the local option statute denied the right even to make cider vinegar. This the Attorney-General denies. S. A. Sears, Director of the Nation- al Biscuit Co., left to-day for New York, where he will remain a week. He sails next Thursday afternoon on the Oceana for Bermuda, where he and Mrs. Sears will be guests at the Princess for two weeks. Mr. Sears has richly earned a few weeks’ respite from business cares and responsibili- ties. 2-2-2 Perhaps a man has more tempta- tions than a woman because he knows just where to look for them. ——s.. When a man is thirsty he is sure to admire another man who says the right thing at the right time —_—_—-2-2 Because you are satisfied with your own opinion it doesn’t follow that it is better than the other fellow’s. —_——__.-22——__ Never judge by appearance. Some- times a man’s nose is naturally red. se ES CS What a man is when alone is what he is. TRADESMAN The Grocery Market. Sugar—Raws are stronger and 5@8 points higher. Refined grades are firmer and in more demand. Granu- ° lated is strong at New York basis. 5.40, Tea—The market remains firm but quiet. The demand from the retail trade generally is improving, as stocks have worked down to further sup- plies. All high grade Japans are ac- tive and not so many low grades as usual are asked for. A complaint has been filed with the Department against two prominent members of the Tea Board for continuing to import for- bidden grades of China teas (thereby reaping large profits) after strenuous- ly insisting upon the elimination of colorng or facing on all teas. It is probable that a complete change will be made in the personnel of the Tea Board in the near future. India and Ceylons are very firm and_ prices range high. All grades of Chinas rule firm. Formosas are growing in fav- or. The high prices of coffee are tending to an increased consumption of tea. Coffee—The demand is increasing from both the retailer and consumer. Since the Valorization Committee has decided how the valorization coffee shall be sold, it would hardly seem possible that prices will be any low- er. The valorization interests have sold all they intend to during 1912, and the American operators therefore know the whole truth. That in part is responsible for the advance, and the demand is also pretty good, and the general situation is firm. Milds are also a shade higher, mainly be- cause they have been much depressed. Mocha is firm and Java is steady and unchanged. The demand for both is fair. Canned Fruits—The demand from the consuming trade is also increas- ing as green fruit has not been very plentiful during the extremely cold weather and prices are higher in com- parison than for canned fruits. Peach- es are taken more freely than any oth- er article in the line and prices are very reasonable, but stocks are small. Gallon apples are firm and are moving well. It is thought that the pack of Hawaiian pineapples, while good, will not last until another pack, as the con- suming demand is growing rapidly. Canned Vegetables — Reports from ports from the East are to the effect that future contracts are being made for tomatoes at higher prices than ever before. There is but little left in canned peas and prices are very high. It will not be a matter of price, however, next May, but to get the goods. It would seem that corn at the present time was a good buy, as prices are low and although the pack was the largest ever known it is hard- ly possible that prices will go any lower. Dried Fruits—Raisins can still be bought in secondary markets some- what below the parity of the coast, and the demand is small and the mar- ket is dull. Currants are in ordinary seasonable demand at ruling prices. Other dried fruits are quiet and un- changed. Prunes show no change in 5 price and moderate demand. Peaches and apricots are dull at ruling prices. Fish—Cod, hake and haddock are all unchanged and steady to firm; de- mand is moderate. Salmon is unchang- ed. Domestic sardines advanced 10c per case on Feb. 1 and will advance again, according to the packers, on Feb. 10. Imported sardines are quiet and unchanged. Mackerel have con tinued strong on the formerly report- ed high basis during the week. The demand is fair. Cheese—Prices are without change. The demand is about normal for the season and stocks are very light. Rice—Prices are reported as firm from the Southern markets and mill- ers are said to have refused all or- ders unless offers were based on pres- ent quotations. Syrups and Molasses—Corn has been Syrup advanced ic per gallon. There has been an advance of 4 scales in case goods. Sugar syrup is un- changed and quiet. very dull and prices show no change as to finer grades, but there is considerable frosted molasses on the easy prices, Starch—10c per 100 higher. Provisions—Stocks are about nor- mal for the season and conditions are not likely to change very soon. Pure and compound lard are both steady and unchanged, with a fair consimp- Barrel pork, dried beef and canned meats are unchanged, with quiet demand. oa Molasses market at tive demand. It is said that the dispositions of children may be molded for good or evil by their parents. “Train up a child in the way he should go and when he is old he will not depart irom it.” Those who have the lives of little folks in their keeping are re- sponsible for the growth of their characters. To each one of us an in- fant year has come, and it is ours to make the most that can be made out of the material. If we are careless; in its early training it will turn upon us when it is fully -grown, and reproach us for its misdeeds. What are we going to do with nineteen twelve? As we start it going so will it largely be when it gets fully under way. No one can tell just what is going to happen, but it is a safe bet that the man who improves every day from the very beginning is going to get the most satisfactory returns. At all events, we will be in an enviable po- sition if we can look back upon its months when they are past without regrets for neglected duties. If we do our best every day there is not much chance for failure and there is every reason to hope for success. Give the youngster fair play by proper education in his youth. Teach him the alphabet of business hustle in January, develop it in February, impress it upon him in March, keep him everlastingly at it in April, May and June, and see if the habits he has formed by that time wili not keep him in the running during the remainder of the year. +22 The man who can talk without say- ing anything is the one who shines in society. — FEL EECEC( lay) UCU ‘i FINANCIAL MICHIGAN TRADESMAN BONDS for Investment Yielding 4% to 6% Some of them are tax exempt A. E. Kusterer & Co. 1))) - pony ype Svippeeeba) ey (Ute } Advantage of Surplus in Case of New Banks. The work and influence of bank au- thorities, both state and national, is constantly in the direction of making the banks safer and sounder, to keep banking methods within the lines of safety and to protect depositors and stockholders against carelessness and neglect. More than ever before bank directors are required to give person- al attention to the business done, and if they fail to do so they are likely to hear from Washington or Lansing. Bank officers no longer are figure heads but must discharge the duties which fall to them or the reason why is asked for. Excessive loans always have been discouraged, whether made to favored customers or to members of the directorate, but the depart- ments are much more particular in this respect than they used to be and the bank that willfully gives credit.in too large amounts is pretty certain to receive a call. The national depart- ment has in recent months taken a firm stand against the overdraft evil, and in many of the states the state departments are co-operating to the easy practice of letting customers draw out money without giving secur- ity or paying interest. A recent rec- ommendation for legislation suggests that when national banks are organ- ized that they be required to have a surplus to start with instead of the capital alone. In behalf of this rec- ommendation it is urged that when a new bank has purchased its furniture, books and equipments out of capital the capital has been just so much im- paired, whereas had there been a sur- plus to start with these necessary ex- penses could have been met and still leave the capital intact. Without a surplus to start a small loss early in the bank’s career will be a_ serious misfortune, and under a strict enforce- ment of the banking law the bank would be closed as with impaired cap- ital. State Bank Commissioner Doyle ir his annual report just issued, makes several suggestions in the direction of safer banking, and some of them will no doubt meet with hearty approval in banking circles. Here is what he recommends: “The principal weakness of the banking laws of the several states (and Michigan is no exception) is the absence of authority delegated to su- pervisors or commissioners to prevent the organization of banks by undesir- able parties or those who are unfit alike from the standpoint of charac- ter, financial responsibility and experi- ence. “The law should be amended mak- ing it the imperative duty of the com- missioner to determine the financial responsibility and standing of stock- holders in a proposed bank and to in- vestigate the character and experience of those who are to be in _ active charge and giving him the authority to refuse to approve application to organize where investigation proves conditions not satisfactory. “The promiscuous chartering of banks in this respect does not tend to- ward conservative methods. A new bank in a community which has ample banking facilities tends to the making of unsafe loans, as such banks may be contemplated by irresponsible parties who, on account of their standing, have been able to procure credit from established banks in such communi- ties and who are interested in the new organization with a view only of con- trolling and obtaining credit which their financial responsibility does not warrant. “The attempt by a certan foreign corporation to establish a chain of banks in Michigan during the last year demands, in my opinon, the con- ierring of such authority on the Com- missioner of Banking. It is true the department with much difficulty has frustrated such a plan during the last year, but the promotion of unsafe banks, or a syndicate of such banks, can be more easily prevented by stat- utory enactment. “IT am in favor of and heartily rec- ommend a law which would make a director ineligible for a period of five years who inexcusably missed a di- rectors’ meeting for three consecutive months.” The first recommendation, that the state banking commissioner have au- thority to pass upon the character, fi- nancial responsibility and standing of steckholders in a new bank certainly seems pertinent. Local capitalists put- ting their own money in and choosing their own officers and directors would have no difficulty in meeting the re- quirements of such a provision in the law, and a check would be put upon the activities of promoters and specu- lators who only too often organize banks for their own purposes, and in the first financial flurry go to the wall, causing widespread distrust, to say nothing of the direct loss to the con- fiding local stockholders. Honest men would not.shun the suggested scru- tiny, and such scrutiny would be good for the other kind. During the past year a couple of promoters with a cash capital of some $1,500, most of it borrowed money, organized a $2,000,- 000 holding company under the laws i February 7, 1912 733 Michigan Trust Bldg., Grand Rapids © Both Phones: 2435, 244% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO 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 Fourth National Bank Savings Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Capital Stock $300,000 United States © Depositary Commercial Deposits 1 3% Per Cent Interest Paid on Certificates of Deposit Left One Year Surplus and Undivided Profits $250,000 Fe oe oe eee ee RC Ne ee : February 7, 1912 of another state and then proceeded to organize a chain of local banks in this State. The scheme had not pro- gressed very far before a check was placed upon the game, but before the check was applied three Michigan towns had the unpleasant experience of having bank failures. giving the Commissioner wider au- thority such schemes would be im- possible. The recommendation making direct- ors ineligible for a period of five years who without excuse failed to attend a meeting in three months is in the direction of making the directors real- ize their responsibilites and attend to them, and it is worth our serious con- sideration. At the root of nearly ev- ery bank failure is the director who does not direct and the director who neglected to attend the board meet- ings in this class. The Michigan Trust Company ought to make a good showing of earnings for the current hali year. The Company has just been allowed $25,- 789.54 compensation and expenses for its services as receiver in the long- drawn-out litigation between Charles F, Ruggles, of Manistee, against Ed- ward Buckley and others. This al- lowance is not all velvet, but after all deductions there will be a handsome amount to pass to the undivided prof- its account. An occasional note from President Chas. W. Garfield, of the Grand Rap- ids Savings Bank, indicates that he is enjoying summer pleasures on _ the Gulf of Mexico at Biloxi. President Willard Barnhart, of the Old, is in California. President L. H. Withey, of the Trust Company, is in Egypt, o- at least is headed in that direction. With these exceptions the Grand Rap- ids bank presidents are all on their jobs this winter, working like the rest OF us. >.> Quotations on Local Stocks and Bonds. Bid. Asked. Am. Box Board Co. Com. 30 Am. Box Board Co., Pfd. 92 Am, Gas & Elee, Co., Com. 73 75 Am, Gas & Elec. Co., Pfd. 443%, 46 Am Lt @ Trac: Co; War. 289 290 Am: Light & Trac. Co., Com. Am, Light & Trac. Co., Pfd. 106 107 Boyne Gity Lumber Co., Pfd. 150 130 Can. Puget Sound Lbr. 38% Cities Service Co., Com. 90 92 Cities Service Co., Pfd. 83 83% Comw tn Fr. Ry. & LA. Com, 634% 64% Comw’th Pr. Ry. & Lt. Pfd. 89% 90% Dennis Salt & Lbr. Co. 100 Fourth National Bank 185 193 Furniture City Brewing Co. 80 Globe Knitting Works, Com. 125 Globe Knitting Works, Pfd. 100 101 G. R. Brewing Co. 220 G. R. Nat’l City Bank 180 182 G. R. Savings Bank 115 . Holland-St. Louis Sugar, Com. 11% 12% Kent State Bank 250 255 Lincoln Gas & Elec. Co. 30% 31% Macey Company, Pfd 97 98% Michigan State Tele. Co., Pfd. 99% 101 Michigan Sugar Co., Com. 90 95 National Grocer Co., Pfd. 86 87 Pacific Gas & Elec. Co., Com, 56% 57% Pacific Gas & Elec, Co., Pfd, 92%, 94 Peoples Savings Bank 235 United Light & Railway Com. 67 United Lt. & Raiiway ist Pfd. 80% 83 United Lt. & Railway 2nd Pfd. 70 72 Bonds. . if Chattanooga Gas Co. 1927 95 97 Denver Gas & Elec Co. 1949 95 97 Flint Gas Co. a 96 97% G. R. Edison Co. 916 97 99 G. R. Gas Light Co. 19 5 100% 100% G. R. Railway Co. 1916 100 101 Kalamazoo Gas Co. 1920 95 100 Sag. City Gas Co. 1916 99 February 6, 1912. The Public Service Corporation state- ments for the year 1911 were published this week and show net earnings on the common stock as follows: American Light and Traction Co., 27.80%. Under a law. MICHIGAN TRADESMAN Cities Service Co., 7.47%. Commonwealth Power Railway & Light Co., 6.02%. United Light and Railways, 8.00%. These securities cover every class of investment from a_ speculation in the common stock to the conservative in- vestment in the preferred stocks or un- derlying bond issues, United Light and Railway showed an earning during December at the rate of over 20 per cent. on the common. The second preferred, which is convertible one year from October 1, next, share for share, into either first preferred or com- mon at the holder’s option, is a very at- tractive purchase at present prices. Cities Service common sold up as high as 90% and the demand for Common- wealth common shows a steady increase. American Light and Traction common is being purchased quite freely at the prevailing low prices. Trading in the warrants is mostly in filling out complete shares. United Light common is bid at 66 and no stock offered. Trading in Citizens Telephone con- tinues active at 964%4@97%. Other local securities are moving quite freely and there is a good enquiry in the local bond list. ———n-—_ — Want To Know About Fruitvale. Enquiries: regarding the Fruitvale Land Co. are pouring into the office of the County Clerk from all parts of the West, and that official is in a quandary as to what sort of replies to send in return. Those forwarding the letters state that they purchased lots in Fruitvale, which is located in an oak grub tract, about ten miles from Whitehall, at the United States Land and Irrigation Exposition in Chicago last fall, for $3 apiece. In the page advertisements which the land company ran in the Chicago papers Fruitvale was declared to be one of the most beautiful summer re- sort locations in Western Michigan. The climate was declared to be ideal, the scenery magnificent, the soil most fertile and the location very accessi- ble. To induce people to establish them- selves there the company stated that it would offer lots for $3, with a war- ranty deed and abstract of title thrown in gratis. Many visitors at the Ex- position, where the land boomers had an office in-a booth, were prevailed upon to purchase. Persons who bought lots are now asking County Clerk Barlow where they can locate the company, what kind of a country their newly acquir- ed real estate is located in, and why they do not get their warranty deeds and abstracts. “T can tell them that the land is an oak grub section, with good summer climate and a railroad about ten miles away,’ said the County Clerk yester- day. “It may have possibilities as a summer resort, but if it has, I am in- clined to think that they were well hidden, and that the 75 cents to re- cord the deed of a lot would be fool- ishly spent. The rest of the informa- tion which the enquiring investors are in quest of will have to be secur- ed elsewhere.” Some of those who purchased lots threaten in their letters to appeal to the law should the company fail to live up to its agreement——Muskegon Times. —_——o-- First in One Thing. “Are you first in anything at school, Earlie?” “First out of the building when the bell rings.” —22.-2——— The more money a man has_ the more his relatives are willing to do for him, Merchant’s Accounts Solicited Assets over 3,000,000 “GND Rips S avincsB AN, Only bank on North side of Monroe street. GRAND RAPIDS INSURANCE AGENCY THE McBAIN AGENCY FIRE Grand Rapids, Mich. The Leading Agensy 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 Sle oe 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. 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 Bidg., Grand Rapids, Mich. WE WILL BU Y---SELL---QUOTE Securities of BANKS, TELEPHONE, INDUSTRIAL AND PUBLIC SERVICE CORPORATIONS Ask for our quotation sheet C. H. Corrigan & Company 343 Michigan Trust Building Grand Rapids, Michigan Long ne ne Seen 1122, Bell 229 ASK US HOW If all your time is not taken You Can Add to Your Income Selling Life Insurance for The Preferred Life Insurance Co. of America Grand Rapids, Mich. WILLIAM A. WATTS, Sec’y and Gen‘! Mer. ISSUES Capital and Surplus $1,300,000 LET US SERVE YOU Old National Bank Grand Rapids, Michigan SOLICITS The accounts of merchants. OPENS Savings accounts with any- one, anywhere, paying 3% semi-annually on all sums remaining 3 months. ing by mail is an easy mat- ter, let us tell you how easy. Bank- Savings Certificates of De- posit bearing 34% if left one year. 37 if left six months. EXTENDS Courteous treatment to all. interest at Resources $8,000,000 MICHIGAN TRADESMAN February 7, 1912 DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price. One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance, Canadian subscriptions, $2.04 per year, payable in advance. Sample copies. 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old. 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. BE. A. STOWE, Editor. February 7, 1912 CALAMITY TO THE CITY. The Tradesman has no desire nor does it intend to be drawn into any prolonged controversy in regard to The char- ter is fundamentally wrong in that it is based on the assumption that only good men will be elected to Office. There are no safeguards nor checks against the unworthy man in office. If we could be guaranteed high grade officials—men who would be unselfish, patriotic, honest and single in their purpose to serve the people—this pa- per would heartily commend the pro- posed charterin many ofits essential features. But who will give such a guarantee? Looking back upon the records of the last thirty or forty years, or, for that matter, clear back to the organization of Grand Rapids as a city sixty-two years ago, how many mayors have we had to whom we would entrust the unlimited power which this charter would bestow? If we have had unworthy mayors in the past, who is to save us from more of the same in the future? With an un- worthy mayor, what protection does the charter afford? None whatever, except a civil service code which the veriest novice in politics could evade, and the recall which is far more likely to hit the mayor who honestly dis- charges an unpopular duty than the one who is using his office in the pro- motion of his own purposes. Under this proposed charter the Mayor appoints four general mana- gers as heads of as many departments, and with this cabinet he has absolute control over municipal affairs, the making of all the contracts, the ex- penditure of all the money, the tenure in office of every city employe. The mayor can dismiss the general mana- ger at any time when in his judgment a vacancy is desirable, and this in- sures their subserviency to his wishes. No qualifications are prescribed for these general managers; they may be residents of the city or foreigners, pot house politicians or good men—it all rests with the kind of mayor we may have. These general managers can dismiss any employe under them at any time and the only satisfaction the employe can get under the civil service code is to be informed why he is dismissed, and this does not rein- state him. Employes, presumably, are to be chosen under civil service rules, which may be well enough un- the proposed city charter. Pe arr renee CRRA 3 der certain circumstances, but think of choosing a chief of police, a fire mar- shall, a superintendent of parks, a city librarian or a superintendent of the water works under any plan of competitive examination! Men compe- tent to fill any of these places stand on the records they have made and would scorn to humiliate themselves to such an extent; only the incompe- tents would apply. Under this charter the mayor and his cabinet make all contracts and the contracts may be of five years’ dura- tion, and the council has no authority over them except when the adminis- trative board is not unanimous. The administrative board audits all the pay rolls and bills against the city and the only check upon them is their own honesty and that of the city comptrol- ler, who may or may not be compe- tent. The general managers, handling all the finances of the city, are not even required to give bond, except in the case of that general manager who acts as city treasurer. The city has only the flimsiest safeguards against the boodler and the grafter in office and none at all against the mayor who wishes to construct a political ma- chine for his own benefit. Under this charter the salaries of the mayor and aldermen are fixed, but in every other instance where salaries are named the wording is “not less than.” In state and national legisla- tion the maximum salaries are fixed and the minimum is left to take care of itself. In this charter it is propos- ed to reverse the universal rule by fix- ing the minimum and leaving the maximum to the log rolling tactics or the political pull of those in office. The salaries of the officials subordi- nate to the general managers are fix- ed by the administrative board, sub- ject to the ratification of the council. The salaries of the general managers is fixed at “not less than $3,000” a year and it is left entirely to them- selves to say how much more they shall receive, the council having noth- ing to say on this point. Is this a de- sirable arrangement? The proposed charter is supposed to abolish all boards, and yet it creates five distinct commissions or boards and over only one of these has the common council any jurisdiction, even to the extent of confirming their ap- pointment. One of these commissions is called the “general welfare,” and it is vested with the entire charge of the city poor department and public charities, spending probably about $30,000 a year. This board is made accountable to nobody, not even to the mayor, except as he may have a voice in its deliberations as a member ex-officio. Another commission is created to have charge of social cen- ters and the council is required to place a “reasonable sum” annually in the budget for it to spend, and this commission is equally irresponsible. Under this charter the mayor and the administrative board are required to hold daily sessions at some ap- pointed place, but whether this ap- pointed place shall be in the city hall or in the back room of some saloon is not indicated. This, too, is left to the judgment of the mayor and upon the kind of mayor we may have de pends the kind of judgment that will be exercised. The childlike faith of the charter framers that we are always to have great and good mayors is little short of sublime. But it is mighty unsafe for the tax payers. When it comes to the public utili- ties, however, the charter framers went to the other extreme. It seems to have been their impression that the utility corporations were ravish- ing monsters against whom it was necessary to raise all sorts of safe- guards. This city is not so big nor so powerful but that it needs the utili- ties fully as much as the capitalists who put their money into such invest- ments need Grand Rapids, and per- haps more. The city needs more street car lines, more interurbans, bet- ter electric power service, extensions of the gas mains and improved tele- phone service. These things cost money and under this charter any cap- italist who would put in a dollar would be foolish, for there is no assurance that he would ever get it back again The corporations should by all means be regulated and kept under reasona- ble control, and there should be pub- licity in regard to their management, but to apply such rules and regula- tions as are contained in this pro- posed charter is folly, because it will mean that further development of the city by outside capital will cease. One provision of this charter is that the council may order extensions made where in the judgment of the alder- men such extensions may be needed, and if the corporation does not see the wisdom of making them the mat- ter shall be settled by arbitration. If the aldermen were high minded pa- triots, this might be right, but in prac- tical operation we would have twelve aldermen using the utility corpora- tions for campaign purposes as their terms draw near to a close. Every ward would be gridironed with street car lines ordered as the aldermen might need the votes, and the welfare of the corporation or of the capitalist who put his money into it would have no consideration. Under various conditions a fran- chise can be declared forfeited and in such event its physical properties and rights can be disposed of to others who may want to take them over. It seems never to have occurred to the charter framers what a good thing it would be to be a boodling alderman with rival syndicates bidding for the right to serve the public. Original franchises are subject to the vote of the people, and the people have a right to vote if the city takes over the property as a municipal enterprise, but the sale of forfeited franchises resis with the council exclusively. The city may purchase a utility cor- poration upon certain contingencies, but an easier way under this charter will be to let the franchise expire and then offer such terms in a new fran- chise that the old company can not possibly accept it; in such circum- stances the council takes entire con- trol of the property, fixes rates and determines what share of the earn- Sennen nnn ene eee ee a ae ings the city shall appropriate, and there is no time limit upon this per- formance. In other words, the city can confiscate the entire property and all it has cost and those who have put their money into it can whistle for their pay. What sane man would put money into Grand Rapids with such a deal in prospect? The Tradesman holds no brief for any of the utility corporations. Its only interest is in the welfare of the city of Grand Rapids. Under this pro- posed charter the corporations will be subject to all sorts of blackmailing attacks from designing politicians and the opportunities for boodling are al- most unlimited. The safeguards are all against the corporations, none of them against dishonest officials, and, instead of furnishing an incentive to capital to show enterprise in making extensions and improvements, it gives them warning to keep away. The stock watering evil, which the orators in behalf of the charter are making use of in this campaign, is amply guarded against by the State law which gives the State Railroad Com- mission jurisdiction over all utility corporation financing within the State, and this State safeguard is far more wise and efficient than can be provid- ed in a city charter. The proposed city charter is a wretched piece of work and should be overwhelmingly defeated at the polls. It contains some excellent features, but, as a whole, its defects are so many and so serious that its adopticn will be a calamity to the city. The Tradesman apologizes to its readers for giving so much space to it, but the Tradesman is the only paper in Grand Rapids that is willing to point out the folly contained in this scheme of municipal government. A Brooklyn Sunday school teacher once had occasion to catechize a new pupil whose ignorance of his Testa- ment would have been amusing had it not been so appalling. One Sunday she asked the little fellow how many commandments there were. To her strprise the lad answered glibly enough, “Ten, ma’am.” “And now, Sammy,” asked the teacher, “what would be the result if you should break one of them?” “Then there’d be nine,” triumphantly answered the youngster. The Chicago women need no longer feel offended when remarks are made about big feet. A woman physician -has discovered that a young woman attorney of Chicago has a_ perfect foot. It is a No. 6, but the ankle and instep measure up to Lorado Taft’s ideal. Taft once declared that the perfect shape of a foot was becoming extinct, but the discovery has set all the other women in the Windy City to measuring their pedal extremities. Many a man’s idea of a good ser- mon is one that isn't strenuous enough to interfere with his nap. It isn’t difficult to generate patience equal to that of Job—when the boils aré on your neighbor. Many think they are going forward bravely because they fear to go back. ethic ee st aaa cana a February 7, 1912 PLACE FOR WOMAN’S WORK. In the good old days—if they were good in that respect—the girls were brought up to believe that their du- mostly domestic. Some- times they taught school and if in any other way they had to do some- thing to earn a livelihood it was as a music teacher or as a seamstress, unless perchance they lived where they could “work in the mill.” Now- adays the young women who are in- clined that way go to college ard take very much the same course as their brothers. There are many oth- ers who set out to earn their own living as soon as they reach the prop- er age, by resorting to an almost un- limited variety of employments. They ties were are book-keepers and cashiers, ste- nographers and clerks. They are even lawyers and physicians. They are no longer restricted to being mil- liners or dressmakers, but go into business of every kind on their own account. The emancipation of wom- en has worked out without any help from legislative enactment. A line of work for which women properly educated would seem to be particularly adapted is architecture, or at least some department of it, yet there are comparatively few who fo!- low it as a profession. Granted that a man can best design a departmeni store or a big factory, it ought to be just as easily granted that a woman can better design the interior of a residence. Some one has said that there are too many man-made hous- es. The home is occupied by women more than by men and therefore to them its conveniences and its com- forts mean more. They know the needs of the clothes closets, the pan- tries, the linen closets, the laundry and all the other interior arrange- ments of a dwelling house. These fa- cilities, easily provided if you know how, are much appreciated and it would naturally seem that a woman would know how. better than a man. Women can certainly master the technicalities of drawing, drafting and designing, while a male partner, employer or the employe, as the case may happen, can do the more strenu- ous outdoor work of actual supervi- sion. There are a few women em- ployed in architects’ offices, but not nearly as many as one would natur- ally suppose, the opportunities taken into account. THE ROOSEVELT TALK. There is a great deal of talk in- dulged in by the supporters of Taft and La Follette that something ought to be done to smoke out Roosevelt, as the saying has it. They seek to induce or force him to say whether or no he wishes a presidential nom- ination in 1912. That is good politics from their standpoint, but probably it would be difficult to make the Colonel see it just that way. As it stands now, the Roosevelt sentiment is looked upon as spontaneous and not having been promoted at his in- stance, or even suggested. When there was talk of renominating him four years ago, he said as emphati- cally as anybody could that he was not a candidate, and even then there MICHIGAN was much of this same sort of tal’ demanding That this was reckoned necessary by his every once in a_ while, that he make further refusal. opponents was of course nothing more nor less than a compliment, by way of recognizing his very general personal popularity throughout the country. Those who are pow in favor of his renomination place their preference wholly on the ground that they believe him the strongest man to head the ticket and the one most likely to be elected. If Roosevelt would say yes or no, the friends of the other aspirants would know better what to do next. lf he would say no, they would, of course, declare him wholly out of the race and go hot foot to secure sup- port for a favorite among those thus obliged to go somewhere else. If he should acknowledge a_ candidacy, then they would go after him with all manner of arguments, charges and accusations in the endeavor to weak- en him before the people, and if possible prevent him from securing any considerable number of dele gates. As it is now, his opponents feel that they are at a great disadvan- tage in the fighting, for there is noth- ing absolutely definite. Roosevelt has never said he desired another nom- ination and can not really be blamed for what other people say. If it should come to a point where there was a very general demand on the part of the people, the conditions might be different. Even the Col- onel’s worst enemies will admit that he is a pretty good politician and they will also admit that whatever they think of him themselves, he is held in high esteem by a great many other people. The question which the Republican leaders have most to consider is, who under all the cir- cumstances and the conditions at the present time is most liable to win, and-on that point a good many ar- guments can be marshaled against any of those mentioned. As long as Mr. Roosevelt keeps still and says nothing, all the others will have to continue guessing, and if he were to say yes, it would still be a ques- tion and a serious one, if he should get a majority of the votes in the National convention. WHAT THE SEPARATOR DOES. The separator appeals especially to the farmer in that it secures more cream and, consequently, more but- ter. But to the dealer and to the consumer its mission is more direct- ly that of quality. Of course, quanti- ty counts to a certain extent, for the more of any commodity is produced the cheaper it will be. But the fact that it is bound to be better is a still greater factor in the question. The separator is the one feature ir: the dairy business which is uniform. As the weather varies under the old way of gravity, the character of the cream varies likewise, as does the amount. But with the machine, all the butter fat which the milk con- tains is bound to come out and at once. The cream is neither thick nor thin, in accordance with the work TRADESMAN of the weather man, but uniformly alike in quality and texture. Butter made from this cream shows the same uniformity at all seasons. It churns more easily because there is never milk mingled with it in the skimming. Even if the conditions for keeping the whole milk at the proper temperaature through the pe- riod of raising the cream are not fav- orable, it is easy to make them favor- able for the smaller cream can. If on account of a small quantity, as is often the case during the winter months, the cream acquires a bitter flavor while gathering enough for a churning, the greater amount by the separator process is enough to make up the deficit and it can be churned often enough to prevent this “off” flavor. It insures uniformity in quality, and if the man who owns a separator is capable of furnishing good butter, you may be sure that it is uniformly good. The securing of cream is the first and the greatest requisite. This done, the ripening, churning and pre- paring for market rarely fail to give satisfaction. WATCH THE THERMOMETER. In this zero weather your goods and your reputation may easily sutf- fer unless a sharp lookout is main- tained over the pranks of mercury. It takes a very little chill to render the oranges and other fruit which charm- ingly fill your windows decidedly off in flavor and keeping qualities. You may be innocent of the fact when your sales are made, but the pur- chaser will eventually detect the ac- cident and score one against you for being careless. Potatoes may be frosted and_ stil! not rendered useless, but the degree of cold which gives them a sweet taste also injures their keeping qual- ities. You may not object to the newly acquired flavor; but there are those who do, and who will condemn the article—and you. Apples are not so readily affected by slight frost, but it does not improve them, to say the least; and there is always risk that they may be noticeably injured. Onions may not be seriously injured if not disturbed or exposed to the air until fully thawed out; but violate these rules and you have an_ ill-smell- ing mush. There are numerous precautions which will save much loss, even al though you have not the facilities for insuring everything against frost. Better bunk in the store a few nights and keep the stove hot than to iet the cold weather get the best of yo. If the cellar registers a temperature nearing the danger mark, keep two or three lanterns burning during the day. Even if there are rats, you can then keep such close watch that there will be no danger. Remember that paper will exclude wind and cold bet- ter than cloth. Slip thick paper be- tween your windows and the goods at night and much protection will be afforded. If you once make the mis- take of selling frosted fruit or veg- etables your patrons will shun vou during the rest of the season, fear- § ing to encounter the same trouble in a more advanced stage. One of the things those who wish to defeat President Taft’s nomina- tion must take into account is that whoever is nominated must, to a very considerable extent, run on the record which this administration has made. Whoever the Republican nom- inee is, he and his friends must en- dorse practically all that Taft has done. They might skip a few points perhaps, but not very mtany. It is urged that Taft can run on his own record better than any one else. Fail- ure to renominate him would be an indication that the Republicans have gone back on their own administra- tion and that particularly they do not approve what Mr. Taft has done. The enemy would at once say that the reason for his defeat could be laid at the door of big business, whose trusts, monopolies, combinations, etc., had been summoned to court. A great deal would be made of that feature and it certainly would be a charge reiterated every day through the campaign. Taft would run on his record and somebody else would have to run the Taft record and own promises. on his “Smoking and chewing tobacco is no discredit to a man. Abstinence from the use of tobacco, further- more, is not to a person’s credit.” Thus Judge Landis expressed his views in court the other day when Rev. W. H. Taylor, pastor of a Bap- tist church, pleaded for leniency for an erring postal employe on_ the ground that the young man was a member of his church, was of good moral character and_ reputation. When Judge Landis asked what he meant by “good reputation and mor- al character,” the minister said the young man did not smoke, chew or drink and stood well with the cor- gregation. This remark brought out the sentences first quoted and the Judge added that the prisoner might much better have smoked than dc what he did. A _ thief may not smoke, chew or drink, but he is stil! a thief, and abstinence from tobacco or intoxicating drinks does not make him any better or less liable to pun- ishment. The Massachusetts Legislature is asked to add three holidays to the list already in force in that state. They are New Year’s, March 17 and June 17. That would make only eleven legal holidays and is not a large number, but some are protest- ing, saying there are quite enough at present. New Year’s is a legal holi- day in every state except Massa- chusetts and Kansas. March 17 is the anniversary, not of St. Patrick’s birth to Massachusetts residents, but of the evacuation of Boston, while June 17 is the date on which the bat- tle of Bunker Hill was fought. SAPO AS A pessimist seldom hopes for the best for fear the unexpected will hap- pen. SE OE CORI Figures on the prohibition vote come under the head of dry statistics, 10 PRISONER OF PROGRESS. Fear Dwarfs Men and Destroys Busi- ness. [This is not Christian Science; it is Business Science. And every man who reads it should take stock of himself in order to determine why and how much Fear is standing in his way.] Fear is a poison. Fear is an evil and the root o many evils. lear dwarfs men, cripples business, shuts the door in the tunity. face of oppor- Fear is the root of distrust and a distrust is the root of dishonesty. Distrust makes an employer un- just to his employes. Distrust makes the employes unjust to their employ- er. Neither is loyal to the other be- cause neither trusts the other. Fear of his employer’s will, right or wrong, saps the employe of the exer- cise of the discretion that makes men strong and replaces it with a servility that makes The great captains of industry are those who have been great enough to trust their employes, to develop the strength of their assistants and asso- ciates, and to let them share in the fruits of the and hands. The little captains of industry have little—will because they are too small in to trust or to reward. men weak. work of their brains remained remain little soul always The great servants in the business world are they who have had no fear of their employers; who had_ the courage to oppose their employers when they knew that their employ- ers were in the wrong. Fear is cowardice. Fear is an acknowledgment of in- feriority. Fear invites tyranny from the man or corporation feared—and _ usually gets it. Fear on the part of a salesman that he may not land an order in- vites the condition feared. If I am afraid of a dog, the dog knows it, and although the beast is small and I am large, my fear gives him the courage to attack me. Con- versely, trainers of wild beasts sub- due their lions and tigers because they are fearless of them, and against their courage the strength of the wild beasts is turned to water. “Knocking” is a mean expression & of fear. Men of courage do not “knock.” That is the pastime of cowards. “Knocking is an acknowledgment of inferiority—a confession of jeal- ousy—a public exhibition of a craven heart. When brave men and women feel sure that a superior in authority is in the wrong, they tell him so to his face—eye to eye and in nine cases out of ten discover that they are mis- taken. When cowardly men and ‘women know, or think they know, that a superior in office is in the wrong, they shut their mouths about it in his presence and cackle about it like a lot of silly mens when be- hind his back. Sa as ee ee MICHIGAN When equals in station in an office or factory “knock” each other, it is because they are jealous of each oth- er, distrust each other, fear each oth- er. Every business is honeycombed to a greater or less extent with this mutual distrust among men _ who should co-operate shoulder to shoul- der. And the businesses most afflicted with this disease are those that have the most fear and cowardice and dis- trust at the top. Self-distrust is a swift-going can- of self-preservation demands the instant use of the sur- geon’s knife, no matter how painful the operation to both employer and employed. cer, and the law Fear stupefies. Fear of loss, by the head of a business, saps that business of right- ful gain: Fear of hard time brings hard times. Rogues reap fortunes by sowing fortunes those more quickly and more sure- seeds of fear, and come ly than by any other means they could use. _ Say that-money is too easy, inter- est too low, wages too high, people are enjoying luxuries instead of buy- ing watered stocks. The remedy is so easy—laughably so. Just start a wail of “hard times” in a few sub- servient organs and the howl is echoed and re-echoed in every corner of the land—in the midst of a pros perous plenty. Capital is a coward. Manipulators know that. Its cowardice can always be de- pended on. Factory orders are cut in two, in the face of absolute demand. Men are laid off. : Advertising campaigns are nipped in the bud. “Retrenchment” is shrieked all along the line. Fear, sowed by a designing few, swiftly germinates in- to panic—panic first in the hearts of employers; then panic and want in the homes of the employed. Worry is fear—turned blue. Worry is poison. Worry is cowardly. Worry stupefies and benumbs. Worry invites the thing feared. Worry is a confession that the TRADESMAN inferior to the man or thing worried about. wofrier is Jealousy is fear—turned yellow. Jealousy is poison. Jealousy is cowardly. Jealousy is a confession of in- feriority to the person against whom its yellow darts are aimed. Hate is fear—turned black. Hate is poison. Hate is soul darkness in the midst of light. : Hate is an acknowledgment of in- feriority to the person hated. Gall-bitter thoughts toward your fellow man are fearing thoughts. Anger is fear—gone mad. Anger is a deadly poison—physi- cal and mental. A bee’s angry sting is but an ex- pression of its fear. : A cat in a corner, frenzied with ap- parent rage, is but a cat that is scared. Fear invites drunkenness. The drunkard drinks on he is afraid to face sober and nerves. because stomach Hard times beget because men become robbed of courage. intemperance, discouraged— Lacking courage of their own, the weak rush to borrow courage—‘‘Ger- man courage’—and the weaker they are at the start the more completely they lose all the courage they ever had. Fear’s children, Anger, Distrust, Jealousy, Cowardice, Discourage- ment, are powerful in leading their victims to over-indulgence that leads to cowardly forgetfulness. Eliminate fear and her children from business and you won't need any prohibition laws. The liquor problem will largely solve itself, for fearless men are men of poise and balance and _ seli-control. February 7, 1912 Men, if you are men, cut out fear as you would a cancer. Fear keeps you poor—in pocket, in mind, in heart. Fear binds you hand and foot in the race of life. Fear is the root of every unworthy thought or act. Shake it off—walk through life with the calm confidence of the man who can, and doors of preferment will open to you unbidden. R. R. Shurman. ——_—_»-2 2 Thermometer Detects Icebergs. The method hitherto generally in use of taking water temperatures on transatlantic liners to guard against the approach of icebergs has been to dip water up out of the sea and take ts temperature as quickly as possi- ble. By this method continuous meas- urements can not be taken, but a mi- cro-thermometer has now been in- vented by a professor of McGill Uuniversity, which, with an instru- ment similar in action to the oscillo- graph attached, records the slightest changes in temperature by drawing a continuous curve. The thermome- ter indicates exceedingly fine differ- ences in temperature by means of the variations in the resistance of a coil of wire, these variations serving to indicate the changes of temperature of the medium in which the instru- ment is immersed. The coil consists of 250 feet of pure iron, silk cover- ed wire, wound on a copper cylinder and inclosed in a second watertight copper cylinder. If an iceberg is large it may be detected many miles away by the coolness it causes in the water. Saas A Bit Hot, But Loyal. A girl went to India, and at the first New Year’s away from home she wrote to her devout mother: “It is now very hot, and I perspire a great deal, but you will be pleased to hear that I am still a member of the Church of England.” C. PF. &. STANDS FOR A SATISFACTORY BLUING See Price Current Jennings Manufacturing Co. Grand Rapids, Mich. WoRrDEN GROCER COMPANY - The Prompt Shippers i nce ee ee ec February 7, 1912 MICHIGAN TRADESMAN il Heart To Heart Talk of Father To Son. Written for the: Tradesman. “Now, look here, Dad,” it was the junior salesman unburdening. his mind to the old man, “this quality talk may work all right in some cases—I don’t say it is not the right dope—but my concern hammers on quality so much I dislike the taste. What my cus- tomers kick for is price—eternally low price.” The old man rolled his cigar from one corner of his mouth to the other. He had been on the road twenty-five long years and he knew the ropes, his son was making headway as a travel- ing man, and the success he was achieving could be traced to a great extent to the preachments of the old- er man, “Now, look here, son, just don’t go off half-cocked. Suppose you look at this thing from the right standpoint. Suppose you were to drop in at Schmult’s grocery and give him an or- der something like this: “Two dozen stale eggs. “A loaf of week-old bread. “Five pounds of wormy prunes. “Two dozen rotten bananas. “A pound of moldy cheese. “No question but that you'd save money on that order, eh?” “Jr.” smiled. “Yes and Schmult would think me dippy—that’s pretty far fetched, Dad.” “Well, maybe so—maybe so—but it is the same principle. Take a case that’s more logical if you will. You want a suit of clothes. You know that the Independent Store will al- ways give you the best sort of val- ue—suits that wear and look well. They ask a litle more than the World Clothiers, but you don’t hesitate to patronize the Independent people. It is quality that drew you to their store. I recall a salesman who was shy on this quality question. He never bump- ed into a customer who was. not shouting price. He handled a live line of true merit, but he was not satisfied with his progress and switched to an- other house. He was selling crackers and cookies. He had a price list that apparently had been shaved to the bone. If it was price he had it. Gin- ger snaps at 4 cents instead of 9 cents made a hit with him. Crackers from one to two cents less on the pound. Now he would show those cross coun- try pikers what sort of a producer he was. And do you know that the very same chaps who had hollered their heads off concerning price now fought shy of him. While he landed some undesirable trade and sold some cheap “bargain” stores, the regular line of dealers told him frankly that although the prices were certainly low enough, they couldn’t handle such “cheap” stuff. “You see, son, there’s a_ middle course—and the right course. It does not consist of boosting quality so high that price hasn’t got a look in— but to make the best goods at a fair competitive price. _ “Dealers are wise. They make com- parisons and a shade better price for an article is not going to scare them away—not if they are assured the quality is there. “Look at the big national advertis- ers—you don’t question the quality of Ivory Soap, Royal Baking Powder, Gold Medal Flour, Keen Cutter Tools, Steinway pianos or any other of dozens of articles I might men- tion—and, my boy, every single one of those articles costs the dealer a lit- tle more than some unknown brand, but the dealer always stocks the king bee. He has the demand and the de- mand started by the advertising de- partment is kept up to the mark by quality in the product—first, last and all the time. “You wouldn’t think of shaving with Sunny Monday. It is cheaper than a cake of Williams, but you bet you stick to the better grade. “The Pullman car people are far from being bankrupts—you’ll admit that—and it’s the extra two-bits and four-bits that are paid for service— call it quality—that have made their business what it is. “You can get into the sideshow for a dime, but try it on the kids—ten cents’ worth don’t touch them. What they want is the big show. “So just tuck this away in your think tank and ponder on it. If you have a fair price that will afford a good margin for the dealer, you will find that quality is the one rock rib- bed, dyed in the wool asset which lands the constant patronage. Low prices may prove a bait for a while, but it is the steady, constant stream of business that produces the over- grown bank accounts.” And “Jr.” sat quietly thinking, while the old man went into the writing room to send in his orders—letting his words of wisdom sink in. He knew they would bear fruit. Hugh King Harris. a They All Guessed Wrong. “The new idea in business is hon- esty, openness, frankness,” said Alton B. Parker at a dinner at Esopus. “We used to conceal our plumbing, and very poor, unsanitary work it was. We expose it now, and it is altogether sound, wholesome and _ satisfactory. Well, business is like that. “When I think of some of the tricks that used to obtain in reputable busi- ness firms, | am reminded of the sea- side auctioneer. “This scoundrel once held up a $10 gold piece and said: “Guess the date on this piece of money, friends. Make a guess and a small purchase, and the correct guess- er takes the coin.’ “So everybody in the crowd guess- ed; everybody bought some worthless rubbish, and the dealer netted a huge profit. Then, at the end, he looked at the $10 gold piece, held it up and said: “Now for it! Who guessed 1894? “Me! Me! Me!’ jack in the shop. “The dealer smiled. ““Then you guessed wrong,’ he said, slipping the coin into his pocket. ‘The date is 1812. cried every man 299 Well, many years. richest flour. than any brown barley, rye or maize flour in existence.” LILY WHITE Dr. Woods Hutchinson on White Bread He says, “The fiercest wars have been waged for the possession of the broad, level, alluvial plains upon which wheat could be grown, and nobody but a mountaineer or a very far northerner would eat either rye, barley, oats or maize when he could possibly get wheat. “And now comes science with a full and triumphant vindication of the rightness of humanity's instinct in this regard and a demonstration that white bread, and the whitest of the white, is the best, most health- ful and most nutritious food which the sun has ever yet grown from the soil.”’ He further says, “This same whitest of white wheat flour contains per ounce more available nitrogen ‘“‘The Flour the Best Cooks Use’’ Is the “whitest of the white” and Dr. Hutchinson merely emphasizes what we have known and claimed for By the “whitest of the white” is not meant a chalky white, but a delicate cream color, sign of purest and Practically every particle of Lily White is digestible, all indigestible outer hull being eliminated. Packed in sanitary sewed sacks w:th our name on each. 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. 12 MICHIGAN Plan Has Been Tried and Found Wanting. Decatur, Feb. 6—Your article in the issue of Jan. 31 in regard to fresh eggs was read with great interest, and { wish to say that the plan mapped out by you has been tried and has not worked out. I find that the farmer is bound to boast to his neighbor about the price he gets from his mer- chant for his produce, and it seems that the more you enjoin him to se- crecy the more liable he is to tell. For example, John Smith comes in with ten dozen of nice fresh eggs, which 1 know are “absolutely right.” I am paying 25 cents per dozen that day, but I tell him that because I know his eggs are “strictly fresh,” I will allow him 26 cents for them. This is per- fectly satisfactory to Mr. Smith and he feels highly elated. He does his trading, stands around and discusses country store topics for, perhaps, an hour and then drives home. He lives about four miles from the town and on his way he passes fifty farm hous- es. He sees a few of these people and the first question that arises in the farmer’s mind when he sees a neigh- bor coming from town is, “What did you get for your eggs and butter?” and this question is asked of Mr. Smith. Mr. Smith invariably tells him that the price of eggs is 25 cents, but they paid him 26 cents because his were extra good. Perhaps Neighbor Brown’s eggs are just as good as Mr. Smith’s and perhaps not. He comes to the store the next day with ten dozen eggs and asks what the price is. The merchant, being somewhat doubtful, tells him 25 cents. Then the band begins to play. Mr. Brown wants to know what kind of a rob- ber’s game the merchant is working on him by paying Mr. Smith 26 cents and offering him only 25 cents. Ii Mr. Brown is a good buyer the mer- chant is up against it and, perhaps, he pays him 26 cents, but he will find that any time in the future that Brown brings eggs to town he is sus- picious of first quotations and will ar- gue up a lot of Mr. Merchant’s time to get an extra cent per dozen wken it is impossible to give it to him. Eventually this plan will cause dis- satisfaction and loss of customers. The only plan that I know of is a system of candling in each store. ihe merchant who has this in his store will have a little more work to do, but he will soon be able to separate the sheep from the goats, and the man that brings good eggs will not sbiect, while the man who “slips in a nest of poor ones” once in a while will socn become aware of the fact and will be more careful. Here is another question that wor- ries the merchant: When Mr. Smith (the same man who brought in the ten dozen good eggs) comes to town he brings his wife along. They are mighty nice people as friends and cus- tomers, but everybody knows that she is a poor buttermaker. She brings ten pounds of butter to you and what are you going to do? May the day soon come when this country and _ this State will take hold of this most im- portant question and bring the quali- ty of dairy butter up to where it will comply with pure food laws! If there is anybody who has a remedy that will offer temporary relief until it is under State supervision, I would be more than glad to hear of it. Theo. Borst. 2 ____ Milk and Typhoid. Dr. W. A. Evans, the greatest au- thority on preventive medicine in the country, writing on “How to Keep Well,” states that during August, Sep- tember and October there is greater danger of contracting typhoid fever than any other time of the year. He says those who escape until No- vember 1 will be fairly safe. Typhoid is a bacterial disease, the bacteria being taken into the system with food and water. If these are made safe there is no danger from the fever. The most important article of food from the typhoid standpoint is milk. Typhoid gets into milk from the hands of people who handle milk. The farmer or milkers, any one who has handled the can, the workers in the factory, the milkmen in town, or any one who handles milk in the house- hold where it is used, can be respon- sible for its infection with typhoid. A typhoid water supply on the farm would spread it, not through in- fection of the cows drinking the wa- ter, but through washing the cans with it. If milk is properly pasteurized it is safe from infection by any one who handled it prior to the time of pas- teurization. Raw milk should never be used without heating. To heat milk put the bottle in a boiler of cold water and heat until bubbles are rising in the milk. Put the milk in the refrigerator or cool it gradually with faucet water. It should be kept below 55 degrees. Putting typhoid infected milk into hot coffee will not kill the bacteria and make the milk safe. The milk cools the coffee. The sides of the cup cool it more. Between these two the temperature is lowered to a point TRADESMAN where some of the typhoid bacteria survive. It is much safer to drink hot milk in coffee than it is to use cream. Cof- fee and hot milk are somewhat easier on the digestion than are coffee and cream. It will not be safe to drink com- mercial raw milk for several years yet. I do not mean that every man who drinks raw milk will get ty- phoid fever. If that were true there would be no need of this article. The wave would rise spontaneously and the situation would be cured. The condi- tion is tolerated because most of those who are endangered escape without injury. Those who have the disease are in the minority. Never- theless, there is a degree of hazard which no man is justified in assuming. ———~72.-.-2. Ship Milk in Baggage Cars. An order has been issued by the Railway Commission that the milk be transported in baggage cars upon cer- tain conditions. This is the result of the application made by the Mont- real Milk Shippers’ Association ask- ing for a reduced rate on milk and an order fixing more advanced and con- venient methods of carriage and de- livery. The order sets forth that milk should be transported in baggage cars from now on, on condition that the name or initials of shipping station and a shipping tag addressed to con- signee be on the can; that the covers be securely attached; cans loaded by shippers at the shipping point; empty cans returned by the railroad com- pany to the shipping point without other charges than the payment of original tolls. Where the number of empty cans is 20 or less unloading at the shipping point is to be done by the employees of the railroad company; where more than 20 and less than 40 the shippers are to provide one man to help un- load; where more than 40, two men. When trains are 30 minutes or more late all empties are to be unloaded by employees of the railway company. Railways will not be required to ac- cept for transportation any cans less in capacity than eight gallons, either full or empty. Cans shall be handled on memorandum forms. Shippers must have their milk ready 15 minutes before the time of leaving of trains and railway companies will not be li- February 7, 1912 able for damages unless caused by their own negligence. — Canadian Farmer. —_——_.-2.-2————— Men To Become One-Toed. The evolution of man has_ been the subject of innumerable books, speeches, articles, pamphlets and ar- guments. have told us why we can not swim like the fish; why we have lost the tail of our im- mediate ancestors; and, in short, why man, in his search for mental perfec- tion, has lost or deteriorated in many, if not all, of his physical abili- ties. Use and disuse in regard to the human body works strange changes. In a speech before the Royal College of Surgeons, Dr. R. Clement Lucas mentioned the gradual changes that were taking place in the human foot. A number of years ago, he pointed out, the gradual disappearance of the little toe was getting ahead of the text book, for while it had already lost one of its extensor tendons in quite an appreciable percentage of cases, one of its flexor tendons was absent also. The great toe, however, had undergone extraordinary devel- opment because the inner side of the foot was to catch the center of grav- ity in transferring the weight of the body from one foot to the other in walking. He ventured at the time to predict that if the world went on long enough, in perhaps half a mil- lion years, as the useless outer toes, being less and less employed, would gradually disappear, man would be- come a one-toed race. 2s es Happy is the calm, unruffled man who takes life philosophically and grows old gracefully—even if he does not amount to much. 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. Professors Grand Rapids All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “"Ne”” State Agents Hammond Dairy Feed Stock carried in Grand Rapids Wm. Alden Smith Bldg. POTATO BAGS New and Second Hand ROY BAKER Can ship same day order is received Grand Rapids, Mich. ducts in car loads only. A. G. Kohnhorst & Co. GRAND RAPIDS, MICH. Wholesale distributors of potatoes and other farm pro- We act as agents for the shipper. Write for information. Te aS Pa a re cee a ee ee Ce er eee NON OEE ESE TI f > a ae oe ace se ee as eae aca ina. . > February 7, 1912 THE COUNTRY RETAILER. What the Future Has in Store For Him. Written for the Tradesman. The country retailer of to-day finds himself face to face with conditions which are as stubborn as they are unique. The old-time shopkeepers who ran small general stores in the smaller villages and out in the rural districts never, in all their lives, had to cope with such competition as the country retailer is just now contend- ing with. This competition comes from the larger dealers in their own communities—in county seat towns, and more important centers in their respective communities—as well as from the big catalogue houses in re- mote centers of trade. This competition is strong, aggres- sive and determined. Concerning the resourcefulness and continual vigi- lence of the big retail mail order houses in the big cities, the country retailer does not need to be told. He knows the extent of that competi- tion. He knows the desperate ends to which his catalogue competitors will go. The fight is on. These mail order people are after his business. Backed with millions of dollars of capital, manned by the shrewdest merchandising experts anywhere to be found—their competition is a thing to reckon with. Their work is systematic and thoroughgoing. Their advertising is handled by experts in that line. And their attention to the individual customer is as minute and thorough as it could well be. Compared with their enormous stock of merchandise of all kinds, the country retailer's stock is as a drop in the bucket. Their lines are com- plete. And the very amplitude of the styles they offer in the numer- ous and practically all-inclusive lines they carry, in itself constitutes an appeal to which the average consum- er is susceptible. Furthermore the introduction of the rural mail delivery service, the universal spread of our gigantic tel- ephone system and the perfect net- work of interurban trolley lines which penetrate the sections—all merchants of the more important towns an_ op- portunity for rounding up trade in their territories. And this, believe me, they are doing. Many of them are really mail order houses on a small scale. They issue cata- logues and booklets, maintain a mail order list and circularize prospective customers in the country with re- morseless thoroughness. And there is another thing to be taken into con- sideration, namely, the desire of coun- try people to go to the larger towns to do their shopping. On _ general principles they like to go into the city. They enjoy the change. It gives them something to see, some- thing to think about, something to talk about. It breaks the monotony of life. But since they like to go to town, they want to make themselves feel as if they have a legitimate ex- cuse or reason for going. It is often found in the shopping list. Now what is the country retailer country this gives the larger respective MICHIGAN TRADESMAN to do in the premises? Only one thing remains for him to do, name- ly, adapt himself to changed _ condi- tions. He can not annihilate this cat- alogue competition; and he can not wish his near-by competitors out of existence. They won’t go that way. He can not persuade his customers not to go to the near-by cities; for go they will. In order to live in the midst of such aggressive competition the country retailer must develop in- to a real merchant. Old-time, leis- urely, rule-of-thumb methods of shop- keeping will not bring success in this new era—not with these aggressive competitors to cope with. The game is essentially new; and to play it with anything like a ghost of a chance of winning out the country retailer must master the rules of the game. To begin with, he must keep a stock of fresh, up-to-date goods. When it comes to wearing apparel, he must keep posted on style; and see to it that such things as he car- ries in these lines are the accredited thing. This is necessarily so when we stop to think that these young people right around him are fully in- formed on what is what. the fashion papers. They talk over the telephone, thus exchanging notes. And they go quite frequently into the larger towns where the very latest modes in suits, dresses, hats, shoes and other commodities in the ap- pareln lie are seen on the streets. Therefore these young people who live in the country are right up to snuff. And you can’t fool ’em a lit- tle bit. And you'll make a big mis- take if you try to fool ’em. The best thing to do is to buy the right sort of goods: i. e., the newest and most approved sort. for another thing the country re- tailer must brush up on his methods of doing business. He must over- haul his store, removing or trans- forming the unnecessary and the un- sightly, and make it modern in equip- ment and appearance. Often this can be done for a relatively small amount. He should introduce suitable glass cases for displaying certain wares. It is wonderful what a revolution a lit- tle judiciously expended money will work in a store. Modern business economy teaches the magnetic trade pulling advantages of an attractive store. It is perfectly natural that people should like to deal with the merchant whose store is bright, clean, cheerful and inviting. Therefore the importance of making one’s store just a smodern as possible. For in- stance, the old, dingy ceiling could be torn off and replaced with the more sanitary and modern metal ceiling. This ceiling comes in many beautiful patterns. Paint adheres to it perfectly. And the shelving can often be arranged to better advan- tage. In the shoe section uniform cartons can be introduced, if one car- ries more than one line—and the in- troduction of a findings case might prove profitable, inasmuch as coun- try young men have already been ed- ucated to the use of things in this line. But why enlarge upon this sub- They get- ject, the importance of which is as self-evident as a telephone in silhou- ette against a clear, blue sky? And for another thing, the store should be adequately heated and_ ventilated. Have plenty of fresh air by all means; but do not forget to have your store warm and comfortable. But buying up-to-date goods and providing one’s self with an up-to- date store is not all. He must also introduce modern methods of going after business. This means that he must devise advertising campaigns, exploit “leaders” and “specials,” and conduct sales similar to those of the big cities. But how can the coun- try retailer do all this? some one asks. He is buyer, cashier, salesman, advertising man—everything in one; having, maybe a single assistant, or none at all. He can avail himself of the specially prepared literature and selling schemes gotten out by the firms from whom he buys his wares. Manufacturers who sell to these country retailers are not unmindful of the fact that their own continued success in the commercial world is conditioned upon the peresitence of the country retailer. When he goes— if he should go—a very sizable pro- portion of their business will go with him. Therefore they are interested in him. They want him to meet the new conditions of this new merchan- dising age, master these conditions, and show to his trade that he has a right to live—simply because he performs a valid and important serv- ice. And that is just the reason these large manufacturing concerns are co-operating with the country re- tailer by getting out advertising lit- erature for him to use—hangers, win- dow cards, souvenirs, booklets, and what not. They keep in their employ —many of them—highly gifted spe- cialty men. And these men are per- petually brewing the spicy bouillon of persuasion. They occupy _ their time devising selling plans; and offer- ing them gratis to the merchants who buy goods from their houses. And many of them even go so far as to volunteer to originate special selling helps designed to suit individual re- quirements. And they are willing to enter into detailed correspondence with their country trade—all to the end that this country retailer’s prop- osition may be worked out to the mu- tual benefit of the dealer and the producer. Now all this literature costs mon- ey in addition to the brain sweat re- 13 quired to produce it. And much of it is highly creditable. But is it all used to the best advantage? Hardly. Lots of it lies around the store, get- ting fly-bespeckled and dust-laden, and never actually reaches the par- ties for whom it was intended. Whose fault is it? Certainly not the manufacturer’s. He has _ contracted for it, paid for it and shipped it in express prepaid. The fault rests with the country retailer who does not see any special value in it. The value is there, believe me, whether he sees it or not. Now my contention, in_ brief, is this: Conditions have changed; and it is up to the country retailer to change his merchandising methods to meet the new requirements of this new age in selling. The fight is on— the ieht for trade. know no comity; they are out for ev- Competitors erything in sight. If they can get one or all of your customers, they'll take ‘em. It’s strictly up to you to hold the trade you now have—and in- crease it as you have opportunity. But you can’t do it by sitting down and deploring existing conditions or by maligning and abusing these re- sourceful competitors. to get busy. You have some strong allies—some people | will stand You've got who right by you and help you in the so- lution of this problem. Will you avail yourself of their service? Chas. L. Garrison 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. WM. D. BATT Dealer in HIDES, FURS, TALLOW AND WOOL 22-124 Louis St. Grand Rapids, Mich. Symons Brothers & Company Wholesale Grocers Saginaw Michigan Wanted—Butter, Eggs, Veal Poultry F. E. Stroup, Grand Rapids, Mich. References:—Commercial Agencies, Grand Rapids National Bank, Tradesman Company. any wholesale grocer Grand Rapids. Moseley Bros. Both Phones 1217 Established 1876 We want Strictly Fresh Eggs, White Beans, Red Kidney Beans, Clover Seed Wholesale Dealers and Shippers of Beans, Seeds and Potatoes Office and Warehouse, Second Ave. and Railroad Grand Rapids, Mich. The Vinkemulder Company JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE Grand Rapids, Mich. cok ean ak eek a oe ong ee 14 MICHIGAN TRADESMAN February 7, 1912 LUELLA’S VALENTINE. It’s Not the Years But the Bounce That Counts. Written for the Tradesman. “How do you tell when a man’s old?” asks Billy Fortune. “There’s different ways, but I claim there ain’t but one way you can go by. That’s the way I’m goin’ to use on myself,” he goes on. “When I get to be old, I ain’t goin’ to find it out by count- in’ up to see, nor by my whiskers, nor by my gums, nor none of them signs. They'll all fool you. No, sir! But one of these times I'll get throw- ed down and I won’t bounce back. Then I’ll know it’s all over. When a man gets that way, he’s old. Old, see? It don’t make any difference how long he lives after that, he don’t ever get any older.” There is a lot of Solomon in Billy Fortune’s observations. He was speaking of a man when he said that If he had been referring to women. he would have said the same thing. The remark that a man is as old as he feels, a woman as old as she looks, is all rot, and was the output of a man. It is the bounce that counts. If you have doubts as to the truth of the above, read the story of Luel- la’s valentine. It won’t take you very long to read it, for Mr. Stowe would not pay any more for it if it strung out to three pages instead of three columns. What’s the use of piling on perfectly good language when you don’t catch anything by it? The curtain lifts on Luella in a street scene, with a cottage with snow on the roof, and on the piazza, and over the windows, standing in 1. f. e. There is a practicable door to this cottage, also practicable win- dows, and behind the plate glass of the windows, as Luella moves grace- fuly down the walk, holding her skirt high to keep it out of the snow, sit three members of the Yosemite Vil- lage Knocker’s Club, unlimited. Lu- ella does not know that the Knock- ers are in session, so she proceeds blithly on her way. Luella is not any older than the Honorable Long-Distance Knockers in session behind the cottage panes, but there are a few gray hairs just above her ears. However, as if to make amends for that touch of the advancing years, her face looks younger, her eyes brighter, her shoulders straighter, her step seems more elastic than those of the Knock- ers who lay their fancy work down to watch her. “Luella is getting old,” Maria said —Maria who couldn’t boil water without spoiling the flavor of it— “and there’s not another rung on the ladder for her.” “Well,” observed Gertrude, whose father received rent from about all the saloons in the village of Yose- mite, “what can* you expect? The years and years she’s bent over the letters and papers at the postoffice! It is enough to take the life out of a girl. And they say she used to be quite the fashion here, with no end of strings to her bow. Too bad.” “She’s getting gray,” Estella ob- served, Estella, whose father went shabby to give her fashionable clothes, and whose mother fried her- self red over the kitchen range in or- der that the complexion of Estella might be preserved, “and of course she’s out of society. Yes; I’ve heard that Luella used to be quite attrac- tive.” “One grows old so fast at drudg- ery!” wailed Maria. “And the years show so plainly!” affirmed Gertrude. “And one’s friends fall away so!” assented Estella. So the three Past Masters in the Supreme Order of Knockers-to-the- Finish worked over their fancy arti- cles and waited for little Johnny to come back from the postoffice. For it was the afternon of St. Valentine’s day, and the three Expert Wielders of the Knock-out-Blow-in-the-Neck were expecting valentines in expen- boxes—valentines which might proclaim the heart throbs of available young men who hadn't the nerve to stand up to the charge. For Maria, and Gertrude, and Es- tella were pretty close to 30. They were up to the age when it takes women an hour to dress in the morn- They were reaching that stage where the electric lights in the parlor have pink shades, so the ravages of time, and the wrinkles, and the wide part, and the Well, anyway, they were getting along towards that age where they are no longer invited to parties with the “buds,” and where the horizon is searched for a man every hour of the day. Lately the skyline of Yosemite had shown a Man who was new to the landscape. This was Arthur J. Marsh, who had bought the one sky-scraper in the burg, who was said to wallow in yellow ones, and whose sister, Mrs. Yvette Sloan, caused the four hundred of the next big town to eat corn out of her hand—like a billy goat. If all the feminine minds that were fixed on Arthur J. Marsh in Yosemite that Valentine day had been piled in one spot, they would have made the sky- scraper he owned look smaller than the chance William Howard Taft is going to stand in the next presidential election. Presently Little Johnnie came in from the postoffice with letters for the three, and there was a buzzing and an oh-ing and ah-ing while the contents of dainty envelopes were being ex- amined. Maria laid a magnificent val- She had purchased this valentine herself and mailed it surreptitiously because she was dreadfully afraid that the veteran saint would pass her up; but. of course the two other Destroyers of Reputa- tions did not know that. “Isn't it lovely?” exclaimed Ger- trude. “Too sweet for anything!” echoed Estella. “T wonder who sent it?” murmur- ed Maria. Then she looked at the under side of a row of apple trees which ran sive ing. entine down in plain view. along one edge of the sheet and blushed magnificently. “Why, girls!” she cried. “I do be- lieve here’s something on the paper. It can’t be a set of initials! No one would dare!” And Gertrude and Estella bent their heads over the sheet and pick- ed out the letters as follows: “B. IW As a matter of fact, they knew the. letters to be A. J. M., but they did not want to give their sweet friend the satisfaction of hearing them read them aright. Maria had been very careful to put the initials of Arthur J. Marsh on the under side of that row of blossoming apple trees, where the girls couldn’t help but find them. But the hateful things wouldn’t read them out when found, and so she had to do it herself. “Why,” she said, “there’s a J., and an M., and an A. Now, I wonder who that can mean. The A. comes first, and the M. last. Now, who is that? Whose name begins with M? There’s Martin, and Millaley, and Moulton, and Marsh—why, girls! It never can be Arthur J. Marsh! Why, I never met him more than a dozen times in my life! It never can be!” “Of course not!’ admitted Ger- trude and Estella, in a breath. “Well,” Maria observed, with cut- ting sarcasm, “I don’t know as you have any hunch who it is or who it isn’t.” So the three Elaborate Knockers with Claws-Out-of-Sight murmured over their valentines .until Richard, who was Gertrude’s Big Brother, came in for dinner and sat down in the room where the girls were. Per- _haps Maria and Estella wouldn’t have been there at all if there had been no Big Brother Richard. For the sake of Big Brother they had not quarreled with Gertrude for ever so many years. “Hurry up your hash, Gerty,” Rich- ard said, putting his feet on the sofa pillow. “I’ve got a date to-night. Arthur J. Marsh is going to give a blowout at the Clinton Club. Swell affair. What?” “The stingy thing!” cried Maria. “Why doesn’t he give his old blow- out where girls can go to it?” “Because he doesn’t want any girls,’ was the reply. “Say,” he went on, changing the subject, “what you doing with all these valentines to- day?” “Why, stupid!” cried Gertrude. “It is St. Valentine’s day.” “Oh, yes. So it is. I now remem- ber seeing the basket of valentines Marsh got. He was showing them to Luella.” “Tt makes a girl so common to work in a public place like the post- office,’ observed Maria, wondering, with Gertrude and Estella, if Arthur J. had shown the valentines—all the valentines—to Luellaina public place. There were their own, you know, and there were the’ initials—but unbelievable. that. “Luella is getting on in years,” Gertrude observed. “It is too bad the way she is oblig- ed to work.” g “Destroys the fine feminine bal- ance.” “Oh, does it?” demanded Richard, it was He would never do i a a eee eee ed sharply. “Say, girls, that Luella is worth a dozen of your fancy-work girls. Believe me. She’s younger than any of you. She’s got the bounce. Understand! She’s capable. When the postoffice was robbed, who got the first clue? When the First Presbyterian wanted to put on a cantata last winter, who did the managing? When your charity so- ciety fell down, who picked it up and set it to supplying food and fuel again? Who gets out and hustles and earns her own living, and likes a battle with the world just as much as any man here in Yosemite? Lu- ella!” “Wonderful creature!” snarled Ger- trude. The others did not dare show temper before the Big Brother, who was still a prospect. “You bet she is!” replied Big Brother. “She’s almost as old as any of you, but she’s got a heart ot 16 and a brain of 50. She can run faster, jump higher, tell a _ better story, ride swifter, than any kid of 20 in town. She’s a four-time winner because she’s got the bounce. She’ll never grow old! You couldn’t keep her down with a gun. Resourceful, capable, initiative, sweet as a peach— oh, my, what a lucky, lucky man Ar- ‘thur J. Marsh is to get her for a Valentine. If I could have—” Then the three Only Approved Knockers-From-Away-Back arose and left the room. “Agthur J. is 4 fool,” said one. “She’s got the bounce!” mocked an- other, and “Did you ever hear of such a rude thing?” cried the third. And they all decided right there that they would never grow old, either—if they could help it! Perhaps Billy Fortune had the case ot Luella in mind when he said that it was the bounce! . Anyway,.it is a true saying. If you are a girl, and have to work for a living, or a man in hard luck, or a boy out of a job, and you get a specially hard knock- out blow, bounce back. For the min- ute you get a down-and-outer and can’t bounce back you're older than the hills. So Billy Fortune says: “When a man gets that way he’s old. Old, see? It. don’t make any difference how long a man lives aft- er that, he don’t ever get any older.”’ Alfred B. Tozer. —---.—__. The old fashioned lace valentine is not seen very much in the stores these days. Its pierced hearts, cooing doves and tender sentiments were considered works of art years ago, but times have changed and styles as well, and the modern young man buys something else. Then the post card also takes the place of the cheaper valentine. A very “mushy” post card can be purchased for one cent and another penny will carry it to the lady fair. The comic valentine of old- en days, too, is fast disappearing and no one regrets its departure. There are comic post card valentines, but the old missive which was often in- sulting and abusive, is hard to find in this year of our Lord, 1912. They are still printed, but not in the quan- tities and styles formerly found dis- played in some stores. February 7, 1912 MICHIGAN TRADESMAN 15 25,000 Co-operating Merchants Are Beating the Mail Order Houses at Their Own Game By Circulating Mammoth Catalogs of Their Own and Proving That They Can Compete NEITHER KNOCKING, LAWS NOR BOYCOTTS WILL BEAT. THE MAIL ORDER HOUSES You Must Compete and Prove That You Are Doing So in Black and White the Catalog Way These 2,500 Co-operating Merchants are proving it with a monster 704 page catalog, advertising res OINUN-FH Yd J0VYL-IWOH in a most complete manner hard competition lines quoted by the big mail order houses P; Returned For Goods Not Perfectly Satis Second Editionof our HOME-TRADE PRICE-MAKER Illustrating and Quoting EXCEPTIONALLY LOW PRICES & Merchandise of Every Description For Direct Shi t from the MANUFA to YOU Give Us Your Order NOW CHARLES G. GROSS Omaha, Nebraska COMPLETE INDEX WILL BE FOUND IN BACK OF BOOK 704 pages; 8x11 inches: Weight 3 pounds Details of Catalog Merchants’ names printed on covers of their catalogs. Prices quoted are from dealer to consumer, Merchant has confidential price-list. Retailers’ quotations same as catalog houses. Retailers’ profits. 15% to 200%. Consumer pays cash with order. Hundreds of factories carry the stock. Goods shipped direct from factory to the con- sumer. Consumer pays the freight. Duplicates thousands of catalog house leaders. All merchandise guaranteed by us and factories. Merchant does business with the people's money and factories’ stocks. Every article shown with exact cut and detail description. No mention of catalog houses in catalog. Prices f. 0. b. point of shipment. Lines Featured in Catalog Include General Merchandise, Hard- ware, Implements, Vehicles, Furniture, Stoves, Ladies’ and Men’s Clothing, Jewelry, Harness, Crockery, Musical Instruments, etc. In fact, almost any article sold by catalog houses. Our more than 200 “factory contracts” for direct shipment, “quality purchasing power,” handling no stock, and low selling expenses enable us to quote merchants prices that allow them to meet mail order house prices with good profits. Take the profits now going to catalog houses from your community. Distribute the Home-Trade Price-Maker in your territory under your own name. The first and only comprehensive catalog of the kind. One dealer in a town granted “exclusive right” to circulate catalog. 2,500 merchants are now circulating 700,000 catalogs. The Millenium in Merchandising. Co-operation of Factories and Mer- chants to Defeat Mail Order House Competition, Through a Strong Central Organization, Giving Merchants 1. Equal Publicity. 2. Same Selling Prices. 3. Ability to Sell Everything Sold by Mail Order Houses. Live Wire Merchants Are Offer- ed an Opportunity to Join in the Work of These 2,500 Co- operating Merchants. Don't be Too Late for Territory. Catalogs supplied dealers free on receipt of a small deposit to guarantee they will be distributed. The return of the deposit being guaranteed by the National Fidelity & Casualty Co., in a special Indemnity Bond issued to each merchant and paid for by us. Merchants Syndicate Catalog Company Publishers Home-Trade Price-Maker and Manufacturers Selling Agents 1201 Farnam Street, OMAHA Merchant < Name 200) 6 te ee JOHN BASKERVILLE, President Mr. Busy Merchant—Tear off here and mail now MERCHANTS SYNDICATE CATALOG CO. (Address nearest office.) Please mail us. for enclosed 25c in stamps to cover postage. sample copy of Home-Trade Price-Maker. together with details. Kindly withhold giving local ‘‘trade territory rights’’ until we have examined catalog and ‘‘territory contracts." Pe aia Wan 6c... Security Building, CHICAGO We are dealers Hi. 5.2. . oe eee Be he eee ee a ee (State Lines handled here) Cece tte el) MEO ee Bc cae en oe gh yee Rc den ae ce ane ee ee 16 MICHIGAN TRADESMAN February 7, 1912 ABRAHAM LINCOLN. What Came of a Boy’s Wanting To ~ Know. Written for the Tradesman. If you young clerks aim to become capitalists you must put your earn- ings away where you can bring them out when some business opportuni- ty looks good to you. You can not get into the rich man’s row without money, and, as a rule, you can not control money unless you earn it. Of course, there are instances where those who never earned or saved have controlled large sums of money, but it is a million to one that this good luck will never come to you. Again, if you young clerks want to become men of affairs, statesmen, leaders in the big things of the world, you must put knowledge away in your brain where you can bring it out for use whenever it is needed. You can’t acquire statesmanship un- less you know things. Of course, there are young men who have acquired prominence with- out knowing very much. You know some of them, no doubt. But, look here, these young men are not per- manently prominent. These are the words of all the wise men since the Angell stood with flaming sword over the gates of Eden! Whatever you want, you've got to hustle for. If you want to be rich, you’ve got to acquire mon- ey. If you want to gain prominence in the affairs of the state or the na- tion, you’ve got to store up informa- tion. You can’t grab your coat the in- stant the hands of the clock point to closing time, swallow your dinner in haste, and go lounge in front of the cigar store and talk baseball, if you want to have your picture in the newspapers when you get along to- ward middle age. The schools where baseball and bicycle races form the leading stud- ies are not the schools where states- men are graduated. Just put this down in your little red book and read it over now and then. Sometimes just the instinct to know about things brings about the conditions which storm knowledge on the enquiring mind. People are always ready to give a young man who has a little money saved up a chance to save more. Also, people are always willing to help a young man who has a litle learning stowed away under his new haircut a chance to acquire more. If you want to know more about this, get a good life of Abraham Lincoln and read it carefully. He was one of the boys who wanted to know about things. Lincoln’s birth- day will soon be here, anyway, and this is a good time to read about him. If you get Tarbell’s Life of Lincoln, you will read of the boy just as he was, faults and all. Lincoln never said he couldn’t read nor study because the paper on the walls of his room did not harmonize with the rugs on the floor. He never complained to his parents that he did not get on faster with his studies 1 a a CRRA ED AM DNA Tan AI ara ae im aS because he did not like the way the teacher winked at the girls or pro- nounced some of the long words. He never wasted a moment sighing for longer vacations and more credit at the soda fountain at the corner drug store. As a matter of fact, Lincoln hadn’t any room to study in, except the room where the work of the house and the talk of the fields and farm was going on. He had no teachers worth mentioning, and his mental va- cations were only when he couldn't get anything to read or study. He lived in a log cabin with one room, with a great outside chimney, a sin- gle window and a hewn door. But he wanted to know about things. He used to cut spicewood bushes, light two or three of them, and read by the uncertain blaze. And his mother had time to help him. She told him Bible stories, folklore tales, country legends, and he remembered them. Speaking of this Lincoln cabin, it may be well to state that the furni- ture was all made with an ax. When the future President wanted to go to bed he climbed up pegs driven in the log wall to a garret and tumbled down on a bed of leaves in a cor- ner. At the age of 7 an ax was put into his hands and he was set to work clearing land. Lincoln stated in a brief sketch of his early life that he never went to school more than a year, but, for all that, his education was progress- ing every minute of the day and night. He read “Aesop’s Fables,” “Rob- inson Crusoe,” “Pilgrim Progress,” a “History of the United States,” “Weems’ Life of Washington,” and, mind you, the “Statutes of Indiana.” The volume of “Statutes” he read included the “Declaration of Inde- pendence,” the “Constitution of the United States,” the “Constitution of the State of Indiana,” and the “Po- litical History of the Territory of Indiana.” There you have it. A boy laying away statutes, state constitutions and important political documents in his head, just as boys lay away money, and awaiting for the time when the knowledge would be valuable. Many boys have done this who have not been chosen president, but it is quite likely that the knowledge never did them any harm. And the boy digested all the infor- mation he received and laid away. Here is what he once said about that: “T remember how, when a mere child, I used to get irritated when anybody talked to me in a way I could not-understand. I do not think I ever got angry at anything else in my life; but that always disturb- ed my temper and has ever since. I can remember going to my little room, after hearing the neighbors talk of an evening with my father, and spending no small part of the night walking up and down, and try- ing to make out what was the mean- ing of some of their, to me, dark say- ings. “T could not sleep, although I tried to, when I got on such a hunt for an, idea, until I had caught it; and when I thought I had it, I was not satis- fied until I had repeated it over and over; until I had put it in language plain enough, as I thought, for any boy I knew to comprehend. This was a kind of passion with me, and it has stuck by me; for I am never easy now, when I am handling a thought, until I have bounded it north, and bounded it south, and bounded it east, and bounded it west.” When you come to remember that Lincoln’s Address at Gettysburg ranks with the fine things in the English language, is a classic, and will never be forgotten, perhaps you may see where some of his bounding of thoughts brought fruit. If you want to be quite equal to any situation in which you may here- after be placed, stow away the in- formation you pick up every. day. And classify it as you pack it away in the electric cells which are called the brain. Label it so you can open a cell at any time and reach in for it. Get the knowledge first and then place it where you can handle it at a moment’s notice. But, anyway, get the knowledge. Lincoln’s read- ing of the statues formed his mind for the law, although at that time he had no idea of becoming a lawyer. When a boy has his mind stored with statutes, all bounded north and south, and east and west, he is likely to be a tough customer to meet in debate. Imagination, too, is a mecessary quality if you want to become of ac- count in the world. Read what Lin- coln used to do: “Did you ever write out a story in your mind? I did when I was a little codger. One day a wagon with a lady and two girls and a man broke down near us, and while they were fixing up they cooked in our kitchen. The woman had books and read me stories, and they were the first I had ever heard. I took a great fancy to one of the girls; and when they were gone I thought of her a great deal, and one day when I was sitting out in the sun by the house I wrote out a story in my mind. “T thought I took my father’s horse and followed the wagon, and finally I found it, and they were surprised to see me. I talked with the girl and persuaded her to elope with me, and that night I put her on my horse and we started off across the prairie. After several hours we came to a camp; and when we rode up we found it was the one we had left a few hours before, and we went in. The next night we tried again, and the same thing happened—the horse came back to the same place; and then we concluded that we ought not to elope. I stayed until I had per- suaded her father to give her to me. I always meant to write that story out and publish it, and I began it once; but I concluded that it was not much of a story.” Do you note the instinct of justice which shapes this story—even in the brain of a boy? Always the horse came back to the camp at night be- cause a wrong was being done in a Le Le stealing the girl away. Any story that Lincoln “wrote out in his mind” was likely to be considerate of the characters written about, and also likely to’ show that even his imagina- tion protested against larceny. : But this is wandering far afield. The purpose in beginning a sketch of Lincoln, the boy, was to show that he stored away knowledge that brought in good returns. If you clerks want to acquire a place in the ranks of the important men of the day, get knowledge and store it away —classify it and put it where you can get hold of it any moment. And when you get an idea, bound it by all points of the compass until you can express it plainly in your own words. But, anyway, acquire knowledge. Cut out the cigar stores and _ the baseball talk. You won't have to borrow all your books, as Lincoln did. You won’t have to cut spice- wood brush to read by. You have your libraries and your heated and lighted rooms. Stow it away, young man, stow it away. Alfred B. Tozer. >> But most people who do the right thing at the right time earn a lot of money they never get. nit Moule THE LONG DISTANCE SERVICE MICH IGAN STATE : TELEPHONE CO. 139-141 Monroe St Both Phones GRAND RAPIDS. MICH. 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. Tanglefoot The Original Fly Paper For more than 25 years the Standard in Quality All Others Are Imitations a eA v ea ekg ek iat bal he ae ee ae cv, eA v February 7, 1912 MICHIGAN TRADESMAN . 17 Some Advantages of Positiveness. and Teachableness. Written for the Tradesman. To say that every man ought to be sure of himself is a truism. Faith in one’s ability, confidence in one’s knowledge—especially about things in which we are most vitally concerned; in other words, positiveness—is a - commendable thing. It takes a positive character to make any enterprise go. In the econ- omy of life there are places—more or less subordinate and obscure, to be sure—for people who are never quite sure until somebody else tells them; but we never put folks of that ilk at the head. of important enterprises. Since man quit doing things by in- stinct, and began to do them because of some reason or other, the posi- tive temperament has been honored and rewarded. Generals, statesmen, inventors, captains of industries and promoters of big merchandising houses—have been men with positive convictions. All reformers and leaders of world- movements have been notoriously fixed and unchangeable in their views. And not unfrequently they have been quite as positive in their erroneous as in their correct views of things. And, on general principles, the world is quite willing to tolerate a lot of erroneous and inconsequential think- ing in one, provided one is sufficient- ly positive and resultful in a few im- portant matters. But teachableness is also looked upon as a commendable thing. And the employer does not get on har- moniously with the employe in whom this trait is lacking. The head-strong thild which scorns parental advice, commands and entreaties, is a source of anxiety and sorrow in the home; and generally comes to a tragic end. Also it is required of those who “en- ter the kingdom” that they — shall manifest a tractable spirit. The man who thinks he knows it all has another think coming. He doesn’t. Ofttimes the wisest men are the most teachable. Without this willingness to be taught—not mere- ly from those with whom they came in contact, but by the experiences of life—they could not have become wise. And many times we are con- fronted by the frankest confessions of limitations—voluntary confessions from the lips, and in the writings, of men whom the world delights to honor for their intellectual endow- ments, or scientific achievements. They count not themselves yet to have apprehended. What a thrilling statement that is of John Ruskin’s, where he speaks of “the valley of humiliation’—that overwhelming impression of the im- mensity and depths of things! “Into this valley,” he says, “only the strongest and the bravest of men may enter, owning themselves for- ever afterwards children.” And there is a fine old classic paradox to the effect that the truly wise man is the man who knows that. he doesn’t know. The point of being that the ignorant, the naive and the illiterate think they know more than they do. But, of course, this paradox concerns itself with ultimate things—meta- physical difficulties that do not both- er the practical man of affairs. So we have it on good authority that positiveness is a valuable thing. I might say, an indispensable asset. To build a substantial business; to buy his wares advisedly and cater to his customers intelligently—the merchant must know the business. He must know the methods and prin- ciples which govern merchandising in general—and in his own line par- ticularly. Also the clerk must be of a positive sort, if he would be the most “serviceable type of a salesman. He must know certain things about human nature. And this knowledge isn’t so much the sort that comes through instruction as it does by in- stinct. The best salesman is a born salesman. Sheer ability to sell gives rise to a legitimate faith in that gift. And knowledge of the wares to be sold is a matter of consequence. On the other hand, as we have seen, the man who is susceptible to further instruction; the man who is anxious to learn, and conscious of his need of further knowledge—is to be commended. Also that man is in the way of preferment. And by and by he will have a bigger and better job; or, if he is at the executive end of the game, he’ll build a bigger and better business. So we have the curious situation of two things, both of which are de- sirable, seemingly the very antipodes each to the other. How can this be? Just in this way, if I may take a fling at the solution of it: the con- tradiction is apparent, but not real. There are things that we should be positive about, i. e., we should know them as absolutely and inerrantly as it is possible for human beings to know anything; and there are other things that can not be entirely tom- passed by thought, or exhausted by the experience of any single individ- ual; and in respect of these things we should be willing to learn more. I like that expression we are all using so much nowadays: “You've got to show me.” When you analyze it you will find it has (by sugges- tion) both of these elements in it. It smacks of positiveness; and mits a willingness to learn by dem- onstration—one of the most accred- ited ways of getting at the kernel of a thing. Thus the ideal temperament is the one which is both positive and tracta- ble. If a man is not certain about anything, he is a molly-coddle; and the world turns him down—especial- ly if he tries to butt in where real men are doing things. Jf he knows everything under the canopy, and is so cock-sure of it that he won't lis- ten to anybody, he’s a fool; and peo- ple mildly tolerate him or ignore him. But if both elements are hap- pily blended in him, he is a valuable man; and, other things being equal, he is going to win out. _ Chas. L. Garrison. —_—_>--2———_ The merchant can appreciate peo- ple who are too sensible to be too sensitive. it ad- : A Mail Order Deal. Down in Oklahoma the other day a man went into a store to buy a saw. He saw the kind he wanted and asked the price. It was $1.65, the dealer said. “Good gracious,’ said the man. “I can get the same thing from Sears, Roebuck & Co. for $1.35.” “That’s less than it cost me,” said the dealer, “but I'll sell it on the same terms-as the mail order house just the same.” “All right,” said the customer. “You can send it along and charge it to my account.” “Not on your life,” the dealer re- plied. “No charge accounts. You can’t do business with the mail order house that way. Fork over the cash.” The customer complied. “Now 2 cents for postage and 5 cents for a money order.” “What—” “Certainly, you have to send a letter and a money order to a mail order house, you know.” The customer, inwardly raving, kept to his agreement and paid the nickel. “Now 25 cents expressage.” “Well, Pll be—,” he said, but paid it, saying, “Now hand me that saw and I’ll take it home myself and be rid of this foolery.” “Hand it to you? Where do you think you are? You're in Oklahoma and I’m in Chicago, and you'll have to wait two weeks for that saw.” Whereupon the dealer hung the saw on a peg and put the money in his cash drawer. “hat makes $067,’ he said. “It has cost you 2 cents more and taken you two weeks longer td get it than if you had paid my price in the first place.” ? —_—_.~ 2 ___- Knew the Odor. A friend of Justice Harlan, who was a rare Kentucky gentleman in every sense of the word, told this story: “Justice Harlan was traveling and he entered the smoking compart- ment of the Pullman to get a drink of water. As he lifted the glass he sniffed suspiciously. Turning to the three in the room he said: “It seems to me that some one has been drinking liquor out of this glass.’ “ ‘Ves—er—sir, stammered a little man in the corner, ‘I used the glass for that purpose.’ “Raising his voice, the Justice asked: ; “Well, where did you hide the bottle?’ ”’ The Diamond Match Company PRICE LIST BIRD’S-EYE. Saftey Heads. 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WO... s,s $1.60 Beeder: Guagtities 6.055 ci. sessed stele a one's $1.70 4 size—In slide box, 1 doz in package, 144 boxes in 3 ap. come, th 2 ar. 1... ... 26500. $2.40 ge a ee $2.55 S$ EARCH-LIGHT PARLOR MATCH 5 size—In slide box, 1 doz in package, 12 pack- ages in 5 gr. case, in 20 gr. lots....... $4.25 Besser Quantities) . 6536s cae Sissies oc ee $4.50 UNCLE SAM. 2 size—Parlor Matches, handsome box and pack- age; red, white and blue heads, 3 boxes in flat packages, 100 packages(300 boxes) in 4 1-6 gr. case, per case in 20 gr. lots....... $3.35 Besser Giantitios 2.6.6. io. ssc cise daiccnses $3.60 SAFETY MATCHES. Light only on box. Red Top Safety—0O size—1 doz. boxes in package 60 packages (720 boxes) in 5 gr. case, per ee $2.50 Lesser quantities «.. 2.26... 2c cee e ec endes $2.75 Aluminum Safety, Aluminum Size—i doz. boxes in package, 60 packages (720 boxes) in 5 gr. case, per case in 20 gr. lots ...... $1.90 Lesser quantitics ........ 22. 2-es sees ocene $2.00 the time. On Exhibition at Office of Michigan Tradesman Business Systems for Busy Business Men The Simplex System Gives a Complete Ledger Record of your business in one. third We want to prove this to you. 1 SIMPLEX is one-half tnat of any short system. Send for Sample No. 8 Sales Book 1G Hooks |... ...--.:.--- $ 3.50 ROG HOGKS _... 22-636. 9.00 1000 HOOKS _....--....-.... 16.80 Complete Sample Line and Prices for the Asking. The cost of the CONNARD-HOCKING CO. 4th Floor, 136 W. Lake St. CHICAGO Soe ee ene enn nen ene nT ne ea 18 MICHIGAN TRADESMAN February 7, 1912 Detroit Department Wholesalers Will Swing Around a Circle. 6—In a will swing around the lower part oi Michigan and take in largest cities, the Trade Committee of the Board of Com- March 10, open its 1912 series of “get-together” jaunts. Bay City, Saginaw, Grand _ Rapids, Battle Creek and Kalamazoo, in the order named, are the places to be vis- ited. As on Detroit, Feb. trip which five of the Promotion merce will, on the trips carried out last season by the Trade Promotion Com- mittee of the Wholesalers’ and Man- ufacturers’ Association since con- solidated with the Board of Com- merce, the man who attempts to do any money changing or order placing will be scourged out of the Pullman temples. The one idea of the trips will be to get together the Detroit- ers who make or handle the goods and the retailers of Michigan who re- tail them to the public. The discovery was made more than a year ago that wholesalers, jobbers and manufacturers were not person- ally acquainted with enough of the men with whom they were doing business in the State, and a series of trolley trips, with a special train journey through the Thumb district, was arranged to remedy this. The re- sults were wonderful, and this year the plan is to be carried out to a still greater extent. A. H. Zenner, who was the moving spirit of the Trade Promotion Committee of the Whole- salers’ Association, is serving in the same capacity on the Board of Com- merce Committee. The first trip will start from De- troit Sunday, March 10, at 11 p. m. A special Pullman train, with a full equipment of diners, will carry the party. It will arrive in Bay City Monday morning, March 11, and the visitors will spend the forenoon there and the afternoon and evening in Saginaw, leaving late at night for Grand Rapids, where they will arrive early Tuesday morning. The entire day will be spent in Grand Rapids, from which the special train will de- part Tuesday night, reaching Battle Creek Wednesday, March 13, and remaining there during the morning. The afternoon will be spent in Kala- mazoo and the promoters will return to Detroit late Wednesday night. “This trip is planned to cover five of the larger cities of the State and will interest the manufacturers of De- troit, as well as the wholesale hous- es,” said Mr. Zenner yesterday. “The party will remain on the same train throughout and will be well cared for. A number of the most prom- inent manufacturers and jobbers of the city have already spoken for res- ervations. The same policy will be followed as on last season's trips. Order books will be left at home and there will be no attempt to discuss financial matters. Everything will be on a purely social basis. In that way we will accomplish our desire, to get really acquainted with the Michigan merchant, and he with us. Both will benefit greatly, as was shown last Because of the success of the trolley and Thumb trips. of 1911, the Committee deemed it wise to start the tours early this year.” Chairman Zenner has appointed the iollowing Committee to arrange for the other trips which are planned: George H. Gates, chairman; James E. Davis, Charles A. Berkey, Ralph Stoepel, Frederick Stockwell and A. l.. Smith. These trips will be ar- ranged at intervals of a month along the lines of the Lake Shore, Grand Trunk, Ann Arbor, Wabash and Pere Marquette The majority of them will be on special Pullman trains. It is expected that the fam- $20,000,000 band,’ which such a hit last season, will be a fea- ture of the 1912 trips. year. railroads. ous It is expected there will be a large attendance of representative business men of Detroit and Michigan at the annual meeting and banquet of the Michigan Manufacturers’ Association, which will open at the Hotel Cadil- lac, in this city, at 5 o’clock Feb 12. Herbert Knox Smith, United States Commissioner of Corporations, and Senator Charles E. Townsend are to be among the speakers. The Reception Committee com- prises: M. J. Murphy, chairman; Tru- man H. Newberry, E. D. Stair, F. M. Alger, Philip H. McMillan, George H. Barbour, A. H. Green, Jr., James In- glis, James Couzens, H. M. Leland, S. i; Crapo, 4. J. ayes, Prank G. Kyan, C. B. Warren, Thomas Neal, Hugh Chalmers, of Detroit; R. L. Ir- win, Roy L. Barnhart, Grand Rapids; W. Kk. Prudden, Lansing; W. B. Mer- ‘shon, Saginaw; Frank Milham, Kala- mazoo; N. S. Potter, Jackson; L. B. Robertson, Adrian; E. C. Hough, Ply- mouth; E. C. Kolb, Battle Creek; H. D. McKinnon, Bay City; H. F. Frem- bach, Cheboygan; Henry Ballou, Cad- illac; B. F. Tobin, Muskegon. J. D. Dort, of the Durant-Dort Co., of Flint, First Vice-President of the Association, will preside at the ban- quet. ——— 722s —____. Beware of the knocker and his ham- mer; you may be wanted to pose as made ' Cultured or Fermented Milk. There is rapidly increasing interest in cultured or fermented milk through- out the country and, as we have pre- viously stated, the subject is worthy of investigation by all creameries. It was Dr. Metchnikoff of the Pas- teur Institute who first proclaimed the virtues of this class of milk, es- pecially that soured with the Bacillus Bulgaricus. The Bulgarian and other lactic acid bacteria are antagonistic to putrefactive organisms and, virtue of this, when taken into the ‘system, will check putrefaction in the intes- tines and colon and thus prevent the formation of toxic substances which give rise to a retinue of intestinal and bodily disorders. Nothing ever rested upon a sounder basis than the claims fermented milk. made — for All buttermakers, and cheesemakers especially, who have had experience with good starters can testify to the antagonism of lactic acid bacteria toward other classes, and especially the putrefac- tive kind. f That a multitude of ills follows from excessive bacterial fermentation in the intestines is a matter of common knowledge. Why then shouldn’t good result be expected by daily inoculating the digestive tract with organisms which are antagonistic to the kinds capable of creating disorders and, in some cases, even causing death? The term Bacillus Bulgaricus is the * name applied to a species of lactic bacteria indigenous to Bulgaria where Dr. Metchnikoff found people to live to an unusually old age. Investiga- tion proved to him that the regular indulgence in a drink (Yogart) con- taining this bacillus was largely res- ponsible for the longevity of Bul- garians. This species produces about twice as much lactic acid as the spe- cies used by butter and cheesemakers for starter purposes. So far as we know, none of those who are making a specialty of supply- ing cultured milk have found the Ba- cillus Bulgaricus entirely satisfactory when used by itself. The high acid production and the comparatively high temperature at which it must be grown, combined with the tendency to produce a slimy curd, made milk fermented with this bacillus less pal- atable than that soured with ordinary lactic acid bacteria. It is for this rea- son that many who are making a specialty of cultured or fermented milk now use a combination of the ordi- nary lactic acid and the Bulgarian bacteria and some use the common lactic acid bacteria exclusively.—But- ter, Cheese and Egg Journal. AMERICAN Bullet Proof Duck Overs All styles for Men, Boys’ and Youths’ AMERICAN and PARA brands with Leather Tops 8, 10, 12, 16 and 18 inch in 12-Inch FINEST and BEST Detroit Rubber Co. Detroit, Mich. The APEX BREAD TOASTER TOASTS BREAD AS YOU LIKE IT FOR USE OVER GAS, GASOLINE AND BLUE FLAME OIL BURNERS Order of your jobber, or an anvil. Manufacturers A. T. Knowlson Company, Detroit, Mich. yy s XS Le aa MASH: DETROIT, MICH. ZW WISE WS S = S 3 = A perfect cold storage for Poultry an 4c per dozen. Liberal advances. Railroad facilities LOI A eA AA TTT d all kinds of Fruits and Produce. Eggs stored with us usually sell at a premium of the best. Absolutely fireproof. Correspondence solicited. of February 7, 1912 MICHIGAN TRADESMAN 19 WHAT IS THE PRICE? ee The Strongest Argument in an Ad- vertisement. Somewhere the other day ‘in my reading I came across a statement to the effect that the price was the strongest argument in an_ adver- tisement, and I am_ inclined to be- lieve that it is true, notwithstanding a number of advertisers who ought to know how to present an advertise- ment in its most convincing form are of a different opinion. At least their advertisements would indicate thac they are, because no statement of price is ever made. In some adver- tisements, of course, it is not mate- rial to state the price of the article advertised, because the advertise- ment is intended merely for general publicity, and that kind is not to be considered in this writing. Such ad- vertisements are comparatively few, the greatest number being such as either state the price or in which the price might be stated. The American majority is a price- loving people, not exactly loving the price, but loving exceedingly to know what it is, because possession so largely depends upon the price. With some, price is no object, and these may be considered out of this count. Department stores all over the coun- try, which are the heaviest direct ad- vertisers, almost invariably — state prices. And they are wise to do so, because their business is done so largely with -the classes who must consider price before purchase. The most alluring and elegant language a department store could put into an advertisement, if prices were not given, would not bring customers to its counters as would the most un- couth advertisement of a rival which told the people what they would be asked to pay for what was offered. Advertisers in newspapers as a rule state prices; magazine advertisers are about equally divided, and car cards might oftener carry prices than they do, although, generally speaking, they are guide-posts rather than guide- books, space being a consideration. But often a single article is adver- tised, and, in my judgment, when- ever it is possible to state the price it should not only be stated, but fea- tured, for the average buyer, know- ing the price and that he has it, will do a great deal more thinking about possession than if he did not know what he would have to give up to have what he wanted. If the price were prohibitive, that would end it, but the end would come just the same when he discovered the price, and if he had to go to the advertis- er’s place of business to find out, the chances would be that he would leave with a sense of having been de- ceived, or at least that information had been withheld from him which would have saved him considerable trouble. Now and then a possible purchaser who goes to enquire the price buys something else, but more do not, and go somewhere they know prices. It is not the invariable rule, perhaps, that when prices are not given they are higher than usual, but it is the invariable rule that when an advertiser can offer a price lower than any of his competitors he does not conceal that price from the pub- lic. Taking the question by and large, it seems to me that wherever the price can be given in an advertise- ment of any article for sale it should be given. Not to give it is conceal- ing what to most purchasers is the most important matter to them, and the fact of that concealment is to the mind of these possible purchas- ers an evidence that the advertiser wants to get out of them all that can be got. It is not true, of course, but it is not always the truth that those on the defensive listen to first. Possible purchasers are human, and it seems to be human to be sus- picious. Whether an advertiser does or does. not state his price in his ad- vertisement, the first question, nine times in ten, he will hear about the article he is trying to sell will be: “What is the price?” W. J. Lampton. -_-—_—__2» 2+ A New Leaf. Whereas—Public sentiment, mani- fested in community co-operation, is an invincible force; Whereas — Individual indifference forbids healthy public sentiment and when in control depresses and stifles; Whereas—The community is the body of which individual citizens are members and the body can not be strong if the members be atrophied; and Whereas—Without action life is impossible, death inevitably ensuing; therefore be it Resolved—That, throughout this year, I shall believe in my fellow townsmen and have faith in my com- munity and shall make known my be- lief and faith in season and out of season by all my public and private acts and utterances; Whereas—All that I have and all that I can hope for in a material, mor- al and social way, are inseparably united with my community’s fate; be it further and finally Resolved—That I shall supplement my faith in my fellows and my be- lief in my community by giving free- ly of my time and my money in pro- moting my community’s — therefore my own—interests. >>. Literal Obedience. Little Harold was getting final in- structions before starting for a party. “Now,” cautioned his mother,’ at supper if they ask you the second time to have something, you must de- cline.” Harold agreed and trotted off. At one stage of the feast the host- ess noticed how eagerly the little fel- low was applying himself to the task of disposing of a generous dish of marmalade. When he had finished, she enquired: ‘““Won’t you have some more, dear?” The child looked up at her quickly. “T can’t accept the second time,” he said earnestly after a slight pause, “but if you'll ask me a third time, I think it will be all right.” He was asked. Programme For the Traverse City Convention. The following programme has been prepared for the annual conven- tion of the Retail Grocers’ and Gen- eral Merchants’ Association, to be held at Traverse City next week: Tuesday Forenoon. 9 a. m. Registration of delegates, distribu- tion of badges, payment of dues and per capita tax at the Association “headquarters—Park Place Hotel. Afternoon. Convention called to order at the C. S: BP. S. hall by President M.L. DeBats, of Bay City. Address of welcome by Hon. Emanuel Wilhelm, Mayor of Trav- erse City. Response to addres of welcome by Fred W. Ifuller, Grand Rapids. Annual address of the President. Secretary’s annual report. ‘Treasurer's annual report. Appointment of Committees upon ‘redentials, Auditing, Resolutions. Appointment of Election Board. An hour with the traveling man. Adjournment. The polls wili be open until 6 p. m. for the nomination of officers for os the ensuing year. Evening. Sp. tm, Reception and smoker in C. S. P. S: hall. ‘Wednesday Forenoon. The convention will be called to order promptly. Communications and _ bills. Report from local associations in alphabetical order. Adjournment. Nominations will close at 12:30 p m. Each delegate should secure his ballot and register his vote before that time. Afternoon. Report of Committee on Creden- tials. Address by Fred Mason, Vice- President and Géneral Manager of the Shredded Wheat Biscuit Co., of Niagara Palls, N. Y. Announcement by Election Board of nominations of officers. Question box. A. C. Neilson, West Branch, chairman. This feature can be made af great value to the Association if each del- egate will enter into the discussion of the various questions submitted. Evening. “Banquet and grand ball at C. S. P. S. hall. T. H. Gillis, toastmaster. Thursday Forenoon. The polls will be open at the con- vention hall and delegates are re- quested to vote early and thus facil- itate the work of the election inspect- ors. The polls will be closed at 10 a. m. Afternoon. Convention will be called to order promptly. Report of Committee on Resolu- tions. Report of Committee on Constitu- tion and By-Laws. Consideration of ports. Question box. Report of the Board of Elections. Selection of next place of meeting. Unfinished business. Adjournment. ——_—_2+>—__ A Fright. “Lady,” said Meandering Mike, “would you lend me a cake of soap?” “Do you mean to tell me you want soap!” committee re “Yes’m. Me partner’s got de hic- cups an’ I want to scare him.” —_———-o- oa Just when a man has nothing to say he is asked to make a speech. Nachtegall Manufacturing Co. S. Front and P. M. R. R. Grand Rapids, Michigan Manufacturers of high grade Bank, Store and Office Fixtures We make an improved Removable, Sectional and Interchangeable Office Partition Quickly put up and easily taken down. Get our price on your new office equipment, IT’S A GOOD Perfectly Insulated Same as Our Coolers a lt New York Denver INVESTMENT To Display Your Food Stuffs in a Sanitary Manner Consider How Attractive and Inviting They Would Appeaz in Made of Selected Quarter Sawed Oak and French Beveled Plate Glass Brecht’s Refrigerator Display Case Keeps your food stuffs in a clean and sanitary condition and is a protection to perishables WE MAKE HIGH GRADE MARKET OUTFITS, COOLERS, ETC. Write Department ““K" for Particulars THE BRECHT COMPANY ESTABLISHED 1853 Main Offices and Factories ST. LOUIS. MO. San Francisco Hamburg Buenos Aires 20 LINCOLN’S CHAIR. Can Any Furniture Man Tell Where It Was Made? Written for the Tradesman. Who knows where the Abraham Lincoln convention chair was made? It was hewn out of a log, and there is a little “back” to it—a back looking like the spindle railing around an old- fashioned desk. It. is called “Lincoln’s chair’ be- cause it was occupied by the chair- man of the Republican National Con- vention which assembled at Chicago in 1860 and nominated Lincoln for the presidency. The probabilities are that Lincoln never saw it. If you read the story of that ex- citing convention as told by Ida M. Tarbell, you will see a picture of the chair, which looks like a great knot with a shelf cut in it. Under the pic- ‘ture of the chair is the statement that it was presented by Michigan, and was the first chair made in the State. It is more than probable that chairs of the old-time wooden-seat and spin- dle-back kind were made in Grand Rapids long before that. Early in the 60’s Charles C. Comstock bought out the Winchesters and began mak- ing furniture for shipment. At a very early date George Widdicomb made furniture here, and William Widdi- comb, his son, went to Milwaukee and sold it. It is likely that there were chairs in the furniture Mr. Wid- dicomb sold in Milwaukee, chairs in the output of the Comstock factory. Perhaps some Grand: Rapids man familiar with the history of the furni- ture trade here can disprove the statement made in the history refer- red to. We all know that Mr. Com- stock made chairs, but we do not all know when he began to make them. In the long ago Mr. Comstock used to tell a story of one batch of chairs nme made. “T had not been in the chair busi- ness long,” he used to say, with a chuckle, “when a rough-looking fel- low came into my office with a grain bag thrown over his shoulder. He looked about the little office for a moment and then fixed a pair of rath- er humorous eyes on me. I sat and watched him until he got ready to make his wishes known to me. He was ont long in doing so. “*Vou make chairs?’ he asked. “T replied that I did. “‘Guarantee ‘em?’ was the question. “‘Ror ordinary use and wear,’ I an- swered, “Well, said the man, ‘I bought some of you not long ago, and they’re no good at all. I’ve brought ’em back.’ “I arose from my chair and step- ped to the door to look into the wag- on which stood outside, expecting of course, to see the chairs piled in the box. No chairs were in sight and J turned back to the visitor. “‘T was afraid they’d lose out if I put ’em in the wagon-box,’ the fel- low said, ‘and so I’ve got ’em in this bag.’ “And in the bag they were, rattling like sticks of candy in a Christmas next MICHIGAN TRADESMAN stocking. You ~ see,” Mr. Comstock used to add, “we did not know as much about making chairs then as we do now, and, besides, I had bought some bad glue.” Bedsteads and: tables were made here in 1834, or even earlier, and it seems likely that chairs were also made. A year later than this William Haldane used a foot-lathe for mak- ing furniture, and that was the first “power” machine ever used here to assist in the turning out of furniture. Next William T. Powers used the power of the East Side canal, his shop being north of Michigan avenue, on the race bank. Along about ’53 steam was introduced by Mr. Haldane. It is quite probable that chairs were made in Grand Rapids thirty years before the one which figured in the Republican National conven- tion at Chicago was produced. Eighty years ago William Haldane had a fur- niture shop where the Weston build- ing stands, on Canal street, next to where the new million dollar hotel is to go up. You can’t make it look as if the first Michigan chair was made in 1860 if you go back to the old records. In the days when Mr. Haldane made furniture on Canal street he lived on “Prospect Hill,’ where the Michigan Trust Company’s building is now. One of the sights in the middle 30’s was a bedstead he had made with common carpenter tools. When one considers that this furni- ture shop and this furniture maker’s home stogd within a stone’s throw of the future location of the great furni- ture exposition buildings, and _ that only about three-quarters of a cen- tury ago, it looks as if Grand Rapids had been “going some.” In the very early 40’s there were numerous furniture makers in the town, for the need was great and the material ready at hand. Furniture which came in “from the outside” had to be “hauled” behind ox teams from Detroit, so the skillful went to work with saw and axe to furnish their own homes, and when they had com- pleted their tasks they made _ bed- steads, tables and chairs for their neighbors. William Widdicomb work- ed for “Deacon” Haldane in the early days. Away back there Archibald Salmon had a “cabinet” shop on Prospect Hill, not far from the Haldane place, Samuel Butler made bedsteads where the Bridge Street House is now, and Abram Snively made furniture on Monroe street at the corner of Ionia, “where the Morton House is. Perhaps some one who knows about furniture in this city in the 60’s will recall the chair referred to. It is more than probable that men now living here attended the Chicago convention in 1860, and some of them may know about the chair made out of a log of wood. That convention was the first to re- solve itself into an insane asylum when the names of the candidates were named. The hooters for Wil- liam H. Seward made quite a racket when the New York man was nomi- nated, but, behind the noise and the enthusiasm for Seward, stood the grim figure of Horace Greeley,. at that time as powerful in politics as any entire state delegation, and Hor- ace wasn’t throwing any bouquets at William. -You see, Horace was only a “cheap” editor, and William H. Se- ward and Thurlow Weed had, as Greeley claimed, been throwing the hooks into him whenever he wanted enough out of.the pork barrel to pay for his white paper. There had been some hot spondence between the Greeley had announced that some of their schemes and plans known _ to him would “make mighty interesting reading.” So Greeley went to Chica- go to hand Seward’s aspiration a jolt that would remind him of the power of the press. So the enthusiasm was not all for Seward when New York yelled. Greeley was for Bates. But when the time came to nom- inate Lincoln, Illinois and Indiana had the cards stacked. Taking warn- ing from previous yellings, they had gone out into the highways and al- leys of Chicago and picked up all the lusty-lunged fellows they could find, and had packed the convention hall —the old “Wigwam’”—with them. And they had artillery outside, too, and a man to signal from the roof of the ‘Wigwam,’ and what those Western men didn’t know about making a noise wasn’t to be learned. They made the thunders of Niagara sound like the whisper of a violet petal in still air. corre- That was the beginning of the noisy conventions. When Blaine was nominated the delegates and their guests yelled for an hour or more, but when the chairman of the Ohio delegation arose at Chicago in 1869 and changed four votes from Chase to Lincoln the whole city went mad. That gave “Honest Abe” the nomina- tion, with a vote and a half to spare. ~ It would be interesting to know what took place in Chicago the night before that final vote. It would be instructive to kfow just what the angry, pale-faced delegates from New York thought of Greeley, the worm which had turned. The boys in those old days knew how to make bargains! And there must have been a Special Providence on the job when the bar- gains which nominated Lincoln were made. The “Lincoln chair” now belongs to some Chicago collection, that of Alderman Gunther, it is stated. It is as rugged, as steadfast, as strong, as the man it is called for, but never as durable as his memory. Nothing can ever outlast the memory of the splen- did man who stood at the helm of state all through the War of the Re- bellion and died when his wisdom was needed most. Alfred B. Tozer. — Innocent. Rastus—What yo’ tink is de mat- tah wif me, doctah? Doctor—Oh, nothing but the chick- enpox, I guess. Rastus (getting nervous)—I ’clare on mah honah, doctor, I ain’t been nowhar I could ketch dat! 2.2 —____ The fire of genius is often unable to make the pot boil. three, and February 7, 1912 Office Boy Wins His Way to Top. The possibilities in Wall street for an ambitious youth were illustrated when Kuhn, Loeb & Co. announced that Jerome J. Hanauer, who twenty years ago entered the employ of the house as an office boy, had been ad- mitted to membership. Mr. Hanauer, who is 36 years old, is considered one of the best inform- ed of the younger bankers in the street. He was 16 years old when he began work for the firm on his graduation from the College of the City of New York, and since then has worked in every department of the great banking house of which he is now one of the proprietors. “T don’t know that there is much to be said about me,” said Mr. Ha- nauer, “except that I came here as an office boy fresh from college and have been here ever since, working in every branch of the.business at one time or another. I think that is all.” “Are you married, Mr. Hanauer?” “Oh, yes; twelve years.” “Then you don’t agree with Kip- ling that ‘He travels farthest who travels alone?’” “Indeed not. Much of my _ suc- cess is due to being married. The young man who is fortunate in his family affairs is to be congratulated, and I have been blessed in that re- spect. A family man is more apt to go ahead than one who is not. He has something to work for, something to keep him at home nights, and the man who is at home nights is more likely to do the best work. One can not be around all night and do good work the next day.” “Mr. Hanauer, what do you think of the possibilities in Wall street for a young man?” “There is more room at the top than at the bottom. By that I mean the lower grades are congested. Un- less a man is fortunate enough to be- come a member of an established firm it is hard work for him to get ahead, owing to the immense capitaland time required. The chances for great suc- cess are here, but there are more chances in mercantile life. By that I mean that in mercantile life there are more chances for more men to make moderate successes than there are here.” “If a boy were to ask your advice regarding the best course to pursue to win success in Wall street what would you tell him?” : “T’d tell him—and this advice ap- plies wherever he goes to work: ‘Do whatever you are told and do it to the best of your ability; don’t growl because somebody else does not have to work as hard as you do or gets a dollar or two more a week; stay in one place and don’t keep changing, and, above all things, don’t watch the clock.” —_———_2-- What has become of the old fash- ioned man whose word was as good as his bond? —_— o-oo A fool tells what he is going to do, but a wise man points to what he has done. SEER cine aati came A man isn’t necessarily harmless be- cause he doesn’t mean any harm, February 7, 1912 MICHIGAN TRADESMAN 21 A Confession ; I am the oldest criminal in history. I have acted in my present capacity for many, many years. | I have been trusted with millions of dollars. I have lost a great deal of this money. I have constantly held temptation before those who have come in contact with me. I have placed a burden upon the strong, and _ broken down the weak. I have caused the downfall of many honest and ambitious young people. I have ruined many business men who deserved success. I have betrayed the trust of those who have depended upon me. I want to be discarded for something that will 4 protect and benefit all those who handle money. I am a failure. I Am the Open Cash Drawer. MICHIGAN TRADESMAN February 7, 1912 CHAN UE aul Z (Aunt Lcd SI yt whee (Ta 4 DRY GOODS, CY GOODS» NOTIONS a : \ S24 = = 2 B = < = \ = { i eS = > ( Ei x cS a = PRL p Do Not Mince Matters When Cut- ting Prices. Written for the Tradesman. When you cut a price do it with the right kind of a tool. Use an ax and not a penknife. Don’t just whit- tle the price a little—make a deci- sive cut—one that will make the old- est and most eagle-eyed bargain hunter of them all sit up and take notice. Here is a piece of dollar dress eoods that is not moving as_ it should. The overcautious dealer, the one who does not understand that price cutting, when done at all, should be marked and conspicuous, will say: “We'll try that at 95 cents for a while.” It might just as well be left at $1. Ninety cents may not be much better. If any cut is desirable, probably it is best not to stop short of 79 cents. If it is a real sticker and hanger, go to 69 or even 59 cents. With an article at regular price, there are, or should be, several points of appeal. Beauty, fitness, style, serviceableness, and the like. If in buying an especially good value has been secured—and a shrewd buyer aims to secure as many especially good values as possible—then price may be a strong. element of appeal even when the regular profit is being made. A corset made to sell at $1 which embodies the main features of excellence of those which usually retail at $1.25 or more, will in the nature of things be an extra good seller. It will be the same with an unusually pretty hand- kerchief at 25 cents. These uncom- mon values in articles desirable in other respects besides price may be counted as among the very best and most effective means of building up and holding trade. _But when you make a mark down from a price first established, it is made, generally speaking, because, for ‘some reason or other, the article will not move at the price first made. The article has not taken. It has one or more features of undesirability. Now the cut in price to be effective must be decisive enough to make price the main element of appeal.The price must be made low enough to offset—to somewhat more than off- set—all the features of undesirabili- ty. If the goods in question are out of style, faded, shelfworn or dam- aged in any other way, then the price must be made very low indeed—it may be just a pure and simple case of getting what little you can out of such wares. Novelties should be marked down before they become passe. Here are a lot of women’s belts, we will say, margin of in the height of fashion now, but so extreme in style that demand for them may be deader than a door nail inside of two months. Wouldn't it be a good idea to clean up on them right away? A novelty that is out of date is the poorest of all dead stock. A quarter off sale or any other horizontal reduction of prices is not to be recommended. If it is run on an entire stock the sure result is a speedy lowering of all the best value goods in the store with no proper return in profits and without any corresponding diminution in slow moving items and stickers and hangers. The impression that re- sults from such a sale is that you are obliged to make a sacrifice in order to meet your bills, and that can not be called valuable advertising. If run on a part of a stock, such goods as need to be sold before the end of a season, a quarter off sale is not subject to so many objections, but still it is better that the reduction in prices shall be differentiated ac- cording to the requirements of each particular item. Puting out some goods as leaders with little or no profit, even perhaps a little loss, may be useful and ef- fective as advertising. It may be well to buy some goods with that very idea in mind. But cutting on staples is hardly to be recommended. Everyone knows that prints that cost 5 cents per yard can not be sold for 3 cents unless the policy is adopted of making up the loss by undue prof- its on other goods. Besides, cutting on staples demoralizes trade and en- genders unfair and bitter competi- tion. When a marked cut in price has been made, as, for instance, a piece of $1 dress goods cut to 69 cents, display the bargain conspicuously and offer it ungrudgingly. It is bad form to speak mournfully of the _ loss which so deep a cut entails. Tell a customer frankly why any bargain is being sold at sucha price, and put up the goods on which you are losing 10 or 15 cents per yard with as glad a smile as though you were making the usual profit. Make your custom- ers feel that you want them to bene- fit by these extraordinary values you are offering. The good advertising you will get out of it will be your compensation. Never do so foolish and dishonor- able a thing as to inflate a price be- fore marking it down. You will be found out if you do. Every bargain, so called, must be a real bargain if you would hold the confidence of your customers. A _ pseudo-bargain, something offered as an extra value which is no better than regular, only hurts your store. In a retail store, every change in price must be downward—never up- ward. This rule has come to be re- garded as so fundamental that it is rarely disregarded. A story is told that during the Civil War a certain thrifty shoe dealer kept marking up his goods as prices advanced until he had figures clear across the end of each box and was running them around on to the side like an “ascend- ing series” in arithmetical progres- sion in the problem in the old arith- metics. This may have done in the strenuous days of the Rebellion but it will not answer now. In marking down an article do not fall into the mistake of making a “descending series” of slight reduc- tions. Cut it to a moving figure the first jump. Fabrix. —_~2 2 >. Organization is the modern policy in all things. The organized man is a power, he moves shoulder to shoul- der with his brother; the unorganized man is merely a part of a mob, with no chart or compass to guide him. —_—_—_~o s+» Think big, talk little, laugh easily, look much, work hard, give freely, pay cash and be kind if you want to be on the road to success. ——— Some men are like typewriter rib- bons. They give out only what is pounded into them. ——_s-2. 2 - Many a man’s success is due to his ability to use the other men’s brains. Does the Name Sound Good to You? HALLMARK SHIRTS —the title of the latest “hit” in shirtdom. We absolutely never saw such quality, such style, such class at the price, and Don't buy your spring shirts until you have seen the HALLMARK. neither did you. We also show splendid values to retail at 50 cents. Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. local retail stores. repeat. repeat. to fit without a seam. of Burson Hose. Burson Hose The Burson Brand Fashioned - Hose are sold only through They sell readily — and Are well-known, advertised. Pay a good profit — and And are the only hose knit These are five reasons why you should carry a full line Of all jobbers—no mail order houses BURSON KNITTING CO. ROCKFORD, ILL. cds / WIDENED LEG Ae sN Tia THE OTHER beth a tee tok SS oa a te tog 7 ee sa a or ae oo aR ra ee akan February 7, 1912 BE BOTH. BUSY AND HAPPY. Throw Yourself Into Your Business With Zest. Written for the Tradesman. I have in mind two young men nearly the same age. One of them is a skilled workman, the member of a local trade union, and a bright, ca- pable young man. The other young fellow is at the head of an important department of one of our big manu- facturing concerns, In some ways these young men are similar; in other ways they are as wide as the poles asunder. Both are young. Both are intelligent and ca- pable. And I should judge they re- ceive substantially the same for their services. Both have families, provide well for their families and find an occasional opportunity to interpolate their work-a-day tasks with a little recreative breathing spell. Both of them read a few good books; and both are representative of the higher types of American citizenship. But there the similarities end. One is decidedly unhappy; while the other is contented with his lot. By an accident that happened no later than vesterday the vast differ- ence in mental attitude of these two men was impressed upon me. One of our respected citizens had died; and those of us who knew and loved him had gone to pay that last sad “tribute of respect and love” to his memory. The officiating clergyman had read the beautiful service, and the sweet- voiced soprano had finished a beauti- ful hymn. And now, in the quiet, se- rious moment following the singing, the young trades unionist arose, and began a beautiful and touching eu- logy. He has a deep rich voice and very pleasing. presence; and upon this oc- casion he was never happier in his powers: of self-expression. His dic- chaste and beautiful, and his manner impressive to a degree. He told of the unselfishness of our departed friend: of his loyalty to his family, his work and his union; and then, at the close of his eulogy, he said: “But, friends, believe me, this good man died before his time; and in his death I read a solemn and significant indictment against the social order of which he was a victim. He was too good, too generous, to cope with the cruel system which crushed him, and ended his life before he had lived out the measure of his days. “For others he worked, and to oth- ers went the rewards of his labors. The hard, nerve-wracking, life- depleting efforts which he needs must make in order to get the little that he required proved too much for the frail body; and here it lies, cold and still in death—but still a silent, po- tent protest against man’s inhumanity to man. It is the cursed system in which we are hopelessly and helpless- ly involved that makes rivals and masters and slaves of us, so that ‘the strong do not bear the infirmities of the weak.’”’ Contrast with this attitude the spir- it of the young man. He is in love tion was long, MICHIGAN TRADESMAN with his work; yet he works for oth- ers. He is ambitious, to be sure; yet, for the present, satisfied with the sal- ary he now receives. that the outlook is promising. His hours are quite as long—perhaps ac- tually longer—than the hours of the young trades unionist. But he goes about his work with gladness of heart. He is resilient and Tesultful and optimistic. Is he too sanguine? Does he fail to see hard, unjust, enslaving condi- tions that exist in the world about him? Is he blinded by the limited measure of success that he enjoys to untoward conditions which preclude success for countless young men less happily endowed and circumstanced than himself? In other words, is his faith and optimism and hopefulness unwarranted? On the other hand is the young trades unionist too severe in his arraignment of the existing or- der of things? Has he acquired some- how an unfortunate bias? Which of these two young men has the correct mental attitude? Since they are dia- metrically opposed they can not both be right. Louder and more ominous becomes the voice of protest which is lifted up against the existing order of things: namely, the competitive sys- tem which now obtains in the realms of industrialism and commercialsm. Is the competitive basis fundamen- tally wrong and pernicious and hurt- ful? So it is claimed; and not with- out some arguments that are hard to down. On the contrary, can we main- tain the integrity of initiative on a purely co-operative. basis? Is _ there not within us, from the least to the greatest, the disposition to conserve our energies and get along with the maximum of effort consistent with life, liberty and the pursuit of happi- ness? If we were all sure of a place at a common board, would each of us get out and do his pro rata share of the necessary hustling prior to the meal? Has it not been said from of old that the average man is as lazy as his circumstances will permit? On the other hand capital is often cruel. And the disposition to crush and squeeze and grind is not the base- less charge of a disordered intellect. There is, God knows, enough cruelty and avarice and brutality in the world; and some of the hours that some of the social members have to work are long, hard hours, and the pay there- of pitifully small. These are stubborn facts. And labor has had to fight for its rights, just as capital has had to fight for its rights. The “titled gen- tility” of old used not to recognize capital any more than it did labor And everywhere it’s been a fight. Civilization has progressed only through conflicts. And victories have been won by men who were willing to pay the price. They have given themselves as willing sacrifices. Four- teen men laid down their lives in the construction of a bridge that would save the homeward-bound throngs ten minutes between a suburb and the metropolis. And how many _ con- cerns that you know of have gone to the wall fighting for a principle? And maybe to-day you and I thrive And he believes_ because that principle has been pop- ularized and extended everywhere. And some of the principles in mer- chandising were almost unheard of in days gone by. If anybody had suggested them he would have been branded as a dreamer. But, say, these victories that have been won, for your sake and mine: who won them? Enthusiasts, who, in their day, were considered visionary. People said of them, “They are ex- tremists; and the things that they would foist upon us can never work.” After all, doesn’t it take an enthusiast to get a hearing on a radical propo- sition? Is it his shifting from the competi- tive to the co-operative basis a thing impossible? I must confess I hardly feel qualified to venture an opinion. It is radical—and there are difficulties which I do not now see how we can obviate; keeping him a real producer after you have removed what seems to me the real incentive to work. But maybe that can be done. However, we have already some recognition of the co-operative spirit. Many producers are big enough to see their own continued prosperity is wrapped up in the happiness and well- being of the men whom they em- ploy. Therefore they make easier and more prosperous the pathway of those who serve them. Shorter hours and more pay; opportunities for self-im- provement on the part of the work- men; free rides, playgrounds, libraries and what not. All of these things were unheard of in the olden days. More and more, if I understand at all the trend of affairs, these condi- tions will be improved. Labor and capital must work together in the creation of wealth; and there must be ultimate justice in its distribution. But I can see no prophecy of a Uto- pian era wherein work shall be ap- proximately eliminated. It is a privi- lege and a blessing, this thing of work. And a man can nof, for ob- vious reasons, do resultful work un- der protest. By all means fall in love with the job. Whether the task be important or humble, a man owes it to himself to throw himself into it with zest. And, finally, the whole life is colored by the attitude. There- fore let those of us who are not quite sure that we possess a prophetic man- tle, be both as busy and as happy as we can. In the meantime better days are coming. Frank Fenwick. ——__e++—___ Life from Dead Material. Evidence that living plants or an- imals are still being produced from lifeless materials is offered by a British scientist. In experiments de- scribed at the Royal Institution, the serillized inorganic fluids with many precautions, heating for five to twen- ty minutes as high as 175 degrees C., although bacteria are destroyed at 55 degrees. The fluid seemed un- changed after six or seven months. Its sediment, however, was found to contain microscopic organisms, and these were proven to be living by their great growth in a few days in an incubator. 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 for Men Chicago [ean Gonce Gaus eases MICK We are manufacturers of Trimmed and Untrimmed Hats For Ladies. Misses and Children Corl, Knott & Co., Ltd. 20, 22, 24, 26 N. Division St. Grand Rapids, Mich. Hosiery Talk Don’t pay big hos- iery-prices for beauty and long wear. Get Ipswich Hosiery and you are sure of high quality at a low price. Behind it is nearly fifty years’ experience at good stocking-making, that has given Ipswich quality a reputation all over the country. Millions of pairs of Ipswich stock- ings are knit and sold every year; and the large output has made possible the exceptionally low price. 12%c to 25c a pair for men, women, and children Come and ask for Ipswich Hosiery. We show the best sellers of the popular Ipswich line. We also have numerous other good brands such as Bearskin, Rellim Made, Burson, Columbia, Knicker- bocker, Indestructible, Veristrong, etc. The first consideration in selecting our lines is quality. The prices we ask are right and we will prove it if that next order is placed with us. Grand Rapids Dry Goods Co. Exclusively Wholesale Grand Rapids, Michigan 24 “MICHIGAN TRADESMAN February 7, 1912 ON BUSINESS PRINCIPLES. Upbuilding the Material Welfare of Michigan.* Your chairman has referred to the recent hearing at Lansing in con- nection with the corporate excess tax proposal. I did not think that I would discuss with you to-night par- ticularly the tentative proposition of that Commission in its effort to im- prove the tax system of Michigan by levying upon the most conspicuous wealth in Michigan a higher tax than that levied upon anyone else. We have lately assumed that whatever the proposals of that Commission would be, they would not at once entirely uproot our present method of raising public funds. But out of that hearing did come a suggestion of a broader question and one much more deserving of your careful thought. There were gathered together to discuss the question of raising pub- lic funds before the Commission of Enquiry something like 600 responsi- ble business men of Michigan, who came there alarmed at the proposal to levy tribute upon their efforts. I think it occurred to everyone of them before they left Lansing that they would have done better if they had arrived in Lansing prepared to dis- cuss the problem of whether or not the management of the great cor- poration, the State of needed, if it performed its function with efficiency, the enormous sums of money that corporation annually disburses. In reality this great mu- nicipal corporation is no _ different from any other, except that it is not operated to give a pecuniary profit to its stockholders, but it ought to be operated to enable those stockhold- ers to earn a pecuniary profit upon their private enterprise. In other words, it discharges its function best when it so efficiently regulates its citizens that they can, in the dis- charge of their private duties, earn a fair livelihood. So far as income and outgo is concerned, therefore, it is no different from a private cor- poration. The private corporation makes its budget and maps out its policy and squares its season’s ex- penses with its season’s business. I propose to discuss with you to-night the question of how much better it would be if the business men of Michigan went to Lansing determin- ed to discover whether or not the funds of the State were economically and efficiently expended, and deter- mine to have a State government that would apply the simple rules of or- dinary business to the management of its affairs; and I propose to you, as the subject of these remarks, and as the very appropriate watchwords of every citizen of Michigan, Effi- cient Economy, and Helpful Regula- tion. I am not here to discuss the ad- visability of parsimony in State man- agement, nor do I intend to propose to you the application to State af- fairs of the principles of scientific management, although I do appre- *Address by Hal H, Smith, of Detroit, before Flint Board of Trade. Michigan. hend that if only the first principles of scientific management were ap- plied to our State institutions, a most extraordinary revolution would re- sult. It will surprise you, I think, if you will try to answer to me the question as to whether or not in your memory any governor or other official of Michigan to your knowledge ever tried to find out just what the man- agement of the State cost, and just what we do get for the money we disburse. Do you recall ever having heard from the lips of any executive officer of this State a clear and con- cise statement of the business com- mitted to his care? I mean by this to enquire not only whether you ever heard him give to you a financial statement in which he demonstrated what the business of Michigan cost, but also what this great corporation does and does not do for its mem- bers. I do not mean by that to im- ply any criticism against anyone who is now or at any time has been in control of the political destinies of this State, for if he had given to you such a statement I do not know that there does now exist or has ever ex- isted in the United States of Amer- ica a similar statement of the busi- ness of any other such corporation with which you could compare the condition of the Michigan corpora- tion and discover whether or not your manager was as efficient as the manager of some other common- wealth. And yet as you think of it, it would seem to you as men identi- fied with business affairs that you as citizens are entitled to a financial statement and “a business statement of the great enterprise that is run under the name of the Common- wealth of Michigan. It is no greater an enterprise than exists under pri- vate management in this United States. The total value of its prop- erty, aggregating $3,000,282,000, is unquestionably exceeded by more than one gigantic industrial enter- prise. Its functions when analyzed are not complicated. It has under- taken to care for the criminal, the insane and the delinquent. It has undertaken to inspect and regulate its banks and insurance companies. It has agreed to educate its children. It owns a- public domain which it has undertaken to dispose of and use the funds for public good. It possesses a multitude of franchises which it is supposed to sell as much to assist the ingenuity and enterprise of its citizens as to raise a public fund. Its tasks are close to the people. It is not concerned in great national pol- icies, except as it is a miniature of the Federal Government; and in ev- ery department it ought, if it devotes itself with the same intensity of pur- pose, to take better care of its citi- zens than the Federal Government, distant a thousand miles, could pro- tect those same individuals. In the discharge of those duties it employs a multitude of people. It manages great State institutions. It supervises and cares for and markets great areas of land, and it regulates all manner of enterprises, from its banks to all the variety of its cor- porations. It is in this management that we as business men ought to be continually concerned, because by our fiscal system these employes of our corporation disburse their ex- penses and the expenses of our busi- ness, and then ask us that out of the taxes their disbursements be paid. Before taxation, therefore, comes expenditure. Before the incomes the outgo. And the most efficient correction of a bad tax system would be more economy in our dis- bursements. No one ought without full consideration to challenge the economical efficiency of a State gov- ernment. I am only here to make some enquiries, and, as I said, to sug- gest that the business men of Mich- igan repeat such enquiries as these with so unanimous a voice that if there be and extrava- gance in the administration of pub- lic affairs, it can be cured. For in- stance, do the officers and directors of this corporation secure from their employes in the capitol at Lansing and throughout our State institutions the same efficient service that you expect to obtain from the employes in your manufacturing establish- ments? That question I think has al- ready been answered on the moment by every one of you. inefficiency But, seriously, is there any reason why in the management of a munici- pal corporation there should not be found the same efficiency as in a pri- vate corporation? Why is it that the employe of the public corpora- tion is notorious for his ability to shirk? Is it not possible to find ex- ecutive officers who would demand from the employes of the State the same loyal hard labor they expect and receive in a success- ful manufacturing establishment of Michigan? Is may be that the State does receive those services. What ! wish to suggest is that the citizens of Michigan enquire and determine whether or not that be the fact. I am not proposing a new fiscal scheme for the State government, but I am enquiring whether various departments of our government are would maintained not as I said on the prin- ciples of scientific management, but on the principles of ordinary pres- Why, for ‘instance, is it necessary for the State ent business management. of Michigan year by year to spend upon the collection of back taxes $50,000 or $60,000 more than they collect? I’ suspect that the ordinary corporation would charge such debts to profit and loss rather than by an accumulation of interest and system to steadily increase the loss ratio each year. The State of Michigan on June 30, 1909, had charged against the State taxes asa loss, $1,042.000, and in that year had expended $60,000 more than they had_ received from their tax collections. The stock- holders of a corporation that contin- ues an expenditure like this for a se- ries of years as. this has been con- tinued ought to know why such a system is maintained. During the preceding year State tax lands were offered for sale to the amount of $1,471,000, and there was received from the sale of these lands the sum of $15,661. What would oc- cur, do you think, if instead of this great quantity of land delinquent for taxes being offered at public sale, with none of the public present, bid off in many instances to well inform- 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 Buck wheat any to offer. We are in the market for 20,000 bushels of new buckwheat and can use in car lots or bag lots. fail to write or phone if you have Highest price paid at all times. Don’t Watson-Higgins Milling Co. Grand Rapids, Mich. a - - a February 7, 1912 ed insiders, what would occur if-the State, like any corporation, main- tained an efficient sales force to dis- pose of its public property? What would occur again if instead of a variety of. boards governing our asylums, composed of reputable busi- ness men devoting a day a month to the handling of these great institu- tions, an efficient business manager was able to control these institutions from a central office, co-ordinate their expenses, correlate all their business? It might be possible that such a manager would be able to reduce the expenses of the mainten- ance of those institutions, which in the year 1909, and I think that is a sample year, cost the State of Michi- gan $25 more per inmate than the like institutions cost in the State of Indiana, our neighbor, which has within 100,000 of our population, and owns within its borders property closely approximating the three bil- lion we have in Michigan. What would happen again if a busi- ness manager could be found who would handle our penal institutions so that the cost of their maintenance would not be $29 more than it is in Indiana, which was the difference in the year 1909. It might be possible that in the management of these in- stitutions successful business men could be induced to devote their services, while wardens and _ physi- cians cared for the physical and men- tal and moral welfare of the in- mates, it might be possible that these institutions would come much nearer being self-sustaining. What would happen Michigan if the executive of the State gathered together with his State officials the heads of these in- stitutions, and after a consideration of- their needs and their wants sat down and figured in his budget what again in he, as the responsible executive of the estate, had determined they should have, and notified them and their boards that if they induced the Legislature or used any additional funds over what he had set down for them, their places would all be vacant. No more ridiculous method of arranging the public. disburse- ments could be conceived than that which gives opportunity for the log rolling of the institutional head be- fore the committees of the Legisla- ture who each year enroll in. their ranks at least a majority of men without any knowledge whatever of the business of public management and of the needs of public institu- tions? What would happen again if the Legislature could be assisted to an early conclusion of its deliberations by an efficient department to prepare the measures that were to be passed, and to furnish as far as it was pos- sible’ information and __ intelligent thought upon all the subjects of leg- islative action? These are only a few of the sug- gestions that will come at once to any of you if you would devote an hour of serious thought to the ques- tion of public management of this great corporation. It is unfortunate that the public life of a State like MICHIGAN Michigan is so arranged that the best official is uniformly engaged in devising schemes to shift the burden from one class to another, to ame- liorate the conditions of this or that class of the people, and to convince the body politic that he and _ his friends should be maintained in pow- er. It seems not to have occurred to these officials, or if it has it has been early dismissed, that it might © be that some day the business sense of the public would so be roused that they would applaud an economi- cal and efficient business manager of their great corporation more than the -clever platform orator or political organizer. I said that I came to suggest, first, economical efficiency, and second, a helpful regulation. There never was a time in the history of the country when there was a greater appeal to every government, federal, state or city, for efficient help to the private citizen. The Federal Government has been the first to appreciate this phase of its duty. “As we look back upon its long history we are gain struck with admiration for the wise men who framed the constitution. One of these in that immortal series of papers which outlined the princi- ples upon which the Government must rest, used these words: That government as between the state and the nation will be the most popular with the people which serves the people best. And to-day the Federal Government seems to have realized that if it maintain its popularity with the citizens of the state it must dem- onstrate its greater efficiency; andin every department of the governmen- tal function it is demonstrating its ereater efficiency. In the adminis- tration of justice, its courts and its prosecutors are the terrors of the wrong-doers. No great litigation is settled, if it can be settled, in the State courts. The dignity and the integrity of the Federal tribunals have never been challenged with the slightest In the prosecution of the criminal the long arm of the Government prosecutor reaches into the remotest hamlet, and the jailors of the Federal Gov- ernment strike terror into the heart of every malefactor. No one makes sport of the show of success. Federal grand jury or the Federal jury, although they be made up of the same men who yes- terday sat in the recorder’s or the justice’s court. In the most intimate affairs of life, like the regulation of foods, the promotion of agriculture, the development of the mining indus- try, the investigation of scientific problems, the care of public lands, in all of these departments the Federal Government is known as efficient and thorough. And yet in hardly one of these has there not been the same opportunity for State administration. Michigan has a pure food law. Mich- igan has or should have its forest re- serves. Michigan has its State de- partment of justice. Michigan has its geological survey, its health de- partment, its department of mines, and yet have you ever heard that in any of these activities of your serv- ants or the results of their work knit together in TRADESMAN they have at all matched the efforts and results secured by Federal em- ployes? The new nationalism is a popular phrase, and so closely is the country commercial enter- prise that it seems inevitable that Federal regulation and incorporation should be brought about. But in the intimate functions of our govern- ment that closely concern our daily life, there is no just reason why the government of the State of Michigan should not excel in its administration the Federal Government. It ought to be true that the government of the State of Michigan holds an office that is higher than that held by any man sent from Michigan to repre- sent its citizens in the halls of Con- gress. This does not mean a divided loyalty. .It does not mean treason to the General Government. But it does mean that here within Michigan there are public matters that concern every citizen, that should be so ad- ministered and managed by our own State authorities that we could di- vide the patriotism and the loyalty, and give to our own State its full share. If it were possible to organize the business of Michigan upon the prin- ciple of helpful regulation, this con- dition could be brought about. And why is that not possible? Only slightly have we begun to appreci- ate it to any degree. The _ experi- ment of the department of immigra- tion; efficiently managed by Mr. Car- ton, ought to demonstrate that there is a field for the government of the State in its effort to bring into Mich- igan new citizens to help us bear the burdens of this Commonwealth. As you preach throughout the entire world the desirability of a residence here, should it not be possible to carry the news everywhere that Michigan manufactures a variety of products excelling those of any state in the Union, products that should be sold in all the markets of the world. The Federal maintains in every port a consular officer to advertise the wares of the United States. Why should not the State of Michigan in some way at- tempt to bring to the notice of the world the fact that the goods made in Michigan could travel everywhere in the universe? In our State gov- ernment we maintain a labor depart- ment, designed under the law to reg- ulate employers of labor, and to pun- ish them if they violate those provi- sions. { do not remember that that department has ever been convicted of any strenuous endeavor to help the employer as well as to regulate him. It can convict him to-day of not protecting a machine. Why would it not be possible for it to teach him and help him protect that machine? It can convict him to-day of employing his labor more than a certain number of hours. Would it be possible for it to help him secure from his labor the efficiency for which he pays? It maintains to-day employment offices in many of the cities. Would it not be possible without a violation of the Federal law for it to secure in the markets Government 25 of the world the labor that Michigan ingenuity can use to the best advan- tage? The State of sale innumerable franchises for cor- porations. The State department concerns itself with collecting the fees and requiring reports from these corporations. I have never known whether or not the fees received from these corporations exceeded the cost of maintaining the bureau to collect them. I assume that they do; but would it not be possible for that same department to invite the attention of the enterprising citizen in other states to the benefits of in- corporation in Michigan, if those benefits do exist, and to strive to bring to Michigan, instead of to drive out of Michigan, the enterpris- ing citizen who wishes to operate under a corporate form. These are but a few that, as I said when discussing the expenses of our State, would come to any one of you if an hour's thought Michigan has_ for suggestions Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. TR AG Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., _Grand Rapids, Mich. Just as Sure as the Sun acne “= RESCENT | Weer: NE CSMUE SM eRe ma hites This is the reason why this brand of flour wins success for every dealer who recommends im Not only can you hold the old customers in line, but you can add new trade with Crescent Fiour as the opening wedge. The quality is splendid, it 's always uniform, and each pur- chaser is protected by that iron clad guarantee of absolute satis- je anlee Make Crescent Flour one of your trade pullers—recommend it to your discriminating cus- soy ete Voigt Milling ‘Ory Grand Rapids Oa 26 MICHIGAN TRADESMAN February 7, 1912 be devoted Some citizens of Michigan take pride to public management. in stamping upon the goods they manufacture, “Made in Grand Rap- ids” or “Made in Detroit.” Is it a dream or an idle fancy that some day in Michigan will come a business manager who, somewhat like the Kaiser in Germany, will preach the doctrine that goods stamped, “Made in Michigan,” can travel around the world know for their integrity and their honesty and their worth, who some day shall make it possible that the name of Michigan can be known as a synonym of successful govern- mental, industrial enterprise, so that its flag can float, if not upon the waters of the world, at least upon the Great Lakes below the flag of the nation, demonstrating the pride of every Michigan citizen in Michi- gan achievement. So with the principle of efficient economy and the doctrine of helpful regulation, I come to preach Michi- gan patriotism. There is no other state than can in all its various ways appeal more to the loyalty of its citizens than this State. I know every citizen of any Commonwealth would say the same. But it is remarkable that here in Michigan have been combined more natural advantages than almost: anywhere in this United States. Great mines, great forests, tremendous water power, magnificent inland seas, arable lands, pine forests, salt beds, all have combined to give to the citizen of Michigan a more varied opportunity for industrial success than that of any other state in the Union, and the prodigality of nature in so showering all her bless- ings upon this State has been added to by the ingenuity of its citizens who, as if stimulated by the gifts that have been given them, have de- voted their ingenuity to the develop- ment of enterprises having no rela- tion whatever to Michigan resources, but which have nevertheless taken their place with the great enterprises of the world. The manufacture of pharmaceutical remedies, the manu- facture of stoves, the manufacture of automobiles, the manufacture of fur- niture, although perhaps first encour- aged by Michigan lumber, demon- strates that no matter what resourc- es nature gives, man’s ingenuity in the last analysis is the great creator of wealth. Industrial enterprise and success and wealth are the pride of every Michigan citizen. But the sentimental in Michigan, its history from the time the first voyageur paddled up the St. Law- rence to pass through the Straits and touch at Mackinac, with the strange story of the Mormons who settled at Manitou, the prosaic history of the Hollanders who sought an asylum on our western shores, down through the history of Michigan in the Civil War, a record not excelled by any other state in the Union, all this story interwoven with romance, punctuated by deeds of bravery, and containing in it not one blot to soil its pages, this should give to every citizen .the pride of patriotism; not the great patriotism that comes be- cause of our membership in the Union, but the lesser affection of the citizen for his home State. And if that State could demonstrate by ef- ficiency in the management of its af- fairs, by the lightening and not the shifting of its public burdens, by helpful care that it should extend to every citizen, that it is devoting its energies to the upbuilding of the ma- terial welfare of every inhabitant, that patriotism might some day be as dear to the citizen of Michigan as the affection he ought never to yield for the Federal Government. ———_>+2—__—_—_ What Some Michigan Cities Are Do- ing. Written for the Tradesman. Secretary Conger, of the Kalama- zoo Commercial Club, has been gath- ering information regarding the cel- ery crop of that city and he estimates the annual returns at $725,000. The shipments are over half a million box- es, or four million dozen bunches, per year. Reports from Jackson show that the smallpox epidemic is about whip- ped. Out of more than eighty cases not one has resulted fatally. The schools have reopened. Pt. Huron is hoping that the Michi- gan National Guard members will again pitch their tents there for the State camp. The date of the Taft Club banquet at Flint has been set for Feb. 15 and all the bright and shining lights of the party have been invited to at- tend. The Battle Creek Industrial Asso- ciation is furnishing local merchants, manufacturers and all others desiring them, with envelopes for use in busi- ness correspondence, on the backs of ‘which are printed many facts regard- ing the city’s advantages. Secretary Johnson, of the Association, conceiv- ed this clever advertising plan. Jackson makes the claim that its citizens own their own homes in greater proportion than in most other Jackson has nearly two mil- lion dollars invested in its seven build- ing associations, and the assets of these associations were increased by $409,394.86 last year. Industrial or vocational classes for both boys and girls have just been started in the public schools of Kala- mazoo. The courses cover two years and are intended for boys and girls who have finished the eighth grade and do not intend to go on with the high school grades. Wildcat peddlers and “fly-by-night” traders must steer clear of Battle Creek hereafter or the merchants there will make it hot for them. The Kalamazoo Commercial Club has secured data from thirty-two cit- ies throughout the United States re- garding convention halls, their cost, uses, etc. The information will be made use of by the convention Hall Committee of the Club in making its recommendations as to ways and means in providing such a building for Kalamazoo. Hartford will vote March 11 on a Proposition to issue bonds for $4,500 to secure the village water supply from springs on farms outside the cities. The granting of a fran- chise to a private lighting concern will also come up at this corporation. electric election. After investigating the subject thor- oughly the Kalamazoo Association of Stationary Engineers makes a report to the city Lighting Commission rec- ommending municipal! ownership of the lighting plant, with the sale by the city of light and power commer- cially. Manistee has no ordinance cover- ing the removal of snow from _ the sidewalks, so the Mayor has issued a proclamation on the subject, appeal- ing to the civic pride of citizens, and a just regard for the rights of others. A canning factory will be opened at Eau Claire this season by Godfrey & Son, a bonus of $1,500 having been raised by citizens. Reports from St. Joseph indicate that Graham & Morton’s new steam- er, the City of Grand Rapids, which is being built at Cleveland, will be com- pleted June 1. Battle Creek recently opened bids for the year’s supply of Portland ce- ment and there was disclosed a wide range of prices, the contract going to a concern operating near Gary, Ind., for $1.28. ment 20 per cent. cheaper than last year, which means.a saving to the municipality of more than $8,000. The Howard City Board of Trade has fifty-five members in good stand- ing. New officers for the year have been elected as follows: President, Chas. A. VanDenbergh; Vice-Presi- The city is buying its ce- ° dent, Fred Ashley; Secretary, J. B. Haskins; Treasurer, Albert O’Donald. Reed City has acquired a clear ti- tle at last to the veneer plant and is in shape to offer inducements to secure some good industry. ‘ The school savings system started at Houghton a year ago is proving a success. Deposits amounting to $1,200 have been made by 466 children. Prospects are bright for unusual ac- tivity in building operations at Che- boygan this year. Students of the Ishpeming high school are taking a course in brick laying and a small house complete in every detail is under construction in the basement of the manual training building. Almond Griffen. ~~. Hand Work. Doctor—I must forbid all brain work. : Poet — May I not write some verses? Doctor—Oh, certainly! —_—_—o-e-. Up to Date. “Have you a fireless cooker?” “No; but I’ve got a cookless fire.” oo The physiologists tell us that we have five senses, and yet some folks act as if they had none. ——_——_e-2- How easy it is to think you would head the list of philanthropists if you only had thé money! —_>-~-- Baseball players know more about diamonds than jewelers do about baseball. Barlow’s “Old Tyme” Graham Flour Sweet as a Nut Stone Ground bb JUDSON GROCER CO. Exclusive Distributors GRAND RAPIDS, MICH. Ae NIE Sere Winer + Fek Us 8 Speier aktgggp a ae e WnerEIs February 7, 1912 IN THE SOUTHLAND. Grand Rapids Boy First Citizen of Mobile. Mobile, Ala., Feb. 6—Many former residents of Grand Rapids and other cities of Michigan are living in this city. The most prominent is Greg- ory M. Luce, who left Grand Rapds two decades ago, determined to carve out a fortune and the fame that us- ually accompanies it in this State. Mr. Luce is largely engaged in the manufacture of lumber at Lucedale, forty miles distant. He is also the owner of one-third of the stock of the Bay Shore Export Company, ex- porters of pine lumber, delivering mainly to customers in Italy and South Africa. He is a director of one of the largest banks, managing director of the Battle House Hotel Co. and interested in other business enterprises. He holds important in- vestments in Grand Rapids and is President of the Luce Furniture Co. His wife was a daughter of Manley D. Howard, for many years an attor- ney and banker of Holland, Michi- gan. Mr. Luce and family live in a large and handsome mansion, located on Government street, amid the homes of the wealthy and the cultured. He is classed among the progressive of the city—the men who recognize the natural advantages of its location for the expansion of manufacturing and commerce. The old, lazy rich and indolent oppose progress or the de- velopment of the city. They would “let well enongh alone.” What they conceive to be “well enough” is very bad. It has no good features. The young men of the South are joining the progressives coming from the North in an effort to make Mobile a great, busy, clean and healthy city a delightful place for the home lover and the active business man. The job is a-tremendous one: I met Mr. and Mrs. Dahlheimer a day or two and learned much of the history of Mobile from them. Mrs. Dahlheimer was born and reared in the city of Detroit. Twenty years ago she married Mr. Dahlheimer, an English Jew, and after a short time spent in Cincinnati, moved to Chatta- nooga, where Mr. Dahlheimer open- ed a jewelry store. After spending four years in that city, Mr. Dahl- heimer and wife moved to Mobile. Mrs. Dahlheimer stated that when they came to Mobile the buildings devoted to were very old and suitable for the require- ments of the modern merchant. The windows and doors were of the or- dinary pattern found in ancient hous- es. Mr. Dahlheimer determined to have a show window. He could not secure a store for a longer period than two years and would not have been justified in an expenditure of the sum necessary for opening the walls of his store and constructing a permanent window. Calling a car- penter to his assistance, he con- structed a portable show window and -placed it on the walk in front of the store. It was filled with beautiful articles of jewelry and soon attract- ed a crowd that blocked the walk. A policeman entered the store and ago business not MICHIGAN TRADESMAN ordered Mr. Dahlheimer to remove the obstruction. He refused to do so. Soon after a note was received from the Superintendent of the Po- lice, ordering the removal of the window at once. Mr. Dahlheimer’s reply was an invitation to that offi- cial to proceed at once to a lake of burning brimstone, over the entrance to which in flaming letters, was post- ed the word “h—1.” The Superintend- ent called in person soon after and listened to Mr. Dahlheimer’s argu- ment, after which he departed, but the window remained. Mobile was founded 217 years ago. During its life the flags of Spain, France, England, the Confederacy and the United States have floated over it. Many of its buildings were erected more than a century ago, re- calling the history of the past. Be- tween these ancient structures many modern buildings, including several sky scrapers, have been erected, typi- fying the ages of the past and the present. Mrs. Dahlheimer discussed the social condition, especially in re- gard to the negroes of the city, as follows: “We are dependent upon the colored folks (spelled with two g’s) to perform menial service. We treat them as well as their natures will permit us to. The average negro is unappreciative, ungrateful and jealous of the lowly place in the life of the city he occupies. If a white man should do any work that the negro has been taught to believe is his to perform, he would despise the white man and rank him with the ‘po’r white trash.’ When a white man is so classed, the negro does not re- spect him, nor regard him as of any consequence. He would not consid- er it a crime to kill such a man. The negro has been taught to know his place and he must be made to keep it. He can not stand prosperity and is generally satisfied if he can earn a bare living. Of course, there are ex- ceptions to every rule, but in Ala- bama the white man must be, as he ever has been and ever will be, the superior race. There can be _ no equality.” Kooiman & Co., formerly of Grand Rapids, are engaged in laying cement sidewalks in this city. John B. Brittain, formerly the pro- prietor of the Clarendon Hotel and later of the Bridge Street House, in Grand Rapids, is engaged in the real estate business. Previous to two years ago he was the landlord of a hotel at Pensacola. W. G. Sheppard & Son, formerly. of Grand Rapids, have lived in Bir- mingham, Ala., during the past twen- _ ty-five years and enjoy great pros- perity. They were contractors and builders while residents of Grand Rapids. Among the structures erect- ed by the firm, upwards of thirty years ago, was a lage auditorium of wood, located on Lyon street, oppo- site Kent street. It was used by the State Saenger Bund, for a musical festival; for walking matches and other forms of amusement. The San- gerfest Committee was unable to pay the Sheppards for erecting the build- ing. One night, several years later, the building was consumed by fire. The Sheppard’s collected the insur- ance, amounting to $2,000 and de- parted for Birmingham, where they have since lived. The people of Mobile do not tear down the old churches. When they are no longer needed for religious purposes the steeples or domes are removed, the walls punctured to pro- vide for additional windows new floors are laid and _ partitions con- structed and, when completed, the structures are rented for offices. One of these buildings contains a great safety vault. Several down town churches in Grand Rapids might be adapted to the same purposes. Henry Ter Keurst, mel’s department store in this city. A brother also resides here. Both left Grand Rapids in search of health and found it here. Arthur S. White. _—_——-o-2. eo Invisible Airship Invented. Baron Adam Roenne, a well known air ship and naval engineer, has tak- en out a patent in England for an invisible airship. Invisibility is to be achieved by making the outer case or envelope of chromum, a metal pos- highly polished surface which will be permanently maintained by means of a covering of transpar- ent varnish. The outer cover will thus, to all intents, be converted in- to a mirror, and invisibility will be achieved by reflection. The Baron claims that there will be no recurring shade shown at the bottom of the sessing a formerly of ‘Grand Rapids, is a salesman in Ham- 27 keel, as it is proposed that the latter shall taper to a point. The airship will then always take the color of the -surrounding elements, and although larger than the biggest liner, will be invisible at any height above about 2,500 feet. will also be used for the engines. ——_+2-2——_ Intrinsic Light of Stars. M. Nordmann, of the Observatory of Paris, has made some interesting calculations of the intrinsic light of a number of stars, based on the re- sults he had previously attained in regard to their effective tempera- tures. The brightness of a star, as seen from the earth, does not de- pend wholly upon its size and dis- tance. Thus M. Nordmann finds that Sirius and Vega emit light the bright- ness of which is 6,000,000 candle pow- er per square centimeter, while at the other end of the scale the light of Aldebaran amounts to only 22,000 candle power per square centimeter. The intrinsic brightness of Vega is, according to this calculation, nineteen times that of the sun. If Vega were of the same size as Aldebaran and at the same distance from the earth, the former would appear to us over 200 times as bright as the latter. enters Wrecked. Magistrate—What! Do you mean to say your husband struck you, and he a physical wreck?” Mrs. Maloney—Yes, yer honor; but he’s been a physical wreck only since he struck me. Special silencing devices And 100% Pure ~ Alleaf Lard Packed by from Order from our nearest salesman or address Cudahy Brothers Co. Cudahy, Wis. Cudahy — Milwaukee Government Inspected Hogs The Best PEACOCK BRAN Mild Cured Ham and Bacon aan MICHIGAN TRADESMAN February 7, 1912 Cy =e, eo “SS3 Se | ee - Sse WOMANS WORLD ASIN »)} \ n Aunt Polly’s Views on the Allowance System. Written for the Tradesman. Clarence and Marjorie had been married two years when Aunt Polly came to visit them. Aunt Polly -is Marjorie’s mother’s oldest sister. Aunt Polly had announced her vis- it some days in advance by letter. This had given Marjorie time to clean things up, do some cooking, regulate the rooms—in short, to conceal in large degree the traces of her usual somewhat desultory and spasmodic housekeeping. Still she felt nervous and apprehensive. “T wish it was Aunt Jane or Aunt Miriam instead of Aunt Polly,” con- fided Marjorie to her bosom friend, Susie Hanford. “Aunt Polly is so uncompromising. And she sees rght through everything. When she looks at me it always seems as if an X ray of unusual power and magnitude had been turned on my mind and _ soul and she were inspecting my very thoughts. There is no use trying to conceal anything. “She does not say much, that is, in the way of general conversation, but she asks a good many questions and you feel like a witness that is under a heavy fire of cross examination. She is not at all a comfortable per- son to have in the house. I remem- ber just how it used to be when 1 was a girl at home. Aunt Polly came on a two-weeks’ visit every year. We girls always felt constrained and ill at ease in her presence. Here in my own house where I feel the respon- sibility of everything it is all the worse. I wish the visit were over and done with. Aunt Polly never has seen Clarence. I do hope he will measure up somewhere near to ‘her standard.” Aunt Polly came and with uncon- cerned assurance on her part and painful annoyance on the part of her young hostess the visit progressed. Shortly before she was to take her departure she turned the conversation upon the subject of household finan- ces. “Well, Marjorie,” she began, “your husband seems to be a very decent sort of chap—steady and industrious and I should think he has a pretty good head for making money. I do not see but you have married pretty well.” Marjorie felt greatly relieved. “Your housekeeping, if you keep it up all the time as good as it has been since I have been visiting you, does fairly well.’ Aunt Polly’s keen gray eyes looked full into Marjorie’s face. Marjorie flushed. “But how about your money matters? How’ much are you putting in the bank every year?” Marjorie breathed more easily. She felt on solid ground now. Alas, that she did not know shrewd old Aunt Polly’s ideas on the subject of family finances. “T do not know just how much Clarence is putting in the bank—he attends to all that—but he gives me an allowance to run the house and another for my clothes and personal expenditures and I always or nearly always keep within my allowances,” Marjorie replied with ‘some pride, “and I am sure that is all that is re- quired.” “How large is your allowance for running the house?” Marjorie named the amount. “And I have so much for my clothes,” she continued. “Pretty good allowances’ — mut- tered Aunt Polly. “Now how much do you | allow Clarence for his clothes and small expenses?’ "The keen gray eyes were full upon her. “Why Aunt Polly! What a ques- tion! Of course I don’t have any- thing to say about Clarence’s expens- es. I think he-~just uses whatever money he needs. I am sure he is not extravagant. I really think he is more saving than I am.” “If he’s saving at all he’s more saving than you are,’ said Aunt Polly sharply. “Those allowances of yours are altogether too large for you to be spending the whole of them unless your husband’s income is far greater than I think it is. I could run this house on so much a week easily,’ and she named an amount about half the size Marjorie was re- ceiving. “The allowance idea is all right in a way. It is only just and prop- er that a wife have a stated sum she can depend on for meeting daily and weekly expenses. What this sum shall be should be determined by con- sultation between husband and wife, the wife knowing as fully as the hus- band all about their income and re- sources. “A rattle-pated girl (here Aunt Polly looked at Marjorie relentlessly) “can be extravagant with allowance money the same as with other funds. The allowance system is all right only it needs to be combined with the partnership idea. You have had the notion that Clarence gave you so much money and you have used it thoughtlessly as a child spends the nickel or dime given him to buy candy. If you regarded Clarence’s business as your business in a way as much as his, and that you had a partnership interest in it and in all the income derived from it, then when you drew out your allowances you would feel a responsibility about making the best possible use of the money, the same as Clarence feels about the investments he makes. You would not think as you have been thinking, that if you kept your expenditures within a very liberal allowance that you were doing plenty well enough. . “Mind you, I don’t say you should be close or penurious in either your housekeeping or your personal ex- penses. There is no necessity for it and Clarence would not like it. You can provide liberally for all your needs and still have something left. “Make it a practice to lay’ by at least a small sum each month. Then when there are extra expenses to- meet you can pay the bills yourseli instead of leaving them all for Clar- ence. You might be able to help sub- stantially in making the payments on your home or buy some lots in a part of the city where real estate is advancing in value. “After a fair trial, if you find that you really can not acquire the habit of saving your surplus, then have your husband cut down your allow- ances. The main trouble with you is that he has been too generous and you have felt obliged to get away with all the money he handed over to you. But if you don’t want your husband shall die a poor man, you will need to mend your ways.” At first Marjorie was furiously in- dignant. What business was it of Aunt Polly’s anyway? Then she con- sidered it further and determined to talk matters over with Clarence as soon as ever Aunt Polly should feave the house. Maybe Aunt Polly was in the right. That was. the trouble with Aunt Polly. Somehow the right. But why need she be so disagreeable about it? Quillo. The Fussy Man. . Every one knows one or more of those conscientious egotists who can not’ rid themselves of the idea that no one can be trusted to carry out the simplest details of routine work without their personal supervision. It was ore of these men who sail- ed for Europe, leaving in his broth- she always was in er’s care a parrot, of which he was - very fond. All the way across the Atlantic he ,worried about the bird, and no sooner had he landed at Liv- erpool than he sent over this cable- gram to his brother: “Be sure and feed the parrot.” And the brother cabled back: “Have fed him, but he’s hungry again. What shall I do next?” BROOMS J. VAN DUREN & CO. Manufacturers of High and Medium Grade Brooms Mill Brooms a Specialty 653-661 N. Front St. Grand Rapids, Mich. There is a Demand MAPLEINE (The Flavor de Luxe) Housewives need it, and must have it Are You Meeting This Demand? Order from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, Il. ‘Crescent Mfg. Co., Seattle, Wash. IMPORTANT Retail Grocers 2 who wish to please (auf their customers should fo, be sure to supply them a, Siem with the genuine Baker's fh Cocoaand | Chocolate with the trade-mark on the packages. Registered U.S. Pat. off They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY Walter Baker & Co. Limited DORCHESTER, MASS. Established 1780 FOOTE & JENKS’ COLEMAN’S Terpeneless Lemon and High Class Vanilla Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) Don't hesitate to write us. Klingman’s Sample Furniture Co. The Largest Exclusive Retailers of Furniture in America Where quality is first consideration and where you get the best for the price usually charged for the inferiors elsewhere. You will get just as fair treatment as though you were here personally. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan ais es Peps om A SERN en ' ‘February 7, 1912 FIFTY YEARS AGO. Some of the Men Who Made Grand Rapids. Written for the Tradesman. Amos Rathbone commenced his business career in Grand Rapids as a retailer of groceries, occupying a small frame building on the south- east corner of Monroe and_ Ionia streets. Later he entered into part- nership with George H. White and the late A. D. Rathbone, under the firm name of George H. White & Co. and engaged extensively in min- ing, grinding and calcining gypsum. Their mills and mines were located on Plaster Creek, near the Grandville avenue bridge. The firm prospered. Amos Rathbone biilt the handsome Gothic house located on North Di- vision street, adjoining the property of St. Mark’s church. The alcove over the main entrance is lined with gypsum rock taken from the mine. Gouverneur B. Rathbone, a broth- er of Amos Rathbone, lived on a splendid farm on the Robinson road, near Fisk Lake. The property is now owned by Edward Lowe. Mr. Rath- bone was an_ old-fashioned gentle- man, somewhat eccentric, who loved horses and was never known to miss a horse race in Kent county. He al- so loved theatricals, circuses and like amusements, but he hated to part with his money. Finally he bought a small interest in the Grand Rapids Times, his partners entering into an agreement with Mr. Rathbone under which he was entitled to free tickets to the theater, circuses and horse rac- es and transportation for himself and family, free of expense, on the rail- roads: These facors did not. cost the publishing firm anything and Mr. Ratbone evidently did not expect nor did he receive profit upon his invest- ment. . Eventually he lost the prin- cipal; but the saddest day of his life probably was that which cut off his “dead-head” privileges. Mr. Rath- bone wore clothing of a peculiar cut and make-up and old time actors, like Den Thompson, John T. Raymond, Barney Williams and George S. Knight, offered him fabulous sums for an overcoat with an unusually long skirt, that took on a peculiar undulating motion when the wearer walked. Mr. Rathbone, urged to do so by Mrs. Rathbone, finally present- é€d the coat to Guy Willis, a retired actor, who used it in amateur per- formances given for benificent pur- poses. When he received the precious garment or “upper Benjamin,” as it was called by the profession, he hug- ged it affectionately and remarked that he would not part with it for $500. When Willis died in Salt Lake City a few years ago, the “Benjamin” was found: among his effects. Mr. Rathbone also wore, at different times, a pair of trousers cut to fit his long thin legs very closely. The tigure was a very large check, and the colors dirty black and very dark sugar brown. The trousers were the queerest looking specimens of wear- ing apparel ever seen. One morning while Arlington’s minstrels were parading Monroe street “Billy” Ar- lington noticed Mr. Rathbone wear- MICHIGAN ing his Salvation Army trousers (very loud, you know). Leaving the pro- cession to take care of itself, he fol- lowed Rathbone into the National Hotel and offered to pay any price that might be asked for the wonder- ful pants. Mr: Rathbone explained had made the trousers ten years earlier for him, and that when they should begin to show evidences of service, he might sell them. Arlington in- formed the writer that he tried to buy the trousers for the purpose of wearing them during the delivery of his stump speech, a popular feature of the entertainment given by negro minstrels thirty years ago. Silas H. Raymond, the father of George H. Raymond, worked at his trade as a blacksmith in 1858. He was a big, kindly disposed, uncouth man with a genius for invention. In the year 1868 he entered into a part- nership with Major L. S. Scranton. The firm purchased the southwest corner of Ottawa and Louis streets, erected a commodious factory there- on and, during the following decade, built high grade carriages in a va- riety of styles. The death of Major Scranton caused a dissolution of the firm. Mr. Raymond devoted his remaining years to invention and sev- eral useful products of his brain and hand were patented by the United States Government and are still in use. i Among the worthy German resi- dents of the city in 1861 there were several whose memories are deserv- ing of mention. Bernard Shinkman, the father of J. C, E. D. and W. A. Shinkman is of the number. He was a good citizen and, so far as the rec- that a tailor living in Lowell ords show, the only one in Kent county who declined to accept a salaried public office. In the year TRADESMAN 1891 Mr. Shinkman was appointed County Agent by Governor Winans, but the proffered honor was refused. Hugo Schneider, the the H. Schneider Company, lived a founder of useful life and, as a member of the Board of Education, rendered good service to the people. Henry Seitz was a well-known chef, employed in the Rathbun House and Sweet’s Hotel a number of years, after which he engaged in the restaurant business on his own account. He was very popular, es- pecially among the Germans of the community. James Scribner, who was promi- nent in the business life of Grand Rapids, was the President of the Grand Rapids Salt Manufacturing Co. He expended a considerable part of his fortune, acquired through judi- cious investments in real estate, in the development of the salt industry. An abundance of brine was located, but its manuiacture was found to be unprofitable and the industry was abandoned. Mr. Scribner was the fa- ther of a large family, most of whom have pdssed away. D. C. Scribner and Mrs. Dr. Temple are among those who remain. The late Mrs. George H. Pew was his daughter. Mr. Scribner did not like Pew. He was a cabinetmaker, employed by the Pullmans, the Winchesters and other manufacturers in his early manhood, but the young lady trusted to her own impulses, married Pew and lived many happy years as his wife. Pew bought an interest in the Comstock- Nelson furniture factory in 1870 and during his remaining years was em- ployed as a branch of the business. James W. Sligh, the father of Charles R. Sligh, and Lewis Porter were partners engaged in tailoring superintendent of one and dealing in ready-made clothing in 1859. When the war of 1861 broke out Mr. Sligh entered the army and died in the service of his country. His home was located on North Di- vision street, adjoining St. Mark’s church. Dr. James M. Sligh, of Ari- zona, Mrs. L. E. Hawkins and Mrs. Follett were also his children. George G. Steketee, a tailor, was among the employes of the firm. Pianos were manufactured in Grand Rapids fifty years ago by G. R. Sny- der & Co. The factory was located on Canal street, corner of Newber- ry. The instruments were contained in heavy square shaped cases, of real Santo Domingo mahogany, very rich in color and of beautiful figure. Oc- casionally one of the old Snyder in- struments may be seen in the city. Fifty years ago an orphan asylum was established on Lagrave street, near the new engine house. So far as known, there is no record of the work of the institution. Who estab- lished it? What service did it per- form? Why was it not maintained? Let some of the few remaining old- timers reply through the columns of the Michigan Tradesman. Arthur S. White. oo The Cause. “Did you hear that awful shriek that engine gave as it flew by?” asked the first man as they approached a railroad crossing. “Ves, what caused it?” rejoined his companion. “I presume the engineer had it by the throttle.” GRAND RAPIDS BROOM CO. Manufacturer of Medium and High-Grade Brooms GRAND RAPIDS, MICH. ROGRESSIVE DEALERS foresee that certain articles can be depended Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock on as sellers. HAN -SAPOLI ian a i . ar) "HAND SAPOLIO is a special toilet soap—superior to any otuer in countless ways—elicate 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. 30 MICHIGAN TRADESMAN = = —_— = = as STOVES anv HARDWARE re oe = oa) Michigan Retail Hardware Association. President—E, S. Roe, Buchanan. Vice-President—Chas. H. Miller, Flint. Secretary—Arthur J. Scott, Marine City. Treasurer—Wm. Moore, Detroit. Profitable Advertising for Hardware Dealers. Whenever you introduce a new line of goods it will pay you to as- certain whether or not the company will furnish any circulars or adver- tising matter to aid you in introduc- ing the goods. Very often manufac- turers and wholesalers are willing to print your name and address at the botom of 500 or 1,000 circulars or booklets without cost to you, and you will find that they can be put to use in such a way as to produce good results. Other. concerns always leave a large quantity of stock circulars and for these you would do well to have a good rubber stamp made with your name and address preceded by the words “For Sale By.” The stamp will not cost more than twenty-five or thirty cents and will earn you sev- eral dollars if you use it on all ad- vertising matter furnished. Another rubber stamp may be prepared with your name and address and a gener- al .business announcemet, which you will find very convenient to print on wrapping paper, boxes and things of that kind when time permits. This is a good job for the boy around the store or your own boy if you have one. It all pays, too. The enclosure is an opportunity which every business man_ should welcome and take advantage of at every point. Hardware dealers may find abun- dant use for printed matter in every outgoing bill or letter, in the orders wrapped at the counter, in orders shipped away and in anything sent out of the store. As to what con- stitutes the most profitable enclos- ure, it is on the face of it hard to de- termine. For convenience they may be divided into four classes: Letter enclosures, third-class, shipping and store enclosures. Letter Enclosures. This has reference to sealed letters and consequently means that. you should select for this advertising cir- culars or folders printed on good but not too heavy paper as it may cause the weight of the letter to ex- ceed the limit of one ounce and prove expensive. Your best adver- tising matter can safely be reserved for such mailing, as it is sure to go into the hands of the person address- ed and consequently should prove of value. Third Class Enclosures. For this purpose larger sheets may be used, such as booklets, posters, folders, catalogues and pamphlets. When you send out a batch of these, send a generous envelope or wrapper full. well for this purpose. The penny wrappers serve very You may send as much as two ounces in one enve- lope for one cent postage. This serv- ice is good for working up new trade as you can tell all about your stock to possible customers, and if’ you desire it will also work in build- ing up trade by mail or along rural mail routes. Shipping Enclosures. Very oiten hardware dealers re- ceive orders which are to be shipped by freight and in such cases there is an excellent opportunity for them to include in a largt envelope or card- board box a piece of all the adver- tising matter you have. This will at- tract immediate attention and in many cases will result in other or- ders, for every person likes to feel that his trade is appreciated and fur- ther custom desired. In these days of progress and system among men and women we find many systematic housekeepers who have special place in their homes for catalogues and advertising matter which interests them and to which they may need to refer when in a position to buy. 3e sure that some of your advertis- ing matter is represented among this collection. Do not let it be your fault that customers know nothing of your goods. Counter Sales. But the finest opportunity of all is the sale made over the counter— think of the hundreds of them made during the year. This is the place where you will need to exercise sys- tem. On Monday, then, of each week, place on the counter where’ goods are wrapped a batch of circu- lars or other advertising matter. En- close a piece of this advertising mat- ter in every order wrapped at that counter during that week. On the following Monday have a new stack of another kind of circular. As men- tioned in the beginning of this arti- cle, it is not necessary that this must be special matter printed at your ex- pense, but may some weeks be ad- vertising matter furnished by the manufacturers with your imprint. It does not matter so materially who furnishes it so long as it is adver- tising, and advertising well, some branch of your business. In other words, keep everlastingly at the proposition of letting the peo- ple know what you have for them. —W: Clement Moore in Iron Age- Hardware. How To Avoid “Kicks” tomers. If you would avoid the kick- of a cranky mule stay away from be- hind,’ I believe is the admonition given the writer when a lad. The trouble with too many stove mer- chants is that they tickle the “kick- er’s” heels, and do not even take the precaution to get away. The result is dissatisfied customers, failures to pay, and oftentimes second-hand stoves galore. from Cus- How shall we avoid these things? Can it be done? Adopt a plan al- ready “tried out on the dog” and you will not only avoid “kicks” there- by, but multiply your stove business and increase the confidence of your patrons. Every stove delivered from our store last fall was followed the next day by a skilled stove man instruct- ed to examine every detail of the stove’s operation and see that the in- structions given at the store, and re- peated by the deliveryman, were be- ing followed. If he found that the stove was not being properly oper- ated, he thoroughly explained the principles, calling attention to the mistakes, and returned again until the most obtuse-minded woman had mastered her own stove. “Too expensive’—some will say. Nothing is too expensive that will bring big returns on your invest- ment. If you can not afford it, raise the price. It’s worth it to the cus- tomer to know how, and they will like it. Buck’s advertising plans will sell stoves, but it won’t keep them sold unless the stove works right. And it won’t work right unless it is run right. A stove is mechanical in its operation, and few of its purchasers are mechanics. Teach them how to teed the fuel, how to prepare the dampers and control the drafts. It would be fine if you could lift a lid off their heads and* pour informa- tion in. But you can’t. The writer learned the urgency oi a follow-up system by one-half day’s personal experience visiting the homes of recent purchasers, who had been thoroughly instructed in stove operation at the time of purchase and on delivery. He found a hot blast stove that worked beautifully when the lower direct draft was open but which died down like the flash of a lightning bug as soon as he opened the hot blast draft, which the lady was assured would “eat anything alive.” Thorough investigation of house top, surrounding buildings, flue openings, sectional area, landscape, fire-escape and other vital principles contained in Buck’s complimentary booklet, “Chimneys vs. Stoves,” fin- ally developed the fact that the wom- February 7, 1912 an was. using too little fuel, with the result that the wonderful hot blast draft, for which so much had been promised, operated merely asa check to put out the fire. The lady was completely exasperated with the “pesky nuisance” hitherto, but the ad- dition of another hod of ordinary black coal and the assurance that it would not burn unless the drafts were opened made of her a confirm- ed Buck spieler, selling for our store several stoves and ranges without compensation. Another mechanic had smothered his hot blast slits with fine slack, shutting off the draft to such an ex- tent that the direct draft had to be depended upon. Yet, “it just would not hold fire.” In another house nearby was a turbulent woman deep- ly exasperated with the non-heating qualities of a Buck’s base burner, 5A. The direct damper was turned down, the lower draft closed, and the upper front doors wide open. A few simple twists of .the wrist, a little delay, and the lady was shown how to bake biscuits in the ash recepta- ROBIN HOOD AMMUNITION § ( Net Made ) Ask for special co-operative selling plan. Big Profits Robin Hood Ammunition Co. Bee St., Swanton, Vt. | TRADE WINNERS Pop Corn Pop: Poppers, Peanut Roasters and Combination Machines, Many STvYLes. Satisfaction Guaranteed. Send for Catalog. XINGERY MFG, CO.,106-108 E. Pearl St.,Cincinnati,O 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. Chase Motor Wagons Are built in several sizes and body styles. Carryin capacity _— 800 to 4,000 pounds. Prices from $750 +> $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids Michigan Retail Hardware Convention February 21 to 23 Make our office your headquarters We are just across the street from the Union Depot CLARK-WEAVER COMPANY, 32-38 S. lonia St. The only EXCLUSIVE WHOLESALE HARDWARE in Western Michigan Jincsabivntbicale neice aoe =a See ee Eee a ' a, February 7, 1912 MICHIGAN TRADESMAN 31 cle of this hitherto cold stove in less time than she could in her cherished range. You have all met these complaints. But have you met them promptly? Have you anticipated them just a lit- tle? Don’t think you can get an in- experienced person to learn in one lesson with an empty disconnected stove what some of you have not learned yourselves in several years. You can not. if you think the writer does not know, try it yourself. Go out several days after some heavy sales and thorough explanations have been made and see what you find. Dollars to little green apples there won't be one in three that remem- bers anything they have been told except to misinterpret it. A thorough master and owner of a hot blast stove, a base-burner, or a range will sell more stoves for you than any amount of talk by a single salesman. C. E. Whitehill. Some Suggestions For Reducing Fire Losses. If city councils and town boards will pass ordinances to provide for a building and chimney inspector, give him the authority to enter and in- spect all buildings and chimneys, and then see to it that he does his duty; If they will prohibit the burning of trash, paper and other combustible material upon the streets and alleys and in the congested parts of town, except when it is burned in a brick, concrete or stone tightly closed re- ceptacle where the contents can not be blown around and endanger and ignite property; If they will provide that all stoves shall have a metal or asbestos pro- tection placed under them; If they will prohibit stove-pipes through roofs and sides of buildings and compel the use of substantial brick: chimneys; If they will provide that all ashes shall be deposited in a closed metal receptacle and_ carted they can be emptied out and not en- danger property; If they will compel dealers in gas- oline to store it in steel tanks under- ground and handle it in a safe man- ner; If they will prohibit the washing and cleaning of clothing in gasoline in the congested part of towns; If they will compel all buildings in a dilapidated and dangerous con- dition to be either repaired or re- moved; If they will provide their fire com. panies with adequate fire apparatus which will enable them to extinguish fires in their incipiency; Then the losses by fire will be greatly reduced. ——_—_e-2- Market Quiet. “Why are you rushing around so to-day?” “lm trying to get something for my wife.” “Had any offers?” —_—_»-.-2 The Usual Tumble. “I dreamed last night that I had perfected an airship. “And when you awoke?” “IT was out on the floor.” away where. Other Views of Church Going and Prayer. Written for the Tradesman. Harmony, kindness, co-operation, confidence, respect for wishes, feel- ings and rights of each other; read- iness to seek, receive or give ad- vice; cheerful obedience, companion- ableness, interdependence, unselfish- ness; these are some of the features of family life which all will com- mend. Behind these outward manifesta- tions must be power, controlling principles, government. The desira- ble features of home life could never attain the higher stages of develop- meht if each person followed the leadings of his own self-originated © views as to right, wrong, propriety and expediency. There must be a single standard. There must be a unity of ideals. Each must strive toward the same point. There must be a single source from which all receive inspiration or instruction. No human source is adequate. No hu- man being is competent to direct all men. No combination of human teachers can attractor unify all classes. The son from a happy home life goes forth into the world for him- self. He misses the seasons of en- joyment, the companionhip, the help- ful suggestions of parents, brothers and sisters. If intermission of du- ties will permit, if his means are suf- ficient, if the distance is not too great, he will frequently visit the old home. . Home again, not only does he en- joy the society of his family, but he carries to them reports of his suc- cess, information as to the nature of his work, the ways of the people with whom he works or mingles, the plac- es he visits and the sights he be- holds. He gives them enlarged views of the outer world. At every visit he gives as well as receives benefit, aside from the material gifts which are exchanged. He receives new as- surances of their interest in him, of their love and solicitude for his wel- fare. The children of God are away from home—away from the Father’s ever-abiding mansion. They are pil- grims and strangers upon earth. The house of prayer—the place of public worship—is the nearest approach to the heavenly home. There they meet brothers and sisters who are interest- ed in them; who are desirous of help- ing them on their way; who offer words of cheer and tokens of friend- ship. For a season they forget their arduous duties, their trials and dis- couragements, disappointments and sorrows. They gain reassurance of the loving care of the All-Father. Their trust in the overruling provi- dence of God is strengthened; they learn more of the purpose of life; they seek with renewed resolution to adapt themselves to the plans and purposes of God concerning their own lives and the world. A church building is called a house of worship. No human life is com- plete without worship. To worship is to reverence, to adore, to pay di- vine homage. Prayer, meditation, singing and praise are various forms of worship. The end or ultimate re- sult of worship is to be benefited. It is not to add anything to God. It is not to benefit him; it is to benefit the worshipper. We lose by not wor- shipping God; not because God re- fuses to bless us for failing to com- ply with his commands, but because our own neglect deprives us of good. We fail to take what is freely offer- ed; we neglect the means which are provided; we do not obtain the good which it is possible to obtain by our own efforts. No human life can become com- plete by accretion alone—by gather- ing to itself. There must be a cor responding outflow—a giving forth. That which is received in one form goes forth in transformed shape or effort. The body, the mind and the soul are alike centers for receiving and distributing. The church affords opportunity for each one to give to others. Consciously and uncon- sciously, directly and indirectly, that which is received goes forth again to help others. The beneficent forces which operate in the church, in the home; in society, in business, find their most efficient instruments inthe — persons of those men and women who regularly and frequently resort to a place of worship—who go there for equipment f.r work Constant circulation is life; stagnation is death or approximation to it. Life comes from life. Physical, intellectual, spir- itual life, to continue, must be join- ed to the never-failing source of life. The fire which warms and serves hu- manity must he oft replenished— must be constantly fed. While man may gain mfuch from his fellows to enlighten, to direct, to encourage, to stimulate, to. sustain, he can not gain from them all he needs. He must have recourse to a higher to a strong- er, to a fully sufficient power. The beauties of nature, the adapta- tion of the world to the needs of man is evidence of a Creator’s care, interest and pleasure in the welfare and happiness of all sentient beings. We honor our fathers and mothers because we realize their love and care for us. We honor them most by obeying their commands. We please them most by making the most of ourselves—by being what they desire us to be—by entering fully into carrying out their plans for us. Likewise should be our attitude toward God. In prayer, in medita- tion, in study of His Word, we seek to learn His will concerning us and to enter into His plans for our good, for our advancement, for our happi- ness and for our complete and final success. Where else shall we go but to church? Where else but in commu- nion with God can we find complete satisfaction? Where else can we find soul rest? How can we be straight- forward, purposeful, unyielding, un- varying, resolute in the battle of life without frequent assurances that God is behind and about us to direct, to strengthen and to supply all our needs? E. E. Whitney. ~~. Fine Point in Legal Testimony. “So,” said the judge, “you say that you never went to from Huntersville. - Now this is a very important point in the case and | give you one more chance to explain, for you and Snyder were seen on the same train. Now you must be pre- “eise.” “No, sir, I never went to Chicago. “Didn’t Snyder go?” Ves. Sit. Chicago “And you were with him. Now out with it.” “Yes, sir,’ answered the witness after. a pause. “You see, I told the truth, because it was this way: We sat opposite each other. He faced the engine. I didn’t go to Chicago. [ just backed away from Hunters- ville:” 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 24. Would you pay $2.00 for $100.00 in new cash trade? Our 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 letterh CHURCHILL CABINET COMPANY 2120 Churchill St. Chicago 4 American Beauty Paragon Case No. 58 Lowest in Price Made in large enough quantities to meet competitors prices Case No. 412 A Case of Quality See it at Spring's or Steketee’s Grand Rapids Our 84 page catalog is free GRAND RAPIDS SHOW CASE CO. The Largest Manufacturers of Store Fixtures in the World GRAND RAPIDS, MICH. IE ante RE ASSIS Resolutions by National Shoe Re- tailers’ Association. Resolved—That in order to insure the retention and continuance of the color of Russia leather, which has now become standard material in every day usual wear, it is necessary to tan Russia calf without the use of much fat liquor (so largely used in black leathers), which leaves’ the grain in a condition liable to crack. The usual material used in cleaning Russia shoes is detrimental to wear- ing qualities. They are usually clean- ed with a liquid dressing which con- tains quantities of acids, which, cou- pled with the usual cloth friction is liable to make them check badly and break through the grain. The wash- ing of Russia leather with pure cas- tile soap and when nearly dry rub- bing slowly, will insure an elegant high-grade finish, besides adding ma- terially to the wear and preventing liability of cracking. Retailers, in the interest of them- selves and of manufacturers, should instruct their clerks to this effect, so that the wearer may be properly in-’ formed as to what to expect in shoes made from Russia tanned leather. MICHIGAN TRADESMAN a (* —— Ns Model Window Display For Shoe Store Resolved—That we express our good wishes to all associations of re- tail shoe dealers in their work, and believing, as we do, that our inter- ests are all common, and that great- er good can result from collective work in one national association; be it further Resolved—That we hope the South- ern Shoe Retailers’ Association, and all State and local associations, will soon affiliate with this Association. Resolved—That this Association will not seek financial help from shoe manufacturers, shoe wholesalers and others of whom we make purchases in the way of offering for sale any tickets or advertising space in any literature or programme we may print or cause to have printed; and, further Resolved—That we sincerely be- lieve it to be to the best interests of retail shoe dealers’ associations every- where to abstain from seeking finan- cial assistance from shoe manufac- turers and others unto whom they should not become obligated, either by direct solicitation or under the _ veil of “advertising” in a programme or souvenir booklet, as such action Beeeversvenier eter store aces can not be construed other than the lowering of the standard of our busi- ness and is in direct violation of a principle which we believe should be sustained, and for the further rea- son that we believe if conventions of shoe dealers are worth holding at all, they surely are worth paying for by those directly interested and with- out soliciting outside sistance. Resolved—That we favor a “Get Together Week” for retail shoe deal- ers at the Shoe and Leather Fair to be held in Boston July 10-17, 1912. Resolved—That we having been informed that many manufacturers and jobbers of shoes and rubbers are selling goods at retail in their fac- tories or warehouses, thereby com- ing in direct competition with the lo- cal retailer; be it Resolved—That this is unfair com- petition and we ask all manufactur- ers and wholesalers to discontinue this practice; and be it further Resolved—That we ask the co- operation of the Manufacturers’ As- sociation in an endeavor to eliminate this evil. Resolved—That lasting tacks left in financial as- February 7, 1912 Plate loaned by Interchangeable Fixtures Co. shoes shipped from the factory is a dangerous practice and an evil that should be stopped. Resolved—That the liability insur- ance companies be urged, or made to recognize that injuries from lasting tacks in shoes as an insurable risk, so that retailers can be idemnified for claims made against them for dam- ages resulting from the evil. Resolved—That a conference com- mittee be appointed to hold frequent meetings with the Conference Com- mittee of the National Boot & Shoe Manufacturers’ Association to con- sider and recommend action on va- rious questions affecting retailers and manufacturers. Resolved—That we condemn the practice of some manufacturers of stamping fictitious values on shoes of their production, who thereby aid and abet the “fake” retail dealer or so-called “sample” store in deceiving: the public; and, therefore, to a morr or less extent, demoralizing the busi ness of honest, legitimate retailers. Resolved—That we empower out Executive Committee to make a full and impartial investigation of the contract of the Elliott Machine Co.,, ~ v <> il ¥ February 7, 1912 for the use of its button fastening machine and the purchase of wire by retailers who use the Elliott, or oth- er machines controlled by the so-call- ed “button machine trust,” and, if possible, to overcome any unfair business methods practiced by the “trust.” —_—___se>———_——- Leap Year Sale on February Twenty- Nine. An extra day this year means that there will be one more day’s sales to add to the grand total at the end of the year. The bigger the sales for the 29th of February the bigger will be the sales for the year. If that day is practically all “velvet,” why not make the most of it? The occasion forms an excuse for a special sale that can be made to carry a strong appeal to the public. It can be explained that here is an extra day, a day which is thrown in without adding materially to the year’s expenses. In fact, it costs no more for the store to do business this year than last year when there was one less day. Standard Goods at a Saving. Let the sale be called “A Leap Year Sale” if desired, or an “Extra Day Sale’ and bring the argument strong- ly to the front that it means a chance for) the customer. to set standard goods at a saving. Of course, the kind of price cut- ting which demoralizes standards is not to be recommended, but there are various ways of giving the public the MICHIGAN advantage without slashing into sta- ple. goods. One of the best plans upon which to base such a sale is that of in- creasing the purchases of the custom- ers, inducing them to make heavier purchases than they would ordinarily make. The common way of buying shoes is for the member of the family who reaches a point where new ones are an absolute necessity, to go and buy them. This means a sale of one pair. It is very likely that one or two other members of the same household will need new shoes within a wek or a month, or a fortnight, but this is not taken into consideration and the next member buys when and where he or she sees fit. There is no bunching of the purchases except where one account does for the whole family, or where the buying may be directed by the head of the family for reciprocal business rea- sons. “Shoe Clubs” To Increase Sales? Why not let this “Extra Day Sale” be the means of producing com- pound sales, where the family bunch their buying and thereby effect a saving? This can be done by offer- ing some special inducement with the purchase of more than one pair of the same individual, or by one family, or even by a club of several persons who get together and mgke it a common purchase. We _ have “Suit Clubs” and “Magazine Clubs,” etc. Why not “Shoe Clubs?” The premium or reduction offered TRADESMAN for buying more than one pair of shoes may be in the nature of free goods or a cash discount or some premium article of an independent sort. The dealer might offer to give a pair of rubbers free when the pur- chase amounts to $10, or a certain per cent. of discount might be given when two pairs are bought, a larger discount with three pairs and a slid- ing scale on up as far as necessary. It might be arranged to throw in a pair of some staple brand of hose with every pair of shoes bought on the 29th where more than one pair were bought by the same _ person. There are many ways of offering a saving to the customer without cut- ting a direct price. All Sales For Spot Cash. Of course, whatever offers are made should be for spot cash. No dealer ought ever to put on a special! sale, or make any kind of a special offer effective for anything but the money right down with the sale. The credit business is bad enough when there are excuses for it. There is none in the case of the special sale. This sale should be advertised well in advance, beginning with the news- papers, if they are to be used, not later than the Saturday, Feb. 24. Circulars should be distrib- uted, or mailed, the first of the week and the windows should be decorated for the sale several days ahead and the special offers made so that the public can be getting its mind made up as to what it needs to buy. previous This advance advertising is partic- ularly necessary in the case of such goods as shoes which people do not buy offhand. Time is required to in- duce people to consider buying in HONORBILT Salle “Not Yet, but Soon” “THE new prices are out and our salesmen are in your territory with the new sam- ples. If they haven't already called on you, it’sa case of “not yet, but soon.” We hope you will wait before placing your order until you see the “Maumee” line—we want your business and hope to get it—and we know we have the “goods” to get it with. Tbs MexnacRbber 6 224 226 SUPERIOR ST. TOLrEecS. oHic. Headquarters for Wales Goodyear and Connecticut Rubber Boots 277 Shoes The Above is a Picture of the Home of the TAPPAN SHOE I? is in this plant that more and better Shoes for Women, Misses and Children are made exclusively for the retail trade than in any other factory. These include regular Boot patterns in Button, Blucher and Lace, as well as Low Cuts in the newest styles. Among our great specialties are the “Hoosier” School Shoes, known for their splendid wearing qualities; TAPPAN’S Waterproof Kid Shoes, and our famous “KICKPROOF” Shoes and Oxfords for Little Gents. Our catalogue describes the various lines. Mr. Retailer, remember you make the Jobbers’ profit. Also bear in mind that we make Shoes that are “worth while.” THE TAPPAN SHOE MFG. CO., Coldwater, Mich. | 4 q @] a i ee ee ete, exe orttins 34 MICHIGAN TRADESMAN February 7, 1912 greater quantity and perhaps some- what in advance of their needs. Advertising Plans. A circular letter sent to the store’s mailing list will get attention focus- ed upon this proposition better than almost any other kind of advertis- ing. This letter if possible should be varied to suit the different class- es of people receiving it. One letter is adapted to the bachelor man or maid with no family. Another is needed for the mother with a family of children of school age, etc. The store’s mailing list ought by rights to be divided in such a way that these different classes of people can be reached separately. Advertising of the sale by means of show cards throughout the store is important and the use of the cards in the windows is particularly profit- able. Here are a few specimens of suggested sentences for show cards: “Leap Year Sale Specials;” “These Odd Pairs, $—per pair for February 29th Only;” “Buy Two Pairs To-day and Get a Pair of Stockings Free;” “Make It Two Pairs and Get the Discount;” “Get Facts About Our Extra Day Sale, the 29th;” “One Pair of These, $3.75; Two Pair, $6.75; Feb- ruary 29th only;” “February 29th, the Day We Give You Our Profits;” “See Our Offers for the 29th;” “The more you buy the cheaper they are Feb- ruary 29th,” etc. ete—Frank Far- rington in Shoe Retailer. ——_2.~-.—___ Economies Necessary in the Shoe Store. Some of the individual leaks in a big shoe store can aggregate into a loss of many dollars each year. Some of them may be enumerated as fol- lows: The habit of picking up a finely lithographed letter-head, or other ex- pensive paper to figure on, when a small pad or bit of discarded paper would answer all requirements. The use of large sheets of wrap- ping paper, when smaller sheets would prove ample. The careless dropping of perfect- ly fresh wrapping paper to the floor to be trampled on. The winding of numerous strands of cord around a package when a lesser number would protect the bun- dle in carrying or shipping. The throwing away of lengths of cord or rope. Throwitig into the waste bin slight- ly soiled cartons that could be used to replace others that are shopworn, or to pack merchandise for delivery, for which boxes are not. specially made, but must be provided. The loss entailed by being care- less of dust brooms. and brushes. Telephoning and telegraphing when time and circumstance allow the use of postal or letter. The throwing away of pins that could conveniently be placed in a re- ceptacle. The handling of delicate shoe fab- rics with soiled hands or throwing same upon a dirty counter. The dropping of rubber bands, pin tickets, tags, etc., the picking up of which, to many, is so much trouble. useful rags, Sn pr aN ee ae ear ee a The promise to have parcels deliv- ered at a certain time which means expense of a special messenger, when enquiry would have ascertained the fact that delivery an hour or two later by regular wagon trip filled all requirements. The placing of stock in a jumbled condition, resulting in a general dis- arrangement of stock that forbids ob- taining full selling efficiency on the floor. The loss through careless dropping of findings and merchandise among the debris behind the counter, and subsequent carelessness through lack of examinations before and after waste paper is swept up. Loss through the unnecessary burning of lights—gas, incandescent or arc. Loss from careless burning of coa! in engine and boiler rooms, waste of running water. Then add the very many losses en- tailed by the returning of goods in poor condition by customers, which, for business reasons, must often be assumed. The loss from depreciation, en- tailed by allowing goods to become shopworn from dust, and the failure to keep bright and in salable condi- tion such merchandise to which may be applied the art of the polisher’s brush. Loss by breakage and damage oc- casioned by careless packing of mer- chandise. The loss of time—say of even only five minutes each morning—in get- ting ready to take up the day’s work - is a big leak. It would mean 5,000 minutes, if a force of 1,000 is employ- ed, or eighty-five hours a day lost, equal to over nine days of nine hours’ work. It° proves that time is really money. .The disinclination of some clerks to show more than one shoe to possible customers is a big leak, and being “out” of merchandise is anoth- er serious one. To the drifting and unthtnking worker in the shoe store this list may come as an awakening to re- sponsibility, and yet the examples of careless wastes and avoidable leaks in every store can be set down by many multiples. Guard against them —Boot and Shoe Recorder. _—_————2.-o oo ——_ Activities in the Buckeye State. Written for the Tradesman. The Newark Board of Trade has elected officers for 1912 as follows: President, C. H. Spencer; Vice-Presi- dent, J. F. Irwin; Secretary, W. C. Wells: Treasurer, W. C. Metz. J. Horace McFarland gave a lec- ture at Columbus:recently under the auspices of the Columbus Art Asso- ciation. He complimented the city on its abandonment of the arch system of lighting and predicted that when the cluster lights are installed it will be impossible to supply the demand for their extension. He urged the placing of all wires under ground, the elimination of signs that swing across the street, vacant lot gardens and the adoption of the civic center plan drawn up by experts some years ago. He also made a plea for improvement ne ene Renee ee Eee of the Scioto River banks and gave graphic illustrations of how civic beauty pays dividends in dollars as well as in citizenship. The Trade Expansion Committee of the Cincinnati Commercial Associa- tion is arranging for an excursion of 778 miles into Kentucky and Tennes- see. The route will be over the Queen & Crescent and the Louisville & Nashville and the trip will begin April 22. The Ohio Supreme Court in a re- cent decision upholds the Green fifty- four-hour a week law for working women and the Ohio Manufacturers’ Association will appeal to the United States Supreme Court, the petition re- citing that the court erred in the law and that the provisions of the act are in contravention of the Federal con- stitution. Columbus has no anti-smoke ordi- nance and for years vast clouds of smoke have drifted through the city, leaving smut marks in homes, stores and everywhere. As is frequently the case the nuisance so long permitted by men seems likely now to be sup- pressed through the efforts of the “weaker vessel,’ a woman, who is pleading through the newspapers for a cleaner, healthier city. An anti-smoke ordinance has been prepared and is now pending in the Common Council of Youngstown. The local Federation of Women’s Clubs has asked the co-operation of the Youngstown Chamber of Commerce in pushing through the ordinance. The Ohio Retail Furniture Dealers’ Association will meet in Dayton Feb. 13-15. Mayor Karb,of Columbus, has named a committee of 200 to arrange for the coming centennial celebration in that city. The Committee will un- dertake to raise not less than $100,- 000 to meet the this event. expenses of Cincinnati is considering plans for a two million dollar auditorium exhi- bition hall for Cincinnati and Ohio Valley products and a fine market place combined, the whole to be a unit in the group plan of public buildings which has had a beginning there. It may be located adjacent to the new court house and the new Mechanics’ Institute. The third annual State Apple Show held at Marietta proved a success.- Zanesville is the leading candidate for the show next year. Almond Griffen. —_>~~>___ A Strange Coincidence. A passenger on a New York- Cleveland sleeper, on awakening in the morning, found under his berth one black shoe and one brown one. He called the porter and directed his attention to error. The porter scratch- ed his woolly head in utter bewilder- ment. “Well,” said the exasperated pas- senger, “what’s the matter?” “Now, if that don’t beat all! ex- claimed the porter, “Dat’s de second time dis mornin’ dat dat mistake’s happened.” The Rouge Rex Shoe Drop us a card. The Sign of a Profitable Investment Profitable to the merchant, and profit- able to his customer. The superior quality of Rouge Rex Shoes is easily discerned, making them quick sellers and satisfactory wearers. Our salesman is ready to see you. Trade- Mark Hirth-Krause Company Hide to Shoe Tanners and Shoe Manufacturers Grand Rapids, Mich. 4 ae s We aie tamam 4 4 seit ae “ February 7, 1912 SELECT HIS SUCCESSOR. Duty Now Devolving Upon Professor Filibert Roth. Written for the Tradesman. Since the resignation of Professor Filibert Roth from the chair of for- estry in our State University, to take place at the close of this academic year, many of us who have been ac- tive in the forestry movement in Michigan have awakened to an under- standing of the inestimable value of his activities in arousing our people to a proper recognition of the portance of maintaining a _ rational forest domain. We have relied upon him so confidently to furnish us with statistics, arguments, enthusiasm and a policy, that in losing him, at first blush, we feel as if the foundation was slipping from under us. questionably maturely considered our situation, its needs and promises, as well as his own future, in coming to a decision. We have no right, in the face of the unusual opportunity given him, to hold him here. im- But we must at once prepare our plans to carry on our work without faltering and not hesitate for a mo- ment to put our shoulders to the burden and carry it manfully and in- telligently. In contemplating the problem and our equipment, we at once see there are three factors to be utilized most prominently: The Agricultural Col- lege, the Public Domain Commission and the University. The opportunity. and the responsi- bility of the Agricultural College was never more clear and it should arise to the situation. The discussion now going on in the women’s clubs of the State indicate the demand for a State Forester. The College has demon- strated ability to do the best kind of extension work among the farmers and through the schools in the inter- ests of dairying, fruit culture and the various problems of farm life. When the right men were needed it went out into the world for them and se- cured their services. The splendid work of Professors Shaw, Eustace and Taft, with their able assistants, testify of the wisdom of the College management and its ability to meet our requirements. In foresty, thus far, it has not taken the responsibili- ty with sufficient seriousness. The Board of Agriculture agreed with the State Forestry Commission to take on State Forester and giving him the same free hand, with the College as an anchor- the obligation of furnishing a age, that it has given the other ex- perts in agriculture. This was years ago and nothing has been done. The President of the Board of Agricul- ture explains that assiduous enquiry has as yet failed to secure a man for the job. Hon. Robert D. Graham, who presides over the deliberations of the Board, was chairman of the Com- mission of Enquiry which made an exhaustive ifivestigation of our State forest problem and brought out an invaluable report with definite recom- mendations. No one in our State un- derstands better what we need than he. The whole subject makes a strong appeal to him and he is in per- He has un- - MICHIGAN fect sympathy with the effort to give the forestry resources of our State the attention their value demands. He is an astute judge of men and_ their adaptability to fields of service. If the Board of Agriculture will com- mission -him to get a man who will “fill the bill” for a State Forester and give him a free hand the man will be found. The College has not hitherto failed in getting the strongest and best men for needed service. It has no right to defer nor neglect this imme- diate obligation. There is no accompaniment of our agriculture which demands more im- mediate recognition. The educating of a few young men to an adequate ap- preciation of the importance of our forest cover and its conservation, and equipping them to carry their message in a helpful way to the people is not enough for the College to do. It must put a competent man who will com- mand confidence into the field to lead and advise our people how to preserve and maintain the proper portion of our land area under forest cover. The direct economic features are not the only ones to consider. The aesthetic and educational values of forests and farm woodlots are equally important. The influence of the woods upon the developing child should command the attention of parents and educators. In every township there should be a growing forest as a part of the educa- tional scheme, and if private enter- prise does not furnish the object les- son the township government should provide for it. It can be made self supporting and its influence can hard- ly be over-estimated. The mainten- ance of city and village forest areas may well be considered. The handling of the farm woodlot so it shall not only be a delight but a factor of un- questioned efficiency in farm manage- ment should receive the same thoughts and attention as the maintenance of soil fertility and adequate animal ra- tions. The conveniences of the farm wood- lot in furnishing material near at hand always needed on a farm estate, and the management of the wood so as to serve the widest possible commercial purposes are problems of no mean im- port. But in my conception of ration- al country life the growing of a family under the best possible conditions outstrips in importance all other eco- nomic problems. The woods are no mean factor in molding the child into the best kind of a man or woman. Girls and boys who were my students nearly forty years ago and training I connected closely with the outside world and especially with the woods and its accompaniments often assure me that this was the best part of my tuition. The first thing to be considered in the child’s education is a familiar acquaintance with the en- vironment into which the life will be cast and a love and interest in every detail. Having this in mind it is no wonder that the mothers who guide the usefulness of our women’s organ- izations emphasize all the attributes of country life which appeal to them as intrinsic in the evolution of the fu- ture men and women. I trust the appeal which they are whose TRADESMAN making for a State Forester will in- duce the State Agricultural College to assume leadership in this movement and at once respond to the need by furnishing a well equipped and sym- pathetic man who shall take up a work heretofore entirely neglected and edu- cate our people in the best methods of handling a reasonable portion. of our domain in forest cover. Gentle- men of the Board of Agriculture, kindly listen to the rational demands of our people and meet them wisely and expeditiously. This is your logical work. There are other things required of the Public Domain Commission and the State University I will mention Chas. W. Garfield, Pres. Michigan Forestry Ass’n. later. line”’ this one is surely a winner. they DO wear. Stock Up Now For Spring on the H. B. Hard Pan The Sturdy, Strong Shoe for Men Designed to Withstand the Hardest Kind of Service. We make line in Blucher or Bal cut. lace or congress. plain toe or with tip. single. double or three sole. high or low cut. When it comes to a “‘big There is a shoe for every purpose and Order now, or if you are not now selling the H. B. Hard Pan. drop us a card and we will send our salesman with his samples to show you the line. ‘““They Wear Like Iron’’ Makers of Shoes Herold-Bertsch Shoe Co. Grand Rapids, Mich. Dry Foot Comfort Means damp proof shoes * built over lasts that do fit feet. We excel most manufacturers in these two particulars and in one other— wear. RINDGE, KALMBACH, LOGIE & CO., LTD. GRAND RAPIDS, MICH. ee ees ns Sabet Retard ae DIA APACE 8 ee SSR NR a“ B pps stemnersarontone.maetaprraman va tion taf care Pet ag nea Mee BECHER SS ene eae pean a coopera aaa sweeney it ieee iD as ERNE FameOmRCE:: 0 HERS ERE SSS MICHIGAN TRADESMAN February 7, 1912 EXEMPTIONS SUSTAINED. Judge Sessions Reverses Order of Referee Briggs. Judge Sessions has handed the following important the case of Andrews bankrupts: On the first day of March, 1911, the firm of Andrews & Simonds and the individual members thereof were ad- judged bankrupts in involuntary pro- ceedings instituted by their creditors. The firm assets consisted of a stock of merchandise, store accounts and equipment for carrying on the firm business. The individual assets of William A. Simonds, one of the mem- bers of the firm, consisted of a half interest in promissory notes, some life insurance policies and some exempt household goods. Prior to the adjudication of bankruptcy a re- ceiver of the firm business had been appointed by the State court and, at the time of the adjudication, the firm property was in the possession of the receiver and later was turned over by him to the trustee in bankruptcy. William A. Simonds filed partnership schedules on March 14, 1911, and _ his individual schedules on March 16, 1911. In the partnership schedules the claim for exemptions is set forth as follows: “William A. Simonds, one of said co-partners, makes claim for his exemptions in said copartner- ship business under the eighth sub- division of section 10,322 of the Com- piled Laws of 1897 of the State of Michigan—$250.”. In his individual schedules the claim for exemptions is as follows: “Household furniture, goods and utensils, library and school books and family pictures and other personal property exempted by the provisions of section 10,322 of the Compiled Laws of 1897 of the State of Michigan.” opinion in & Simonds, two The eighth sub-division of said sec- tion 10,322 is as follows: “The tools, implements, materials, stock, apparatus, team, vehicles, hors- es, harness, or other things, to enable any person to carry on the profes- sion, trade, occupation or business in which he is wholly or principally en- gaged, not exceeding in value hundred and fifty dollars.” two His schedule of assets contains the following: “"{c) Stock in trade, none except- ing copartnership interest in the busi- ness of Andrews & Simonds, as_ sched- uled. “(k) Machinery, fixtures, apparat- us and tools used in business with the place where each is situated, none excepting interest in business of An- drews & Simonds, as scheduled.” On March 27, 1911, the trustee fil- ed his petition for authority to sell the copartnership property and on April 8, 1911, he was authorized to make the sale. On April 25, 1911, he sold the stock of goods, horse, har- ness, wagon and equipment for $3,575 and the sale was confirmed. No no- tice of the sale was given to the bank- rupt. Nor was he requested by the trustee to select his exemptions. On June 2, 1911, William A. Simonds fil- ed his petition, asking for an order down for the payment to him by the trustee of the sum of $250 from the proceeds of the sale of the copartnership prop- erty, as his exemption. The order of the referee denying the petition is now here for review. The exemptions allowed a bank- rupt are fixed and prescribed by the statutes of the state of his domicile, but the provisions of the bankruptcy act are controlling as to the time and manner of claiming, awarding, select- ing and setting apart such exemp- tions and the law is well settled that these provisions of the bankruptcy act should receive a liberal and not a narrow or technical interpretation. The laws securing exemptions are not to be frittered away by construction so as to destroy their value. The State statute above quoted ex- pressly provides that a debtor shall be allowed an exemption of $250, con- sisting of stock in trade in his prin- cipal business. In Michigan each member of a firm may claim this amount of the firm goods. It appears from the individual schedules of Wil- liam A. Simonds that he owned no property of that character except his interest in the stock of merchandise owned by and used in the business of the firm of Andrews & Simonds. Clearly, then, William A. Simonds, before the sale, was entitled to $250 worth of that stock as his exemption and, after the sale, was entitled to the same amount in cash. If his claim for it was made properly and season- ably, in accordance with the provi- sions of the bankruptcy act. The precise question to be deter- mined is this: Must the bankrupt lose and forfeit the exemption which the law gives to him if he fails to claim and select specific articles of exempt property, or, if he makes a_ general claim for all the exempt property of a specified class which is allowed to him by law, does it then become the duty of the trustee in bankruptcy to make the selection for him? The an- swer to this question must be sought in the provisions of the bankruptcy act itself and in the construction thereaofheocbemhmvismfwy wyu nn thereof by the courts. The material and relevant provi- sions of the bankruptcy act are as follows: Section 7 (8) makes it the duty of a bankrupt to prepare, make oath to and file in court a schedule of his property and a claim for such exemptions as he may be entitled to. Section 47 a (11) requires trustees in bankruptcy to “set apart the bank- rupt’s exemptions and report the items and estimated value thereof to the court as soon as practicable after their appointment.’ General Order XVII. provides that “A trustee shall make report to the court within twen- ty days after receiving the notice of his appointment of the articles set off to the bankrupt by him, according to the provisions of the 47th section of the act, with the estimated value of each article.” The caption of the official form of schedule B (5) is as follows: “A particular statement of the property claimed as exempted from the operation of the acts of Con- gress relating to bankruptcy, giving each item of property and its valua- tion, and, if any portion of it is real estate, its location, description and present use.” There is nothing in the bankruptcy law except the above caption to the official form of schedule which either requires or even suggests that the bankrupt must specify the articles in a stock of goods which he claims as his exemption. On the contrary, the law expressly lays upon the trustee the duty to select and set apart the exemption. In other words, if the bankrupt has clearly indicated his in- tention not to waive his exemption and has also specified the particular class of property owned by him from which he claims his exemption, it then becomes the duty of the trustee to select and sever the exemption from the mass of property belonging to the estate of the character and in the class indicated. This view is sup- ported by authority. In re Friedrich, 3 Am. B. R. 801, the bankrupts were copartners in trade in Wisconsin. The schedule or inventory of the copartnership es- tate had subjoined to it this state- ment: “But out of the above property each of the partners selects his ex- emption under the statutes of the State of Wisconsin.” Neither of the copartners had individual estates. After a trustee had been appointed, the bankrupts applied to the court for an order directing the trustee to per- mit each of them to select from the stock in trade goods to the value of $200 as property exempt by virtue of the laws of Wisconsin. The court said: “We do not think that an actual severance from the common stock of the articles claimed as exempt be- fore petition in bankruptcy filed is essential. In our judgment the bank- rupt act clearly indicates to the con- trary. The act thus clearly indicates that the severance in fact of exempt property from the general estate is to be made by the trustee, not by the debtor, and the value of that so sev- ered is to be determined in the first instance by the trustee, not by the debtor. The bankrupt law allows to debtors the exemptions provided by the law, but the manner in which the exemptions are to be claimed, set apart, and awarded is regulated by the bankruptcy act. The provision is wholesome, for much abuse of the beneficent law allowing exemptions might arise if, with respect to a gen- eral stock of goods, the debtor should be permitted to place upon selected articles his own estimate of value. It is sufficient, we think, if the debtor manifest by his petition in bankruptcy his claim of exemptions which the law allows him. This is a sufficient negative of an intention to waive them.” In Burke vs. Guarantee Title and Trust Co., 14 Am. B. R. 31, the pre- cise question here presented was de- termined by the Circuit Court of Ap- peals of the Third Circuit in favor of the bankrupt. The fact that the stock of goods from the proceeds of the sale of “TURN OVER NEW LEAF” The grocer who finds “WHITE HOUSE” COFFEE on the other side, will be mighty fortunate—for it brings luck to the man whose discretion outweighs his eagerness to make a big percentage of profit, and a far greater emolument, in the long run, than the happy-go-lucky coffees that bring a large profit, on paper, but so many “kicks” and grumbles and lost customers there’s ——=— no profit at all—if time is of any account. DWINELL-WRIGHT CO. PRINCIPAL COFFEE ROASTERS BOSTON CHICAGO cnsicaidiaaea sii aanarcamcce sea . od nd ie: staal naka alii ited a iii acaba rebteaarednstn be sitio ant NOR >in ANAM a February 7, 1912 which the exemption is claimed in this case was copartnership property, in which neither copartner had a sep- arate and which at the time of the adjudication was not in the possession of the bankrupts, but interest, was in the hands of a receiver who turned it over to the trustee, has an important bearing upon the question presented. In re Kane, 11 Am. B. R. 533, the stock of goods belonging to the bank- rupt was in the possession of a mort- gage at the time of the adjudication and the receiver in bankruptcy took possession of the stock from the mortgagee under an arrangement, and, after the bankruptcy proceed- ings, sold the property, paying to the mortgagee the amount of his debt. In the schedule the claim of exemption was for two suits of clothing, a gold watch and the sum of $365. Your pe- titioner, being the head of a family and residing with the same, all of the above property is claimed as exempt under section 13, chapter, 52, Revised Statutes of Illinois, approved May 24, 1877. After the sale of the property the bankrupt petitioned the court for an order requiring the trustee to set apart his exemptions in cash. The referee denied the order, but the Dis- trict Court reversed his ruling and the Circuit Court of Appeals affirmed the decision of the District Court, saying: “A court of bankruptcy is a court of equity, seeking to administer the law according to its spirit, and not merely by its letter. The bankruptcy act provides that it shall not affect the allowance to bankrupts of the ex- emptions prescribed by the State laws at the time of the filing of the peti- tion. The statute of Illinois, after exempting certain specific property, exempts $100 worth of other property, to be selected by the debtor, and, in addition, when the debtor is the head of a family, and resides with same, $300 worth of other property, to be selected by the debtor. It is insisted that the bankrupt is not entitled to his exemption because he had not claimed specific articles of property. The bankruptcy act allows the ex- emption which the State law provid- ed, and these laws, from motives of public policy, should be liberally con- strued. Courts of bankruptcy are not controlled as to the time or the man- ner in which claims for exemptions may be preferred in bankruptcy. The purpose of the State statute of ex- emptions was to allow the debtor property to a certain amount for the support of his family, that they should not be cast destitute upon the world. It is true that the statute provided that the debtor should se- lect the articles. The bankruptcy law allowed that exemption, recognizing the public benefit of such exemption. But the manner of its allowance is reserved to the bankruptcy court, and its action is not controlled by the specific manner of allowance pre- scribed by the State law, for the trustee is to set off to the bankrupt the exemptions claimed, with the es- timated value of each article; and cas- es are not infrequent where it appear- . MICHIGAN ed for the benefit of all concerned that the stock should be sold as an entirety, that it was so sold by ar- rangement between creditors and debtor, and courts have upheld the claims of the debtor to the value of his exemptions from the proceeds of the sale. And that is just. Here the entire stock of goods was mortgaged and in possession of the mortgagee, and advertised for sale. The debtor could not claim any specific article as exempt, because every article was subject to the mortgage, and no one article could be set apart to the debt- or. The entire stock was subject to sale to satisfy the lien of the mort- gage. It would be most inequitable to say that under such circumstances the debtor can not be allowed to claim as exempt a sum of money from the proceeds equal to the amount allow- ed by the law. It would be equiva- lent to saying that he had waived his exemption because he had not done that which it was impossible for him to do. We are not able to construe the bankruptcy act to effect so in- equitable a conclusion.” It has been held in numerous cases that it is not improper to permit the bankrupt to claim the proceeds of the sale of exempt property if such prop- erty has been sold by order of the court before the time for filing sched- ules has expired. The same reasoning and the same rule ought to apply to a case like the present where, prior to his adjudica- tion, the bankrupt was deprived of the possession of his property by an officer of a court acting under an or- der of court and where the trustee in bankruptcy sold the property without notice to him and without giving him an opportunity to make his selection before the sale. Decisions which seemingly conflict with the views herein expressed have not been overlooked, and a _ careful perusal and examination of the deci- sions in these cases will show that in nearly every instance the conclusion reached by the court is based upon a state statute or constitutional provi- sion very dissimilar to the Michigan statute and upon facts entirely differ- ent from those in the present case. At any rate, the humane purpose and aim of the bankruptcy law forbid a con- struction of that law which will de- prive an unfortunate debtor of the lit- tle property which is given to him for the support of his family and himself and which, it clearly appears, he has not intentionally surrendered to his creditors. The order of the referee will be reversed and the trustee will be re- quired to pay the sum of $250 to the bankrupt, William A. Simonds, out of the proceeds of the sale of the stock of goods. —__>+ + Do your share of work each day, pay your debts, save a little money, talk only when you have something to say, and you will assist the world in growing better. ooo Many a young man who starts out to become a self-made man makes a mistake in the selection of a pat- tern. TRADESMAN From Clerk To Advertising Manager. The youngest advertising manager of one of the world’s twelve largest department stores is the distinction claimed by Henry Matthies, aged 25. How he happened to sit at a mana- ger’s desk, how he happened to be an advertiser at all, are not just“happen- sos,” of course, but required ability, His is a case of the “rolling stone,” except that this stone gather- ed “moss” in the revolutions. too. After his father failed in business at Charleston, S. C., and moved the family to Chicago the boy, then 16, remained behind to finish his course in the high school. Then he came on to look for a position, without any idea what it would be, as he had not yet determined what to do and had no preferences. He was simply “wild” and getting “wilder” all the time, he says. However, he became a file clerk in a grocery house. That position held him exactly one week. During the week he became acquainted with a sewing machine agent, who made the young South Carolinian some good offers. He resigned his place and went in search of the sewing machine agent. But the sewing machine agent was never at home when he called. In fact, the sewing machine agent was never seen again. Making application in a freight aud- iting office of a railroad company and at the same time going to work for a 37 mail order house were his next jobs. He then tried the railroad office for one year and a half. Soon railroading lost its attraction, and the future advertiser spent the two following years figuring profits for two different firms. Then he sought a position as an ad- vertiser and secured one in a house doing business on the _ installment plan. He remained there eleven months, as he had married and had to “buckle down.” He had to be more careful about throwing up his posi- tions. Finally he moved again, this time to be assistant advertising manager ina department store. A year later he was thinking seriously of moving once more, when the advertising manager resigned and he was given the place after two years of advertising experi- ence only—a position which seldom comes to men who have not waited and struggled for many years. Matthies says that his quick “rise” was due to his ability to decide quick- ly and to his early marriage. Harriet Ferrill. The most serious drawback with many a business man is the fact that others do not really know what he has or what he is doing. ——— After a man has been arrested for bigamy he can’t understand how Sol- omon acquired his reputation for wis- dom. . ee eM ePID IES EOIN ATRYN SSA SR ARESIDR TST FDU UDPNSESINS NE SST SD SS Peseta ns HOSIERY - All women folks can remember the time when darning day came as regularly as washday and was about as hard. Different today. And the reason is easy to know. However hard on stockings the men folks may be—these stockings wear. Wear because they are strong all over, but strongest in the wear spots that every woman knows. See this reinforced heel. These features combine to give Bachelors’ Friend Hose their popularity. Combed Sea Island Cotton only—yarns that cost $1 40 a pound used in reinforcing—French welt, high reinforced heel—reinforcing does not show—toe looped on two-thread looping machines—silky, elastic throughout. You need these sock features. by leading jobbers and retailers. But if no dealer in your town can supply you. we will see that you have an introductory lot. if you send us money order covering the amount, to wear six months. Three grades:—6 pairs $1.50; 6 pairs $2.00; 6 pairs $2.50. All the wanted colors: Navy, Tan, Black, Purple, That alone saves hours of darning, Bachelors’ Friend are sold We do not sell direct. Charges prepaid. Guaranteed Bordeaux, Slate, Etc. JOSEPH BLACK & SONS CO., Manufacturers, York, Pa. No need of this since he wears Bachelors’ Friend. er saegirepe suena nn secant mtnessyeny tne estonia geno prea ee aaey See ee SiR unk taba trade ts Ronee arches ging MCE eR PARCELS POST. Concerted Effort of the Opposition Beginning To Count. Washington, Feb. 5—To the casual observor it has seemed easy and rea- sonable for this Government to insti- tute successfully a system upon the order of that operated in European countries. The twenty-eight million copies of farm journals published each month have given plethoric ad- vocacy. The ordinary reader had fail- ed to see the counting-room influence back of editorial endorsement of these and the “popular” magazines. They themselves have not disclosed that it does not pay local dealers to adver- tise in such periodicals and that these are supported by advertising from houses which aim to sell direct to con- sumer to the elimination of the ‘“‘mid- dleman.” It has been shown.that you can not “eliminate” him without up- rooting many other local interests: the local newspapers, banks—in fact, ev- ery other element of a town’s vitality, and damaging property values includ- ing those of surrounding lands; that consumers would then pay more than they now pay, since the profits of re- tail mail order houses in many _ in- stances are more than that of whole- saler and retailer combined. Some people seem to have been as- tounded that the mercantile associa- tions have put up such a fight against business extermination of their mem- bers. Here and there it has been suggested that “the express compan- ies must be back of it,” etc. When this charge was made by an advocate before the Senate Postoffice Committee, its injustice was so ap- parent that Senator Bourne, chair- man of the Committee, himself an ad- vocate of parcels post, promptly said that he had not seen or heard of any representative of an express company assisting in the opposition. Some people not on the scene—and among these a few local newspapers publishers, who evidently have read only one side of the question—act and talk as though they thought the retail merchants of the smaller cities and towns of the country were a lot of docile chumps willing to be effaced to accommodate retail mail order hous- es. Representatives of nearly all of the mercantile associations have been be: fore the Senate Postoffice Committee with their protests revealing an “oth- er side’ which mail order journals have not disclosed. The merchants have said that elev- en pounds proposed for immediate in- crease is a convenient weight limit for the purposes of the retail mail or- der houses; because something more than 90 per cent. of sales will come under the eleven pound limit. It is said to be also the weight of a gallon of whisky and container. Merchants have contended that they are entitled to some consideration in the commu- nities in which they live because they support local institutions and enter- prises, pay taxes, etc.; that, if the Government goes into the business of transporting an eleven pound package 2,500 miles for the same price as for twenty-five miles, the chief beneficiar- MICHIGAN ies will be the retail mail order hous- es and their supporters, the mail order journals which have coaxed many pe- titions from farmer readers. To one who has looked only super- ficially, the idea of getting something cheaper is alluring. He is apt to say, “T am for it.’ Opponents of the pro- posed system have asked: “From whom would the people get this? Would it not be from themselves? You can not subtract from the United States treasury and not put it back through taxation.” Where the aver- age individual might send ten parcels per month, a big retail mail order house would send ten thousand. That the scheme would be of little. or no benefit in the transportation of farm products has been shown. The retail mail order houses and the men who “farm the farmers” co-operate. Some women have appeared, contend- ing that it would give them better op- portunity to buy from large stores in the great cities. Some of the big de- partment store managers expect larg- er mail order trade from the smaller cities and towns and from farmers through operation of mail order de- partments. They may not know of the elaborate plans of large retail mail order houses for sales in their own Cities, if the system be inaugurat- ed. For the manner in which some of the managers of such stores have aimed to influence advocacy in edi- torial columns of their city newspa- pers, some people say this would be a just retribution. Many of the large city dailies have refused any hearings to the opponents in their columns. Members of the Committee have shown that the reason adduced for the carriage of first and second class mail at a cost regardless of distance, diffu- sion of intelligence, will not apply to merchandise. Flustrated at this, no two advocates have presented the same ideas and plans. Whenever a member of the Committee has pro- posed a plan whereunder the Govern- ment might pay expenses and charge according to services, the proponents have lost interest. Probably the greatest jolt the advo- cates have received has been from the wholesale dealers. Possibly they never expected these to line up with practical unanimity against it. Retail merchants have been studying its con- sequences to their business. Through their individual organizations, local, state and national, retail merchants have been opposing it. Last October the National Federation of Retail Merchants was formed, representing more than a quarter of a million re- tailers. Traveling salesmen have re- ported to their houses the fears of merchant customers. Retailers have talked with their wholesale dealers. When the wholesalers and manu- facturers entered the contest they carried into it the systematic methods to which they have been accustomed in large business undertakings. Their organization, the American League of Associations, so-called because orig- inally formed by the wholesalers’ as- sociation of three cities, is looked to by retail merchants for rescue. Opponents have contended that, as TRADESMAN the average haul in Engiand is 45 miles and in the U. S. 687 miles per pound for merchandise, for which the government must pay the railroads, and, as the Postoffice department es- timates that it costs it an average of 12.3 cents per pound to carry mer- chandise, and, as the British Govern- ment is losing money through Parcels Post although postal and railway em- ployes receive only about half of simi- lar American salaries, a deficit of at least $150,000,000 yearly would sub- sidize retail mail-order houses. Every Democrat voted against the proposed ship subsidy. Opponents say that any man who refused to vote a subsidy even to place the American flag upon the seas can hardly justify himself in voting a subsidy to distant concerns against the interests of his home merchants and home industries. Followers of the principles of Jef- ferson and Lincoln alike fear Parcels Post is only the beginning of a So- cialistic program for Government ownership and operation of tele- graphs, railroads, mines, factories, etc. The advocacy of Government operation of telegraph lines by the Postmaster General has added to the fear. One member of Congress ask- ed, “Who will be able to find the Constitution then?” Many retailers have expressed their appreciation to the wholesale and manufacturing firms they find co- operating. The campaign of defense in Washington is in the safe hands of E. B. Moon, Executive Secretary of the organization. Representatives of February 7, 1912 retail organizations say that the best argument against parcels post pro- duced before the Senate Postoffice Committee was that made by Mr. Moon. Local organizations of wholesalers and manufacturers of the principal cities have presented’ resolutions against it. Fred T. Loftin. —_—__++ > Breaking It Gently. “Dickie, I’m awfully sorry you use tobacco. I don’t like it. Wul you stop when we are married?” “Isn’t that asking a lot, dearie?” asked Dick. “T wouldn’t care for myself,” an- swered the girl, “but you know it makes mamma deathly sick.” “Well, then,’ he promised cheer- fully, “I’ll tell you what I'll do. Vil never smoke when your mamma is with us.” She threw her arms around him. “Darling,” she muttered, “that is so good of you! I was afraid you would insist on smoking once in a while aft- er we were married.” —_~.22+2s—____—_ Overtime. “When I was a young man,” said Mr. Cumrox, “I thought nothing of working twelve or fourteen hours a day.” “Father,” replied the young man with sporty clothes, “I wish you wouldn’t mention it. Those non- union sentiments are liable to make you unpopular.” oo Occasionally a soft answer starts a rough house. ter Fruit. tractive Store. No Germs---No Dust---No Dampness These and many other reasons combine to tell you that the one best thing you can do is to ORDER A SET OF Ideal Fruit Display Racks Economy Convenience Satisfaction Better Profits More Sales. Easier Selling. Cleaner, Firmer and Bet- Roomy, Sanitary and At- Happy Clerks. Pleased Customers. Help make it unanimous, returned. 448 CASS STREET Six of these Racks are all packed— ready to be sent to you—and when they arrive if you do not say it is one of the best investments you ever made, your $3.60 will be If your jobber can't supply you. send order direct. Ideal Fruit Display Co. LA CROSSE, WIS. dale: si aaa ti leat: salsa si aes a snags NS Sse 3s Dc Ne EE oa aaa 2 February 7, 1912 Making Salesmen of Order Takers. What is the difference between a salesman and an order taker? The salesman can make sales, can con- vince the prospective purchaser that the merchandise offered is just what Mr. Buyer needs, and he has enough ginger everlastingly to keep on ham- mering his convincing arguments in- to the mind of the prospective buyer as long as there is the slightest chance for a sale. The order taker usually is a man willing to remain in the store and make a sale if he can do so without much extra trouble. There you have the salesman and the order taker. The one is profita- ble to his firm, if employed; and, if in business for himself, is usually successful; the other is merely an expensive piece of furniture, if em- ployed by others, while if he reaches the stage of being in business for himself it is seldom that he meets with financial success, and, as often happens, the sheriff closes the store In a large business establishment the dead timber can be weeded out, but with the average dealer it is a problem to get good salesmen, and at times the dealer himself is one of the “dead ones.” Some big business men call period- ical meetings of their entire sales force. At such gatherings the men at the helm tells his clerks and sales- men exactly what he expects to ac- complish during the coming month, year, or season, and he asks his men to extend their co-operation. He takes thein into his confidence and tells them of the handicaps and ad- vantages that affect the business. The results of a get together meet- ing of this kind can not be otherwise than an asset to the employer. The clerks hear of the future plans, know what is expected of them, and nine times out of ten they put a shoulder to the wheel and boost business, em- ployer and themselves. For example, we will suppose that that you are a wide awake dealer in a small city. Last year’s business was good, but in your own mind you can see that during the coming twelve months business could, with a little extra effort, be materially increased. Don’t you think that if you were to tell your salesforce of the exact con- ditions they would be more than willing to help you increase your sales? Your clerks may know the exact conditions as well as you do, but still they have to be told. It is up to you to make salesmen out of your order takers, and the best way is to go after them good and hard. Make your statements plain and to the _ point. This creates enthusiasm, puts dollars into the merchant’s pockets, and in- creases the annual business. Individual instances often require individual attention. But this de- pends greatly on the stuff the mer- chant himself is made of. He can not afford to belittle the work of his employes. If one of your clerks makes a sale where you yourself had given up hope or had fallen down because you did not handle the buy- -ume for them! MICHIGAN TRADESMAN er right, give the clerk full credit for his work. He will appreciate it and it will mean money in your pocket. Don’t try to think of excuses for your own failure. The fact is that you were unsuccessful, while your clerk, who, perhaps, knew better how to handle that individual customer, did make the sale. There is no harm. in telling him of his excellent work, and that you had personally failed. And then there is the young fellow just out of school with country mer- chandising as one of his ambitions. His salesmanship ability will greatly depend upon the merchant himself. He is usually young and more than willing to listen to good advice. And what is perhaps most important of all he always respects the advice of the merchant himself, and will great- ly profit thereby. A little instruction will invariably make a salesman out of him, while without such instruc- tion he is liable to become just an ordinary, every day order taker. Joseph S. Vogel. ————_r-- <> Are You Traveling in a Circle? “I’d rather go off on a_ tangent sometimes than always travei in a circle,” said a girl who had seen a little of the world, and a little more of the dead sea fruit that goes with lost jobs and irate managers. “When you say a_ tangent you mean a regular wild goose chase,” said her sister, who was the ride of the family for having the largest bank account, the best friends of in- fluence and the greatest capacity for being true to one’s firm. “Now, listen, dear,” said the other one. “Your little business career re- minds me of a circle. You are the center, and this little factory town is its circumference. What do you see? What do you hear? What ‘o you think of? Business, business— and again business! You never ge out of town. You never invest in good books, because you haven’t the In the end of the year you are just where you started. You have traveled in the circle that is made up of beaten paths with a dies, etc. ient for you. to clean. Dig with it—Scratch Use the four steel fingers instead of your own. If your Jobber coes not carry them in stoc and address and I will send you a Scoop by prepaid Express. E. R. SMITH, Oshkosh, Wis. sure salary in -it. THe greatest events in your life are when you can trot to the bank with $100. The greatest calamity is when you can’t trot. “No, indeed, I don’t believe in be- ing exactly inert, but I do believe in letting a lot of other good things in- to my life besides business.” “Oh, of course,” sighed the pride of the family, “there are two views to everything, but it’s best to be on the safe side, and you know my side is the safest. In plain words, it takes money to be happy nowadays.” “Tf we'll live to be 75 we'll argue this over again.” And they kept on discussing the matter, each defending her own view without convincing the other. “Just then their aunt, a dear old lady in a halo of silver curls, sat ‘down between them and laid a warm hand on each young shoulder. She promised to tell them what she thought about traveling in a circle. “T do think you are both half right, and both half wrong,” she _ said. “Whatever way brings the most sat- isfaction to you now and in the fu- ture must be the best way to follow, whether it is a tangent or a circle. But you may both change your views slightly as you go on; what you be- lieved in last year may not appeal to you next year. “My experience has been that one needn’t travel in a circle to reach one’s goal in business, and neither to go off on a tangent and lose your position in order to enjoy some of the outside good, like travel and philanthropy and culture. “There are scores of outside things you can enjoy while you are suc- ceeding in business. Only you must be careful not to follow them so in- tensely as to let them scatter your forces. “You know, girls, | was Secretary to three judges for fifteen years, and at the same time I was President of two clubs, I helped to educate and provide for an orphan cousin, I had a study class every Thursday ¢ve- 39 ning and I visited every state in the Union on my own ticket. “T always enjoyed myself thor- oughly, although I held down one of he hardest positions in business. I have been identified with other things besides cold, calculating busi- I am sure you have the same chance, if not better. If you are making good as a servant don’t post- pone your enjoyment until you can make good as a master. And if you are prone to be an erratic wild goose chaser who would live life at its broadest and fullest, remember there is only one safe way to get the where- withal, and that’s to work for it.” Alice Mason. —__++>—__—_ A Kansas City priest is conducting a matrimonial class, numbering fifty couples. He is very frank about it and says his object is to marry the young people of his congregation. He called them together about a month ago, said that any man of 23 or 24 who was making $65 a month ought to get mrried and that any girl of 18 or 19 should take a husband. He formed the society then and there and is now delivering weekly lectures on matrimony, on buying furniture, cook- ing, saving money and rearing chil- dren. He also tells them how to court and a little later on he expects to be busy tying matrimonial knots. ——_>-2>——_—_ North Dakota has a_ prohibition law, and, as is usual in such states, there are all sorts of schemes to get around it. Officials have been notic- ing that a certain restaurant in one of the towns sold a great many pieces of mince pie at 10 cents a cut. In fact, many citizens were eating mince pie several times a day, in spite of the ban placed on that delicacy by one or two colleges for young wom- en. Suspicion was aroused, and an investigation revealed the awful fact that the pie contained a fine brand of whisky and sold so readily that the manufacturers could not keep up with the demand. ness. Silence is often the best argument. There’s A Smith’s Sanitary Scoop For Every Grocer It does away with the disagreeable, unsanitary way of handling Dried Fruits, Brown Sugar, Loaf Sugar. Nuts, Sal Soda, Lump Starch, Hard Can- No more sticky fingers or dirty hands to wash a dozen times a day. Smith’s Sanitary Scoop Does The Work! It is made of the best quality steel. heavily nickelplated and just the size to be most conven- with it—Pry with it. They are stronger. more sanitary and ‘‘So easy A Money Back Guarantee With Each Scoop. If you are not perfectly satisfied with it —fire it back and your money will be returned at once, Your jobber sells them at Fifty Cents each. Add one or two to the next Order you give the Salesman and you will be glad that you did—if not. you take no risk for your money will be returned. k—send me Fifty Cents in stamps with his name ee, Eases recrepeny essen 06 a ee ee ene pe er Sta saree vases see aE ae i pcr ee towmmcen eae ee sriasacaneommn anna & MICHIGAN r - nD Y oe z VE == = ee t —_ o = _— - = se 2 Fun — = a. 5, = c : 2FHE COMMERCIAL TRAVELER: - =e. = = = i Ze —— Ze ‘ (Vf Dna ry a = Ti | Vay eS Te = f I K as 7 F ee oa pal. ie Se rf - ae 2 4 (bi we Se A Michigan Knights of the Grip. President—C. P. Caswell, Detroit. Secretary—Wm. Jj. Devereaux, Port Huron, Treasurer—John Hoffman, Kalamazoo. Directors—F. L. Day, Jackson; C. : i Lapeer; I. T. Hurd, Davison; H. P. Goppelt, Saginaw; J. Q, Adams, Battle Creek; John D. Martin, Grand Rapids, Grand Council of Michigan, U. C. T. Grand Counselor—George B. Craw, Pe- toskey. : Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C, A. Wheeler, Detroit. Grand Secretary—Fred C. Traverse City. : Grand Treasurer—Joe C. Witliff, De- troit. Richter, Grand Conductor—E. A. Welch, Kala-- mazoo. Grand Page—Mark S. Brown, Saginaw. Grand Sentinel—Walter S. Lawton, Grand Rapids. Grand Ehaplain—Thos, M. Travis, Pe- toskey. Executive Committee—James F. Ham- meli, Lansing; John D. Martin, Grand Rapids; Angus G. McEachron, Detroit; James E. Burtless, Marquette. Wafted Down From Grand Traverse Bay. Traverse City, Feb. Stratten, Con. Broene, of Grand Rap- ids,.D. A. Walsh, Tom Travis, John Shields, of Petoskey, Wm. H. Shrad- er, of Cadillac, attended the formal opening of the Wolverine Hotel at Boyne City last Thursday There were about three hundred pres- 6 — Barney evening. ent and it was a success in every way. Barney Stratton was heard to re- mark that when you are in the Wol- verine Hotel you forget that you are in Boyne City. The tailors at Boyne City must have all attended the opening of the Wolverine Hotel, for after William Shader arrived he learned that it was to be a dress affair, so Bill proceeded to alter his coat into a full dress coat by trying to burn the corners off. Will surely was a sight, but claims that a box of safety matches in his pocket set it afire. John Califf registered Elk Rapids at the Wolverine. John, you will be charged the regular commercial rate just the same. Chas. Jones, our jolly P. M. con- ductor, certainly had one slipped over on him by a newsboy on his train this week. The newsy had been report- ed as having touched a traveler while in Traverse City, so Jones thought he would take the thief to Grand Rapids and turn him over to the officers there, but upon his arrival there he was informed that he must be placed in charge of the Traverse City author- ities, and was obliged to let his pris- oner go. Will Jim Goldstein please add the name of Will E. Smith, Traverse City, to his list of eligible bachelors? Will called up and requested us to men- tion the following attractions: Age 40, born in Grawn, never married, once in love, has traveled West, good, com- mon school education, willing to work, always lived at home, slightly bald, not a member of the Moose. Will fur- TRADESMAN secretaries. The hotels might just as well get busy and provide individual towels and better their sanitary con- ditions. The State of Wisconsin for- bids and prohibits the common roller towel in hotels. The stork visited the home of Bank- er A. D. Crimmins last week and left a nice baby girl with the following title: Phyllis Winifred—and they live in Mesick, too. Mr. Bell, take notice: We all smoke LaValla Rosa. Frank H. Conant, sales manager for a Detroit wholesale hardware house for a number of years, has secured the position of director general for the Water-Fete-Carnival, “Cadillaqua,” to TOAST TO THE TRAVELING MAN’S WIFE Come. boys. fill your goblets again with red wine, I've joined you in your toasts, now join mein mine; Yes, join in this health, as I rise to a theme As inspiring as love, as bright as a dream: From his cup of devotion, this vintage of life. I drink to that angel. the travelingman’s wife! Yes. I drink to that creature whose lot is to wait For the sound of a footfall. for the latch of the gate: Who welcomes the traveler home from his trips With joy in her heart and love on her lips: Who nestles beside him and sweetly beguiles His care-worn thoughts with caresses and smiles. Who fervently prays. as she kneels down to pack With tear-brimming eyelids. the drummer's gripsack. That the Lord will watch over his wandering feet: Then bids him good-bye. with a face bravely sweet. And when through the shadows his form disappears Gives way to her sorrow in pitiful tears. Who turns from the door to her boy. it may be. Who joins in her weeping and climbs to her knee. She kisses him fondly and tucks him to bed When his feet have been bathed and his baby prayers said: Then follows to slumber that’s troubled with dreams Of a wreck and a death by the rain’s swollen streams. Anxiety born of a long loyal life Gives a care-worn look to the travelingman’s wife: But her voice grows softer along with the years And her soul grows brighter with baptisms of tears: And the woman is dearer by far to his heart Than the maiden who faltered ‘‘till death do us part.”’ They tell of a court in a country of light Where the wrongs of this world are at length set aright: May she whose smiles are the light of our hearth Receive there the peace she knows not on earth, This is my toast. and the prayer of a life That forever is pledged to a travelingman’s wife. Frank B. Bair. nish photograph. White girl pre- ferred. We regret exceedingly to report the death of Mrs. Thos. Shannon, of Saginaw, mother of Mrs. James Flag- gert, of this city, who has the heart- felt sympathy of all the boys. Are you supporting the work of the UC T/s and the M. N. of 1: Gs by assisting the Tip No More organ- ization? Another thing in its favor is that it will save pocket lining. We are sure to get the co-opera- tion of the State Board of Health, since Secretary R. L. Dixon, of that department, is taking hold of it and writing all the subordinate U. C. T. <é be held annually in Detroit. The boys all wish him success, for he always was one of the boys. Wim. L. Chapman, one of the best dry goods men on this territory and formerly with Carson, Pirie, Scott & Co., has connected with the Crowley Bros., of Detroit. Kindly accept the best wishes of all the boys, Bill. He will make his headquarters here. Chairman Adrian Cole, of Our An- nual U. C. T. banquet, to be held the 23, is making great preparations to make it a success. All U. C. T.’s and traveling men are cordially invited to attend, especially visitors. We notice by the State press re- February 7, 1912 ports that James F. Hammell, of Lan- sing, formerly Mayor of that city and prominently known throughout the State in Democratic circles, is fre- quently being mentioned as a proba- ble candidate for Governor. Mr. Ham- mell has a host of friends among the traveling boys as well as among his customers and we wish him success. Fred C. Richter. ———___o-»-2 Maxims of a Business Man. Never discuss salaries and never tell any one how much you are get- ting. If you say you are getting more than the man you are talking to, eith- er it will cause dissatisfaction or he won't believe you. The man who is continually whin- ing about “never having half a chance” is the same man who would not succeed if he were allowed to choose his own work at his own salary. Chances come when a man is ready for them. Some folks start worrying along about the first of February as_ to what their boss will give them as a Christmas present. Of course, there are folks who are really earning more money than they are getting, but the average man had better lie low and hope that the boss won’t find out how much more he is getting than he is worth. Don’t look in books for examples of successful men. Choose a man in real life who has gained success by honorable methods and follow his business ideas. If success does not come in a week, don’t get discour- aged; it may come in a month. Don’t worry because you think you haven’t attracted the favorable at- tention of your immediate superior. He may be more observant than you imagine. Don’t ask advice all the time. The man who can go ahead with a job, finish it successfully on his own in- itiative without a lot of foolish and unnecessary questions, is the man who is most needed in the modern business world. The man who knows the latest thing about neckties and silk socks is usually the man who does not know the latest things about successiul business methods. There may be work without suc- cess, but there is never any success without work. Don’t take spells for working and try to accomplish in one day the things you should have done in two weeks. A litle every day is better than spasms of hard work, interpo- lated with spells of no work at all. ——_»>2. Why It Was Hard. “T want you to understand that i got my money by hard work.” “Why, I thought it was left you by your uncle.” “So it was; but I had hard work getting it away from the lawyers.” —_—.2.--———— A disrespected rule is more harm- ful than none at all. One good rule enforced beats a hundred mossy, ob- solete office laws. > It must keep his Satanic majesty busy if he finds work for all the idle hands to do. —— sw we we ee a ee we > permanent 395 oe nes February 7, 1912 News and Gossip of the Traveling Boys. Grand Rapids, Feb. 7—On Feb. 12 Edson, Moore & Co. celebrate their fortieth anniversary. They can well look back over the forty years just completed and feel proud of their record and progress. On behalf of the Tradesman, we wish to congratu- late them. All members of the U. C. T. who know of a brother who is sick are re- quested to notify Secretary Harry Hydorn. The writer would be espe- cially pleased if notified. A short time ago we _ criticized Fred Richter for one of the articles he did not write. Then we apologiz- ed to Fred in the next issue. Then Fred came back and criticized us and forgave us. Just like political candi- dates. If Manager Harold Sears, of the National Biscuit Co., would give the town of Hart to Ernie Miller he would save that young worthy con- siderable money, and Ernie could then spend more time there besides. Sun- day for himself and. Monday for Unee- da Biscuit. Fred Croninger is looking forward with great pleasure to Feb. 19. This is the day that the quarantine will be raised at his home. The entire family, who were taken down with scarlet fever, have recovered and are patient- ly waiting for the health officer to re- move the card. The State Board of Health has put the ban on the roller towel and all hotels and public places have been, or will be, notified to discontinue the use of them. It really seems to us that any hotel looking to the comfort and convenience of the traveling men would discontinue the roller towel nuisance without being notified. We have received letters from the following traveling men wishing to have us notify the girls that they are eligible bachelors and wish their names added to the list already pub- lished: Earl Warren, age 21, Grand Rapids. Willie Goldstein, aged 2 years, younger than writer, Milwaukee. Louis Jenns, aged 64, Grand Rap- ids. Eli Klaasse, aged 20, Kalamazoo. In regard to one applicant, Willie Goldstein, we feel it our duty to warn the girls against him. He called us names twenty years ago, and he has a very violent temper—in fact, every time we fought he got the best of it. Down with the roller towels and up with the rates! Harvey Skillman is the proud pos- sessor of anew combination cap, slippers and bath robe. When driv- ing he uses it for a cap. It stretches any length and, if necessary, can be stretched until it covers both head and feet. Boost and the world is with you— knock and there'll be some with you anyway. The nearest that we can publish in the U. C. T. baby list for 1912 is a beautiful Jersey baby calf born on Harry Hydorn’s beautiful subdivision. Congratulations, Harry. Calves are MICHIGAN TRADESMAN more valuable than babies anyway in these days of airship prices. Arrangements are practically com- pleted for the annual U. C. T. ban- quet to be held at the Hotel Pantlind on March 2. Tickets are now on sale by the Committee and Secretary Har- ry Hydorn. Cliff Herrick is chair- man of the Banquet Committee. W. T. Irwin, of Trinidad, Colo, U. C. T. Council, No. 185, attended the last meeting of No. 131. He told the boys of the high altitude in his coun- try, but that doesn’t concern us half as much as the high prices in this territory. And still they come! Five more in- itiated into Grand Rapids Council, No. #31, U. C. 1. Saturday night. |The “newly mades” are as follows: J. W. Murphy, “Ted” Mills, Wm. McNitt, J. W. Myers and C. E. Knowles, and they are some live additions to an ‘already live Council, too. Most of those new hotels that are going to be built all over Grand Rap- ids will be castles—air. Mr. Stillman, of the Woodhouse Co., was taken with severe pains at the Morton House one day last week. We are pleased to state at his writ- ing that he has recovered entirely. Albert E. Johnson and D. S. Haugh have been transferred from Cadillac Council to Grand Rapids Council, No. 131. And stiil they come! A water wagon isn’t any good this time of the year anyway. Help! the daffodil bug has got us. If a mare weighed but 430 pounds, could Ed. Ryder. If Rufus Boer ever wants to quit selling millinery for a living, every consarned member of Grand Rapids Council, U. C. T., will recommend him as a first-class chef. We are hearing many first-class re- ports about Wade Slawson, former Grand Rapids boy and member of U C. T., No. 131, now runing a drug store in Galesburg. He says he is al- ways pleased to see the boys. Sorry Galesburg is off our beat, as we would like to “see” what quality spiritus fer- menti Wade dispenses for prescrip- tions. The new Columbia Hotel is fairly well patronized by Grand Rapids boys and all speak very highly of it in every way but one—it is still using roller towels. We are sure they will remedy this when notified. Nearly every traveling man has had something to say about the poor old Pere Marquette, but we think the Michigan Central has handed Grand Rapids the worst service of any road running into the town this winter. But even then the Pere Marquette has had some awful days. The U. C. T. Dance Committee an- nounces a dance will be given Satur- day night, Feb. 10. Mark it down in your note book. The society event of the commer- cial men’s year—the annual banquet— on March 2. For four consecutive Saturdays smiling Lon Smith has carried his big rooster from the chicken coop in- to the cellar with murder in his heart —or where his heart should be—his idea being to kill the poor creature and eat the remains for dinner. But each time he repented and turned Mr. Rooster loose and went over to the market and bought some hamburg or frankfurters instead. Now that the boys have been noti- fied that John Millar is laid up at his hime, 212 South Union street, we hope they will take time to call on him Mr. Millar is recovering very slowly but surely. We're agin’ the new charter and hope you feel the same. Just because we mentioned a fellow as a sparring partner is no reason why they should knock us all over their place of business. We figure they'll start at the beginning to read this week. J. M. Goldstein. —-—_22-. Manufacturing Matters. Escanaba—The Stack-Gibbs Lum- ber Co. has increased its capital stock from $1,000,000 to $1,200,000. Detroit—The Tessmer Machine & Tool Co. has increased its capital stock from $10,000 to $20,000. Detroit—The capital stock of the Excelsior Auto Cycle Co. has been in- creased from $5,000 to $10,000. Zeeland—The capital stock of the Colonial Manufacturing Co. has been increased from $75,000 to $100,000. Detroit—The Jacob F. Meier Co., manufacturer of trurks, has increas- ed its capital stock from $50,000 to $100,000. Benton Harbor—tThe capital stock of the Benton Harbor Malleable Foundry Co. has been increased from $70,000 to $80,000. Lowell—Tony Gazella and_ broth- er, Michael, have formed a _ copart- nership under the style of Gazella Bros. for the purpose of manufactur- ing cigars here. Iron River—The Iron County Steel Co. has been incorporated with an authorized capital stock of $10,000, of which $75 has been subscribed and $30 paid in in cash. Chassell—The Chassell Creamery Co. has engaged in business with an authorized capital stock of $6,000, of which $4,350 has been subsccribed and paid in in cash. Detroit—The Motor Truck Body Co. has engaged in business with an authorized capital stock of $10,000, of which $5,100 has been subscribed and $3,100 paid in in cash. Lansing—The Brownwall Engine & Pulley Co. has been incorporated with an authorized capital stock of $25,- 000, of which $15,000 has been sub- scribed, $8,000 being paid in in cash and $7,000 in property. Pentwaters-Saunders & Chase, man- ufacturers of the Pentwater net and hook lifting machine, have mergea the business into a stock company under the style of the Saunders-Chase Co., with a capital stock of $10,000. Detroit—The John Hellerich Co. has engaged in business to manufac- ture, buy, sell and repair jewelry and other articles, with an authorized cap- ital stock of $1,000, all of which has been subscribed and paid in in cash. Saginaw—Albee started suit against the Grand Trunk Railroad for $1,500 damages, claiming that a shipment of sauerkraut last February to Minneapolis was allowed to freeze, which prevented the sale, Kraut Co: has: 41 South Haven—Casavant Brothers have engaged in business to manufac- ture and sell pipe organs and other musical instruments, with an author- ized capital stock of $50,000, of which $32,000 has been subscribed and $5,000 paid in in cash. Detroit—The Murray Special Man- ufacturing Co. has been organized to manufacture and deal in machinery and power plant equipment, with an authorized capital stock of $50,000, of which $40,000 has been subscribed and paid in in property. Detroit—The Otis Cement Walk & Construction Co. has mered its busi- ness into a stock company with an au- thorized capital stock of $20,000, of which $12,000 has been subscribed, $979.69 being paid in in cash and $11,020.31 in property. Detroit—The Peter Smith Heater Co. has merged its business into a stock company under the same style, with an authorized capital stock of $25,000, which has been subscribed, $1,500 being paid in in cash and $23,- 500 in property. Pontiac—The American Steel Belt Co., recently incorporated here, has increased its capital stock from $50,- 000 to $100,000. After February 10, the company will be located in De- troit, having secured a factory at Hub- bard and C. streets. It will manufac- ture steel belts. Detroit—The White Star Refining Co., manufacturer and caller of oils, soaps and oil products, has merged its business into a stock company. under the same style, with an authorized capital stock of $40,000 common and $10,000 preferred, all of which has been subscribed and paid in in prop- erty. a Late Lansing Items. Brother M. E. Sherwood slipped upon the icy walks of Three Rivers one day last week and suffered the dislocation of three ribs and other less serious injuries. At present he is somewhat improved, but is still con- find to his room. An exchange of honors was recent- ly brought about between the Lansing Chamber of Commerce and the Auto City Council. The former, recogniz- ing the prominence and ability of the traveling men, requested that they be represented in that honorable body, and the latter reciprocated by select- ing Brother E. H. Simpkins for the place. ——_2-2 A Lansing correspondent writes: George H. Russell, traveling salesman for Northrop, Robertson & Carrier, who came in off the road a week ago with a case of grip bordering on pneumonia, has improved to such an extent that he will take up his work again next Monday. a An Otsego correspondent writes as follows: Chas. W. McNett has se- cured a position as traveling sales- man for the Otsego Chair Co. and the Marvel Manufacturing Co., of Grand Rapids. His territory will be Michigan. —— 2 ee James L. Krees, of Alma, has gone on the road for the Marvel Manufac- turing Co. His territory includes Ohio. cra men ee AMON TN RP SBS ARP USI EAT GNSS tS TSS SMART TS lala “areas NE ee ee a ae Se en Ne i i i MICHIGAN TRADESMAN February 7, 1912 | 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. C. 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; Cc. A. Bugbee, Traverse City. Next Meeting—Muskegon. Michigan State Pharmaceutical Associa- tion, President—E. W. Austin, Midland. First Vice-President—E. P. Varnum, Tonesville. Second Vice-President—C. P. Baker, Battle Creek. Third Vice-President—L. P. Lipp, Blissfield, Secretarv—M. H, Goodale, Battle Creek. Treasurer—J. J, Wells, Athens. Executive Committee—E. J. Rodgers, Port Huron; L. A. Seltzer, Detroit; S. C. — Hillsdale and H. G. Spring, Union- ville. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—O. A. Fanckboner. Secretary—Wm H. Tibbs. Treasurer—Rolland Clark. Executive Committee—Wm. Quigley, Chairman: Henry Riechel. Theron Forbes. Peculiar Remedies Utilized by An- cient Greeks. Before Pandora men lived without disease or suffering. The beginning of medicine in Greece was with Chir- on, a centaur, who collected patent drugs; the century plant cured his wounded foot, hence the name Cen- tauria. Epyra was a land of poisons, and a daughter of the King of Thessaly knew every medicine on the face of the earth, she “all simple virtues knew and every herb that drinks the morning dew.” Chiron instructed his descendants in the secret knowledge of herbs. Aesculapius, who had a knowledge of the virtues of herbs and a mas- tery of medicine and surgery, was Chiron’s pupil: he brought the dead to life and was killed by Zeus for so doing. Two sons of Aesculapius were leeches of the army before Troy; one knew curative herbs, the other was a surgeon, who cut the steel away and applied a styptic root. A god could not sleep; Flora ap- plied to Somnos, he created the poppy. Quail cured Heracles of epilepsy. Menthe was a goddess who flirted with Pluto and was changed to mint. One hero ate magic herbs plant- ed by Cronus and was changed to a god of the sea; another was restor- ed to life by an herb used by ser- pents to revive each other. The curative art went one way to Hippocrates, another to the temples of Aesculapius. The two systems existed side by side, physicians and superhuman cures. Hippocrates excluded supernatural influences, defining a quack as a be- ing no law could reach, and no ig- nomy disgrace. People slept in skins of sacrificed animals in the temples of Aescula- pius and dreams came that indicated methods of cure. The cure was re- corded on tablets in the temple and empirical or folk medicine gained a footing. Serpents were kept in the temple to lick wounds. ‘Several of Alexander’s officers slept in the temple of Serapis, hop- ing for dreams that would benefit Alexander, who died without medi- cal assistance, as he had executed a physician a few months before. Sophocles speaks of a sorry leach who muttered spells over a sore that must be cut away. Part of the following is from Mac- edonian later folk medicine: Scarlet fever was cured by sprin- kling the sick with powdered cakes, over the skin previously smeared with syrup, honey or sesame oil. Daisy blossoms dried and used in water for a cough. Hiccough cured by shock of some kind. Nose bleed- ing by a large key applied to the back of the neck. In childbirth sprigs of virgin’s hand (an herb) are put in drinking water, and nurses ran around the family hearth with new-born infants. Trailing pearlwort protects against fire and fairies; St. John’s wart and sow thistle protect from _ fevers; Rhamnus and Laurel over the door saves the sick from evil spirits and propitiates the gods. In those days also the hair of the dog cured the bite. A wart on the eye was cured by having a person with a strange name bark like a dog. Crabs’ eyes and sparrows’ eyes prevented sleep, while succus sorrel cured serpent bite. J. F. Llewellyn. —_~--.—___ Some Tested Formulas. Paste For Cleaning Windows. Mix with 1 part olive oil, 1 part of ammonia, 2 parts of lime and 1 part of water to a thick paste. Paste Metal Polish. Precipitated silica ........ 10 pounds Keeseleuhr 2. 2.:- 20.5.3... 4 pounds Crade oleic acid .......... 20 pounds Paraiin Wax ..6...6025, 22. 4 pounds Oil of mirbane 2. 2........: Y% ounce Melt the paraffin wax with the oleic acid, then grind with the other ingre- dients under edge runners. Fire-Proofing Solution. Ammonium sulphate ........ 8 ozs. Ammonium carbonate .......2%4 ozs. Boric acid 52805555525. . 3 ozs. Bore: 2). ee 1% ozs. WME wo ee ee ee 200 ozs. Dissolve, then add SHATCR eos ope eee ose es 2 ozs. Stir until it boils. Dip the material in the hot solution, wring, dry and iron if necessary. Liquid Metal Polish. Patty powder 22. .0..0.5:.2 6 Ozs. Kaeseiguht 2. 62.052: .2 5.8. 10 ozs. Bath brick, in fine powder .. 2 ozs. indian red 2 10 ozs. Emery, in finest powder .... 1 oz. ROttenstOne 6252-2 ..5.2 5.4. 1% ozs. Mix the powders well together and add gradually: Smint 6 30 fl. ozs. AMepennne —. 665.6 lee 20 fl. ozs. Papatin .. 5.522600. 100 fl. ozs. Solution of ammonia ..... 20 fl. ozs. Oy of citronella .......... % fl. oz. —— 2 2 Fourteen More Behind the Drug Counter. Pigeon, Feb. 6—The Michigan Board of Pharmacy held a meeting at Ann Arbor January 19. Ten applicants re- ceived registered pharmacist papers and four druggists’ papers. Follow- ing is a list of those receiving certifi- cates: Registered Pharmacists. . W. Fletcher, Ann Arbor. . D. Porter, Detroit. E. Anderson, Ann Arbor. L. Ball, Kalamazoo. E. Bomles, Detroit. B. Evarts, Grand Rapids. J. Meyers, Peck. B. Sherman, North Branch. . B. Sugden, Ann Arbor. F. Whitwam, Grand Rapids. Registered Druggists. E. R. Negus, Ann Arbor. F. W. Misch, Ann Arbor. Paul R. Young, Leslie. S. S. Berwatswicz, Grand Rapids. Four members of the Board were present at the meeting. . The next meeting of the Board will be held at Grand Rapids March 19, 20 and 21. Jno. J. Campbell, Sec’y. e What a Political Optimist Is. Governor Woodrow Wilson is a past master of repartee, as he proved a score of times during his recent “stumping” tour, although never more effectively than in the South Jersey hamlet of Sea Isle. He had just re- ferred to himself as a “political op- timist” when some one calle dout, “And what’s that?” Instantly came the answer: “A po- litical optimist, my friend, is a fellow who can make sweet, pink lemonade out of the bitter yellow fruit which his opponents hand him.” ——>2 > The Drug Market. Oil of Bergamot—Has advanced. Oil Lemon—Is higher. Oil Orange—Has advanced. Oil Sandalwood—Is higher. Chloroform—Has declined. Sugar of Milk—Is lower. Tonka Beans—Have advanced. Golden Seal Root—Has advanced. _——_~e2o____.... Anyway, there’s nothing in the in- terstate commerce regulations against free. passes on the Salt River line. OZOPOROmEs To Secure the Speakers from Lansing. The first open meeting of the Board of Trade was held in Yeakey hall Wednesday evening and was attended by nearly all of the members, their wives and many of the citizens who have not as yet become members. The meeting opened with singing by the high school choir, after which Harry D. Allgeo, President of the village and of the Board of Trade, in a few pre- liminary remarks introduced _ the speaker, E. A. Stowe, of Grand Rap- ids, and who is editor of the Michi- gan Tradesman. Mr. Stowe gave seme of his ideas and experiences in town building and cited several inci- dents of what process has been em- ployed in bringing villages and cities to a healthy and prosperous condition and placed on a_ growing basis through the efforts of an organiza- tion similar to the one now in this village; that the only way to succeed was to all be united in the work to be done, having one idea or method of doing things. He suggested many different ways of making a town thrii- ty, and that one simple way of at- taining such progress was to make the town clean and beautiful, maintaining its churchés and provid- ing the best facilities for educating the children, beautifying the homes by fine lawns and flower gardens, and thus attracting the attention of people to the fact that the town is an excel- lent one in which to reside as well as a place to establish an enterprise; that people admire everything that is ar tractive and beautiful. Mr. Stowe is an interesting talker and is a good er- tertainer, a hard worker in all his duties of daily life, is first, last and all the time for Grand Rapids and West- ern Michigan. first In interesting the farmers in this vi- eiity the Wayland Board of Trade is now acting on Mr. Stowe’s sugge-- tion to secure some of the noted speakers from the Michigan Agricui- tural College on lines of greatest in- terest to them, and would greatly ap preciate an expression from all our farmers as to what subjects would in- terest them most. Hand in your ideas on this matter to any business man in Wayland and the whole will be submitted to the Board of Trade for a final choice, fitting the greatest number. The Board of Trade is rapidly in- creasing in membership and it is the desire of the organization to enlist every citizen in town before spring. —Wayland Globe. ——_2~- From Auto City Council. Lansing, Feb. 6—We are reliably informed that Brother M. S. Brown, of Saginaw ,is anxious to secure the appointment of Hotel Inspector for the State of Michigan. A good man for the job. Go after it hard, Mark, and we will all help you. The Graham House, at Gladwin, has taken a step in the right direction. The washroom is now supplied with a limited number of individual towels. The bus was well filled last night, however, and the supply was exhaust- ed before the last poor traveler was ready for supper. Alec, if you please, Just a few more, i DB: SRG set aN ee February 7, 1912 MICHIGAN TRADESMAN 43 WHOLESALE DRUG PRICE CURRENT Lupulin ......... @175 Rubia Tinctorum 12@ 14 Vanilla ........ 9 00@ 10 00 Lycopodium .... 60@ 70 Saccharum La’s 40@ 560 inci ee ee 7 10 NESCIS oe. sss 65@ 70 Salacin ........ 4 50@4 75 bbl. eicee cs Acidum wos Copaiba ........ 175@1 85 Scillae .......... @ 50 Magnesia, Sulph, 3@ 5 Sanguis Drac’s .. 40@ 50 Lard, extra ao. 00 Benzoicum, Ger. 70@ 75 Cubebae ....... 400@410 Scillae Co. ...... @ 50 Magnesia, Sulph. bbl @1% Sapo. G......... @ 15 Lard, No. 1.... @ 9 pene @ Linseed, pure r’w 92 ..1 09@1 15 Baracta 2, @ 12 Erigeron ........ 2 35@2 60 Tolutan ......... @ 50 Mannia S, F. ..... 75@ 85 Sapo, M ........ 10@ 12 Linseed. piled 93 110@1i 16 Carbolicum ..... 25@ 30 Evechthitos ..... 1 00@1 10 Prunus virg, .. @ 50 ee ae at Citri 45@ 50 : os Menthol ........ 7 75@8 00 Sapo, W ........ 15 18 Neat’s-foot, w str 65@ 70 Heancaee 3 5 Gaultheria ...... 4 80@5 00 Zingiber ........ @ 50 Morphia, SPEW Seldiitz Mixture 27@ %8@ ‘Turpentine, bbl. .. @79% Aes eal are Geranium om 15 Tinet Morphia, SNYQ Sinapis ......... 18 Turpentine, less .. 85 Nitrocum ....... 8@ 10 ee ; ee Morphia, Mal. Sinapis, opt. 3@ Whale, winter ...70@ 76 Oxalicum ....... 14 a 15 Gossippil Sem gal 70@ 75 Aloes ........... 60 Moschus Canton 40 Snuff, Maccaboy, aints Sie dil. we . Hedeoma ....... 2 50@2 75 Aloes & Myrrh.. 60 a No. ae 25 2 acon ig oes: @ Hr : ee = t Sulphuricum 1%@ 5 Junipera ........ 40@1 20 Anconitum Nap’sF G tem -:.. 25@ 30 Goda, Borah hae a Gen nth 16 Tannicum ..... 1 00@1 10 Lavendula ...... 90@4 00 ee f abi a3 del ‘ Abies, Canadian.. = Tiglil .......... 1 60@1 70 iat auc se is growing tor reliabie goods, for widely aa- eos ae Meee ee ae Gentian ao... 50 vertised goods which must be good or they Myrica Cerifera.. 20 Bichromate ..... 13@ 15 Gulaca 6.0. 50 could not be advertised year after year. “You Pru a 1é ees ca ammon .. 60 ° : Pe iin oa nS sees ean erar rs oo - Hyoscyamus .... 60 can't fool the people all the time. Sassafras, po 30 96 Carb ......--eee- Lodine =. i2.35.56.. 76 Uimus ..:......- 20 Cmorate .... po. By s ap colorless 76 9 Extractum Cyanide Sea 2 0G, 18 Kino -.----++e--. 60 ] N j ( Y S COC OA rer he see oo . Potassa, Bitart pr 30@ 32 Myrrh ......111! 50 BG ai a us ay 12 Potass ee opt ' Oni Vomica .... 50 i : : Haematox, 1s... 18@ 14 LoUssiate nt... 28 Obil, camphoratea 202 | and Premium Chocolate for baking and cooking are the kind tox, %s .. 5 esas. ; ‘ : . Haematox, %s .. 16@ 17 Sulphate po... a 200 | that tbe public believes in. The Lowney name has been ecu oo ao kee 80 | favorably known for twenty-five years. We are rbonate Pr Po io ANEBB6 okt ce t Saeeee esac. : Citrate and Quine 200 Anchusa .-...0.. Mg ie Ronnie. --.. 90 constantly telling them that we make superfine , rate Soluble .. ##$ 55 Arum po .......-. erpentaria ..... i Ferrocyantdum s crane “3 - poem 60 goods and they have had the best reasons to be- | oride .... en i ROMA ca. : : : i : wa Sulphate, com’l 2 Glychrrhiza py 15 16@ 18 Valerian ........ 50 lieve it. The grocer gives his customer satisfac- ¥ Sulphate, com'l, by Hellebore, Alba . 12 15 Veratrum Veride 50 a : ‘ Sy *pbl., per _ewt. 70 Hydrastis, Canada @6 25 Zingiber ........ 60 tion and makes a fair profit too in LOWNEY'’S. Sulphate, pure .. 7 Hydrastis, Can, po @6 50 Miscellaneous Inula, po ........ 20 25 Aether, Spts Nit 3f 30@ 35 Flora Ipecac, po ...... 2 25@2 35 Aether, Spts Nit 4f 34@ 3s Arnica .......--. 20@ 25 Iris plox .......- 35@ 40 Alumen, grd po7 3 4 Anthemis ....... 50@ 60 Ialapa, pr. ...... 70 15 Annatto ........ . 50 Matricaria ...... 30@ 35 Naranta, \s ... 35 Antimoni, po 5 : — ws — Folla Podophyllum po 165 18 Antimoni et po T 10g 50 Pe Barosma -. 155@1 60 Rhel ............ 75@1 00 Antifebrin ...... 20 Cassia Acutifol 5 Bnei, cut ......- 1 00@1 25 Antipyrin | bearers @ 2 eels 15@ 20 Rhei, pv. ...... 75@1 00 Argenti Nitras oz ue 62 Cassia. Acatifol 28@ 30 Sanguinari, po 18 15 oo cial vere 12 passa Mcinalis, ~—-Seillae, po 45 ... 20@ 25 Balm Gilead buds sg 65 aN ee” ge 95 SOR ec c; sg 9 Bismuth & N ...2 20g2 30 “4s and %s .. ‘6 io Serpentaria ..... 50 55 Calcium Chior, 1s ee Urol ...--.- 90 Smilax, M. ..... 30 Salcium Chior,’ %s 10 Gummi Smilax, offi’s H.. @ 48 Calcium Chior, ks 12 Acacia, ist pkd. @ 65 Spigella ......... 45@1 50 Cantharides, Rus. @1 50 Acacia, 2nd pkd. @ 45 Symplocarpus 25 Capsiaad Frue’s af 4 20 Acacia, 8rd _pkd. 35 Valeriana Eng .. 25 Capsici fruc’s po 22 Acacia, sifted sts. g 18 Valeriana, Ger. 15 20 Cap'i Fruc's B po 15 Acacia, po ...... 45 65 Zingiber a ...... ae 16 Carmine, No. 40 4 26 Aloe, Barb ...... 220 $5 Zingiber 3 ...... 25 28 Carphyllus ..... “2 30 Aloe, Cape ...... @ 25 emen Cassia Fructus . g 85 Aloe. Socotr @ 45 Anisum po 22 . @ 18 Cataceum ....... 35 Ammoniac .....- 55@ 69 .. 2) 3... 33 Wither, %s .-..-.- 32 OCOANUT Dunham's per Ib Ys, 5tb. case ......- 29 is, Bib. case ......- 28 is, 15YD. case ....:. Zi 149, 15tb. case ...... 26 Is, 45%). case .-..-, - 25 %s & Ms, 15TH. case 26% Scalloped Gems ..... 0 %s & Ms, pails ...... 14% Bulk, pails een peices 3% Bulk, barrels ........ 2 eee Common <........>.- 17 Hate = cco... Se 17% Choice ....2<.s0 io. PAMCY: . occ cccececeaes 19 Peaberry ...--.+--+-:. 20 antos Common .....-..- os: aS BIT esos. os aside coe aes 19 Choice ~_..+.--...--> 19 Maney. 2 .- cee ck eae 20 Peaberry ....-2-+---« 20 aracaibo POM 5065s ee aes = ‘20 Cneive <:.::.-).-)... 21 Mexican CnGIRG 5-2. s55-6- + << 21 PAUGCY .23..5-5.-5. =. 22 Guatemala PAG 3. ee le eee s 21 FANRY . ss cc one sce 6 > 23 Java Private Growth ...23@30 Mandting -......... 31@35 AUKR <.05.2.,---= 30@32 Mocha Short Bean ....... 25@ 27 long Bean .......- 24@25 Hi. i. Oo... 26@ 28 Bogota Mair 2620 ee 21 FANCY <..- 2026-2. - 23 Exchange Market, Steady Spot Market, Strong Package New York Basis os be Arbuckle .......+.-- TAOH oc occa eee oe 22 50 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to W. F. McLaughlin & Co., Chica- go. Extract Holland. % gro boxes 95 Felix, %, TOSS. 2... ..+5- 1 15 Hummel's foil, % gro. 85 Hummel’s tin. % gro. 1 43 4 CONFECTIONS Stick Cand Standard pad <=>= HIS question is a very pertinent one for business men, because every day Business Printing takes on added significance as A FACTOR IN TRADE. Time was when any sort of Printing would do, because not much was expected of it. but nowadays Printing is EXPECTED to create and transact business. For this reason. good Printing is exceedingly necessary in every line of business, We have been producing GOOD Business Printing for years. We have kept pace with the demand for the BEST in printing. As a consequence, our Printing business has grown splendidly. We have been compelled to enlarge shop facilities, to increase equipment quite regularly. We have the requisite mechanical equipment. and with one of the best equipped. as well as the largest Printing establishments in Western Michigan. we are in the very best position to give to the business man the highest standard of GOOD Business Printing. This includes everything. from envelopes to the most elaborate catalogs. We respectfully solicit your patronage, giving the assurance that all orders will not only be PROMPTLY EXECUTED, but the Printing will come to you in that quality of excellence ‘you desire and. withal. at as reasonable a price as it is possible for us. or anyone else. to deliver GOOD PRINTING. Orders by letter or by phone will receive prompt attention, and if you desire. a qualified representative will wait upon you without delay. Tradesman Company, Grand Rapids ssyepeenorerrenre so nutes, aa IOD LE hein ie SH Stent OTA AER re RS abies sina ? February 7, 1912 MICHIGAN TRADESMAN 47 USINESS-WANTS DEPARTMENT \dvertisements inserted under this head for two cents a word the first insertion and one cent a word for each subsequent continuous insertion. No. charge less airtime ek a-e GETS eth ser (Ceo h wer li mnO nen S BUSINESS CHANCES, Cash for your business or real estate. J bring buyer and seller together. No matter where located if you want to buy, sell or exchange any kind of business or property anywhere at any price, address Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago, filinois. 984 Wanted—A second-hand soda fountain. Will H. Sewell, Perrinton, Michigan. 948 For Sale—Steck of groceries and dry goods, located in town of 600. Doing $20,000 business a year. Address No. 958, care Tradesman. 958 Patents of Value—Prompt and efficient service. No misleading inducements. Ex- pert in mechanics. Book of advice and patent office rules free. Clements & Clements, Patent Attorneys, 717 Colorado Bidg., Washington, D. C. 957 For Sale—$3,600 general merchandise, running stock, 80 cents takes it. Locat- ed, Hanover, Ill. Box 82, Miller, _ e 5 For Sale—Firsi-class lively manufacturing town, 10,000. Excellent location, able, liberal discount. the state. man. For Sale—Shoe, dry goods and notion stock in Saginaw, doing a business of upwards from _ $6,000. Invoices about $3,500, stock all new. Corner store. Own- er leaving city is reason for selling. Ad- dress Melze, Alderton Shoe Company, Saginaw, 952 stock in population rent reason- I wish to leave Address No. 958, care Trades- 953 shoe general merchandise. Address Lock Box 147, Redfield, Kansas. 951 For Sale—Good, clean, up-to-date stock of general merchandise, invoice about $5,000 to $6,000; good reason for selling. Address Roby Orahood, Cooksville, 5 Belgian Hares—We would like to ar- range with some party owning a small farm, to raise Belgian hares on a liberal scale. Address Manager Pope, 210 West 56th St., New York City. 949 Free illustrated book tells how any one with a small investment can earn $10 to $15 per day with a Universal Cleaner; it will hold old customers and make new ones; do the work as rapidly and thor- oughly as the expensive wagon; easy to get; just ask for booklet C-23; no obliga- tion. Universal Vacuum Cleaner Co., Jackson, Michigan, 942 For Sale or Trade—Nearly new dry goods and shoe business. Stock and fix- tures about $4,500. Good opening, good town and county. Going South. Robert Adamson, Colon, Mich. : New general stock 60c on dollar. Good farming country. Best location in town. Modern brick building. Address 936, care Tradesman, 936 For Sale—Stock dry goods and shoes, Central Michigan, center of town. Bar- gain. We have all kinds stocks in all parts of state, also Traverse City resi- dence property and fruit farms. Traverse City Business Exchange, Traverse City, Michigan. 937 For Sale—Millinery stock and fixtures, good condition, about $200. Sell at 50%. Good town and location. Elegant chance for dressmaker. Rent cheap. A. J. Diehm, Remus, Michigan. 933 Complete, only drug stock for sale in town of 1,100; best reasons. Chas. May- nard, Milan, Mich, 932 For Sale—Good paying corner grocery business property with stock and fixtures. Located at Erie, Pa. Nine living rooms in connection, also barn in rear of build- ing. Fine location and- good bargain. Good reasons for selling. Call or address Charles W. Ring, 101 East Twenty-first St., Erie, Pa. 930 Will exchange 340 acres good improved land in Wisconsin for general stock worth $10,000, want $15,000 or more. Will pay cash for balance. Also have 320 acres improved land, worth $20,000. Will trade for stock goods, house and barn. Geo. F. Kuter, 243 W. Tompkins S&t., Galesburg, Ill. 926 Good chance for young man to buy stock of clothing, shoes, etc. About $5,000 required. Want to sell to party who will continue the business. Will give credit on part if proper security is given. A. A. Wade, Howe, eee . Bakery and restaurant business in good lively western town. Good retail and shipping trade. Write City Bakery, Cut Bank, Mont. 922 For Sale—Small drug store; doing a nice business; good chance to increase; opportunity for man with limited capital; expenses low. Address Jos. Lohrstorfer, Port Huron, Michigan, 924 For Sale—A clean, up-to-date stock of general merchandise, consisting of dry goods, groceries, shoes, clothing, drugs, medicines, glassware and notions. Stock inventoried $8,259.17.0n January 1, 1912. Sales past year, $18,000, net profit for year $2,432. Fixtures and furniture, lat- est and up-to-date, $1,024. Store build- ing of cement block and brick, built in 1905, size 36x70, two story and basement under entire building. Equipped with 1,000 Ib. Cap. hand power elevator, good well and water system. Located on rail- road and surrounded with first-class farming country. Seven miles from nearest town. Will give liberal discount for cash. Address No. 923, care Michi- gan Tradesman, 923 Drug Store For Sale—Located in one of the best towns of its size in South- western Michigan. A _ splendid oppor- tunity for any young registered pharma- cist who wants to get into business. E. S. Peterson, Decatur, Mich. 921 Wanted—A hardware stock from $3,000 to $4,000 in some small live town as part exchange for a first-class clay loam, 120 acre stock and grain farm, small house, good barns, well-watered, located near Sand Lake, Kent County, Michigan. Price $70 per acre. For further particu- lars, H. Thomasma, 433-438 Houseman Bldg., Grand Rapids, Michigan, 920 _ For Sale—Drug stock in Central Mich- igan, city 5,000 population. Good factory town. Poor health, must sell. Address H., care Tradesman. : 944 For Sale—Store building, seven room house and four lots. Centrally located in one of best farming towns in Western Michigan. Must be sold at once. For particulars address Louis Manigold, Wol- verine, Mich, 934 For Rent—April 1, store and warehouse formerly occupied by B. Desenberg & Co., wholesale grocers, Kalamazoo, Michigan. Located in the heart of business center, store 55 ft. x 100 ft., three stories and basement, with elevator. Warehouse about 100 ft, x 30 ft., two stories and basement with elevator. Write E. B. Desenberg, Box 726, Kalamazoo, Michi- gan. $ For Sale or Exchange—160 acres heavy virgin timber near railroad in Wisconsin. Want stock of clothing, shoes or good income property. Price $8,000. Address No. 914, care Tradesman. 914 For Sale—Clean stock of general mer- chandise, including buildings in country town in the Thumb of Michigan. Inven- tories $3,000. Reason for selling, failing health. Can reduce stock. Address Lock Box 107, Colling, Michigan. Voelz Special Sales—Big success every- where, increases your business, makes new customers, reduces your stocks, en- dorsed by all leading merchants and wholesalers. All _ signs, price-tickets, banners, window-displays, interior-dis- plays, circulars free. Voelz Special Sale Service, 409 Merrill Bldg., Milwaukee. 91 Wanted To Exchange—Three business places, o..e house and lot. All well rent- ed, will pay ten per cent. on the in- vestment for clean stock general mer- chandise. This property located in one of the best farming towns in state, with electric lights and water works. This property valued at $14,000. Will divide this property in lot $6,000 or $8,000 or would take large stock $2,000 to $2,500, pay difference. Write Bishop. Bros., Owners, Millington, Mich. 892 Wanted—To sell my bazaar stock, in- voicing about $4,500. Located in a live town of 10,000 population on east shore of Lake Michigan in fruit belt. Cheap price if sold soon. Address No. 912, care Tradesman. 912 For Sale—One National Cash register, cost new $300. Will sell for quick sale. $225. Used six months. Good as new. R, L. Myers, Jr., Alanson, Michigan. 906 For Sale—Grocery, hardware and im- plement business, north of Petoskey. In- voice $3,500. Annual business $20,000. Rent building for $12 per month. Fine chance for live one. I have other busi- ness to see to. Address No. 907, care Tradesman. 907 Brick store to rent. Strictly modern. Best location in city. Good opening for gent’s furnishing goods, confectionery or other business. Address Box 202, East Jordan, Michigan, 904 For. Sale—General stock with fixtures, store building, ware room and dwelling attached. Situated in one of the finest resorts in Northern Michigan. Reason for selling, poor health. Mrs. G. H. Turner, Topinabee, Michigan. 898 Will pay cash for stock of shoes and rubbers. Address M. J. O., care — man; az I pay cash for stocks or part stocks of merchandise. Must be cheap. HI. Kaufer, Milwaukee, Wis. 92 Merchandise sale conductors. A. & Greene Co., 414 Moffat Bidg., Detroit. Ad- vertising furnished free. Wtrie for date, terms, etc. 549 For Sale—$9,000 genera! merchandise. Great chance for right man. Big dis- count for cash. Address M. W., care Tradesman, * 2 Safes Opened—W. L. Slocum, safe ex- pert and locksmith. 66 Ottawa street, Grand Rapids, Mich. 104 Al farm of 110 acres, % mile to best 2,000 city in Michigan, to exchange for general store. Address Exchange 428. care Michigan Tradesman. 774 Auctioneering—Expert service in clos- ing out entirely or reducing stock of mer- chandise anywhere in the United States. Ross B. Hern, Howe, Indiana. 897 We have the best advertising proposi- tion on the market to-day for dry goods merchants, general store merchants and department stores—no other kind. Ex- elusive to one merchant in a town. Sat- isfaction guaranteed to each patron. Write for particulars. Reporter Service Bureau, 215 S. Market St., Chicago. 794 _ For Sale—In Central Michigan, clean grocery stock and fixtures, corner loca- tion, town of 12,000. A bargain if sold at once. Health, cause of selling. Ad- dress No. 882, care Tradesman, 882 ““Wanted—To buy, for cash, stock cloth- ing, shoes or dry goods. Address R. W. Johnson, Pana, Ill. 854 HELP WANTED. Wanted—Partner with capital for in- corporated real estate and farming com- pany; large profits. Chisman & Conboy, Lisbon, N. D. 955 Salesman Wanted—To carry line chil- dren’s and infants’ turn shoes and slip- pers on commission, through the follow- ing territory: Western and Northern States, tributary to Grand Rapids and Chicago. Send references with applica- tion. Address Box 131, Orwigsburg, Pa. 947 Wanted—Energetic salesman, calling on the department, variety, general, gro- cery stores, ete., to carry (as a sideline) a line of candies to be retailed from 10c to 25c per tb. Five per cent. commission. State territory desired. Beinhauer Bros. Candy Co., 617 West 47th Street, New York, 954 Wanted—About March 25, 1912, a com- petent lady clerk for ladies’ misses’ and children’s ready made clothing store, one who understands'® buying of stock. Good references, 2 good personal appearance and young, single lady preferred. State wages expected. Address Chas. O. Neff, Scottville, Michigan. 943 Wanted—A young man with some ex- perience in furniture and carpets. Steady job, with a chance to work up. S Rosen- thal & Sons, Petoskey, Michigan, 928 Local Representative Wanted. Splen- did income assured right man to act as our representative after learning our business thoroughly by mail. Former experience unnecessary. All we require is honesty, ability, ambition and willing- ness to learn a lucrative business. Nc soliciting or traveling. This is an ex ceptional opportunity for a man in youl section to get into a big paying business without capital and become independent for life. Write at once for full par. ticulars. Address E. R. Marden, Pres The National Co-Operative Real Estate Company, L 371, Marden Building, Wash. ington, D.C. 883 Wanted—Clerk for general store. Musi be sober and industrious and have some previous experience. References required. Address Store, care Tradesman 242 Want ads. continued on next page. Use Tradesman Coupons RINTING For Produce Dealers Letter Heads, Bill Heads, Business Cards Envelopes, Statements Shipping Tags, Order Blanks In fact, everything that a produce dealer would use, at prices consistent with good service. % % % % % % wm Ue UF TRADESMAN COMPANY GRAND RAPIDS, MICH. per aT SS - —erepngernrns ete eset EON TE eA TTI IE EG pxresarmare wen ycwnane Ihe ter ae eM ab ge GOOD AND BAD. Strong and Weak Features of Mer- cantile Organization. It is a good thing for the retail merchants of a community to be or- ganized into an association, and, if so, what should be the object of the organization and what benefits may be derived from it? There are associations and asso- ciations. They spring up overnight, flourish for a while like the scriptur- al green bay tree and quickly de- part to that oblivion which is_ the yawning gulf that swallows up use- less things. All associations of retail mer- chants are not useless. There are exceptions. There are associations accomplishing good. But they area small minority of the many that have come into existence. The majority of them become sickly and die. The number of association has-beens is great. Those that are really dead upon their feet without knowing it compose a second class with many members. But there are a few doing good work. The trouble in many instances seems to be arbitrariness. Iron-clad rules are made, binding some who are unwilling to be bound, and they break away. Defections of this kind quickly disrupt these organizations. The one great question that usual- ly brings the association into being is the “dead-beat.” All merchants who give credit at all have been suffer- ers to a greater or less extent at the hands of the dishonest customer— the man who can pay but will not pay and can not be made to pay. For protection against him the mer- chants unite. They then try to get legislation enacted to enforce the fraudulent debtor into - settling his bills. They generally fail. Then the association begins to wane. The re- tailers had been brought together be- lieving they would be a state-wide power. They found the “cheat” fully as influential in legislative halls as themselves. Being unwilling to let the assosiation serve them. in the more rational and business-like way that naturally belonged to it, they withdrew. Slow music. The associa- tion is dead. Please omit flowers. The “dead-beat” goes peacefully on his way, but his name is a mis- nomer. He is a live beat, and very much alive. He is also peripatetic, getting over the ground with great rapidity. It is a hard matter to catch him. The hope of the association is to prevent him, by passing informa- tion from hand to hand that he is unworthy of credit. This is effective when there are associations in vari- ous towns. Mr. Deadbeat comes along, requesting credit. He is ask- ed where he hails from. Then the association in that town-is_ corre- sponded with, and information ob- tained. The trouble with many re- tailers is their putting the cart be- fore the horse—they give the credit first and obtain the information aft- erward. Then they accuse the asso- ciation of inefficiency. But an organization in a_ single MICHIGAN town can do much for its members by comparing notes, just as one bank in a city helps all the other banks by supplying data concerning borrowers. In this way it is possible to know much about customers and how heav- ily they are in debt. This is partic- ularly easy in small towns where most of the members of the associa- tion are in different lines of busi- ness and would not hesitate to be confidential with each other. To make association work success- ful and assure more than a mush- room existence for the organization there must be consideration for vary- ing conditions surrounding individ- ual members. It may not be policy for a store in a certain neighborhood to close as early as one in another part of the town. So with other mat- ters. Rules are good things, but they have to be more or less flexible. Meetings of the association should be interesting se that members will want to attend. It is much better to have them in the daytime, say at the noon hour of a certain day of the week, than in the evening. Men do not want their evenings thus broken up. Meetings at night are unduly protracted. At noon, over luncheon, with a fixed time for opening and closing, strictly observed, is the best way. There is much information that a merchant ought to have aside from the question of dead-beats. How many know of the bulk sales law, operative in a number of states, pro- hibiting the sale of stock in whole- sale quantities by a retail merchant without notice to all his creditors? He can not sell what would be a wholesale quantity of any article in his store to a consumer or fellow re- tailer without rendering himself lia- ble to arrest on a fraudulent debtor’s attachment, unless he has warned all his creditors. He lays himself open to the presumption that he is trans- ferring his goods for the purpose of cheating his creditors. He must use the words wholesale and retail on his signs and stationery if he intends to sell both ways. Innocent men have gotten into trouble from ignor- ance of the bulk sales law. They have sold in wholesale quantities with no intention of dishonesty, and have been called to account for it. This, even if they are proven innocent, has the effect of making the distant cred- itor suspicious. States, cities and towns have cer- tain laws and ordinances which af- fect the business man. Concerning these he should keep himself posted. The association is a means to this end. It brings together several men, each with a certain fund of informa- tion. This is useful to all the oth- ers. Iron sharpeneth iron. Diamonds cut diamonds. Intercourse brightens the intellect. The association has its place. Ev- ery community should have one. li all the merchants will not unite, let those who will get together. They will be the progressive men. If there are twenty dealers in the town, and only six will join the organiza- tion, let the six go ahead. They will TRADESMAN win out if they are in earnest, and have in mind an organization for purely mutual advantage. When the scope is made too large and too much attempted, there is danger of dis- couragement and dissatisfaction. Study credits. Compare notes. Act together by reasoning things ouf, and not by compulsion. When a few members attempt to put through a regulation to which some are un- favorable it makes the minority fear- ful of a colored gentleman in the wood pile. As far as possible all acts should be unanimous and un- hesitatingly so. An association of this kind must, above all things, be founded upon frank and open cor- diality. Wire pulling will throttle it. —~2>>—___ THE VALENTINE WINDOW. Special days are a boon to the dealer, serving as both an incentive and an excuse for more elaborate dec- oration. Valentine day is devoted es- pecially to the younger classes, and as such it demands a bit of gaiety. There is room for the light-hearted fun-loving spirit, yet down in one corner may be tucked the finer senti- ments of the higher love. There is much of glitter and meaningless show about the observations of the day, yet always some nook in which Cupid feels the presence of the higher emo- tion. There are a multitude of sugges- tive touches for the window, each es- pecially reaching some heart, yet all attracting favorable attention. Hearts and darts form the basis. A large pasteboard heart covered with crepe paper and suspended in the middle of the window may be the basis of deco- rations, a border of small hearts pierc- ed with darts completing the scheme. Upon this large centerpiece arrange your most artistic valentines, and in the most tasteful manner. The border may alternate with the conventional darts and valentines of suitable size and shape. Let the window display be com- prehensive. If you have certain styles which do not harmonize with others, strive to find a nook for them where the general artistic effect will not be marred. Your comics may not fit in well. In this case a card done in fan- cy lettering in harmony with the sur- roundings should call attention to the comic counter within. But avoid cards expressing sentiments which not only offend a refined taste but wound the feelings of the recipient. What if you do miss a few sales by boycotting such stock. It is yours to build up along more permanent lines; to foster the delicate sentiments for which the day really stands. - > THE COASTING HABIT. It is human nature to dare to do; and this spirit finds its culminating point in the descent of the ice cover- ed hills which converge into many a city. Accidents may occur, and near accidents may be duplicated every day. Police may warn, and still the sport continues. Even the fact that one participant of yesterday lies in the hospital while the most distin-: guished surgeons are striving to save even one limb is not a restriction. The February 7, 1912 victim is regarded as one of a thou- sand caught in the realm of unluck. If the danger were confined to the coasters alone, matters would not be quite so desperate. They have been warned; their companions have some of them paid the penalty; and yet they continue in the long races which would be deemed madness in an ex- press train without the use of brakes. It is more than madness in the coast- er down the long hill where street car, pedestrian or team passes. It is endangering the lives of others. Hors- es and sleds never make a safe com- bination when going in opposite di- rections. That coasting is huge fun can not be denied. But can it not be limited to a sane area? There are hills not quite so steep, where a turn is not a temptation, and where the dangers to the sled which has lost control. are minimized. In many instances it is possible for the city fathers to set aside one or two streets for the use of coasters—at least during certain hours. Let the teamsters understand that they are to take another street. It may be that some of them will be a bit inconvenienced, yet far better this than danger of collision. Pedes- trians may also be warned that the coasters have the right of way. The fun only lasts a short time. And by a little municipal direction, danger to outsiders may be averted, that to the coasters greatly lessened and a uni- form feeling of good will maintained. ——_-2.-2 Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Feb. 7—Creamery butter, 30@36c; dairy, 25@30c; rolls, 23@27c; poor to good, all kinds, 18@25c. Cheese — Fancy, 16@17c; choice, 15'’%4@16c; poor to good, 8@12c. Eggs—Fancy fresh, 46@47c; choice, 4@46c; cold storage, 38@40c. Poultry (live) — Turkeys, 17@19c; chickens, 12@14c; fowls, 12@14c; ducks, 1%c; geese, 13@14c. Poultry (dressed)—Geese, 13@14c; turkeys, 18@23c; ducks, 17@20c; chickens, 14@16c; fowls, 13@15c. Beans—Red kidney, $2.90@3; white kidney, $2.75@3; medium, $2.60@2.65; matrow, $2.85@3; pea, $2.60@2.65. Potatoes—$1.15@1.20. Onions—$1.50@1.90. Rea & Witzig. There is sorrow without selfishness but never selfishness without sorrow. BUSINESS CHANCES. Free Tuition By Mail—Civic service, drawing, engineering, electric wiring, agricultural, poultry, Normal, academic, book-keeping, shorthand courses. Ma- triculation $5. Tuition free to first appli- cants. Apply to Carnegie College, Rogers, Ohio, 959 . Stock-Reducing Sales Agent—Every merchant has a stock of goods that does not move right and should be turned into money. As I have had 23 years’ experi- ence in this kind of work, please consult me, and I will come and look your stock over, and tell you what I can do for you. Address J. H. Brumm, Middleton, Wis. 961 For Sale—General merchandise store with hotel and corral in connection. Sit- uated in Central Arizona. Address F. B. Marum, Hillside, Ariz. 960 HELP WANTED. Free Tuition By Mail—Civic service, drawing, engineering, electric wiring, agricultural, poultry, Normal, academic, book-keeping, shorthand courses. Ma- triculation $5. Tuition free to first appli- cants. Apply to Carnegie College, Rogers, Ohio, 959 — ne Sgn inal in We make candy for profit which you ‘can sell ata profit and’ which your customers can eat with profit. The profit is mutual and the Supreme court is satisfied. . .-. . . . . PUTNAM FACTORY, National Candy Co. Grand Rapids, Mich. ee [* CREASE your sales by tomers to write for one of a | | requesting your cus- these hooks. They are re SY TelEeh aot RY eaten SUS eA AN eel OOD 427 Plum Street, relieve wee OHIO. — i There is No Stronger Proof of Merit than Continued Popularity OLLAND RUSK has grown in popularity from year to year. The sales are constantly increasing. This can be due to but one thing The sale of one package means a. steady customer. The merits and all-round usefulness make it a seller—a quick repeater. Are you getting your share of the sales? If not, order a case from your jobber today. Holland Rusk Co. ‘=! Avoid Imitations Look for the Windmill on the Package Holland, Mich. IMPORTED FROM HOLLAND The More You Know About DROSTE’S PurRE puTcCH COCOA the more you will sell because you want your customers to have the ‘highest quality cocoa at the lowest possible price. Samples and quotations will con- vince you that DROSTE'S is the cocoa to push. H. HAMSTRA & CO., Importers Chicago, Ill. Grand Rapids, ‘Mich. UZerrom Son Om47OvS™ OzZprronm SOns OM jnOvs™ IMPORTED FROM HOLLAND Common-Sense On Safes under the counter. burned, a total loss, accounts burned. The small profit. of years. wiped out and now he is clerking at $10 a week. This is a true story. Buy a Safe Today Now He’s Clerking at $10 a Week He had a nice little business in a country town. He worked early and late, he had a growing family he was trying to edu- cate, he felt he must economize in every way and he did, Aside from the actual cost of living his profits were always represented in his book accounts. his store he placed his Account Books in a Wooden Box Every night when he closed The same sad story. One night the store Ask Us for Prices Tradesman Building Grand Rapids, Mich. Grand Rapids Safe Co. Manufactured “Ina | Under | Class by | Sanitar Itself” Conditions | Made in | Five Sizes | G. J. Johnson | Cigar Co. | Makers | Grand Rapids, Mich. { ARE RMD Sa TEL TEE BIE SSAA ICU BI SERVO AP OPS HE NES