SEPUBLISHED WEEKLY 47° Son SSE i GZ Si GS ZS pp cK aS A EWN ONY OO) Lo eA. CF Nee ee CPAs PAE Ae TARRY cep So WESC, A aed PSS SSUES OUR A LEAR SANE Ws RN Ri NN ae ie eye) ee Ley a a GT ES 1) Yaron) CS SVEN LU oH" ys Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 21, 1912 Number 1483 Each in His Own Tongue. A fire mist and a planet, A crystal and a cell, A jellyfish and a saurian, And caves where the cave men dwell: Then a sense of law and beauty And a face turned from the clod; Some call it Evolution, And others call it God. A haze on the horizon, The infinite, tender sky, The ripe, rich tint of the corn fields, And the wild goose sailing high; And all over upland and lowland The charm of the goldenrod; Some of us call it Autumn, And others call it God. Like tides on a crescent sea beach, When the moon is new and thin, Into our-hearts high yearnings Come welling and surging in; Come from the mystic ocean, Whose tim no foot has trod; Some of us call it Longing, And others call it God. A. picket frozen on duty, A mother starved for her brood; Socrates drinking the hemlock, And Jesus on the rood; And millions who, humble and nameless, The straight, hard pathway trod— Some call it Consecration, And others call it God. William Herbert Carruth. I Have Lived, I Have Loved. | have lived, I have loved, And what more could be said When I sleep with the dead? . have lived, I have loved, Let that sum up it all When life’s few working tools From my numb fingers fall. L have lived, I have loved, That’s the phrase that I crave For the head of my grave. I have lived, I have loved, Nothing more need be said When my work here is done And I sleep with the dead. Men will then understand That | tried to be true To the best that I knew; Men will then understand That I suffered as they, Marched with jaltering feet And at times went astray Men will then understand What each plant and each tree And the sun meant to me. Men will then understand That I gloried in life, And in love found reward For each moment of strife. A home without Books is like a hearth without fire, a cupboard without stoves, a purse without money, a life without love, a world without a sun, a universe without a God, a negation without an antithesis. ap SoC ES BOE Sa aia For Mail Carriers, Policemen, Truckmen, Railroad Men Is a Great Rubber IS PURE GUM, GIVES DOUBLE WEAR Manufactured only by Goodyear Rubber Company “™ tiiwace Foster, Stevens & Co. Wholesale Hardware 4 10 and 12 Monroe St. 31-33-35-37 Louis St. Grand Rapids, Mich. It Sure Is It MUST be a GREAT satisfaction for dealers to handle coffee of “WHITE HOUSE” character—thus eliminating all doubt and uncertainty, and absolutely insuring against complaint and possible loss of good customers. You cannot say too good things about “WHITE HOUSE” —for the good things are REALLY THERE. The coffee will “back you up” every time. —— ——— DWINELL-WRIGHT CO. PRINCIPAL COFFEE ROASTERS BOSTON CHICAGO What Is the Good Of good printing? You can probably answer that in a minute when you com- pare good printing with poor. You know the satisfaction of sending out printed matter that is neat, ship-shape and up- to-date in appearance. You know how it impresses you when you receive it from some one else. It has the same effect on your customers, Let us show you what we can do by a judicious admixture of brains and type. Let us help you with your printing. Tradesman Company Grand Rapids : Bnext, ti. ole Buffalo, N. Y. Dont forget to incl i _abox in your next order| ¥ Pia OX) 4 Boy Washing Powder | S an eed Ry hf ef — Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 21, 1912 SPECIAL FEATURES. GQ p oQ © Mutual Insurance. Bankruptcy Matters. News of the Business World. Grocery and Produce Market. Financial. Editorial. 9. Parcels Post. 10. Detroit Department. 11. Rooms for Transients. 12. Retailer and Jobber. 4. Steady Increase. 16. Washington’s Nerve. 17. Model City. 18. Sensible Suggestions. 20. George M,. Pullman. 22. Dry Goods. 23. Clothing. 24. Fourteenth Meeting. 28. Woman’s World. 29. Making a Millionaire. 30. Hardware, 32. Shoes. 36. Ring Clear and True. 38. Master Your Own Moods. 40. The Commercial Traveler. 42. Drugs, 43. Drug Price Current, 44, Grocery Price Current, 46. Special Price Current. WOOL WN PEACE TO ITS ASHES. The result of the special city elec- tion on the proposed new charter, held Tuesday, ample justi- fcation Of th rofessed by those who advo adoption of this freak plan of municipal adminis- tration in the and good judgment of the was defeated total vote ot The against the charter is too de- in a ma- jority cisive to permit of any question as to what the wanted, or rather of what they did not want. The proposed people charter contained some excellent features, which may well be remembered es future refer- ence. But its defects were so many glaring, it went so far in the exploitation of theories and fads and in throwing and so was so reckless down the ordinary sate irds of government fat Common sense < NOt accept it. The least slim i i community would of the plan. And the re 1 i fat there were abroad on election day. Whe det more notable by the eat of the charter was made methods used by those who advocated its adoption. Reformers, undoubtedly honest and sincere in their purpose, and profes seekers been open sional politicians and office whose purposes may have to question, worked side by behalf of this freak plan of govern- ment. They had politics would have been regarded as a strong organization. They campaign fund of somethin $1,000 and the spent with a lavish hand postage and They had a full They had all the side in what in had a ig like money was in plinting, hall hire, other corps of speakers. influence of the city hall which Mayor Ellis could command on their side. The newspapers were with them and the newspaper attitude was not that of impartial chroniclers of current events, but of extreme partisans. No one who opposed the charter was expenses civen a hearing. Those who failed to support the charter were de- and flatheads and knockers and Taeipast€ campaig Ss nounced as dubs kickers and in silly cartoons. It was a of mud slinging and personal abuse of the most virulent character from start to finish. On the other hand, lization, | oO the opposition had. no funds, ne representation skilled +] lk orga in the newspapers, no workers to help them, and nteer speakers to point out the defects in the Yet iu { the handicaps under which spite of ss of the methods used in behalf the charter, the opposition won so decisively as to forever put at rest the hazard that such a plan will ever again be proposed for Grand Rapids. The result is certainly a triumph for municipal good government, popular intelligence and sanity in public af- fairs. The Tradesman is naturally fied at the results. Alone among the publications of the city y volu charter. spite oO they worked, in the unfair- erati- recognized this paper pointed out the follies in the charter, and its many defects and adoption. This opposi- based on sais 1 motives ho ly upon a opposed its tion was not or hope of gain, but w and rec- preference to abide by old i 1 ; S govern- c Sal much fellow next one, but is not yet pre- men pared to deliver over to any one man the entire control of municipal affairs checks upon his parti- intent than may be so-called recall and with no other sanship or evil contained in the nake elieve civil service code. The Tradesman believes in respon- siblity in public office, but for the satisfaction of being able to exactly locate the Llame for not keeping the streets clean it city treasury unguarded. ‘he man has no special fo corporations, but it would not would not leave the Trades- ndness for the open to the attacks of aldermen or blackmailing The results of the elec- the Tradesman’s saliniease tion amply j attitude, The weird plan of formulated by the now not likely to be resurrected, ustify government charter commis- sion is and it is and it is now in order for good citi- zenship to consider what is the next thing to be done. The pres- ent city charter was enacted six years aso and at that time it was considered a model. The growth of the city and experience has developed some de- fects and changes in it are desirable. In a recent case the Supreme Court ruled that under the home rule law snacted by the last Legislature for the government of cities existing city safely out of the way soberly ould not be amended, that aby an charters if changes were neces entire So arter would have to be framed municipality, and then this new chart er could be amended or r¢ vised as oecasion for it might appear. As we understand it, the obstacle to amend ing existing charters is not constitu tional, but a defect in the State law Change the legislative enactment and then the charter will be subject to amendment. Governor Osborne has sion of the Legis- Phe this Osborne to Ca called a special se lature to meet at an early dat Tradesman’s suggestion is tha city ask Governor purposes of the special among the € session the amending of the home 1 rule law so that old charters shi have the same standing as those are newly adopted. Many other cl in the State Rapids to change their charters in are as desirous as Grand minor respects and no doubt they vould cheerfully join Grand Rapids in making de suggested reques Kalamazoo Travelers Favor Remedial Legislation. Kalamazoo, Feb 20 b. Ss, Mc Mak- in has again resumed active work on the road after an enforced vacatiot1 caused by an accident C. O. Evans will soon be out agal as his knee is so mut mpri 1 he is able to be around the house roughs agent, to the indigestio1 1 pt Nnouse have been roughs adding m Week before last was certainly a hoodoo to the men who make the Western part of the State. Roads were drifted so full that it was an ut- ter Pon to make a drive of any length and then [magine the Fruit plows only with the snow track im- drifting snow kept sich, considering the have to work almost a running too, Ww material against with such odds, was miracle. We from Lawrence natch a PB. M. Charlie Giddings hail- passed the hotel telling to Hartford tc train last Thursday ed us as we hour late eetting a warm early din- ner for us. And would you believe it—roast turkey? Coffin was not sat- that however but wanted was a half 1 and he was isfied with to know if the cook would not save him a few bones for a light evening meal afterwards. The following resolutions were pre- sented at the last meeting of No. 156 and unanimously adopted: Seale Steen soli ike te Fie EL MINA PIE TA NO LS Now that a nanee of councils and other traveling men’s organizations have gone upon record he tip- ping habit, your s lutions suggests that we use our in- fluence with abstain tipping, that WE €al oO € ser € \ e entitled to w yut g ips and we do herew S the f¢ lowing: Resolved—That our Grand Legisla- tive Committee be urged to drait or cause to be drafted a sui d legal bill to be known as tip bill, prohibiting all kinds ng The same to be presented to our next Legislature for its adoj tion and pas- sage, Your Committee on Resolutions, considering the health and safety) the com a travelers and tl traveling publi g ral, an ) ing that a large nu: tels an rdinc hou ; At loin yoarding s nplying with the law as regards the abol sh ment of the roller towel, providing suitable fire escapes ls taining proper and lawful toilet apart ieata. be 1s they r Resolved—T ( tect yf the health 1 lite t 1 ial traveler the tr ng p ; in general that r Gr gislat Committee be rc tO be dra ted . em pe i tor the s et : : our Ch iS {1 d x€ These resolutions were signed Dy Frank H. ¢ sd Chas, W. Stpley, Win, L. ompson, and approved €. C. De Fran ce urer. Present in Unexpected Place. Birthday ; ‘ vr. : Greelev, ¢ ye 19—Mrs. Mar- Marti! whose husband 1s a found the fill- revealed had placed commence figuring ior the next gone, one—and you w +t out of it much Shan wv 1} - more satisfactorily and chea ——.-— Rudeness may cover a good heart, but it is very likely to get into it. MUTUAL INSURANCE. Practical Talk on Co-operative Fire Protection.* ~The problem of insurance is in- deed a great one and one calculated te tax the thought talent of the country, and calls for a high quality of statesmanship on the part best and of its executives. Fire insurance is nothing more or less than “a contract between two par- ties, the insurer or the company and the insured, whereby the insurer, in consideration of a sum of money call- ed a premium, agrees to indemnify the insured in case of a loss by fire, a certain amount, based upon condi- tions specified in the contract, which contract is called an insurance poli- cy. This contract is based on the assumption of periect good faith be- tween the parties, hence any conceal- ment of facts or misrepresentation renders the policy null and void, even although it be through a mistake, change ownership, removal of stocks or merchandise another building, without notifying the com- pany, and getting the policy chang- ed to meet the new conditions inval- idates the policy. insurance was unknown among the The exigencies oi modern in to ancients. commerce brought the system into existence. But few owners of prop- erty are wealthy enough bear heavy losses by tire alone. Thus orig- inated insurance companies. Form- erly, but to a limited extent in mod- ern times, the business was carried on by private underwriters, as in the case of the Lloyds, a society of private capitalists, who met at their rooms in London, and subscribed to such por- tions of risks there offered as they felt inclined. But the superior ad- vantage of companies organized un- der suitable laws are now in chief control. Aside from the underwrit- ers, there are two kinds of insurance companies. The stock or so-called old line companies, and the mutuals. The profits of the former go to en- rich the individuals interested, while in the latter case the insured, who is also the insurer, shares in the profits to by way of dividends. The mutuals are the oldest form of insurance companies. The system was brought to this country by Ben. Franklin, and held undisputed sway for a time, but capitalists, seeing an opportunity for personal gain, entered the field and organized stock companies. In the West, especially, where the mutuals are not as strong as in the East, the stock companies have ever tried to belittle the standing of mutual com- panies. It is age to sity of if they would maintain their credit and establish a reputation for busi- ness ability. You have all been re- quested to furnish statements to Dun and to Bradstreet, and one of the important questions asked the amount of insurance you Carry. The premium you pay for insur- ance is a tax upon your business. In unnecessary in this day and speak of the absolute neces- merchants carrying insurance is *Paper read at annual convention Michigan Retail Hardware Association by A. T. Stebbins, of Rochester, Minn. MICHIGAN these days of conservative agitation it is very proper that we ask our- selves, How can we help conserve our resources and lighten this burden of taxation? One way to accomplish this result is to have fewer fires. Let us for a moment examine a few fig- ures taken from authenticated sources regarding the waste of property fire: enormous by The annual loss in this country is estimated to be between two hundred and four hundred millions of dollars. This is more than the American pro- duction of gold, silver, copper and petroleum. It is about one-half the cost of all new buildings erected yearly. The annual per capita waste in this country is 2.51, while in Europe it is but .33. This condition for in three ayws: 1. The buildings of Europe are better constructed than in this coun- try. They have better laws and a far more rigid inspection. 2. More carelessness. 3. Less responsibility. These are practically the reasons why the cost of insurance in this country is seven times that of Eu- rope. The people of this country use ten times as many matches per capita as the rest of the civilized world, and every match is a possible fire. Nearly may be accounted 10,000 matches are scratched every second of the day. Of the 3,875 known causes of fire in Chicago, 1,089 were due to the careless use of matches. In the report of the Fire Marshal of Nebraska he shows that of 834 known causes of fire in that State, 106 were due to matches, of which fifty-five were caused by chil- dren playing with matches. Defective flues are responsible for 13 per cent. of all fires. It is stated by good authority that the fire losses in the United States in 1910 would in four years wipe out the entire interest bearing debt of the country. They ex- ceed the total cost of the army and navy. If all the buildings burned in 1910 were placed close together .on both sides_of a street, they would make an avenue of desolation reach- ing from Chicago to New York City. At each 1,000 feet would be a build- ing from which a severely injured per- son had been rescued. At every 4,000 feet would be the ruins of a house where fire had taken a life. The Fire Marshal’s office in Minnesota disclos- es the fact that seventy of the fires reported during ten months are the result of carelessness and 40 per cent. are preventable. How can we as merchants assist in fire prevention? Here are some of the ways: By not allowing the care- less use of matches around our prem- ises. By not allowing gasoline or kerosene to be handled by artificial light. By seeing to it that no oily rags, waste or rubbish of any kind is allowed to accumulate, either inside or outside our stores or dwellings. By calling the attention of our neigh- bors and city authorities to fire traps that we know exist. By being careful with lighted cigars and pipes. By not allowing any cotton or inflama- TRADESMAN ble material to be used with candles in window decorations. By encourag- ing the sane Fourth of July idea. Let us for a moment consider in- surance policies and their relation to settlement in case of fires. As I said before, every good business man car- ries but how many ever read their policies? As a rule, it is taken for granted that we have done our duty when we have bought in- surance. When the policy is hand- ed to us, we put it in the safe, there to remain until the time comes to Tfe- new or a fire occurs. Did it ever oc- cur to you that every word and sen- tence in that policy is a part of the contract and should be read? You should see to it that the policy fits the risk, that there are no jokers contained therein that would force you to accept an unfair settlement in case of a fire. You should see to it that riders are correct, and have them read alike in all policies covering the same risk. This is very essential. Have a good lawyer draw you up 4 form and have a quantity printed to use with each and every policy. Dis- putes more often arise in settlements by allowing different descriptions and conditions in policies covering the same risk. Having seen to it that your policy is correct, what is your duty, should you be summoned to your store to find the flames licking up your earth- ly possessions? A few suggestions as to your conduct after the fire, al- though often told, yet are well worth repeating: The time was when it was consid- ered the proper thing to do, after notifying the companies of the fire, to lock up the building, keep away from the salvage until the arrival of the adjusters. Not so in these mod- ern days. You should at once pro- ceed to protect such of your goods as may have been saved from further loss by theft or other damage. Put the goods in the best possible condi- tion by wiping them dry, if wet, and further protect them by an applica- tion of oil to all bright metal arti- cles. Separate the damaged goods from the undamaged, take an inven- tory of both, as near as possible, at cost price. You have thus acquired a knowledge of the amount of goods saved and the extent of the damage and performed a service which every adjuster appreciates, and it also les- sens his time and labor in the adjust- ment of the loss. Your next atten- tion, after your safe has cooled off, is turned to your books and records. As all well regulated hardware mer- chants take inventory regularly (and it is taken for granted that you are all in this class, or you would not be here), your last inventory of stock is at hand, together with a well kept set of books, showing goods both bought and sold since. These form the basis of a just and speedy set- tlement. Without this data, or where the books and records are destroyed, adjusters are forced to employ various methods in settlements of loss, and they are liable to be more or less ar- bitrary in doing so. Fire Marshal. I would call the attention of our insurance, february 21, i912 members to the desirability of having a law in every state, providing for a Only seventeen states I hope Michigan fire marshal. have such a law. has a law. Minnesota passed such a bill last winter. While it has only been in operation ten months, the State has in its possession the facts concerning every fire that has occurred during that ‘time. The Fire Marshal has power to swear witness- es, to destroy dilapidated buildings that are a menace to adjoining prop- erty, and in many ways to very mate- tially assist in fire prevention. Through their instrumentality, they are now conducting an investigation, which, has already resulted in con- victing one or more men of incen- diarism and the end is not yet. This trial has been the means of reducing the in Northern Minneso- ta, where this trial was held, 50 per cent. over the same time a year age. The investigation of every fire and the bringing to justice those who have caused them must, of necessity, have a large influence in fire preven- tion. such fire losses Co-operative Insurance. This is my text. I like the word co-operative. It seems more nearly to express the meaning and intent of our hardware mutuals, in that it im- plies a spirit of fraternity. But as all our.companies are incorporated as mutuals, we are compelled to use that word. I am a firm believer in mu- tual companies. It is an interesting study. Any one who has looked up their history will bear testimony to that fact and be amazed at the large number doing business in nearly ev- ery county and state in this Union. They are becoming more popular ev- ery day, especially so with ‘those or- ganized to do business in a special line, like the farmers, the creamer- ies, the lumbermen, the hardware dealers and other like companies. Mu- tual insurance is based upon the prin- ciple that the contributor whose pre- miums make possible the corporation is entitled to the savings that may ve effected. The average assets Of six hardware mutuals for each 1,000 of insurance in force is $18.06, against $13.68 for the same number of the leading stock companies. The aver- age dividend of these same six com-~ panies was 43 per cent. of the pre- miums. All of this money goes back in your pockets and mine, if we are stockholders. I presume you all have read the address of F. S. Macomber, of Chicago, delivered at the Ok'a- homa convention. He advised deal- ers who contemplated taking out in- surance to investigate the records of the companies interested in the San Francisco fire. He says several de- veloped a yellow streak, but the hard- ware companies were the first to set- tle and paid in full. spoke in the highest terms of the hardware mutuals. Fellow hardware men, what is it that draws so many bright, intelii- gent business mento these meetings? It is the convention spirit. The de- sire to meet our fellow dealer and dis- cuss the problems which confront us, and they are many. Good results have followed our labors, although many Mr. Macomber. ) é ‘ef v 4 ~ i s b 4 r 7 ‘ x A ee. ee ae ee oo vt W oF - gs? dis- us, lave any ee. ~ < February 21, 1912 MICHIGAN TRADESMAN of ts can scarcely realize what has ben done, and what conditions would be to-day, had it not been for these associations. I have but one subject, that of insurance. My old friend, Corey, who has forgotten more than I ever knew about hardware assccia- tions, will tell you of a lot of valua- ble work done. I have tried to tell you something of the work done in insurance lines, which is the result of our association work, without which we would not to-day enjoy the mon- ey saving privilege which they con- fer. Now a word in closing: To my good friends in Michigan, I want to thank you for the privilege of being with you at this meeting. Iam nota total stranger among you, having vis- ited you before. I am always glad to meet the boys of Michigan. They are a live, active bunch and I con- gratulate you on the advancement you have made and the success to which you have attained. I know much is due to your faithful, hard working Secretary, but, without your assist- ance, he could do little. I have en- deavored to treat in this paper some of the subjects that to me seemed im- portant, leaving the rest to some one in the future that is better quali- fied. If what I have said throws any light upon the subject of mutual in- surance or has proven helpful in any way, I shall feel that my feeble ef- forts have not been in vain. ——@—-~>s— Origin of the Diamond. Dr. O. H. Derby, an English scien- tist, puts forth a new theory as to the origin of the diamond. As is well known diamonds occur, at least in «South Africa, in pipes of volcanic origin which are filled with a pecu- liar ultra-basis rock called “Kimber- lite.’ This rock is invariably much fragmented and altered and contains numerous foreign inclusions (xeno- liths), both of igneous and other ori- gin. The weight of evidence is in favor of the diamonds being assign- ed to the eruptive rock proper, and not to the xenoliths included in. it. Dr. Derby believes that a positive and perhaps genetic relation exists between the diamond and the frag- mental condition of its matrix, bas- ing his opinion on the experiments of Gardner Williams, who crushed twen- ty tons of the eclogite boulders or segregations from the Kimberley mine without finding a single dia- mond. Dr. Derby presents a new hy- pothesis of the origin of the diamond on the assumption of the deep seated origin of the alteration of the dia- mond matrix. He believes that the Kimberley pipes were saturated with hot (possibly superheated) gases and liquids and constituted huge crucibles in which carbon would be present at least in the form of carbon dioxide and probably in other gaseous forms. Thus the material and some of the physical conditions for unusual carbon segregation would be present and it is possible that, under these condi- tions, diamonds would be formed. —n ee To be self-conceited over one ac- complishment is like a boy trying to walk on half a pair of stilts. BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. Feb, 14—In the matter of Dudley E. Staples, bankrupt, who formerly ran a creamery at Montague, the final meet- ing of ereditors was held. The final re- port and account of Theodore Meyer, trustee, was considered and approved. Application of certain creditors for furth- er examination of the bankrupt was con- sidered, and decision reserved, and the final meeting of creditors adjourned to March 7th, 1912, at the office of the referee, \ In the matter of Elk Cement & Lime Co., bankrupt, of Elk Rapids, the bank- rupt’s schedules were filled. A peti- tion was also filed by the attorney for the petitioning creditors that the first meeting be held at Grand Rapids, and an order was made by the referee call- ing the first meeting of creditors to be held at his office on March 1, for the purpose of proving claims, electing a trustee, examining the officers of the bankrupt company, etc. The schedules filed by the bankrupt show creditors holding security, consisting of materials, man lien and company bonds, to the amount of $60,936.50. (Value of such se- curity $31,486.50.) Bondholder’s, (bonds as security) $250, - 000.00. (Value of such security $70,400.00.) The following unsecured ereditors are listed: Alert Pipe & Supply Co., Bay CHEY cues cw ence scascecesens = $ 202.79 Edgar Allen American Manganese Steel Co., Chicago ...--++++> 144.88 Anchor Packing Co., Philadelphia 55.81 J. Andrae & Sons Co., Milwaukee 51.00 Arkell & Smiths, Canajoharie, : WEY so oe cnc clccssccenees: 187.52 Barclay, Ayers & Bertsch, Grand RapidS ....cceseecsceeseteesss 181.53 c. O. Bartlett & Sons Co., Cleveland ...-ecceecserscoeces 92.30 Buhl Sons Co., Detroit ...-...-- $1.99 W. H,. Caldwell & Sons Co., Chi. 154.90 W. B. Carpenter & Co., Cincin’ti 4.08 Castolin Co., St Louis, Mo. .... 30.00 Chain Belt Co., Milwaukee . 60.48 H. Channon Company, Chicago .. 68.96 Dodge Manufacturing Co., Misha- waka, Ind. ..---seeeerees gece 126.84 Duperhorst & Westate, Ellsworth 23.97 Garnet Company, Allentown, Pa, 93.72 G. R. Builders Supply Co., G. R. 112.50 G. R. Paper Co., Grand Rapids 30.00 Hawkeye Compound Co., Chicago 136.96 John H. Higman Co., N. Y. City 493.53 Hill Clutch Co., Cleveland ....... 332.85 Jackson & Tindle, Buffalo ...... 934.58 Jennison Hardware Co., Bay City 252.04 Co., Detroit 85.16 Ss. W. Lamson, Chicago (Rental) 900.00 Link Belt Company, Chicago .... 209.45 Manhattan Rubber Mfg. Co., Chicago ...-.e eee eee e ees eeese 424.47 W. F. Mosser & Son, Allentown, Pa. 116.10 Mossman Yarnelle & Co., Fort Kenneth Anderson Mfg. WAYNE 260. siete ween ee se toes 59.34 Muzzy Lyon & Co., Detroit ...... 40.32 McCune & Company, Petoskey 46.59 National Supply Co., Toledo ... 69.28 Northern Hardware Co., Petoskey 55.63 Palmer Bee Company, Detroit ... 149.32 Petoskey Crushed Stone Co., Petoskey ....cccecsceesereccs 1,107.97 Cc. CG. Potter, Bellaire ..........--- 412.56 Reliance Guage Column Co., Cleveland: |. sss sce sce cases ees 28.20 J. E. Rhodes & Sons, Chicago .. 108.65 Ruggles Cole Engineering Co., New Vork CHUY <2... -.-cee- ee aas 55.50 F. L. Smith & Co., N. Y. City .. 596.52 Standard Oil Company, G. R. 635.23 W. S. Tyler & Co., Cleveland .. 27.21 Viscosity Oil Co., Chicago ....... 2 F. R. Williams, Elk Rapids 223.87 Youghiogheny Gas Coal Co., De- FORE ec ccceuceuceccecescencess . 3,690.99 Rotary Cement Kiln Maintenance * Co., Wyandotte .......------ 120.00 Allis Chalmers Co., Milwaukee .. 13.58 Bach-Kieweg Co., Kawaunee .... 54.95 James Boer, Grand Rapids ..... 80.00 B. Burmeister, Onekama ......-- 48.23 Chaterton & Son, Mt, Pleasant .. 56.53 Empire Lumber Co., Empire ... 38.00 Enterprise Concrete Co., Barron, Wis. —__ Small Cogs in Big Businesses. A chain is only as strong as its weakest link, and vast business ma- chinery is.frequently dependent for smooth running upon. exceedingly obscure cogs. A large manufacturing concern of the Middle West recently learned the truth of that statement by costly experience. TRADESMAN Anticipating a large demand for ‘its product, the firm bought heavily of raw material, extending several short time notes to pay for it. And then, almost simultaneously with its deliv- ery, Came a sudden announcement of the formation of a great “trust” in the purchasing field. That meant, of course, that, instead of there being numerous markets that could be shar- ed with competitors, the unfortunate manufacturers found themselves face to face with the necessity for secur- ing the entire business of the com- bination—or going to the wall. The entire sales force was ordered to work, and the resulting campaign was one that for sheer brilliance would be difficult to surpass. It was partic- ularly ticklish work, not only be- cause of the keenness of competition but because the personal equation fig- ured so strongly. The product of one manufacturer was essentially no bet- ter than that of another, and the out- come of the solicitation depended chiefly upon demonstration of ade- quate service in the handling of the goods. The campaign was tactfully handled along these lines, with steady insistence upon “personal attention,” and day by day the manufacturers grew more sanguine. Finally, to their great jubilation, verbal assent to a contract was secured that cer- tainly looked as if their commercial safety was assured. Then one morn- ing—an extremely cold morning—the telephone bell rang in the office of the manufacturer, As usual, the nearest person an- swered it. In this instance it was the youngest and “freshest” of the office boys. “This is Blank & Co.,” said the voice at the other end, naming the purchasing coalition. “Will you send a boy right over to us? We—” “Gwan,” broke in the office boy. “Don’t you think we’ve anything to do but send out kids?” There was a short pause. Then: “All right,” said the voice quietly. “Send one when you’re ready. Good- Dy.” Within an hour the much desired contract was signed—in favor of oth- ers! The voice had belonged to the President of the purchasing corpora- tion! The office boy was, of course, dis- charged. But the blame for his error in judgment belonged rightfully upon the shoulders of those whose laxity made it possible for any but a care- fully trained and naturally adapted expert to handle so difficult and so vi- tally important a post as that of tel- ephone operator. H. V. O’Brien. There is a Demand for 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, Ill. Crescent Mfg. Co., Seattle, Wash. IMPORTANT Retail Grocers who wish to please their customers should be sure to supply them ei with the genuine Baker’s Cocoaand Chocolate with the trade-mark on the packages. Wiha | | Fy 4 Registered U.S. Pat. off They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY W alter Baker & Co. Limited DORCHESTER, MASS, Established 1780 modest seating of a chapel. Schools Lodge Halls luxurious upholstered opera chairs. We Manufacture Public Seating Exclusively ft - 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 The fact that we have furnisheda large majority of the city and district schools throughout the country, speaks volumes for the merits of our school furniture. Excellence of design, construction and materials used and moderate prices, win. We specialize Lodge Halland Assembly Seating. Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. American Seating Company 215 Wabash Ave. GRAND RAPIDS NEW YORK CHICAGO, ILL. BOSTON PHILADELPHIA Se eee a = &, si Ps ~ 5 4 10 MICHIGAN TRADESMAN February 21, 1912 Se De ae ORO ene ete fot ee Detroit Department Newton Annis Forced To the Wall. Detroit, Feb. 20 Newton Annis, the furrier, has made an assignment to J. L. Hudson. This arrangement was made owing to the fact that the rebuilding of Mr. Annis’ place of busi- ness had cost him three times what he had figured it would and he found himself in financial difficulties for the time being. To clear the situation the business was assigned to Mr. Hud- son until such time as Mr. Annis can pay off his different creditors in full. Mr. Annis will remain in charge of the big fur store. Friends of Mr. Annis explain that the present diffi- culty is due solely to the cost of re- building the store, the work costing far more than Mr. Annis had antic- ipated, and that he will soon have the affairs straightened out. The as- signment is made for the purpose of arranging it so that all creditors shall share alike, pending the time of full settlement, The Old Detroit National Bank has closed a deal by which it purchases from Howard G. Meredith, British Vice-Counsel, the Burns building, at 88 and 90 Griswold street. While neither purchaser nor former owner is willing to disclose the considera- tion, the value of the property is con- servatively estimated by the realty men familiar with central property at $100,000 to $125,000. The structure is solid stone, four stories in height, with a frontage of 50 feet and a depth of 80 feet. It was erected by James more than thirty years ago and was known at the time of its construction as one of the finest of Detroit’s buildings. Mr. Meredith acquired it twelve years ago from the James Burns estate. Adjoining the Burns building, on the north, is the Lewis block, bought a year ago by the Buhl estate, which also owns the Telegraph building, at the southeast corner of Griswold and Congress streets. Both buildings in- clude Nos. 92, 94, 96, 98 and 100 Gris- wold street. When asked what disposition the Bank will make of the property, and whether the institution proposes to erect a new structure on the site for its own use, Alexander McPherson, President of the Old Detroit Nation- al, said that the purchase was an in- vestment, and further that the Buhl estate would erect for the Old Detroit National a large building on the site now occupied by the Telegraph and Lewis buildings. Burns S. Francis Walsh, of S. Francis Walsh & Co., who recently notified the Secretary of State of the dissolu- tion of that concern, after consider- able publicity relating to Walsh’s con- nection with the United Bankers’ Cor- poration and trouble at several banks in the State, has given a bill of sale to David T. Nederlander, pawnbrok- er, for $440 the offices on Griswold street and an automobile at the Woodward garage Mr. Nederlander says the bill was given in return for money he had loaned to Walsh. worth of furniture at The annual meeting of the Michi- gan State Life Insurance Co. re-elect- ed the old officers. The regular an- nual dividend to stockholders of 8 per ~ cent. was declared. The last year was the most prosperous in the history of the company, the balance sheet show- ing Over $8,000,000 of insurance in force and over $500,000 of assets. Lucius E. Wilson, Secretary of the Detroit Board of Commerce, has tendered his resignation to become Vice-President and General Manager of the Warren Motor Car Co. The resignation will take effect April 1 and it is likely a successor to Mr. Wilson will be chosen following the election of a new board of directors early next month. Already several men are working for the position vacated by Mr. Wilson, which pays a salary of $7,500 per year. Fire in the five-story building at 96 Jefferson avenue, occupied by the wholesale dealers in woodenware, pa- per, stationery and novelties, did be- tween $8,000 and $10,000 damage to the building and contents Sunday. The origin of the fire is not known. The loss is partially covered by insurance. The old Simeon Folsom residence, now business property, corner of Washington avenue and State street, has been purchased by Charles B. Warren from Welch Brothers. The consideration announced is about $150,000. The frontages are 60 feet on Washington avenue and 100 feet on State street. The building has been a landmark for more than forty years, having been built and occupied by Mr. Folsom in 1870. He bought the land in 1859 for $4,000 and sold the improved property in 1873 for $25,000, Welch Brothers having ac- quired it about six years ago. The Board of Commerce dinner, to be held at the Hotel Cadillac Wednesday evening, will be a new departure from any function which the Board has given heretofore. It is unique in that it is the frst dinner the Board has ever given to which re the sons of members are invited. Judge A. J. Murphy, of the Detroit bench, will deliver the address, on: The Future Owners of Detroit. In addition to the educational feature, many novel entertaining stunts have been provided. Some of the best lo- cal vaudeville talent has been se- cured. On Feb. 23 the motion pic- tures of the city of Detroit will be released for general use in moving picture houses. The Board has se- cured, as a special concession, the privilege of an advance showing of these pictures on the night of the 21st before Board members and their sons. These pictures were taken last summer, under the direction of the Board, and include all the best fea- tures of Detroit’s municipal and in-* dustrial life. As an added feature, the operator was taken to the scene of the launching of the new _ steamer, City of Detroit III., and pictures were taken of the largest sidewheel passenger boat on the Great Lakes as it slid into the water. Irvin Butterworth, General Mana- ger of the Detroit City Gas Co., an- nounces that the company is prepar- ing to erect a gigantic gas tank. “The excavation work for the tank was started two months ago, and is be- ing done by a Pittsburg contracting company,” said Mr. Butterworth this “The tank wil be com- pleted about the latter part of Oc- tober or the first part of November, this year. The company will spend about $1,000,000 this year in the work, The completion of the plant will see the doubling of our manufacturing facil- morning. and about as much next year. ities also.” The huge reservoir will be almost twice as large as the great steel cylinder which Detroiters have long beheld at the foot of Twenty- first street. The capacity of the lat- ter is 3,100,000 cubic feet. The report from Washington that Congressman Fordney had forced a report from the Hardwick Committee on the investigation of the sugar business, which was complimentary to the Michigan beet sugar enter- prise, had the effect of making the holders of Michigan Sugar sit tight. For weeks there has been much un- certainty as to what Congress would do in the sugar matter, and every move has been closely watched, Prac- tically no stock is really offered, and while the quotation is 93 asked with 90 and 91 bid, there is a feeling that the stock might even reach 100, which is causing the present holders to await iurther development. AMERICAN RUBBERS Are today the leaders where strength and durability are the requirements All Styles See our Catalogue Detroit Rubber Co. Manufacturers B X ~ SS ar s > S SN WSS XN aN x SS > Dp Tt COLD, STOR ‘ S é ‘ \ WS& was N Ns S X A perfect cold storage for Poultry and all kinds of Fruits and Produce. Eggs stored wi 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 A. T. Knowlson Company, Detroit, Mich. DETROIT, MICH. th us usually sell at a premium of %c per dozen. Liberal advances Railroad facilities the best. Absolutely fireproof. Correspondence solicited. oe. —. ee Er eee eS Sea: February 21, 1913 ROOMS FOR TRANSIENTS. How the Hotel Pressure Can Be Relieved. Mobile, Ala., Feb, 20—I have learn- ed, through the local newspapers, that all of the directors of the Grand Rapids Assocaition of Commerce are Republicans. This fact is of no con- sequence, :° the directors shall keep out of partisan politics. The old Board occasionally considered and acted upon matters that were purely political and suffered loss of influ- ence and membership as the result. While no fault can be found with the present Secretary, the methods em- ployed to elect him to office were purely political, The hotels were badly overcrowded at times during the furniture exposi- tion season last month and there will be many just causes for complaint during the coming midsummer sea- son, unless an organization of some character shall undertake to care for the overflow of visitors. A lesson might be learned by our people in the work of caring for the strangers within our gates, from the little city of Ann Arbor. Upwards of 5,000 students attend the University of ’ Michigan ten months in the year. The hotels of Ann Arbor can not accom- modate 500 people. The students are lodged and fed in the private homes of the citizens and the charges for the service are very moderate. Every convenience necessary for the com- fort of the students is provided and the business is remunerative. The attendance of buyers of furniture during the exposition months of June and July in Grand Rapids will be con- siderably larger than in January last and over-crowding the hotels will surely result. The hotels at Ottawa Beach will care for a part of the crowd, but the buyers, whose time is valuable, ought not to -be compelled to seek accommodations at points from thirty to forty miles from the market. The extra time and expense involved in such practices they should not be compelled to incur. In the month of October last Pres- ident Clements, of the Board of Trade, appointed a committee, of which H. C, Cornelius was chairman, for the purpose of tendering aid in the matter of providing lodging for the crowds of furniture men who it was known would come to the city in January. The committee failed utterly to comprehend the duty it was expected to perform and did nothing. With proper attention, probably 1,000 good rooms in private homes could have been made available for use by the strangers. President Sweet, of the Grand Rapids Association of Commerce, although interested, in a measure, in hotel property, should take the Ann Arbor plan of caring for sojourners within our gates into consideration and appoint committees to care for the furniture men in June and July and the teachers who will come to our city later in the year. Many of the salesmen take rooms at the hotels for the season, occupying rooms that should be given to the buyers. Salesmen should welcome the privilege to enjoy the quiet com- MICHIGAN fort and superior conveniences of private homes to the ordinary life of the hotel. Spending the greater part of their lives in public houses, the offer of private entertainment should and probably would be quickly ac- cepted, The disposal of garbage and litter does not seem to have been a serious problem with the people of Birming- ham, Ala. The material is collected in wagons and taken to a large vacant lot outside of the city, where it is treated with inflamable materials and burned in the open air. It was not deemed necessary to purchase an ex- pensive outfit, such as is used in Grand Rapids, to obtain the same re- sult. In the same city one George H. Todd has established a rat extermin- ating industry that would be useful in Grand Rapids. Mr. Todd conducts a shooting gallery and puts up live rats for targets in an area twenty feet square. He uses two hundred traps to catch the rats and 1,000 were killed by the patrons of his gallery recently in ten days. Rats are increasing in number by the thousand in Grand Rapids and the damage done annually to property amounts to a very large sum. Grand Rapids should encour- age the establishment of a rat killing industry such as has been established by Mr. Todd. If the city should un- dertake to supply the rats, perhaps the National Guard would kill them. It would be fine sport for the guards- men. For the purpose of advertising the city, the Chamber of Commerce of Birmingham, Ala., at little expense, provided citizens who would obligate themselevs to address and mail them to friends or acquaintances in other states, many thousands of postal cards. The card was a folder of three sections, each of which bore five views of important industries of the city. The reverse side contained a bristling array of statistics showing the growth of population and business in its various forms, during the past ten years. This plan I respectfully refer to the Grand Rapids Associa- tion of Commerce. A day or two ago I stretched my- self across the chair of a grey haired barber, in the hotel Cawthon, and as he proceeded to lather my face, he enquired: “From the North?” “Yes, from Grand Rapids, Mich.” “Know Lyman W. Welch?” “Very well and I esteem him very highly.” “Fine man” “Yes, indeed.” “Lyman W. Welch and I were boy- hood friends, in Lebanon, N, H. We worked in a furniture factory. The firm failed in business and I came to Alabama and I afterwards learned that Welch went to Grand Rapids. Before going to Lebanon, I worked in a carriage factory in Boston. I am a native of that city.” “TI surmised that you are an able supporter of the tradition that Yan- kees may be known by the questions they will ask.” “Thank you. While Welch and I lived in Lebanon the young men of TRADESMAN the place organized a brass band and orchestra. Welch did not do very well with a horn, but he was such a good fellow that all the boys wanted him in the organization. In the or- chestra I played the second violin and Welch the double bass viol. I was asked to take the double bass, but as I was a little fellow I did not like to carry such’ a heavy instru- ment. When Welch took the double bass it was like the meeting of a mother and daughter after many years of separation. The instrument naturally belonged to Welch and Welch to the instrument. And you should have heard him play! Such deep and strong or such light, ap- pealing tones as the score required, you never heard from such an instru- ment, if you never heard Welch play it. : His skill was the subject of dis- cussion in many musical circles in New England, Yes, yes, I tell you he was a master of the instrument, The orchestra was often engaged to play for dances, banquets and concerts. We usually traveled in the old- fashioned Concord coaches that were so generally used in New England thirty years ago. “Welch was the main support of a widowed mother and several orphan children. His brothers were younger than himself and a burden upon the slender income of the family. Every dollar he earned was devoted to feed- ing, clothing and educating the chil- dren. He had a great heart and was loyal to those who were dependent upon him. And you say he has pros- pered?” “Yes, Mr. Welch is in good circum- stances?” “I am so glad to hear you say that. When you see him, ask him of he re- members C. H. Thompson, who play- ed with him in the band at Lebanon thirty years ago.” “T will be pleased to do so.” Arthur S. White. —_—_+-2.___ Activities in the Buckeye State. Written for the Tradesman. The Dayton Chamber of Commerce at its recent annual meeting adopted a resolution condemning the central police station of the city as an unfit place for habitation and urging im- mediate relief from revolting condi- tions that now exist. - Columbus will hold a special elec- tion May 21 to vote on the question il of issuing bonds for $350,000 for the purchase of sites for a city hall, mall and art museum, in connection with the proposed civic center. Springfield will vote May 21 on a proposition to take water from Mad River and Buck Creek, creating an artificial lake covering 60 acres or more in extent. The project will cost in excess of $50,000. The Cincinnati Council has passed an ordinance authorizing the Director of Service to employ an expert for an investigation of the Cincinnati Traction Co., the expense of same being limited to $20,000. President Leopold Rauh, of the Dayton Chamber of Commerce, was recently presented with a silver lov- ing cup by the Executive Commit- tee in recognition of four years of valuable service. Cincinnati has received a boost in the new time tables of the Baltimore & Ohio and the Cincinnati, Hamilton & Dayton railroads, which.contain an article setting forth the attractions of Cincinnati for visitors and the op- portunities afforded there for manu- facturers and others. Feb. 29 will be observed as “Health Day” in the public schools of Ohio, with talks by physicians, dentists, teachers and others interested in the prevention of needless diseases. The Akron Chamber of Commerce has added 10 new members since the annual meeting in November last and the total! membership now is 1,149. Almond Griffen. ——»+2+>—__ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, Feb. 21—Creamery butter, 26@29c; dairy, 22@26c; rolls, 22@25c; poor to good, all kinds, 18@25c. Cheese—Fancy, 17@17%4c; choice, 16@16'4c; poor to good, 10@15c. Eggs—Fancy fresh, 33@34c; choice, 31@32c. Poultry (live)—Turkeys, chickens, 14@16c; fowls, ducks, 17@19c; geese, 13@15c. 17@20c; 14@16c; Poultry (dressed)—Geese, 13@14c; turkeys, 18@23c; ducks, 17@20c; chickens, 15@17c; fowls, 14@16c. Beans—Red kidney, $2.90@3; white kidney, $2.75@3; medium, $2.65@2.75; marrow, $2.90@3; pea, $2.65@2.75. Potatoes—$1.10. Onions—$1.75. Rea & Witzig. —— << A “threatening day” is no threat to one whose body is sound. WoRrRDEN GROCER (OMPANY The Prompt Shippers Grand Rapids, Mich. Es i . Fs & 12 MICHIGAN TRADESMAN February 21, 1912° RETAILER AND JOBBER. Essential Features in the Field of Distribution. Written for the Tradesman. The old saying, “There is nothing new under the sun, which has long since established its place as a uni- versal truth, finds a happy applica- tion in a consideration of this ques- tion. Mind moves in cycles and this ac- perhaps, for the periodical recurring of many of the questions which have agitated the minds of people for centuries. counts, There is a great deal of loose talk in regard to the middleman who is charged with making exorbitant prof- its and having much to do with the increased cost of living. The cry is ior the marketing of goods through fewer hands, getting them to the ultimate consumer by a shorter route and saving the prof- its of those who handle them along the present established paths of dis- tribution. Perhaps in some departments of trade there is an opportunity to elim- inate expense, and reduce the cost of goods to the ultimate consumer. Commission merchants in some lines seem to add unduly to the price of the articles in which they deal. The jobber and the retailer are not middlemen. The jobber is here because the retail merchant is here. The retail merchant has ever been and is now a necessary factor in the field of distribution. His method of selling goods has been handed down through the ages. It has withstood the test Gf time and has survived the business revolutions of centuries only because it is the best system for suppling the wants of the people that human wisdom has so far devis- ed. The retail merchant is a neces- sary factcr in production and distri- bution. The well-known economist, Pro- fessor Ely, of the Wisconsin Uni- versity, says: “It has seemed to some, even among economists of an earlier time, that the farmer is more truly a producer than the manufac- turer, and the manufacturer than the merchant; but careful thought dis- closes the fallacy of such a view. All industrial classes alike produce one or more of the four sorts of utility, and they do so by changing relations of things in time or space. The farm- er changes the position of grains of corn by dropping them into the earth. Then he removes weeds and throws earth about the rising stalks. Thus Mans acts in changing. the relations and position of things, aided by Na- tures materials and forces, result in more corn for human consumption. The manufacturer in the same way changes the position of pieces of matter, and, aided by natural forces within and without the object of pro- duction, he causes matter to assume a form which fits it, or better fits it, for human ~needs. So, too, the merchant changes the places of things from where they are less use- ful to where they are more useful, or holds them in one place until a external circumstances gives them greater time utility. He is producing utilities as fully as is the farmer or the manufacturer.” Adam Smith, in his Wealth of Na- tions, says that the capital of the re- tailer replaces, together with its prof- its, that of the jobber of whom he purchases goods, and thereby enables him to continue his business. The re- tailer himself is the only productive laborer whom it immediately em- ploys. In his profits consists the whole value which its employment adds to the annual produce of the land and labor of society. change of In times of advancing prices the retail merchant has always come in for more than his share of criticism. Many years ago the retail merchants of England were criticized in much the same way as the retail merchants of the United States are criticized to- day, and Adam Smith answered those charges then in these words: “Be- sides possessing a little capital the retail merchant must be able to read, write and account, and must be a tolerable judge, too, of perhaps fifty or sixty different sorts of goods, their prices, qualities and the markets where they are to be had cheapest. He must have all the knowledge that is necessary for a great merchant, which nothing hinders him from be- coming but the want of sufficient capital, Thirty or forty pounds a year can not be considered as too great a recompense for the labor of a per- son so accomplished. Deduct this from the seemingly great profits of his capital and little more will re- main, perhaps, than the ordinary profits of stock. The greater part of the apparent profit is, in this case, too, real wages.” Perhaps many elements enter into the increased cost of living, but there is much in the statement of Presi- dent Hill, of the Great Northern Railroad, that it is not so much a question of the high cost of living as it is “the cost of high living.” Ricardo, the eminent French po- litical economist, says: “It is the cost of production which must ultimately regulate the price of commodities, and not, as has been often cited, the Proportion between the supply and demand; the proportion between supply and demand may, indeed, for a time, effect the market value of z commodity, until it is supplanted in greater or less abundance, according as the demand may have increased or diminished; but this effect will be only of temporary duration. It must be clear to any student of the subject that the increased cost of production on farm and in fac- tory and not the method of distribu- on is one of the important factors in the increased cost of living. The retail merchant is an essen- tial—a necessary factor in production and distribution, and yet he could not serve to the best advantage his trade and conduct his business at a Profit without the jobber. Success in retailing depends upon the ability of the merchants to keep the dollars working all of the time, to give the dollar its highest work- ing power, in giving every dollar in the capital stock its highest efficiency. When a merchant buys twelve doz- en of an item (a usual minimum fac- tory quantity), he has invested in the twelve dozen several round hard dol- lars; he has lost the use of several of these dollars which might be put into other goods. In other words, several of these dollars are resting on the shelf and bringing him noth- ing. They swell investments but they do not swell the sales. On the other hand, he could in- vest the same number of dollars in perhaps six different items, five of which would sell on a par with the one which he has purchased. He has then six items yielding him a net profit rather than one; and when he sells the twelve dozen he has turned his stock six times instead of once. This is why the jobber plays an essential and important part in the field of distribution. It is the job- bers place to carry the surplus stock, to take the risk, to make possible for the retailer the highest number of turns for his stock. It is the retailer’s business to buy his goods in small quantities and oft- en, and to look to the jobber’s stocked warehouses for his frequent needs, and he must do so ‘if he is enabled to sell his goods to his cus- tomers at the right price, for his profit depends not on a single sale but on the frequent turning of stock, ANNOUNCEMENT J. F. Wiersum, who has for six years been in the employ of F. E. Stroup the well known Produce and Commission Merchant at 237 S. Division St., Grand Rapids, Mich., has taken an interest in the business and the name will hereafter be known as : STROUP & WIERSUM POP CORN We are in the market for old or new crop shelled or on the ear. If any to offer please write us. Alfred J. Brown Seed Co. Grand Rapids All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “"in"" State Agents Hammond Dairy Feed SUCRENE Wm. Alden Smith Bldg. The ideal dairy feed. Palatable. Digestible, Nutritous: increases milk production. Stands the test with the World’s Largest Milk Producers. A money maker for the dealer. ROY BAKER, Agent Grand Rapids, Mich. Geo. Wager, Toledo, Ohio Wholesale distributors of potatoes and other farm pro- ducts in car loads only. We act as agents for the shipper. Write for information. Moseley Bros. Both Phones 1217 Established 1876 . Can fill your orders for Timothy, Clover and all kinds of Field Seeds 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. W.C. Rea REFERENCES—Marine National Bank, Papers and hundreds of shippers. Rea & Witzig +» PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. market. Ship us your poultry and eggs, Commercial Agencies, Express Companies, Trade Established 1873 You will find this a good oe q~ ow February 21, 1912 and it is in this way with the aid of the jobber that he is enabled to serve his customers to the best advantage and to make sufficient net profit to stay in business. Adam Smith recognized the neces- sity of the jobber in these words: “The capital of the jobber replaces, together with their profits, the cap- itals of the farmers and manufactur- ers of whom he purchases the rude and manufactured produce which he deals in, and thereby enables them to continue their respective trades. It is by this service that he con- tributes indirectly to support the pro- ductive labor of society, and to increase the value of its annual produce.” The retailer and the jobber are es- sential factors in the field of dis- tribution and this old and recogniz- ed method of distribution through the retailer and the jobber is serving well the people of the United States; it is supplying their wants on a very close and fair basis of profit. The present method of distribution is in no wise a factor in the high cost of living, but on the other hand the increased cost of living has been brought about largely by the in- creased cost of production on farm and in factory by a higher standard of living, and more than all the other forces combined by the increased production of gold. During the last twenty years the supply of gold has been increasing very rapidly. The increase has been much greater than the increase of the volume of commodities which are bought and sold in the markets. This means that gold in its relation to the things we buy has become more plentiful, that an ounce of gold will not exchange for so much as formerly. It means that we can not buy as much with an ounce of gold ($20.67) as formerly. The annual output of the earth’s gold mines is now more than one-half a billion dollars, which is more than four times what it was a few years ago. The general condemnation of the wholesaler and the retailer as being the cause of the high cost of living is irrational and baseless. They were in business twenty-five years ago just as vigorouly as now and prices steadily fell for years. The re- tailer and wholesaler are selling goods to-day closer than they were ten years ago—there is absolutely no evidence that their present profit is now larger than it was in 1896. On the contrary, many retailers are in serious distress because their trade in many articles is declining and customers are criticizing their high prices. That the rise of prices can not be due to the retailers and wholesal- ers—to the present method of dis- tribution—must be evident to any man when he considers that the rise of prices is a world wide phenome- non. The people of Canada, of England and of all other countries where gold is used as money-are suffering as we do in the United States from the in- crease in cost of living, and the great MICHIGAN majority of the people in those coun- tries, like the majority of the Ameri- can people, are blaming the local tradesman and _ local conditions rather than the real cause—the un- precedented increase in the supply of gold. Edward B. Moon. 2. The Campaign Against Factory Hires. The campaign for the prevention of fires in manufacturing establish- ments appears to be gaining momen- tum as times goes on. The latest movements are those of the State of Pennsylvania providing for a compul- sory fire drill in industrial establisir- ments where women and girls are employed, and of the fire marshal ot the State of Michigan in ridding fac- tories, as well as other buildings, of accumulations of rubbish. In Michigan the fire marshal tras designated Tuesday, July 25, as “cleaning day.” He has requested the chiefs of fire departments and village officials, and instructed deputy fire marshals throughout the State, to make it their special business to see that the provision of the law requir- ing the cleaning up of rubbish be strictly enforced, and to urge upon the public the importance of keeping their premises clean thereafter. ————>-o-a One Way Round. There is an aged darky who has a stand outside one of the Washington markets, where he disposes of the produce that he brings from Virginia several times a week. Not long ago he delievered a pair of dressed chick- ens to one of his customers. She was in the kitchen when the chickens were brought in, and, womanlike, shivered a bit when she saw the head- less fowls. “T should think you’d never have the heart to cut off the heads of those innocent chickens,” she exclaimed in- voluntarily. “I does hate to do it, ma’am,” said the darky, “but I manages to git around it in a way.” “How?” “T chops de chickens off de heads.” dies, etc. ient for you. to clean.’ TRADESMAN Nothing Fails Like a Little Success. That brilliant and_ self-satisfied quadruped known as the “quarter horse” has long been the despair of the breeders and trainers of thor- oughbreds. The quarter horse, always a nerv- ous, wiry, fleet-footed animal, enters a race with head up, nostrils quivering, his whole bearing indicative of a lofty purpose to go in and distance all his competitors. Ele starts out with a splendid burst of speed. and passes all the other entries. In- experienced onlookers cheer wildly as he puts feet, then yards, then rods One by one he overhauls between him and the nearest horses behind him. But men who knew horses sigh and shake their heads. They know what is going to happen. When the quarter horse has what he considers a safe lead he decides that he has exerted himself sufficient- ly for a little while. With a contemptu- ous sniff, meant for the poor, slow- gaited creatures jogging along behind, he slows down to an easy, comfortable pace. It is appar- “ent that through his mind is passing some such thought as this: “What’s the use of my wearing out my strength in this competition? None of those fellows coming along after me amount to anything, or they never would have let me get so far ahead. I’ll just take it easy, and if any of them happen by any chance to come up with me, why, I’ll simply let myself out a little and lose them.” Unhappily for the quarter horse, this is never possible. The horses behind do come up, and he does try to distance them agin, but he has consumed all his energy in his orig- inal dash, and, try as he will, there is no more race left in him. Among the failures you meet in any gathering of people—in the crowds hurrying to and from their weary, poorly paid labor—in the little places in big business concerns— about the doors of the employment offices—on the bread line, even in the jails, are many human quarter horses. who are 13 The quarter habit is fatal, even for those with unusual talents or To sit back, and enjoy the fruits of the first success, with a feeling that you must necessarily be far superior to those who have not succeeded, will speedily unfit you for any really important place, even in the littlest of all the little worlds of which this big world of humanity is made up. born advantages. An observer of life who has man- aged to sell his observations to pub- lishers for large sums of money was asked the reason for the failure of a man who was once regarded as one of the great men of the country. “Ehat is easy,’ he replied “As soon as he became a great man he spent so much time being great that he didn’t have any time left to ac- complish anything else. Really great men haven’t any time to be great. All their extra hours are put in doing the things they started out to do be- fore they became great.” A little talent coupled with a little industry, sometimes a little of either quality, will often bring a little early success. With success comes praise, which is pleasant to hear—and com- pliments, which are easy to believe. But stop and listen to either for long and your little success will be your only And of all the despondent, helpless _ fail- ures in this life the man who has been The sight of others enjoying the rewards that once were his embitters him and fills him with blind jealousy. And the jealous man might just as well give up, for success. hopeless, a success is the worst. his usefulness is at an end. It may be that most people have the inclination to be quarter horses. lew are born with that love of work that enables them to go cheerfully at all the tiresome details that must be mastered in every calling. —_>---2 Cats seem partly human; they often climb trees from which they are un- able to descend safely. -——_6-2.~.—____ A great deal of “encouragement” is given in a very discouraging way. | 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- Dig with it—Scratch with it—Pry with it. Use the four steel fingers instead of yourown. 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. If your Jobber does not carry them in stock—send me Fifty Cents in stamps with his name and address and I will send you a Scoop by prepaid Express. , E. R. SMITH, Oshkosh, Wis. Wikre ree Pee ae REE ele ok 14 STEADY INCREASE In Membership, Receipts, Influence and Accomplishments.* The record of our Association since our last convention shows very grati- fying progress in all departments. Our membership has grown steadily, our balance in the treasury has in- creased, notwithstanding the fact that the officers have spared no reasonable expense in furthering the cause of the organization whenever the opportu- nity presented itself, we have achieved quite a number of important accom- plishments in the interests of the hardware trade and the membership as a whole has displayed a greater de- gree of active interest than ever be- fore. I recently read the proceedings of the Idaho Association convention and noted with considerable interest the fact that the dues in that organiza- ~ tion range from $10 to $25 per year, according to the amount of stock car- ried, and that honorary membership dues are $5. The membership of that organization is growing steadily, which is good evidence that the membership appreciates the benefits to be derived from this source and are willing to contribute liberally towards its main- tenance, The large number of members which we have in Michigan has made it possible for us to keep our dues at the nominal sum of $4 per year, so that the financial consideration can certainly he no barrier to any le- gitimate hardwareman Maintaining a membership. Our influence in matters of. state legislation has been very clearly shown during the past year. I take it that our Committee on Legislation will cover this matter very thorough- ly, but can not refrain from mention- ing our active participation in events at the capitol and the gratifying re- sults derived from these efforts. The bill introduced by Senator Barnaby to license the selling, pur- chasing, owning, carrying and_ bor- rowing of deadly weapons, would have proven a body blow to the dealers who handle fire arms and we have every reason to feel that if it had not been for the active work done by our Committee, the measure would have been enacted as originally drawn up. We succeeded in having it changed to suit our desires. Another measure introduced by Senator F. B. Scott requiring that packages of loaded shells, cartridges and ammunition be stamped with the date of manufacture, would also have had a serious effect upon the hardware dealer handling sporting goods. While 1 do not believe the goods deterior- ate, the purchaser would demand goods recently packed and this would cause all kinds of trouble as some loads do not move as rapidly as oth- ers, and it would be impossible for a dealer to have a fresh stock always on hand. This measure was killed through our efforts. You have been advised of the in- surance legislation introduced for the purpose of prohibiting the making and *Annual report of Arthur J. Scott. Secretary a Retail Hardware Association, read Feb. 20, 1912. MICHIGAN TRADESMAN enforcement of unauthorized con- tracts of fire insurance. Our mem- bers responded promptly to a letter sent them on this subject and when our Committee was in Lansing, we found our representatives in a mood to listen to our requests, with the re- sult that although this bill was pass- ed, we were in a position to know that an amendment would be made to our drastic State insurance laws which would make it possible for the leading mutual hardware fire insur- ance companies to become authoriz- ed to write insurance in the State It was clearly apparent that when the amount of assets is compared with the amount of insurance in force, a number of the hardware mutuals are really on a firmer basis than the ma- jority of old line companies and as this is actually the fairest comparison to make in arriving at the strength of a company, the change in the law so as to admit these hardware mu- tuals was only common justice. Our Committee also strongly fav- ored the bill introduced by Senator Mapes to prohibit gift enterprises and prevent the issuing or giving away of trading stamps. We feel that this measure was one which should have our support. In the matter of nationai legisla- tion, Secretary Corey, as you know, recently appeared before the Senate Committee on Postoffices and Post Roads and submitted some exceed- ingly forceful arguments against the measure which we have every reason to believe carried a great deal of in- fluence with the Committee. It would seem that the fairest disposition to make of this matter at the present time is to appoint a Commission, au- thorized to thoroughly investigate the subject of parcels post in foreign countries and to also determine the effect which same would have if in- troduced in the United States. With- out the information which can only be available as the result of an in- vestigation of this kind, the Govern- ment is liable to make a grave and costly mistake and we believe that our influence should be exerted to- wards the above disposition of the matter. There has been some active work done in behalf of one cent letter post- age and I believe that this movement should have our unqualified support. The Postoffice Department during re- cent years has professed to follow a policy of making each department as near self supporting as possible and it seems unfair that first-class postage should be carried at such a tremend- ous profit. We have heard many arguments in favor of expanding the service for the benefit of the farmer and I can not help but feel that the farmer has so far been pretty fairly treated. In small towns the rates have steadily been advanced on call boxes, until the rates in a city the size of the one in which | am-located, run $3 per year. In other words, people in these places pay the above amount for the privi- lege of going down to the postoffice and bringing home their own mail, while the farmer has it delivered right to his door free of charge through rural free delivery. Before passing over the matter of legislation, I would like to recom- mend that this Association at future sessions make arrangements to have some One present at Lansing all the time when the Legislature is in ses- sion, to go over the business each day, scrutinize every bill introduced and report to our officers on any that appear in any way to affect the retail- er. I believe that in conjunction with other organizations, an arrangement of this kind could be effected at a moderate expense. We have all read of the campaign inaugurated by Secretary Corey in the National Bulletin, urging members to place catalogue house selling prices alongside of the different items en- tered in their want books. I realize, as shown in the Bulletin, that some criticism has been made of this at- tempt to place the dealer in a posi- tion where he can buy his goods at the lowest possible price, so as to be on even terms with and able to compete with the mail order houses. From the standpoint of a retailer, | believe that the plan is a capital one and ought to be followed by every man who is anxious to do something practical along the line of meeting this foreign competition. We have not had many complaints this year and those that have been received have been followed up care- fully by your officers, I hope that the members all appreciate the fact that regular blanks are furnished for this purpose, and it is up to you men, February 21, 1912 when any irregularity in trade prac- tice comes to your attention, to noti- fy the Secretary, giving him full facts in the case and asking him to take the matter up with offending Parties. I believe it would be an excellent thing if the dealers would organize clubs and urge the hardware men in each locality to get together at reg- ular periods, to discuss local condi- tions and to agree upon plans for ad- justing trade evils and strengthening the retailers position among the con- sumers. I further feel that we ought to get our individual businesses as near to a cash basis as possible and have a full and complete understanding with each customer as to terms of settlement. We certainly do not all agree that business can be conducted strictly on a cash basis, but there have been so many who, to say the least, have followed rather loose methods in the extension of credit, and the loss which has been occasioned has had to be charged against the business, there- by in the final analysis interfering with our ability to sell merchandise as cheaply as possible. Since .our last convention we have inaugurated a bargain department that has been productive of exceed- ingly satisfactory results. I have re- ceived copies of similar lists publish- ed in other states and have reason to feel that we are to be congratulated upon the interest which the members have shown in this feature. Quite a number of genuine bargains have been offered in every list so far published, and I believe that we ought to scru- tinize these lists carefully and wher- ever possible take advantage of the offers which they contain. By so do- ing, we will not only save money for ourselves but also enable some other member to acquire the use of capital which he now has tied up in goods which are unsaleable in his territory. We have Many opportunities to realize that manufacturers and job- bers appreciate the efforts which we have put forth in compiling an accu- rate list of the legitimate retail hard- ware dealers in the State. The list was corrected in January for publica- tion in the souvenir programme, and we are told that it is the best list of this kind obtainable. it is 40 be hoped that the members will appreci- ate the importance of promptly noti- fying the Secretary's office of all ae \af \\I | | SEND NOW aN YOUR Ss FOR Wil! NG S CATALOG | ==SUNBE TRADE-mMaARK >= FREE ON REQUEST TO DEALERS \ \ ————— —— ——— — Sunbeam Harness Catalog No. Home of Sunbeam Goods 8 Farm Implement or Carriage Catalog Trunk, Suitcase and Bag Catalog Stock Sunbeam Brand Collars, Harness, business. Prompt shipments—mail orders giv Robes, etc., and increase your en careful attention. BROWN & SEHLER CO. GRAND RAPIDS, MICH. - - February 21, 1912 changes in business which occur, so that the list can be kept up to date at all times. On Thursday, Feb. 8, your Presi- dent and Secretary attended a meet- ing of Lansing, at which time an or- ganization was formed, to be known as the Michigan Federation of Re- tail Merchants. The objects of this organization will be to bring about a closer affiliation among retailers in all lines, so that a solid front may be presented in taking up legislation and other matters of mutual interest to all merchants. Your President, Mr. Roe, was honored with the presidency of this organization, the possibilities of which I believe will appeal to all of us. The details of the organization are still to be worked out and our membership will be furnished with full details as soon as same are avail- able. Last year, at the close of our con- vention, the membership report show- ed 789 members on the list. Out of this number, sixty-four have either sold out or gone out of business, six resigned, two were dropped because it was found that they were ineligi- ble for membership, and twenty were dropped for non-payment of dues. This leaves 697 members on our list who were members a year ago. Dur- ing the year we have taken in 125 new membership, bringing our total membership up to 824 at the present time. These 125 members were re- ceived through the following sources: New ones who joined at our last CORVeENTION 2001 oo 11 Applications by mail ....:......, 29 Sent in by Mr. Davis and by our associate members ............ 85 This matter brings up the ques- tion of eligibility for membership in our Association. I believe it is our desire to include every man who con- ducts a legitimate hardware business, Maintains a store that is open during business hours with somebody to wait on the trade, and sells his goods at a fair margin of profit. There have been one or two cases in which ap- plications for membership have been received from parties who really do not come under this heading, and it is sometimes a difficult matter for the officers, not familiar with local con- ditions, to arrive at an intelligent con- clusion in deciding whether or not to accept such applications. In the event that any member is appealed to for information relative to a prospective member, it is to be hoped that he will give a frank ex- pression on the subject and will not be affected by any prejudice. He can rest assured that any communication from him will be treated absolutely confidential. I want to say a few words about mutual insurance, although the sub- ject has been pretty thoroughly coy- ered by men more competent to give complete information in regard to its benefits than I am. Occasionally we find a dealer who hesitates about plac- ing his business with the mutual com- panies, but it is only necessary to in- vestigate the records which have been made by our hardware mutuals and to compare their assets with the in- surance in force, to note the prompt- MICHIGAN TRADESMAN ness. with which claims are ‘settled and to consider the fact that a large - portion of the saving in cost is the result of the cutting of heavy ex- penses in securing business and the payment of salaries. When we con- sider these things, we can not help but feel that the man who does not take advantage of this great saving, is following a policy in purchasing this commodity of insurance which if pursued in his other buying would be disastrous. We feel justifiably proud of our hardware exhibit at this convention, and have attempted to make this de- partment not only interesting and ed- ucational to the members, but profit- able to the exhibitors. I believe that manufacturers realize more now than ever before that it is a big advantage to them to be able to come in con- tact with the dealers upon occasions of this kind and to show their Jine and describe their goods. The auto- mobile manufacturers spend millions of dollars for this very purpose and admit that the results constitute the best possible form of advertising. I take it that it is unnecessary for me to comment extensively upon the work of the various committees who have had charge of the arrangements for this convention. There is proba- bly no one who has not been in close touch with the plans as they have developed during the past few months, who understands the amount of time and thought that has been necessary to provide for this series of meetings, for the entertainment features and for the completion of the exhibits. I will not mention these men personally, for you all know them, and I hope that this convention will at the proper time extend to them an expression of your appreciation of their work. There has been no time during the past year when there has been the least friction in the carrying on of the work entrusted to your officers, all of whom have given their best efforts in behalf of the Association. If these men did not feel that their efforts in this connection were appreciated, 1 am sure they would not be justified in spending the time necessary in car- rying on this work. The letters received from time to time from different meinbers, indi- cating a desire to co-operate in any way, where it can be shown their ef- forts are of value, is most encourag- ing, and I believe stimulates the de- sire of your officers to merit your ap- proval in everything undertaken. I personally want to again thank you all for the consideration which I have received at your hands, and I now conscientiously feel that one of the greatest assets which I possess is the friendship of you men, who are so loyally helping to place the retail hardware business as a whole upon a ehigher plane. —_~2+-+___ They say that no man is a hero to his valet—and, indeed, there is a good reason for it; if he tried to be, he would not have time for anything else. —— +2 —____ When you encourage a prize-fight you help to prepare the kindlings for a future war between nations. 15 Capacity, 1,500 pounds. Only Wheel base, 90 inches Horsepower, 10 to 12—Length behind seat, 6 feet Front seat top, $25 extra. REO Trucks $750 And Built by R. E. Olds Please mark that price, and note this truck’s capacity. Most trucks which do what this truck does, costs from $1,200 up. We are building trucks on a busi- ness basis—at a dray-wagon profit. They are built in a separate factory. with a capacity of 5,000 trucks per year, And they are sold through the thousand dealers established on Reo cars. To pay more than we ask for a truck like this is rewarding inefficiency. The Famous Designer It goes without saying that R. E. Olds knows how to build a truck. The dean of designers with 25 years of experience. The builder of myriads of pleasure cars. The creator of Reo the Fifth. Mr. Olds should be—and he doubt- less is—the best qualified man in the business, ae Mr. Olds’ method of perfecting this truck was to put hundreds of them into use. They were operated in city and country, on hills and plains. in all sorts of business service. One loaded truck ran from New York to Oregon. Two carried the baggage in the Glidden Tour. from New York to Jacksonville. These tests have now covered two years. And never has a truck of this size and capacity shown better rec- ords in service. 50 Cents a Day This truck is built so a 12-year-old boy can drive it. There is nothing to get out of order—nothing to do but steer. It is immensely economical. On a six months’ test. covering 4.553 miles and making 3,733 stops. the cost for gasoline. oil*and repairs averaged 50 cents per day. The average of many accurate tests shows the cost of delivery by Reo truck to be 60 per cent the cost of delivery by horse. : It does five times the work of a one-horse truck, and does it three times as quick. It is always ready—never gets tired. Nothing can feaze it—heat or cold, rain or snow. The Reo dealer—right in your town—will demonstrate the truck. He will teach your men to run it. And he is always there to take care of it, Write us for information. R. M. OWEN & CO., General Sales Agents for REO MOTOR TRUCK CO., Lansing, Mich. Price $750 f. 0. b. Factory. Top over all, as shown in cut, $50 extra. mer 16 WASHINGTON’S NERVE. His Principal Occupation Was Not Acquiring Dignity. Written for the Tradesman. The portraits of Washington do not show the real man, Washington’s portraits give one the impression that he was always seeking an attitude of great superiority. If one looks at a picture of the great man crossing the Delaware, he sees him standing in a position which no one could possibly have maintain- ed in a leaky boat, on a swift river, surfaced with grinding cakes of ice. If you see his portrait in a battle scene, you see him in fine uniform, standing well up in the stirrups, his sword pointed to a line of men who seem to be debating whether to run and save their own lives or advance and save their country. By the way, did it ever occur to you what a lot of fool trappings these A few hundred years ago, when leaders really fought and took chances in battle, the sword was useful as a weapon of defense, perhaps of attack. But now, when _ officers mostly view conflicts from distant hill- sides with telescopes, when guns will shoot ten miles or more, and around a corner at that, where is the use of a warrior tangling up his legs with a sword which is never used? Still, the sword is the thing in mod- ern life. It is quite probable that the officers of the State militia would re- sign if they could not wear them. The girls like the idea of a sword. It supplies a place to rest an awkward hand. that the wearer is not supposed to be a common scrub. And the gold lace, and the buttons, and the things they wear on their shoulders—things which look like the tinseled pads the ringmaster puts on a horse before Ninon de la Christo- bal De Vaux, the Queen of the Arena, leaps to her desperate act, at the risk of a two-foot fall on soft sawdust. But never mind, Washington’s men didn’t have many swords, or much gold lace, or many acres of epaulets, and Washington really used his blade. But, all the same, the men whose brushes sent his features down to posterity had their own notions as to how a hero ought to look, and the result is that the Father of His Coun- try seems to be about a thousand miles away from any human instinct. The painters have caused him to pose as distant, unapproachable, superior and unsympathetic. The dignified poses thus forced upon him will soon make him a joke with the ignorant. Washington dignified in the sense that he did not permit any per- sonal familiarity, but he did not hold his associates off at arm’s length, as some of his biographers state. He was warm of heart, generous, friendly in the best sense of the word. There were no barriers between the real man and those he knew to be loyal friends. Do you remember the story of Washington and Lafayette at Valley Forge? That was the darkest winter of the war. The American soldiers had neither food nor clothing. They warriors get? It shows was MICHIGAN TRADESMAN slept on the ground wrapped up in shawls, cloaks, bedquilts—anything that would keep them warm. One night Lafayette, a young, enthusias- tic soldiers, who was serving the col- onies without pay or hope of re- ward, went to the headquarters of the Commander in Chief and found him lying on the ground, wrapped in a great cloak and shivering with the cold. He bent down to deliver a message and Washington took him in his arms, wrapped him inside his cloak and the two slept there until - morning. Human! Washington is said to have known the needs of every soldier in his ragged army! He was not at all the sort of a man our school chil- dren imagine him to have been. The painters are to blame for that. The biographers are trying to remedy the evil. Therefore, pay little heed to the portraits of Washington and dwell longer on the things he did. If you do this you may get over the idea that Washington was in the Vice-President Fairbanks row. The one thing which carried Wash- ington through the awful Braddock defeat and through the perils of the Revolution—where he suffered more from the taunts-of enemies and the little meannesses of the Continental Congress than he did from the ef- forts of the British army—was Nerve. The word is not used here as express- ing cheek, impudence, self-assertion. It is used as describing the staying quality of the human brain. Nerve is will. It is more. It is the force that forces the will. It is the power back of endurance. It is dominant, auto- cratic, in that it binds every energy to a purpose, whether’ that purpose be good or bad. The man who has a natural or a cultivated nerve force can stand un- moved under the envious assaults of the selfish and the ignorant. He can fix his mind on one great purpose and keep it there. He can keep good control of himself in emergencies. Napoleon and Lincoln had this kind of nerve. Grant had it. Washing- ton possessed it in a greater degree than either. Look at the things he did and the circumstances under which he did them and you will understand. And when you begin to look you will be- gin to see that Washington was not the man the painters have tried tc make him out to be. He was humar. He worked, and froze, and went hun- gry, and fought slander as well as Indians before he was 20. He left school before he was 16 and, after giving up a midshipman’s berth in the British navy at the re- quest of his mother, went into the forests surveying for Lord Fairfax, the father-in-law of his brother Law- rence. It was March and the moun- tains were covered with snow when the future President undertook the task set before him. : At night on the third day out he sought shelter in a hovel standing alone in the midst of a small clear- ing. After a frontier supper, he un- dressed himself, as usual, and tum- bled into bed, feeling, doubtless, as if he would never want to get up again —just as hundreds of 16-year-old boys have felt after a hard day’s work. But Washington got right up! His bed was straw, without tick or sheets, and the single blanket which covered it carried its weight in ver- min. He dressed and slept out of doors that night. The boy was only 18. Do you get it? He wasn’t posing then. He was beginning his life work with patience and nerve. On that trip he crossed the Alleghanies and, entering on an almost untrodden wilderness, com- menced his surveys. The few Dutch settlers there were along his route were not much company for the boy, for they knew little English, but they collected along his course to see the boy working his mysterious instru- ments. So might Lincoln have gathered the settlers of Illinois about him when he went out to survey, only Lincoln was within reach of civiliza- tion, in a friendly district, often with acquaintances during the night, while Washington was in a hostile country, with savage Indians jealously watch- ing his every step. And he was 16! God sent Moses into the wilder- ness and kept him there for forty years before He permitted him to point the way to the Land of Canaan, and it seems that the same Providence sent Washington and Lincoln into the wilderness to learn self-reliance, cool- ness in danger, patience, industry—to learn that, after all, it is only the human element that is of account. If the young clerks who have an idea that they ought to jump from high school into a managership or a Partnership will read biography they will discover that all the men who have made good in a large way were prepared by early hardships. and struggles for the positions they were to occupy later on. They will find that the nerve school which Washing- ton and Lincoln attended held no crack football teams, no champion baseball nines. So, swimming mountain streams, making his way, drenched and shiver- ing, through pathless forests, Wash- ington built character. He built phy- sical as well as mental nerve during February 21,- 1912 those hard-working days. He grew the nerve which distinguishes a man .of action from a weakling, from one who shrinks before every unfavorable word or physical difficulty. This -is the sort of nerve Lincoln grew in the woods and fields of Illinois. During the years which followed, years in which Washington was eith- er Commander-in-chief of the forces of the province of Virginia, Com- mander-in-chief of the armies of the colonies, or President of the United States, he was richer and better for the hardships of his early life. First the Legislature of Virginia, then the Continental Congress hampered him in every way. Knockers never waste their time on dead ones, and Wash- ington was particularly alive. His soldiers were unpaid, uncloth- ed, hungry, and they took vacations whenever they saw fit. Sometimes Washington did not know whether he had an army or not. His men left in Squads, sometinies in the face of the enemy. Congress hampered his ac- tions as busy-bodies in the North hampered his resignation. But he knew that he was right and Stuck. And through all his troubles Wash- ington moved calm, patient, thought- ful of those about him. His nerve held in every trying situation. Now, it seems that there must be a lesson in the lives of Washington and Lin- coln for the young man who is think- ing of taking over most of the world as soon as he gets time. The thing for such to do is to get ready. Washington possessed physical characteritics which gave him the bulge on most of the men of his time, but, after all, it was not the phy- sical body that won. It was the nerve of the man—the spirit, the will that had been made strong by self con- trol in the woods and the mountains. And that is what must win in any battle—social, financial or patriotic. It is always the man who can shape cir- ‘cumstances and not permit them to mold his actions that wins. Read up on biography, young man, and learn how men_ have prepared themselves for work, and how they have faced thé world under difficul- ties. Alfred B. Tozer. IT’S A GOOD Perfectly Insulated Same as Our Coolers ea 4 Brecht’s Ref igerator Keeps your food stuffs in a clean and sanitar WE MAKE HIGH GRADE MARKET OUTFITS, COOLERS, ETC. Write Department ‘ New York Denver To Display Your Food Stuffs in a Sanitary Manner Consider How Attractive and Inviting They Would Appear in y condition and is a protection to perishables THE BRECHT COMPAN Y Main Offices and Factories ST. LOUIS. MO. San Francisco INVESTMENT Made of Selected Quarter Sawed Oak and French Beveled Plate Glass Display Case Buenos Aires Hamburg le February 21, 1912 MODEL CITY Established by Grand Rapids Man in Alabama. Written for the Tradesman. Mobile, Feb. 15—I paid a visit to Lucedale last week and spent a day in the study of its attractions and the timber and farms of the K. C. Lumber Co., owned almost exclu- sively by Gregory M. Luce, former- ly of Grand Rapids. Several years ago Mr. Luce purchased 25,000 acres of land heavily studded with yellow pine, and set to work for the pur- pose of clearing off the timber and putting the land under cultivation. Mr. Luce also platted a little city and gave it his name. Since then he has given much time and means to the work of building up the city and is financially interested in almost all of its business enterprises. He estab- lished an adequate system of water works, an electric lighting plant, a newspaper and erected a very good hotel, which is well managed under a lease. It is called the Gregory. He owns. one-half of the stock of the Luce “ommercial Co., a large share of th. stock of the Lucedale Bank, also a majority of the stock of a com- pany which deals in hardware, furni- ture, burial caskets, buggies, etc. The town is attractively laid out on a level plateau and contains, among other advantages, a large and hand- some brick school house, now over- crowded with pupils, a court house that cost about $80,000. The town al- so has good shipping facilities, sup- plied by the New Orled&is, Mobile & Chicago Railroad. Mr. Luce con- ceived the idea that Lucedale would make an excellent seat for county gov- ernment. He did not adopt the plan so often put into use in Michigan, by trying to steal the seat from an- other town, but went before the Leg- islature of Mississippi and presented substantial reasons why a bill pro- viding for the organization of a county to be named in honor of United States Senator George should be passed. The bill passed in the course of time and then Mr. Luce made it his business to have Lucedale named as the county seat. The mills of the K. C. Lumber Co. are located nearly one mile north of the city. Timber, deals, lath, flooring, siding and shingles are manufactured. Near- ly all of the lumber is sold in France, Italy, Germany, England, South Af- rica, Porto Rico, Central and South- ern America and Mexico. The better grades of lumber are used in the man- ufacture of furniture by the French, the Italians and the Germans. The mills are supplied with logs brought in on railroads constructed for the purpose and moved from time to time as the service requires. The sawmill cuts 125,000 feet, board meas- ure, every operating day, and four trains running into the woods sup- ply the logs, which are dumped into a pond. The water of this pond is pumped from a spring nearly one mile distant. Mr. Luce has cleared off a considerable part of his land and engaged in truck farming. Be- fore planting he caused samples of MICHIGAN the soil to be analyzed and last year produced large crops of sweet pota- _ toes, Bermuda onions, alfalfa, ete. This season he will add ten acres for’ tomatoes and other field crops in like Proportion. He is endeavoring to teach the people that the lands of George county are admirably adapta- ble to farming and to develop indus- tries that will support the city of Lucedale when the rapidly disappear- ing timber of the region shall have been disposed of. “I gave the town my name and I desire to see it grow and its citizens prosper. The timber On our tract will be cut off in four years, when I expect to retire from active business. I desire that Luce- dale shall become, and ever remain, a prosperous city,’ Mr. Luce remark- ed, in discussing the future of the place. A. S. White. ———_2+232_ New Ways of Making Money. Of all the hobbies by which people amuse themselves or make money that of raising fur bearing animals on the edge of a city is probably the most unique. Yet this is what one man does. Manager of a flower and plant company during business hours, his chief desire is to achieve the successful domestig-tion of fur bear- ing animals. Sevent cn years ago he began to experiment in the breeding and raising of skunks, opossums and coons to that end. A permit was ob- tained from the State Fish and Game Commissioner which allowed the own- er to keep birds and animals in cap- tivity for scientific study. On the land surrounding the hothouses there are four black English fallow deer, a white opossum, pigeons and a lusty eagle. Fur bearing animals are be- coming more scarce each year, and some day this man will find a for- tune in his hobby. TRADESMAN A certain progressive boy is doing what other boys could do to advan- tage. He loved to work with and put together bits of machinery, saving all his money that he collected from odd jobs. Last winter he purchased a bone cutter. He then bought all the bones and refuse from a butcher for a cent and a half a pound. After it was ground he sold it for three cents a pound to his neighbors, who knew its value as an egg making food for hens. He earned enough money to buy a gasoline motor, which is run- ning his bone cutter this winter. He is now buying bones from every butcher in town and selling every one of them. A man in the notion business as a favor repaired the dolls of some of his little daughter’s friends at odd moments. He fixed a new eye in one, strung a new arm on another, and stuck a litle hair on another. To make the “babies” as good as new became a pet hobby with this suc- cessful “operator,” and his fame spread until the “doll hospital” be- came a paying “side line,” requiring the services of several people. A high school boy’s aptitude for making odd and artistic pieces of jewelry during his leisure hours later helped him to pay his way through college. After finishing high school he took a few lessons in jewelry work, with the result that when he entered college he was qualified to do repair work of all kinds. He invest- ed in some necessary tools, including a jeweler’s saw, pliers, hammer, blow pipe and soldering outfit. A card plac- ed on the college bulletin board an- nounced that he would do jewelry repairing neatly, quickly and reason- ably. In a short time he had all the 17 work he could do, and his receipts were sufficient to meet all his college expenses. The wife of a village blacksmith as a diversion during her spare time in- sisted upon dabbling in the work of the shop. Now she has developed a truly marvelous skill in the peculiarly exacting manipulation of metals and woods so necessary to blacksmith re- pair and construction work. She is now capable of taking her husband’s place at the forge and is a necessary aid to her home, and her work in the shop is purely a pleasureable con- sideration, Paul Keller. ———_.-+-2——_—. Southerners Like Chittings. In his testimony given before the United States Senate Committee on Manufactures, in connection with the hearing on foods held in cold stor- age, Thomas S. Foster, the Ottumwa, la., packer, made an interesting state- ment regarding the consumption of by-products now as compared to former years. “More by-products are eaten by the people than There was a time when we could no more get an American to eat a hog’s back bone than we could get them to eat the entrails, although part of American formerly. the entrails are now being eaten by Southern people and by the colored people in the South. chittings. For instance, The chittings is the large entrail of the hog that is cleaned and cooked and cured and sent to the colored people of the South. They are very fond of them and “eat them a great deal. ——_+2<.____ Keep on the train, in society mat- ters, even if it contains things you do not like, and which you may have a chance to improve; it is ever so much better than going afoot. OU ARE ALWAYS SURE of a sale and a profit if you stock SAPOLIO. You can increase your trade and the comfort of your customers by stocking HAND SAPOLIO It will sell and satisfy. at once. HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate sseugh 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 onke. 18 MICHIGAN TRADESMAN February 21, 1919 SENSIBLE SUGGESTIONS From the Experience of a Practical Merchant.* In presenting to you this, my sec- end annual report, I am filled with a deep feeling of pride and satisfaction, not because it embodies any particu- lar achievement, but by reason of the fact that it makes record, or per- haps rather shows, the accom- plishments and progress of our body as a whole. On the threshold of the fifteenth year in the history of our organization there is every reason to feel optimistic, for the realization of a substantial standing after overcoming the many obstacles that beset the rocky path of the Michigan Associa- tion, makes contemplation of the fu- ture more than a dream of confidence and security. It is therefore a sin- cere pleasure for me to have the hon- or of presenting the report and rec- ommendations of the executive office of the organized retailers of this com- monwealth, who are rapidly nearing the goal towards which we have been striving for these past fourteen years. A survey of the past year of effort shows that something has been done. Even although we are not yet satis- fied—I feel that you are not and I know that I am not—still we must appreciate the fact that there has been no retrogression and, indeed, in comparison with past years, consider- able has been accomplished. But the battle for bettering conditions must be kept up. You know, as General Sherman said: “There is great fight- ing all along the line,” and like him we should et to like the fight. It is by fighting and keeping everlastingly at it that we shall win the day. The first work we had on hand was the looking after two bills, introduced in the Legislature at the behest of the retailers. One was the anti-trad- ing stamp bill, which was passed and became a law, and the other was a bill providing for the regulation of the size of fruit packages, which was defeated through the efforts of the farmer lobbyists. On this act, which was known as the Verdier bill, a great deal of work was done, although with- out the result desired. When it was taken before the House of Represen- tatives, it met with some opposition and was refetred to the Committee on State Affairs for the obvious purpose of killing it. When my attention was called to the status of the matter the Committee on Legislation, the Execu- tive Committee and your President met at Lansing. After having made special effort to meet with the Com- mittee on State Affairs, which was successful, the bill was modified and reported out. It passed the House unanimously, but it did not reach the Senate until near the close of the ses- sion, and there it was defeated. Now, I would recommend that no further action be taken on this bill or rather a bill of this nature, for there is at present a bill of similar import pend- ing in the National Congress. If this is passed, the matter will become a Federal law, and then we may have a similar act passed by the State Leg- islature. If we do, well and good, but *Annual address by M. L DeBats President Michigan Retail Grocers’ and General Merchant's Association, at Traverse City, Feb. 13, 1912. it would then really matter but little. Your President had the pleasure of attending the meeting of the Nation- al convention, which was held in important matters were taken up and disposed of. The giving of free deals was thoroughly discussed, and the following resolu- tion was offered and adopted: Whereas—It is the custom and practice among manufacturers and jobbers of food products, grocery sta- ples, to use a selling plan known as “free deals,” giving a case free with a purchase of a specified quantity; and Whereas—We believe this method of selling is unbusinesslike and inju- rious to the retailer, tying up his cap- ital in surplus goods and overstock- ing him, and that the benefits of the Denver. Some cent. The reason which was given for advocating this, was that in some of the states the jobbers forget the place they hold and become retailers, and to retaliate it was necessary to buy goods this way. I believe at this time it is not necessary, and hope that in the future it will not be forced up- on us to buy goods in any other man- ner than from the manufacturer to the jobber, then to the retailer. The relationship between the jobber and the retailer in our State, I believe, is better than in any other state which was represented at the convention, and I know that they (the jobbers) are always ready to help us in every Way. In September your President was requested to attend a meeting at Chi- M. L. DeBats free goods should be in the form of price reductions on case lots; there- fore, be it Resolved—That we, the National Retail Grocers’ Association, in con- vention now assembled, are opposed to free deals, premiums and gift schemes of all kinds, and do request the manufacturers and jobbers to dis- continue the practice of free deals. I would recommend the adoption of a similar resolution. The parcels post question was also considered and met with the usual reception. Co-operation or buying exchanges was also gone into very thoroughly. However, I can not see where the retailer is benefited by this. The question was asked how much was saved by buying goods in this manner. The answer was about 6 per cago and to have other representa- tives from our Association attend. Your Secretary and myself were pres- ent, and many representatives of all lines of retailers were there. For three days the meeting was carried on. Dur- ing that time the Federation of Re- tailers was organized, which, if work- ed out properly, can do the retailers much good. The following constitu- tion was adopted: Article I, Name. The name of this organization shall be “The National Federation of Re- tail Merchants.” Article ITI, Object. Section 1. To safeguard and serve the interests of all retail merchants. wee 2. To Promote all just leg- .Tead exactly alike. islation.designed for the benefit of the retail merchants. Sec. 3. To demonstrate the neces- sity of retail merchants to manufac- turers, wholesalers and consumers of the United States. Sec. 4. To co-operate with all oth- er organizations having for their ob- jects the advancement of the best in- terests of commerce. There was some expense attached to this meeting for which your Pres- ident, after consulting with two of your Executive Committee, and your Secretary pledged $50 from out of the funds of our Association with the un- derstanding that if the members did not sanction our actions, we would, as individuals, pay the amount. I would now recommend that we have a representative at Lansing dur- ing the session of the Legislature. whose duty it will be to scrutinize all bills that might be offered and would affect the retailers in any way. To show you what the Legislature might do, I will quote a passage from a bill which was offered during the last ses- sion. If this had become a law, it ' would have compelled every retailer to be a chemist or employ one. “Every person who sells any vine- gar, except it be delivered to the pur- chaser in the unbroken packages in which such sellers received it, shall plainly and conspicuously mark or brand the receptacle or container in which such vinegar is delivered to the purchaser, whether such receptacle or container be furnished by the seller or purchaser, with label showing the kind of vinegar so delivered and the substances or substance from which it was made.” My attention has been called to the careless manner in which some of the retailers neglect to give the proper consideration to the reading of their fire insurance policies. So to bring matters squarely before you, I am go- ing to take the liberty to ask the fol- lowing questions, and I hope that you will take no offense: Are you insured? Are your buildings and additions thereto sufficiently covered by insur- ance? Are your fixtures, including coun- ters, shelving, awnings and signs suf- ficiently covered by insurance? Is your stock sufficiently and com- pletely covered by insurance? Do you keep for sale goods of more hazardous nature or in larger quanti- ties than provided for in your poli- cies, and, if so, are they handled in such a manner that should a fire oc- cur there would be no question as to the validity of your policy? Have you examined the forms on your insurance policies? Do you take an annual inventory? Are your books kept in such shape that you could show your loss should a fire occur? Do your policies permit of other insurance? If so, “it is important that the written and printed portions of all policies covering the same property If they do not, they should be made uniform at once.” Would further make following sug- gestions: Policies covering country > ¢ 4 « et + ¢ * t 4 % > ¢ 4 « ; $} ‘ February 21, 1912 buiidings and stock usually have in the forms or riders the three-fourths value and iron safe clauses. Make no changes in your buildings without first getting in writing the consent of the companies carrying your insurance. Use no artificial light (acetylene gas, gasoline, etc.) without the ap- proval.of the companies carrying in- surance, Should any of your buildings be vacant for a longer period than ten days get a vacant permit. If you are not fully satisfied that your insurance covers your property as you desire, you should take your policies to some insurance agent, or to some one familiar with insurance forms and policies and have them looked over. If you are using gasoline in connec- tion with your buildings, you should see to it that your insurance policy fully covers all facts. Attention to this might save you many dollars and considerable trou- ble. In conclusion, | wish to thank the trade papers for the aid that they have given me during my term of of- fice. —_22.>___ Habits of Rabbits Change. \ German natural history author- ity calls attention to an interesting change in the habits of German wild rabbits. The animals are giving up their anciént habit of burrowing and have commenced to imitate the hares, which nest only above ground. The German hares themselves were once burrowers and graduaily went through the same change in habits in this particular that appears to character- ize the rabbits at the present day. In woods where the undergrowth is thick the rabbits find hiding - places in plenty for their nests, and even in open country, unwooded—and they seem to be taking more and more to the open. The female makes little fortresses for her young, to protect them from the cannibalistic propensi- ties of the male; she lines the nest warmly with fur from her own breast, visits them secretly at night, and perhaps suckles them once more dur- ing the twenty-four hours; but each time that she leaves she carefully piles rubbish before the opening. —_2+2+—___ A Unique Verdict. A Wheeling, West Virginia, lawyer says that he has heard many queer verdicts in his time, but that the quaintest of these was that brought in not long ago by a jury of moun- taineers in a sparsely settled part of the State. This was the first case for the ma- jority of the jury, and they sat for hours arguing and disputing over it in the bare little room at the rear of the court room. At last they strag- gled back to their places, and the foreman, a lean, gaunt fellow with a superlatively solemn expression, voic- ed the general opinion: “The jury don’t think that he done it, for we allow he wa’n’t there; but we think he would have done it ef. he’d had the chanst.” MICHIGAN TRADESMAN The Function and Leadership of the University. Third Paper. The Forestry Schoolasa feature of our great University was established upon the urgent and persistent sug- gestion of the Michigan Forestry Commission. It was a very modest section of the educational plan in its inception. The demand for it orig- inated in a need of the State from which were disappearing the great forest which had been the source of almost unlimited wealth. Lumbering had been a tremendous factor in the evolution of the State, but no one knew anything about forestry, which should be the basis of permanent lumbering. Because we had not rec- ognized this fact, decadence in lum- bering had set in. The process had been a slaughtering business and the raw material upon which it fed was so rapidly disappearing that many predicted that the epoch of the lum- berman was about to be closed for- ever. Contemplating this situation and desiring to foster an industry which had been of immeasurable value to the State, the Forestry Commission foresaw the necessity of educating to- ward processes which were scientific and which had in mind always the perpetuity of the business. The Re- gents of the University were willing listeners to the appeal and _ institut- ed, in a small way, a Forestry School and began the search for a man equip- ped by education and experience to frame its methods and put life and inspiration into its work. It took some time to find the man, but the search was crowned with suc- cess, In Professor Filibert Roth the University and the State acquired a leader of great attainment; indomita- ble courage and public spirit; a good mixer among men and one who grasp- ed at once our needs and proceeded with great energy to fill them. He re- gretted at the outset that two schools of forestry should be established in the State, as, following the action of the University, the Agricultural Col- lege had founded a second school. But he contended that if there should prevail the proper differentiation in the work, each could be a strength to the other. He proceeded to put the emphasis first upon the making of foresters who should go out equip- ped for immediate usefulness wher- ever most needed; and second upon the establishment of State commer- cial forests commensurate with the Opportunities and the maintenance permanently of the wood making in- dustries of the State. He urged the importance of furnishing the raw ma- terial for these industries to feed upon, This work has been so successful in its first division that we have a College of Forestry equal to any in this country and the men it has turn- ed out have proved to be a most im- portant product in character and effi- ciency. The second division of work has encountered great difficulties, but, in the campaign of education in- stituted by the University and warm- ly supported by the State Forestry Association, a good deal of progress has been made. A free hand was given Professor Roth and he spoke freely and eloquently over a great portion of the State. He carried the leading oar in the State Forestry Commission craft until its duties were merged in the Public Domain Com- mission. My own conception of the function of the University in connection with forestry is that it shall recognize the vital importance of the State of the permanent establishment of large areas of forest principally upon lands not adapted to the promotion of successful agriculuture, to be man- aged for the purpose of furnishing raw material for our great wood working industries; at the same time recognizing its own obligation to serve the State by popularizing this movement and educating men to car- Try on an enterprise of such propor- tions as to demand the best ability and broadest training. All this work is new to our coun- try and Old World methods, while of value, may not apply to our con- ditions. We must work out our own forest problem and it is clearly with- in the scope of University methods to lead in formulating plans based upon the widest knowledge and broadest conceptions of economics and State craft. Beyond our State borders the Uni- versity has a responsibility in assist- ing in the tremendous problem of conserving our national forest. re- 19 sources and furnishing well equipped men to’enter the field and make their influence felt in the national councils. The men who by taste and training are fitted to lay hold of the great questions of conservation are _ few. Our University can well afford to spe- cialize on forest conservation and bring to its aid every possible ele- ment of strength. Michigan, whose forest wealth was its greatest adver- tisement for many decades, might well be the center from which shall emanate the most expert counselors in fostering and maintaining forest conditions and forest wealth. These conditions should be as permanent as any factor in the maintenance of our ability as a nation to lead the world in the wise administration of our un- paralleled resources. Let me conclude, then, my conten- tion for a broad conception of our State obligation with regard to forest wealth by enunciating earnestly and incisively the view that the Agricul- tural College, the Domain Commission and the State University shall work together harmoniously and without jealousies and, avoiding acuminious criticism, each occupy its own field and do its best work. They should all cultivate a broad angle of vision as to their responsibility to the State and Nation, furnishing an ex- ample of foresight and_ efficiency in forest management commensurate with the unusual opportunities afford- ed by the State. Chas. W. Garfield, Pres. Michigan Forestry Ass'n. Public Barlow’s “Old Tyme” Graham Flour Sweet as a Nut Stone Ground ++ JUDSON GROCER CO. Exclusive Distributors GRAND RAPIDS, MICH. GEORGE M. PULLMAN. Proud of His Successes, He Concealed His Failures. Written for the Tradesman. Several months ago the Michigan Tradesman published a number of reciting incidents in the George M. builder and operator of sleeping cars sketches lives of Pullman, the and the founder of the Pullman Pal- ace Car Co., and members of his Those sketches attracted widespread attention and in the com- ment which followed many additional facts in relation to the Pullman fam- ily were brought out. The editor of the Tradesman received a number of letters in which the writer discussed the subjects of the sketches, and the editor entered into correspondence with officials of the Pullman Palace Car Co. for the purpose of verifying the truth of the statements publish- ed or for correcting the same, if proven to be erroneous. He also in- terviewed a number of old residents of Grand Rapids with the same pur- pose in view. As a result of these activities, the fact remains that the family. MICHIGAN and the de- parture of George M. Pullman for Chicago, he, with the aid of an un- cle, engaged in the business of rais- ing buildings there. A. B. Pullman made furniture by hand in a small frame shop adjoining the buildings of Oliver Bieake, southeast corner of Fulton and Lagrave streets. During a visit of the writer with Gregory M. Luce, of Mobile, Ala., Mr. Luce stat- ed that his father, the late Ransom C. Luce, had pointed to the shop sev- eral times while he (Gregory) lived at home and remarked that- A. B. Pullman had “manufactured furniture by hand in that shop.” Mr. Gregory M. Luce stated that quite a number of pieces of Pullman furniture ‘are still in use in Grand Rapids and that a “what-not” which he made is in the old home of his father. A letter writ- ten by Hon. Charles W. Garfield, dat- ed Biloxi, Miss., February 2, 1912, contained this sentence, “The Pull- man’s (George M. and A. B.) moved the barn of my uncle, Joel C. Si- monds, about the years 1857-8 to its present location on Alger avenue, on the Baxter place, from its former po- sition on Burton avenue, just south the failure of the firm No. 1 sketches so published were substan- tially true. : Previous to the year 1859 George M. Pullman, his three brothers and were residents of William Widdicomb, whose memory is retentive and usual- says Mr. Pullman never was a resident of the city. Eugene FE. Winsor and John Mowatt, an em- ploye of Mr. the early years of his business in building sleep- ing cars, are positive that he resided a short time. Mr. Winsor was engaged in selling gro- little Monroe street in 1857-8. Pullman several sisters Grand Rapids. ly cofrect, Pullman in in Grand Rapids store on George M. lived in a small house, on Prospect hill, at a point that is now in the rear of the Ledyard building. ceries, occupying a Entrance to the house was gained by a pathway over a vacant lot, on the north street, now covered by the Iriedman store. Mr. Winsor supplied him with groceries and met him almost daily. His means were limited and Mr. Winsor experi- enced much difficulty in collecting his bills. Under the firm name of A. B. Pullman & Co., the brothers operated a small cabinet shop, located on Erie street, in the rear of the Winegar Furniture Co.’s store. The furniture produced was sold at retail. After side of Monroe of the present Garfield lodge, on the playgrounds.” Readers of the sketch- es will remember that George M. Pullman was engaged in moving buildings on the route of the Erie Canal before taking up his residence in Grand Rapids and that before mov- ing to Chicago he sold the rollers, windlass and tools used for that pur- pose to Harry Hf. Ives. Probably the apparatus was used in moving the barn of Mr. Simonds, as stated by Mr. Garfield. George M. Pullman was proud of his successes but not of his failures. Te was not unlike many other men in that respect, although no proofs are needed to sustain the generally admitted fact that many great for- tunes have been built and many im- portant enterprises carried to a suc- cessful termination by men who had failed in business. The late C. C. Comstock came to Grand Rapids bur- dened with a debt of $50,000. For a time he carried on a modest business as agent. A few years later he paid off his debts in full, although outlaw- ed. When he died he left property worth upwards of one million dollars. Marshall Field, in his youth, was not regarded as of much account because his employer considered him a failure as a common salesman. The record ¢ TRADESMAN of his subsequent life in business is known that further discus- sion of the subject is unnecessary. Charles R. Sligh and John D. Case jailed as manufacturers of bicycles. They paid up their losses in full sev- eral years after the claims against them had become uncollectable in law and have prospered amazingly since. The Widdicomb Mantel Co., the Oriel Cabinet Co. and the Luce Fur- niture Co. failed, but recovered and won marked success under one and the same management. The French failed in their efforts to construct a canal across the Isthmus. of Panama. The Americans bought the abandoned plant and next year, prob- ably, they will complete the canal. Really it seems that in many in- stances failure is but the stepping stone to success. Mr. Pullman was not the first to construct sleeping cars. He found a number in use on the railroads of New York State before he engaged in so well ship No. 2 the building of such cars. They were crude in design, as were his own. Aside from providing bunks upon which travelers might rest, they con- tained but few conveniences. The cut (No. 1) shown herewith repre- sents the first Pullman car—an ordi- Nary coach converted into a sleeper. The interior (see cut No. 2) shows that little change had been made in its appearance. No. 2% shows the old-fashioned wood burning stove and the box filled with wood, the only means provided for heating the car. The upper berth construction, a very important feature of the perfected car, is lacking. No. 3 shows how the bedding was disposed of when not in use and one of the smoky, ill- smelling oil lamps used at night. The upper berth was designed and patent- ed by William Ellingwood, an inge- nious cabinetmaker, employed by Mr. Pullman in supervising the conver- sion of ordinary day coaches into sleepers. John Mowatt and Eugene E. Winsor agree upon this point. El- lingwood sold _ his invention to Mr. Pullman and the latter thereby gain- February 21, 1912 ed possession of the most essential feature, mechanically considered, nec- essary in the construction of sleep- ing cars. Mr. Winsor kept in touch with the Pullmans many years after they left Grand Rapids and is well posted in regard to their transac- tions. On one occasion he met George M. and Albert B. Pullman at the Fifth Avenue Hotel, New York. They were awaiting the sailing of a steamer upon which they had engag- ed passage. Their mission was the introduction of the Pullman sleepers upon the railroads of Europe. Mr. Winsor was invited to make the trip with the brothers as their guest. In his correspondence with the of- ficials of the Pullman Palace Car Co. the editor of the Tradesman learned that a history of the Pullman sleep- ing car had been published during the life of Mr. Pullman, under his per- sonal supervision and issued with his approval. In this history Mr. Pull- man omitted the facts concerning his early experiences as a mover of build- ings on the line of the Erie Canal, in New York, and his failure as a man- ufacturer of furniture in Grand Rap- ids. Like a certain very prominent manuiacturer, who commenced his business career in Grand Rapids, with less than $300 capital and a fac- WM. D. BATT Dealer in HIDES, FURS, TALLOW AND WOOL Grand Rapids, Mich. Hart Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. 22-124 Louis St. Michigan People Want Michigan Produst: The Clover Leaf Sells Office 424 Houseman Bik. If you wish to locate in Grand Rapids write us before you come. We can sell you property of all kinds. Write for an investment blank. Tanglefoot The Original F ly Paper For more than 25 years the Standard in Quality All Others Are Imitations - y ls yy wy | ‘a y & iY ial e i@y * « , < s ’ rt ’ » » February 21, 1912 tory capable of producing goods worth $1,200 in one year, he seemed to scorn the weak and wabbly ladder by which he ascended to a firm finan- cial footing. The editor of the Tradesman wrote a letter to the pub- lisher of The Story of Pullman, ask- No. 2% ing for information concerning the work, and received the following re- ply: “In response to your esteemed favor, I am sending you, under sep- arate cover, a biographical sketch of George M. Pullman that was prepar- ed under his personal supervision and revised from time to time, in which I was a participator with him during his various visits to this city when I conferred with him accordingly, and I am inclined to think that it is about as complete and correct a biography as has ever been made. I may say it was in course of preparation for up- wards of a year before it was made complete and perfect to his satisfac- tion, and it was prepared a very short time before he died. “On looking it over I do not see anything about Grand Rapids in it, so I am rather inclined to think that he never lived there, although, of course, I can not verify that fact, but it seems feasible that he would have mentioned it to my editor or myself during the various interviews we had with him from time to time, and while corrections were being made.” In the opening paragragh, referring to Mr. Pullman, a noted French painter, who had earned fame and fortune because he had _ neglected nothing, is quoted: “Fidelity to this maxim makes all the difference be- tween success and failure.” He con- tinues, “The power to focus all the faculties upon one’s life work, to see the extraordinary within the ordi- nary, the great within the little and to bring to the solution of minutest details the inspiration of a capacious mind, is at once the test and proof of greatness and the mainspring of all success.” Mr. Pullman was the possessor of these important faculties and during MICHIGAN his life he was faithful to his alle- giance to the maxim of the French painter. Without question Mr. Pull- man saw the extraordinary within the ordinary, as illustrated in the moving of Mr. Simonds’ barn and the raising and moving of great business build- ings and hotels which he conceived and carried on successfully in Chica- go; in his vision of the magnificent sleeping and_ parlor es bearing his name to-day while en- gaged in converting the common day coach into the primitive sleeper of 1860. The book says: “Mr. Pullman located in Chicago in 1859. He -was engaged from 1852 to 1857 in moving buildings on the Erie Canal.” In the absence of evidence to the contrary, it is fair to presume that he lived in Grand Rapids in the latter years. The book does not state where he lived during the year 1858. His first se- rious attenton to the idiscomforts oi travel by rail dates from a night jour- ney made from Buffalo to Westfield. The narrative continues: “It was a sixty mile ride and Mr. Pullman oc- cupied a bunk in one of the clumsy sleeping cars then in vogue. These cars were modeled after the sleeping bunks in use on the passenger boats of the canals and consisted of three tiers of shelves on each side of the car. What especially appealed to Mr. Pullman was the provision in the rear end of the car of a towel and basin and water, wherewith he could make his toilet.” The important up- per berth had not found a place in his mind at that time. The opportu- nity to remodel a day coach and make it fit for sleeping purposes oc- curred in the year 1859. Mr. Pullman was not an inventor nor an expert mechanic, he possessed ideas and was obliged to work them out by the aid of those whom he engaged for the railway coach- No. 3 purpose. When he adopted a plan for an upper berth, it was met with the objection that it would necessi- tate the addition of about two and one-half feet to the height of the car, as well as several inches to the width. What railway would run its trains TRADESMAN with cars. of height? Mr. Pullman argued that it would be bet- unequal ter to raise the height of all cars and thereby improve the standard of car construction and he risked all he had upon the ultimate success of his idea.” His first car, the Pioneer, finished in 1865, was constructed according — to the plans ontlined above and tained the upper berths originated by Ellingwood. struction had been duly patented, but Mr. Pullman did not claim the inven- tion as his own. is given to a history of the develop- ment of the business of the company and the building of the town of Pull- man, In these sketches the endeavored to establish beyond ques- tion two facts—that George M. Pull- man was for a short time a resident of Grand Rapids and that he was not the inventor of the Pullman sleeping car. He was a man of great force of character; he originated and develop- ed a great business enterprise; he was an able financier and a sagacious manager of a very important manu- facturing business. He achieved that which entitled him to be justly rec- ognized as the father of long distance travel by rail, for he’ made long dis- tance travel not only possible but comfortable, even luxurious, and _ his accomplishment ensures his name a place on the list of great business of the nineteenth century. A. S. White. ————— An “Interest in the Business.” Every worker, in line of business, has an “interest in it,” or ought to feel it. It is distinctly to his interests that the business shall be a success, consequently he should school himself from the start to con- sider himself a vital part of the busi- ness and individually responsible for its success. It is noticeable in every branch of commerce that the clerks and helpers who take this kind of an interest in the business are the ones that climb the quickest into the most responsible and _ best-paying posi- tions, and subsequently become enti- tled to a real, financial interest in the concern. But such people are few and far be- tween. The great majority of work- ers in all commercial walks of life center their interest in the salary or wages they are paid, and the time they are supposed to give in working for the stipend. They are. clock- watchers and pay-chasers, having no further interest in the house employ- ing them than getting as they can for the least expended time. ¢con- This feature of car con- Considerable space writer has men 0: every much as 21 Among the greatest and the smallest concerns, enthusiasm on the part of employes is a rarity. This is decidedly wrong, even from viewpoint. It is a selfish, personal the individual effort that makes the collective success—the labors of the least important workers help, propor- tionately, as much as the higher-paid and better-brained employes. It is the individual energy which makes the successful whole, and success to the house means promotion —for the workers who have contrib- uted to the achievement. If employes would only get it deep- ly impressed in their minds that ac- tive loyalty to the house or individ- ual employing them is the surest bid for future promotion there would be less apathy in stores, factories and 3ut the average employe is afraid of doing too much for his con- cern—if it is not in his particular line he thinks he has no right to do the work. or ten minutes overtime at night, but is not so particular in getting to his post on time in the mornings. The writer only recently was in conversation with two clerks employ- ed by a large city concern, and was astonished to find that neither of the two were aware that their concern was advertising in the newspapers and by posters. They did not believe it when told, yet, if they were doing their duty, they ought to have been familiar with the advertising and know just what it claimed. He ought to know all about his house and what Success-——Or offices. He is afraid of working five it is doing to increase its trade. He should be helping it to increase, even in the humblest way—but still help- ing. ———_—-_-— 2 eo Both Workers. “IT hear your new minister is very efficient.” OR, yes.” “How about his wife? Is she doing anything to church?” bring the people to “Indeed, she is! Wears a different gown every Sunday.” Symons Brothers & Company Wholesale Grocers Saginaw :: Michigan 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. aloha ee Specify Jennings Extracts They cost a few cents more but the sale is quicker and quality better— There’s a reason! Direct or of your Jobbers JENNINGS FLAVORING EXTRACT CO. Grand Rapids, Mich. MICHIGAN. 22 ¥ = ee (? 2? DRY GOODS, “©: : 3 Bore =F 7 ee aS es = : - FANCYGOODS +” NOTIONS: 4 =f = = So ae eS Ne RK = 5 PP J = SS ae iG 4 ra = =P = — Sees | Definite and Practical Plans Essen- tial To Success. Written for the Tradesman. An editorial writer in a recent dry periodical recommends that “every merchant should shut himself a whole day and spend the time in deliberate planning.” This is good advice. By deliberate planning it is not to be assumed that an active and unbalanced imagination given free rein to devise wild and chimerical schemes, but rather that every person who is at the head of a business or of a depart- ment occasionally should give his time and his best thought and energies to mapping out his future business In the editorial quoted the special emphasis was placed on planning one’s business for this com- ing But the wise merchant will take a longer view, and make practical plans not only for the next weeks, but for the next few and even for the next few Loe rds up for should be programme. spring. few months, years. All your plans will not work out just as think they Some for one reason, some for another, will prove not quite feasible, but most of them if thought out and weighed should be of benefit. ~ Pg eesti ssti ~ 4 i 4% 1{y i &,. ee wm gases > PLP ptm secre vase 1{) February 21, 1912 ed by their lien. Merchants need not deliver their goods unless paid for. Q. Can we, as merchants, handle new goods (say, for instance, Fair- banks’ “Crisco”) for less than 25 per cent. profit? It appears to us that the Fairbanks Co. and other manu- facturers would get the co-operation of the grocer much easier if they al- lowed them 25 per cent. Have them make “Crisco” at $7.20 per case to all regardless of how many they buy, would be our suggestion. A. We don’t think retailers should assume to fix the price for manufac- turers or jobbers. If the article looks good handle it. Q. How best to compete with dealers who cut prices and at the same time give valuable premiums? A. This Committee knows of no way to stop him nor of giving any better answer than the “survival of the fittest.” Q. What is your opinon of the writer who says we must mark our goods at a certain percentage of profit? A. We do not think his plan is practical in our business. Q. Do you consider it good busi- ness to give a cash discount on pur- chases or give prizes on voting con- tests, etc.? A. We do not. Q. Can any way be devised that will make transportation companies pay on the spot for goods lost, dam- aged or stolen in transportation? A. We know of no way. Q. Would anything you can pro- pose be more effectual in establishing a universal price locally on vegeta- bles and fruits than to have a law compelling the above commodities to be sold by weight? Would not this do away with a lot of the peddlers and da- goes that infest our cities? A. We would recommend the sell- ing of this class of merchandise by weight, Q. How would a State Credit As- sociation help the merchant? A. We can not see how it would help the local merchant. Local as- sociations would be more beneficial. Q. Why not try and pass a. law to protect the business men against losses? A. Answered in tion. previous ques Q. How to stop a wholesale gro- cer from selling hotels and restau- rants and others who are not in the business? A. Refuse to buy from who sell to such concerns. Q. How to get the start of dead- beats? A. Impossible. Q. Should we buy from any job- ber or manufacturer if we know they sell to mail order houses? A. Let us buy from whom we please and let them sell to whom they please. Q. Would it be advisable to change our name so as to include all merchants and not have the grocery part so prominent? A. (Leave answer to convention. ) Referred to the Committee on Res- olutions. jobbers MICHIGAN Q. We would like to have the question of future buying on canned goods and cheese, vinegar, etc., dis- cussed with a view to eliminating the practice of buying future goods, and believe if it were done we would see these goods lower and the jobber and retailer paying less interest mon- ey to have the stock he requires? A. (Left to convention.) Q. Wholesalers to confine their sales to regular retail dealers? A. Answered in previous question. Q. Wholesalers or shippers to mark correct weight and rate on bill of lading? A. A good proposition if they can be prevailed upon to do so. Q. Are you satisfied. with the growth and results of the State As- sociation? Have you been successful in increasing the attendance at an- nual meetings? How? How can we improve the condition of our credit business? A. (Discussion by convention.) TRADESMAN S. P. S. know so well how to serve; and by the same token, the guests and their hosts enjoyed every bit of it, and said so. There were more than 250 at the tables and all were pleased with the programme. The following menu was served: Oyster Cocktail. Olives. Celery. Wafers. Pickles, Dill, Sweet and Sour. Cream Potato Salad. Kolace. Rohliki. White Bread. Rye Bread. Pork and Beans.- Lettuce. Boiled Ham. Roast Beef. Roast Veal. Roast Pork. Boiled Tongue. Catsup. Mustard. Coffee and Tea. Cream. Milk, Ice Cream. Assorted Cake. Grand Traverse Apples. A number of inspiring selections were rendered by the New Theater Convention in Session The following officers were elected: President — A. C. Neilson, West 3ranch. First Vice-President—A. L. Smith, Grand Rapids. Second Vice-President — W. H. McMorris, Bay City. Secretary—J. T. Percival, Port Hu- ron. Treasurer—Geo. E. Lewis, Jackson. Board of Directors—W. J. Cusick, Detroit; Joseph Sleder, Traverse City; Chas. Wellman, Port Huron: H. J. Schaberg, Kalamazoo. It was decided to hold the next convention at Flint by a vote 200 to 58. The Banquet. If there was a single delegate who did not enjoy himself Wednesday evening, it certainly was not the fault of the committees in charge of the preparations for the convention and the big banquet and ball. It was a great feast of good things —good things to eat and a copious flow of wit and humor. The ladies who prepared the banquet and those who served it so efficiently earned much praise. The menu was one of those excellent spreads which the C. orchestra during the repast, which or- chestra also furnished the music for the dancing in the hall. City Clerk Tracy H. Gillis was in- troduced as toastmaster, and those who have enjoyed the originality of Mr. Gillis as a presiding official at a feast will realize that his end of the table furnished a big part of the show. Mr. Gillis presided with char- acteristic ease and injected much hu- mor and appropriate hits when pre- senting the speakers. The first speaker of the evening called upon by the toastmaster was Thomas J. Marsden, President of the Michigan Wholesale Grocers’ Asso- ciation. Mr. Marsden’s speech as follows: was “While your toastmaster was in- troducing me I thought of little Mar- jorie, who lives not far from my home. The other morning when she appeared for breakfast her mother said to her: “‘Well, Marjorie, did you say your prayers this morning?’ ““T didn’t say my regular prayers, Mama,’ said the little tot, ‘but I did say the prayer that the servant girl says.’ 25 “ ‘And mother. what was that?’ asked the “Well, every time you call her in the morning, the servant wakes up and says: “Oh, God, how I hate to get up.”’ “This exactly describes my feel- ings this: evening for two reasons: First, because nothing spoils a good dinner for me quite so quickly and quite so completely as the knowledge that the minute I have finished the ice cream I shall be called on to talk, and second this evening, because of an experience I had at a like con- vention in Port Huron a year ago. “It was with fear and trembling that I accepted your President’s kind invitation to address you. Not that I did not deem it an honor greater than I deserve, but experience makes us all cautious. Possibly at this time an explanation is in order. I know the retail merchants of Michigan, and every man who has ever traveled in this great State, or come in contact with you, knows that you are on the whole a fine bunch of good fellows, but, gentlemen, and I am addressing the gentlemen now, the members who attended your last convention, and among these I see Mr. DeBats, of Bay City; Mr. Reck, of Lansing, and Mr. Ganer, of Flint, are going to be forced some day to swallow their cold storage eggs, imitation fresh butter and short weight sugar. These gentlemen, at their convention last year, invited me to come to their open meeting and listen to some of their bright, brilliant and glittering remarks. They very kindly gave me a seat at the back of the room, where I was not particularly enter- tained nor enlightened. I presume I sat there for two hours—although it seemed like ten. There was a good billiard game going on at the hotel, and I knew from the billboards that a new film had Been put on that day at Port Huron’s moving picture show. Either of these entertainments would have been infinitely better and more uplifting. However, I was willing to sacrifice my own personal desires in the matter to give at least a slight air of dignity and intelligence to that body. Towards the close of Mr. Nelson’s question box entertainment your worthy President asked me to come up on the platform and tell the members present how they could sell twenty pounds of sugar for a dollar, nine bars of Queen Anne soap for a quarter and still give Christmas pres- ents to every customer. “I was very glad to give this val- uable information. Here was one op- portunity for the members of that or- ganization to learn something; here was a chance for them to improve themselves. I started up the aisle with my head erect, eyes front, con- gratulating myself that at last wis- dom was about to have its inning. When I got to the platform and turn- ed to face my audience it had disap- peared. All that I saw were the va- cant chairs, and the vanishing coat tails of a few blocked in the exits. The fact that they were about to hear something intelligent frightened them. “Your President, Martin Moloney, and J. C. Currie, I believe, were still Area pee ace PE MICHIGAN TRADESMAN February 21, 1912 26 : on the platform. What detained them I never have learned. Martin Moloney apologized for the conduct of his fellow members, explaining that they didn’t know any better, and begged me to come around early in the morning. ‘We won't tell anyone that you are going to speak,’ said he, ‘and we'll lock the doors before you begin, and they’ll have to listen.’ I am glad you have got rid of that coterie of so-called officers; I like your new officers much better. “A great deal has been said in the papers during the last year about the high cost of living. The grocer, both retail and jobber, has been made to bear the brunt of these attacks. The general impression seems to be that the fact that eggs are ‘selling at 45 cents a dozen now is all the fault of the grocer, and not that of the hen. [ heard one man, who was kicking to his grocer about the price of eggs, insist that 45 cents was a robber’s price. ‘It does not hurt the hen a bit more to lay an egg in the winter- time than it does in the summer- time,’ said he, satisfied that he had settled the argument. Another man, who was kicking about the price of oatmeal, insisted that his grandfather used to get twenty-five pounds for 50 cents, and his grocer has the nerve to tell him over the telephone that oatmeal cost 5 cents a pound, and he could not possibly deliver a pound to him inside of half an hour. This Man never mentioned the fact that his grandfather had to hitch up the team, and drive twenty miles in a springless wagon over a corduroy road, with the temperature at 15 be- low zero, to bring enough to last him until spring. He also failed to say that when his grandfather paid his bill, he paid it with $40 worth of skunk and musk rat skins, that he had trapped, and $1.50 in real cash. He also over- looked the fact that so pleased and surprised was the grocer to get that $1.50 in real money that he celebrated the event by presenting his grandfa- ther with a large sized plug of Battle Ax chewing tobacco. “T have heard a lot of men, earn- ing more money to-day than _ their grandfathers ever dreamed of, com- plain that the cost of living is exces- sive. I also notice that those same men are eating fresh dairy butter three times a day, and if you meet them on the street cars early in the morning you will discover egg stains on their mustaches and their vests. I also notice, too, that it is the cus- tom everywhere nowadays for banks to close at noon on Saturdays, and re-open again from 6 until 8 o’clock at night. For the accommodation of whom? The retail merchant, with the fire-proof, burglar-proof safe? The wholesaler, whose banking is done Saturday morning, and whose labors end Saturday noon? The manufac- turer, who pays and is paid by check, and who prefers never to see the money himself? No. But for the ac- commodation of the workingman, that he may deposit his surplus, after paying the exorbitant prices asked for food, fuel and frills. Watch the statements of the savings banks, and you will notice that every month the Savings deposits are larger than they were the month before. Notwith- standing the high cost of living, there is more money deposited to the cred- it of the American workingman than ever before in the history of this country. And yet they would try to make us believe that the grocers of this country are attempting to force the American workingman to eat his way into the poorhouse. “I want to spend a few minutes with you now on association work. This is an age of organization and association. No body of men needs organization more than the retail mer- chants. And that reminds mé of a story: “There was a town in which there was just one general merchant. Hav- ing no incentive to hustle, as might be expected, he was doing only fairly well. In the course of time a He- brew started a store next door to the left. A little while later another Hebrew came and erected a store on his right. We now have three mer- chants, all in the same line of busi- honest business dealing; to better the industry by education; by increasing the facilities for public service and to give the consuming public clean, ‘wholesome food and to make it im- possible for the cheat and the crook to continue in business. “There is a hysterical wave of pub- lic opinion sweeping this country at present that some one is being rob- bed, and the suspicion now rests on three classes. It is either the manu- facturer, the middleman or the retail- er, The manufacturer can easily prove his own case. As representing here to-night the wholesaler, I absolutely and positively brand the accusation as false and no one but an anarchist or fool would ever accuse the retail grocer of making an unjust profit. If sugar cost him last week 6 cents, he would, I believe, have the nerve to ask 61%. If it went down to 5.90 in- side of a few days the consumer would be buying it at 6 cents, and, gentlemen, when the Mayor Shanks of this country get through making grand stand plays for personal and Meeting of ness, and no association. Our friend in the center saw business getting away from him. One day something happened to make him realize that association connections would be a great boon. His competitor to the left erected a large sign, which read: ‘Great Bargains Going On Inside.’ The next day his competitor to the right erected a still larger sign, which read: ‘Prices Absolutely Cut in Two.’ Mr. Man in the center figured out that he would get into the associa- tion, and he erected a sign, joinng the two, which read: ‘Main Entrance Here.’ “Now, gentlemen, the good of an association, whether it be the Mich- igan Retail Merchants’ or the Michi- gan Wholesale Grocers’, is education- al, and not what a good many out- siders think it is. You know if two Or more merchants in the same line of business are seen talking together the by-standers, the Mutual Benetit Association or Mayor Lew Shank, of Indianapolis, immediately say: ‘God help us. Sugar is going up again.’ “This is an erroneous impression. The objects of these associations are to set before the world examples of Directors political motives, they will find that the difference between the original cost of an article and what the con- sumer pays is simply for service, and he is getting in service cushioned seats, warm cars and eight tickets for 25 cents with universal transfers. “If I might make a suggestion right here, there is a question which will come up in Congress in March, which, if passed, will affect every retail mer- chant in the United States, and if your Association and every other as- sociation do not put their shoulders to the wheel we will wake up some morning and find a parcels post bil) in effect that will cause regret for- ever after. I understand that there are now about twenty different par- cels post bills in course of construc- tion. It would be a waste of time tc. explain any of these bills, for I have no doubt that every man in this room knows all about them. But the indi- vidual is so apt to think that the country can get along without his work that he is inclined to treat the subject with in difference. But, gen- tlemen, do not treat this lightly. It means that if a bill of this kind is passed that the business of the Unit- ed States will be revolutionized and the retail merchant in the small town will be totally annihilated. For your information, the Michigan Wholesale Grocers’ Association has done everything in its power to stop the passage of such a bill, and I also know that the National Wholesale Grocers’ Association has employed legal talent of the highest standing to defeat such an iniquitous law. But there are strong interests in favor of it, and you can not write too many letters opposing it to your congress- men and senators. “Ladies and gentlemen, in conclu- sion, the success of any organization is harmony. Individually do things that will force the world to look up to you as merchants and not prune peddlers; cause people to know that the hardware business, the grocery business, etc., is not a trade but a profession, and a profession of the highest calling. And, gentlemen, know that the retailer and wholesaler are in the same line of business, What is good for one is good for the other: your interests are his interests and his yours. Treat his traveling men as you want your clerks treated; when you come to the city come in and Let us make the retail and wholesale business not the business of Traverse City and Grand Rapids, or Detroit, but the business of Mich- igan, and Michigan in 1912 will show to the United States as it did in 1911, that there is one State where business is good for all the people all the time. “Ladies and gentlemen, I thank you.” Fred Fuller, of Grand Rapids, was the second speaker on the pro- gramme. In his brief address he paid a tribute to Fred Mason, Vice-Pres- ident and General Manager of the Shredded Wheat Company. Mr. Ma- son was expected to be present and contribute to the programme, but he failed to arrive. Chas. Wellman, of Port Huron, was the next to respond to the demand of the master of ceremonies. His talk was brief, the substance of which was the purpose he had in view at the time of founding the organization, and the gratifying results of its corporation. H. U. Bigger, Secretary of both the Michigan and Indiana associations, made a short speech, as follows: “IT had the privilege of being at the National convention of Retail Grocers at Denver last June and as- sisting Brother DeBats in represent- ing the grocery interests of the great- est State in the Union. As I listen- ed to some of the speakers at that convention and heard what they had to say in regard to conditions in their respective states, I was proud to have come from the State of Michigan, and I congratulate you, gentlemen, now in having brought about such envia- ble conditions. “To-day, when there is so much agitation in regard to the high cost of living, when from all sections of the country the harpoon is being thrown into the so-called middlemen, it seems to me the opportunity for good sane association effort is very apparent; the jobber needs the co- operation of his competitors as well as S@C 21S, ¢ € > a 4 ¢ 1 im a February 21, 1912 the co-operation of the retailer, and I believe the retailer necessarily needs the co-operation of his com- petitors as well as that of the job- bers. The present: method of distri- bution from manufacturer to jobber and from jobber to retailer and re- tailer to consumer has stood the test for many years, and I believe there is no more economical method of distribution, notwithstanding the fact that Mayor Shank, of Indianapolis, distributed a few carloads of pota- toes, a few hundred turkeys and chickens and a carload of Christmas trees, for which work he received a fairly liberal salary, a salary, I dare Say, any one of you gentlemen would be glad to receive for a like service. “Few people seem to realize that the retailer and jobber go into the market and purchase the necessaries of life so that they may be brought to the door of the consumer, where he can look them over and select such articles as meet his require- ments. In other words, the dealer gambles as to whether or not the ar- ticles which he purchases will meet with the approval of his customers. Is not this service worthy of com- pensation? “It has been the history of man- kind from time immemorial that we are always looking for something a little different. This seems to be per- fectly natural, but it would seem to me that a new motto might be placed over the door of the home which would read something like this: ‘For the love of Mike be reasonable.’ It certainly costs more to live to-day than it did one hundred years ago, but is not it worth it? “Your efforts in opposition to dangerous legislation are to be com- mended, and in this connection I wish to say that you have had and will still have the hearty co-operation of the Michigan Wholesale Grocers’ Association. We can not fight your battles for you, but we can and will support you in any effort you may make to better your conditions and to promote the welfare of the con- suming public.” M. L. DeBats, of Bay City, Pres- ident of the Association, made a brief informal address, consisting of sev- eral humorous stories. John Straub, President of the Trav- erse City Board of Trade, in the clos- ing speech of the evening, presented some excellent arguments favoring the abolition of too much credit. He made clear the fact that the majori- ty of laborers whose wages are limit- ed, if given too much credit, will spend a greater amount of his earn- ings foolishly than were he compelled to pay cash for things that he needs. In the course of his talk Mr. Straub also mentioned the fact that it is necessary for the Board of Trade and Business Men’s Association to work together as one institution. The speeches were immeditely fol- lowed by the “Grand American Fan- tasia” by the orchestra, after which the guests repaired to the dance hall to participate in the ball. About 11 o’clock M. B. Holley ar- rived, and seeing many of the dele- gates sitting back and not taking part MICHIGAN in the general good time, he institut- ed the feature of the evening, a square dance. Without further comment it will be known that those present en- joyed themselves. Thursday Morning. The Auditing Committee reported that the books and accounts of the Secretary and Treasurer were cor- rect. Adopted. The following standing committees were announced by President Niel- son: Legislation—J. J. Christopher, Lan- sing; A. R. Bliss, Muskegon; J. G. Currie, Detroit; F. W. Fuller, Grand Rapids; C. G. Hill, Jackson. Pure Food—Geo. H. Fischer, Ann Arbor; Geo. H. Rowe, Detroit; L. R. Stickney, Traverse City; F. L. Mer- rill, Grand Rapids; H. H,. Kingsley, Cadillac, Question Box—L. P. Strong, Vicks- burg; E. A. Hudson, Rochester; V. J. Tatham, Saginaw; W. J. Nixon Bellaire; C. N. Gore, Wyandotte. The Committee on Resolutions pre- ? TRADESMAN merchant who maintain a store and carry a stock of goods. Resolved—That we condemn the action of wholesalers who follow this practice. Be it further Resolved—That our Secretary com- municate with said wholesalers and convey an expression of our attitude in this matter and solicit their co- operation in having the practice com- plained of dscontinued. Be it Resolved—That this Association favors affiliation with the Michigan Retail Merchants’ Federation recent- ly organized at Lansing and do here- by recommend that a delegate be ap- pointed to represent this Association at the next convention called by said Federation. Be it Resolved—That we recommend a card system of credits to honest and worthy customers upon their remov- al from one city to another inter- changeable between local branches oi the State Association; and be it fur- ther Resolved — That we exercise due care and caution in using the same. Scene at the Banquet sented the following report, which was adopted: Resolved—By the Retail Grocers’ and General Merchants’ Association, relative to the State Millers’ Asso- clation communication regarding the use of Michigan grown wheat, etc., that we encourage home consumption of Michigan wheat products. Be it further Resolved—That we condemn the practice of using text books in our schools detrimental to Michigan wheat interests and we ask the co- operation of our Domestic Science schools in encouraging the use of Michigan wheat products. Be it fur- ther Resolved—That the school boards and school commissioners be notified of these resolutions. Relative to the complaint of the merchants of Ann Arbor and other points, be it Resolved—That all wholesale deal- ers in meats and other products who are selling direct to consumers, and Whereas—We believe that all gro- ceries and general merchandise should be distributed to the consumers through the channels of the retail Resolved—That this Association is in favor of removing the tax on col- ored oleomargarine; and be it further Resolved—That we recommend that the license for handling the same at retail be reduced to $6 per year. Beit Resolved—That it is the sense of this convention that the present high cost of living, which is receiving so much ‘attention in all parts of the world, is due to conditions over which the retail merchant has no control and we condemn as unfair and mis- leading many of the present articles, fixing the blame of the increased cost on the retailer and jobber. Be it Resolved—That this Association go on record again as opposed to the er- actment of any parcels post legisla- tion. Be it Resolved—That this Association approves of the resolution adopted by the National Retail Grocers’ Associa- tion at Denver, relative to the free- deal method now employed by some manufacturers in marketing their products. Be it Resolved—That we highly esteem the attitude of those wholesalers and their representatives who have opcrat- ed with us in various ways in ‘ur-~ 27 thering the cause of this Association. Be it further Resolved—That the thanks of this Association be extended to the trade papers, which have done so much to further the object of this Agsocia- tion. Be it further Resolved—That the thanks of this Association be extended to the offi- cers and members of the Traverse City Business Men’s Association, the Honorable Emanuel Wilhelm, Mayor of the city, and others who have con- tributed to the success of the con- vention and the entertainment of the delegates. F. W. Fuller, W. H. McMorris, M. J. Maloney, J. A. Lake, C. W. Grove, H. J. Schaberg, Committee on Resolutions. On the recommendation of the Com- mittee on By-Laws, the by-law pre- scribing the order of business amended to read as follows: Order of Business. 1, Enrollment of members. 2. Called to order by president. 3. Opening ceremonies. 4. Appointed by president com mittees on credentials, ways and means, resolutions, auditing, consti- tution and by-laws. 5. Report of officers. 6. Report of standing commit- tees. 7. Report of election of officers and selecting next place of meeting. 8. Communications and bills. 9. New business, papers and ad- vas dresses. 10. Adjournment. Rumored About the Convention. That C. W. Mulholland, of the Fleischmann Co., was with the boys on the special car from Grand Rap- ids. Leave it to “Mul.” to show the boys a good time, That “Mutt” and “Jeff,” from Port Huron, were in great evidence at the Dutch lunch and grand ball. That “Geo.,” alias A. E. Hollway, and H. W. Sears, really saved the lives of the Detroit delegation when they produced the “lunch wagon” in the form of Uneeda Biscuit ham sandwiches. That Fred Rowe, Vice-President and Sales Manager of the Valley City Milling Co., lived up to his reputa- tion and won his usual $1.50! How? He lost that—and then some. That F. A. France was “out” for the first time in twenty years. We be- lieve it! That Garrett Lindemulder, of the Lemon & Wheeler Company, was there spending the $14,000 Mr. Lemon made when he sold the LeRoy farm. That “Johnny” Witters, of Daane & Witters, Grand Rapids, had all the fun anyone had at Traverse. ——_>+.___ All mathematics is simply addition and subtraction, carried on in differ- ent ways. Multiplication and divi- sion are merely addition and subtrac- tion several times repeated. Probably, if it were not for fire, which man can generally escape, veg- etation would conquer the whole hu- man race, SEN cee NEDSS MICHIGAN TRADESMAN February 21, 1912 Se ae ji PS it | as SL NS SE SRF ORT 2 EQOGF SFE a cee — Sis eee a i ( Y Ve ee ee 4 — pe a A Po aM a = . ee eon aisle (a eos . BSS : Ee pO be ESRI satel’ »)) 119) was ay)? ARE |AIM) sui CACHE (Ce q AWAY Ky WAAL 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. THE NATIONAL ASSOCIATION. Report of Delegates To Little Rock Meeting.* On Monday morning, March 27, 1911, the long hardware special train pulled out from the Chicago depot with a jolly crowd of delegates to the number of 170, including those that joined us at St. Louis and who had assembled from all the Northern and Eastern States on their way to the Land of Dixie. We started out in a blinding snow storm, which lasted for some time, and the weather was cold most of the day. Those from Michigan included President E. S. Roe, Vice-President Chas. H. Miller, F. M. Brockett, Wm. Moore, Mr. and Mrs. J. H. Whitney and your humble servant, who had arrived in Chicago the night before. After boarding the train and in looking up our reservations we found that Vice-President Miller had been assigned a berth in another car from the rest of the Michigan delegation, but in a short time the matter was strainghtened out, when it was learned that there was another Chas. H. Miller on board who is Presi- dent of the National Hardware In- surance Co., of Huntington, Pa. The change was soon made and we were all glad to have our own Mr. Miller with us. We arrived in St. Louis about 5 p. m. and were met at the depot with a long line of automobile owners, who took us for a two hours’ ride through the city, and a very enjoy- able ride it was, although the wind blew very hard and was cold. At 7 p. m. we returned to the Mer- cantile Club, where we were guests of the St. Louis jobbers and were treated to an elaborate banquet, after which Messrs. Norvell and Shap- leigh made a few brief remarks. We were then hustled to the sta- tion in trolley cars that were fitted up in a very luxurious manner, and were joined at St. Louis by the West- ern and Southern delegates. The trip to Little Rock was with- out incident. The first thing that at- tracted our attention was the acres of snowy white cotton in bales of about 500 pounds. He arrived in Little Rock at 7:30 a. m., where we were met by a couple _ *Report of National Retail Hardware Associa- tion convention, held at Little Rock, by Porter A. Bright, of Holly, at annual convention Michigan Retail Hardware Association. of hundred Arkansawyers—members of the State Association—headed by the Little Rock Military Band, and were marched to headquarters at the Marion Hotel. The ladies followed in After a hasty break- fast our Arkansas friends entertained the delegates to a sight-seeing trip around the beautiful Southern city. The points of interest included the new capitol, built entirely of marble secured from Arkansas quarries. In the afternoon, while the ladies were being entertained with an auto tide, many of the delegates visited the Ar- kansas State convention. The Na- tional officers extended greetings, which were responded to by the President, and some of the delegates took part in the discussions. In the evening the management of the hotel entertained the delegates with a Southern badger fight, which created a good deal of amusement, and if any present ever have an opportunity I would advise you to take it in. The first meeting of the National Association was called to order at 10 o’clock Wednesday morning by Pres- ident McNamara in the convention hall of the Hotel Marion. After an invocation by our friend, W. P. Bo- gardus, of Mt. Vernon, Ohio, and the singing of America by the conven- tion, the programme was taken up, which included addresses of welcome and responses and the presentation of a handsome gavel to President Mc- Namara. The gavel was made from wood taken from the sycamore trees that had been planted within the grounds of his Colonial mansion in Little Rock by General Albert Pike sixty years ago. The gavel was or- namented with silver bands, one of which was set with pearls, a prodict of Arkansas. Another bore on one side the emblem of the Masonic or- der of which Mr. McNamara is a member, and on the other was the padlock emblem of the organized hardware trade. The opening address was made by Governor George W. Dohaney, who welcomed the convention in behalf of the State. He enlarged upon the splendid resources of Arkansas, many of which are not developed. He said that land could be bought for $40 per acre that would produce $100 per year in corn or cotton. He said that the State had the fewest Paupers and the fewest millionaires of any state in the Union. It is the land of prom- ise for the man seeking a start in life, Mayor Odom welcomed the con- vention on behalf of the city. Presi- dent McNamara extended the thanks automobiles. TRALYESMAN of the Association for the hearty wel- come to the State and city and in- troduced Sharon E. Jones, of Rich- mond, Ind., who delivered the re- sponse to the address of welcome, and those who know Mr. Jones will know that he is always equal to the occa- sion, The afternon session was attended by nearly all the delegates. This meeting was executive in character and was mostly taken up with the reports of the President, Secretary and Treasurer and_ the Auditing Committee. The President’s report showed that the Association was in- creasing in membership and inuflence, and has the reputation of being the strongest and best organized trade Association in the United States. In the appointment of the several com- mittees Michigan fared pretty well, as follows: President Roe on place of meeting and your humble servant on the Nominating Committee. Thursday Forenoon. Most of this session was taken up with an address by Chas. Wm. Bur- rows, President of the National One Cent Letter Postage Association, of Cleveland. His subject was Parcels Post and One Cent Letter Postage. Among other things he said was that second class mail costs $70,000,000 or $80,000,000, the revenue from which was only $7,000,000. This immense deficit must be made up in some way and is done at the expense of letter postage, which is derived mostly from merchants. This class of mail pro- duced in 1910 a revenue of $135,000,- 000, of which more than $100,000,000 was profit. Following the address of Mr. Bur- Tows was a talk by S. Norvell, whose subject was the Selling End of the Business. He said the retailer was inclined to neglect this important part of his business, which should be most carefully studied. A salesman should know all about his goods so that he can base his purchases of February 2i, 1912 stock on quality rather than on price as quality is the only foundation upon which a substantial business can be built. Thursday afternoon was a closed session and was largely taken up with a report of the special Commit- tee on Trade Conditions by Henry F. Krueger, of Neenah, Wis., but on account of sickness the paper was read by L. C. Abbott, of Marshall- town, Iowa. You will find the com- plete report in the National Bulletin of Apréal, 1911, and if you have not already read it, it will pay you well to do so, as Mr. Kreuger is the best authority on catalogue houses of any One in the Association. A vote of thanks was tendered Governor Donahey, Acting Mayor Odom, Mayor-elect C. E. Taylor, the press of Little Rock, the Reception Committee and all others who _ had added in making our stay in Little Rock so pleasant. Special resolutions of appreciation were voted Senator Williams, of Hot Springs, President- elect W. A. Jackson and Secretary Walter Harland, of the Arkansas As- sociation; also E. E, Mitchell, James Mandlebaum and Geo. Turner, of the Ladies Entertainment Committee. The Auditing Committee reported that they had examined the books and vouchers of the Secretary and Treas- urer and found them in the best of shape. The Nominating Committee report- ed the following nominations: President—Sharon Richmond, Ind. First Vice-President—C, L. Abbott, of Marshalltown, Iowa. Second Vice-President—C. L. Ire- land, of Ionia. Treasurer—W. P, Bogardus, of Mt. Vermon, Ohio. All of elected. The Committee on Place of Meet- ing reported in favor of Detroit, and E. Jones, of whom were unanimously 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 ft Near Wayne County Bldg. A. T. Knowlson Gas and Electric Company WHOLESALE Supplies Michigan Distributors for Welsbach Company 99-103 Congress St. East, Detroit Telephones, Main 2228-2229 Ask for Catalog 1912 orice ipon 1 be sed up niit- nry - Of was all- om- etin not vell est ANY red yor the ion ad tle ns tor nt- ry \s- e- February 21, 1912 it was the unanimous choice of the convention. Friday was taken up with a trolley trip to the State capitol and to a park some distance from the city. On Thursday evening a smoker was given in the convention hall of the Hotel Marion, and it was a very unique affair inasmuch as it was fot the ladies as well as for the gentle- men. The hall was filled with small tables decorated with smilax and red carnations. About 450 people attend- ed. Of course the ladies did not smoke, but there were plenty of good things to eat and drink, and by the way they all took hold it was evi- dent that they had _ their appetites with them and made good use oi them. After the inner man had been satished the remainder of the eve- ning was taken up with speeches by Hamp. Williams, Morris M. Cohen and Sharon E. Jones. These were interspersed by a number of negro dialects by Miss Dunaway. Mr. Cooper gave some clever imitations and musical numbers. Old Southern songs with banjo accompaniment were given by an old negro, who was called Sambo, and they were certainly good. On Friday evening was held a grand ball at the convention hall in the Hotel Marion, and a large crowd availed themselves of the opportunity to dance. On Saturday, April 4, bright and early we boarded the train and left for Hot Springs, where we arrived after a run of a few hours, when we formed in a column of twos and marched to the Eastman Hotel. where we registered and were rooms, assigned At 11:30 the party was taken on a sight-seeing trip through the city and out to a park where was held an old- fashioned barbecue, consisting of roast ox, sandwiches and beer. Here the party divided, some going one way and some another, and finally brought up at the hotel for dinner, the dining room being large enough to seat from 800 to 1,000 people. It now being time for me to take my annual bath, I availed myself of the Opportunity to take one of those fam- ous hot mineral baths, and was highly pleased with the same. In the eve- ning a grand ball was held in the Eastman Hotel and a good many availed themselves of the opportunity to dance again. As most of the party did not dance they found entertain- ment in other places, but our worthy President Roe, being a very popular ladies’ man, danced enough for the whole Michigan delegation. After spending one night at Hot Springs, on Sunday morning we bid farewell to the city and left in the early morning for the return trip to Chicago and home. A very pretty incident occurred on the return trip: When we arrived at Little Rock our party all got off the train to bid farewell to our South- ern friends and while we were all to- gether President James, in a few well- chosen remarks, presented Mr. and Mrs. H. H. Riner, of Argos, Indiana, with a purse containing $60 in gold, MICHIGAN the amount being contributed by the delegates on the trip to Hot Springs. Mr. and Mrs. Riner were married at Little Rock on the Thursday be- fore. Mr. Riner has been with Mr. Corey, at Argos, for some time.~ After leaving Little Rock the time passed away very pleasantly and we arrived in St. Louis about 9 o'clock, where I left the party to spend a day in that city, and took the oppor- tunity to visit the Simmons Hard- ware Co. and was very pleasantly en- tertained by a Mr. Hall. I had almost forgotten to give an account which I took from the Hard- ware Reporter of the great event of the week, the badger fight, which oc- curred on Tuesday night. An extra large badger had been on exhibition all the afternoon in the bar room of the Marion Hotel. A fierce trained fighting bull dog was obtained from one of the leading sports of the town. The fight was pulled off in the con- vention room. When the crowd was let into the room the badger was carefully concealed under the tradi- tional barrel. The fierce bull dog strained at his cord as he scented the animal. H. T. Benham, the genial advertising manager of E. C. Atkins & Co., was chief referee. He held a strong piece of Sampson sash cord that came out from under the bar- rel, the other end being attached to the neck of the badger. Mr. Burrows, of Cleveland, stood on the platform as assistant referee. Mr. Reddick, of Landers, Frary & Clark, was second assistant referee. Fred Moys, of Boulder, Col., was timekeeper. W. B. Creed, of New Albany, Ind., made the book on the fight. Amid breath- less suspense the judges and referees decided upon the rules of the con- tst. Every moment it was feared the police would break in to interrupt the ceremonies. The windows were all carefully closed. The shades were drawn down. Several delegates who were quarreling about the betting odds were pacified. When the cru- cial moment came to lift the barrel and release the badger the immense crowd stood as if in a spellbound trance. The hand of Mr. Benham holding the string was seen to trem- ble. Mr. Burrows’ eyes were fixed on the straining bull dog. When the word was given the barrel was lift- ed. It.is beyond the powers of my pen to describe what happened then. Even such an orator as Mr. Castle, of Louisville, could not do the subject justice. It is needless to add that the fight, while fierce and furious, was soon over. The badger, a rare spe- cies of a bright yellow color, came off victorious. While Mr. Creed was settling the bets, the doors were broken down and the Chief of Po- lice and the Mayor of the town, fol- lowed by a platoon of officers rushed into the room. Mr. Creed, with his betting books in his hand, was caught in the act. He was hurried to the patrol wagon and incarcerated in the city holdover. The next day, in a convict’s suit, he was brought back to an executive session of the convention by Governor Dohaney, Mayor Odom and Mayor-elect Tay- TRADESMAN lor. The Governor said he was will- ing to part with Mr. Creed if the Executive Committee would go on his bond. They declined and when last seen Brother Creed was on his way to the State Penitentiary. We have since learned that the Governor took pity on him, and gave him an un- conditional pardon, which was hand- somely engrossed, and will in the fu- ture adorn one of the walls of Mr. Creed’s parlor. Mr. Benham, referee of the badger fight, was also incar- cerated, together with a number of witnesses, who had made their escape to the Quapau Club, but were after- wards apprehended at that education- al institution. It was a source of deep regret to the conservative members of the National Association that this wild and sporty element had brought disgrace upon the fair name and rep- utation of the membership. The inhabitants of Arkansas, even in the hills of the back counties, are still laughing at the tenderfeet from the cultured State of Indiana, who never before had seen a real, genuine Arkansas badger fight. A number of the Arkansas delegates even exténd- ed invitations to some of these gen- tlemen to take part in a nocturnal snipe hunt; for which the State of Ar- kansas is famous. Testing the Saw. Mr. A , who was planning to build an outdoor sleeping-porch at the back of his house, had an ex- pensive new saw sent home from a hardware store. He left his office early the next afternoon, with the intention of getting the porch well under way before dinner; and as he was very much interested in doing the work himself, he donned a pair of overalls and went at it in good spirits. An hour or so later he came tramping angrily into the house, his face dark with exasperation, and flung himself down in disgust. “That new saw I bought is not worth five cents,” he stormed. “Why, the thing wouldn’t cut butter!” His small son Tommy looked up in wide-eyed surprise. “Oh, yes, it would, daddy,” he said, earnestly; “why, Ted and I saw- ed a whole brick in two with it, just this morning!” The Wicked World. “I ain’t losing my faith in human nature,” said Uncle Eben, “but I kain’t he’p noticin’ dat dere’s allus a heap mo’ ahticles advertised ‘Lost’ dan dar is ‘Found.’” oe —o-eo “Curses, like chickens,” not only come home to roost, but they often stay and hatch more. 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. _ LANSING DUSTLESS ASH SIFTER The Gier & Dail Mfg. Co., Lansing, Mich. 31 Millions Lost by One Man’s Care- lessness. In 1889 a Harvard professor thought he would try to produce a_ hardy silkworm that would live in this country. So he sent to Europe for several kinds, intending to cross- breed them. When the professor’s importations arrived in the shape of eggs, there were a few eggs includ- ed that he hadn’t ordered—eggs of the gypsy moth. The experimenter hatched out his silkworms and cater- pillars on bushes well screened in. But one day a high wind blew a screen off and the caterpillars escap- ed. Many were captured—but not all. By 1889 the gypsy moth had be- come a pest all over Massachusetts. Up to now the state has spent over $8,000,000 trying to exterminate gyp- sy moths. Last year New York State expended $50,000 in the same way. The gypsy moth is a plague in Mas- sachusetts, Rhode Island, Connecti- cut, Maine and New Hampshire. Mil- lions have been spent and will still be spent to get rid of the moth—and scores of millions’ worth of crops and trees have been lost. All this because one man neglected to properly fasten a screen. Who says that little things do not count? SE _ In the Same Boat. Albert Morris Bagby was being congratulated at the Waldorf-Astoria in New York on the success of his “musical mornings.” “I impute my success,” he said, “to the fact that I engaged no talent that I don’t know thoroughly. In enter- tainment, as in matrimony, knowledge is most important.” Then Mr. Bagby smiled and said: “Two ladies were talking the other day about the Chinese revolution. The younger lady said: ““‘Isn’t it dreadful in China? A woman doesn’t know her husband un- til she marries him,’ “The other lady, a divorcee, an- swered bitterly: “"T didn’t know my husband until | married him, either,’ ” ROBIN HOOD AMMUNITION ( Not Made by a Trust Ask for special co-operative selling plan. Big Profits Robin Hood Ammunition Co. Bee St., Swanton, Vt. DON'T FAIL | To send for catalog show: ing our line of PEANUT ROASTERS, CORN POPPERS, &c, LIBERAL TERMS. KINGERY MFG, CO.,.106-108 E. Pearl St..C'scinnat.0 I hd ir STR 5 MICHIGAN Arch Supports and How To Fit Them. Written for the Tradesman. During the last few years writers on shoe topics have devoted consid- erable attention to the modern infirm- ity known as flat or splay foot—its prevalence, nature, cause, treatment, etc. Experts who have made a careful study of orthopedic matters are of the opinion that 60 per cent. of the peo- ple who are now suffering from flat foot are suffering as a consequence either of their own misjudgment in selecting shoes or in consequence of the carelessness or ignorance of the shoe clerks who fitted them. After making all due allowance for natural exaggeration, it is doubtless true that a very considerable number of these cases of flat foot are directly traceable to bad shoemaking and bad shoe fitting. And yet strict justice requires that a word of explanation be added where this sweeping indict- ment against -modern shoemaking is made. Confessedly shoemaking has devel- oped and advanced quite as notably as any other American industry—and considerably more than some other industries. Lastmaking—the basis of all sound shoemaking—has become vastly more scientific and exact than it used to be in the halcyon days of hand work. But Dame Fashion has had a word to say with reference to shoe styles—and, as everybody knows, Dame Fashion does not always speak wisely. But it is perfectly obvious to any one who has given the matter any thought that we can not wholly blame shoe manufacturers for bringing out shoe styles not built with reference to the requirements of the foot. The peo- ple want what they want. For another thing, the current clamor for popular priced shoes has had a share in Propagating the dis- tressing foot ailments growing out of broken down arches. When a mini- mum retail price is demanded by the consumer, it stands to reason that the shoe must be “skinned” to conform with the asking price. When mate- tials and the cost of production and distribution are advancing, the retail price can not be lowered. It can not even remain stationary — unless the difference comes out of the materials that enter the shoe. Now if a con- sumer has been paying, say, $3 a pair for his shoes, it is very hard for the retail shoe dealer to convince him that he will have to Pay $3.25 to se- cure a shoe of equal value under a high-price regimen. The consumer is pretty apt to get suspicious and try another dealer. Ultimately he gets a shoe that looks to be as good—and he gets it at the old price, or maybe for less. But the shoe isn’t as good. Now a shoe can be “skinned” at the shank, as every practical shoeman knows; and, as a matter of fact, many shoes are made up with soft, spongy leather and inadequate stiffening in the shank—a most vita] point in the shoe. Again I say, ‘Who’s to blame? The manufacturer? Assuredly not; for the average shoe manufacturer had rather make a good substantial shoe than a cheap and shoddy one. The retail shoe dealer? No; for there is infinite- ly more satisfaction in selling good shoes than shoddy shoes. This is manifestly a condition that consumers themselves have created. Therefore when the consumer suffers as a result of his own penuriousness he has no- body but himself to blame. The prevalence of flat foot called into existence the arch support—and there are a good many styles of them on the market. The idea of the arch support is to form an artificial prop for the weakened arch of the foot; and many people who have used them ate frank to say that they have de- rived great benefit and comfort there- from. Popular belief in the curative value of well-made arch supports has become so strong—thanks to vigorous and widespread advertising on the part of arch prop manufacturers—that thousands of them are sold annually. This important sales article logically belongs to the shoe dealer—and it is in shoe stores that they are generally sought. Shoe retailers who know how to push this device are finding it a source of profit, But the arch support, as some one has recently said, needs to be fitted as much—and more so—than the shoe itself. Although it is a small article, like other commodities of the findings department, it is none the less an im- portant one; for the benefit to be de- rived by the wearer depends upon the wearer’s getting just the Proper size, width and shape in his arch support. As different elevations are required in arch props, most of the artificial sup- ports that now appear on the market are adjustable. The shoe salesman who is fitting a customer with arch supports should make a careful study of the afflicted members, and_ thus give the flattened arch only the amount of artificial support that it can safely endure. Where the muscles and tendons of the foot are forced to as- sume an elevation to which they have not been accustomed it happens that the wearer suffers more sometimes’ TRADESMAN pain on account of the cure than he did with the disease. In that case he is not likely to think very kindly of the merchant or clerk who fitted him. As a matter of fact he hasn’t been fitted at all. And you can set it down as a safe bet that the people who are decrying the benefits of artificial arch props have been victims of misfits in arch props. That is very bad busi- ness for the shoe store, for it serves to create an not only against arch supports in gen- eral, but particularly against that store and its policy. It is better—much better—not to sell arch supports at all than to sell them inadvisedly. By all means take time to examine the feet of the per- son who is to wear them. Select a style of arch adapted to his needs. Get his size and width. See that it fits properly in the shoe. And then adjust it to the proper elevation. Remember that a flat arch can not be restored to its normal position in a day or a week. Tell him to wear them a week or two and then come in and let you re-adjust them for him. By all means show him that your interest in his case does not stop with the profits of the sale of the arch supports. Re- member that his trouble is a serious one, and that it will be a fine thing for you if you can actually help him to overcome the difficulty. If you can actually cure him—or even give him considerable benefit — by virtue of your service you will cinch his trade in shoes for years to come. You'll make a strong hit, not only with him but also with his friends and neigh- bors. You'll get other business in the arch prop line—and in your regular lines as well. Cid McKay. —__. so Is the Repair Business Worth Going After? Written for the Tradesman. Do you think that is an odd ques- tion to ask? Well, it all depends on your personal attitude to the repair question. If you believe the shoe dealer has no business to mix in with the repair business, you will answer the question in the negative; but if you are of the opinon that the re- tailer ought to look after this sort of business, you will chipper up affirm- atively. Now the repairing of shoes has come to be a mighty big proposition. If you do not believe it, the next time you are in the city drop in at one of those very modern repair shops where things are done on a big scale and observe the brisk, businesslike Policy with which things go forward, and it will give you a new concepton of the repair business, The repair shop is a strictly modern business institution. Let me tell you about a typical repair shop of the more aggressive sort, located in Cin- cinnati. It is situated on Fifth street in one of the busiest sections of the city, and employs from four to six workmen. The boss keeps the books, rings up the cash, receives the work, keeps his eyes on the men and waits on the customers, It keeps busy during business hours, too. Of course this shop uses electrical- ly driven machinery of the approved him » unwarranted prejudice, February 21, 1912 type, and every workman has his par- ticular part of the job. When a cer- tain operation is performed by one man the shoe is passed on to another, and so on, until the burnishing proc- ess is completed. And every Piece of work is carefully examined by the boss. It is the avowed Purpose of this manager to make the work of this shop just as good as it can be made. And the repair man Operates a shine parlor in connection with his repair work. He employs regularly four darkies to do the polishing stunt. On rush days he puts on a couple of extra shine-’em-up artists The price for polishing shoes is 5 cents the pair, and it does not make any difference how big they are nor what sort of leather. And you can get as good a polish there as you can anywhere in the country. Competition in the repair business has forced individual charges down to a point where a strictly business policy must be introduced to put the business of the repair shop on a pay- ing basis. This is being done quite generally in repair shops throughout the country. Gone forever are the leisurely, contemplative methods of the old cobbler. People nowadays are too busy for the most part to spend their time listening to the observa- tions and comments that the old-tim- ers used to indulge in. What people look for in repair shops to-day is not philosophic comment but quick ac- tion and personal efficiency. But the repair shops are not doing all the business. In many localities there is not enough repair work to keep a first-class repair shop going full time—and it hardly pays to oper- ate a repair shop unless the force is kept busy most of the time. Conse- quently retail shoe dealers are natur- ally expected to look after this work. And there is usually enough of it to keep at least one workman busy. Therefore a good many shoe mer- chants throughout the country are in- terested in matters bearing on the re- pair end of their business. If the repair work is worth caring for at all, it is certainly worth look- ing after thoroughly. So you ought to have a placard up in your store Saying, “Certainly We Do Repair Work—And Do It Right.” And the merchant and salesmen ought to get into the habit of suggesting repairs where the shoes are too good to be discarded. It Pays to put business methods in your repair work just as it does in other features of the busi- ness, I have in mind one shoe dealer who built up his repair trade in a remark- able manner by announcing that he would send out for shoes that needed Tepairs, and deliver them when the work was finished. The repair shops in his city, of course, expected the customer to bring the work in, and call for it when the repairs had been made. And so did the Other shoe déalers of that city who took in re- Pair jobs. But lots of people are sensitive about carrying a parcel un- der their arms—especially if it is done up in a newspaper. So this dealer’s new stunt made a big hit. Now he is February 21, 1912 MICHIGAN TRADESMAN fe -~Honorbilt Work Shoes Trade Winners Just glance over the styles at the right and then remember that sterling MAYER QUALITY is in them. Work shoes need not be clumsy or ill-fitting—Mayer Honorbilt Work Shoes will stand the wear—it’s all in the stock and the way they are made. 9 This line of work shoes will make it easy for you to give your customers the best values in town for the money. Write for Sample Shipment and Display Line. Ask us to send you sample shipment of this line of shoes, or drop a line and say you would like to see our salesman who will be in your neighborhood soon. F. Mayer Boot & Shoe Co. Milwaukee, Wis. Largest Manufacturers of Full Vamp Shoes in the World. NO. 793 Men’s Tan Chrome Viscolized Blucher, Tip, 2 Full Soles Goodyear Welt, EE, 5-11 NO. 799 Men’s Black Chrome Blucher % D. S., Ls Goodyear Welt, EE., 5-11 NO. 957 Men’s Kangaroo Veal Lace Creed- more, 4D. S., Standard Screw, EE., 6-11 NO. 609 Men’s Black Elkskin Bal., Seamless, Tip, ¥% D. S., Standard Screw, EE., 6-11 NO. 934 Men’s Kangaroo Veal Bal. ‘*Seam- jess,”’ % D. S., Standard Screw, 6-11 Serer 34 MICHIGAN TRADESMAN February 21, 1912 keeping his repair man busy to the very limit of his capacity. The dealer employs a boy with a bicycle to go after the work. And the parcels are neatly done up in tinted wrapping paper instead of old news- papers. And, furthermore, some sort of an insert goes into every parcel. These inserts are advertising matter pertaining to certain classes of mer- chandise carried regularly by that dealer. He gets out at least four sets of inserts each year—and some years as Many as six or eight; and he talks seasonable shoes always. And not only shoes, but how to care for shoes So as to get the maximum of wear and comfort out of them. While repair work is a subsidiary line, of course, the fact remains that it can be made a paying proposition in itself. But that is not all: It keeps people coming to the store. And ev- erything you can do to get the people into the store is worth while. The oftener they frequent the store the more likely they are to see some- thing they will want in the way of shoes or accessories. In a great many communities there are really big opportunities for the shoe dealer—opportunities for get- ting fine returns out of his repair work—simply for the reason that the business of soliciting and caring for this class of business is often done on old, conservative lines. A new idea in connection with your repair de- partment — some bright advertising campaign, or some clever policy for looking after the business when you get it, will pay big dividends. If your store does repair work, give the matter of pushing the business a lit- tle more time and attention. The business is worth going after. Charles L. Garrison. —+2-.___ Appointments and Trim of the Shoe Store. Written for the Tradesman Shoe stores of the large European centers are said to be more artistic than shoe stores in this country. One can readily believe that this is true, judging from the illustrations of cer- tain continental shoe shops that have recently appeared in trade Papers de- voted exclusively to shoe interests. At the same time we have some elegant shoe stores in this country; and the smarter shops of our larger cities, catering to the better class of the shoe trade, are constantly becom- ing more and more attractive. Very large sums of money are sometimes spent on trim, arrangement and dec- orative features of some of the more pretentious of these stylish shoe Marts. To begin with the front—these are now largely of glass and metal or oak in so-called Mission Style and glass. The floors of the windows are gen- erally of hard wood, and the backs of the windows are paneled. A very Striking effect—and one somewhat different from the traditional custom of treating the window—is obtained by a shelf or two in the window, eith- er supported by brackets or suspend- ed from the ceiling by means of orna- Buying Cheap Shoes to Save Mone mental metal chains of antique pat- tern. As to window fixtures, the indus- trious manufacturers of such com- modities have left little to be desired in that line. Of recent years the or- dinary bright metal stands have strong competitors in wooden lines. These latter units are made up on the ad- justable plan so that almost any de- sired combination is easily secured. Ceilings are frequently made of steel. And there-are a good many arguments in favor of this treatment of the ceiling apart from the artistic features that are frequently evident in such treatment. Steel ceilings are less likely to be damaged by fire and moisture; also they are more durable and more sanitary than plastering or wood. They come in numerous pat- terns—and some of them are very at- tractive, Exposed wall surfaces are variously treated. Sometimes the walls are tined; sometimes papered, painted or frescoed. And more attention is paid to the character and arrangement of the shelving than used to be the case. Where the shelves are high, cartons are easily reached by noiseless step- ladders—and even these severely utili- tarian contrivances are built on lines pleasing to the eye. Old-fashioned settees have, for the most part, been replaced by chairs. These chairs, built for use in shoe stores, have been designed by people who understood the business. They are built on graceful, yet compact, lines; made of the best grade of oak; ’ the Clock to Save Time Saves ‘Tappan’s Line of Dependable Shoes Both Hoosier School Shoes Are the Pure Food - Product of Shoemaking TAPPAN’S methods help the dealer—they inspire enthusiasm Write for SAMPLES or SALESMAN y is Like Stopping they are ordinarily upholstered in brown, black or green leather. Where high back settees are prefer- able—as in the women’s shoe depart- ment, in which a degree of privacy is a desideratum—the designers have an- ticipated the shoe merchant’s needs, and have gotten out just the sort of settees he really ought to have. These, too, are usually upholstered in a good grade of leather. In fact, it is easily possible now- adays for the shoe merchant to pro- vide his establishment with the most beautiful and serviceable seating fa- cilities—and all at a nominal cost. And to realize how much more attractive these modern chairs are, one has only to dodge around the corner somewhere and visit a shoe store in which the old ramshackle chairs still persist. The contrast is striking. The people who make show cases for service in shoe stores have also been busy the last few years. They are made entirely of glass, metal and onyx, and provided with adjustable glass shelves. For displaying find- ings they are well nigh indispensable. And when it comes to showing off those nifty special buckles that we hope are going to be all the rage very shortly—well, whatever could you do without one of these beautiful glass cases? They also come in handy for displaying hosiery, millinery, shoes, satin pumps and novelty shoe styles of many kinds. All of these kinds of goods must be kept in dust and moisture proof cases to preserve their TAPPAN SHOE MBG. Co. se: Coldwater, Michigan a February 21, 1912 attractive features and make them show up for what they are worth. The introduction of the uniform carton—a modern departure one is pleased to note in progressive shoe shops—helps mightily to create the right sort of feeling in the store. Time was when we used to see great empty places in the shelving of the shoe store. But most shoe stores now have a separate stock room; and the shelves are kept filled with cartons. In addition to these ordinary fea- tures, one finds occasional decorative features of a more or less elaborate nature that add prodigiously to the good appearances of the shoe store of to-day. For instance there are chandeliers and light clusters, mir- rors, costumers, potted plants, etc. Frequently there is a rest room provided with a library table, easy rockers, and other usual. accessories that go with such an apartment. When one considers the trade pulling value of such a feature, one is inclined to wonder why the rest room is not more common than it is. It never fails to make a hit with the public— and especially in the smaller commu- nities where these conveniences are not so readily accessible in other in- stitutions of the city. In my hasty inventory of the de- tails of the trim and appointment of the more progressive shoe stores of to-day I should not overlook some reference to floor coverings. A good grade of linoleum is, perhaps, the best of all-round floor coverings for the shoe store. Its use is becoming more general in such stores. With tunners along the aisles and small rugs (preferably of an Oriental pat- tern) spread over other spaces—one has quite an ideal method of treating the floor. The rugs, runners, chairs, settees and cases can be moved and the lineleum scrubbed clean. As I have previously said through these columns, it pays to make the store attractive. Appearances count for much. While we are of all people on the face of the earth the most democratic in temperament, we do nevertheless judge people by their ap- pearances. Even our friend makes us uncomfortable if he is obviously unkempt. We may know his heart is all right, but we can not resist the wish that he would become a bit more tidy with respect to his person. But a shoe store—a bidder among strong competitors for our patron- age—does not stand much of achance with us unless it keeps itself scru- pulously neat. The more attractive it is the better we like it. So it may be a good plan, now that the busy winter season is begin- ning to slack up somewhat, to con- sider some much-needed alterations in your store. What can you do by way of making it more inviting? Wouldn’t it be a good plan to remod- el your room? If you can not afford to add a metal ceiling or put in an up-to-date front, maybe you can af- ford some new chairs, window fix- tures, show cases, or other accesso- Ties that you really ought to have. If there is room for improvement— and there usually is—try to make MICHIGAN TRADESMAN some progress during the _ present year—if it is only enough to create the impression that you are prosper- ing in your business. Cid McKay. —_———— Po Causes of Railway Accidents. During an address given by Palph C. Richards at the 1911 convention of the Association of Railway Claim Agents, the following interesting statements were made: Of the employes killed on a certain tailway, one out of eighteen was killed in collisions and derailments, and seventeen out of every eighteen were killed in little accidents, Of the employes injured one out of every forty-two was hurt in a collison or derailment, and forty-one out of ev- ery forty-two were injured in little accidents caused by acts of careless- ness and thoughtlessness, such as: Obstructions on the ground, such as ties, rails, coal, pieces of freight, draw-bars, piles of dirt and material left too close to the track, which would take less time to remove to a safe place than to report an accident caused thereby and cost practically nothing. Overhead obstructions. Structures erected too close to the track. Failure to put out a flag before going under car or engine to inspect or repair it. Defective track. Faulty shaker bars. Defective tools and machinery. Going between moving cars to pull the pin or uncouple the air. Pushing couplers over with the foot, or arranging couplers with the hand just as the cars are coming to- gether, Failure to comply with the rules and sometimes by ignorance of the rules, Failure to administer discipline when the rules were disregarded, un- less an accident was, at the specific time, caused thereby. . Carelessness, or thoughtlessness, more often the latter, of employes other than the one killed or injured. Taking desperate, foolish and un- necessary chances, which, to an out- sider, seems almost suicidal, such as: Standing in the middle of a track waiting for an engine and then step- ping on the footboard or pilot, when the slightest misstep means death or serious injury. Running hand cars too close to- gether. Failure of trackmen to watch for trains. Stepping on nails projecting from boards thrown next to the track, sometimes by the very man who is injured. Failure to ring the bell before start- ing the engine. Failure to properly inspect and re- Pair cars and engines. Carelessness of injured employes. Leaving cars so close to switch that they will not clear a man riding on the side of a car on adjacent track, The greatest risk a careful man runs is the risk of injury through the carelessness of some. thoughtless, reckless fellow worker. When such a man is found we should try to teach him to be careful; if we can not do that, get him out of the service be- fore he kills himself, you or some other man. When you analyze the causes of the collisions and derailments reported in the Interstate Commerce Accident Bulletin, you will find that but few accidents are caused by defective 35 equipment, track, structures or im- proper rules, but that he large ma- jority are caused by failure to com- ply with well known rules, and by little acts of carelessness, thoughtless- ness or forgetfulness. —_~+-<__ Do not “speed the parting guest” so blithely and enthusiastically that he will be sorry he came. 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 line’’ this one is surely a winner. 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. This Is Our Rikalog Cruiser swamps of the south. PUDPVOPHTOOTVOVTOVVOO VTP D PLOT TVHPVVVVPVDOSHVVY OVO, e s A medium weight high cut. foot comfort for rough walking over wet coun- try. A shoe of proven durability by actual wear tests in the mountains of the west and the The acme of Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. wat 2 sk ae Sisal ee Selaaete Mee = SR RET ER AGAR, ETS Saw ciiainv ier atee coaeilban rtacee eaten aetna MICHIGAN TRADESMAN February 21, 1912 RING CLEAR AND TRUE. The Kind of Talk We Should In- dulge In.* My friends I am reminded, as we meet for the serious consideration of those things that pertain to the fi- nancial welfare of our friends and ourselves and which involves the adoption of all that is best in the de- velopment and progress of our busi- ness, the welfare of the community in which we live and a proper con- ception of our duties and responsi- bilities as good citizens; that we should be inspired by the thought that these deliberations are being conduct- ed on a date so closely related to those on which we commemorate the birth of two of the grandest charac- ters in American history—Washing- ton and Lincoln—one of whom carv- ed from these chaotic conditions the nucleus of a great nation and made possible the strength and glory of our present day. The other, Atlas- like, staggering under the burden of a mighty responsibility, traveling through the bitterest wine press of redemptive blood ever trod by any man save one, did by the power of his hat bring into existence a new and independent nation under God. The, words they spoke were burned into the memories of men and emblazon- ed on the pages of history as beacon lights for the guidance and inspira- tion of succeeding generations and whose sayings have proven the stim- ulus to much of the best in human endeavor, and, yet. It is an old saying that “talk is cheap,” and it is possible that state- ment may very properly apply to what I am about to say. I admit there are many instances in which talk is cheap—mighty cheap, if measured by its importance or effect. If it were not so some men and many women might be accused of willful extray- agance. However, all talk is not cheap, although lacking in wisdom, as Our court records will testify, for many proceedings resulting in breach of promise suits, divorces and prison sentences, found their birth in maud- lin sentiment orally expressed or in fool promises later ruthlessly broken. These were cheap enough at first, but mighty expensive in the end. Under entirely different circumstances, no doubt many of you may have said things thoughtlessly or in anger that later you would gladly have recalled and sincerely wished you had never said them. Talk is of varied quality and quan- tity, of different degrees of effective- ness. For instance, the court sen- tence couched in a few well chosen words, “$100 or ninety days,” al- though not always expressed in the purest English, is more effective and has greater force than the eloquent argument of learned counsel. Some talk is sense. Much is non- sense. Some we pay for and regret it. Some we get free and find it of much value. It is one of the means of communication of giving expres- sion to our thoughts and feelings, oi evidencing our pleasure or displeas- *Address by Hon. C. L. Glasgow at annual convention Michigan Retail Hardware Associa- ion. ure, but it is not the only means of communication, notwithstanding the fact that some people appear to think otherwise and refuse to forego the pleasure of exercising their one tal- ent. It is to be regretted that to talk does not require a reasonable measure of intelligence and yet some of our professed wise ones make some very foolish statements, espe- cially every two or four years, prov- ing that even education and experi- ence are not entirely trustworthy guardians of willful lips. Talk is not the only intelligent means of communication, for the dumb brutes communicate with each other very successfully, and dogs and horses possess this faculty to a mark- ed degree, and a careful analysis of their language evidences a much larg- er percentage of sincerity and earn- estness than does the talk of humani- ty, and I fear if all our talk was re- escape the conviction that there are times when talk sounds cheap. The eye is termed the window of the soul and, as such, is the revealer of our honest thoughts. Thus do we condemn ourselves when by the use of words we attempt to misrepresent the facts and our facial expression of which the eye is the magnetic point, challenging the statement reveals the lie. Talk has proven the full measure of some people’s ability, their chief asset, their stock in trade, their over- worked capital and yet their heirs will avoid the inheritance tax and public bequests will not incumber their wills or a proper and legal dis- tribution of their effects tax the skill and ingenuity of the administrator. We look with pardonable pride up- on the many monuments of wood and brick and stone dedicated to the edu- cation of our children in which the Hon, C. L. Glasgow duced to the sensible and important, it would result in producing a stu- pendous hush throughout the world and deprive many persons of their chief enjoyment. I am assuming such conditions would not be welcomed by the fair sex, for it would be in direct Opposition to the present apparently popular idea that is temporarily en- gaging their attention. It would operate like a late spring frost on a promising vegetable garden. How- ever, they are fortunate in that they possess a power of expression that far excels words for what more un- mistakably and forcefully speaks its master’s wish and willinallthe realm of human expression from bewitching flattery to withering scorn than the feminine eye. What depth of anguish and despair, hope or fear, confidence or distrust pictured therein, so elo- quent in appeal, so encouraging and inspiring or so decisive and repelling that an attempt to express the same feeling by the use of words results in dismal failure, and as we stand amazed within the spell, one can not AS I ON Ein i skill and tact of the best trained minds of the age are directed towards the task of teaching the brain how to think, to know and to express it, and he is blessed who knows; but doubly blessed is he who knows he knows and can tell it. I do not mean by this that he must needs be an orator or a linguist, nor that he must be able to Paint word pictures that shall excite our imagination, or with his eloquence fire our souls with an unreasonable ambition which chained to the chariot wheels of our will shall drive us to untenable heights, but rather be able in a clear, intelligent and earnest manner to tell the truth; to state the facts. A proper, masterful and entertain- ing use of words has won medals, earned prizes and amassed fortunes; has given expression to some of the grandest thoughts of the human brain; has given to the world a prop- er conception of the deeds of great men; has aroused the spirit of pa- triotism of a people; enthused men, causing them to consecrate the best in them to a noble cause; has awaken- ed the courageous and almost infinite qualities of men and women in times of trial or great danger. Talk is the vehicle of expression by which we extend our sympathy, inspire hope, offer congratulations and encouragement, make some of the most sacred promises in life, plight our troth and give our word of hon- or. To be able to talk intelligently is a most wonderful gift bestowed only on humanity, and no one can measure or begin to estimate its influ- ence and effect for good, but, my friends, it is a regrettable fact that it is as potent an influence for evil as well. It is one of the most dan- gerous weapons sanity wields or con- trols. Talk, idle, vicious talk, can hu- miliate, slander, inflict pain, arouse unjust suspicion, utter perjury, spread discontent and ruin reputations. Talk according to its character can make humanity happy or miserable; elevate or tear down; raise men to positions of responsibility and trust or con- demn them to shame and dishonor; in fact, can do much toward sending the individual to heaven or to hell. All this and much more can be charged to the unbridled tongue as it indulges in idle gossip or finds pleasure in evil conversation. Is it not evident, therefore, with this presentation of the partial influ- ence and effect of talk that we need exercise great care in the manner and character of our conversation. It has been said that a man’s con- versation is an index of his charac- ter, and, if this be true, how many of us are willing to be thus judged? Is it not the ambition of most men that they be taken seriously, as having good judgment and having the same respected, to have their advice sought after and their opinions weighed care- fully, and does not the life a business man lives and the reputation he en- joys have much to do with the meas- ure of respect shown him by his as- sociates? If a man leads a good clean life, One characterized by sincerity, hon- esty and integrity, your natural im- pulse is to put confidence in his state- ments and respect his life principles. In fact, does not such a one in a measure influence the lives of all with whom he comes in contact, and if these good qualities are honestly vested in a man in business is he not justly entitled to be known as a “square fellow and one whose word can be implicitly relied upon?” As op- posed to this, both society and busi- ness are cursed with a class of peo- ple who make serious and sanctimo- nious claim to the Possession of the Same good qualities and are so suc- cessful for a time in trading on the credulity of the people that it mate- rially adds to both their social and financial welfare, and this notwith- standing the fact that policy, misrep- resentation, and often dishonesty, are the most potent factors in producing this temporary success. | say tem- porary, because I am unwilling to admit that success obtained through the employment of such agencies can produce results on which one can build a substantial and profitable 1912 cen- nite mes vil ith u- ed nd 2, Nore February 21, 1912 business and merit and enjoy the con- tinued confidence of an intelligent public. Yet while we so readily crit- icize such business methods, will not a careful analysis of our own dis- close the fact that in our zealous ef- forts to effect sales we find ourselves so influenced by the financial bene- fits to be derived that we occasional- ly wander from the field of fact to that of fancy in explaining the good qualities of the article under consid- eration, and, if so, must we not ad- mit that such a practice is unworthy employment or adoption by any hon- orable business man? The commercial agencies claim and we modestly admit that the manufac- ture and sale of hardware or, proper- ly speaking, the hardware business, occupies a very important place in the great list of commercial enter- prises. That the men engaged there- in possess more than the average of ability, are usually men of good character and reputation and are counted among the substantial busi- ness men of their community. This proves that our predecessors in the hardware business must have been men of principle, careful of speech, who respected their own word and expected others to do the same, and we must believe that to attain these results demanded strict adherence to those business principles that com- mend themselves to the best intelli- gence of their time, and not by the employment of questionable methods, sharp practices or unwise and unrelia- ble statements. I repeat, that I believe it is the de- sire of every self respecting business man that his serious statements be accepted not as expressing a hap- hazard guess, but as the mature de- liberations of a healthy mind and body, and if from the fullness of the heart (as representing the real man) the mouth speaketh, then our con- versation is the reasonable index of our real character. In fact, do we not boldly ask the world to take us for just what we orally claim to be? Thus through the medium of that con- versation do we advertise our princi- ples and our business? Applying this standard we must realize how neces- Sary to our commercial success are the impressions we create by the things we say and how we say them. This principle is not confined to business only, but may be given an almost unlimited application, but this being a gathering of strictly business men, assembled for the express pur- pose of dscussing business matters, is it not pertinent to consider the re- lation of talk to and its influence up- on the affairs in which we are most deeply interested. Every man has a manner of expression peculiar to him- self, yet subject to cultivation and training. Not alone on his ability to talk well depends his success as a salesman, yet it is a very important factor, for although he possess all necessary information regarding the goods he sells, yet if he can not tell it in an intelligent and impressive manner, he labors at a positive dis- advantage. Unconsciously or otherwise the em- ploye imitates to a certain extent the MICHIGAN TRADESMAN methods and language of the employ- er. Especially is this true in the man- ner of meeting and addressing cus- tomers, whether it be courteous and deferential or careless and vulgar, pleasant and inviting or gruff and re- pelling, assuming and properly so, that whatever manner of expression the proprietor indulges in who owns the business and has the deepest in- terest in its success, is entirely proper to be observed by him. If you ques- tion this, just change the manner and language used in the salutation of ap- proaching customers, and I venture the assertion that within thirty days you will hear the very same language used by an employe. If you are a successful salesman, you will find the clerk employing the same means and language used by yourself. If you thank your customer at the conclusion of a sale, or when receiving the money therefor, or returning change, you will find your best and most observ- ant clerks doing the samé; on the other hand, if your manner is careless and indifferent, or you indulge in boisterous conversation or are reck- less in expression, permitting a little profanity now and then, you will soon note that those about you are less careful of the language they use. If you permit yourself to speak slightingly of your competitor or his goods, question his morality, honesty or integrity, intimate that he may be a little crooked in his deals or is not as financially responsible as he claims, your employes will soon interpret such as a license permitting them to in- dulge with safety in the same insinua- tions, again assuming that in your judgment such methods will assist in effecting sales and increasing busi- ness. If, in reply to direct questions, you indulge in evasive answers, veil- ing the truth in uncertain language, or in selling an article of considerable value you make such statements as are not entirely consistent with the facts, you will eventually find your most conscientious clerk using the same methods rather than lose the sale, and eventually adopting it regu- larly as he unconsciously operates along the line of least resistance. Ii you complain of the house or houses you buy of, or question the integrity of their representative, you create in the mind of your clerks the same low estimate and destroy, or at least les- sen, their confidence in the man and the goods he sells. If by your con- versation you evidence a disregard for purity of thought and life in the indi- vidual, little respect for those virtues which should merit and receive the commendation of all good citizens, or if you admit giving little considera- tion to morality or religious beliefs, or speak lightly of the social sins of the time, you create in the mind of your employes a like estimate of those same things. Do we not there- by cause them to live in a mental at- mosphere antagonistic to that of many of our best customers? Do we not weaken the conscience, cripple the moral power of assertiveness and mold to a certain extent the life of every man about us, destroying what proper conception of business ethics they may have entertained, lessen their usefulness and bring them to our own standard? Thus have we talked our business to its great disadvantage and all because we did not appreciate the influence for good or ill of our per- sonality represented by what we said and how we said it. We expect the public to believe in us and our representation of the goods we sell, believe that we are sincre and in earnest, yet in our own mind and heart do we not allow ourselves a little leeway and frame up an ex- cuse for our exaggerations and ques- tionable statements; at the same time, however, taking exception to our cus- tomers’ misrepresentations and exag- gerations? Now, I believe this prac- tice, which in our sober moments we must all condemn, arises from two causes: First, habit, and, second, a too low estimate of ourselves in our busi- ness relation to the public. May we not get into the habit at times of em- ploying the minimum of truth, believ- ing it sustains some proper relation to the maximum of salesmanship be- cause it appears at least to insure sales or render them more easily made, and do we not console our- selves by the thought that as the goods are all right we are justified in using any ordinary terms in pre- senting their merit to the customer? The difficulty, however, lies in the fact that while we, as proprietors, with years of experience may be able to control the extent to which we in- dulge our imagination and fancy, yet the clerk who listens and is thereby led to employ the same tactics, may not possess such fine power of dis- cernment as to the line of safety and in his enthusiasm will make state- ments that surprise us and later, if his attention is called to the same, will be able to cite an authority that we can not well dispute. This spirit of adventure with semi- truths will eventually permeate our entire selling force and the result is easily prophesied. We recognize the fact that in nearly every town or city there are business places of which it not only can be but is said: “You can do pretty well there, but you have to be posted,” and there are also in every such town or city other stores where the conditions are such that the customer safely indulges in that other statement: “Yes, their price may be a shade higher, but you can rely fully on what they tell you.” Who is re- ferred to by the term, “they,” the pro- prietor only? Not by any means. The business may be such that the proprietor may seldom meet the cus- tomer, therefore the term, “they,” must refer to the entire selling force, because the methods employed bear the stamp of the proprietor whose sincerity, integrity and reliability in both speech and action is the standard of measurement for the conduct of that business. According to Dun and Bradstreet we have both a moral and a financial reputation to sustain, for we are rec- ognized as among the best business representatives in every community, and I feel that it is a too common fault that we do not appreciate this fact and regard too lightly the influ- ence of our personality in those so- - optimism. $7 cial, political and financial affairs which so deeply interest the commu- nities in which we live, not that we should entertain an exalted opinon of our judgment and importance, but should so conduct ourselves and our business that we may merit and en- joy the distinction “without sacrifice of reasonable pleasure,” of being con- sidered among the reliable and trust- worthy business men of our time, meriting and having the respect not only of our customers but the public generally. Admitted that no man can conduct himself or his business so as to meet the approval of all, yet I be- lieve he can and should with dignity maintain that high regard for the truth in all statements concerning his business and the goods he sells so that it will be reflected in the life of his employes, marking his store as one of the safe places to trade by reason of the public’s confidence in the proprietor’s honesty and the con- viction that what he or his clerks say about the goods can be depend- ed upon. What do I urge? The very highest standard of commercial hon- or. A fuller consciousness of our personal responsibility. A larger measure of sincerity, in order that the words we speak may ring clear and true, evidencing on our part a prop- er conception of their meaning and influence in assisting our customers to reach correct conclusions and thus through established confidence in our intelligence, honesty and business in- tegrity of which our talk is a fair in- dex, increase sales and _ multiply friends. My fellow dealers, to have the rep- utation of conducting your business squarely, meaning what you say and speaking the truth, will prove a more valuable and enduring advertisement than ever written by the most gifted expert, for the embodiment of the principles I have here referred to in the conduct of our business is like the much advertised Cascaret, “works while you sleep.” Panics can be brought on by foolish talk. Some are ever insisting that we must have a panic every so often. They see every indication of it for the next year or other indefinite time. Pessi- mists always see the dark side of things. Do not permit yourself -to get into this habit. Talk about good times, good trade, good prospects for next year. lf you must talk, talk Dark ward pictures never give a man new courage, never help to carry his burden. Let your con- versation be helpful, cheery, inspir- ing, creating a hope for a brighter and better to-morrow. Talk optimism and your friends will look for you. Talk pessimism and you will look for friends. When we talk we tell what we know or at least we ought to, and let it be something worth while. some Clannishness is a powerful but dangerous institution; when discord breaks out the blows that are struck are nearer, more accurate and dead- lier, Reading merely to “pass’ the time away,” is the very worst dissipation in the world—that of the body and the soul. 38 MASTER YOUR MOODS. Save Time and Energy By So Do- ing. Written for the Tradesman. Merchants and salespeople as well as most other classes of people lose enormous quantities of energy and countless hours as a result of unpro- ductive mental states. “There is nothing great in the world,” exclaimed the old philoso- pher, “but man; and there’s nothing great in man but mind.” Men are measured not by the height of their physical stature, but by the size of their brains. It is your intellectual heft that gets you things in this world—and while a weak, puny body is a serious hand- icap, it is not necessarily fatal to one’s purposes in life—provided the mind is masterful and industrious. But mental work—the kind of work that gives intelligent direction and efficiency to the work of the hands— is determined very largely by the dominant mood. And without realiz- ing the mistake they are making, peo- ple often get into the habit of let- ting injurious moods usurp their minds, thus spoiling their work be- cause the worker is disqualified for its proper execution. I will not attempt an exhaustive catalogue and description of the va- rious kinds of injurious moods that now and then usurp the mind and scatter confusion and disorder among our intellectual forces; for that would take too much time. But I am mind- ed to call attention to some of the more prevalent moods of an inhibi- tive and destructive character. There is, first of all, the vicious mood—that insidious penchant for seeing and thinking lascivious thoughts The mood prompts one to lend a willing ear to all manner of salacious gossip. And in this respect the merchant often sets his salesmen a bad example. Now this is not a Ppreachment, you understand; and | am not one whit concerned just here with the moral phase of the ques- tion. I am looking at the matter from a_ strictly business point of view. And I want to condemn the habit—and it is all too prevalent—on the ground that it interferes with business. The young man with his mind saturated with that sort of thing is, for the time being, disquali- fied for selling merchandise. It is not that he is not competent; but rather that a large amount of his inner pow- er is otherwise employed. It is do- ing the bidding of the dominant mood. The kind of mental acumen the clerk needs to show the merchan- dise, tell about its good qualities, al- lay prejudice and overcome difficul- ties in the customer’s mind requires concentration and direction, But how can these things be when the con- sciousness is steeped in this other thing? It is appalling to think of the number of valuable business hours that are squandered annually in thou- sands of ‘stores through the country as a direct result of this vicious mood into which so Many merchants and salesmen allow themselves to fall. MICHIGAN Intellectual decency and correct hab- its of thought are doubtless com- mended and rewarded by the cosmic powers that be; but one thing is ab- solutely sure—and that is they are tewarded by a higher degree of effi- ciency in the store. The merchant or the salesman who cultivates the right sort of an attitude towards such matters is going to be a better mer- chant and a better salesman. And there are vindictive thoughts, and the whole brood of mental dev- ils that throw us into sporadic tan- trums. And they are a bad = sort. Nothing puts a crimp in our efficien- cy more certainly than they. Now there are times when one is excusable for becoming indignant— just for a minute. We have all kinds of people to deal with and some of them do not always deal on the square. But why perpetuate our men- tal turmoil long after the obstruc- tion is removed and the incident clos- ed? Forget it—and get down to business. As long as you are sting- ing and writhing and fulminating, your entire intellectua} plant is shut down insofar as productive work is concerned. And work won't begin until normal conditions are restored there. And yet it is droll how some peo- ple—many of them merchants, too— seem to gloat over and nurse along their private picks and quarrels. They have “got it in” for So-and-So_be- cause of something or other; and if they are too prudent to reveal their inner feelings by verbal statements, they will let you know by shrugs and grimaces and other infallible tok- ens. And you can fairly feel their antipathy to such and such a person or persons. They keep up the feud; and, although the store cools at night, the fires of their hatred never burn low. They are ready to fight at the drop of the hat. Bosh! Why don’t you cultivate a Saving sense of humor? Be at peace with your neighbor—not because a certain excellent old book Says so, although it is a pretty good plan to listen respectfully to what that old book says, but because the business Prospers better when you are at peace. Anger and wrath and resent- ment are inhibitive moods, They put a quietus on us. When the mind is dominated by such thoughts it is not in a productive mood. And the same argument applies to fear. There are many kinds of fear. Somebody once tabulated the terrors to which the mind of man is sub- ject, and I seem to recall that the list of them was astonishingly full, But every species of fear that comes to us interferes with business. We say of a prize fighter who gets it, that he has lost his punch. - His intrinsic strength may be just as great as it ever was, but the other fellow got him scared, and he can not put up the fight as he used to. And they say: “Too bad! Poor fel- low’s lost his punch.” Fear did the work, Now it takes lots of punch to sel] merchandise successfully nowadays, and we can not afford to let it ooze SS il Sa TRADESMAN out of us by reason of fear. Com- petition may look big and threaten- ing—but fiddle-sticks! what’s the use of curling up and quitting? Come back—and keep right on coming. You are never actually whipped until you acknowledge it; and as long as your reservoir of courage has not gone dry, you'll not acknowledge it. But the most frequent and one of the most injurious moods insofar as the merchant and his sales force are concerned is the dilatory mood. That is the habit of not doing things be- cause things are not pressing. In other words, sliding along just be- cause it is convenient to slide. When a man is in that mood he will let things sluice through his mind, but they don’t get him a bloom- ing thing just because he does not pin his mind down to one thing and work it out to something tangible and practicable. And this is mainly the difference between a big and successful mer- chant and a small and insular one. The latter has fallen a prey to the dilatory mood—and he lets all the Progressive fellows work out the bril- liant ideas that he was too lazy to utilize. Cultivate the virile, resultful, pay- ing moods and let the other kind go glimmering. Test the mood by its obvious results on the business; and if you have reason to believe it is hurtful, inhibitive and deadening—cut out that mood, for in so doing you wil stop a sizeable leak in the busi- ness. Chas. L. Philips. February 21, 1916 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. Worth Waiting for F our representative hasn't visited you yet, it’s worth waiting for him. We have the goods you're interested in handling; we have the facilities for serving you as you want to be served. Our men are in your territory: if you haven't had a “call” you will soon. It’s worth wait- ing for. TheMounecRabberG 224 226 SUPERIOR ST. TOLEGO, onto. Headquarters for Wales Goodyear and Connecticut Rubber Boots and Shoes Don't hesitate to write us, Opposite Morton House 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. — ee Pe rere ecient Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan “AMERICAN BEAUTY” of more than one hun Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for displaying all kinds of goods, and adopted by the most Progressive stores of America. GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan The Largest Show Case and Store Fixture Plant in the World Show Rooms and Factories: New York Grand Rapids Display Case No. 412—one dred models of Show Case, Chicago Portland February 21, 1912 MICHIGAN TRADESMAN What Some Michigan Cities Are Do- ing. Written for the Tradesman. The Lansing Chamber of Com- merce held its first smoker last. Fri- day evening and plans were discuss- ed for promoting the industrial in- terests of the city. Thomas H. Stambaugh is the new Secretary of this organization. The Flint Board of Commerce has added a Transportation Bureau and information regarding freight matters is furnished shippers free of charge. The Bay City Board of Commerce has been the means of securing for the village of Essexville a canning factory which guarantees to employ twenty-five to thirty persons during the season and seeks to contract for 500 acres of tomatoes. Navigation has Muske- gon for the remainder of the win- ter. Last winter the boats were able to run without interruption, but ice conditions in the lake at present are the worst since 1904-5. The Jackson Chamber of Commerce will hold its annual banquet at the Otsego Hotel Feb. 28 and one of the principal speakers will be P. T. Col- grove, of Hastings, President of the Michigan Good Roads Association. closed at Unusual activity in the building line is promised at Jackson this spring, the increase over a year ago being as high as 75 per cent. A ten-story business block is contemplated, also 300 to 400 new residences Sparta has voted almost unani- mously to grant a franchise to the Grand Rapids-Muskegon Power Co. to supply electric energy for a period of thirty years. Kent City also vot- ed “yes” on the same proposition. Owosso has been hard hit in re- cent months by cyclone and fire. The other day W. K. Prudden, a Lan- sing manufacturer, signed his person- al check for $500, payable to the Owosso Industrial Association, the money to be used in promoting the industrial interests of the city. Mr. Prudden lives in a city that in a sense is a rival in business progress. Hle has no financial interests in Owosso and is only slightly acquaint- ed there. His unselfish example will cause some Owosso citizens to blush with shame in their petty quibbling over the payment of a few hundred dollars to assist a local industry to reach its feet again after being cleaned out in a few minutes by cy- clone and without insurance. Kalamazoo’s' annual auto show is booked for Feb. 22-24. Bay City has adopted a smoke or- dinance, but it is perfectly harmless. An hour’s time is given in which chimneys may vomit forth “dense smoke, cinders and other substances in such quantities as to be dangerous to health or a nuisance to the com- munity,” and then it is left for a jury to decide whether the smoke is dangerous to health or is a nuisance. The Times-Herald of Pt. Huron is getting after certain city officials for permitting slot machines, prize fights and gambling by boys days, nights and Sundays in the pool rooms. Jackson has passed an ordinance which forbids smoking and spitting on the street cars. Lowell has passed an ordinance prohibiting the placing or maintain- ing of poles and overhead wires and cables in certain portions of Main and Bridge streets. Saginaw is-to have a crack mili- tary band, the Third Regimental Sand of the Michigan National Guard, with thirty pieces. Extensions will be made on two of the city car lines of Benton Har- bor this spring. The Lansing postoffice will be en- larged with a $75,000 addition. Preparations are under way to make the Traverse City Fair, held under the auspices of the Grand Traverse Region Fair Association, a next September. A special election will be held at North Muskegon Feb. 26 to vote on the question of granting a franchise for the proposed West Shore Rail- way from Muskegon to Ludington. The Bay City Board of Commerce is without a Secretary, Mr. Prugh, the former incumbent of this office, having resigned and left the city. The City Engineer of Kalamazoo has completed plans for track ele- vation, so far as the Michigan Central is concerned, and they will be sub- mitted to the Grade Crossings Com- mission of that city soon. Plans for elevation of the other roads have not been completed, but the Engineer says that the whole plan of grade separation looks entirely feasible. The Fair at Kalamazoo this year will be held Sept. 24 to 27. It has been decided to limit the exhibits to Southwestern Michigan, reduce the admission fee to 25 cents and to put on greater carnival attractions. Battle Creek’s new paper mill is nearly completed and will be turning out box board in a few weeks. The Pt. Huron Business Men’s As- sociation has opened a campaign for new members. An extensive line of advertising of the city’s manufactur- ing advantages is under contempla- tion. The State Railroad Commission has extended the time for completion of the Grand Trunk station at Owosso to July 1. The Gandville Booster Club is now known as the Grandville Progressive Association and the slogan recently adopted is ‘Water Works for Grand- ville in 1912.” Portland business men have organ- ized under the name of the Port- land Commercial Club, with Fred S. Lockwood as President and C. D. Tomy as Secretary. The Isabella Development Associa- tion of Mt. Pleasant will hold a se- ries of conferences on good roads, industrial development, publicity, nat- tiral resources, etc. A. S. Coutant is the newly chosen Secretary. The officers and Executive Com- mittee of the Northeastern Michigan Development Bureau met recently at Bay City and decided on an exten- sive publicity campaign this year. Ad- vertisements will be run in country weeklies throughout Ohio, Indiana, hummer Illinois and Iowa describing the ag- ricultural possibilities of Northeast- ern Michigan, together with a travel- ing exhibit of products of Upper Michigan which will touch the towns in which the advertising has appear- ed. Exhibits will also be made at the Michigan Fair this fall. C. I. Cook will establish an auto truck line between Menominee and his farm this spring, for use in de- livering produce to the Michigan Re- fining and Preserving Co. and to take care of a great deal of produce from the farms of Menominee county. Heavy trucks will be used on the main road and smaller ones on side roads. Quite a potato deal was pulled off at Tustin recently, McClintick & Co. buying of Ira Cooper 4,000 bushels, for which 90 cents per bushel was paid, Benton Harbor has provided the boys and girls with a skating rink on park property. A private auto line between Sault Ste. Marie and the “Snows” will be established this year. Almond Griffen. a Activities in the Hoosier State. Written for the Tradesman. Things are looking up in Michigan City. An outer harbor is likely after years of effort. The Barker Car Co. will enlarge its plant, increasing the force from 3,000 to 5,000 men. It is expected the city will reach 25,000 population within two years. The Grocers’ Chemical Co. is building a new plant at Evansville and will manufacture extracts, flavoring products, vinegars and baking pow- der. 89 A Committee appointed by the Terre Haute Retail Merchants’ As- sociation went to Brazil recently to inspect the cluster ornamental light- ing system recently installed in that city. The South Bend Council has ap- proved plans for adding forty-two acres to the city’s park holdings, this action being the first step towards an elaborate boulevard and park sys- tem, The F. Grote Co., machinery man- ufacturer, will invest more than $100,- 000 in a new factory at Evansville this year. The Park Commission of Ft Wayne in its annual report strong- ly recommends the purchase of the river banks by bond issue and plans for a parking system are outlined, following the suggestions made by Kessler. Almond Griffen. —_—_—__2~-.__ Ancients Used Glass Mirrors. That the ancients did not exclusive- ly use mirrors of polished metal, as generally believed, has just proved by the finding of a number of small glass mirrors in a graveyard at Lalbach, Austria. They are date from the second or third tury. Engineer been said to ccn- ——_-2.—>___ A well conducted fight often saves a dozen ill conducted ones. Wilmarth Show Case Co. Show Cases And Store Fixtures Jefferson and Cottage Grove Avenues Grand Rapids, Mich. And 100% Pure Alleaf Lard Packed by Cudahy — Milwaukee from Government Inspected Hogs Order from our nearest salesman or address Cudahy Brothers Co. Cudahy, Wis. PEACOCK BRAND Ham and Bacon The Best Mild Cured c SS comer \ ' iH 40 MICHIGAN Michigan Knights of the Grip. President—C. P. Caswell, Detroit. Secretary—Wm. J. Huron, Treasurer—John Hoffman, Kalamazoo. Directors—F. L. Day, Jackson; Cc. H. Phillips, Lapeer; I. T. Hurd, Davison; H. P. Goppelt, Saginaw; J. Q,. Adams, Battle Creek; John D. Martin, Grand Rapids, Grand Counci! of Michigan, U. C. T. Grand Counselor—George B, Craw, Pe- toskey. : Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C, A. Wheeler, Detroit. Grand Secretary—Fred CC. Richter, Traverse City. Grand Treasurer—Joe C. Witliff, De- troit. Grand Conductor—E. A. Welch, Kala- mazoo. Grand Page—Mark S. Brown, Saginaw. Grand Sentinel—Walter §S. Lawton, Grand Rapids. Grand Chaplain—Thos, M. Travis, Pe- toskey. Executive Committee—James F. Ham- mell, Lansing; John Martin, Grand Rapids; Angus G. McHachron, Detroit; James E. Burtless, Marquette. Devereaux, Port Wafted Down From Grand Traverse Bay. Traverse City, Feb. 20—Wm. F. Bowen, formerly with the Johnson Soap Co., of Milwaukee, has just se- cured the State of Michigan for the John Hanser Soap Co., of Milwaukee, and will open an office in the Clark building in Grand Rapids. He has secured the assistance of Geo. H. Hudson and Albert Engvall. Mr. Engvall will have charge of the office. Mr. Bowen has had a very success- ful career as a salesman and mana- ger and we are pleased to report that Bill has been fortunate in landing this position. We regret exceedingly to report at this writing that Lew. Codman, form- erly salesman in this territory for the Lemon & Wheeler Company, but re- cently engaged in the mercantile busi- ness at Honor, is reported seriously ill at his home. We hope for a speedy recovery. The Perry Hotel, at Petoskey, is certainly appreciated by most of the boys, but we would like to see it do away with the roller towel. Surely Mr. Campbell’s attention has not been called to this nuisance before and we hope to see this matter adjusted as soon as possible. Remember we have a regular meet- ing next Saturday evening in the council chamber, at which time all visiting brother U. C. T.’s are cor- dially invited. This is the last meet- ing before our annual election and should have a good turnout. Michigan jurisdiction, U. <<. f. paid the Supreme office in indemnity assessments for the year 1910 $21,- 302, and the Supreme office paid the members in Michigan the same year for claims $22,858.61, besides $1,194 for widow and orphan claims. For the first eleven months in 1911 we paid the Supreme office $22,826 in indem- nity assessments, and they paid our members for the same _ period $15,- 768.91 for claims and $1,664 for the widows and orphans. Jackson Coun- cil received in the above period $8,704.57. Some of our members will claim that we are piling up a large sum at headquarters, but, by compar- ing figures it will be noted that the amounts are pretty well distributed. For the past twenty-four years. the indemnity feature has cost, on the average, $9.08 yearly. Our member- ship in Michgiami is 2,419. Milton Smurthwaite, once a resi- dent of this city and one of the boys. has opened an office in Manistee to handle fruit lands. May success be yours. Will Morford, until recently con- nected with the International Har- vester Co., will take on the Ameri- can Seeding Co.’s line and move to Grand Rapids. Bill, we have hardly gotten acquainted, but for all of that we surely wish to congratulate you on your new position and wish you all the success there is due you. It seems queer at this stage of in- vention and progression that one of our members should be obliged to use nails instead of the modern lock to fasten his office door. Certainly the adage, “Poverty is the mother of in- vention,” should not apply in this case. All is ready for the annual U. C. T. banquet and ball for next Friday night, and by the way the tickets are selling it will be the banner entertain- ment. Remember all U. C. T.’s and invited friends are to appoint them- selves a committee to be there and enjoy themselves. This is to be an informal affair. Remember the date, the 23d. Wonders will never cease! Now we are going to lose our old friend, Jim Goldstein, and while we are sorry to lose him, we, too, feel as though Jim has taken a step upward and we wish him nothing but success. Fred G. Richter. —~»++.>_____ Traveling Men Unite To Fight Im- position. Chicago, Feb. 19—Hotels, transpor- tation companies, baggagemen and draymen that have heretofore preyed upon the traveling men will be oblig- ed to cater to and respect them in fu- ture when the National Travelers’ Association becomes fully organized. A mass meeting was held yesterday afternoon in the Great Northern Ho- tel, when commercial travelers voiced their disapproval of the treatment ac- corded them by the majority of the hotels and railroad companies. The Association is the outgrowth of a feeling that salesmen should be or- TRADESMAN ganized as well as other workers. It is proposed to make its membership so strong in number as to command consideration and respect from those with whom the traveling men come in contact. Impositions against any member of the Association will be taken up im- mediately by a committee for that purpose. All claims against railroad companies, baggage and draymen for extortion will be taken up by the or- ganization. It is hoped that ultimately the As- sociation will be able to build a home for traveling men who are incapaci- tated. The funeral expenses of any member will be defrayed by the As- sOciation. John E. W. Wayman and Henry J. Toner addressed the assembly, tell- ing them of the benefits to be derived from organization. “Our country is the result of or- ganization,” said R. S. Martin, when called upon to speak. “If this is true of our country it surely must be good for the traveling man. Many of the capitalists of the country acquired their fortunes by realizing that or- ganization was necessary and then carrying out their convictions.” “It is time for the traveling men to get together,” said Lew Rothschild, President of the Association, “and de- mand good treatment from hotels and railroads that seem to think they have a right to charge the traveler what- ever they think they can get. By proper organization we can force them to maintain a single standard of pric- es. Our organization has grown to nearly a thousand members in a few months and more are being added daily. We shall soon be sufficiently strong to bring about a new era in the life of salesmen who affiliate them- selves with us.” __ ————_—__-o-2—2___ Resolutions by Traverse City Coun- cil, No. 361, U. C. T. With extreme regret it is our duty to chronicle the death of our worthy brother, Neil Livingstone. Cut down by the grim reaper, Death, at the prime of life, and in the midst of his usefulness, torn from the bosom of his family and loved ones, called by the Supreme Ruler of All to enter upon his duties as a mem- ber of the Eternal City Council. Brother Livingstone leaves a va- cancy in the ranks of our Council and in the hearts of its members never to be filled. He was a most valuable member, a regular attendant of the meetings of the Council and showed a deep inter- est in its workings and at all times had its welfare at heart. He was a man beloved by all and his life stood out before us as the em- bodiment of all that is noble. There- fore be it Resolved—That we, Traverse City Council, No. 361, U. C. T., wish for- ever recorded our deep bereavement of our beloved member, friend and fel- low traveler, even although we pos- sess the knowledge of his having ar- Tived at the goal towards which we are all striving to attain; that position only to be gained by a life of nobility February 21, 1912 and purity, of which our deceased brother was a worthy representative. Resolved—That it is the wish of this Council to extend to the imme- diate members of the bereaved family our sincere sympathy in their great loss, a loss no words can express, but is only known in the deeper recess- es of the heart and to remind them that each member of this order stands as a friend always ready to comfort, assist or advise them. Resolved—That a copy of these resolutions be enrolled in the min- utes, a copy sent to the immediate family and to the Michigan Trades- man. L. D. Miller, H. C. Hoffman, Jay Young. Desires To Make His Position Clear. Coldwater, Feb. 20—It is with pleasure that I have noticed the many pleasant things you have said concerning me through the columns of your journal with reference to my candidacy for the office of Grand Sentinel and, while I fully appreciate the purpose and intent, I feel that I am justified in asking for this oppor- tunity of making my position plain to the members of our Grand Jurisdic- tion. . While I expect to be a candidate for the office of Grand Sentinel, 1 have at no time approached any mem- ber and solicited support in any way, shape or manner, and the fact of your frequent mention and support of my candidacy might lead some members to misconstrue my intentions. I want ‘to make it plain to them that I had not up to this time and that I do not intend to exact a pledge from you as a member of the order or as editor of this journal. I am going into the field with the full knowledge that there is at least one other brother who has aspira- tions along the same line and, per- haps, others will develop between now and the date of the convention. But my campaign will be conducted along the lines of loyalty and fidelity with good will toward every man who aspires to the office of Grand Sentinel, and should I be the successful can- didate or the choice of the conven- tion, I will not take it for granted that it is an expression on the part of the convention of having chosen the best man for the position because I believe Brother Moutier to. be a thor- oughly competent man for the posi- tion and justly entitled to be a candi- date for this honor. It will simply be a question of personal preference on the part of the individual dele- gates. John A. Hach, Jr. Bespeaks Consideration For Suc- * cessor. Bay City, Feb. 20—I wish to take this opportunity to thank you for the kindness you have always shown me, and particularly during the time that I was President of the Michigan Re- tail Grocers’ and General Merchants’ Association. I will consider it a great favor if you extend the same courtesies to my successor, A. C. Neilson, as I be- lieve him worthy and well qualified to fill the office of President. M. L. DeBats. February 21, 1912 News and Gossip of the Traveling Boys. Grand Rapids, Feb. 20—U. C. T. assessment, No. 110, for $2 will be called March 14. Fred Gallinger has anticipated che spring season. He has had his old hat remodeled. Stuart Hayden (Richardson Silk Co.) is sure he comes from an hon- est family. last week he approached a friend and said: “The Hayden family are all honest, are they not?” and immediate- ly following up these remarks he grabbed Mr. Friend by the throat and said, “Don’t you say they aren’t or I'll choke the life out of you.” Nate Graham took a bad spill and sprained his thumb one day last week. When stopping at the hotels he is now obliged to call in the chamber- maid to button up his collar for him. It’s just our luck to get these splen- did ideas as we are about to quit the road, Lon Smith, who deferred killing his pet rooster for several weeks, has finally carried out his ariginal plan and—had roast rooster for Sunday dinner. David Schoonfield, who received a bad fall a short time ago, has fully recovered and has received his check promptly from the United Commer- cial Travelers in payment of his claims. Walter Ryder, who spent a day in Grand Rapids other than Saturday and Sunday last week, remarked to a friend that if we mentioned it in the Tradesman he would murder us. Weil, al of us great editors receive threats for our fearlessness. Chas. Daniels, Supreme Secretary U. C. T., has written our Secretary, Harry Hydorn, that he will attend the annual banquet on March 2. Well, fellows, he’ll know he’s been some place. The Eligible Bachelors’ list has started something all right. Al! the girls at the Western Hotel, Big Rap- ids, anxiously scan the list as fast as it is published. Some of the “eligible” bachelors that the girls expect to see in the list are married. Hence the omission of their names. U. C. T, attention! The annual election of officers will be held at the hall Saturday, March 2. The meeting will be called at 12 o’clock, noon, ow- ing to the banquet being held in the evening. Congressman Carl Carey, of Ohio, in his biography says: “I do not be- lieve in modesty. Modesty never got any one anywhere.” The Pere Mar- quette comes durn near doing the same thing. Grandma wishes us to ask Scoops Dale when he intends putting in his ‘phone. A few additional eligible bachelors: Ed. Conroy, 19 years, Grand Rapids. D. Hayden Brown, 22 years, Eaton Rapids. Billy Rademacher, 1 8years, Manis- tee. Clyde Dale, 21 years, Grand Rapids. Stuart Hayden, 58 years, Grand Rapids. While attending a party . MICHIGAN Frank Heath pricked his finger with a pin last week and, after calling on several surgeons and physicians, was unable to find any one who cou'd conscientiosly advise an operation. In last week’s sketch of ourself the Tradesman stated that we had served Edson, Moore & Co. with entire satis- faction during our eight years’ stay with them. We told the editor that. Don’t forget to advise Cliff Her- rick, chairman of the Banquet Com- mittee, if you intend going to the ban- quet. His address is 83 Charles street. The boys will be pleased to hear that Dick Warner, Jr., who has been laid up at his home for the past few weeks, is again able to be around. And Dick, Sr., is as tough as ever. Several of the boys have requested us to call attention to the excellent service and all around good fellowship extended to the traveling men by Ar- thur Rogers, manager of the Grand Ledge Hotel. Rogers is an old mem- ber of the Grand Rapids Council, No. 131, U. C. T. We wish to congratu- late him on the manner in which he is conducting his hotel. Anyone who has absolutely sworn off can send their surplus stock to our address. Possibly the P. M. agent at Spar- ta isn’t aware of the rules regarding the marking up of trains on the bulle- tin board. Trains that are from ten minutes to four hours late are all marked, “On time.” Chris. Ema is another traveling man to renounce the road and settle down to the three meals a day stunt at home. Chris, has opened a tailor- ing shop on Lake avenue, opposite the car barns and he extends an invi- tation to all the traveling men to call on him. Awfully hard to please some peo- ple! Some time ago Malcolm Winnie said if we would publish a certain ar- ticle in our column, he would send over a box of his famous choco- lates. We are still waiting for the package. Now he says he will give us a package of Rex wafers if we leave his name out. We'll try him both ways to see if he will come across. The U. C. T. Dance Committee an- nounce a dance will be given at the hall in the Herald building Saturday night, Feb. 24. Come and help make the evening a huge success. One of the greatest blessings Teddy Roosevelt can bestow on Northern Michigan will be to defeat Taft for renomination. Then the Northerners won't have to listen to Freddy Rich- ter sing his famous ditties, “Smartie’ and “School Days.” We must give the aftermath of our last week’s story about popular Geo. Sanford, of Bellaire, and his crippled duck. A few days later the express man left a package neatly done up and all charges paid. Geo., who had been kidded unmercifully about the ducks, thought the package had some connection with the duck joke and refused to accept it. Later he received a card from a friend in Indiana say- ing he had sent him a fine quart bot- tle of booze. Which probably bears out our original prediction that he TRADESMAN would never take another when he couldn’t get it. D. Hayden Brown, of Eaton Rap- ids, attended the Grand Rapids auto show last week and purchased a beau- tiful—but then Hayden would be the first name mentioned in the twenty gteatest members of the Ananias Club. The Michigan Central makes fairly good time—when going down grade. Ira F. Gordon, member of U. C. T. Council, 131, is ill at his home at 25 Woodlawn avenue. As we only know about 2,000 trav- eling men we hope when we get in business they will all call on us, so we can give ’em all an order. I. F. Hopkins, of Muskegon, Past Senior Counselor of Muskegon Coun- cil, 404, was in Grand Rapids on Saturday. Mr. Hopkins reports that his wife, who has been ill for some time, is now convalescing. Mr. Hop- kins represents the Hazeltine & Per- kins Drug Co., of this city, and is probably one of the best known trav- eling men covering Western Michi- gan. Mrs. Ned Clark, whose husband represents the Casibianca Co., of this city, is seriously ill at the U. B. A. Hospital. Mr. and Mrs. Clark have the sympathy of the boys and the hopes for a speedy recovery. B. S. Canfield, of Kalamazoo, rep- resentative for Roy Baker, of Grand Rapids, spent Sunday here with his wife. drink— R. G. Zahnle, representative for the Diamond Crystal Salt Co., is another addition to our traveling men’s col- ony. Zahnle’s home is in Toledo, where he has been an active member of the U. C. T. It is his intention to transfer to 181. Herman Reinecke, representing Newcomb-Endicott & Co., of Detroit, spent a few days in Grand Rapids last week. Herman was formerly with Edson, Moore & Co., of Detroit. He is an active member of the Shrine and will attend the large doings in Grand Rapids this week. Glen Pope went East two weeks ago with $100 of the Herpolsheimer Co.’s money and $20 of his own. He returned Sunday with 5 cents of Her- polsheimer’s money and $28 of his Own. ‘Owing to the popularity of the leap year party given some time ago by the U. C. T. they will give a sim- ilar party after the annual banquet, March 2. Ten Nights in a Bar Room was the title of a play that was. given in Grand Rapids last week. While we have not seen Ten Nights in a Bar Room, we have often sen ten bar rooms in a night. Al. Windt, who recently returned from the St. Louis sanitarium, has again returned to the sanitarium to take further treatments. Al. has been laid up many months with a severe attack of inflammatory rheumatism and he has the sympathy of the en- tire traveling fraternity. Lester Ivory, of Lakeview, will first have to get a reputation before he can expect any special mention in the Tradesman. The mere fact that he 41 matried our sister isn’t reputation enough. More work for the linotype man. Below we give a list of the twenty greatest Rummies. A Rummie is one who plays rum. These names are only those connected with the trav- eling profession. We mention this as there are two laymen who might be eligible to the “greatest” list: Bob Robbins. G. Newkirk? R. G. Zahnle. Ed. Conroy. EL. ©. Harper. Walter Lawton. Ed. Kraai. Elmer Blickley. Ed. Schopps. Glen Pope. Ingersoll. E. C. Elston. Ernie Bealow. George Schaff. R. BD. Hal Frank Bents. J. R. Seawald. Jim Hendricks. John Christenson? Ralph Lichtenauer? Speaking of Joe Kain’s age, as giv- en in the eligible bachelors’ list, we received a card of thanks from his unmarried sisters, as the age we gave Joe helped them out considerably. Well, one thing in their favor, Joe is by far the oldest of the children, and he’s only a kid yet. Although all the newspapers in Grand Rapids were in favor of the new charter, it was defeated by a handsome majority. If the néwspa- pers of our city really and honestly wish to be of service to the citizens, as they claimed they were for the past few weeks, why don’t they de- mand that our street car company give better service, that they be com- pelled to carry a folding go-cart on their cars, that they carry passengers to Comstock Park for 5 cents and why don’t they demand of our Associa- tion of Commerce that they get some new manufacturing institutions for Grand Rapids? These will come in handier than a dozen new charters. When they do these things, then per- haps our citizens will have some con- fidence in them. J. M. Goldstein. a Notes From Auto City Council. Lansing, Feb. 20—Brother John Himilberger reports business good in his new line. Brother Clyde Keppel says that ac- cording to present indications, his business this year will be double that of 1911. Brother A. O, Bosworth states that he has already secured nearly one-half as much business as his company ex- pects from him for 1912, and he has only been on the job since January 1. R. K. Parkinson, of Denver, is vis- iting friends in this vicinity. Mr. Parkinson formerly traveled in Mich- igan and was well known in the im- plement trade, Brothers J. A. Raymond, M. E. Sherwood, Stewart Harrison and J. W. Bancroft are among the traveling men of Lansing, who are attending the hardware dealers convention and ex- hibit their respective lines at Grand Rapids this week. H. D. Bullen. —_>-.—___ A man acquired the reputation of being brave, and became reckless; he acquired the reputation of being reck- less, and became a coward. ———- If you must fight, do it cleanly: never indulge in a fracas. MICHIGAN TRADESMAN February 21, 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 Drugglsts’ 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: C. A. Bugbee, Traverse City. Next Meeting—Muskegon. Michigan State Pharmaceutical Assocla- t on, 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. Secretary—M. H. Goodale, Battle Creek. Treasurer—J. J, Wells, Athens. Executive Committee—E. J. Rodgers, Port Huron; L, A. Seltzer, Detroit: S. C. Bull. Hillsdale and H. G. Spring, Uniton- ville. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—O. A. Fanckboner, Secretary and Treasurer—Wm. i. Tibbs. : Executive Committee—Wm. Quigley. Chairman: Henry Riechel, Theron Forbes. The Spurned Druggist. South Trimble, clerk of the House of Representatives, was talking to a Washington correspondent about di- plomacy. “In a public post,” he said, “great diplomacy is needed. The man in a public post must be diplomatic all the time. Otherwise he will be treat- ed like the druggist. “A druggist, late one cold winter night, was awakened by the tinkle of his emergency bell. It was a boy. The druggist slipped on a dressing gown, went shivering downstairs and found the boy wanted 2 cents’ worth of chewing gum. “It’s like your cheek,’ the druggist growled, ‘to wake me up at this time of night for a paltry 2 cents’ worth.’ “At this the boy scowled, threw down the gum and pocketed the 2 cents again. ““Like me cheek, is it?’ he. said. ‘Then I’ll take my custom somewhere else. You can keep your chewing gum. I won’t have it now, after your sauce.’ “And he stalked out wrathfully, and the poor druggist went shivering back to bed.” —__2-.___ Wasteful Methods of Merchandising. A large druggist in Chicago said recently that the public would be more honestly and more efficiently and more economically served if there were only 300 drug stores in- stead of more than 1,200 as there are. He pointed out these hundreds of ex- tra stores are obliged to substitute cheaper articles than those cdlled for either over the counter or in the doc- tor’s prescriptions, because even with large percentages of profit, overhead charges can not be met. And what is true of the drug trade in Chicago is true everywhere—and it is also true of every other line of retail merchan- dizing. Anybody can see at a glance that if any store hired four clerks to do the work of one, that store would not make money except through ex- tortion and dishonesty; but what ev- erybody fails to see is that four small stores where one could handle all the trade is no more extravagant and wasteful than four clerks where one will: do. How many hundred million dollars a year do you suppose the nation wastes in supporting small storekeepers? Ao Expedition Across Greenland. The Swiss Society of Naturalists is raising funds to enable Dr. A. de Quervain to undertake a journey across the inland ice of Greenland, from Disco Bay, on the west coast, to Angmagsalik, the only inhabited place on the east coast. The expedi- tion expects to leave Europe on the steamer Hans Egede April 1, 1912, and to start eastward from Disco Bay the middle of June. It is expect- ed that four weeks will be required for the journey, but provisions for twice that time will be carried. Two members of the expedition are to re- main on the west coast of Greenland until the spring of 1913 to catry on glaciological and aerological studies— the latter in connection with simi- lar observations that are to be made at the same time on the east coast of Greenland, in Iceland, and in Spitzbergen. The Drug Market. Quicksilver—Is higher. Balsam Peru—Has advanced. ° Oil Bergamot—Is_higher. Oil of Lemon and Orange—Have both advanced. Oregon Balsam—Is lower. Short Buchu Leaves—Have vanced. Long Buchu Leaves—Are higher. Wahoo Bark of Root—Has de- clined. Ipecac Root—Is lower. ad- Man’s Sphere. “Where,” asked the female suffrage orator, “would man be to-day were it not for a woman?” She paused a mament and looked round the hall. “T repeat,” she said, “where would man be to-day if not for woman?” “He’d be in the Garden of Eden eating strawberries,” answered a voice from the gallery. NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Feb. 19—Spot coffee is steady and there is some urgency for immediate shipment with orders sent in. This may indicate that stocks in some sections are running light. Desirable quality of coffee is not in overabundant supply and quotations are well sustained. In store and afloat there are 2,503,611 bags, against 2,515,- 775 bags at the same time last year. At the close Rio No. 7, in an invoice way, is quoted at 14%4c. Mild grades are rather quiet, as buyers seem dis- inclined to pay prevailing quotations. A drop in granulated sugar to 5.70c, less 2 per cent., gave a little shock to the trade last week and it is thought by more than one that the drop will be “boosted” before long to the recent price of 5.80. Refiners are said to be sold for weeks ahead and all hands seem to be optomistic as to the future of the market. Teas are quiet and practically un- changed. A large quantity of For- mosas, it is said, have been refused entry. Possibly a million pounds may be shut out, and such trifles as this are bound to have an effect. Buyers are going somewhat slow, although package teas are moving apparently in a satisfactory manner. Rice, as compared with a few weeks ago, is moving freely and the out- look certainly seems to favor the seller. Prime to choice domestic, 5y4%@534e. Among the stapes in spices, ginger and pepper have been most active, although the whole line is in pretty good shape. Singapore black pepper, 114%2c; white, 1614@16%4c; Zanzibar cloves, 1014@1034c. Molasses. is quiet, with orders coming for only supplies large enough to keep assortments unbroken. Canned tomatoes are well held. The demand is fairly active and the question is where to find the stock to meet the orders. Desirable 3s futures are quoted at 87!4c and pack- ers will listen to no lower rate. Spots, $1.30. Other goods are meeting with about the usual enquiry, although the whole market is well sustained. Butter took another big tumble and creamery specials are quoted at 29c; extras, 28@28)4c; held goods, 264@ 27c; factory, 24@25c; imitation cream- ery, 26. Cheese is steady, with whole milk quoted at 17%. Western fresh gathered eggs, 37@ 38c. The market generally is firm and pretty well cleaned up. The. weather is growing warmer and more liberal supplies will soon exert an influence. Signed Pay Checks for a Billion Dol- lars, For forty years one man on the Atchison, Topeka and Santa Fe Rail- way has been able to make out his own pay check, sign it himself and then cash it. American railroading has furnished many remarkable records for brilliant, faithful or long continued service, but few have surpassed that of James Moore. He not only has been pay- master of the Santa Fe for two score years, but is the only paymaster the road ever had. Presumably there has been a corre- sponding progress during the forty years in the amount of the check which “Jim” Moore has been able to make out for himself. When the job was created it took him but one and a half days to pay off all along the line, about $150,000 a month. Now twenty employes in his charge require seven days in which to list and write the checks for the pay roll. His name is signed each month to 36,000 pay checks and is authority for the pay- ment of $2,000,000 monthly in wages. During the time Mr. Moore has been Paymaster his name has appeared at the bottom of millions upon millions of pay checks, calling for nearly a bil- lion dollars in all. One of the best possible indexes of the changes that have taken place in railroad practice is the history of the pay roll. Born in County Antrim, Ireland, 63 years ago, “Jim” Moore was brought to this country at the age of 2 months by his parents and spent some twenty years in the East before making that first connection with the Santa Fe treasury which has been one of the chief points of con- . tact since for thousands of others on July 13, 1871. At first he was a clerk in the treasury repartment, but in a few months he went out on the road when it became necessary to pay off and was the first man to receive the title of paymaster. Before that time the employes were paid their money over a board placed across the inside of a regular passen- ger car, but Mr. Moore was given the first regular pay car especially fit- ted up for the purpose and. with sleeping quarters for the paymaster and his assistants. It also served at other times as a private car for the directors or special parties and was given the pick of the engines and ~rews while in service. Twenty-four hours a day on the job, with but little rest between stations, was required for the prompt disburse- ment of the monthly wages. Both Paymaster and his engineer and in later years the conductor went well armed and the presence of constant danger required unceasing vigilance as an alternative of serious trouble at times. On Jan. 1, 1873, the practice of pay- ing in currency was displaced by the check system and in 1886 the roads had been extended so that another car, in charge of W. C. F. Reichenbagh, now assistant paymaster, was put into service. In 1889 the pay car was prac- tically abandoned on the main line, The checks were sent out in regular Passenger trains and the paymaster began devoting his time to the office administration of the work. It is not necessary for Santa Fe em- ployes to have their pay checks cash- ed in saloons, as is often contended by way of criticism of the. pay check sys- tem. As on many other roads, money is provided each station agent along the line sufficient to cash all pay checks each month. This proved a great convenience. Harold F. Lane. February 21, 1912 WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ...... 6@ Benzoicum, Ger. 70@ Boracie’ ........5 @ Carbolicum ..... 25 iricum « ....... 45 Hydrochlor ..... 3@ Nitrocum ....... 8@ Oxalicum ....... 4@ 1 Phosphorium, dil. @ Salicylicum ..... 40@ Sulphuricum .... 14%@ Tannicum ..... 1 00@1 Tartaricum ..... 8@ Ammonia Aqua, 18 deg. .. 4@ Aqua, 20 deg. .. 6@ Carbonas ....... 13@ Chioridum ...... 12@ * Aniline EMBO | oko @2 Brown ‘ : 80@1 ROG ce cece. 45@ Yellow 2:20.22. 2 50@3 ccae Cubebae ........ @ Junipers ........ * 6@ Xanthoxylum .. 1 25@1 Balsamum Copaiba .....:.: 70@ Per ese. 20@2 Terabin, Canad. 70@ Tolutan 3o06..<.. 60@ Cortex Abies, Canadian Cassing ....0.... Cinchona Flava Buonymus atro... Myrica Cerifera.. Prunus Virgini .. Quillaia, gr’d. ... Sassafras, po 3 Ulmug ooo os. Extractum Glycyrrhiza, Gla. 24@ Glycyrrhiza, po. 28@ Haematox ...... 11@ Haematox, Is ... 13@ Haematox, %s .. 14@ Haematox, 4s .. 16@ Ferru Carbonate Precip. Citrate and Quina 2 Citrate Soluble .. Ferrocyanidum §$ Solut. Chloride .. Sulphate, com’l .. Sulphate, com’l, by bbl., per ewt. Sulphate, pure .. Flora Arnica Anthemis Matricaria se eeee Barosma Cassia Acutifol, Tinnevelly .. Cassia Acutifol Salvia officinalis, %s and is . Uva ursi ee ee ene 15@ 25@ 18@ 8@ Acacia, Acacia, Acacia, Acacia, sifted sts. Acacia, po, Aloe, Aloe, Socotri .... Ammonia Asafoetida Benzoinum Catechu, 1s Catechu, ¥%s .... @ Catechu, \s @ Camphorae @ Euphorbium ..... @ Galbanum ....... @ Gamborge .. po. 1 25@ Gauciacum po 35 @ @ @ @ @ @ @ @ weeee ete ee ee Kine | =... po 45c Mastic oe ae Shellac, bleached 60 Tragacanth 90 Herba Absinthium . 4 Eupatorium oz pk Lobelia ... oz pk Majorium ..oz pk Mentra Pip. oz pk Mentra Ver oz pk Rue... oz pk Tenacetum ..V.. Thymus V oz pk Magnesia Calcined, Pat. .. Carbonate, Pat. Carbonate, K-M, Carbonate 1 50@T Oleum Absinthium .... 65 Amygdalae Dulce. Amygdalae Ama 8 00@8 Anish ore eo 15@2 Auranti Cortex 3 15@3 Bergamil ....... 8 00@8 Cajiputi .......: 85@ Caryophilli ..... 1 25@1 Comar oo. 20 eS . 85@ Chenopadii ..... 6 00@6 Cinnamoni ..... 50@1 Conium Mde .. Citronelia ...... 60@ 25 oRencle oor: Conaiha 2.7.50... 1 75@1 Cubebae ........ 4 00@4 Mrigeron . 2. : 2... 2 35@2 Evechthitos ..... 1 00@1 Gaultheria ...... 4 80@5 Geranium .... oz Gossippil Sem gal 10@ Hedeoma ...... 2 50@2 wunipera 62)... 40@1 Lavendula ...... 90@4 Limons 2.0... .:: 80@1 Mentha Piper ...2 75@3 Mentha Verid ...5 00@5 Morrhuae, gal. ..1 50@1 Miyricia: 9.205003), 3 60@4 OUNVE Gs oe 1 00@3 Picis Liquida ... 10@ Picis Liquida gal. @ icing 202.005 )2. 94@ Rosae oz, ..... 11 50@12 Rosmarini ...... @ Sabina: 3.05.0... 90@1 Nantal 208 @4 Sassafras ....... 90@1 Sinapis, ess. oz... @ SUCGM 5.200550: 40@ ‘DEVO oe: 40@ Thyme, opt. ...-.., @1 Theobromas ..... 15@ PIR ces. 1 60@1 Potassium Bl-Carh.: 3.0.5.0. 15@ Bichromate ..... 13@ Bromide Carb cen ee Chlorate Cyanide @ fodide ...... 1... 2 25@2 Potassa, Bitart pr 30@ Potass Nitras opt 7@ Potass Nitras ... 6@ Prussiate ......, 23@ Sulphate po ..... 15@ : Radix Aconitum ....... 20@ ATURBG oe cc et 40@ Anchusa ......., 10@ Arum po ........ @ Calamus ........ 20@ Gentiana po 15.. 12@ Glychrrhiza pv 15 16@ Hellebore, Alba . 12@ Hydrastis, Canada @6 Hydrastis, Can, po @6 Tnula,. po ........ 20@ Ipecac, po ...... 2 00@2 Iris plox ......:.. 35@ Talapa, pr. ...... 70@ Maranta, %s .... @ Podophyllum po * RCE ee ee Rhek cut ......- 1 00@1 Rhet pv -....).. 75@1 Sanguinari, po 18 @ Scillae, po 45 ... 20@ Seneea .5 0.052. 85@ Serpentaria ..... 50@ Smilax, M. ...... @ Smilax, offi’s H.. @ Suirela. 262.65... 45@1 Symplocarpus @ Valeriana Eng. .. @ Valeriana, Ger... 15@ Zingiber a ....... 12@ Aineiper fF 2.6... 25@ Semen Anisum po 22 .. @ Apium (gravel’s) a Bird, te 3. c. 4@ Cannabis Sativa 7 Cardamon ....... 70 Carui po 15 ..... 12 Chenonpodium .. 40 Coriandrum ..... 12 Cydonium ....... 75@1 Dipterix Odorate 4 25@4 Foeniculum ..... Foenugreek, po... 7 Li 6¢ UE ecw ea ce Lini, grd. bbl. 5% 6 Lobelia ..... ieee eo Pharlaris Cana’n 9 Rapa 5¢ Sinapis Alba ..... 8¢ Sinapis Nigra ... 9¢ Spiritu Frumenti W. D. 2 00@2 Frumenti Junipers Co. ....1 Junipers Co O T 1 65@2 Saccharum N E 1 Spt. Vini Galli ‘a Vini Alba.<......: 25@2 Vini Oporto ..... 1 25@2 Sponge Extra yellow sheeps’ wool carriage .. @1 Florida sheeps’ wool carriage ....... 3 00@3 Grass sheeps’ wool earriage (20.50. : @1 Hard, slate use .. @1 Nassau sheeps’ wool earringze . 2.2.6. 3 50@3 Velvet extra sheeps’ wool carriage .. Yellow Reef, for slate use ...... @1 Syrups Auranti Cortex .. Ferri lod Ipecac 2... os... Rhei Arom Smilax Offi’s .... 50 Senega Q99O998 eeree eceee 85 10 50 10 00 75 75 75 Scilae 2006525... Scillae Co. Tolutan Prunus virg. Aingiber ....:. aie QYHOHOO Tinctures Aloes Aloes & Myrrh.. Anconitum Nap’sF Anconitum Nap’sR Arnica Asafoetida Atrope Belladonna Auranti Cortex .. Barosma Benzoin ......... Benzoin Co. .... Cantharides ..... Capsicum Cardamon ......, Cardamon Co. .. Cassia Acutifol .. Cassia Acutifol Co Castors. 2.6.5.2... 1 MICHIGAN TRADESMAN 43 Lupulin as egie alae @175 Saccharum La’s 40@ 50 Oils Lycopodium ... G0@ (0 Salachn ...... 3°. 50@4 75 bbl. gal. Macig. ... 3... 65@ 70 Sanguis Drac’s .. 40@ 60 Lard, extra ..... 90@1 00 Magnesia, Sulph. 3@ 5 Sapo. G .......5. @ 15. Hard No. 1 ..... 85@ 90 Magnesia, Sulph. bbl @ % Sapo M ........ 10@ 12 Linseed pure raw Mannia S&. F. ...... 75@, 85 Sapa We .... 3. 15@ 18 Ge eeu 1 09@1 15 Menthol ........ 7 75@8 00 Seidlitz Mixture 27@ 30 Linseed, boiled 93 1 10@1 16 Morphia, SP&W Sivapis <2. 0... @ 18 Neat’s-foot, w str 65@ 70 Morphia, SNYQ Singpis, opt. .... @ 30 Turpentine, bbl. .. @79% Morphia, Mal.. Snuff, Maccaboy, Turpentine, less .. @ 8 Moschus Canton.. @ 40 De Voee ....... @ 54 Whale, winter .... 70@ 176 Myristica, No. 1 25@ 40 Snuff, S’h DeVo’s @ 54 Paints Nux Vomiva po15 @ 10 Soda, Boras ..... 54%@ 10 nm. L.. Os Sepia ..... male 30 Soda, Boras, po ..5%@ 10 Green, Paris ...... 1@ 26 Pepsin Saac, Soda et Pot’s Tart 27@ 30 Green, Peninsular 13@ 16 iP eD Ce. ooo @1 00 Soda, Carb ....... 1%@ bead, red... .. 2. @ 8 Picis Liq NN % Soda, Bi-Carb .. 3@ 5 Lead, white ..... 7% 8 gal. doz. ......: @2 00 Soda, Ash ...... 3%@ 4 Ochfe, yel Ber 1% 2@ Picis Lig qts .... @1 00 Soda, Sulphas . @ 2 Ochre, yel Mars 1% 2@ 4 Picis Liq pints.. @ 60 Spts, Cologne ... @3 00 Putty, comm’l 2% 2%@ Pil Hydrarg po 80 @ Spts. Ether Co... 50@ 55 Putty, str’t pr 2% 2%@ 3 Piper Alba po 35 @ 30 Spts. Myrcia .... @2 50 Red Venetian 1% 2@ 3 Piper Nigra po 22 @ 13 Spts. Vini Rect bbl @ Shaker Prep’d ..1 25@1 35 Pix Burgum -- 10@ 12 Spts. Vi’i Rect %bbl @ Vermillion, Eng. 75@ 80 Plumbi Acet ..... 12@ 15 Spts, Vi'i R’t 10 gl @ Vermillion Prime Pulvis Ip’cut Opil 1 30@1 50 Spts, Vii Rect 5 gl @ American ..... 13@ 15 Pyrenthrum, bxs, Strychnia Crys’l 1 10@1 30 Whitng Gilders’ @ 95 & P. D. Co. doz. @ 7% Sulphur, Roll ....2%@ 5 Whit’g Paris Am’r @1 25 Pyrenthrum, pv 20@ 25 Sulphur, Subl. .. 2%@ 6 Whit’g Paris Eng. Quassiae Sees S@ 10 Tamarinds ...... 8@ 10 Cie 30 @1 40 Quima, N. ¥. ...: 17@ 27 Terebenth Venice 40@ 50 Whiting, white S’n @ Quina, S. Ger. .. 17@ 27 Thebrromiae ..... 45@ 50 Varnishes Quina, SP & W 17@ 27 Vanilla ......... 9 00@10 00 Extra Turp ..... 1 60@1 70 Rubia Tinctorum 12@ 14 Zinci Sulph .....; 7 10 No.1 Turp Coach 1 10@1 20 Catechu 22.0.5 .. Cinchona Co. ea Columbia .... Cubebae ... ae Digitalis .....0... TEOe 2 cei: Ferri Chloridum Gentian Guiaca ammon Hyoscyamus Iodine stn eeees eee rceseee MAE eee h ee cee cess 1 Opil, camphorated : Opil, deodorized Quassia emer ee ese ces Sanguinaria ..... Serpentaria Stromonium Tolutan Valerian Veratrum Veride Zingiber’...../... Miscellaneous Aether, Spts Nit 3f 30@ Aether, Spts Nit 4f 34@ Alumen, grd po7 38@ Annatto 40 Antimoni, po .... Antimoni et po T Antifebrin Antipyrin Argenti’ Nitras oz Arsenicum ...... Balm Gilead buds 60 Bismuth SN... Calcium Chlor, 1s Calcium Chlor, %s Calcium Chlor, 4s Cantharides, Rus. Capsici Fruc’s af Capsici Fruc’s po Cap’i Fruc’s B po Carmine, No. 40 Carphyllus Cassia Fructus .. Cataceum™ Centraria Cera Alba Cera Flava .. Crocus Chloroform Chloral Hyd Crss 1 2 Chloro’m Squibbs Chondrus 0 Cinchonid’e Germ 388 CincHonidine P-W 38 Coeaine =... 6.22. 3 05 Corks list, less 70% Creosotum Creta .... Creta, prep. Creta, precip. .... 9 Creta, Rubra .... Cudbear Cupri Sulph. Dextrine Emery, all Nos, Emery, po, Ergota, po 180 1 40@1 See a a8 66 4@ 40@ bo bn S bo _ 9999995900 99999999999 oo IQ QDOHQDOHHOHOH99 Qe — V's “10 DOOQSOE 2) Ether Sulph. .... 35¢ Flake White .... 12 Gala ne. Gambler ......... 3( Gelatin, Cooper @ Gelatin, French 35@ Glassware, fit boo 75% Less than box 70% Glue, brown ..... TE Glue, white ..... 15¢@ Glyeerina) 50... 23 Grana Paradisi .. « TAMMIE ooo cS. 35@ Hydrarg Ammo’! @1 Hydrarg Ch..Mt @1 Hydrarg Ch Cor @1 Hydrarg Ox Ru’m @1 Hydrarg Ungue’m 45@ Hydrargyrum ... @ Ichthyobolla, Am. 90@1 Indigo: <<. 32s 75@1 Iodine, Resubi ...3 00@3 lodoform ........ 3 90@4 Liquor Arsen et Hydrarg Iod. .. 20 50 25 00 @ 25 Liq. Potass Arsinit 10@ 13 Hammocks and Grand Rapids, Our New Home Our salesmen with samples of Druggist Sundries, Stationery, Books, your orders for them. The line is more complete than heretofore, Corner Oakes and Commerce Only 300 feet from Union Depot Sporting Goods will call upon you soon. Please reserve Respectfully. HAZELTINE & PERKINS DRUG CO. and Premium Chocolate for baking and cooking are the kind that tbe public believes in. The Lowney name has been favorably known for twenty-five years. We are constantly telling them that we make superfine goods and they have had the best reasons to be- | lieve it. The grocer gives his customer satisfac- W tion and makes a fair profit too in LOWNEY'’S. More and More the Demand is growing for reliable goods, for widely ad- vertised goods which must be good or they could not be advertised year after year. “You can't fool the people all the time.” JOWNEY'S COCOA MICHIGAN TRADESMAN February 21, 1912 GROCERY PRICE CURRENT These quotations are carefully corrected weekly, within six hours of mailing, and are intended to be correct at time of going to press. Prices, however, are liable to change at any time, and country merchants will have their orders filled at market prices at date of purchase. ADVANCED Provisions Wheat Canned Salmon Oats DECLINED California Prunes Flour Twine Index to Markets By Columns Col A Ammonia .......:...... 1 Axle Grease ........... 2 B Baked Beans .......... a Math Bek ............ 1 Bue 2.2.8. oe 1 Broome 2... oe... 1 Brushes ...... 1 Butter Color 1 c Mandles .. oo... 33... 1 Canned Goods ........ 1-2 Carbon Olls ........... 2 Calsup ..2....35.5--... 2 OOPPANB 8. 2 Reese oo 4 Chewing Gum ......... 3 ulcory. .....-.. 6.6: . 3 Chocolate .............. S Cider, Sweet 3 Clothes Lines . 3 Cocoanut 3 OMmee 5... 6... e Confections ............ 4 Crackers ©... 25... 4 Cream Tartar ......... 6 D Dried Fruits ....:...... 6 F Farinaceous Goods 6 Fishing Tackle ........ 6 Flavoring Extracts .... 6 Wlowe 22... ....0.3..-... 7 Fresh Fish ............ a Pemt Jars ............: a G Gelatine (00 23. 7 Grain Baes ............ 7 ene, 7 H Bers 8 Hides and Pelts ....... 8 Horse Radish .......... 8 J Sey 22.005 8 Jelly Glasses .......... 8 M Manleine ............._. 8 Mince Meats .......... 8 MOIQERPS (. : 8 Mustard ............... 8 N Nite... 4 °o RHWeS 8. 8 P Epes «5. 8 Petes oe 8 Playing Cards ......... 8 Pree 8 Provisions ............; 8 R Rite 2 9 s Salad Dressing ......., 9 pplommeus (2 6; 9 Bel soda | 9 Bae 9 Salt Wich... 9 Seeds 9 Shoe Blacking ......... 10 Sut 10 Vv Wineear 0 a2 Ww MU RCHINE oe , 11 Woodenware ........... 11 Wrapping Paper ....... 12 Y @akt (eke .....,...... 12 1 ARCTIC AMMONIA Doz. 12 oz. ovals 2 doz. box 75 AXLE GREASE Frazer’s 1Ib. wood boxes, 4 doz. 1b, tin boxes, 3 doz. 344th. tin boxes, 2 doz. 10%. pails, per doz...6 00 15Ib. pails, per doz, ..7 20 251b. pails, per doz, ..12 00 BAKED BEANS Beutel’s Michigan Brand Baked Pork and Beans No. 1, cans, per doz. .. 45 No, 2, cans, per doz. 75 No. 8 cans, per doz. 85 BATH BRICK Pn@iish 95 BROOMS Parlor: 2.3. 3 00 SEWER oe 3 70 Winner 2.55. .5. 5.3.3 s 25 Whittier Special 4 55 Parlor Gem ......:.. 75 Common Whisk ...... 110 Fancy Whisk ........ 1 50 Warehouse .......... 4 50 BRUSHES Scrub Solid Back, 8 in. ...... 75 Solid Back, 11 in. .... 95 Pointed Ends ......... 85 Stove No: 3 ..... ss. 90 NO. 2 2 1 25 No Ace 1 75 Shoe No: 8 3.20. 1 00 No 7) 22.0: 1 30 No 4 2. se 1 70 NO. 2 oo 1 90 BUTTER COLOR Dandelion, 25¢ size ...2 00 CANDLES Paraffine, 6s Paraffine, 42s .. 250 Wicking CANNED GOODS Apple 3Ib. Standards .. g 95 mlion ......: --. 2 T6h@3 00 Blackberries 2 ees 1 50@1 90 Standards gallons @5 00 ea Bakes - 5.3... 85@1 30 Red Kidney ...... 85.@95 String ..25..5.:. 0@1 15 Wax 225. le... 75@1 25 Blueberries standard ........... 36 Gallen. 2.2 ase 7 00 Clams ° Little Neck, 1b. @1 00 Little Neck, 2tb. @1 5@ Clam_ Bouillon Burnham’s % pt. ....2 25 Burnham's pts. .:....- 3 75 Burnham’s qts. ...... 7 56 Corn Pale ee 75@ 90 SOON 6c eee 1 00@1 16 Maney... 0.5.6.5... @1 30 French Peas Monbadon (Natural) f per aez. 25565005 3 45 Gooseberries No, 2, Male 23k. 50 No. 2, Fancy ....... . 2 35 Hominy Standard ~........3.:. 85 Lobster SOND) ce ees oe Pee ee S|) AM ee ce 4 25 Pienie Tals ...2.5-.5, 2 75 Mackerei Mustard, 1tb. ........ 80 Mustard, 21). .... 2.2.5. 2 80 Soused, 114Ib. .......... 1 60 Soused, 2Ib. .......... 2 75 Tomato, 1th, ......... 1 50 Tomato, 2b. ........5. 2 80 Mushrooms Hotels ....... A @ 16 Buttons, %s 16 es @ Buttons, 1s ..... @ 30 2 ee Oysters Cove, lib . saeco s 85@ Cove, 20). 2.02. 1 50@ Plums 90@1 35 Pears in Syrup No. 3 cans, per doz, ..1 40 - : Peas arrowfat ...... @1 25 “arly June ..... 1 25 Early June sifted 1 45@i 55 s Peacnes Pie Sosa ys 90@1 25 No. 10 size can pie @3 25 : Pineapple Grated =. 75@2 10 SHCEG 5. 90@2 60 Pumpkin Waar ee 80 G00 26s 90 PANCY sss 2 1 00 Galton. 203553. 215 Raspberries Standard ....... oe S. Warrens, 1 lb. Tall ....2 30 Warrens, 1 Ib, Flat ..2 40 Red Alaska ..... 1 85@1 95 Pink Alaska ....1 40@1 50 Sardines Domestic, %s ........ 3 00 Domestic, 4% Mus -.d 00 Domestic, % Mus. @i7 French, %s |... 00: 7@14 Prench,. 4480 222.052 ° 18@23 Shrimps Dunbar, ist, doz. ..... 1 20 Dunbar, 1%s, doz. ....2 25 Succotash Baie oe oe: 90 0G 5555.05.23... 1 20 Haney 20 1 25@1 40 Strawberries Standard ......... 95 Mancy 155,....2... 2 25 Tomatoes GO08 oo. 66. 1 35 PAnCy os 1 50 No, 410) 62... 4 00 CARBON OILS Barrels Perfection ...... @10 D. S, Gasoline . @14 Gas Machine .... @23 Deodor’d Nap’a .. @12% Cytinger ...-... 29 @344. Engine ........ @22 Black, winter 8%@10 CATSUP Snider’s pints ........ 2 35 Sinder’s 4% pints ..... 1 35 CEREALS Breakfast Foods Bear Food Pettijohns 1 95 Cream of Wheat 36 2tb 4 50 Egg-O-See, 36 pkgs. 2 85 Post Toasties T No. 2 WA UPS. ee 80 Post Toasties T No. 3 Sb DROS, oo 2 80 Apetizo Biscuit, 24 pk 3 00 18 pkes. 2... se 1 95 Grape Nuts, 2 doz. ..2 70 Malta Vita, 36 1M. ...2 85 Mapl-Flake, 24 1th. ..2 70 Pillsbury’s Best, 3 dz. 4 25 Ralston Health Food BG. PAD foc 4 50 Saxon Wheat Food, 24 URS 3 00 Shred Wheat Biscuit, S60 PRES. 662... 3 60 Vigor, 36 pkgs, 2 Voigt Corn Flakes ....2 80 Washington Crisps 36 pkgs. Rolled Oats Rolled Avena, bbis. ..6 00 Steel Cut, 100 Ib. sks. 3 00 Monarch, bbls. Monarch, 90 tb. sacks 2 Quaker, 18 Regular ..1 45 Quaker, 20 Family ....4 Cracked Wheat k KS es 8% 24 2D. DEES. se. sees 2 40 CHEESE Armee 3 iss aes @18% Bloomingdale @18% Carson City @18% Hopkins ........ @18 Riverside ....... @18% Warner @18% Brick @20 Leiden @15 Limburger ...... @18 Pineapple ....... 40 @60 Sap Sago ....... @22 Swiss, domestic -@13 3 4 5 CHEWING GUM Adams Pepsin ........ 5 oO American Flag Spruce 55 Beaman’s Pepsin ..... 55 Best Pepsin .....2):. 55 Black Jack) 6008). 55 Largest Gum (white) 55 / Pepsin 66565 65 Red Robin 6.2.1... ... 55 Sen Sen 5 peers esa, 5 Sen Sen Breath Perf, 1-00 Spearmint — Spearmint, jars 5 bxs 2 75 AUeCaten oe 55 CRO reece eae 55 CHICORY Bu se 5 BOO 7 Hagie oo 5 Franck’s ...., 7 Schener’s .... 6 Red Standards ........ 1 60 White. je 1 60 CHOCOLATE Walter Baker & Co. German’s Sweet ...... 22 Premium 6.252.050. 30 Waraeas oo. 28 Walter M. Lowney Co, Premium, Ws 22032... 29 Premium, % 29 See pa yee CIDER, SWEET “Morgan’s”’ Regular barrel 50 gal 10 00 Trade barrel, 28 gals 5 50 % Trade barrel, 14 gal 3 50 Boiled, per gal. 60 Hard, per gal. ........ 25 CLOTHES LINE per doz. No. 40 Twisted Cotton 95 No, 50 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 60 No. 80 Twisted Cotton 2 00 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No, 80 Braided Cotton 2 25 No. 50 Sash Cord ..1 60 No, 60 Sash Cord -.1 90 No: 60 dute 0. 80 No: 72 jute 2. 1 00 Wo. 60 :Sisal 85 Galvanized Wire No. 20, each 100ft. long 1 90 No, 19, each 100ft. long 2 10 COCOA Bakers. 60 36 Cleveland ........... . 41 Colonial, \%s 35 Colonial, %s 33 COT as Se ee 42 HAgIACr 36 Lowney, \%s 32 Lowney, \%s 32 Lowney, %s 30 Lowney, 5 tb. cans 30 Van Houten, %s ...... Lz Van Houten, 4s ...... 20 Van Houten, %s ...... 40 Van Houten, ls ....... 72 COD 33 Wiiber, S68 20, 33 Wilber, 448 55... 32 COCOANUT Dunham’s per Ib. 468, 51D. case ........ 30 48, 51D. Case 3...) ,; 29 448, 251) case |... . 29 268, 151b. Case ...... 28 dS SbID: Cane 32062 2. 27 %s & Ys, 15tb. case 28 Scalloped Gems ..... 10 i 21 PANCY 22.50 23 PeaAperry co ee. 23 Maracaibo Bair os. 24 Cupioe foo! 25 Mexican holes. oo 53. eo. 25 RCV 2s ei ie 26 Guatemala Hair 2 es 25 WAneCy 2 ee fe. 28 Java Private Growth ..26@30 Mandling ..... o-+- -31@35 AUKOI soon esc cc 80@32 Mocha Short Bean ...... -25@27 Long Bean ....... -24@25 H. L. O. G. ......26@28 Bogota SOOT cee ee, 24 BAnCy . sos ee, 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle: (2.506565: 00 TAO oe ee es 2 50 2 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to oF. McLaughlin & Co., Chica- Zo. Extract Holland, % gro boxes 95 Felix, % gross ....... 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. -1 43 CONFECTIONS Stick Canady Pails Standard 220... 5. . 0. 816 Standard H H ....... 844 Standard Twist ....._ 9 Cases Jumbo, 32 ek 9 Petra HOR 11 Boston Cream ...,... 14 Big stick, 30 Ib. case 9 Mixed Canady Grocers (.(0.0 1. 7 ao T% Special ......... 10 Conserve ..... - 8% Royal ....... a4 Bibbon 5 14 VOR se 85% Cut oat 3. 9% Teader 8% Kindergarten ........) 12 trench’ Cream ||... ¢ 10 Hand Made Cream .. 17 Premio Cream mixed 14 Paris Cream Bon Bons 11 Fancy—in Pails Gypsy Hearts ......... 15 Coco Bon Bons 2) 14 Pudge Squares ... 2.) | 14 Peanut Squares ...___! 17 Sugared Peanuts ...__! 13 Salted Peanuts ...._._" 12 Starlight Kisses ...___! 13 Lozenges, plain .....__ 11 Champion Chocolate ..13 Eclipse Chocolates .._ .15 Eureka Chocolates __. -16 Quintette Chocolates ..15 Champion Gum Drops 10 Moss Drops ........... ni Lemon Sours ..... 1... 11 Waperials 9. 12 Ital, Cream Bon Bons 13 Golden Waffles 14 Red Rose Gum Drops 10 Auto Kisses 14 Coty (Lofty 2.02) sods Molasses Mint Kisses 12 Fancy—In 5th. Boxes Old Fashioned Molas- ses Kisses 10tb. bx. 1 30 Orange Jellies ...... 60 Lemon Sours ....... 55 Old Fashioned Hore- hound drops ....... 65 Peppermint Drops .. 7% Champion Choe Drops 70 H. M. Choc. Drops ..1 10 H. M. Choc, Lt. and Dark, No. 42 .. 3.) A 10 Bitter Sweets, as’td 1 25 Brilliant Gums, Crys. 60 A. A, Licorice Drops 1 00 Lozenges, printed ... 65 Lozenges, plain .... 60 dmperiais: 20.05.5025. 65 MotrOes 22665 65 Cream Bar -..:.0.... 60 G, M. Peanut Bar .. 60 Hand Made Crms 80@90 Cream Wafers ...... 19 String: Rock 2. 2; 70 Wintergreen Berries 60 Pop Corn Cracker Jack ..2.... 3 25 Giggles, 5c pkg. es. 3 50 Fan Corn, 50's :..:. ; 1 65 Avulikdt A908 ...2.2 5. 3 25 On My 100s ........: 3-50 Cough Drops Putnam Menthal ....1 00 Smith Bros: ........: 1 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake . Almonds, California SOtt shell. 22.20 3: TVA So foe @18 WUberts 3 12@13 Cal Ned oe Walnuts, sft shell @17 Walnuts, Marbot ... 17 Table nuts, fancy @13 Pecans, medium .... 13 Pecans, ex. large ... 14 Pecans, jumbos .... 16 Hickory Nuts, per bu, Ohio, new .......5; 20 Cocoanuts: 2.20... Chestnuts, New York SLate, Der bu 45... Shelled Spanish Peanuts 6%@ 7 Pecan Halves ,... @62 Walnut Halves @35 Filbert Meats ..... @30 Alicante Almonds @40 Jordan Almonds @47 Peanuts Fancy H P Suns 6@ 6% Roasted =... 2... 7@ 7% Choice, raw, H. P. Jum- DO. Se @ 7 CRACKERS National Biscuit Company Brand Butter WN. B. C. Sa. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% oda WBC. bexes 3.000: 6% ETeOOMUM. | 5.566 ee 7% ROIOCE 8% Saratoga Flakes ...... 13 Gevhyrette ...:.2.....; 13 Oyster WN. BR. CoRd. boxes ... 6% sem, DOXES 2.52 6.52 61% She oe 8 Sweet Goods Amamals 26: 10 ASIGOTICR oe 12 Atlantic, Assorted .... 12 Avena Fruit Cakes ...12 Bonnie Doon Cookies 10 Bonnie Lassies 10 Butue 2200 11 Brittle Fingers ........ 10 Bumble Bee .......2. 3 10 Cartwheels Assorted .. 8 ‘Chocolate Drops ....... 17 Chocolate Drp Centers 16 Choc. Honey Fingers 16 Circle Honey Cookies 12 Cracknels 3.. 02). 16 Cocoanut Taffy Bar ..12 Cocoanut Drops Cocoanut Macaroons ..18 Cocoanut Hon. Fingers 12 Cocoanut Hon, Jumb’s 12 Coffee Cakes .......... 11 Coffee Cakes, Iced ....12 Orumipets 3. ie 10 Diana Marshmallow CANES Ges i ee 16 Dinner Biscuit 26.06.) 25 Dixie Sugar Cookies .. 9 Domestic Cakes ....... 8% Family Cookies ....... 8% Fig Cake Assorted ....12 Fig Newtons ...505..3. 12 Florabel Cakes ........ 12% Fluted Cocoanut Bar ..10 Frosted Creams ....... 8% Frosted Ginger Cookie 8% Fruit Lunch, Iced ..... 10 Gala Sugar Cakes ..... 8% Ginger Gems 305) 03.5 84% Ginger Gems, Iced Graham Crackers § Ginger Snaps Family .. Ginger Snaps N, B. Cc. ROUNG: | ie Fs: 8 Ginger Snaps N. B. GC. Sauare 2225.55.00 2. 86 Hippodrome Bar ...... 10 Honey Cake, N. B. C. 12 Honey Fingers As. Ice 12 Honey Jumbles, Iced ..12 Honey Jumbles, Plain.. 12 Honey Mlake <.-. 3 12% Household Cookies .... 8 Household Cookies, Iced 9 Iced Happy Family... 12 AIM eVIAT ee ae 8 SORMION Ce sk 8% Jubilee Mixed ........ 10 Kream Klips ....... Demon Gems |. 0%... Lemon Biscuit Square 8% Lemon Water 22.0.0): 16 POMONA 2 oe 8% Mary Ann 2). 4 8 Marshmallow Coffee Cake Marshmallow Walnuts 16% Medley Pretzels ....... 10 Molasses Cakes ....... 8% Molasses Cakes, Iced .. 9% Molasses Fruit Cookies 000 11 Molasses Sandwich ....12 Mottled Square ....... 10 Oatmeal Crackers ..... 8 Orange Gems ......... 8% Penny Assorted ....... 8% Peanut Gems 250003. 5. 3 Pretzels, Hand Made .. 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin ‘Cookies .....:.: 10 Raisin, Gems 7.2... 11 Revere, Assorted ...... 14 Rittenhouse Fruit BISCHIC:. | oove f 12 Rosy Dawn Mixed ..... 10 Royal Lunes .3 2.0.2. . 8 Oval “Toast eo 8 UDO ee es ee ee 8% Scalloped Gems ....... 10 Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd 10 Sugar Wingers _....:... 12 Sugar Cakes | .....35 8% Sugar Crimp 6.3... 5 0: 8% Sugar Squares, large or small Sultana Fruit Biscuit 16 Sunnyside Jumbles ....10 Superba oe. e ee 8% Sponge Lady Fingers 25 Trigivynh: Cakes (02.5: . 16 Vanilla Wafers .......16 Wafer Jumbles cans ..13 Waverly In-er Seal Goods per . Albert Biscuit ....:...: 1 00 Animals Arrowroot. Biscuit .... Barnum’s Animals .... 50 Baronet Biscuit Bremmer’s Butter Waters). oo 1 00 Cameo Biscuit ........ 1 50 Cheese Sandwich ..... 1 00 Chocolate Wafers ..... 1 00 Cocoanut Dainties ....1 00 Dinner Biscuits ....... 1 50 Wie Newton. ....... 6.5, 1 00 Five O’clock Tea ..... 1 00 Wrotana 60. be sidan 1 00 Fruit Cake 3 Ginger Snaps, N. B. C. 1 00 Graham Crackers, Red doabel joc. ae. 1 00 Lemon Snes ...-....:-. 50 Oatmeal Crackers ..... 1 00 Old Time Sugar Cook. 1 0 Oval Salt Biscuit ...... 1 00 Oysterettes' os eas 50 Pretzelettes, Hd. Md. 1 00 Royal Toast = .24.0. 3: 1 00 Saltine Biscuit ........ 1 00 Saratoga Flakes ....... 1 50 Faust Oyster .......... 1 00 Social Tea Biscuit ..... 1 00 . » ey ef + Bis a ? . we Sy Sve — iw * iw february 21, 1912 6 Soda Crackers N. B. C. 1 00 Crackers Select 1 00 S. S. Butter Crackers 1 50 Uneeda Biscuit ....... 50 Uneeda Jinjer Wayfer 1 00 Uneeda Lunch Biscuit 50 Vanilla Wafers ....... 1 00 Water Thin Biscuit ..1 00 Zu Zu Ginger Snaps .. 50 Zwieback 00 in Special Tin Packages. Per doz. Westine 22020005200. 2 50 Minaret Wafers ..... -1 00 Nabisco, 25c .......... 50 Nabisco, 10c .......... 1 00 pagne Wafer ...2 50 Nebdisco FONMRING 8 os eo oct : ol Bent’s Water Crackers 1 40 CREAM TARTAR Barrels or drums .... 33 BOZO6 .0.5%5..5....55., 34 Square cans .......... 36 Fancy caddies ........ 41 DRIED FRUITS Apples Evapor’ed, Choice, bulk 10 Evaporated, Fancy, pkg 11 Apricets California ........ . 16@18 tron Corsican. 6002 ooo. i8 Currants imp'’d 1 ib. pke. ..... 10 Imported bulk ...... 9% Peaches Muirs—Choice, 25 tb. b 12144 Muirs—Fancy, 25 Ib. b 13% Fancy, Peeled, 25 tb. 18 Peel Lemon, American .. 14 Orange, American ....14 Raisins Connosiar Cluster 1 tb. 17 Dessert Cluster, 1 Ib. 21 Loose Muscatels 3 Cr 7% Loose Muscatels 4 Cr 8 L, M. Seeded 1 Ib. 8%@ 9% California Prunes L. M, Seeded 1 Ih. 9@ 9% Sultanas Bleached dd 100-125 25Ib. boxes..@ f boxes. . boxes..@ boxes..@ 8% boxes..@ boxes..@10 boxes..@11 boxes. .@12 FARINACEOUS GOODS Beans Dried Tima es oo 8 Med. Hand Picked ....2 75 Brown Holland ...... 25 25 1 Ib, packages ....1 50 Bulk, per 100 lbs, ....4 00 Original Holland Rusk Packed 12 rolls to container 8 containers io. rolis 2 85 5 containers (60 rolls) 4 75 Hominy Pearl, 100 tbh. sack ....2 00 Maccaron! and Vermicelli Domestic, 10 Ib. box.. 60 Imported, 25 Ib. box ..2 50 Pear! Barley Chester 0.00.05... oe 4 95 Empire .............. 5 00 Peas Green, Wisconsin, bu. Green, Scotch, bu. ....3 90 SDHC) Te ooo Sage mast Anglia. occ... ...3.: € sa ee ce sae German, broken pkg. .. apioca Flake, 100 Ib. sacks .. 6 = Say Tb. sacks on Minute, a a acccecd 1b FISHING TACKLE & to 1 in. & es eee Sead Seccceaess walt ee cess ceae ceo 20 Cotton Lines No. 2, 10 fest ........... No. 2, 15 feet ....... Soest No. 8, 16 feet .......... oe No, 4, 15 feet ..... Seeceele No. 6, 15 feet .........5: 11 No. 6, 15 feet ..........12 No. 7, 16 feet ...:. Tubs 20-in. Standard, No. 1 18-in. Standard, No. 2 16-in, Standard, No. 3 20-in. Cable, No. 1 . 18-in, Cable, No. 2 ... eee GQ -1 OM | @® +1 Oo o° 16-in. Cable, No. 3 ....6 00 No. 1 Fibre ......---- 10 26 No, 2 Fibre .......---- 26 Ne. 3, Fibre ....-.-.--- 25 Washboards Bronze Globe .........2 60 Dewey .......- ceewees 400 Double Acme .......-- 3 76 Single Acme ........-- 3 15 Double Peerless ....... 3 te Single Peerless .......8 25 Northern Queen ...... 3 25 Double Duplex ........ 3 00 Good Luck ..........-- 3 76 Universal ...... bees 3 00 Window Cleaners IS im 53. ee oe eee 1 65 ein... ..-....--- see 1 85 io. 6 4c ee peectees 2 30 Weod Bowls 13 in. Mutter .......... 1 60 a6 in. Butter .....-.... 32 25 7 im. Butter’ .........- 415 19 in, Butter ....... -».6 10 Assorted, 13-15-17 ....3 06 Assorted, 15-17-19 ....4 25 WRAPPING PAPER common Straw ...... 2 Fibre Manila. white .. 3 Fibre, Manila, colored 4 No. 1 Manila .......... 4 Cream Manila ......... 3 Butchers’ Manila ......2% Wax Butter, short e’nt 13 Wax Butter, full count 20 Wax Butter, rolls ....19 YEAST CAKE Magic, 3 doz. .........1 15 Sunlight, 3 doz. .......1 0 Sunlight, 1% dez, .... 650 Yeast Foam, 8 doz, ...1 15 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. .. 58 AXLE GREASE 1 Tb. boxes, per gross 9 00 8 Tb. boxes, per gross 24 00 BAKING POWDER Royal 10c size 90 Ib. cans 1 35 60z. cans 1 90 %Ib. cans 3 50 %Ib. cans 8 75 ilb. cans 4 80 3Ib. cans 13 00 5Ib. cans 21 50 CIGARS Johnson Cigar Co.’s Brand 8S. C. W., 1,000 lots ....31 EA Portana ...... 2. 33 Evening Press ........ oobe ixemplar 00... 32 Worden Grocer Co. Brand Ben Hur Perfection ..... 35 Perfection Extras ......35 Londres ge 85 Londres Grand ......... 35 standard .......-......° 35 Purttanos ...........5.2) 35 Panatellas, Finas ....... 35 Panatellas, Bock ........ 35 Jockey Club ............ 35 COCOANUT Baker's Brazil Shredded 10 5c pkgs., per case 2 60 86 10c pkge., per case 2 60 16 10c and 38 6c pkgs., per case 2 60 2eerseces COFFEE Roasted Dwinell-Wright Co’s B’ds COFFEE aie White House, lth. ........ White House, 2%. ........ Excelsior, Blend, 1m. ..... Excelsior, Blend, 2tb. ..... Tip . Blend, 1tb. Bes Royal Blend ....... Royal High Grade Superior lend ... Soe Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co., Toledo. Small size, doz. ..... 40 Large size, doz. ......75 Full line of fire and bur- glar proof safes kept in stock by the Tradesman Company. Thirty-five sizes and styles on hand at all times—twice as many safes as are carried by any other house in the State. If you are unable to visit Grand Rapids and inspect the line personally, write for quotations. SOAP Gowans & Sons Brand. Single boxes .......... 3 00 Five box lots ........2 95 Ten box lots ..........3 90 Twenty-five box lots ..2 85 Lautz Bros. & Co. Acme, 30 bars, 75 tbs. 4 00 Acme, 25 bars, 75 Ibs. 4 00 Acme, 25 bars, 70 tbs. 3 80 Acme, 100 cakes ...... 3 25 Big Master, 100 blocks 4 00 German Mottled ...... 3 50 German Mottled, 5 bxs 3 50 German Mottled, 10 bx 3 45 German Mottled, 28 bx 3 40 Marseilles, 100 cakes ..6 00 Marseilles, 100 cks 5c 4 00 Marseilles, 100 ck toil 4 00 Marseilles, bx toilet 2 10 Proctor & Gamble Co, TONOR . 2 ccs ccacncs, 2 OD ivory, 8 Oe... es. -.4 00 Ivory, 10 oz. ..........6 75 Bier ioe. 2 oS. occes8 85 Tradesman Co.’s Brand Black Hawk, one box 2 50 Black Hawk, five bxs 2 40 Black Hawk, ten bxs 2 25 A. B. Wrisley Good Cheer ...... -.-.4 00 Old Country .......... 3 40 Soap Powders Snow Boy, 24s family mize. 5.1... - 8 7 Snow Boy, 60 Sc ......2 40 Snow Boy, 30 10e ....2 40 Gold Dust, 24 large ..4 50 Gold Dust, 100-5c .....4 00 Kirkoline, 24 4tb, .....3 80 Pearline .......2:. 2.8 75 DIn®: ..3..-...-5 2335. 4 10 Babbitt’s 1776 ........ 3 75 Roweime ..... 5.255... 3 50 Armour’s ...... eorcee eB 710 Wisdom ...............8 80 Seap Compounds Johnson's Fine ........5 10 Johnson’s XXX ......4 28 Nine O'clock ..........3 30 Rub-No-More ......... 3 86 Scouring Enoch Morgan’s Sons Sapolio, lotsa ....9 50 Sapolio, half gro. lots 4 8 Sapolio, single boxes 3 40 Every Size and Style Prices ranging from .02,1, to .05 per book Send us your sample and get our priced on your book CONNARD-HOCKING CoO. 136 West Lake St. Lowest Our catalogue is ‘‘the Carbon Coated Sales Books Chicago, II. world’s lowest market” because we are the S.C. W. Evening Press El Portana largest buyers of general Exemplar merchandise in America. These Be Our Leaders G. J. Johnson Cigar Co. | And because our com- paratively inexpensive nit Maite! USE THE ONG DISTANCE SERVICE MICHIGAN STATE TELEPHONE CO. method of selling, through a catalogue, re- duces costs. We sell to merchants only. e Mica Axle Grease Reduces friction to a minimum. It saves wear and tear of wagon and harness. It saves horse en- ergy. It increases horse power. Put up in 1 and 3 Ib. tin boxes.. 10. 15 and 25 lb, buckets and kegs, half barrels and barrels, Hand Separator Oil If free from gum and is anti-rust Ask for current cata- logue. Butler Brothers New York Chicago : ° ° and anti-corrosive. Put up in St. Louis Minneapolis Ct Dallas a oe oo STANDARD OIL CO. Grand Rapids, Mich. How About Your PRINTING ==for 1912?—== 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 havethe 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 PAS Siti ak ad ae es a ae la es bod bet AS Ot Mebruary 21, 1912 MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT \ivertisements inserted under this head for two cents a word the first insertion subsequent continuous insertion. BUSINESS CHANCES. ‘Hotel for sale.- Only one here, 14 ooms. John Feehery, Campus, II. 980 For Sale—Tailoring business in a good live town, with a line of furnishing goods. Will sell separately and teach buyer to cut. Address J. H. Alger, ay Holly, Michigan. 989 For Sale—1,000 tbs. A No. 1 honey in the comb, 1 tb. sections. Address Fan- ning Bros., Boyne Falls, Michigan. 99 For Sale—General store, established 18 years. Invoice sale. Rent $30 per month, brick block, best location. Suburb. of Cleveland. Best reasons for selling. Box 20, Nottingham, Ohio. 991 Wanted—Bazaar or general stock in good location. Address 987, care Trades- man, 987 Wanted—Hardware or grocery in ex- change for farm. Traverse City Busi- ness Exchange, Traverse City, Michigan. 988 Mr. Merchant—If you want a good gen- eral merchandise business, investigate this. Town 2,000 population, six manu- facturing concerns employing over people, Best farming in Southern Michi- gan, two trunk line railroads. Stock $10,000, can be handled with $6,000. Best store in town, best trade. Owner must sell on account of being in the manufac- turing business. Brick store 40x90, rent $500. No trades. Address No. 986,: care Tradesman. 986 Learn Show Card Writing—New sys- 400, tem. Easy. $30 course for $5. For par- ticulars write R, Specialty Co., Selden, Kansas. 85 I have a canvass glove outfit, consist- ing of work table and rack, full set of dies, mallets, block, turner, etc. when new, $100. Will sell for $50 cash. I find myself unable to give it my at- tention on account of other business. R. L. Myers, Jr., Alanson, Mich. 984 Drug and grocery stock for sale; full prices; finest location. Very little cash required. Address Dr. Pierce, Beaverton, . Michigan, For Sale—Stock of hardware and im- plements, located in factory town of 1,500 inhabitants. Stock must be sold at once. Good reason for selling. Ad- dress No. 981, care Tradesman. 981 For Sale—Standard folding typewriter. Type bar, two color universal. Cost $50 November 20. Liberal discount. Weighs about five pounds. Howe, 1302 Hall St., Grand Rapids, Mich. 992 For Sale—One of the best paying drug stores in Michigan. Stock will inventory about $45,000. Good reasons for Selling. If.. Thomasma, 483-438 Houseman Bldg., Grand Rapids, Mich. 993 I have several buyers for a first-class mercantile business. Must be located in live towns and making money. Par- ties wishing to sell Kindly write me at once. I make absolutely no charge for listing your _ business. H. Thomasma 33-438 Houseman Bldg., Grand Rapids, Mich, 994 TIMBER LANDS. For Sale—On account of death of one of the owners, about 500,000 feet fine large timber, principally hard maple, rock and gray elm and basswood, to- gether with large amount of timber suit- able for blockwood, bolts and other by- products, all within one mile of railroad siding and near Grand Rapids. Unusual opportunity for parties desiring a prop- erty of this kind. Address Room 421, Murray Bldg. Citz. Phone 5861 or ag I have 800 acres of land on Kalamazoo River near New Richmond, about 500 acres are heavily timbered with soft maple, ash and elm, on river bottoms, balance is high and dry and right in the fruit belt. I will trade this for a stock of general merchandise located in a live town. Harry Thomasma, 433 Houseman Bldg., Grand Rapids. 973 Wishes To Retire—Owner of a general stock that will invoice about $30,000. wishes to retire on account of age and offers stock for sale. Located in Wis- consin’s best farming community in a live country town of about 1,000 inhabit- ants. Only those in position to handle a proposition of this kind need reply. Ad- dress The Janssen-Ruedebusch Co., Real Estate, Mayville, Wisconsin. 972 ‘Wanted—A place of not less than 600 population, in which to locate a weekly newspaper. Have a complete newspaper and job office outfit. Address S, care Michigan Tradesman, Grand Rapids, Mich. 968 Cost © No charge less than 25 cents. and one cent a word for each OFT MeL ianr (aay tor Tahar marae eres I teach penmanship by mail. sition-securing, salary-raising kind. Journal and pen free. Francis B. Court- ney, Box 2174, Cedar Rapids, Iowa. 978 For Sale—Stock farm implements, in- voicing about $4,000. First-class farming country. Only stock implements in town. Address 966, care Tradesman, 966 ee ed. 08 For Sale—One of the freshest stocks of groceries in Michigan and located in the best town in the State. For further particulars address Lock Box 2048, Nash- 97 The po- ville, Mich. lO For Sale—One of the best bakeries in Southern Michigan. Cheap if taken at once. Best of reason for Selling. Pop- ulation 2,500, two railroads, good schools and churches. Address Lock Box: 372, Hudson, Michigan, 977 GAS CONSUMERS, Save 50c to $5 on your gas bill every month with I E Our gas governor. Great invention. Write for free circular to- day. Specialty Supply Co., Dept. Gg. Kewanee, Il, 4 Free Tuition By Mail—Civie 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—Bvery 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 Cash for your business or real estate. I bring buyer and seller together. No matter where located if you want to buy, sell or exchange any kind of business or property anywhere at any price, address Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago, Hlinois. 984 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—First-class shoe stock in lively manufacturing town, population 10,000. Excellent location, rent reason- able, liberal discount. I wish to leave the state. Address No. 953, care Trades- man. 953 For Sale—Shoe, dry goods and notion stock in Saginaw, doing a business ot upwards from _ $6,000. Invoices about $2,500, stock all new. Corner store. Own- er leaving city is reason for Selling. Ad- dress Melze, Alderton Shoe Company, Saginaw, 952 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, Il. 950 Complete, only drug stock for sale in town of 1,100; best reasons. Chas. May- nard, Milan, Mich, 932 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 or Exchange—160 acres heavy virgin timber hear 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. 646 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 ee man, 21 I pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis, 92 Merchandise sale conductors. A, E. Greene Co., 414 Moffat Bldg., Detroit. Ad- vertising furnished free. Wtrie for date, terms, etc. 549 For Sale—$9,000 general merchandise. Great chance for right man. Big dis- count for cash. Address M. W., care Tradesman, 172. a 2,000 city in Michigan, to exchange for general care Michigan Tradesman. pert and locksmith. Grand Rapids, Mich. Safes Opened—W. L. Slocum, safe ex- Local Representative Wanted. Splen- 66 Ottawa street, 04 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. Ne soliciting or traveling. This is an ex Al farm of 110 acres, % mile to best store. Address Exchange 428, 774 tion on the market to-day for dry goods merchants, general store merchants and department stores—no other kind. clusive to one merchant in a town. Sat- isfaction Write for particulars. Bureau, 215 S. Market St., Chicago. peas eis ceptional opportunity for a man in you We have the best advertising proposi- an to pa into _ 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, BD, €. 883 Ex- guaranteed to each patron. Reporter aa ay 794 grocery stock and fixtures, corner loca- Wanted—Energetic salesman, calling on the department, variety, general, gro- cery stores, ete., to carry (as a sideline) For Sale—In Central Michigan, ‘clean Bon, town of 12000, A bergety if acld 2 ine of candice to be retailed from 10c at once. Health, cause of selling. Ad- 44 95¢ per Ib. Five per cent. commission. dress No. 882, care Tradesman. 882 State territory desired. Beinhauer Bros. ing, shoes or dry goods. Wanted—To buy, for cash, stock cloth- Candy Co., 617 West 47th Street, New Address R. W. York, 954 Johnson, Pana, Il. 854 - Wanted—Clerk for general store, Musi be sober and industrious and have some HELP WANTED. previous experience, References required Address Store. care Tradesman. 242 Carpenter wanted to locate here, Ad- dress John Feehery, Campus, Ill. td SITUATIONS WANTED. Sideline saelsmen wanted to handle the a Merrick Patented All-Steel horse shoe Wanted—By a man 33 years old, un- calk. Remains sharp until worn out;. married, a position as buyer of supplies outwears all others. Sells at sight. Send and fixtures and systematizer in a large for particulars of territory, references, aggressive department store, or as ah etc., to Merrick Calk Co., Box 1128, Hart- sistant superintendent, together wit ford, for fall delivery. above duties, in a smaller department store. Nine years’ alert experience. En- gaged with one of the most progressive Conn, Orders now being placed 982 dren’s and infants’ turn shoes and slip- pers on commission, through the follow- Salesman Wanted—To carry line chil- department stores in the country. De- sire a chance in order to enter a field of larger responsiblities, where superior in territory: Western and Northern executive ability is required. Highest sees, eas to Grand Rapids and credentials furnished. Address No. 964, Chicago. Send references with applica- care Tradesman. 964 tion. Address Box 181, oe Ee Want ada continued on next page. Are You In Earnest about wanting to lay your business propositions before the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- tunity. The Michigan Tradesman devotes all its time and efforts to cater- It doesn’t go everywhere, because there ing to the wants of that class. are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. It is a good advertising medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan SST ES IIT ETT TST LIT 48 MICHIGAN TRADESMAN February 21, i912 EIGHTEENTH CONVENTION. Of the Michigan Retail Hardware Association, The eighteenth annual convention of the Michigan Retail Hardware As. sociation commenced on Tuesday morning in the Furniture Exchange building in this city and retail dealers from all over the State, together with manufacturers and their agents from this and other states have been rally- ing, with their wives, in what is con- sidered the most enthusiastic gather- ing of the kind since the birth of the organization. The State Association has a membership of upwards of eight hundred and upwards of three hundred are present, besides many new members. On Tuesday morning the registra- tion, distribution of badges, admission and entertainment tickets, and the collection of dues, occupied the atten- tion of the Secretary and Treasurer, the Advisory Committee holding a session meanwhile in the parlor of the Morton House. By noon all pre- liminaries had been arranged and the active work of the convention com- menced with the afternoon session in convention hall. The meeting was called to order at 1:30 by President E. S. Roe, of Buchanan, and after the opening song, America, Mayor George E. Ellis welcomed the visitors to the city, encouraging them to co- operate with one another in studying business conditions, declaring this to be an age of “scientific management,” calling for the best effort of every person who wishes to be a factor in human progress. President Roe responded in a felici- tous vein and read his annual address, which will be published in full in next week’s issue of the Tradesman. President Roe then announced the following committees: Legislative—C, L. Glasgow, Nash- ville; P, E, Dunham, Lansing; B. F. Schumacher, Ann Arbor. Constitution and By-Laws—R. S. Spencer, Charlotte; Robert Bock, Bat- tle Creek; H. C. Weber, Detroit: Charles M. Montague, Niles. Auditing—C. E. Dickinson, St. Joseph; F, A. Recklin, Bay City; T. E. Bissell, Munising. - Reception—J. F, Goodyear, Hast- ings; S. D. Stevens, Grand Rapids; Jacob Stahl, Lansing; Gus Mills, Kal- amazoo. Question Box—c. A. Ireland, Ionia; H. C. Minnie, Eaton Rapids; M. L. Corey, Argus, Ind, Resolutions—O. H. Gale, Albion; O. J. Darling, William Moore, De- troit. Entertainment—Adrian De Windt, Otto G. Kutsche, J. J. Vander Meer, R, A. Stonehouse, B. H. Heth, Grand Rapids. Nominations—C. M. Alden, Grand Rapids; F. M. Brockett, Battle Creek; Alex. Lemke, Detroit; C. A. Treland, Ionia; Dennis Onin, Dowagiac; John Popp, Saginaw; Charles Sturmer, Port Huron. Sergeant-at-Arms—J. G. Patterson. Detroit. After the appointments had been made Sidney F. Stevens, of Grand Rapids and Edward C. Shinners, of cineca Detroit, were called upon by the President and spoke brief words of welcome, the latter extending fratern- al greetings from the National Hard- ware Association. The next address was given by A. T. Stebbins, of Rochester, Minnesota, which is pub- lished in full elsewhere in this week's Paper. State Insurance Commissioner, C. A, Palmer, of Lansing, gave an in- structive address, taking for his sub- ject Fire Prevention. He also. ex- plained the work of the insurance de- partment in requiring all companies transacting business in the State to first secure proper authority from the State and showed how irresponsible, wild-cat companies often fleeced their unwary victims. He recommended the establishment of a larger fund to be used by the State Fire Marshal in prosecuting violations of the insur- ance laws and cited several cases where the funds on hand were inade- quate for the purpose. It was ex- plained that Michigan provided $5,000 for this puropse, while adjoining states appropriated from $40,000 to $80,000 to take care of the situation. He stated his willingness to act as advisor in all cases where policy holders experienced trouble in secur- ing an equitable adjustment of their claims against insurance companies whose methods had proven question- able. Mr. Palmer was followed by Chas. Macklen of the Burroughs Adding Machine Co., who confined his re- marks to the subject of loose busi- ness methods, showing that many merchants did not understand the Proper way to figure profits. His ad- dress contained a vast amount of in- formation on how successful retail- ers make their business pay. The session closed at 4:30, after which a pleasant hour was passed viewing the exhibits on the second floor of the Furniture Exchange build- ing. There are upwards of one hun- dred booths and the representative manufacturers of the country are showing their best wares, comprising everything usually found in an up-to- date hardware stock and the dealer, whether in the market for a few miles of wire fencing or a vacuum cleaner— in short, anything in the hardware line—can readily place his order and have the advantage of having seen the goods. Wednesday’s Session. At the Wednesday morning ses- sion Secretary Scott read his annual report, which appears in full else- where in this week’s paper. Treasurer Moore then read his an- nual report, as follows: Gentlemen—I am pleased to be able to report that the year’s work just closed is another chapter add- ed to the history of the Michigan Re- tail Hardware Association in which much has been done to increase the growth and to stimulate interest in the organization. It might seem to you that the amount of expenditures was large, but it must be borne in mind that all bills contracted by our Exhibit Committee pass through the Treas- urer’s office and are paid on warrant issued by the Secretary, thus show- ing our expenditures to be much larg- er than when the Exhibit Committee paid all bills out of its receipts and turned the balance over to the Treas- urer. The Secretary, in his report, will give us, no doubt, something in detail of the work accomplished, which should be very gratifying and will be of interest to every member. But it remains for me to say that the treasury has withstood the de- mand made upon it to meet the ex- penses of the year’s work and con- tinues to show an added increase in the amount carried over from year to year. Your Treasurer had the honor of being appointed one of several dele- gates to the National convention held in Little Rock, Ark., and was pleased to note the esteem in which the Michigan Association is held by their action in not only accepting our invitation to hold the 1912 con- vention in Detroit, but to assure us still further of their generosity and good will, elected our esteemed Past President Charles A. Ireland to the office of Second Vice-President and we have confidence in the gentleman’s ability to believe that it will result in continual promotions. It has been a pleasure for the Treasurer to work with such men as have constituted the Executive Com- mittee, that when duty demanded they were found on the job. This is es- pecially true of our Secretary, who, to my personal knowledge, has made large sacrifices to attend to the As- sOciation’s business, which has been unusually large this year. ——— The New President. A, C. Neilson, the newly-elected President of the Retail Grocers and General Merchants Association. He is a grocer at West Branch. When you get into a tight place and everything goes against you, till it seems as though you could not hold on a minute longer, never give up then, for that is just the place and time that the tide will turn —Harriet Beecher Stowe. There are no privileges of the press that are not the privileges of the people; any citizen has a right to tell the truth, to speak it, or write it, for his own advantage and the gen- eral welfare—Murat Halstead. When You Are Looking For a Job. Wear your best clothes. This does not mean to dress as if you were go- ing to a matinee or evening party. But wear your best tailored suit and a becoming hat, and be sure your gloves and shoes are beyond criti- cism. Although he may be uncon- scious of it, a man is repelled or at- tracted by a woman’s personal ap- pearance. If you are down in your luck do not show it. Put on a brave front and smile as cheerfully as you can. Know definitely what you can do, and be able to tell it intelligently; al- so understand your limitations. Do not expect to get a job simply because you need it. The thing to do is to convince other people they need you. Do not take the attitude of a slave begging for bread or a queen out of a job. Do not feel called upon to tell the story of your life and how distin- guished your ancestors were. If you have good blood it will speak for it- self. If not the less said about it the better. Do not be ashamed of having to work. It is inconvenient to be com- pelled to earn one’s living, but it is not a crime. : Do not be discouraged if you fail to get the first position you apply for. If you are competent there is a place for you. Keep on until you find it. Helen Lee Brooks. See erence: Qualities Necessary To Success. Select a job and stick to it. Shift- ers are nearly always failures. Ambition and hard work pay divi- dends. Successful young men make suc- cessful old men, so be successful while you are young. The employe who takes a personal interest in his work is entitled to have his employer take a personal interest in him, Employers play an important part in determining the success or failure of the men who work for them. An occasional word of appreciation will Prevent many from becoming shift- ers, Making a constant Study of his work and trying to do things better every day, are two fundamental prin- ciples of the successful man. Good health js almost as impor- tant as courtesy and honesty. It is hard to be courteous if one is not in good physical condition. Success can not be attained by fol- lowing any one rule. My recipe, in a nutshell, calls for “the right sort of an employer.” Together they will make each other successful. E. J. Lehmann. PEMD R Ce aie, ee Do not trifle away your energy in being disgusted at a “crank;” employ him as an amusement. BUSINESS CHANCES. Unusual Offer—Good established mercantile business, town bout orn We are in the market for maple and beech lumber and small squares in large quantities. The Columbia Mfg. Co., New Philadelphia, Ohio. 997 __. IMPORTED FROM HOLLAND THE LATEST INDORSEMENT oc '_.. *. Massillon, Ohio, Jan: 9, 1912, . DROSTE & CO., Haarlem, Holland. ' — _ Gentlemen:—We have handled your Cocoa ania in a small way and are unable to locate your American Agency. . Please give us this infor- mation—we have some customers on your Co- coa which we cannot satisfy with any other brand. SONNHALTER & BRENNER. .. Massillon, Ohio. Jan. 30, 1912. _ H. HAMSTRA & CO.. Chicago, Til. Gentlemen;—Please send 1 case of lb. tius Droste’s Cocoa to us at once; also list of other articles, and oblige. SONNHALTER & BRENNER, H. HAMSTRA & Co., American Agents, Michigan Ave. and River St., ~ Chicago, Ill. i” OZerrom Sor" om-7ovs— OZ>rrom Sons vUrszove fae LTH AU i | : Tsai nn Gd nee ET IMPORTED FROM HOLLAND zoe | There is No Stronger Proof of & | Merit than Continued Popularity H 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 Go ae Holland, Mich. Avoid Imitations Look for the Windmill on the Package Putnam’s Menthol Cough Drops Packed 40 five cent packages in carton Price $1.00 Each carton contains a certificate, ten of which entitle the dealer to ONE FULL SIZE CARTON FREE when returned to us or your jobber properly endorsed PUTNAM FACTORY, National Candy Co. Makers GRAND RAPIDS, MICH. The Man Who Is Brief Has At ~ Least One Virtue “The Shorter the Act, the Longer the Encore’’—W. L. Brownell. We sell the best Safes made. We have only one price. Write us today. a ; If you haven't a Safe, you need one. If it is too small, you need a larger one. We can save you money on your purchase. But that price is low and right. We want to do business with you Simply say “Furnish me with Safe information and prices.”’ Grand Rapids, Mich. Tradesman Building sees Rapids Safe Co. 10. 11. ‘2. 13. Who I am I am born of Mother Earth—my heart is of steel— my eyes are of glass—my limbs are of iron—m fingers are of brass. I do brain work, but have no brain—I work fast, early and late and am too stupid to make a blunder. You find me in every country, my voice rings out around the world. I speak every language, tell the truth, and nothing but the truth. When I speak, millions listen: (1) The Caucasians, (2) the Mongolians, (3) the Ethiopians, (4) the Malayans, (5) the Indians. I need food, but live as long as metal endures. I handle all kinds of money, (1) Gold, (2) Silver, (3) Nickel, (4) Copper, (5) Paper in all currencies. I make unchangeable records of all I do. I remove temptation, shorten the hours of labor and keep people correct. 7 I protect the weak and strengthen the strong. I give hope to the weary and make the world better. I give (1) Publicity, (2) Protection, (3) Prosperity, (4) Profits, and (5) Peace of mind. I cost but little and do so much.—I am the cash register.