7 ee) exYrA5D WPA nC ke 4 Ge A (CE REE g ne? cg? PUBLISHED WEEKLY ¥ SAO KSI RAISON om SO, ASG) Win . ey ¢ a e ' a : SSPE j i LZ 1) SY (a AS pee Sa oY fs oa] Be sa CW QE ZN LIZ ae RO ADESMAN COMPANY. PUBLISHERS RS ma, yy Se = — = ss BS 3 DIR PEL AO RO ILLES Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY. FEBRUARY 28, 1912 Number 1484 t sits . : ee 1 H BUTLERBROTHERSBUTLERBROTHERS 4 POT L ER e EE RBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERAROTHERSBUTLERSKUThic SBUTLERBRG ikaw HERSBU TLERBROTHERSBUSLERBROTHERSBUTLECBROTRERSBUTL ERP ROSIE RE oor Cee eee ROT HERS BUTLERBROTHERS j UTLERBROTHERSBU’ RBROTH RBROTHERSBUTLERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSBU SLERSROTH ERSBUTLERBROTH Peceor toate ERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSBUTLERBROTH ERSBUTLERBROTHERS { ESUREAA SU VeReELSLEeuior reenaUrt Caney uceanOCLLESROV seat geet Gaseo”SecasU Cyc uct 4a" caRBo) vegas lager depend aeaoyianasdyiuennor i enakoTcersuariiancvttencorestiac rt fesuoriad SUTLERBROT ERSBUTLERBROT UTLERBROTHERSBUTLERBROTHERSBUTLERSROTH ERSBUTLERBROTH ERSBUTLERBROTH ERSSUTLEREROTHERSSUTLERBROT { LERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSBU TLERBROTHERSBUTLERBROTHERS BF geslPuevhnotaebov aes eee eey Sear gee Opes ae ory oes ne CesT ane ERE GAR ee UE Segre rere CRE Cee rs Ri eur 5 BUTLERER | -PRSKOTHERSBUTLERBROTHERSBUTLERGROTHERSBUTLERBROTHERSEUTLERBHOTHERSSUT EE ROROT Te oe oo eee ER BR OT HERSBUTLERBROTMERSBITLERBROTHERSR OTHERS BUTLERBROTH, OO BUTLERBR § HAS BUTLERBR BUTEERBR! bey ness paar BOT Hens JROTHERS: BUALERSE \ SUTLERER BUT. eee He LERAR( BUTLERRS 4 3UTLERBR( orate ; rogue shores 3ROTHERS! 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BROTHERS ‘ BROTHERS ecreases your s ipping-time; BUTLERBR BUTLERBR BUTLERBR A BROTHERS . BROTHERS Brora Cuts out the stickers; sree BROTHERS , BROTHERS v BROTHERS, : BROTHERS , BROTHER: BUTLERBRI a 7 BUTLERBR BROTHERS: Stops deterioration. ; bkorhiens Pe Tae BROTHERS BUTLERBR¢ BROTHERS! : BROTHERS ee +; hel ieee 3 Pratt Stop overbuying; stop nailing dollars to your shelves, orceeE BUTLERBR: BUTLERBR BROTHERS i a BUTLERBR BUTLERDR ; BROTHERS BUTLERBR t : lif bl BUTLERBR BROTHERS sutras Le uS SIMpliry your propiem. BROTHERS BROTHERS ae ives pote headquarters (see list below) and bei BUTLERBR Come to our nearest eadquarters (see lis €10 an BUTLERBE BROTHER: BROTHERS : : ill BROTHERS a & aurLenee learn the economy of many lines in one bill. aortenat ; 3 BUTLERBR BUTLERBR + 1 ae BROTHERS y i % BUTLERER BROTHERS 4 5 ar rieee BROTHERS 7: BUTLERER e BROTHERS BROTHERS BUTLERBR BUTLERBR BUTLERBR - Bi ERS BROTHERS BOtLeRas BUTLERBR BROTHERS BROTHERS ¥ BUTLERBR BUTLERBR BROTHERS BROTHERS BUTLERBR surteree { ry I E Ay I | E shorHens SUTLERBR BUTLERBR suseetes B R B R O R S ieee ‘ BROTHERS BROTHERS BUTLERBRI’ Since BROTHERS ROTHERS ‘ & BUTLERBE : . BROTHERS He ve W lers of General Merchand ue eesruee Exclusive Wholesalers of General Merchandise Beiter BROTHERS BUTLERBR < Buorhens ° : ¢ 1 s D ll BROTHERS Buscar New York Chicago St.Louis Minneapolis Dallas surrey BUTLERBR« . BRotneee \ BROTHERS! z aie a a “ Omah S F * S 1 vUTLERoe j BUTLERBR( Sample Houses: Baltimore, Cincinnati, Kansas City, Milwaukee, Omaha, San Francisco, Seattle SUTLERER ry UTLERBRC BROTHERS! BUTLERBR ’ 4 ¢ ' RBRGTHER ; , ‘SBI UTLERBRC = * TLERBROTHERSBUTLERBROTH See oe RSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROT ico Borer LeeRCGrSegenU TH aaaua™uEnegySoeeaUETI AUS CSPEREGCUgRSYUERSRES US EEET TERE SEED HAE IUOT CERESUT GaRUeZ SESE O00 UES AEEREGTUSEBUT Eno uemanurrmnorvenenon cette HERSRUTLERBROTH ERSBUTLERBROTHERSBUTLER BROTHERSBUTLERBROTHERS BUTLERBROTHERSBUT LER BROTHERSBUTLERBR: ae E HERSBUTLERBROTHERSBUTLERBROTH ERSBUTL, B: BROTH ERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHER SUTLERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSOUTLERBROTHERSBUTLERBROTHERSBUTLERRROTHERS BUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERS BUTLERBROTH ERSBUTLERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSBUTLERB 4 . For Mail Carriers, Policemen, Truckmen, Railroad Men Is a Great Rubber IS PURE GUM, GIVES DOUBLE WEAR Manufactured only by Goodyear Rubber Company W. W. WALLIS, Manager Milwaukee Foster, Stevens & Co. Wholesale Hardware ut 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 jou with your printing. Tradesman Company Grand Rapids’ Ta) OCOD 1 Boy Washing Powder | Sauls Brox VC. OTL EO ae ADESMAN Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, FEBRUARY 28, 1912 Number 1484 SPECIAL FEATURES. Page 2. Bankruptcy Matters. 4. News of the Business World. 5. Grocery and Produce Market. 6. Financial. 8. Editorial, 9. Is He Right? 10. Detroit Department. 11. Clothiers Make Merry. 12. Window Decorations. 14. Michigan Clothiers. 15. Parcels Post. 16. Know Your Cost. 18. Stoves and Hardware. 19. Catalogue Houses, 20. Butter, Eggs and Provisions. 22. Dry Goods. 24. Looking Backward. 26. Checking Freight Bills. 28. Woman’s World, 30. Hardware Men’s Banquet. 32. Shoes. 34. Behind the Counter. 36. Clothing. 38. Eighteenth Convention, 39. Simplicity and Directness. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44, Grocery Price Current, 46. Special Price Current. MODEL CONVENTION. The eighteenth annual convention of the Michigan Retail Hardware As- sociation, held in this city last week, It was a suc- attendance and in the the attendance. ‘fhe strong men of the trade were there and they counseled together as friends for their own good and the good of all connected with the hard- ware business, An exceptionally good program was arranged for the meet- ing and it was carried out with spirit and dash. The entertainment features were not lacking. The arrangements were as near ideal as they could have been. The convention was held on one side of the first floor of the Fur- niture Exchange. On the other side were the office of the Secretary, the check room and place for registration. The lobby entrance served as a gen- eral gathering place and up stairs, occupying the entire floor, were the exhibits. It was all under one roof, convenient and easily accessible from all the hotels. During convention week one of the wildest blizzards of the season prevailed, but such were the arrangements that the storm caus- ed not the slightest inconvenience. The closing feature of the convention, the banquet in the Evening Press hall, was a happy function, with a choice and well served menu and good speakers by the best of the local tal- ent, C. B. Hamilton, Lee M. Hutchins and Dean White, with remarks by Mr. Ireland, of Ionia. Frank Welton was toastmaster and to have him in the chair means that there was something doing. Karl S. Judson, Adrian De- Windt and others of the local trade gave practically the entire week to the convention, looking after the de- tails and seeing that the visitors were properly cared for. The addresses delivered at the con- vention were of a high ordr, but the strongest and best feature of the week and in which the greatest interest was a great success. cess alike in character of seemed to be manifested was the ques- tion box, The members of the Asso- ciation on the floor took an active part in the discussions and in giving their experiences instead of leaving it all to the leaders, and this seems an ex- cellent idea. Scarcely a member but has some ideas that would be valuable to others and it is a splendid plan to draw them out as much as possible. An important feature at all hard- ware conventions is the exhibit of hardware staples and specialties and the exhibit this year was exceptionally good and the arrangements for it were perect. Whe committee ar- ranged 104 booths and they were all taken. The exhibitors received a hap- py surprise in what was done for them. Their samples were delivered for them on the exhibition room floor ready to be set up, and after the show the samples were packed and taken to the freight stations or express of- fices for them, all without charge to them. In this connection it may be remarked that some of the stove ex- hibitors had mear attack of heart failure when they saw the way their samples were handled. The stoves, well crated and marked “handle with care,’ were trucked to the Exchange building and were then dropped through a hole in the sidewalk to the basement. The owners of the stoves at first glance were sure their samples would be smashed beyond repair. That hole in the sidewalk, however, is a polished chute and it landed the stoves, just as furniture is landed, in the basement without a jolt in fine position to be trucked to the elevator. This is a little trick of the furniture handlers and it works to perfection. After the show the samples were tak- en to the basement on the elevator to be crated and then were lifted to the level of the wagons by hydraulic ele- vator. TROUBLE AHEAD. The political game has opened early. This may not be especially pleasing to the business men of the country, nor to those who have their livings to earn, but it will afford a lot of entertainment for the politi- cians and it is possible that we will all get more or less fun out of it be- fore election day comes next Novem- ber. The interesting development of the past week has been the announce- ment by Col. Roosevelt of his can- didacy for the presidency. As an American citizen Col. Roosevelt is entirely within his rights in becoming a candidate for any office in the gift of the American people. Whether he is displaying good judgment or good taste need not be discussed at the present time. What gives the situa- tion special interest is that Col. Roosevelt knows a great deal about President Taft and his administration and President Taft knows a great deal about Col. Roosevelt and the Roosevelt administration. If these two statesmen and their respective followers and adherents, in the heat of the coming campaign, get to tell- ing what they know about each oth- er, life in America will be worth living during the next three or four months. In Michigan there have also been political developments in the sum- moning of the Legislature to a spe- cial session by Governor Osborn. The ostensible purpose of the extraordin- ary session is the enactment of a law whereby the people will have the op- portunity to express their presidential preference in a primary election. A bill was introduced during the regu- lar session covering this very point, but the need for its enactment did not then appear and it died in the pigeon hole. Governor Osborn was then a Taft man. Now he is a Roosevelt man. Whether the special session will be productive of much more than a political disturbance remains to be seen, but it is not likely to result in much good for the State. With the national pot boiling with politics and many complications and much division in Michigan, it is pret- ty certain that legitmate business will have its troubles this year. There is one consolation, however. The ing season will open in a couple of months. fish- THE NEWEST ASSOCIATION. One of the newest organizations in the State is the Michigan Retail Cloth- iers’ Association. The membership is increasing and the officers predict that it will trebled before another year rolls around. The clothiers have evidently awakened to a realization that organization affords the most natural and logical solution of the problems that are besetting them. The most casual observer cannot fail to notice the transition from the old to methods in the conduct of the business. This is true as well of every other line of endeavor and you will need to think of it but once to realize it. | whe dominant cry is, “Ring out You could interest a farmer ten seconds if you recommended the primitive meth- ods of agriculture. The wooden plow is no longer used because we have something better. The horse and buggy is being superseded by the au- tomobile. We are burying the past and building a new future. All this is significant of progress, evolution and the survival of the fittest. The modern business man realizes that have new the old, ring in the new.” not he may hope and pray for supremacy, but if he wins, it will not be the result of hopes or prayers, but because he worked and worked intelligently; be- cause he was not too proud to receive the suggestions of others and to admit that he could profit by the experience of other men. These various busi- ness organizations such as the cloth- iers, the hardware dealers, the grocers and others have formed because the benefits are mutual; because five hun- dred men influence legislation where one man could not; because the unanimous judgment of an army of men is better and safer than that of one individual; because when the or- ganization is strong enough, mutual insurance is possible; because disputes can be settled by arbitration that might otherwise expensive litigation. There are plenty of benefits It is can involve that accrue from organization. not a question, it is a fact and the Tradesman is glad to that the clothiers are determined to appropri- ate their own share of its benefits and to do what they can to accelerate the wheels of see progress. There is a great deal being said these days about optimists and pessi- mists. The twin words fall quite trip- pingly from the tongue. Following the utterances to their conclusions it gen- erally is found to work out that the optimist is a man to whom the world is kind, while a pessimist is one who To cling to our cheeriulness in stormy weather as in fair is to be strong of heart and of hand. He who has the stamina of is constantly up against it. mind, spirit and body to do so is in He But it is possible for us all to put up a good front, no matter how we feel, and that helps a lot. The chronic growler is his own worst enemy. The wise old kingly proverb writer said: “A light heart maketh a cheerful countenance.” He might have added: “A cheerful countenance maketh a light heart in the other fellow.” This would be true, al- influence each good condition and will win out. has the elements of a hero. so. so much do we ’ other. A new hotel in Paris is going to try the experiment of having all the service performed by electrical de- vices, which will almost replace the domestic servants. The dining room is fitted with the ingenious electric table to which everything is sent up from the dishes running around the table and stopping before each person, then disappearing again when no longer wanted. A periscope below, such as is used on a_ submarine makes the table visible from the kitchen underneath, and orders. are given by loud-speaking telephone without leaving the table. Both tele- phone and periscope are concealed in the chandelier. The new hotel is to contain many special devices of the kind. BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. Feb, 20—A voluntary petition for adjudication in bankruptcy was filed by Perry W. Nichols, general mer- chant of Cadillac, and the order was made by Judge Sessions and the mat- ter referred to Referee Wicks. Louis Bellaire, of Cadillac, ap- pointed custodian to take charge of the assets until the election of a trustee. An order has been made by the referee calling a first meeting of creditors to be held at his office in the city of Grand Rapids on March 12, for the purpose of electing a trus- tee, proving claims, examining the bankrupt, etc. The bankrupt’s sched- ules show the following liabilities: Putnam Candy Co., Grand has been Ranigs .....5..-0 0004. $ 11.91 Yuille-Carroll Co., Grd Rds 9.00 Puhl-Webb Company, Chicago 16.40 Judson Grocer Co., Grand mapigS «6. 47.00 C. W. Mills Paper Co., Grand BAQMGS 36550 oo 23.65 Renfro Bros. Co., Chicago .. 21.60 Geo, Zeigler Co., Milwaukee 17.62 Ithaca Roller Mills, Ithaca 21.60 Berdan Company, Toledo .... 40.70 Saginaw Beef Co., Saginaw... 14.77 Leonard & Sons, Grand Rpds_ 21.65 Nat'l Biscuit Co., Grand Rpds 28.91 Nat’l Grocer Co., Grand Rpds_ 73.57 Cummer Mnifg. Co., Cadillac 2.20 A, Niewhoop, Cadillac ....... 16.50 C. A. Olsen, Cadillac . 7.00 John Johnson, Cadillac ...... 11.00 Webber-Ashworth, Cadillac 10.00 Morris Black, Cadillac ....... 85.00 First National Bank of Engle- wood, Chicaco ..._-..... 1,000.00 j. Jj. Nichols, Chicago ...... 600.00 Cadillac State Bank, Cadillac 100.00 Mrs. Fred Diggins, Cadillac 241.00 Cadillac General Delivery, Cad- Moe oe 18.00 Cornwell & Sons, Cadillac .. 20.00 $2,472.21 The following assets are listed: House and lot, claimed as exempt, Household goods, claimed as exempt, Stock in trade (estimated) ..$700.00 Promissory notes ............ 32.22 Debts due on open account .. 86.82 $819.04 The bankrupt also claims as ex- empt merchandise from his stock in trade amounting to $250 and_ six months provisions for petitioner and family allowed by law. Feb. 21—Calvin D. Jones, a com- mon laborer, of Muskegon, was ad- judged a voluntary bankrupt on his own petition, by Judge Sessions and the matter was referred to Referee Wicks. The bankrupt’s schedules show no assets excepting library val- ued at $35, and claimed to be exempt. The following creditors are sched- uled: Henry Hazelkamp, Muskegon $123.00 John Hazelkamp, Muskegon .. 21.50 John Kraai, Muskegon ....... 7.65 Pine St. Furniture Co., Musk’n 32.00 Dr. John C. Nolen, Muskegon 6.00 Cash & Credit Co., Muskegon 15.00 Peoples Hardware Co., Musk’n 18.00 Union Nat'l Bank, Muskegon 21.00 MICHIGAN TRADESMAN Dr. J. F. Denslow, Muskegon 50.00 J. Fred Boyd, Muskegon 3.50 Bauknecht Brothers, Muskegon 4.35 D. M, Gay, Milwaukee ....... 48.00 Central Coal & Supply Co., Muskeren 2.2.0.6 27.00 A. F, Baldwin, Paris, Texas .. 18.00 Ballenger & Baird, Paris, Texas 4.85 f. 8. Baldwin, Plint ....:.... 8.00 Independent Electric Co., Mus- Keron 2) 3.60 Dr. F, B. Marshall, Muskegon 9.00 Various small claims, estimated 58.00 $478.45 The calling of the first meeting of creditors is being delayed until ex- pense money is advanced by the bankrupt. In the matter of George Lincoln, bankrupt, a laborer of Grand Rapids, an order was made calling the first meeting of creditors to be held at the office of the referee on March 18, for the purpose of electing a trustee, proving claims, examining the bank- rupt, etc, A voluntary petition in bankruptcy was filed by Jacob S. Davis, a mer- chant at Manistee, and he was ad- judged a bankrupt by order of Judge Sessions. An order was also made appointing Referee Wicks as receiver and the matter was referred to him. Prior to the filing of the petition in bankruptcy the bankrupt made a common law assignment for the ben- efit of creditors, and Charles Bigge, acting as trustee under such assign- ment, has been conducting a sale of the bankrupt’s stock. The first in- ventory of such stock amounted to $4,091.64. Such trustee has realized from such sale $1,144.76 and the bal- ance of the goods on hand amount to $2,664.58 at the inventory or whole- sale price. The referee has appoint- ed Geo. A. Hart, of Manistee, as cus- todian and authorized him to continue the sale at retail for not less than 75 per cent. of the inventory price. An order has been made calling the first meeting of creditors to be held at the office of the referee in Grand Rapids, on March 18, for the purpose of elect- ing a trustee, proving claims, examin- ing the bankrupt, etc. The bankrupt has scheduled the following creditors: Katherine C, Estes, Manistee $ 10.00 Anna Mackin, Manistee ...... 24.00 Wilkin Breitung & Co., Chicago 360.00 Tratner & Silverstone, Chicago 96.00 Nat, Ribbach & Co., Chicago.. 287.32 I. Perlstein & Co., Chicago .. 110.00 No. Amer. Needle Co., Chicago 18.88 Imperial Dress Co., Chicago .. 195.50 Isackson Bros., Chicago ...... 248.25 Gory & Heller, Chicago ..... 39.00 Greenburg & Gray Co., Chicago 106.80 B. M. Levine Co., Chicago .. 116.75 J. Cohn & Co., Chicago ..... 368.38 Schwartz, Durkin Co., Chicago 134.16 Harry Graff, Chicago ........ 306.40 Graff, Hoveland & Co., Chicago 780.08 . E. S. Bowman & Co., Buffalo 61.50 Sorin & Rappaport, N. Y. City 110.37 Irving Finkelstein, N. Y. City 161.00 Nat'l Shirt Waist Co., N. Y. .. 57.00 H, Rosenthal & Son, N. Y. City 170.96 I, M. Riegelhaupt, Cleveland 118.50 John Seymour, Manistee 73.50 Manistee Light & Traction Co., Manistee .- 26.5.6 s 13.25 News Pub. Co., Maniste 9.52 Manistee Advocate, Manistee 9.92 American Printing Co., Manistee 4.25 $3,974.29 Feb. 23—A voluntary petition was filed by Herbert H. Tigar, a locomo- tive fireman from Grand Rapids, and he was adjudged bankrupt by Judge Sessions and the matter referred to Referee Wicks. The scheduled by the bankrupt are house- hold goods valued at $250 claimed as exempt. The calling of the first meet- ing of creditors is being delayed until money for the actual expenses is ad- vanced by the bankrupt. The follow- ing creditors are scheduled: H. H. Jordan, Grand Rapids $124.00 only assets Harry Hirth, Grand Rapids .. 8.00 Dr, Alex. Campbell, Grand Rapids 222200000 20.00 Gilpin Furn. Co., Grand Rpds 175.00 Heyman Company, Grand Rpds 238.00 Arthur J. Lane, Grand Rapids 43.00 Chas. F. Her, Grand Rapids 22.00 Ned Clark Company, Grand Rapids (250.2505. 30.00 Cable Nelson Piano Co., Grand Raids (2 275.00 M. N. Parris, Grand Rapids .. 35.00 First Nat'l] Bank, Ft. Wayne 200.00 Serogay & Co., Fort Wayne .. 10.00 Stults & Co.,, Fort Wayne. .... 35.00 Jerry O’Connor, Fort Wayne — 20.00 Mechanics Loan Co., Ft. Wayne 35.00 Dr. H, H. Meier, Fort Wayne 19.00 Chas, Pardee, Grand Rapids .. 4.00 Hugge, Backert & Reid, Grand Rapids 00000800 ta 16.80 F. H. Bohne, Fort Wayne 7.00 Nelson Drake, Grand Rapids 15.00 John C. Hinton, Fort Wayne.. 3.00 Ed, M. Hall, Grand Rapids .. 3.00 Ed, Farrell, Grand Rapids .... 32.00 $1,408.40 An involuntary petition has been filed by creditors against Rebecca A. Grove, general merchant at Lyons, and also a petition to have a re- ceiver appointed. An order was made by Judge Sessions appointing Kirk E. Wicks as receiver, and authorizing him to take an inventory and ap- praisal of the assets and proceed with the sale of the same. Howard Ran- ger, of Lyons, has been appointed cus- todian to take charge of the assets until the appointment of a trustee, and is taking the inventory. Feb. 24—In the matter of Fowler & Fowler, bankrupt at Fremont, the trustee has filed the report of ap- praisers showing assets, including the bankrupt’s exemptions, of the ap- praised valuation of $1,258.08. An or- der has been made authorizing the trustee, Theodore I. Fry, of Fremont, to sell the assets at either public or private sale, after giving ten days’ notice to all creditors. Feb. 26—In the matter of Max Glazer, bankrupt, formerly merchant at Dighton, the trustee, Lester J. Rindge, of Grand Rapids, filed his final report and account, and an order has been made by the referee calling a final meeting of creditors to be held on March 15, at the office of the ref- eree, for the purpose of considering such final report, declaring a final dividend and closing the estate. The trustee’s final report shows total re- february 28, 1913 ceipts of $775.02, and disbursements for administration expenses $113.37 and first dividend of 5 per cent., $246.64, leaving a balance on hand for distribution of $415.01. The Circuit Court of Appeals at Cincinnati, has recently decided in the bankruptcy matter of Ottenwess & Huxoll, bankrupts, on an appeal from a decision of Judge Tylor, sit- ting in the Western District of Mich-. igan, that the holder of an un-record- ed chattel mortgage who voluntarily waives and surrenders his claimed se- curity is “entitled to share ratably with general creditors” of the bank- rupt. This decision is an affirmance of the ruling of the referee. The J. P. Seymour Co., a corpora- tion, of Grand Rapids, filed a volun- tary petition for adjudication in bank- ruptcy, together with the schedules required by law, and at the same time filed an offer of composition to its creditors, and a petition asking that the said composition be acted upon prior to an adjudication in bank- ruptcy. Mary V. Seymour, one of the creditors of the alleged bankrupt, has also filed petition praying for the appointment of a receiver to take charge of the estate of the alleged bankrupt and an order to show cause why the prayer of said petition should not be granted has been made, re- turnable before the judge of said court, March 14. The matter of com- position offered by the alleged bank- rupt has been referred to Referee Wicks, and a special meeting of cred- itors has been called to be held at his office on March 14, for the allow- ance of claims, examination of the officers of the alleged bankrupt and consideration of the offer of composi- tion. The offer is 25 per cent. of their claims to all of its creditors, pay- able in cash to all of its creditors, excepting Mary V. Seymour, Jane L. Vilas and the Kent State Bank, and as to those creditors payable in prom- issory notes of the company payable in four months from date, without interest. The alleged bankrupt’s schedules on file show the following assets: Cash on hand deposit ......$ 1,222.25 Notes -20 540052, 1.00 stock 9.0.60. 32,141.37 Machinery, tools, etc. ...... 556.06 Copyright (22) .55. 2. 1.00 Due on open account ...... 9,015.37 Unliquidated claims ...... 1.00 $42,938.05 The following ‘creditors are listed: Mary V, Seymour, Grand Rapids (5 $1,988.22 Metzger Seed & Oil Co, TOMS <.,.520 ee 588.62 John W, Masury & Son, N. Y. 4,319.19 John L. Whiting, Boston .. 957.33 Thomson Wood Finishing Co., Philadeipiia.. 3. 2, 37.80 Wn, A. Tottle Co., Baltimore 120.10 Gerts Lombard Co., Chicago 22.50 Keystone Varnish Co., Brook’n 516.96 American Can Co., N. Y, City 42.26 Rubberset Co., Newark, N. J. 58.41 C. H. Parker Co., Valparaiso, ind. 3 ee 26.61 Geistendorfer Co., N. Y. City 130.40 Martin Senour Co., Chicago 2,455.12 Sun Company, Toledo .... 85 February 28, 1912 MICHIGAN TRADESMAN G. R. Lumber Co., G. R. .25 Edge & Brethour, Grd. Rpds. 4.58 J. A. Brandon & Son, Akron 16.00 G, R. Supply Co., Grd. Rpds. 1.00 Russia Cement Co., Gloucester 29.38 ‘Stand. Varnish Co., Chicago 799.30 M. H. Birge & Sons Co., Buffalo. 2. es: eee a 289.84 N. Ewing Fox & Co., N. Y. City ee ae 23.40 Pragar Co., New York City 61.84 Campbell Art Co., Elizabeth, Ny eee, 12 33 Hughes & Lyday, Detroit .. 6.25 Taber Prange Art Co., Spring- field, Mass) 60010304002, 2.12 N. L, Lockhart Co., Rochester 12.00 Baer Brothers, N, Y. City 67.50 Hastings Co., Philadelphia .. 70.15 Preston Frame Co., Chicago 32.28 Mueller Brothers, Chicago .. 65.87 Raphael Tuck & Sons Co., New: York City ........ 33.26 August F. Richter Co., Chicago 192.48 Berdan Pub. Co., N. Y. City 42.41 C. A, Larsen Co., Chicago .. 32.09 Hanfstaenge Art Pub. Co., New Vork Gity 4.30000. 3: 21.90 A. M. Davis Co., Boston ..... 125.09 Columbia Shade Cloth Co., Chtedgo Sos es 19.00 National Lead Co., Chicago .. 531.75 Binney & Smith, N. Y. City 9.93 Marx & Rawolle, N. Y. City 154.07 W. H, Andrus, Chicago Hgts. 2.91 Stand, Glass Co., Chicago .. 49.64 DeVoe & Raynolds, Chicago 183.36 University Art Shop, Evanston, De ee ey 12.22 S. C. Johnson & Son, Racine JUNCHON es, 45.79 American Glue Co., Boston .. 39.35 Berry Brothers, Detroit .. 30.50 Johnson & Tomk, Chicago .. 72.71 Thos. Charles Co., Chicago 3.60 Our Mutual Friend Co., Boston 3.15 Ullman Mfg Co., N. Y, City .85 Jos. Dixon Crucible Co., Jersey City a ener) 4.32 N, F. Nickerson Co., Boston .70 Morris & Bendien, N. Y. City 1.20 Detroit White Lead Works, Detroit oe 20.64 F. Weber Co., Philadelphia .. 21.98 Gledhill Wall Paper Co., New York City .2.:.0.4..... 710.91 Carey Brothers, Philadelphia 3,770.54 Janeway & Carpenter, Chicago 1770.07 Robert Graves Co., N. Y. City 397.88 Robert Griffin Co., N. Y. City 52.61 Toledo Plate Glass Co., Grand Rapids 20360 10.49 Foster Stevens & Co., Grand Bags 10.84 Standard Oil Co., Grd. Rpds. 108.03 Herpolsheimer Co., Grd. Rpds. 72.93 W. P. Williams, Grd. Rpds. 4,48 Thielman Mirror Plate Co., Grand Rapids .......... 15.25 R.G. Dun & Co., Grd. Rpds. 25.00 G. R, Show Case Co, Grand Rapids .......0..5- ae 20.16 Bixby Office Supply Co., Grand Rapids ......... 9.50 Michigan Gypsum Co., Grand Napide 260i ies ee 9.90 S. A, Morman, Grd, Rpds. 45.89 G. R. Paper Co., Grd. Rpds. 12.34 G, R, Dry Goods Co., Grand Rapids 2226.05 .20562.. 9.05 Alabastine Co. & Frescoat Co., Grand Rapids ......... 23.05 G. R. Label Co., Grd, Rpds, Himes Coal Co., Grand Rpds. 8.35 G. R, Water Works, Grand RADIAS i es oP ks 1.75 Chas. A. Coye, Grd, Rpds. 81 Heystek & Canfield, Grand Rapids 0 es 2.13 Worden Grocer Co., Grd. Rpds. 09 Central Michigan Paper Co., Grand) Rapids 2.05.02. .; 1.53 Leitelt Iron Works, Grand Rapias 62 1.00 G. R. Stationery Co., Grand ROGS 62 e poe. 1.50 Ryskamp Bros., Grand Rpds. 1.65 Dwight Bros. Paper Co., Grand OO es eo 15 Toledo Plate Glass Co., Grand Ragas eo. 2.78 G, R. Wood Finishing Co., Grand Rapids ........ 65 Mary V. Seymour, Grand ee 20,859.53 Jane L, Vilar, Grand Rpds. 8,526.23 Kent State Bank, Grd. Rpds. 9,060.75 $56,982.56 In addition to the above the alleged bankrupt has contingent liabilities of $933.80, on notes discounted at the Kent State Bank. —_2+2.2s—__ Wafted Down From Grand Traverse Bay. Traverse City, Feb. 26—The sixth annual U. C. T. ball and banquet of Traverse City Council was held in the Whiting Hotel and Horst’s acad- emy last Friday evening. The early part of the evening was given over to dancing in the academy. At 10:30 the announcement was made that ev- erything was in readiness for the ban- quet at the hotel, where the party was received by Mr. Ohmer, the man- ager of the hotel, and escorted into the dining room, where a beautiful sight met their eyes. The tables were laid for eight each; around the edges were tiny green ferns and a potted plant as a center piece. Pink carna- tions were given as favors and the banquet was served in six courses. No special programme had been plan- ned. W. A. White acted as _ toast- master and called on the following, who made well outlined extempo- raneous speeches: Wm. S. Godfrey talked on the good of the order; Geo. Amiotte from the point of the sales manager: A. B. Jourdan chose the subject of baseball and he cer- tainly made a hit; Dr. Swanton talk- ed on the ladies, for he said if he chose that subject he could at least get them to listen. About seventy were present and all reported a fine time. We wish to thank the Com- mittee, Messrs. Cole, Weaver and Ford, for the interest they have tak- en to make it the season’s event; also Mr. Ohmer for his excellent service. We sadly report that Kent Buttars is laid up with an accident and would like to see some of the boys. He rooms at 610 South Union street. Hope you will enjoy a speedy recov- ery. C. P. Chick has decided to make this city his home and will cover this territory for the American To- bacco Co. Glad to have you with us. W. F. Bowen was the only bald headed person at the Temple Theater, Grand Rapids, last Thursday eve- ning. Bill says soap never did make the hair grow. We held our regular U. C. T. meet- ing Saturday and Clement T. Lauer, of the International Harvester Co., crossed the hot plains. We are go- ing some and if the other councils in the State do not watch out we may carry off the largest percentage of gain this year. F. L. McKnight, of the Simmons Hardware Co., was at Powers’ Opera House, at Grand Rapids, Friday eve- ning with a friend. If he had not taken the very front seat we would have missed him, but Fred says Keen Kutters always did lead. If O. W. Stark, the popular candy salesman, had not lost his fiddle he would enjoy having Mr. Taft re- elected. There are other popular airs you might practice on and forget about School Days and Smartie. When Jim Goldstein is obliged to eat ham sandwiches it is time he is leaving for Ludington, especially so when he trades a sample necktie with the clerk in Fred Arthur’s store for one and the trimmings. We are indebted to E. A. Stowe for a nice party at one of the popular grilles in Grand Rapids. When we say we, we refer to brother Jim and the writer. The reason I say brother Jim is because we desire to become popular. The Elston Hotel, at Charlevoix, notifies us that it has discarded the roller towel in its wash room and that individual towels are used throughout the hotel. We are pleas- ed to mention this. While we never had much complaint to enter regard- ing the management, we feel that ev- ery little helps. Thank you. Wm. S. Godfrey, who has been connected with the A. L. Joyce Bot- tling Works, of this city, for years, has taken another step upward and taken charge of the sales end of the Folger Co., of Grand Rapids, and will move to that city within a short time. Will has been one of our most popular and successful salesmen and we will surely miss him. We will al- so miss Mrs. Godfrey, for there was never a more willing couple to ad- vance the interest of the functions of U. C. T.ism in our Council. We are sorry to lose you, Godfreys, but Grand Rapids will have a great gain by our loss and we can only wish you all the success there is due you. Mr. Godfrey is at the head of our Council at present and has been our delegate to the Grand Lodge. Herbert Griffeth, of Traverse City, told the manager of the P. M. eating Six ‘house, at Baldwin, that he could im- prove his coffee and while the coffee is really off brand, Herb. never com- plains until there is more than a rea- son for it. Surely if the manager ex- pects to get the commercial trade, some little attention should be given to the lavatory and the towels, be- sides some other things we might mention. Fred C. Richter. a 8 Butter, Eggs, Poultry, Beans and Po- tatces at Buffalo. 3uffalo, Feb. 28—-Creamery butter, rolls, 22@25c; poor to good, all kinds, 18@25c. Cheese—Fancy, 17154@18c; choice, 164@17c; poor to good, 10@15c. 26@29c; dairy, 22@26c; Eggs—Fancy fresh, 34c; choice, 32C. Poultry (live) — Turkeys, 17@20c; chickens, 14@16c; fowls, 14@16c; ducks, 17@19c; geese, 13@14c. Poultry (dressed)—Geese, 13@14c; turkeys, 18(@22c; ducks, 17@20c; chickens, 15@1i7c; fowls, 14@16c. Beans — Red kidney, $2.85@2.90; white kidney, $2.75@3; medium, $2.65@2.75; $2.90@3; pea, $2.65(@2.75. Potatoes—$1.15. Onions—$1.75@2. marrow, Rea & Witzig. The Cockroach and Consumption. Experiments have been made which tend to show that the common coch- roach is able by contamination with its faces to bring about the souring of.milk, to infect food and milk with intestinal bacilli, to transmit the con- sumption bacillus and to spread and transmit other germs, and _ molds. These facts, taken in conjunction with the life habits of the insect, lead to the conclusion that the cockroach is able to, and may possibly, play a small part in the spreading of con- sumption and in the transmssion of pus producing organisms ;that the insect is in all probability an active agent in the souring of milk kept in kitchens and larders; and that it is undoubtedly an important factor in the distribution of molds to food and to numerous other articles, especially when they are kept in dark cup- boards and cellars where cockroach- es abound. ——_~++>___ May Block Tobacco Trust. According to a communication re- ceived in London from Smyrna, the American tobacco trust is likely to meet with some competition in Smyr- na. The 1911 crop is so large that prices rule low, and the Americans, by holding off, were expecting to get the bulk of the stock at their own figure. Large independent holders have succeeded in interesting some of the directors of the Oriental Car- pet Co. in the condition of the Smyr- na tobacco trade, with the result that the Asia Minor Tobacco Trading Co. has been formed. The eight direct- ors include several prominent financial men. It will be necessary, however, to consideraby increase the capitai (at present only $150,000) if any tangi- ble fight is to be set up with the American trust. 2%% Every Six Months Is what we pay at our office on the Bonds we sell. $100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. MICHIGAN Movements of Merchants. Benton Harbor—J. J. McCrone has opened a feed mill here. Alma—J. E. Wise succeeds Jesse E. Fuller in the harness business. Marshall—H. J. Coleman has open- ed a grocery store in the Eagle block. Grand Ledge—C. A. Rhodes has engaged in the upholstering business. Lowell — L. F. Chubb succeeds Jacob Dykhouse in the grocery busi- ness. Manistee—Felix Lundquist has op- ened undertaking parlors at 412 First street. Ithaca—Alex. Haskell has purchased the Fred Brown bakery and taken pOssession. Petoskey—The Petoskey Grocery Co. has increased its capitalization from $80,000 to $100,000. Port Huron—Frank Treleaven has sold his bakery to Robert Dornan, who will continue the business. Mesick—E. R. Uptegrove, recently of Thompsonville, succeeds E. R. Woodruff in the baking business. Ann Arbor—The Farmers & Me- chanics Bank has increased its capi- talization from $50,000 to $100,000. Standish—The Commercial State Savings Bank has been organized with an authorized capital stock of $20,- 000. Hastings—George W. Smith, Sr., has sold his meat market to D. Kurtz, who will continue the busi- ness. Port Huron—J. B. Sperry, who con- ducts a department store on Huron avenue, will add a line of shoes to his stock, Detroit—The Hydraulic. Oil Stor- age Co. has changed its name to the Hydraulic Oil Storage & Engineer- ing Co. Holland—S. C. McClintic has sold his fruit stock to John Buchanan, who will continue the business at the same location. Lake Odessa—Joseph Breese, re- cently of Lakeview, has purchased the Thomas Lowrey grocery stock and taken possession. Maple Rapids—C. N. Cowles has leased the Bement building, which he will occupy with a stock of dry goods and groceries March 1. East Jordan—A. Ashbaugh has pur- chased the grocery stock of Elmer Richards and will continue the busi- nss at the same location. Leonidas—B. C. Wilcox has soll his stock of dry goods and groceries to R. G. Clement, recently of Colon, who has taken possession. Coopersville—Mrs. W. P. Stiles has sold her millinery stock to Mrs. W. J. Demoth, formerly of Sparta, who will continue the business. Charlotte—W. H. Face, formerly of Lansing, has purchased Hall Bros.’ grocery stock and will continue the business at the same location. Indian River—C. H. Edwards has sold his stock of general merchandise to William Bradway, who has added a line of meats to the stock. Ishpeming—Arthur Bergquist, deal- er in confectionery and cigars, has filed a petition in bankruptcy. Lia- bilities, $1,578.95; assets, $698.10. Chesaning—Cantwell Bros. gro- cers, have taken over the Dumas & Haley grocery and crockery stock and will consolidate it with their own. Port Huron— William Canham & Son, wholesale fruit and canned goods dealers, have increased their capital stock from $25,000 to $30,000. Brunswick—McCallum Bros., deal- ers in general merchandise at Hes- peria, have opened a branch _ store here under the management of George Hewitt. Gaylord—C. A. Quick and Irwin Kimberly have formed a copartner- ship under the style of Quick & Kim- berly and engaged in the grocery business. Charlesworth—Howe Bros. deal- ers in general merchandise, are clos- ing out their stock and will remove to Springport, where they will open a machine shop, Detroit—The American Hardware Co. has engaged in business with an authorized capital stock of $4,000, which has been subscribed and $2.000 paid in in cash. Clio—Wm. H. Stout has purchas- ed the interest of Ralph N. Gillette in the grocery stock of Stout & Gil- lette and will continue the business at the same location. St. Johns—A fire occurred in the basement of the grocery store of Brad- ley & Britton last Friday. All of the stock not in cans or sealed packages was ruined by the smoke. Charlotte — Orris W. Gridley, a former Kalamazoo business man and well known throughout Western Michigan, is dead at his home in this city after a short illness. Saginaw—Richard Luster, 74 years old, a well-known German pioneer and prominent grocer was found dead in bed by his wife Monday, death being due to heart failure. Hillsdale—Alvin Worden has pur- chased an interest in the Baker & Moore grocery stock and the busi- ness will be continued under the style of Baker, Worden & Moore. Alpena—Hawley & Fitzgerald, deal- ers in dry goods and carpets, have dis- solved partnership and the business will be continued by J. W. Fitzgerald, TRADESMAN who has taken over the interest of his partner. Kalamazoo—Jerry Slater, who con- ducts a grocery store at the corner ot Paterson street and Krum avenue, has sold his stock to James Loughead, who will continue the business at the same location. Collins—William Eager, recently of Pontiac, has purchased the interest of Ray Williams in the hardware and im- plement stock of the L. D. Bugbee Co. and the business will be continued under the style of Eager & Bugbee. Boyne City—La Londe Bros., who have been engaged in the grocery business here for fourteen years, have sold their store building and are clos- ing out their stock. They will retire from business and remove to another location. Plainwell—M. W. Gee, formerly en- gaged in the hardware business at Benton Harbor, has purchased a half interest in the general stock of B. M. Salisbury. The business will be continued under the style of Gee & Salisbury. Lakeview—Robinson & Peterson, grocers and meat dealers, have dis- solved partnership, Horace Robinson retiring. Mr. Robinson has been en- gaged in the meat business here for about twenty years, six of which have been with Mr. Peterson. St. Joseph—Amiel Fetke has pur- chased the interest of his partner, Henry C. Gersonde, in the clothing stock of Fetke & Gersonde, and sold a half interest to Cassimer Rutkos- kie, Jr., a former clerk, and the busi- ness will be continued under the style of Fetke & Rutkoskie. Lakeview—Meach & White, hard- ware and implement dealers, have pur- chased the hardware and implement stock of Hyatt & Son. The hardware stock will be removed to Meach & White’s present location, and the firm will conduct an implement store in the building occupied by Hyatt ‘& Son. Muskegon—John Riordan, 78 years old, a prominent dry goods merchant here since 1870, died in Petersburg, Fla., last week. He went South sev- eral weeks ago in hopes that his health would be benefited, having suf- fered from a nervous breakdown. He leaves a widow, two sons and one daughter. Kalamazoo—The Michigan Nation- al Bank, established in 1854, has pass- ed out of existence, having been tak- en over by the First National Bank, which was established in 1865. The Michigan National Bank has been one of the city’s strongest financial insti- tutions. Its President, Charles S, Campbell, has been elected President of the combined institution by the di- rectors. Charlotte—W. H. Face, the Lansing man who bought the grocery store owned for the past year by Hall Bros., has closed his newly purchased store and started suit against Hall Bros., charging that they misrepresented things to him. The Hall Bros. bought the store over a year ago of George Tubbs. For years the grocery had been one of the leading establishments of the city and stands in the heart of the business section. Shortly after- wards they took H. J. Scheiferstein in February 28, 1912 as a partner, selling him a half inter- est. He sold out to M. A. Tolbert later and some time ago Mr. Tol- bert sold his interest back to the Hall] Bros. The threatened litigation prom- ises to bring out some interesting de- velopments. Manufacturing Matters. Detroit—The Pilling Air Engine Co. has decreased its capital stock from $10,000 to $1,000. Detroit—The Grace Harbor Lumber Co. has increased its capital stock from $100,000 to $140,000. Saginaw—The Saginaw Sash & Door Co. has increased its capital stock from $5,000 to $15,000. Saginaw—The capital stock of the Saginaw Medicine Co. has been in- creased from $75,000 to $125,000. Jackson—The capital stock of the Advance Grease & Chemical Co. has been increased from $25,000 to $50,- 000. Butternut—Sidney Hollister, form- erly of Wheeler, has purchased the Butternut Feed & Planing Mill and taken possession. Detroit— The Wilkinson Motor Starter Co. has been organized with an authorized capital stock of $50,- 000, of which $26,000 has been sub- scribed and paid in in property. Burr Oak—The Beard Skirt Co. is succeeded by the Ideal Garment Co., with H. E. Beadle, dealer in dry goods at Sturgis, as President. The new company is capitalized at $15,000. Jackson—Charles Lewis, President of the Lewis Spring and Axle Co, and the wealthiest manufacturer of the city, died suddenly at his home last Saturday at the age of 65 years. Detroit—The San Etta Cigar Man- ufacturing Co. has merged its busi- ness into a stock company under the same style, with an authorized capital stock of $30,000, all of which has been subscribed and paid in in property. South Haven—The Handvac has engaged in business to manufac- ture woodenware and vacuum clean- ers, with an authorized capital stock of $1,000, of which $500 has been sub- scribed, $400 being paid in in cash and $100 in property. Detroit—The A. C. Knapp Co. has engaged in the manufacture and sale of automobiles, automobile parts, ac- cessories and finishing, trimming and repairing of all kinds of self propelled vehicles, with an authorized capital stock of $20,000, of which $12,000 has been subscribed and $4,000 paid in in cash. Holland—The Holland sugar fac- tory has closed after making the long- est run in its history. The campaign started early in October and since that time the machinery has been kept in motion without a hitch. Between 10,000,000 and 11,000,000 pounds of sugar were manufactured this sea- son, during which time about 60,000 tons of beets were sliced. About $40,- 000 was paid out for labor and the amount paid to farmers for beets is close to $400,000. —_2-.____ M. A. Donavan has engaged in the grocery business at Grattan. The Worden Grocer Co. furnished the stock, Co, February 28, 1912" MICHIGAN ste thes os SS — ~~ - ~ - GROCERY» PRODUCE MARKET as ee y)) oes ((( cd meee SS tLS The Produce Market. Apples—Pound Sweets, $3.25 per bbl.; Jonathans, $3.50; Baldwins, $3.50 @4; Spys, $4@5; Russets and Green- ings, $3.25@3.50. Bananas — $1.50@2 per bunch, ac- cording to size and quality. Statistics disclose the fact that the consumption of bananas has increased from 5,000,- 000 to 80,000,000 bunches during the past twenty-two years. Beets—50c per bu. Butter—Creamery extras command 28@29c in tubs and 30@31c in prints. Local dealers pay 24c for No. 1 dairy and 18c for packing stock. Cabbage—3c per th. Celery—25c per small bunch and 40c per large; California, $1.10 per doz. Cranberries--Late Howes, $7.50 per bbl. : Cucumbers—$1 per doz. for. hot house. Eggs — The consumption is very large considering the high price, ow- ing to the fact that storage eggs are out of the market entirely. The de- mand has to be supplied entirely with fresh eggs. Any further increase is not expected within the next few days, but the market is very sensitive and any increase in the receipts will cause a decline. The production and the price depend almost entirely on the weather conditions. Local dealers pay 28c for fresh and meet with no diffi- culty in securing ample supplies on that basis. Grape Fruit—Florida, $6 per box of 54s or 64s. Reports from Florida are to the effect that the crop of that State will be only 25 per cent. of nor- mal on account of the injury by frost. Grapes — Imported Malaga, $4.50@ 5.50 per bbl,. according to weight. Honey—20c per tbh. for white clover and 18c for dark. Lemons—California, and $6.25 for fancy. Lettuce—Hot house, 15c¢ per head, $2.50 per bu. Nuts—Ohio chestnuts, 16c per tb.; hickory, $1.75 per bu.; walnuts and butternuts, 75c per bu. Onions—$2 per bu. for home grown; $2.25 per crate for Spanish. Oranges—Floridas, $3.50 per box for all sizes. Navels, $3.25@3.50. Potatoes—$1.10 per bu. Poultry—Local dealers pay 11c for fowls; %c for old roosters; 10c for geese; 13c for ducks; 16@18c for tur- keys. These prices are for $6 for choice tb.; live weight. Dressed are 2c higher. Radishes—35c per house. Squash—ic per fb. for Hubbard. Sweet Potatoes—$6.25 for Jerseys. dozen for hot _from_ packers. Tomatoes—$2 per crate of 4 baskets from Texas. Turnips—50c per bu. Veal — 5@10%c, according to the quality. —_.-.-._____ The Grocery Market. Sugar — The market is without change. Refiners do not appear to be especially anxious to secure addition- al stocks of raws, but they are heav- ily oversold on account of the strong demand for refined. It is difficult to predict which way the market will go, but it does not seem likely that there will be very much change either way in the very near future. Coffee—All grades of Rio and San- tos are a shade higher than a week ago, due to lighter receipts, the elim- ination of uncertainty over valoriza- tion coffee and a generally better and stronger feeling. Mild coffees show even a greater advance, being 4@34c higher than about three weeks ago. Mocha is scarce and will remain so for at least a month yet, at which time there may be new receipts. Pric- es are a shade higher than a week ago. Canned Fruits—Stocks are getting low and prices have been so much higher in proportion to what the wholesaler has been asking and pack- ers ’prices that there should have been an advance long ago. The spring demand has commenced earlier than usual this year. Gallon apples are firm and packers are not pressing for sales. The present condition would indicate that all varieties of canned pineapple will be cleaned up long be- fore the new pack will arrive. Canned Vegetables — Wholesalers will be compelled to advance their quotations on spot tomatoes before long, as*prices at which orders were filled during the past week were from 15@25c per dozen below what it would be possible for them to buy stock Corn is being taken quite freely and as it is much the cheapest article in the vegetable line consumers are buying freely. The pack was also the largest known in 1911 and no shortage is looked for, but prices may be advanced a small extent. There are still some peas, but prices are high and with the present scarcity of pea seed, prospects for next year’s crop are not encourag- ing. Sweet potatoes, spinach and string beans are in about the usual demand and prices are the same as quoted a week ago. Dried Fruits—Prunes are very dull and many holders are seeking to move their stocks even if they have to make concessions from the regular market price. They are held much stronger - alone appreciated by TRADESMAN on the coast than here. Peaches and apricots are dull. Other dried fruits are quiet and unchanged. Rice—Prices are fully 34c higher on head varieties than thirty days ago. The demand will without doubt be heavy during the next five weeks of Lent, Syrup and Molasses—Glucose show no change for the week. Compound syrup is fairly active at ruling prices. Sugar syrup is quiet and unchanged. Molasses is in moderate demand at ruling prices. Cheese—If there is any change it is for slightly higher prices. The stocks are very small and are being reduced to a considerable extent, not- withstanding the fact that cheese is selling at about 3@4c per pound high- er than they were a year ago. The advance conditions apply to under grades as well as the finest cheese. Fish—Cod, hake and haddock are wanted moderately at unchanged pric- es. Domestic and imported sardines are steady and dull. Salmon shows no change and is still scarce and strong. Mackerel continues to grow steadily stronger. There has not been any actual quotable advance during the week, but it is almost impossible to find any Norway 4s at any price and holders of 3s are also feeling firmer. Irish mackerel are steady to firm and are unchanged. The general demand for mackerel is fair. Provisions—Stocks of smoked meats are reported to be heavy and if any change is experienced in the coming week it will be for a slight decline. The consumptive demand for both pure and compound lard is limited and the market is barely steady at the present quotations. If there is any change during the coming: week it will be for a possible decline. Dried beef, barreled pork and canned meats are selling slowly at prices ranging the same as last week. ———--2>——___ Sanitary Education Expressed in Service. Lansing, Feb. 28—Columbus was the first traveling man to make America and he was also the first progressive. The standpatters. said the earth was flat, but Columbus said it was round. He was right and the motto of every traveling man since October 12, 1492, has been progressive service. The Michigan State Board of Health, through its Secretary, Dr. R. L. Dixon, is now engaged in a cam- paign for health conservation, sani- tary environments for home, school, railroad coaches, depots and hotels. The United Commercial Travelers are especially interested in the three lat- ter and are giving the Department of Public Health splendid assistance in its sanitary work in these particu- lars. There is nothing more helpful to a town than a good hotel and the land- lord who is giving the traveling publi: good service is a most efficient edu cator in sanitary education. He is not the traveling folk, but by the citizens of the town or city in which he is doing business. Service is the great educator. Not what one has. done, not what he is going to do, but what he is actually doing to-day is the measure of his usefulness. While there is a poor, unsanitary hotel in Michigan, poorly ventilated, coaches’ on railway lines, unsanitary environ- ments around depots, the common roller towel, there will be educative work to be done by the Michigan De- partment of Public Health along the lines indicated. As a rule, men are proud to be of service in the depart- ment of work in which they are en- gaged. They are happy and con- tented in the measure of service ren- dered and appreciated. This is why service is the great educator. unsanitary A pleasant railway line and a san- itary, homelike hotel are better edu- than schools, rhetoric or ser- The old right when he said. “The fault is not in our stars but in ourselves that we are underlings.” The fault is with the citizens of Michigan in the unconcern with which we put up with environ- ments that are disseminators of dis- ease and death. Michigan pays out an- nually $30,000,000 for the ravages of diseases which are largely preventable where sanitary environments obtain. D. E. McClure, Ass’t Sec’y State Board of Health. —_.-.___ Bean Prices in Buyers’ Favor. The movement of beans has been comparatively light the past week and prices are very much in buyers’ fav- or. The demand is very limited and, should traffic conditions improve so cars can be lower market The week decline of about 5c cators mons. Roman was moved, a has per may be expected. shown a bushel. Red kidney beans, brown Swedish and yellow eyes are practically at a standstill and buyers at any price are hard to find. E. L. Wellman. —_+>+—.—_ William Judson, President of the Judson Grocer Co., leaves Saturday and Mrs. remain March. They leave San Francisco on their way home March 30. By the way, Mr. Judson is one of the few resi- dents of Grand Rapids who has kept his sidewalk free from snow and ice this winter. His thoughtful consid- eration for his neighbors and those who have occasion to climb Fountain street hill has been a matter of con- stant commendation. ———_--->—__ George Shaw, the Wealthy avenue grocer, has been elected President of the Grand Rapids Retail Grocers’ As- sociation to succeed Glen DeNise. The Association is to be congratulated on securing such a for its Presi- dent, for if he puts the same energy into Association that he does into his business it is bound to be a success, for California, where he Judson will during man work —_>-+.—___ W. N. Burgess, representing Kinney & Levan, .Cleveland, is showing his new imported lines of china from German and French factories at his show rooms in the Ashton building. McCullum Bros., general dealers at Hesperia, have engaged in general trade at Brunswick, with Geo. Hewitt as manager. The stock was furnished by the Judson Grocer Co. _ FIN {(( AN MICHIGAN CIA 1))} - do, viaydee) WW) ) i CCC pie ed Seven Per Cent. Gain in City Bank- ing Capital. The bank statement of year shows conditions at the close of business February 20. Last year the first statement was of January 7. The last statement was of December 5, two and a half months ago. The state- ments just issued compare very fav- orably with December 5 and even more so against those of a year ago. There should, perhaps, have been a greater gain in the loans and dis- counts, but, owing to the severe win- ter weather, spring business has been slow in opening. Compared with Jan. year ago, however, there has been a gain of approximately $1,100,- 000, and this, it will be conceded, is going some. Compared with a year ago there has been a gain of $235,000 in surplus and undivided profits, or better than 7 per cent. on the city’s banking capitalization. The commer- cial deposits show a slump of $700,- 000 since Dec. 5, which means that considerable idle capital has been pulled out to be put into business or investment. The certificates and sav- ings show a gain of $162,000 since Dec. 5, and $1,112,000 for the year. In spite of the heavy withdrawal of de- posits subject to check the total shows a small gain over Dec. 5 and a gain of $1,265,000 over a year ago. Here are the comparisons: Feb. 20. Loans and discounts... .$20,105,584.13 Bonds and mortgages.. 8,261,428.38 Cash and cash items 6,739,886.32 Surplus and profits 2,020,204.55 Commercial deposits .. 10,483,255.64 Certificates and savings... 15,989,540.37 Due to banks 2.3, 4,066,130.01 Petal depostis .....-.. 30,965,846.05 These figures do not include the statement of the South Grand Rapids, either for February 20 or the com- parisons, for the reason that this bank failed to come in with its state- ment in time to be published with the others. Only one of the city banks has State money on deposit, and this is the Kent, with a very handsome to- tal of $139,400.39. This is the largest here in several months and is prob- ably money collected here in the re- cent tax levy and left here for con- venience. Although the past year has not been particularly prosperous in gen- eral business, the banks seem to have been doing very well. The Old Na- tional since Jan. 7, 1911, has added $63,000 to its undivided profits, or about 8 per cent.; the Grand Rapids National City, $82,000, or 8.2 cent.; the Fourth National, $11,000, or 3.3 per cent.; the Kent State, $79,- 000, or 16 per cent.; the Peoples, $14,- first the ‘Pa § per. 000, or 14 per cent.; the Commercial, $18,000, or 9 per cent., and the City Trust and Savings, $11,000, or 5.5 per cent. The Grand Rapids Savings shows an apparent loss of $21,000, but during the year it converted $50,- 000 of its surplus into capital and the actual gain has been $29,000, or about 15 per cent. The Michigan Trust Company makes the finest show for the year with a gain of $105,000, or 52.5 per cent. About half of the Michigan Trust Company’s gain was scored early last year and represented a clean-up on a_ long- drawn-out estate matter. Of the shrinkage in commercial de- posits $500,000 came out of the Old National and $110,000 from the Kent State. There is no particular signifi- cance in this, however. It merely means that somebody had a big wad of money to be taken care of tempor- arily and these banks were used as the depositaries. This often occurs, but not often in such large amounts. The City Trust and Savings has made a very substantial growth. A year ago its certificates and savings were $382,000; now they are $932,- 000. Its commercial deposits were $621,000, including a considerable amount of merger funds; now they are $401,000, and all its own. Its to- tal deposits were $1,073,000; now they are $1,363,000. Dec. 5. Jan. 7. $19,782,050.95 $18,991,928.68 8,538,795.88 7,320,341.05 6,778,243.36 7,285,825.67 2,041,908.12 1,784,892.32 11,183,354.30 11,061,274.70 15,827,632.64 14,879,008.29 3,914,404.57 3,302,277,18 30,930,401.60 29,700,491.51 There is a pretty race on between the Grand Rapids National City and its junior, the City Trust and Say- ings, one one side and the Kent State on the other for first place in total deposits. A year ago the allied banks had a total of $7,607,000 and the Kent State had $6,276,000. The present statement shows the allies to have $7,584,000 and the Kent State $6,807,- 000. The Kent State seems to be making progress, but it still has a considerable way to go to win first place. Dudley E. Waters, of the Grand Rapids National City, has been in New York the past week attending the big New York Bench Show, the largest and most important bench show of the year. He was judge of the St. Bernard classes, in which he is a recognized expert. Charles W. Garfield is still in the South and will remain where the weather is warm until spring comes TRADESMAN February 28, 1912 ASK US HOW If all your time is not taken You Can Add to Your Income Selling Life Insurance for The Preferred Life Insurance Co. of America Grand Rapids, Mich. WILLIAM A. WATTS, Sec’y and Gen’! Mgr. An Ideal Investment Carefully selected list of Bonds and Preferred Stocks of Public Utility Companies in large cities netting 57 to 7%. Descriptive circular on request. A. E. Kusterer & Co. 733 Michigan Trust Bldg., Grand Rapids Both Phones: 2435. Savings Deposits 3 Per Cent Interest Paid on Savings Deposits Compounded Semi-Annually Capital Stock $300,000 Fourth National Bank Commercial Deposits 1 3% Per Cent Interest Paid on Certificates of Deposit Left One Year United States Depositary Surplus and Undivided Profits $250,000 ISSUES Capital and Surplus $1,300,000 LET US SERVE YOU Old National Bank Grand Rapids, Michigan SOLICITS The accounts of merchants. OPENS Savings accounts with any- one, anywhere, paying 3% semi-annually on all sums remaining 3 months. Bank- ing by mail is an easy mat- ter, let us tell you how easy. Savings Certificates of De- posit bearing interest at 3%% if left one year. 3% if left six months. EXTENDS Courteous treatment to-all. Resources $8,000,000 February 28, 1912 to these parts. Several of his friends have reasons to remember him, even although he is away. Just before real winter set in before the holidays he distributed about a wagonload of pie- plant roots at the homes of his friends with careful instructions as to what to do with them. These in- structions were to bed the roots in coal ashes in the warmest and dark- est corner in the cellar, water fre- quently and liberally and watch for results. The results have been in evidence for about a month in the form of the nicest kind of fresh pie- plant, better than can be purchased at the grocery and in quantities suffi- cient to keep an ordinary family sup- plied. The pieplant will keep coming until the last grain of strength and vitality remains in the roots, and in the spring the roots will be thrown out as husks with the ashes. Two failures have been reported the past ten days, the Yuille-Carroll Co., commission dealers, with liabil- ities of $20,000, and the J. P. Sey- mour Co., paints and wall papers, with liabilities of $50,000. The first was due largely to lack of business ability and internal dissensions: the latter to a failure to make the busi- ness pay. The Yuille-Carroll Co. has been placed in the hands of the Mich- igan Trust Company as receiver and the Seymour Co. is in the bankrupt- cy court, with a proposition to pay 25 per cent. to creditors. Local banks are interested in both ‘cases, but are well secured. The prospects are good that Monroe and Canal streets will be “merged” and that this city’s chief thorough- fare will be known as Monroe ave- nue. Business men on both streets have cordially endorsed the plan and it is now up to the Council to take the desired action. Under the plan proposed the numbering will begin at the head of Monroe avenue, at Fulton street. The Fourth National, where the Monroe street numbering begins now, will be No. 170. Monroe avenue, and the Old National, which has always been the starting place for Canal street, will become 172 Mon- roe avenue, and the numbers will run up as they go north. This change is desirable, because under the proposed plan for renumbering the city streets awkward situations would have de- veloped. According to the plan streets run east and west with Divi- sion street as the dividing line, and this would have produced an East and West Monroe street, with a sin- gle block representing East Monroe street. The north and south streets are to be known as avenues with Ful- ton street as the base, and according to this the Old National would be 134 Canal street, reckoning from Ful- ton street, to which Canal street does not extend. Calling it all one ave- nue gives Fulton street as a base and the numbers will run consecutively through Campau Square and north to the city limits. A further reason for the change may be found in the Canal street desire to get away from the old name which no longer has any special significance. When Canal MICHIGAN street was named the canal was a Merchant’s Accounts Solicited reality and the State had it in charge with a view to its use for navigation purposes. The canal is still in evi- dence, but it is merely a water pow- er proposition now and even this is likely to disappear in time. Having the two streets as one will tend to unite the downtown retail interests of the city and make co-operation easier to bring about, and this in it- self will be a good thing for the city. The merchant at 100 Monroe avenue will feel that he has something in common with his fellow merchant at 200 Monroe avenue, while if one were on Monroe street and the other on Canal street it might require argu- ments to make them see alike. Formal complaint has been made against Kryn Van’t Hof, who was discovered to be about $14,000 short in his accounts as manager of the West Side branch of the Kent State Bank, and he has been arrested on a charge of forgery. He made resti- tution as far as he could, but bond- ing companies do not often take that into consideration. Unless Van’t Hof pleads guilty he will have to stand trial. —_>+.___ Quotations on Local Stocks and Bonds. Bid. Asked. 30 Am. Box Board Co. Com. Am. Box Board Co.. Pfd. 92 Am, Gas & Elec. Co., Com. 81 83 Am. Gas & Elec. Co., Pfd. 46 47 Am. Light & Trae. Co., Com. 298 300 Am, Light & Trac. Co., Pfd. 107 108 Boyne City Lumber Co.. Pfd. 160 180 Can. Puget Sound Lbr. 234 38% Cities Service Co., Com. 89 Cities Service Co., Pfd. 82144 83% Comw’th Pr, Ry. & Lt. Com. 64% 65% Comw’th Pr. Ry. & Lt. Pfd. 89% 90% Dennis Salt & Lbr. Co. 100 Fourth National Bank £90 493 Furniture City Brewing Co. 75 Globe Knitting Works, Com. 110 325 Globe Knitting Works, Pfd. 100 101 G. R. Brewing Co. 220 G. R. Nat’l City Bank 180 182 G., R. Savings Bank 180 Holland-St. Louis Sugar, Com. 11% 124% Kent State Bank 250 55 Lincoln Gas & Elec. Co. 34 36 Macey Company, Pfd. 98 100 Michigan State Tele. Co., Pfd. 9914 101 Michigan Sugar Co., Com. 93 97 National Grocer Co., Pfd. 87144 89% Pacific Gas & Elec. Co., Com. 57% 58% Pacific Gas & Elec. Co., Pfd. 91% 93 Peoples Savings Bank 235 United Light & Railway Com, 75 United Lt. & Railway 1st Pfd. 80% 282 United Lt. & Railway 2nd Pfd. 73. 75 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Elec Co. 1949 95 97 Flint Gas Co. 24 96 97% G. R. Edison Co. 1916 97 9 G. R. Gas Light Co. G. R. Railway Co. Kalamazoo Gas Co. 1920 95 100 Sag. City Gas Co. 1916 99 February 27, 1912. The ruling of the Supreme Court in the suit of the City of Lincoln against the Lincoln (Nebraska) Gas and Electric Light Co., to compel a reduction of rates referred the matter back to a_ special master with instructions to make an ex- amination and report. While this deci- sion is not definite it places the com- pany in a better positon to compromise with the city. After the first announce- ment of the decision Lincoln Stock .ad- vanced to sales as high as 37 and later reacted to 34 bid and 36 asked. This company will probably eventually be tak- en over by the Cities Service Co.; but it is problematical as to when this will be. A good steady buying has developed in Commonwealth Power Railway and Light common with no material advance in price. It is now stated that dividends on this may be looked for during the first quarter of next year. Even with an advance in the bid price of 73 almost no United Light and Rail- ways common came out during the week. There are a number of heavy buying or- ders in both the common around 75 and the second preferred at 73 to 74. Both the local and outside markets are look- ing for materially higher prices on these two issues, The demand for American Light held up well with prices around 299 to 300. All offerings of Citizens Telephone stock were quite readily absorbed around 98. Other local issues were fairly active with very few prices changed. TRADESMAN Assets over 3,000,000 eee fu —) (Geano A grips avincsp nk : Only bank on North side of Monroe street. GRAND RAPIDS FIRE INSURANCE AGENCY THE McBAIN AGENCY Grand Rapids, Mich. The Leading Ageney Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - ~- $500,000 Surplus and Profits - 250,000 Deposits 6 Million Dollars HENRY IDEMA ne J.A.COVODE - .- A.H.BRANDT - - - CASPER BAARMAN - 3A% Paid on Certificates President Vice President Ass’t Cashier - Ass't Cashier You cantransact your banking business with us easily by mail. Write us about it if interested. of the of the We recommend the purchase Preferred Stock Cities Service Company at prevailing low prices Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. 2nd pfd ist pfd Common Stock.................. .... Sept. Ist, 1911 Bid — Asked 52 59 69 70 79 80 United Light and Railways Co. QUOTATIONS Feb 27, 1912 Bid — Asked 75 _ 73 74 a 83 We believe this Company’s securities are attractive pur- chases at _prevailing quotations, particularly the first pre- ferred which will net over 7% on present prices. cw. C,H, Corrigan & Company seu m-2» Investment Securities _ 341-343 Mich. Trust Bldg., Grand Rapids, Mich. service to GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. Merchants, Treasurers, Trustees, Administrators and Individuals CORRESPONDENCE PROMPTLY REPLIED TO DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. Published Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price. One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance, Canadian subscriptions, $2.04 per year, payable in advance. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. February 28, 1912 FAITH BADLY JOLTED. During the recent charter campaign the advocates of the unique plan of submitted to the voters were fond of testifying to their faith in the ability and intelli- gence of the people to manage their own affairs. This faith was badly jolted by the returns from the polling places and some of the disappointed ones showed their lack of the true sporting spirit by complaining of the result. The graceful thing would have been to bow to the will of the people and admit that the charter was not what they wanted, but instead of this they still insisted that the charter was great and good and then whin- ingly attributed its defeat to the mer- cantile vote voiced by the Tradesman, the liquor vote, the labor vote, the Fas et Jus and various other ‘influ- ences, and some even said it was due to the absence of a popular compre- All municipal government hension of what was intended. unconsciously these individuals fur- nish the best possible arguments against the so-called home rule for cities. No matter what form of chart- er may be proposed or what amend- ments to the existing charter may be suggested these same and other influ- ences must be dealt with. Good ideas may be defeated by misrepresentation or prejudice. Bad ideas may be adopt- ed in periods of passing excitement. The so-called home rule for cities is beautiful as a theory, but as a prac- tical proposition it has its dangers and drawbacks, and the _ prediction may be made that it will not be long before the demand will be strong for the old system of legislative charters, with some safeguards against what used to be known as ripper legisla- tion. The time has not yet come to advocate a return to the old system. Home rule for cities, long and earn- estly advocated as an ideal, will have to be tried out to prove how unsatis- factory and unworkable it is, but some day this method of city govern- ment will have to be impracticable, discarded as Under the present law for the gov- ernment of cities the process for ob- taining a new charter is very compli- cated. First, a municpality must vote whether or not it wants a new chart- er, then it must elect the charter commission, and when the charter commission has completed its labors the proposed plan must be passed up- MICHIGAN TRADESMAN on by the electorate. . The initial steps in the making of the recently defeated charter were taken at the primary election in the summer of 1910, nearly two years ago, and we have been all this time getting action upon it. Under the law we can not make another effort at charter mak- ing until two years have passed. No matter what may be the emergency or the need calling for change in the city charter the city must get along with its old charter until the time limit expires and all the formalities can again be observed. The old charter can not be amended either by legislative enactment or popular vote. When a home rule charter has finally been adopted it can be amended, but the process of preparing amendments and submitting them is slow and com- plicated, special elections are expen- sive, and results will not always be what they should be. There is al- ways the chance of factionalism and passion governing the results and lit- tle opportunity for that sober second though so desirable in public affairs. In the old days, when the Legisla- ture made the charters, much was said of the injustice of legislators from the rural districts and remote counties having a voice in the man- agement of the affairs of a city in which they had no interest and of which they knew nothing. In theory the objection to legislative interfer- ence with the affairs of a city is valid, but in practice the authority of the state body is in the interest of con- servatism and sanity. When faction- alism is strong in a city the Legis- lature, uninterested and unbiased will act as the umpire between the con- tending parties, curbing radicalism in either direction, compromising differ- ences and smoothing out difficulties. Amendments upon which no differ- ences of opinion exist could go through easily with very little delay and at a minimum of expense when- ever the legislature happens to be in session. It would only be when local sentiment was divided that the Leg- islature would act as arbitrator and in any sense interfere with city affairs and in this capacity its services should be welcomed, as a safeguard to popu- lar rights and justice. The old system of charter making by the Legislature had its evils in that it was possible to sneak through measures affecting cities and their ad- ministration. This used to be called ripper legislation and at some time nearly every city in the State was a victim to it in one form or an- other. But this evil could be guarded against without much difficulty. One safeguard might be a provision re- quiring the referendum on important charter changes before becoming ef- fective. The present city charter was enacted subject to the referendum and was approved. Ten years ago a proposed charter passed by the Legis- lature was defeated at the polls and that ended it. Amendments made by the Legislature might be subjected to the referendum on petition or other popular expression within a stated time. This would let measures zo through upon which public opinion was united, but would act as a check upon disputed points. The right of initiative might also well be granted. A few years ago by a decisive ma- jority this city voted in favor of a charter amendment providing for non- partisan city elections, the names of all candidates going on the ticket without party designations, the candi- dates receiving the highest number of votes to be declared elected. The Legislature refused to enact this bill and this fact gave added strength to the arguments for the home rule we now have. When the charter making power is restored to the Legislature the cities should have the right of initiative, subject to the referendum after the Legislature has acted to give the sober second thought a chance to work, The Legislature meets in regular session every two years and the ses- sions last nearly six months, and in emergency cases special sessions can be called. With legislative control over charters, properly safeguarded, the cities will be infinitely better served than under the present home rule system. It is still too early to advocate the discard of the home rule plan, but it is only a matter of time when for their own convenience and safety the cites will be demanding it. The so-called home rule plan is too cumbersome and uncertain to be long satisfactory. : WITHOUT INFLUENCE. The city dailies have once more made an exhibition of their lack of influence in local affairs. They’ were unanimous in supporting the proposed city charter, and the proposed city charter was defeated by a majority of 1,200, and this majority would un- doubtedly have been much larger had there been a full vote. It was the same with the bonding proposition for a convention hall, with the pro- posed river water power franchise. with the plan to go to Lake Michigan for a water supply. The city dailies were enthusiastically and unitedly for these projects, and one after an- other they were voted down by the people. Two years ago all the dailies were against the re-election of Mayor Ellis and he won the election by a handsome majority. Last summer they were extremely partisan in their support of the furniture strike, and it is a matter of easy memory to re- call what happened to the strike. To have the city dailies unitedly for any Proposition seems in the light of the records about as bad a thing as could have happened for its success. Newspaper influence is something concerning which there is a good deal of popular misapprehension—a mis- apprehension which perhaps the dail- ies themselves encourage. The im- pression is common that the dailies are the great molders of public opin- ion, that they can shape events almost as they will, that they can make and unmake men and shape the destinies of cities, states and countries. But this is mostly balderdash. Dailies, as a matter of fact, do not make or mold public opinion—they merely re- flect it. A certain small readers will believe all they see in the newspapers and what the news- class of February 28, 1912 papers say has weight with them, bu; as a general proposition the issuc must be based on good morals o; good sense or down it goes. The “jn fluential” newspaper is one whos. editor correctly catches the drift 0; public sentiment and espouses th, side that most people want, provide: always that side has good morals an! good sense back of it. Public opinic; at times may be under the influenc of passion or prejudice and may | wrong and upon such occasions may take courage for a newspaper : stand up for what is right instead o: drifting with the popular craze. very great majority of the peop! want to do what is right and th, newspaper that takes good morals ani good sense as its guides is bound t. win in the end, not because it has influence, so-called, bu simply because it is only a matter of time when pub lic opinon will get back to its old standards. The proposed city charter was totally lacking in good sense. It was a plan of municipal government which did not appeal to ordinary pru- dence. Its defeat was a foregone conclusion from the beginning. It would have been defeated had there been twice as many newspapers in town and had they devoted twice as much space and attention to it as they did. Where the newspapers fail- ed was in trying to mold public opin- ion. Had they contented themselves with reflecting public sentiment, they would have found much greater sat- isfaction in the returns. .sceenennanetnsneenmee el The Interstate Commerce Commis sion has asked representatives of all express companies to give it detailed information upon thirty-four ques- tions. Its hearings have been dis- continued a few days to allow infor- mation to be collected. Meanwhile the Senate Postoffice Committee is examining representatives of express companies. The general sentiment is that the Interstate Commerce Com- mission has “made good.” When it was organized some. people _ said commissions accomplished nothing. It looks as though, when it gets through with the express companies, there will be as little use for parcels post as there was for Government .ownership and operation of railroads, after it regulated railroad rates, and that thereby Uncle Sam will save from fifty to seventy-five million dol- lars per year required for equipment and rebuilt postoffices and an operat- ing deficit of $150,000,000 yearly. It proved that the Government did not have to own the railroads to prevent the railroads owning the Government. Possibly the Commission may inves- tigate the cost of parcels post sys- tems abroad. It is generally known that Government operation is most expensive. Such expenditures, it is said, would necessitate continuance of high tariff duties to afford revenue; and, to save a few cents yearly to each person on carriage of parcels, the peo- ple would thus saddle themselves with a load of Government debt. In comparing rates the Commission would, of course, consider that labor and similar costs are much cheaper in Europe. February 28, 1912 IS HE RIGHT? —e! Judge Landis on the Use of To- bacco. Written for the Tradesman. From a recent issue of the Trades- man the following, which seems to call for further comment, is quoted: “Rev. W. H. Taylor, pastor of a Bap- tist church, pleaded for leniency for an erring ‘postal employe on the ground that the young man was a member of his church, was of good moral charac- ter and reputation.” The case was be- fore Judge Landis. The Judge ask- ed the minister what -he meant by “good reputation and moral charac- ter,” to which Mr. Taylor replied that the young man did not. smoke, chew nor drink and stood well with the congregation. This brought out the flat-footed dictum from the Judge ‘ that “smoking and chewing tobacco is no discredit to a man. Abstinence from the use of tobacco, furthermore, is not to a person’s credit.” Had the Judge simply taken the question that being exemplary as to certain personal habits was not suf- ficient ground for leniency in the case in question, and that he could not for such a reason absolve the young man from punishment for committing a se- rious crime, his course would not be open to criticism; rather commenda- tion would be his due for the faith- ful discharge of what he doubtless regarded as his plain duty. But if the report as quoted is cor- rect, Judge Landis fairly went out of his way to put himself on record as saying that “smoking and chewing to- bacco is no discredit to a man. Ab- stinence from the use of tobacco, fur- thermore, is not to a person’s cred- it.” Now a person may be a man or a growing boy, a baby, a little child, a young girl, or a woman; so accord- ing to the Judge’s say-so, abstinence from the use of tobacco is not to the credit of any of these. Shall we accept the Judge’s decree as final and decide that every ban should be removed from tobacco; that its use is in no sense a vice, and is in no wise reprehensible; or shall we conclude that possibly the eminent jurist as well as certain others who occupy the seats of the mighty, is “off” on this subject? During the last twenty-five years there has been a marked letting down of public opinon upon the use of to- bacco. Men who would hotly resent the slightest hint that they are not gentlemen in every sense of the word smoke freely when in the presence of ladies, with hardly so much as a per- functory, “By your leave.” A woman who would have the hardihod to say that the odor of one pipe or cigar or of a dozen were likely to affect her unpleasantly would promptly be dub- bed a crank, and would be regarded as too finical to be an agreeable mem- ber of society. However obnoxious certain immoderate and inconsiderate tobacco users may make themselves to others whe do not indulge—it must all be, quietly ignored. This is so- cial good form at the present day. In literature the laxity that has come to prevail in this regard is no less marked. Such writers as Henry MICHIGAN TRADESMAN Van Dyke (a Presbyterian minister, by the way) and Margaret Deland do not hesitate to give the tobacco habit their practical sanction if we may judge by the “slant” of their work. It would be unfair to single out these two without saying that they are in no wise exceptional in this respect— the position of nine-tenths of the most eminent writers of fiction is substan- tially the same. With the exception of distinctively religious publications, juvenile papers, which, of course, are censored so as to be fit for youthful minds, and out and out temperance literature, few, if any, periodicals lift the, faintest voice of protest against the use of tobacco. Along with this notable letting down of public opinion with respect to the use of the narcotic weed, it may be stated that during the last fiscal year nearly two billion more cigarettes were sold in the United States than in any previous year. The average boy of 8 years old and up- ward is simply possessed to smoke. Parents and educators all over country are finding it increasingly dif- fieuit to restrain boys from acquir- ing the tobacco. habit while they are still so young that its use would work them serious injury. It is set- tled by scientific authority beyond all question that the use of tobacco by the boy dwarfs his growth and devel- opment and impairs his vitality. What more disheartening to the fathers and mothers who are trying to do their duty by their sons than for such a man as Judge Landis to come out with the statement: “The abstinence from the use of tobacco” (and this was in the case of a young man) “is not to a person’s credit?” It is easy to see the interpretation that nineteen out of twenty boy readers will make of the Judge’s position. The lure of tobacco for the grow- ing boy comes from the fact that it is so universally used by men. In view of the fact and of the havoc which to- bacco is making with our youths, does not the adult man who makes use of it bear a heavy responsibility, Judge Landis to the contrary notwithstand- ing. The writer does not wish to be ex- treme nor hysterical and is willing to admit freely that the moderate use of tobacco by men of mature years seems, in a great majority of cases, to be attended by little, if any, positive injury, and that from it its devotees seem to extract considerable comfort and social happiness; and this much includes about all that the most en- thusiastic advocates of the weed claim in its behalf. But ought we to blind ourselves to the price the rest of us are paying for the comfort and happiness of the smoker and the chewer, even conced- ing that these are all that is claimed? Take chewing: No neat way of chew- ing tobacco has as yet been discover- ed—no way nor decidedly offensive to the sight of every decently tidy per- son. The wide prevalence of the hab- it of chewing means filthy sidewalks, crossings and stairways wherever a spitting ordinance is not rigidly en- nauseating in public forced. It means nasty, cuspidsre in plain sight the. buildings and private homes. Judge Landis holds that chewing tobacco is not to a man’s discredit. If taking an occasional shave and bath, if personal cleanliness and the ways of civiliza- tion are to a man’s credit and the re- verse to his discredit—then to any fair-minded person chewing tobacco, despite the Judge’s apothegm, must be considered very much to a man’s dis- credit. : Smoking, while less offensive to the sight than chewing, affects the nos- trils of non-users far more unpleas- antly. The wealthy man may enjoy his cigar at his club or in his private smoking room and disturb no one. But with the great masses of the people the smoking habit means family sit- ting rooms and even kitchens blue and thick with smoke, where frail women and innocent, helpless children must breathe the fumes. One of the sure effects of tobacco is to make its user obtuse to the rights and feelings of other people. If we consider for a moment what an immeasurable loss and degradation it would be should the use of to- bacco among women become as gen- eral as it now is among men, we may form some idea of what an immeas- urable gain and uplift it would be if its use among men could, become as rare as it now is among women. Is it not time that we call a halt and take noticé as to where our placid extenuation and tacit approval of a filthy vice is leading us? K, —_——.-2--o COMMON CHEATS. The express. companies, bluntly in- formed by Franklin K. Lane of the Interstate Commerce Commission, that they are to be prosecuted crim- inally “for overcharging the public,” find little sympathy in the press. For many years a long-exploited public has been blaming the drivers of the express wagons for overcharges and for the collection of charges on pre- paid parcels. This pilfering has been generally supposed to be a form of petty graft, whereby the agents and drivers supplemented their wages by levying upon the customers of the company. But the investigation by the Interstate Commerce Commission discloses that these overcharges and double payments go into the treasury of the company; that one of these companies swelled its receipts for one month to the extent of $67,000 by these means; that by the admission of the company’s counsel about 20 per cent. of this money remained in the undisputed possession of the com- pany. In other words, this company has taken $67,000 in a month from its customers, has disgorged about 80 per cent. of this amount, and held on to over $13,000. Clearly such prac- tices call for action by the law officers of the Government. It was the realization of the exist- ence and extent of such practices that caused Commissioner Lane to inter- rupt an express attorney during the course of the hearings at Washing- ton last week with the words: “We are going to prosecute the ex- press companies for overcharging the public. This investigation was made $ for the purpose of developing the facts in this regard. If prosecutions were brought on every complaint that has been made to the Commission, all the express companies would be made bankrupt by the fines imposed and driven out of business. The Com- mission has 3,000 complaints of over- _ charges and 10,000 letters are on file complaining of this practice. “Your rates are unintelligible to the general public, and your own em- ployes do not understand them. One of the fruits of this investigation must be a system which is intelligible to an ordinary person. “I know of one instance where a shipper prepaid $4.50 on an express shipment to Washington. When the shipment reached here another $4.50 was collected. A complaint was made to the express company and a refund of $2.20 was made. What became of the remaining $2.30? “The system is so complicated that it is not understood by your own drivers, clerks and agents. I went to one of your offices, and three different rates were quoted on the same par- cel : In response to a question a little later, the Commissioner made his in- tentions even more explicit, saying: “Certainly, | meant criminal prose- cution. The facts will be presented to a Federal grand jury at the proper time for action.” The evidence taken recently show- ed that the rates and rules were com- plicated in the highest degree. Thus records were brought forth from the companies’ own books showing that four thousand overcharges or under- charges had been made by one com- pany in one day, and three thousand by another company also in a single day. A possible plan for improvement proposed was the consolidation of all the express companies, with close control by the Government. The to- tal express revenue of the country is estimated at over a hundred and fifty million dollars a year, and half of this comes from small packages. Evidence showed that it costs two to three times as much to carry a given pack- age in this country as it does abroad. —~-..—__ The gross receipts of the express companies for 1911 were $795,306,721, half of which was paid to the rail- roads, . their share being $397,653,- 360.50. The net profits of the ex- press companies were $294,043,285, and the total dividends paid amount- ed to $212,085,392. These enormous profits were made on property and equipment valued on June 30, 1911, at Only $26,065,711. In addition to the dividends declared, the companies hold in their treasuries $81,957,893, a large proportion of which, it is alleg- ed, accrued as the result of over- charging the public and dividends and other funds which were not paid, as the persons to whom they were due did not appear. _——__-22eo—______ Do not fleece your sheep too soon or too closely, or you may never get another chance at them. >a You probably won’t do anything well if you don’t want to do it. MICHIGAN Detroit Department Bank Statements Show Normal Mon- ey Demand. Feb. 27 - The. staie- the National and State banks, which had been called by the Controller of the Currency and the State Banking Commissioner at the close of business Feb. 20, contained surprises. While it had been believed that loans would show a decrease and reserves a great gain, in conformity with the indications prevalent in the rest of the country, Detroit does not seem to have been struck with the same wave oi busi- ness inactivity that other cities have suffered from. The statements of the clearing house banks show $19,979,000 increase Detroit, ments of é some in deposits for the year, which is the largest gain ever made in any one year. Loans at the same time have in- creased Over $14,000,000, which shows a normal demand for money in this city, and this has kept pace with the increase in deposits. The total deposits on Feb. 23, 1912, were $150,006,000, compared to $130,- $27,000 on Jan. 7, 1911. During the same period cash resources increas- ed $6,135,000. As compared with the last call, Dec. 5, show an 1911, the present statements increase of $2,067,000 in loans, $1,737,000 in cash $2,693,000 in commercial resources, deposits. The Farrand Co. will take over the building at 172 Woodward avenue, formerly occupied by the Macauley book store, and will remodel the en- tire structure for their retail depart- ment. Contracts for the work are being let, and the contractors will start to renovate the premises May 1. It is expected that by July 1 the firm will move into its new quar- ters. The entire building, when remod- eled, will be given over to the re- tail department of the music firm. It is now located in the second and third floors of the Sheehan book store building, 178 Woodward avenue, but the increasing business demands larg- er and more commodious quarters. The ground floor of the new lo- cation will be given over to recep- tion rooms and offices, while in the basement will be a department for player piano owners. On the sec- ond floor will be found the high- grade pianos, the third floor will be for the Farrand-Cecilian player pi- anos, while the fourth floor will be given over to the lower-priced and second-hand pianos. W. R. Farrand is now President of the company, succeeding the late Elisha H. Flinn. Adolph Finsterwald, of the Fin- sterwald Clothing Co.. has taken a lease for a term of years of the prop- erty on the southeast corner of Ran- dolph and Macomb streets. The cor- ner is occupied by a two-story brick building with a frontage of 50 teet on Randolph street and a depth of 110 feet on Macomb. It is owned by Mrs. A. D. Holmes. The rental is understocd to be a little less than $12,000 a year. Mr. Fin- sterwald makes the deal as an in- vestment. store Work will be started soon on the erection of a new block of stores on the northeast corner of Woodward and Gerald avenues, Highland Park. The corner has just been sold by John H. Wendell to an automobile manufacturer, whose identity is not made public. The sale was negoti- ated by Welch Bros., the considera- tion being in the neighborhood of $15,000. The property has a frontage of 88 feet on Woodward avenue and is 150 feet deep. J. L. Hudson has purchased from the People’s State Bank the two- story brick building at 344 Jefferson avenue for about $35,000. The prop- erty has a frontage of 50 feet on Jef- ferson avenue and is 200 feet deep. The building was formerly occupied by the Fee Electrical Car Co. Mr. Hudson acquires the property as an investment. : The Hupp Corporation has filed amended articles of association whereby the name has been changed to the R. C. H. Corporation. This result of.the suit started by the Hupmobile Co, against the Hupp Corporation regarding the use of the word “Hupp.” 1s a Elmer A. Foster, distributing agent for the R. C. H. Corporation, has re- signed to become associated with the Keech -Land & Development Co. Keechi, Tex. He says the company will devote 3,600 acres to pecan cul- ture. Angus McKinnon, until recent- ly a professor in the Texas Agricul- tural College, is associated with the company, and with Mr. Foster ex- pects to open an office in Detroit soon. —_2++>___ There’s a Reason. Mr. Smith came home very late for supper one evening. He called to his wife and told her to cook up every- thing there was in the house. “Why, John,” she said, “what makes you so terribly hungry?” “I’m not hungry,” he growled. iam going to pawn the stove.” TRADESMAN Activities in the Hoosier State. Written for the Tradesman. A Chamber of Commerce will be formed at Laporte. The Association of Northern Indi- ana and Southern Michigan Lumber Dealers will hold its annual meeting and banquet at South Bend March 7. Numerous cases of railroad acci- dents due to broken rails have led the indiana Railroad Commission to call together the steel manufacturers and railroad officials to consider means of obtaining better rails for construction purposes in the _ state. Railroad men state that they have been working on the problem for many years. The Indiana Commission on In- dustrial and Agricultural Education is continuing its tour of the state and is meeting with much encourage- ment in conferring with manufactur- ers and school boards. Every city of importance will be visited. The Rock Run mills, a textile man- ufacturing plant, has been established in Goshen as a branch of the Ste- phenson underwear mills of South Bend. An alfalfa train will be operated over the Erie Railroad in Northern Indiana March 27-29 under the auspices of the Agricultural Exten- sion Department of Purdue Univer- sity. Stops will be made at all avail- able points between Decatur and Crown Point and lectures given on alfalfa culture. The Indiana State Bee Keepers’ Association held its annual meeting last week in Indianapolis and Mason J. Niblack, of Vincennes, was elect- ed President and Geo. W. Williams, of Red Key, Secretary. The Commercial Club of Auburn has chosen the following officers for 1912: President, Monte Green; Vice- Presidents, Milo Garrett and A. P. Johnson; Secretary, H. E. Hartman; Treasurer, E. W. Hicks; Directors, EZ. O. Little 1. Schiom, FT Te. Lapp, F..A. Bort and W. W. Schwartz. Prof. Willis Moore, Chief of the U. S. Weather sureau, will visit February 38, {915 Terre Haute March 5 to decide as to the feasibility of establishing a me- teorological station there. South Bend has added another jy dustry, the Engman-Matthews (, with $200,000 capital, which will man ufacture malleable iron stoves an, ranges. The membership of the Evansyi/} Boosters’ Club is now nearing th 4,000 mark and there will be no le: up in the campaign until the numb. reaches 5,000. Manufacturers and shippers Northern Indiana met last week Ft. Wayne under the auspices of | Indiana Manufacturers’ & Shippe: Association and resolutions we; adopted favoring state control public utilities and endorsing Go\ Marshall’s view that this power should be delegated to the Indiana Rail road Commission. Another resolution strongly supported the lake-to-lake canal movement, A local manufactur turers’ and Shippers’ Association. auxiliary to the State Association. formed later, and J. B. Franke, of the Perfection Biscuit Co., was named as chairman of a Com. mittee to take steps toward this end. Secretary Zartman reviewed briefly the work of the State Association, calling attention to what is known as the shippers’ bill of 1907, the car service bill, which it was claimed saves Indiana shippers $100,000 an- nually, also to the increased powers of the Railroad Commission by which express rates have been placed under control. He spoke particularly of the instance last year in which the ex press companies were prohibited from advancing the minimum charge from 25 cents, which would have cost th: shippers $1,000,000 annually, Almond Griffen. _—. 2. ——_____ A Troublesome Cat. Mrs. Casey (sitting up in bed)- Moike, did yez put out the cat? Mr. Casey—Oi did. Mrs. Casey—Oi don’t belave it! Mr. Casey—Well, if yer think Oi’m a liar, get up and put ’er out yerself. may be Manufacturers The APEX BREAD TOASTER THE BEST TOASTER MADE FOR USE OVER GAS, GASOLINE AND BLUE FLAME OIL BURNERS : Retails at 25c with a Good Profit to the Live Dealer A. T. Knowlson Company, Detroit, Mich. Yyf y WM YW SG YE S . DETROIT, MICH. A perfect cold storage for Poul Sa, %c per dozen. Liberal advances, Railroad facilities the best. Absolutely fireproof. stored with us usually sell at a premium of Correspondence solicited, February 28, 1913 CLOTHIERS MAKE MERRY. Have Big Time at First Annual Ban- quet. It is characteristic of conventions that at the conclusion of the busi- ness sessions there should be a ban- quet—an opportunity for a few hours social intercourse—some speechmak- ing and a lavish spread to satisfy the inner man. It may also truthfully be said that no matter how many miss one or more of the business sessions, there are very few who care to miss the banquet, for it is here that the most finished efforts of the best orators of the convention are heard, the most important subjects are discussed and all of it is so in- formal and friendly none can help but derive benefit. The first annual banquet of the Michigan Retail Clothiers’ Association, Friday eve- ning, Feb. 23, at the Hotel Pantlind, was just such an affair and marked the conclusion of a very interesting and profitable meeting. M. S. May, retiring President of the Association, had charge of the details of the banquet and provided a programme of unusual excellence which was most thoroughly enjoyed by all, The tables were most charmingly arranged in the form of a hollow square, a profusion of exotic blooms lending beauty to the scene. Here and there a candelabra shed its soft radiance over the tastily decogated ta- bles, an orchestra rendering sweet music the while. At 6:30 the guests were seated and did ample justice to the generous menu provided, which was as fol- lows: 3ronx Cocktail. Blue Points. Celery. Cream of fresh mushrooms. Crotons souffle. Filet of sole remoulade. Pommes Julienne. Grilled milk-fed chicken cresson. Risolle potatoes. French peas. Head lettuce. Cigarettes. Neapolitan ice cream. Fancy assorted cakes. Cheese. Coffee. Cigars. The programme of the evening followed and was in charge of Meyer S. May, who acted as toastmaster. Mr. May was in a happy mood and his witty sallies kept all in good humor. He introduced C. B. Hamil- ton, advertising and sales manager of the Berkey & Gay Furniture Co., who gave an instructive address, taking for his subject, Advertising a Clothing Store as Viewed by an Outsider. The address will appear in next week’s Tradesman. Mr. Hamilton was followed by E. L. Ewing, Traffic Manager of the Grand Rapids Association of Com- merce, his subject being Freight and Express Problems of Retailers. Mr. Ewing is a splendid talker and han- dled his subject in a lucid manner, embellishing his remarks with sev- eral stories of a humorous nature. The address is published elsewhere in these columns. MICHIGAN TRADESMAN The principal speaker of the eve- ning was then introduced, William Goldman, President of the New York Wholesale Clothiers’ Association, whose subject was The Retail Cloth- ing Business as Viewed by a Whole- saler. The complete address appears elsewhere in columns, The subject was cleverly elucidated and the address is worthy of a careful perusal. these The toastmaster made a few com- ments upon some points covered by the address and invited a general discussion. In reply to a question, Mr. Goldman gave his views regard- ing the appointment of a committee to work in harmony with a joint committee from the wholesalers to act in an arbitrary capacity in set- tling disputes and declared his be- lief that this was the most rational thing that could be done. C. D. Wry, Secretary of the Na- tional Organizing Committee and Secretary of the Iowa Retail Cloth- iers’ Association, gave a report of his work in perfecting the National organization. He spoke of the liber- al donations of editorial space that had been given by trade papers and the help it had afforded in carrying along the work. He also spoke of the Iowa State Association and said that out of 600 clothiers who replied to circular letters containing invita- tions to become members, but one person had opposed the plan. This plainly showed the attitude of the rank and file regarding organiza- tion, that they were unanimously in favor of the plan. He said that seven states were represented at the meet- ing_in Chicago when the National organization was proposed and that he had information to the effect that as many more were now perfecting their organization. In mentioning some of the benefits of membership in the Association, he gave an il- lustration of how a skeptic was con- vinced after being shown the exact import of the twenty pound express rate, the knowledge of which enabled him to save over $700 per year on ex- press shipments. What an object lesson for dealers and what egotism for any person to think they can ac- complish as much work alone as they can with help and that after all is what it means. The man who remains on the outside may succeed fairly well, but the really wide-awake busi- ness man sees the benefits of organ- ization as son as the subject is broached. Mr. Wry was followed by J. A. Solomons, President-elect of the Michigan Association, who thanked the delegates for the Honor bestowed and stated his conviction that from present indications the membership would, no doubt, increase threefold during the coming year. The mem- .bers present pledged him their sup- port and the result is easily fore- seen. The retail clothiers will take their place with other State asso- ciations, all working for the com- mon good and towards establishing a new era of prosperity. , To see the interest manifested in every idea presented by the speakers, to hear the enthusiastic utterances of the delegates, was to imbibe the ar- dor of the occasion, and one could not help but feel that the meeting had been productive of good in a great Certainly, the banquet was a success, the best of feeling prevailed and the members are al- ready looking forward to the con- vention in Kalamazoo next August and discussing their plans for the campaign to be carried on in the meantime. many ways. ii The Feminine View. She had just finished reading Ed- ward Everett Hale’s “The Man Without a Country,’ and as she laid it down she sighed and said: “IT can not imagine anything worse than a man without a country.” “Oh, I can,” said her friend. “Why, what?” “A country without a man.” —_—_22> A monument to heroes generally has a way of looking mortified be- cause it wasn’t erected sooner. c eeeeeoeeeeee.e i een eeSeseesesssaenes orders. Cans. Customer Making HERE is a customer- making uniformity in N. B. C. goods. packages are uniformly at- tractive, the contents are uniformly good. They give uniform satisfaction and bring countless repeat Keep a_ uniform stock, with plenty of variety in the famous In-er-seal Trade Mark packages and the attractive glass front NATIONAL BISCUIT COM PANY Sloeoeeoeeoeeee The ae WoRDEN GROCER ( OMPANY The Prompt Shippers Grand Rapids, Mich. i2 MICHIGAN reeeqd (CU Tin t "a a rt New Ideas in Window Dressing For March. Timeliness is one of the great con- siderations in window dressing. Be a window ever so fine if it is not suited to the season its value is great- ly lessened. It is the timely touch which gives weight to the artistic idea. By looking about him the enter- prising proprietor of the general store will always be able to invest his window with something of local interest in addition to the more gen- eral motif of the season. The anniversary celebration in some sweeping sale is an example. Here the broom may be brought into requi- sition and used with clever effect in the advertisements in the windows and through out the store. As all sorts of anniversaries are seasonable at all times of the year, and if the element of keen competition enters into the local condition, these anniversary sales are often made brilliant affairs of pyrotechnical advertising display outside of the columns of the com- munity newspapers. Also in discov- ering themes which can be made to serve for anniversary sales, the bright merchant may develop a capacity of invention that is truly astonishing but no less praiseworthy. Supposing, for instance, that March, 1912, is the fifth year of the establish- ment of this particular general store and the shopkeeper wishes to make the most of the circumstance, a really laudable ambition in any storekeeper, as all will admit. Let him remember, if he will, what happened to him when he had been married five years how he was sitting comfortably at home reading the evening paper by the light of the dining room lamp after a good supper, the children all put to bed and everything cozy and nice, with never a thought of what had happened five years ago, nor what was going to happen in about five minutes—when all of a sudden the front door flew open and all creation trooped" in, smiling, laden with picnic viands and all manner of wooden contrivances, from a pound of wooden nutmegs to a sawhorse. Let him go and do likewise in his business, for, socially, it was a_hit.- Get up some inexpensive and fetch- ing litle souvenirs made of wood, with the compliments of the estab- lishment printed thereon, to hand to the guests of the glad occasion. Of course use all the woodenware car- ried in stock to the best advantage in the decoration of the windows, and make all the clerks a part of the af- fable “receiving line,” and the trick is turned. The gala spirit if infused throughout the store will sell many an extra bill for him, for the buying public likes to feel that its value as a customer is appreciated. Many a sale has been lost by this failure to recognize the consequence, or even the condescension of the customer who has been invited in a general way to some such sale. Courtesy is a nev- er failing asset in any department of trade. If it is the tenth anniversary of the store, then make the sale one of tin, and trim the windows accordingly. An old-fashioned beehive can be con- structed out of shallow pans of grad- uated sizes, around which can be hung a swarm of tin bees, which are coiz- mon enough in these days for the store to have a considerable stock left over from the Christmas trade; while an amusing suggestion of honeycomb on a gigantic scale can be made cut of common tin drinking cups, proper- ly arranged in a square box of thin boards. The show cards can _ set forth such memoranda as the store wishes to advertise of the sale. For instance: “We have the tin you need.” “Nobody gets stung here.” “March winds and May sun inake clothes white and maids dun.” With the advent of March comes the old-time suggestion of house- cleaning and purifying these general- ly. And while this season is not a happy one, it can be made fairly at- tractive in the windows of the gen- eral store. If it has no other virtue in ways pacific, it can be used with telling effect to display a vision of washing machines, brooms, mops, tubs and wringers and all the practical paraphernalia of the cleaning up sea- son. Sociologically, women are scientific- ally classed as the spenders. Domes- tically, she certainly is the cleaner. As house-cleaning time approaches she takes on a fierce and awful determina- tion which not even love of peace or family can stay. She is on the war path. She is bent on killing dirt whether it is there or not. There- fore, at this season, soaps and soap powders, cleaning fluids, furniture pol- ish, scrubbing brushes, concentrated lye and vacuum cleaners can be made to appeal to her pocketbook through the morbid obsessions of house cleaning. Wherefore, a wink being as good as a nod to a blind horse, any day in the week, the wise merchant will fill his windows with his most tempt- ing brand of ball bearing, labor saving machines and implements dedicated to the annual fray of the dominant housewife. He will find it safe even TRADESMAN to push his despised bottles of in- secticides, rat killers, roach extermi- “nators, moth balls and bedbug banes to the front. For house cleaning time is a time when pride goeth before a full powder gun and the haughty bedbug before destruction. Whatever decoration-is used during this month should be selected in re- lation to the green of St. Patrick’s day, which the world has come to de- mand about this time. If the window is to be tempered with conventional trimmings, green flags, harps and shamrocks are the ticket for the framework. If the merchant depends on such stock as he carries, all that is necessary is care to choose goods characteristically green and all is well. For the dry goods window this is easy. Silks, satins, calicoes, delaines, brilliantly green, can be convention- ally draped on proper pedestals, hedg- ed about with haloes of green socks, green neckties, green ribbons, green garters, if you happen to have them. Anything which suggests the “Wear- in’ o’ the Green” will go. Show cards can be done in green, suggesting greens in every way but that they are being done by a_ green hand. When it comes to that, never betray yourself. It may be fatal and never is necessary. Assume a ripeness, if you have it not, and in March put all your greens into your windows. In the grocery department, if .you desire to push any line of canned goods, trim the window with such as show the green label. It seems a small matter, but timeliness in these February 28, 1919 matters covers a multitude of sins and often cinches the customer; ofi- ener than not, for that matter. He is always willing to believe you when you address him through the medium of a cleverly trimmed window, in bold and fine letters— Saying “The long green lasts longer if you trade here.” Aside from St. Patrick and his Sig- nificant exorcism of snakes and things, March offers a variety of good ideas to deck the window of the gen eral store. The March kare has bec: popular since when the oldest inhal)- itant can not tell. With the use o: an electric fan, the most dilapidated covey of Easter rabbits can be mad. to do duty as March hares in point- ing the moral of the March good window. Lent, too, lends its color, or lack of it, to the business of the month and, according to the terri- tory served by the particular store. should be taken into account. This. especially in the grocery department, for its effect is mainly in the bill of fare that the yearly penance seems to manifest itself, and the penitential fish hangs high. March also is the month of the sug- ar camp; and no matter how far modern progress has played hob with picturesque old-time methods of con- verting sap into sugar, the trees grow in the same old way and the sap flows on regardless of factories and time clocks, and Nature still prevails. For a picturesque and timely win- dow the sugar camp idea affords a fine chance to the hardware depart- ment. The biggest kettle in stock Barlow’s “Old Tyme” Graham Flour Sweet as a Nut Stone Ground ++ JUDSON GROCER CO. Exclusive Distributors GRAND RAPIDS, MICH. q February 28, 1912 can be brought into requisition, and it can be hung on a tripod of hoes and rakes and garden spades, forks or similar utensils. The fire can be an imitation one of small weed pull- ers, unless the merchant chooses to make it more realistic by using red paper and electric light lamps. For- ests of garden implements and quan- tities of pails can make up the sug- gestive background; all the garden tools carried by the store can be made to figure effectively in this win- dow; plows, horse and hand weeders, anything permitted to the space can be used with economy and thrift to add to the pleasing picture and sug- gest to the happy farmer what up-to- date regalia he needs this season in order to make two stalks of corn grow where but one grew before. [lluminating and significant is the motto for the show card for this win- dow, which can be appended to the presumably hot kettle of dope— “Our prices boiled down hard.” A window built exclusively of work- ing men’s white canvas gloves is highly appropriate to the season and effective in results, artistic and other- wise. It is surprising how so humble and inelegant a modern convenience as these same commodities can he made to lend themselves to stunning effects, especially if the merchant puts on a mark-down price to adorn the display to his customers’ advantage. —__2--2—____ First Week in a Month. The word “week” is frequently used to mean the seven days béginning at midnight of Saturday. But it may also mean, and is frequently used to mean, any seven consecutive days. The like is true of the word “month.” It may mean a calendar month, or it may mean the days between any day or any month and the corresponding day of the following month. Thus, June 10 to July 10 is a month, as well as June 1 to June 30. The first week in November is the first seven days of November. If November began with a Saturday and the first week did not end with the next Saturday, then it would end with the same Sat- urday with which it began; that is the ‘first week of November would be a week consisting of one day, which is absurd. The month of No- vember consists of four weeks and a fraction of a week, and the last few days belong to that fraction of a fifth week which the month contains. Goods that are shipped within the first seven days of a month are ship- ped within the first week of that month. Any other theory presents the same difficulty we have just en- countered. If part of the first seven days are in the second week we have a first week consisting of less than seven days—and there is no such week, —_22—__. A Definition. A celebrated lawyer once tried to get a Boston witness to give his idea of absent-mindedness. “Well,” said the witness, who was a typical New England Yankee, “I should say that a man who thought he’d left his watch to hum, and took it out’n his pocket to see if he'd time to go hum and get it, was a leetle absent minded.” MICHIGAN Believes in Giving Cotter a Square Deal. Saginaw, Feb. 19—I was very much pleased to receive the Tradesman of last week and am unable to tell you how very much I appreciate the edi- torial referring to President Cotter. I do not believe any railroad officer or any man in charge of a private industry, even, could have worked harder for the advancement of the property than he has in the interest of the Pere Marquette for the past seven years. Of course, it goes with- out saying that every improvement made on the Pere Marquette is a di- rect benefit to the State. It is a fact that almost the total mileage comprising the Pere Mar- quette system in Michigan was orig- inally built, a small piece at a time, for the purpose of hauling Michigan logs to the streams and sawmills. Finally when the timber had all dis- appeared, a mortgage had appeared, covering the total mileage. More than 50 per cent. of that mileage is, even at the present time, fifteen or twenty years after the heavy logging opera- tions have ceased, almost if not quite, not self-sustaining. Nearly all of that mileage, however, is through a coun- try which is susceptible of develop- ment for agricultural purposes, but for some reason the State authorities or the people have made little or no ef- fort, certainly no systematic effort, to develop the agricultural resources. Mr. Cotter started a movement through his officers, looking to a sys- tematic development that would pro- duce results. The Western Michigan Development Bureau was organized, and, as you know, has grown to a point where the work of that Bureau is of incalculable benefit to the State. Later he succeeded in organizing a similar bureau on the east side of the State. Up to the present time he has furnished much of the money necessary to conduct the work of the Bureau and has kept it entirely free from any real estate promoting prop- Ositions. It is really amazing the amount of good work performed by that Bureau in the last two or three ‘ducing a good revenue. -mains and can not be disputed. Let TRADESMAN years in the way of bringing in set- tlers, advertising the products of Michigan, etc. While it may truth- fully be said that he is doing all of this work in the interest of the Pere Marquette, it is also a fact that the State, as a whole, and the people of the State are enjoying the benefits. I maintain that within ten years the whole of the country traversed by the mileage of the Pere Marquette will be fairly well populated and will be pro- This fact re- the Pere Marquette be ever so bad, it is still a necessity for the majority of the people of the State of Michigan as a means of transportation of both freight and passenger, and the more knocking that is done to a property that is necessarily weak by reason of its extremely low rate, and further by reason of the sparsely settled terri- tory through which most of its mile- age runs, the harder work he will have in trying to interest capital to the ex- tent that they will loan the money necessary to build up and operate the property, and the longer it will re- quire to. improve’ the facilities to an extent that will be fairly satisfactory to the majority. It is discouraging at times to note the lack of apprecia- tion on the part of the very people who are deriving the greatest benefits from the efforts that are being put forth to try to build up the property. Shipper. Must Have a Good Memory. Written for the Tradesman. A good memory is of prime neces- sity in.the grocery business. It would be a stupendous task to enumerate what the grocer must remember in order to transact ordinary business. Every detail of buying, selling, receiv- ing, delivering, unpacking, taking or- ders, putting up goods, storing, etc., requires the keeping in mind of a number of distinct facts. When one sees the grocer writing down every item as an order is given him over the telephone or by a cus- tomer in the store it-does not appear that he is taxing his memory to any The Grocer 13 great extent. And there lies one se- cret of having a good memory—it ought not to be overtaxed. He must not attempt to remember everything. He must save memorizing when it is not necessary; he must not attempt to memorize items while taking an order. At such a time he must be able to quote the price of any article mentioned without referring to marks or lists. He must bear in mind the customer's likes and dislikes—his or her preferences where more than one grade of goods is handled. He must remember what brands that customer has previously purchased. He must remember whether the customer wants the very best at any price or whether he or she must have the lowest possible price. He must bear in mind every change of price. Even when goods are arriv- ing or being unpacked he must know the prices at which they are to be sold. He must be able to drop any work at a moment’s notice and take it up again at the same place when opportunity affords. In order to give fullest attention to whatever work or business comes to hand he must free his mind of the details of every transaction as much as possible as soon as_ completed. Therefore he uses duplicate slips of accounts and files them away to be transferred to debtors’ accounts at some future time. He need not car- ry the particulars of every sale on his mind until he gets time to “charge it up.” He uses cash registers, loose leaf ledgers and other devices to save When he dis- covers stock low in any line or a new need he goes at once to his “want book” and writes it down instead of trying to carry it in mind until he is time and memorizing. ready to make out an order for With all the help obtainable he has sufficient to tax his memory. Remembering is to a large extent a matter of habit, and the earlier in life one endeavors to form a habit of goods. remembering or determines to have a good memory the easier it will be E. E. Whitney. to acquire it. dies, etc. ient for you, to clean.”’ Use the four steel fingers instead of your own. A Money Back Guarantee With Each Scoop. —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 coes 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. | 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. They are stronger. more sanitary and ‘‘So easy If you are not perfectly satisfied with it 14 MICHIGAN CLOTHIERS. They Meet and Discuss Plans for the Future, When the sky is clear and the sun shines and the railroads send out their trains reasonably close to schedule time, the matter of traveling a hun- dred or more miles to atend a state convention is a thing to be looked forward to with pleasurable anticipa- tions, and the Executive Committee of the Michigan Retail Clothiers’ As- sociation, in laying their plans for their first annual meeting to be held in this city February 22 and 23 would have been all right had they first consulted some oracle regarding the weather conditions. As it happened, they did not do so and the result was that the days selected for the meeting were anything but desirable for a con- vention. In fact, the blizzard that raged all day Wednesday rendered it practically impossible for delegates to travel any distance and reach here in time for the convention. The net result, therefore, was that many who were expected failed to put in an ap- pearance. Those who came arrived prior to the big storm and remained until after its effects had been dissi- pated, a few days later. There was plenty of enthusiasm, however, among those who were prestnt and all felt that they were amply repaid for com- ing, and announced their intention of doing all in their power to pro- mote the growth of the Association and to further its aims, believing that all would be mutually benefited. On account of the severe weather on Thursday, very little work was atempted other than getting organiz- ed and ready for business. On Friday, however, occured the election of of- ficers, which resulted as follows: President—J. A. Solomons, Grand Rapids. Virst Vice-President—L,. T. Mar- coux, Bay City. Second Vice-President—James A. Griggs, Saginaw. Secretary and Treasurer—A. Rosen. Muskegon. The Executive Committee is com- posed of the foregoing officers and Messrs. Samuel Folz. Kalamazoo; T. Hf. Butcher, Battie Creek; Meyer S. May, Grand Rapids. After some discussion, it was de- cided to hold future annual meetings during the summer months, Kalama- zoo being chosen for the next meet- ing, which will during the month of August, 1912, the exact dates to be fixed later by the Executive Committee. : occur Matters of interest to the trade were then discussed informally, the sub- ject of Price Cutting receiving con- siderable attention. A new constitu- tion and by-laws was also adopted at this session. At the afternoon session, Mr. Wil- liams, of the Grand’ Rapids Show Case Co., gave an interesting talk on The New System and the New Way Store. He also gave some valuable hints concerning advertising. — An invitation was received from the Berkey & Gay Furniture Co. to view their showrooms. L. T. Marcoux, of Bay City, gave MICHIGAN TRADESMAN the results of his experience in adver- tising and it was evident from his remarks that he understood the sub- ject thoroughly and had ideas in ad- vance of the old time methods. He gave his views regarding national ad- vertising and declared that the adver- tising could be made a great deal more productive by a slight change in methods. He recommended that advertisers discriminate in favor of towns and cities where their goods are handled, believing that local ad- vertising would be a mutual benefit ‘to manufacturer and retailer. M.S. May, of Grand Rapids, offered the following resolution, which was unanimously adopted: Resolved—That the Michigan Re- tail Clothiers’ Association hereby re- ‘commend to manufacturers of men’s wear that at least one half of their advertising appropriation be. diverted to local advertising in cities where they have direct customers, as present methods are too wasteful; and that the matter be referred to the Com- mittee on Legislation and Complaints. Mr. Roberts, representing the T. H. Butcher Co., of Battle Creek, dis- cussed The Tailor to the Trade, and advocated the addition of such a de- partment with every retail clothing store. lle was enthusiastic over the possibilities for securing increased business by this method and to illus- trate the point gave the result of his personal experience. Reference was also made to misfit clothing emporiums and to concerns that bid for business by giving an ex- tra pair of pants with each suit. These were considered detrimental to the trade and it was believed that the demoralizing effects could be counter- acted by judicious advertising, - in which the manufacturers should par- ticipate. It was suggested also, that at the next annual meeting of the As- sociation the subject of advertising be brought up for general discussion. The forming of local clothing deal- ers’ associations in every town was also recommended. It was shown how dealers could be of service to each other in giving timely warnings relative to extending credit to un- reliable persons and that by working together for the common good many evils could be corrected. President Solomons was authorized to appoint a Legislative Committee and appointed the following named persons: G. Stern, Allegan; P. S. Boter, Holland; H. J. Lipphardt, Detroit; H. Hirschfield, Kalamazoo. Samuel Folz, ex-Mayor of the city of Kalamazoo and one of the pioneer clothing merchants of Michigan, was called upon for a few remaarks and he touched upon various important questions affecting retailers. The fact that he has achieved such signal suc- cess in the conduct of his own busi- ness gave his hearers implicit confi- dence in the accuracy of his judgment. He gave some useful hints relative to the employment of help, their wages, the advertising game, etc., and at the conclusion of his remarks was lib- erally applauded. The delegates favored the establish- ment of local associations. A national Organization is now in processs of formation, the states of Michigan, Iowa, Indiana, Illinois, Missouri and Minnesota now being in line with State organizations. Affiliation with the national organization was favored. It was recommended that two mem- bers of the Asociation be appointed as members of an Interstate Com- mittee, to meet in Chicago when a call is issued to devise a good stock keeping method. C. D. Wry, Secretary of the Nation- al Organizing Committee, was present at the meeting. Mr. Wry is also Secretary of the Iowa Retail Cloth- iers’ Association. He told of import- ant legislation secured through the efforts of his Association and of their plans for the future. The afternoon session closed by giving the retiring President, Meyer S. May, a rising vote of thanks for the efficient work accomplished by him during the past year. The meeting then adjourned to pre- pare for the big feature of the con- vention, the banquet, to be held that evening at the Hotel Pantlind, a re- port of which appears in another column. The roster of those present was as follows: C.°L. Belknap, Eaton Rapids. E. W. Jones, Grand Rapids. J. A. Solomons, Grand Rapids. Ike Rosen, Muskegon. O. M. McLaughlin, Nashville. James A. Griggs, Saginaw. W. E. Lewis, Mt. Pleasant. Wm. H. VanPeenen, Kalamazoo. H. R. Ford, Bay City. A. A. Mitchell, Jackson. J. F. Wuerth, Ann Arbor. G. S. Harrington, Cassopolis. L. Grombacher, Grand Rapids. G. Stern, Allegan. Fred W. Kull, Monroe. Geo. W. Taylor, Kalamazoo. L. T. Marcoux, Bay City. P. S. Boter & Co., Holland. R. G. Clark, St. Johns. Howard C. Brink, Grand Rapids. Reule, Conlin & Fiegel, Ann Arbor, T. H. Butcher Co., Battle Creek. Jas. L. Collins, Hart. E. J. VanderWerp, Fremont. Leo Harrington, Jackson. Sam Folz, Kalamazoo. John D. Mabley Co., Grand Rapids. Henry Jacoby, Grand Rapids. Leo Sandler, Grand Rapids. . Abe Rosen, Muskegon. C..D. Wry, Mason City, Ia. Wm. Goldman, New York. C. B, Hamilton, Grand Rapids. M. S. May, Grand Rapids. B. S. May, Grand Rapids. G. W. Schneider, Albion. Louis Jacoby, Grand Rapids. —_>2-_____ Thought He Understood. Professor—Wie kommst du herr? Freshman—Nobody; I comb it my- self. February 28, 1919 Activities in the Buckeye State. Written for the Tradesman. The Constitutional convention sit- ting at Columbus, after a two weeks’ debate, passed the good roads pro- posal, which provides for the isstiance of $50,000,000 under a State aid plan for the construction of inter-county highways. The workmen’s compensation law becomes effective March 1, after which time employers who do no wish to join will be deprived of the); three common law defenses in dam age suits instigated by the injured o- by relatives of employes killed work. The rates which employers | labor will contribute to the insui ance fund by which victims of indy trial accidents or their dependents will be compensated have just been announced by the State Liability Board of Awards. Rates for each class of industry are based upon the degree of hazard of employes, the highest rate being charged employers of men blasting in stone quarries and the lowest charge for protection is made to the textile manufacturers. The Cincinnati Commercial As sociation has formed a Foreign Trade Committee, whose duty it is to study the foreign markets and aid and advise merchants and manu- facturers in their endeavor to break into the great world field with “Cin- cinnati made” goods. Cincinnati’s five-year contract for the disposal of its garbage will ex- pire next year. The contract for the five years will have cost the city $465,000, and since other municipal- ities have installed garbage reduc- tion plants that are self-sustaining this plan is being considered by the Cincinnati Council. The third annual banquet of the Youngstown Merchants’ Association, held at Youngstown Feb. 22, proved a brilliant success, the speakers in- cluding Gov. Vessey, of South Da- kota, Frank Farrington, of Delhi, N. Y.; E. L. Elliott, of New York, and Mayor Hartenstein, of Youngs- town. President H. L. Marquette, of the Merchants’ Association, presided as toastmaster. Mayor Hartenstein spoke of the needs of Youngstown, particularly with regard to a better water supply. Three of the speakers referred to the value of the trade pa- per to merchants, Mr. Farrington saying: “The trade paper wakes up merchants who have been asleep. It plays no favorites and keeps its readers posted on modern methods and new ideas. The trade papers are to the merchants what the best daily Papers are to thé cities in which they are located. He urged the mer- chants to send complaints and ask questions of their trade papers and spoke also of the advertising end and its value. Almond _ Griffen. O. E. BROWN COMPANY Stocks—Bonds—Investment Securities Private Wires from Atlantic to Pacific 100 MONROE STREET, GRAND RAPIDS, MICH. Correspondent Logan & Bryan Citizens 5235; Bell 235 February 28, 1912 PARCELS POST. How It Would Destroy the Country Town. Washington, D. C., Feb. 26—Post- master General Hitchcock has been before the Senate Postoffice Commit- tee which is investigating parcels post. He declared himself in favor of beginning with a rural system, then to operate city systems and then take over the railway express business within a year, thus making a general system. Bossing mails, savings banks, government monopoly of express busi- ness and telegraphs, Hitchcock would have a considerable army of Govern- ment employes. The reason for en- tering upon an era of National social- ism is about the same which Caesar gave for crossing the Rubicon, “the general welfare.’ Some people are wondering what a President with less respect for the Constitution than President Taft might do with such an army. At a joint meeting of the Board of Trade, Chamber of Commerce and Retail Merchants Association of Lynchburg, Va., the Southern Home Development Association was started. Delegates will tour Virginia, organiz- ing. The Association opposes enlarg- ed Government carriage of merchan- dise for distant concerns as cheaply as for near-by industries and further entrance by the Federal Government into fields of private enterprise. Rep- resentatives of these organizations saw in Washington that parcels post is only a beginning for government ownership and operation of transpor- tation. The people of the South are beginning to realize that this means elimination of “Jim Crow” cars. In the Senate hearings, C. E. Cas- kie, of Lynchburg, in answer to the point that all citizens would be en- titled to the government privileges, remarked that he had no intention of going into the retail mail-order busi- ness. He said the Government might operate a railroad at low rates and it might also be said all the people could use that road, but that, in fact, all citizens except those who lived near it would receive but little benefit. T. J. Brooks, of Tennessee, legis- lative agent of the Farmers Educa- tional Co-operative Union, stated that a zone system would be much fairer The report of the remarks of Charles S. Hernly, of New Castle, Ind., before the Senate Postoffice Committee’ wherein he showed that parcels post would blight the efforts of commercial clubs to locate factories has caused him to receive a multitude of approving letters from officers of such organizations in all parts of the country. The commercial clubs of Missouri in State Convention passed resolutions condemning the proposed parcels post as hostile to development of local industries. MICHIGAN TRADESMAN C. §S. Hernly said to Senator Bourne, chairman of the Senate Post- office Committee, in the hearings: “Your manufacturing interests are all in Massachusetts, are they not? You have no factories in you? Oregon, have No wonder you want the Gov- ernment to haul your goods to the Pacific coast. If I owned knitting mills way down East and wanted to get the goods away out West, I would try to get the Government to go in- to the delivery wagon business and handle my manufactured product at a flat rate at a nominal price. Parcels post will not help the farmer to mar- ket his products. The farmer can not use the mails for shipping his prod- ucts and parcels post will not build up a home market for him. It only enables him to buy, but not to sell. It quadruples the force of the allur- ing catalogue to excite his family to buy this or that article whether need- ed or not, destroys his country town and trading point, leaves an empty store room and a deserted village and lures his boys and girls to the over- crowded cities.” The prospectus of a Minneapolis mail order house received’ here re- cites that, “Just as soon as the par- cels post legislation is enacted, it (the mail order business) will increase to fifty times its present enormous volume.” Some representatives yet want to increase the flat rate for carriage of merchandise without having taken the trouble to learn that in the Sen- ate hearings this proposition has been torn to shreds. The Senate Com- mittee may report a bill for a zone- rate system or an experimental test or even a rural route system bill, but there is no likelihood that it will re- port an extension of the present flat rate. Many feel that the carriage of merchandise at rates regardless of dis- tance has already done too much to discriminate against local industries in favor of distant ones and in favor of retail mail order concerns against local dealers. Charles G. Craddock, a shoe manu- facturer of Lynchburg, Va., told the Senate Postoffice Committee that many rural carriers in his section carried the mail upon horseback. He said much additional force and equip- ment would be required by parcels post, such as enlarged mail boxes, teams, etc. He thought that farmers who had not yet been granted free delivery ought to have this before those on rural routes now establish- ed were granted extras. His firm does business with about ten thousand re- tail merchants. The ability of mer- chants to support their local newspa- pers and other enterprises would be impaired, he said; also their ability to extend credits. Single merchants frequently carried as many as five hundred people upon _ their books, Many not paying until crops were harvested. If the Government crip- pled these merchants, farm opera- tions would be disabled in many in- stances and much = suffering would follow, especially among colored farmers. Very naturally, he thought, retail merchants, left in business, would want to see whether they would be able to pay outstanding bills and would feel like retrench- ing, if Congress deprived them of a considerable part of their business for the benefit of retail mail order houses. He showed a mail order jour- nal having a circulation of a million and a quarter, supported entirely by the advertising of retail mail order houses and advocating parcels post, which is now carried by the Govern- ment at the same rates clear across 15 the continent as charged to local newspapers for a few miles. Fred T. Loftin. oe Furs Can Be Made Moth Proof. A European scientist has evolved a plan whereby furs can be made abso- lutely moth proof. It is only the skin to which the fur is attached that attracts these creatures. The idea, therefore, suggests itself to substi- tute some other material not adapt- ed as food for vermin, in place of the ~ natural skin, and it has been suc- cessfully accomplished in the follow- ing manner: The fur is stretched up- on a wooden frame and is then dip- ped, hair side down, in a flat dish, the dish being filled with water and placed, with the fur, in a refrigerat- ing rom and allowed to freeze. When the fur is frozen to a solid block the skin is sawed off with a circular saw. It can be further utilized for the manufacture of leather. The surface of the ice block is allowed to melt down a small distance so as to bring out the ends of the hairs and then a number of layers of rubber solu- tion are applied. After this has set the ice block is melted off, leaving the hair firmly rooted in the rubber. The result perfectly resembles natur- al fur, but different from it in being quite unassailable by vermin. Deception by Proxy. “I find that my husband has been having the office boy call me up ev- ery day and mumble terms of endear- ment. He’s going to the ball game.” “How is it that you didn’t catch on to the voice?” “Well, I’m busy at bridge every day, and I’ve been having ehe cook answer the telephone.” i The race is not always to the swift, but that is not a good reason for falling behind the procession. The Trade can Trust any promise made in the name of SAPOLIO; and, therefore, there need be no hesitation about stocking than a system of charges regardless of distance. He said the limit now proposed for government carriage oi merchandise by mail was too low to be of practical benefit in carriage ; of farm products and that it could not : be expected that Parcels Post rates could be made sufficiently low to com- pete with freight rates. It is boldly advertised, and will both sell and satisfy. HAND SAPOLIO is a special teilet soa enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. P—superior to any other in countless ways—delicate SPS is Ie i ke Das “4 il 16 KNOW YOUR COST. It Is the Corner Stone of Success.* subjects that are speakers are useful, mainly toastmaster. The speaker not supposed to pay much to them; they serve point or as a blind. Business These assigned for the is really attention as a starting I have been warned by the toast- master not to try to stick to my sub- ject, as it would be establishing a precedent that he did not want to see. tle hoped to be invited some time to make a regular speech and does not desire to be handicapped by a_ bad precedent. It must have been in a reckless moment that I accepted my topic. The first person I put the question to, “Where do profits go?” said, “Mine have all gone in the fur- nace along with the principal.” But profits are as good a starting place as any. The kind of profits I have in mind presuppose a business not necessarily a hardware business, but a retail business of some kind. We will get to the hardware business later. Somebody some time has said that 95 per cent. of retail business men fail or, at least, such an impression got out. Somebody evidently said it and it has been traveling up and down this country for these many years. If I do not say anything else to-night that you remember, I do not want you to forget this, that that statement is not true. The trend of business to-day is suc- cessward. Never in the history of our country has business been as well conducted as now. Never have busi- ness concerns been so well managed as now. Never has business been done on so high a moral plan as now, in spite of what the muckrackers say to the contrary. Never before in the history of the world have men of so high intellectual attainments devoted themselves to business. Future ages will call this an age of business achievement, but it is more. Business is one of the strongest— perhaps the strongest—factors in man’s moral life. Its lessons of interdepend- ence, showing inan that he is useless alone, have had their effect in broad- ening his vision in regard to his duty to society. No longer is he only con- cerned with himself and his family. As his business grows becomes in touch with larger fields. He looks beyond his county, his state, his na- tion. He becomes a bigger and a more sympathetic man. The foreign trade of the United States amounted to $3,300,000,000 in 1910—that is. $37 for every man, wom- an and child in the country. This wonderful business has attracted the keenest brains—keen brains mean keen and sharp competi- the watchword to-day is “Large volume and small profits.” Keep that in mind now as I develop my subject, for it affects every re- tailer. This. development has gone to rock controlled supply, development in tion—and bottom. It has controlled manu- *Response by C. B. Hamilton at annual banquet oo Retail Hardware Association, Feb. 22, of competition MICHIGAN TRADESMAN facture, controlled output and con- trolled sales. This age of large vol- ume and small profits has started big mail order catalogue houses _ that every year come into this State and take millions of dollars in business out of it—business that, some of it at least, ought to be yours. There is no use to kick. That will not do any good. People have the right, and will always exercise it, of © buying where they think they can buy the cheapest. How has all this been done? Well, largely by eliminating useless ex- pense, by using the most modern methods, by cutting out waste and by taking the shortest cut to the con- This is an age of the elimina- tion of waste. The twentieth cen- tury business slogan is: “Eliminate Waste.” Couple this with large vol- ume and small profits and they spell success. sumer. Before we take up this question of profits specifically I want to quote you some figures. Here are the figures covering the failures in the United States during 1911. I have taken them from recent- ly compiled statistics by Bradstreet: 45,141 individuals, firms and corpora- - tions started in business during 1911. The total number of individual firms and corporations in business, as giv- en, was 1,637,650. The number of failures during the year were 12,646, or .77 of 1 per cent. of the total in business, and here are the causes of failure: Incompetence, 27 per cent. Lack of capital, 31 per cent. Unwise credits, 2 per cent. Incompetence and lack of capital caused 58 per cent. of all the failures during the year. Lack of capital might be classed under the head of incompetence, be- cause with proper management busi- ness would grow and capital take care of itself in many cases. Now where do profits go in a busi- ness that fails and in thousands that are on the edge of failure and never really succeed? Before they can go anywhere they must exist, and in many cases they never exist. I am going to presuppose that goods are well bought—no jobber can afford to-day to overload or to take advan- tage of a retailer in the slightest sense, even if he wanted to, and Michigan jobbers’ standards are too high to do it even if they could. The relations of the jobber and the retailer are too close to admit of any- thing but the fairest of dealings. Their interests are mutual. Their suc- cess keeps pace side by side. Prosper- ous retailers mean good jobbing hous- es and good jobbing houses bespeak a good class of retail merchants. That is why a coming-together like this is a fine thing. You present a united front to the enemy and by the “ene- my,” I have in mind your common “foe,” the catalogue mail order hous- es, dealing direct with the consumer. Modern business methods, accurate knowledge of costs, watching the leaks and presenting a united front are the only weapons that will combat this growing menace to the retailer. Presupposing, then, that goods reach the retailer’s store well bought, what is the first leak where profits may go? Through a wrong idea of costs. Profits never exist in some stores for the reason that the average retailer is a poor cost figurer. He does not know what his goods cost. He is very apt to take the first cost as the only important item and guess at the rest— freight, breakage, rent, heat, light, cartage, delivery, insurance, help, sal- ary, depreciation of stock value, ad- vertising—all are just as important a part of cost.as the original item. When a keg of nails reaches the store it costs only the $2 paid for it. Put a proper percentage on all these other items, and they should not be guessed at, either. It would open your eyes to see what some firms pay for the main- tenance of cost systems, and pay it gladly, too. I recently went through the woodworking plant of the Victor Talking Machine Co., in Camden, N. J. They had eighty people in the cost department; no guess work there; absolute knowledge. The su- perintendent every morning at 10 o'clock had complete details of the previous day’s production. If it was found that a case should cost, by pre- vious records, $6.76 to produce, but had cost 5 cents more, somebody had to answer for it and the wrong was corrected at once. Yet here is a concern doing upwards of $30,000,000 yearly. Start right on your road to figur- ing profits by first knowing costs. It is the corner stone of business build- ing. Here is another leak: charges. Do not flatter yourself they do not exist in your store. The usual hard- ware store is their breeding ground. It is worse than other stores, because so many goods are sold away from the counter. A forgotten charge is one of the worst losses because it is a six time loss: The cost of the goods. The profit that should have been made. The time taken to make the sale. The labor of handling the goods. The development of carelessness. The loss from tracing the loss. Forgoten charges can be reduced to the minimum by the use of a tripli- cate sales record book, which the salesman always has on his person. Then there is the loss from incom- petent help, and I mean the word in- competent to stand for many things on the part of retail clerks. To a large extent the retail merchant is de- pendent on his clerks for the impres- sion his store makes on the public, A Forgotten February 28, 1912 clerk who is inattentive to business, who is in the least degree insulting in his manner, can drive away valua- ble trade from a store, never to re- turn, and the sad part of-this kind of loss is that it can never be traced. Successfully conducted stores recog- nize this to such an extent that their clerks are trained. They try to give the clerk the proprietor’s view point, to get him in sympathy with the in- stitution. Too little attention is paid by the ordinary retail merchant to the kind of help he has behind his counter. It is not at all sufficinet ¢ say that a clerk is honest. He may be honest and be a mighty poor sales man. It is not sufficient to say thai he is honest and that he is clever. He must be more than this. He must be courteous as well. The ordinary store pays such a price to bring people to its doors to trade that it can not afford to have them driven away by cheap or in- competent help. Then there is the loss that comes from disputed accounts. I believe this is too serious a question to set- tle but in one way, and that is the customer’s way. It may be hard. It may be unjust, but a satisfied cus- tomer is a store’s greatest advertise- ment. Marshall Field’s motto was, “Settle the customer’s way and do it pleasantly. It will assure future trade.” There is a loss of mistakes in foot- ing. I wonder how many of you have heard about the lead pencil story of the National cash register salesman. [t is worth repeating: A particularly clever salesman had received a gruff rebuff from the proprietor, which amounted to the statement that a cash register was unnecessary in his store because his clerks were honest and never made mistakes. On his way out the salesman asked a clerk for a lead pencil, noticed the rubber was worn and asked why it was worn so much. The clerk readily said, “Why, by rubbing out errors I have made.” Back to the proprietor went the cash -Tegister salesman to show the pencil. He forced him to listen to his argu- Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from 800 to 4,000 pounds. Prices from $750 to $2, Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids Lansing Crown Top Corn Popper other popper made. Seasons the corn just to suit the taste the same as in a s ider or kettle automatically through the holes in the crown of the eee i I Steel handle that can’t get hot or b ; i t con- struction. If you want the popper business, buy ioi ones . a ee The Gier & Dail Mfg. Co., Lansing, Mich. . The unpopped corn fails This feature makes it out-sell any February 28, 1912 ment. Just as long as men are used to sell goods they should be safe- guarded by every mechanical device possible to prevent mistakes. The old-fashioned book-keeper who adds “by hand” is on the toboggan. But I want to pass over and only notice a number of the other “little foxes” which spoil the vines of profit in order to reach a larger loss than any. Those that I will mention are: Bad credits. * Dishonesty. Clerks’ errors. Delivery losses. Lost customers. Wasted time. Stock depreciation. Losses that store. Safeguard these leaks. Fill up the “rat holes” by a zealous watchfulness. Do not be afraid to investigate a new thing because it is new. All the good things were new once. It is the wise man who recognizes their value when they are new. President Ripley, of the Sante Fe, gave these words, which cover. what I have been saying: Organize. Systemize. Deputize. But all this refers to business al- ready secured. I have not said a word yet about the greatest loss of all, and that is the lack of suggestive value in the hard- ware business. The hardware business, as we usual- ly think of it, appeals to the needs of men, not to their wants. People buy the thing they want in preference to the thing they need. The automobile business is the best illus- tration of this. The grocer and the baker induce the housewife to buy goods she does not need by clever appeals to the im- agination. The dry goods merchant’s business depends not so much.on staples as on his successful display of the beautiful and his appeal to the senses. The milliner builds up her business on changing styles. The clothier has within the last few years put his business on a new basis and is making his appeal both to utility and style. The clothing manufacturer, by his clever advertis- ing, has increased in a wonderful way the consumption of ready made clothing. He has made the desire for two suits grow where one grew before. But the hardware man does largely a utility business. Hardware, strictly speaking, deals largely with necessities. You can not expect Mrs. Jones to change door knobs just because you have a new style and a matter of fact thing like nails have a faculty of not wearing out. It seems to me that there is another side of the business that should be cultivated. It may mean the adding of side lines which make a stronger appeal to the wants of people. It certainly means better advertising which carries with it suggestive value. The hardware business to-day is come from a dirty _ Store. suffering from under -advertising. There are opportunities without num- ber to play up the suggestive value of the side lines which are usually found in a well-equipped hardware store, and if the ordinary store does not have these side lines which lend themselves to the business, they ought to be put in. Let me illustrate the suggestive idea I have in mind re- garding stoves: The ordinary meth- od of selling stoves has been to ad- vertise the good qualities of certain makes. The dealer has left the deci- sion as to when’ a new stove. was needed entirely with the consumer. Suppose a retail -dealer’s advertise- ments of stoves should constantly fea- ture the fact that when an old stove reaches a certain age it is an expense rather than an economy to keep it. Never mind telling Mrs. Jones about firepots and drafts and a dozen other things about a stove which are techni- cal, but begin further back and make her want a stove, and then when she wants it is the time to tell about its good qualities. Take the “gift” business as applied to the ordinary hardware store. It has largely been overlooked. Throughout the year there are opportunities for advertising the value of useful things as gifts for every occasion. I have said that the hardware business is un- der-advertised. I believe it. This is a day when wonderful results are being accomplished by advertising. Busi- ness men have only begun to realize something of the results that can be accomplished by the use of the adver- tising appeal. I firmly believe the greatest loss that the hardware busi- ness suffers to-day is the loss of the suggestive value of advertising. Couple up your advertising with the advertising of the manufacturer who is spending thousands of dollars to ad- vertise articles that you sell in your The advertising of electric lamps, electric heaters, vacuum clean- ers, fireless cook stoves, oil heaters, refrigerators, jap-a-lac and other well known trade-marked articles is creat- ‘ing for their several manufacturers a certain amount of “good. will’ for these articles which can be annexed to your store with but little expense to you. In many cases the manufac- turer by his advertising almost per- suades the consumer to buy. Just a little more needed. Just a little further urging to buy. A further suggestion as to where the article can be found and the sale often started by the manu- facturer is consummated by you and you make a profit which would not have been made without the manu- facturers assistance. If you will correct these losses I have spoken of you can save your business. If you will use this suggestive ap- peal that I have tried to explain and cater to man’s wants as well as man’s needs, you can build up your busi- ness, 2-2 You sometimes find fault with your clerks for failure to sell goods. Do you ever analyze your own salesman- ship? MICHIGAN TRADESMAN persuasion is * Era of Appreciation of Honorable Dealings. While there was never a time, per- haps, in the history of business when more trickery was attempted to de- ceive and attract the unwary, yet it is also a fact that the present is an era of appreciation of honorable dealings where they do exist. The public al- lows itself to be humbugged and goes again to be humbugged in the same place; but the number of times fraud of one kind, by one concern, can be repeated upon the same customer, is rapidly diminishing. A merchant who lends himself to schemes of deceit is putting the knife to his throat. It is bound to cut off his head if he con- tinues the practice. People are grow- ing more discriminating, and honesty is expected. It is the only way to build up a permanent success. There are, of course, large city department stores that make money indefinitely by hood-winking the public. That is because there is an _ ever-changing public, coming and going and _ hav- ing a first experience with these stores. There are other buyers whc have the gambling bump abnormally developed and who purchase at an es- tablishment of this kind much as they would go up against a faro bank, knowing the chances are against them, but willing to take the risk. When they find they are cheated they laugh over it as part of the game. To conduct a store as if it were a Monte Carlo will not do in a small community where the same people are ever to be served. Even the man who has no higher leading than the maintenance of his business will find honesty still the best policy. —_+-.——_ Chasing Our Own Bugaboos. Already, even in the face of im- proved conditions which all admit, there are croakers who are hoarsely uttering calamitous howls that busi- ness can not be good in 1912, be- cause it is a presidential year. Thus do we create our bugaboos and run from them. If we can not find the real thing to chase us we flee from a shadow. In time of prosperity, aft- ‘er several years of fatness, a presi- dential year checks business because men take their thought away from business and throw it to politics. They need not do this, and should not, par- ticularly when there is an opportu- nity of fanning the spark of kindling activity into the genuine flame of re- stored prosperity. If, because there have been presidential years bad for business, we are going to accept this as an inevitable condition, impossi- ble of change, then we might as well be fatalists in the extreme and argue that because our house was struck by lightning once it will be struck every time there is a storm. It is admit- ted that like causes produce like re- sults, but the same conditions do not govern every national election. The lines between the great parties are not drawn so far apart now in matters affecting business as they were years ago, and this fact removes a large part of the cause for apprehension. This should be a good year, compared with its predecessor, if not so boom- ing as the best we have ever known. 17 There is more doing in the industrial world. Plants are running that were idle, and there is an increased amount There is no There is going to of money in circulation. use in croaking. be business and the man who believes and looks for the best, always work- ing for it, is going to come out on top of the heap. ——__>+2—____ _ Working Overtime. Postmaster General Hitchcock seems to be afflicted with some sort of a riotous disease of the blood which is constantly causing’ him to break out in a new place. His admin- istration will soon bear close resem- blance to a violent case of measles or smallpox. Not satisfied with the blemish of parcels post he is now ad- vocating Government ownership of telegraph lines. Why in the mischief this should agitate the think-machine of the Postmaster General is what puzzles the people at large. If he has not enough to do to keep him busy in his own department in the name of goodness let his work be increased or his salary cut. If he had busied him- self with Government ownership it might have been more to the point. Really it does seem that Satan is find- ing mischief for idle hands or else Mr. Hitchcock is working overtime. G. J. Johnson Cigar Co. S.C. W. El Portana Evening Press Exemplar These ‘Be Our Leaders Symons Brothers & Company Wholesale Grocers Saginaw : Michigan There is a Demand MAPLEINE (The Flavor de Luxe) Housewives need it, and must have it ne Are You Meeting This Demand? Order from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, II. Crescent Mfg. Co., Seattle, Wash. Tanglefoot The Original Fly Paper For more than 25 years the Standard in Quality All Others Are Imitations Se eel Ge Se eae Sn eee es 18 MICHIGAN TRADESMAN 4) 2 ctu ( ree —< HCE CE eq Alc cl { Dini; po] : > | é > Oo = rr nt UH y JJdveevetny Wy Png Michigan Retail President—Charles H. Miller, Flint. Vice-President—F. A. Rechlin, Bay City. Secretary—Arthur J. Scott, Marine City. Treasurer— William Moore, Detroit REPRESENTATIVE RETAILERS. C. H. Miller, President Michigan Re- tail Hardware Association. There is a great deal of inspiration to be gained from a study of the lives of successful men. There are some people who aver that success is not a matter of achievement but luck. Others say that luck should be spelled (p)luck and that comes near- er to the truth. A_ spineless man, effeminate and wanting in manly strength and aggressiveness, has no more chance for success than a wheel has of turning in opposite directions at the same time. A man can not retrograde and progress at the same time. He must either be content to remain a cipher, or by his indomita- ble energy, his zeal and conquest, his aspirations for better things, become a factor in human progress. The kind of head the world likes is the go-a- head. There is no excuse for any other kind. Life has too many pos- sibilities, the human mind possesses such infinite capacity, there are so many opportunities to become a build- er in the world’s work that we have little patience with the sluggard. We like, on the other hand, to see and know what men of note—successful men—are doing. We like to study their methods, motives and ambitions, because we benefit from the study. We offer no excuse, therefore, in introducing to our readers the sub- ject of this sketch, Charles H. Miller, of Flint, President of the Michigan Retail Hardware Association. Mr. Miller is one of Michigan’s most suc- cessful business men and the position of eminence which he has attained is the result, not of the smiles of the so-called fickle Goddess of Fortune, but of patient, painstaking effort, un- flagging energy and the courage to do and dare. Mr. Miller was born in Ypsilanti, Washtenaw county, Michigan, Nov. 3, 1862. He is of German and Scotch Hardware Association. descent and possesses the sterling qualities of these sturdy races. His education was acquired in the dis- trict school, although this has been supplemented by home study and a liberal. business education in the school of experience. The value of this education is shown best by the quality of success that has marked his efforts in the business world. He was born on his father’s farm, where he lived for the first twenty years of his life. During this, the formative pe- riod of his career, habits of industry and frugality were inculcated and the good old-fashioned motto: Early to bed, early to rise, Makes a man healthy, wealthy and wise, became one of the precepts of his life. He realized that good health is the best foundation for success and that unless one observes the laws of nature, taking care to build up a large capital of vitality, the chances for success are greatly lessened. And so he lived in the healthy, normal at- mosphere of the farm until he reach- ed the age of 20 and with the result that a more sturdy, athletic young chap would have been hard to find. But he felt, intuitively, that the real sphere of usefulness for which he was best adapted by natural endowment lay in activities of a different sort. He coveted experience in business and when he left the farm at the age of 20, it was with a feeling of conscious power and absolute confidence in his ability to “make good.” Mr. Miller‘s first experience was as a clerk in the retail hardware store of George Hubbard, of Flint, in whose employ he remained for five years, acquiring in this time, by close atten- tion to business, an exact knowledge of the method of conducting the busi- ness, so that when the opportunity. came to become a proprietor instead of a clerk, he was fitted for the change. He had, as well, formed many friendships among the customers of the store, for they found him to be honest and reliable in every transac- tion and these virtues are of para- mount importance in trade building. At the age of 25 he formed a co- partnership with Frank Algoe, of Flint, and together they engaged in the hardware business in that city. So well did they succeed and so con- genial were the partners, that this re- lation was continued for a period of nineteen years, when Mr. Miller re- tired from the business, with a view ' of investigating the possibilities to be found in the West. He followed Hor- ace Greeley’s injunction, “Go west, young man, go west,” but he found that the West had its drawbacks; that not all was sunshine and roses, even although so painted by enthusiastic real estate dealers. He realized that some real estate men deserve their reputation as monumental liars. No, the West was not quite so alluring after a tour of. inspection and, besides, all the home folks were in Michigan, so he returned and established a busi- ness in Flint, his old stamping ground. Here he has been actively engaged for five years past and _ his friends are numberéd by the score. Everybody in Flint knows Charlie Miller and his store is known as the Reliable Hardware, Stove and Paint Store. Reliability is the keynote of his success and the Golden Rule has been the motto of his business ca- reer. In talking with the Tradesman rep- resentative, Mr. Miller acknowledged the worth of advertising and stated his belief that no business enterprise could long endure unless regularly and intelligent exploited by the mod- ern methods of advertising. Mr. Mil- ler uses the columns of his home papers regularly and, as an adjunct to this, keeps in his employ a first- class window decorator, who has built up quite a reputation for the store by the clever arrangement of February 28, 1912 seasonable commodities, making fre- quent changes, so as to keep the pub- lic interested. By keeping close tab on the needs of the public, by pre- senting dependable goods and by square dealing, Mr. Miller has made a splendid success of his business and has established an enviable record in the city where he has made his home for so many years. He was asked, “To what do you attribute your suc- cess?” and replied: “Well, I believe the most potent factor has been the fact that I always treat everybody just as I would like to be treated. An- other reason is, | love the business and I regard that as a prime essen tial to success. I have been an en- thusiast in my business and you know there is something contagious about enthusiasm.” Mr. Miller was united in marriage in 1886 to Miss Catherine Fellows, of Flint. The couple have one daughter, a charming young lady of 24 sum- mers. The family reside in a beau- tiful home in a picturesque location. Besides the home, Mr. Miller has other real estate investments. His only hobby is Masonry, al- though for twelve years he was a member of the State Militia and rose from the rank of High Private to that of Captain. Mr. Miller is at present a member in good standing of the following Masonic organizations: Flint Lodge, No. 13, F. and A. M.; Wash- ington Chapter, No. 15, R. A. M.; Flint Council, No. 52, R. S. M.; Gen- esee Valley Commandery, No. 15, K. T.; Michigan Sovereign Consistory, Detroit; Elf Khurafeh Temple, A. A. O. H. M. S., Saginaw. Mr. Miller is the present Police Commissioner in the city of Flint and has been very successful in the administration of the affairs of the office. A neigh- bor said of him: “You can gamble on Miller, he is business to the back- bone, a 100 per cent. efficiency man.” Mr. Miller was elected President of the Michigan Retail Hardware As- sociation at the eighteenth annual meeting in Grand Rapids, Feb. 22, 1912. The Association now has a membership of 862, and with a man of Mr. Miller’s strong personality as its executive, the good work already accomplished by his predecessar, Mr. Roe, of Buchanan, will go forward with a vim and the influence of the Association will be felt more than ever in the land in everything that makes for progress. —_++>—__ Let us cling to our old-time meth- ods only in so far as they are in ac- cord with present conditions. What once was good may now be evil. Oo No other ammunition ever gained greater popularity. Our sales have increased in leaps and bounds. You should be getting your share of this trade. Write for catalog. prices and co-operative selling plan. Do this today. ROBIN HOOD AMMUNITION CO, Bee Street, Swanton, Vt February 28, 1912 CATALOGUE HOUSES. Them To a Stand- still. The first step which retail dealers should take in trying to wrest trade from the catalogue houses is to seek the co-operation of their patrons and of their fellow merchants. How To Trim If a town where ten dealers are engaged in trade who are more or less bothered with mail order buy- ing can be organized into a little protective association, the writer will stake his reputation as a writer upon successful business methods that in- side of two years that place can be brought to a point where it will be shunned and boycotted by every cat- alogue house in the country. These remarks apply with equal force to a town of two dealers or of two hundred, if they will loyally co- operate with each other. But ten is an easy number to use in basing calculations, and we will say that each reader of these lines has nine fellow retailers, all anxious to increase their trade at the ex- pense of the mail order institutions. It is a poor dealer who has not at least ten staunch, warm friends who are willing to help him, and at the same time keep the trade at home. If these ten dealers, each with his ten friends, will go about it right, these 110 men can build a fence around that town which no catalogue house will try to jump after they have had a few examples of a co- operative spirit. Suppose that each of these ten dealers would select his ten best friends and ask for their assistance in building that fence. These would be divided up into groups under the direction of the ten dealers. The first week five dealers request one of their ten friends to write to each of the catalogue houses that are active: in their territory for copies of their cat- alogues. Probably there are not more than three or four such concerns who are patronized to any extent. Sut say five for good measure. The next week the other five deal- ers get one each of their good friends to ask for catalogues. The third week the first five dealers each makes a like request of a second friend, and so on. Before that endless chain was completed there would be consterna- tion in the ranks of the catalogue house concerns. When the last of the ten friends of ten dealers had written, asking for catalogues, each concern would have had 100 requests from that town, or 500 catalogues, all told. If the dealers furnished the stamps for these 500 requests, it would cost $10, or a dollar to each dealer. Could a silver dollar be put to bet- ter use? The demoralizing effects upon the mail order outlook in a town where _ that was done would be wonderful. If the last ten of the hundred did suc- ceed in securing catalogues—which is most :doubtful—all requests coming from that town from people who were in earnest would be looked upon with suspicion. The mail order people would have no means of knowing what requests were from people wh» really MICHIGAN TRADESMAN desired catalogues for their own use, or not. And when 100 catalogues had been distributd in that postoffice, and followed up with the usual lot of letters soliciting trade, without sub- sequent orders coming in, each mail order house would soon erect a tomb- stone upon the map exactly where that town is located. It would be a “dead one.” Not only that, but the catalogue houses could not help but anger their real patrons when it was found that an organized conspiracy was entered into from that postoffice. Mail. order firms have no means of knowing who are their friends and who are foes. When matters had ap- proached a state like that outlined above, the letters and catalogue would not come as freely as at first. Cata- logues cost a heap of money. Post- age or express is no small item. When the thing looked overdone, and some real mail order buyer wrote in asking for a catalogue, he would receive in due time a letter stating that the firm was out of its supply of general catalogues at that time. But if the enquirer would specify . the goods he or she was interested in and contemplated buying, the house would be glad to furnish a special catalogue describing the goods wanted, and spe- cial low prices would be quoted. Of course, pains would be taken te make this letter as courteous as pos- sible, so as not to offend, if the re- cipient happened to be a really, truly mail order buyer instead of some one playing the game. But five out of ten such patrons would not take the letter in the spirit in which it was _written, and would declare that if the big catalogue could not be furnished, they would try some other like house. And every mail order concern, be- ing a like victim, would reply to re- quests for catalogues in the same way the first one did, until soon the bona fide mail order buyers would become disgusted and quit. Right then the catalogue house trade of that town would go to seed. If the retailers there are alive to their opportunities, they can win ev- ery person over to them and their business for all time, and mail order dealings will be stricty unknown and unpopular there for all time to come —or until the boycott is raised by the catalogue houses themselves and ne- gotiations opened for a new crop of traders. That will be a good long time off, however, and perhaps by that time different methods will be in vogue. Something like this scheme was worked a few years ago upon a mail order house-wrecking concern. This firm had solicited specifications for - lumber from people all over the coun- try, and was making such low prices that the local lumber business in a ' good many towns was béing injured, and in some cases ruined. The lumber dealers decided that se- tious cases demanded heroic treat- ment. So they suppiled their friends everywhere with complicated specifi- cations for the house-wrecking con- cern to figure on. Soon the mail or- der lumber house was flooded with specifications, and an army of experts was employed to do the work. Of course, no sales resulted, and after a little while the lumber firm gave up the ghost. : In pushing this concern to the wall it must be remembered that the re- tail lumber interests worked in uni- son. They forgot their jealousies, if they ever had any, and co-operated with each other for the suppression of a common enemy. There is no reason why the plan outlined above can not be executed successfully in at least one town in every county where the so-called mail order evil exists to any annoying ex- tent. One dealer alone, if he can command enough friends, can accom- plish the abandonment of his town by the order people. But it would be better if every retailer, or at least a majority of them, were united in the effort. The cost will be nothing, and only a little effort will be required to car- ry this plan to successful issue. Many will consider this plan unfair, and it must be admitted that the only ground it has to stand on is that one must fight fire with fire. The cata- logue houses have been guilty of many unfair practices which have injured legitimate retailers. Whether these injuries justify the infliction of an in- jury of the kind outlined above is a question of ethics that we would mail .not presume to settle. One thing is certain, however, and that is that the towns in which this plan is adopted will become immune from a great deal of catalogue house competition. The pirates will make haste to put such towns on the black list and pass them by, thus saving good dollars in postage and advertis- ing that can be used to better advan- tage elsewhere. 19 Scotch Humor. At a funeral in Glasgow a stranger had taken his seat in one of the mourning carriages, clad in decent black. His presence excited the cu- riosity of the other three occupants, one of whom presently could stand it no longer and thus addressed him: “Ye’ll be a brither o’ the corp?” “No,” replied the gloomy stranger. “l’m no a brither o’ the corp!” “Weel, then,” pursued the curious mourner, “ye be his cousin?” “No, I’m not that!’ was the still tantalizing reply. “No?” went on the insatiate quer- ent, “then ye’ll be a friend o’ the corp?” “No’ that, either!” admited the stranger. “To tell the truth, I’ve no been that weel mysel’, and as my doc- tor has ordered me some carriage ex- ercise, I thocht this wad be the cheap- est way to tak’ it!” o-oo ———_ Watch the little leaks that “make losses. Don’t do all the pruning from the advertising account. 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 and anti-corrosive. Put up in ¥%. 1 and 5 gallon cans. STANDARD OIL CO. Grand Rapids, Mich. CLARK-WEAVER CO. WHOLESALE HARDWARE GRAND RAPIDS, MICHIGAN We ALWAYS. Ship Goods Same Day Order is Received FREE goods, and every sale means another. CATALOG Don't ‘‘guess’’—learn the FACTS. GET BUSY, MR. IMPLEMENT MAN! There's a rich harvest of orders awaiting you if you sell ° Sunbeam Farm Implements Our new 1912 lineis a win- ner—the time to act is NOW. We will help you sell these Write TO-DAY. Brown & Sehler Co. Home of Sunbeam Goods Grand Rapids, Mich. 20 MICHIGAN _~ = = = = = = De - = ww ee BUTTER, EGGS 4» PROVISI God Bless the Great American Hen. lor some reason we seem to be- grudge the great American hen the stinted praise she may receive for her industry and the faithful performance of her duty day after day, season after season. What a stupendous task is hers! Of the vast labor and immense outlay of money the proceedings in- volve with respect to her aggregate product, we little dream. If I had the poetic gift of a Homer or a Milton and could feast upon an egg diet for a fortnight, I would then try my hand at a grand epic that might in some small degree pay a fit- ting tribute to tha’ marvelous fowl— the common chicken hen. Behold this humble feathered crea- ture that was cheated in the begin- ning by nature, when gaudy feather- ed dresses, pretty rose combs and other things which delight the fem- inine heart were among the haughty roosters, and who was deprived even of the spurs she so badly needs to defend herself and her brood. Instead of having confer- red upon her the ability to crow when she had done something worth crow- ing over, as happens nearly every day, she must content herself with a cac- kle, and if, perchance, she essays to learn to crow, she is likely to get her neck wrung, for all animated crea- tion seems to abhor a crowing hen and a whistling woman. Observe the lowly tread of the hen in the millions of barnyards from Maine to Mexico! See her as_ she evades the enforced attentions of Sir Chanticleer at every turn. Whether she tries to catch a grasshopper or pauses to dip her parched bill in a chicken trough, her over-lord is by her side, vowing his undying affec- tion and at the same time blinking his other eye at a dozen affinities in the barnyard. How seriously she goes about her affairs and yet how guilty of intrigue and deceptive show is this rascally cock with his flowing tail feathers and his deep-laid plans to distract the hen and drive her mad. I maintain that her career is strenu- ous and her friends are few. Al- though worthy of the highest en- comiums can utter, there has been no suitable appreciation of her worth set down in all the realm of story and song. I am fully convinced man that our Revolutionary sires who crossed swords with the red-coats and demonstrated their superior fighting ability, afterwards made a se- rious blunder when they selected the eagle, instead of the common chick- en hen, as the bird representing the spirit of this stalwart nation. The rea- being distributed - son is perfectly simple. In the first place, the hen is a peaceful, industri- ous citizen, always willing to scratch for her living; there is no clinging vine in her make-up, for she exhibits a desire that is almost a passion to be self-supporting, and possessing withal the happy knack of minding her own business—qualities that constitute the bed rock of national prosperity, and make for the solidarity of our great country. Pause and reflect for a mo- ment what great aid she has render- ed in the upbuilding of this grand re- public. She has been a patron of the arts and sciences, for she rendered in- valuable service in raising the stand- ard among stump speakers and “ham” actors when she gave us the “coward- ly” egg that hits and runs, and which is so much dreaded by barn storm- ers and political spellbinders. Yet my good hen delights in be- ing a common citizen; she seeks no trappings of state nor. outward show of wealth. Although she can convert herself into a flying machine at will, she is content to rest on terra firma, and rarely gets “up in the air” unless found trespassing in a neighbor’s gar- den, as some hens will do if the bugs and worms seem to challenge her to go over a board fence across the way, for good hens, like good housewives, show little regard for board fences if only a fat worm for the one, or a bit of gossip for the other, are to be had merely for the crossing over, and, be it known, both hens and _house- wives frequently get into trouble over a line fence. But to go back to the hen and the eagle: In the hen we have a domestic bird, one that yeilds great revenue and produces a large share of our food products. I can easily see why the Hindoo worships the ox, why the de- vout Moslem turns to Mecca for sol- emn prayer, and why the almond- eyed celestial holds in reverent mem- ory the departed spirits of his ances- tors. But it surpasses my untutored comprehension why the eagle, that awful, destructive bird of prey, repul- Sive in every sense of the word, was chosen to go on our coat of arms, on our coins—with that cruel beak and outstretched wings emblazoned upon our escutcheon calling for homage from our children’s children—when it is so clear that the great American hen is entitled to that honor by ev- ery rule of law and reason. Is it cause for wonder that I take the position I do? Let him who doubts my sincerity as to the superior claims of the hen for the honors thrust upon the eagle, betake him- self to a barnyard and assume the scientific attitude which aims to ar- TRADESMAN rive at conclusions solely from the evidence at hand. Let him observe the hen, if you please, in her natural habitat where she is forced to dodge frequently - the sticks and stones shied at her by the small boy across the’ way, and under this nerve-racking strain where she is in positive and serious danger from a dozen other common ene- mies, such as foxes, hawks, snakes, prowling dogs and cats, as well as two-legged sneak thieves—let him ob- serve all this, I say, and see with what Spartan fidelity my good hen sticks to her task, and follows her schedule of an egg a day as long as she can, or until her marvelous mater- nal instinct overcomes her assiduity to lay eggs. The hen is altogether a_ rational creature—she reasons from cause to effect. Of this there is no doubt, for there is method in her every move- ment. An old friend in a Western State was telling me once of the ways of a hen and among other ungrateful things said: “When one of my hens takes a notion to set, all h—l can’t stop her.” The sneering emphasis of his speech ,betrayed him as a man with a bad heart and doubtless a flock of good hens, for, however this predi- lection may seem to others, I find cause for praising the hen on account of her unswerving purpose in this im- portant matter. Instead of heaping censure on her - poor head for tackling a glass or por- celain nest egg and trying ambitious- ly as long as five or six weeks to hatch it, and sticks to the job even after she finds she has been gross- ly deceived, I think we should refer to her efforts as a faithful perform- ance of duty which can not be match- ed in all creation. I only wish that from such-examples we could take the lesson home to ourselves, and display the same dogged determination in whatever we aim to accomplish in life. . Thou sluggard, go no more to the ant, but to the hen for inspiration that means success. Oh, that I were capable of express- ing a proper eulogy on the great February 28, 1919 American hen! There is so much to commend and really so little to con- demn in her deportment I fear we are not duly appreciative of her services. She is so sincere, so simple, so sat- ished. As a musician she is not to ‘be sneezed at, for whether it be the sim- ple “cluck-cluck” as she leads her brood after stray bugs or angle- worms, or whether.it be the resound- ing “cock, cock, cock-cock” which she always delivers for some minutes aft- er depositing a newly laid egg, there is melody in her voice for there is joy in her heart always. Her song is the simple out-pouring of a soul that is filled with music, and it is a serious criticism on the race of poets that they have sung of milkmaids tripping down the shady lane, and rarely have they even referred to the hen and her plaintive lay. But she shall have her 30swell at last. Oh, that I were pious enough to become her patron saint! I like the hen because she is a good advertiser; she always calls attention to her operations, and she takes a pardonable pride in her ability to lay good eggs. She is a great advocate of the sealed package, and an avowed apostle of the pure food doctrine, for her goods are always put out to the public with a view to making a repu- tation on merit. She is blissfully ig- norant that any of her eggs ever prove unsatisfactory or give the least of- fense. She is the embodiment of lofty aspirations, the very incarnation of high ideals, while self sacrifice is the keystone in her scheme of philosophy. She is an artisan par excellence, a sworn enemy of race suicide, an inde- fatigable worker, an optimist for her constant song, a patriot by nature and a saint by rights, for who is so Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & CO. Sand Rapids, Mich. Michigan Sales Agents 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. February 28, 1912 ‘bold as to cast aspersions upon her fair name? Who would impute to her a sinister motive for her noble work? And yet, instead of having a cas- ket of gold or a costly mausoleum when she reaches her three score years and ten of chicken life, she most likely is hustled into a stuffy coop with a nondescript aggregation of other fowls and is sent away to a distant market, where her carcass, if tough and elastic by reason of great age and prolonged exercise, is promptly dispatched to some hash foundry or boarding house where it is labeled with the euphonious appel- lation, “spring chicken,” thus foisting a libel on her and her kind to go down in history; whereas, her epitaph should be written in liquid words of truth, and not in the profane dog- gerel of a resentful boarding house poet whose digestion is always bad. 1 submit that an sentiment will which aroused public spring up some day crush down this cruel course of tyranny and oppression to which my friend, the hen, has been subjected to for lo, these many years. will As a reward for her ingenuity in solving successfully the grave prob- lems with which she is confronted, and for the faithful services she so cheerfully renders, we merely. feed her crumbs; as a mark of respect to her sacred memory, we sleep on her feathers. We even rob her nest be- fore the eggs are cold. moniously snatch away her baby chicks while they yet seek the shel- ter of her brooding wings, and send them away to the market places to be sold.as “peepers” because they peep. And, to cap the climax of this in- famous treatment she receives, I am informed that her owners all over the land are robbing her of the chief aim and highest pleasure of her life, by making general a process of putting her eggs into an oil-heated incubator of foul smell, trying to develop a me- chanical chick without regard for the numerous desirable maternal qualities which she might reasonably be ex- pected to transmit to her brood were nature left to take its course and she could embrace the coveted opportuni- ties of making her nest where’ she chooses and hatching her eggs as she - pleases. It is an outrage, I submit, to cause a helpless creature like the hen to forego such a great function in life. By what right is she deprived of this duty? When, oh, when, will this in- quisition end? Is no strong arm left to challenge the cause of the weak and the oppressed? Are we to be- come a race of degenerates? Our people should awaken to the true state of facts as they apply to this down-trodden fowl. A large fund should be created by popular sub- scription to build a towering monu- ment to the memory of the hen. It should be a splendid shaft, grander than any sculptured obelisk of storied Egypt or gloriously triumphant pillar of cassic Rome, and deep cut in whose shining marble sides words of affec- tion should glisten and show that her . rights and her worth had been recog- nized at last by the humblest and the highest in the land. Such action We uncere- MICHIGAN might atone in a small way for the immeasurable wrongs she has suffer- ed in the past, and would doubtless secure her against their repetition in the future. May a generation of men be raised up yet who will honor themselves by honoring the hen! When her harm- less fuss and feathers shall have sup- planted the piercing scream of the awful-eagle, then, and not until then, can -we say with joy, “The dawn of universal peace and prosperity has come!” May the Lord bless the great American Hen; may her fame never die and her son never set! W. T.. Seibels. —__ 2.2 ——____ Children and Poultry. Written for the Tradesman. The mind of a child is wonderfully active. It is constantly employed, largely in seeking information; its do- ing is to a great extent experimental —trying this and that to see what will result. It needs change, variety, re- laxation. Natural tendencies need to be symmetrically developed. It should not be allowed or encouraged to de- vote all its attention to one or a few things at a tender age. Excess in any direction should be guarded against. The destructive faculties should be guided into proper channels. Careful- ness, tenderness and sympathy should be encouraged. This work which devolves upon a parent can not well be done in an abstract manner. It is best accom- plished through mediums which oper- ate naturally so that the child un- consciously .-acquires desirable traits and receives necessary training. Toys, books and playmates are of great value in training the child, but these alone fall short of accomplishing all that is desired. Nothing can take the place of living pets on which to lav- ish affection and over which to exer- cise care. The child which grows up without ever having had a single liv- ing pet is indeed to be pitied. Get the boys and girls something to feed and care for. If it is some- thing which will bring financial gain as well as amusement, pleasure and development of desirable characteris- tics, all the better. The boy on the farm may have his colt, calf, lamb or something else; the girl can have her chickens, ducks, geese or turkeys; but for the boy or girl in the city it may not be possible to have anything ex- cept chickens. however, can have these if they de- sire. Get the boy or girl even one hen and a setting of eggs if no more. Let him learn how to feed and care for his little flock when it comes. Let him build coops and pens and yards, and gather green food if their yard af- fords none. When grown to maturity let him keep as many pullets as he can take care of in winter. Let him sell eggs and buy food, if the kitchen scraps are not sufficient. Let him de- velop into a business man just as naturally as he grows and plays. And what we would say for the boy in this respect we would say for the girl. The boy, however, needs some- thing of this sort to keep his interest at home, to prevent him from ac- quiring the habit of going with a Se eer ee terre en eee Almost every family, TRADESMAN bunch of boys—a gang—which in time may turn out to be greatly to his injury. Give the boys and girls plenty to do, but not all study and books. Give them some work in which they can take pleasure. Try chickens and see if that will not please them. E. E. Whitney. ——_»+-2___. What Will the Other Fellow Do? When business is dull and goods are moving slowly, the merchant hunts around for some scheme which will bring in the customer. 3efore doing anything radical, he may well reflect what effect his move is going to have on his competitor. If he holds a 25 per cent. discount sale, the competitor next door may come back with a third-off sale. If he thinks he will liven things up with a few leaders, and offers 6 cent prints for 414, sugar at twenty-five pounds for a dollar, etc., the store over the way may meet him with prices a cent lower. He may try premium stamps, or prizes, but his competitor will probably offer more premium stamps and bigger prizes. If he gives away a hat with every suit, or a chance to draw a piano with every sale, his com- petitor-may go him one better and add a pair of gloves to the hat and knock out his piano with an automo- bile. T have seen just such things hap- pen many and many a time, and so has every merchant. In fact, they us- ually do happen in the smaller towns where competitors are well acquaint- ed and competition is extra keen. The net result is a considerable loss of money and no one is benefited ex- cept the customer, who often. gets the idea, from such sales, that he must be getting robbed when he pays regu- lar prices. He sees local merchants cut and slash each other, and natural- ly concludes that if goods can be sold so much below regular prices at these special sales, there must be a gigantic profit in them at regular prices. No store can have a monopoly of special sales. If one store starts something, the other stores are go- ing to “see it and go it one better.” And when it gets started, it is only a question of time until all the stores are drawn into it, and business is de- 21 moralized. There is no profit for any- body. | Don’t be the one to apply the match to this powder magazine. Think over the situation carefully before you be- gin to cut and slash prices. Let the other fellow start the trouble. If any-’ body does, and perhaps there will be no trouble started. Both your cus- tomers and your compewtstor will think more of you and you will make just as much money—probably more—if you stay out of such musses. It has been my observation that the really successful business man—the one who puts money away for keeps —-is net usually the one who half the time has his store front plastered with posters announcing special sales. Nor is he often found pushing some ques- tionable such aS a “prize drawing” or giving prizes on bonuses scheme, Sometimes he does it because he is forced into it by some less wise competitor. will find that willing to or premium stamps. gut you as a rule such a man is with his fellow merchants barring all that sort of thing. ———__~>~-~>—____ The Oldest Separator. “T see you keep a cow?” “ep.” “Got a separator?” Yep. “What make?” “T’m it. I separate the cow from her milk twice a day.” POP CORN We are in the market for old or new crop shelled or on the ear If any to offer please write us. sign an agreement Alfred J. Brown Seed Co. Grand Rapids 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 2387 S. Division St., Grand Rapids. Mich.. has taken an interest in the business and the name will hereafter B® known as STROUP & WIERSUM WM. D. BATT Dealer in HIDES, FURS, TALLOW AND WOOL 22-124 Louis St. Grand Rapids, Mich. W. C. Rea Rea & market, Papers and hundreds of shippers. PRODUCE COMMISSION 104-106 West Market St., Buffalo, N. Y. “BUFFALO MEANS BUSINESS” We make a specialty of live poultry and eggs. Ship us your poultry and eggs. REFERENCES—Marine National Bank, Commercial Agencies, Express Companies, Trade Established 1873 W itzig A. J. Witzig You will find this a good 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. eet. eat eetnaa min ue en eee MICHIGAN mo SS ANV a Sih) DRY GOODS, 2 FANCY GOODS“ NOTIONS 4 yyy. Cu eit (if 4 Stim SLL (C(EC1S« _ — — a Notable Features in Dry Goods Sta- ples. Buyers are showing more Saicbest in wash fabrics. They are enquiring in different places for any novelties and for additional supplies of gocds they order in a moderate way for spring when lines are first shown. Their purchases are generally I:ght, yet many buyers are disturbed to find that sellers are not eager to take business that would have bee: wel- comed two months ago. That there is a certain shortage of many desir- able and good selling lines of wash fabrics is certain and it remains to be seen with what buyers witli fill in. The course of the wool markets tends toward more firmness. The ca- bles from Australasian sales indicate a broad demand that is taking care of a sizable portion of the offerings. China wools are not coming down freely from the interior. Pulled wools are cleaned up in the New York mar- kets. Some lines of domestics are showing more firmness. On the whole the trend is away from any signs of weakness which some buyers were pretending. The silk trade sellers are’ antici- pating a good re-order spring trade on many lines of fine soft materials. A great deal is being said of the opening of silk retail stores to seil raill products direct, but this is the usual phase of merchandising that is look- ed for when various irregular mer- chandising plans break down. The trend of buying in cotton goods is toward a larger measure of confidence in values now current, says the Journal of Commerce. This is not leading buyers to depart from the rule of purchasing conservatively. It is bringing on a manifestation of weakness on the part of sellers who have not the best qualities of mer- chandise to offer and who fear that they will not be able to sell up their mills unless they make concessions in prices and terms. So far as merchants see the sit- uation working out they are becom- ing convinced that buyers will con- tinue to show partiality toward the goods of merit and will pay the prices asked for them before operating on cloths they may be able to turn over at a price. The regular handlers of cotton goods are finding a steadily broadening demand for staple cloths and in some instances they are able to exact higher prices for prompt de- liveries. There are no merchants of prominence who are looking for very profitable prices, but they do antici- pate a steady expansion in distribu- tion. The hardening tendency in goods of print cloth yarn construction is due to a general demand for early use of cloths that are not in large stock at any quarter. The heavy goods division has undoubtedly worked to a basis where mills can make a little profit and can book business ahead into the late spring. On heavy col- ored goods and on fall lines the busi- ness is making headway fully as rap- idly as agents were hoping for. Although many of the fine goods mills of the country are already lim- iting their output to about 75 per cent. of their capacity, some of the most prominent agents and distribut- ers feel that there can be no real steadiness imparted to these lines un- til there has been a curtailment of production of definite proportion «n- dertaken. Fine plain combed yarn cloths are being stocked by several mills. This is shown by the >ersis- tency of offerings and by the deter- mination of old established plants with strong financial backing and good equipment, to continue meeting every market price wherever there is danger of losing trade that has been theirs for a long time. Silks. Silk mills are evidently well sup- plied with orders for the near future, for the report is that very few looms are now idle. It is understood that many mills are busy on orders taken in December. In one instance, it is stated, that a well-known mill is kept running until 11 o’clock at night. In another instance it is known that a prominent manufacturer, contrciling about 2,000 looms, has been obliged to purchase an additional mill in order to be able to make deliveries on time. Still another manufacturer states that on several occasions recently they have been obliged to refuse orders because they could not make the de- sired delivery. Messaline is still the leading arti cle. Two buyers, who were arguing the relative values of fabrics the other day, agreed that messaline is five to one of any other material. In fact, certain manufacturers who are hegin- ning to think of next fall are regard- ing messaline very favorably for an- other inning. The leading colors in messaline now are the pinks, ravys, browns and wines. Chiffon taffeta, in the better grades, is reported to be gaining ground. Sevy- eral prominent retailers made thcir spring openings recently, and the > Just Listen. Dear Old Lady (with a view to a little moral teaching)—Now, do either of you little boys say naughty words?” Elder Brother—-Well, mum, I ain’t much‘of a ’and at it myself, but young sill here is a treat. Cuss for the lady, Bill. — ‘Her View of It. Teacher—What is it that binds us together and makes. us better than we are by nature?” little “Corsets, sir,”’ a wise girl of 8. piped Carbon Coated Sales Books Every Size and Style Prices ranging from .02,',; to .05 per book Send us your sample and get our priced on your book CONNARD-HOCKING CO. 136 West Lake St. Chicago, Ih. seamless sock! Registered U. S. Patent Office and Canada. Every Danger Spot is Guarded in This Stocking Experience has taught us just where the holes will come in a man's stocking. And we have made Bachelor's Friend Hosiery to guard against holes, ordinary yarn costs, for the yarn we use is reinforcing. The heel is reinforced up the leg. above the wear line. It is reinforced down the foot. cealed—no unsightly heel-patch. Toe looped on.two-thread looping machines that give double strength. French welt—the best top ever put on a Combed Sea Island Cotton only, The stocking throughout is the best we can make it— the best that you can wear, stocking made throughout to give satisfaction. Try stockings that are made this way and know max- imum wear and comfort, retailers throughout the United States. Made in 4 grades fo sell at retail: 6 pairs, $2.50; 6 pairs, gauze weight, $2.00. Guarantee in every box, 6 pairs to last 6 months. Send to us with 1 coupon for each pair and we'll make good. We do not sell direct. Butif no dealer in your town has them, we will see that you have an introductory lot, if you will send us money order covering the amount. Charges prepaid. JOSEPH BLACK & SONS CO., Manufacturers, York, Pa. HOSIERY We pay twice as much as And all reinforcing is con- Elastic. silky. durable. A-° Sold by the leading jobbers and 6 pairs, $1.50; 6 pairs, $2.00; No need of this since he wears Bachelors’ : Friend. 24 LOOKING BACKWARD. Some ‘of the Accomplishments of the Past.* Seventeen years ago there was a small party of hardware men met in the city of Detroit to discuss ways and means by which they might do each other good, and the Michigan Retail Hardware Association was born. It was necessary to have a consti- tution and by-laws that should — set forth organization and, on examining the the aims and objects of the records, we find they said the object was to promote the welfare of the retail hardware merchants, but they failed to say how or to what extent. I take it that it was intended to get together and exchange opinions and feel free to discuss any subject that had a mutual interest, and ab- sorb ideas from contact with others who were better informed than we. Last, but not least, a question box has been established, by means of which any member has a perfect right to propound any question that he answered: handled by the entire Association, the answer will be right. At first our growth was very slow, for at that time nearly everybody looked on any kind of a trade asso- ciation as some sort of a trust gotten up to hurt some one, and do no one any good, so I remember at the time | was registered in Detroit there were less than one hundred members. But. this prejudice has gradually disap- peared, and now we have about 850 members in good standing, beside the associate members. On the plan that two heads are bet- ter than one, so three are better than two, and so on, until the power in numeral strength is fully demonstrat- ed, and now it means much more to subscribe Michigan Retail Hardware Association to a letter than it did ten, or even five, years ago. On the occasion of this, the eigh- teenth, annual convention of the As- sociation | am reminded how swiftly time flies. Looking backward, it does not seem a half year since we met in Bay City, and this reminds me of a little narra- tive 1 read in an-old reader: The clock is striking, Striking the hours away, The hours make up the day, And the days make up the year. A year, alas, how soon ’tis past, Who knows but this may be our last! A few short vears are quickly sped, And we are numbered with the dead. Although I am comparatively a young man, yet in point of service I believe I am the oldest hardware man in the county. The year has been a problem to many of us in this line of business. It started out all right, and just at the time when Nature began pouring out her abundance of fruits and grain and everything looked as though it would surely be a bumper year, behold! Pessimism got abroad in the land and the calamity howler was heard on all our streets, and be- fore the fall business was fairly un- wants It being *Annual address of President Roe before Mich- igan Retail Hardware Association. MICHIGAN TRADESMAN der way everybody was crying under their breath, “Hard times,” and, like a run on a bank, all it takes is for some one to start it and the thing is done. Be a booster! Tell people that busi- ness is fine, even although you have to lie to do it. Do you know the motto of the Ohio Hardware Association? It is, “Business is Good.” Keep saying it until you convince the calamity how!- er that he is mistaken and it will be good. Returning to business: We took a full delegation to the National con- vention last spring, partly because we had a perfect right to do it and part- ly from selfish motives. We wanted the National conven- tion to come to Michigan, and we wanted Brother Charles A. Ireland, x E. S. Roe, President who had served the National as a member of the Executive Committee, to be placed in line of promotion and thus land a couple of honors at the doors of our beautiful State. We got what we went after with very little opposition and the Nation- al meets in Detroit in June, 1912, and Mr. Ireland is_ Second Vice-Presi- dent. On the return trip the Michigan delegation had a meeting on the train and discussed various subjects that are interesting to all of us, but more es- pecially the subject of our Secre- tary’s salary, which remained at $700 per year, being the same for several years, although his duties had _ in- creased with the membership, so that if he was not overpaid when the salary was placed at the above figure he certainly was very much under- paid now. As President I was instructed to write each member of the Executive Committee, stating the facts briefly, and recommend that the increase be made to $1,000. This was taken up soon after my return from Little Rock, all the members of the Com- mittee agreeing to this change. _ On April 23 the salary of the Sec- retary was raised to the last named figure, and this action should have the approval of the convention at this meeting. Considerable work has devolved upon the Legislative Committee dur- ing the year, and the fate of the bill known as the small arms and am- munition bill, the trading stamp bill and the insurance bill will be told by our Legislative Committee. By far the most important of these measures was the insurance bill, which was about to pass and become a law which would invalidate all our mu- tual hardware insurance, making the carrying of such insurance a felony punishable by fine and imprisonment. Our Secretary and the other officers, with the Committee on Legislation, got busy and the result was a sub- stitute bill that became a law on the last day of the session, which not only removes all illegality from carrying such insurance, but it also makes it possible for all of the out-of-State mutuals to do business in Michigan. I had the pleasure of attending a meeting of State secretaries at the La Salle Hotel in Chicago, Sept. 26, and it would be hard to find a more loyal or more enthusiastic lot than were gathered at this meeting. Our Secretary will, no doubt, tell you about it in his report. Mr. Scott and I attended the Indi- ana hardware convention at Indianap- olis, Jan. 31 and Feb. 1 and we found their members all earnest and very much interested. Most of them at- tended the meetings of the conven- tion and showed a disposition to sup- port their officers in all that they did. In this respect I think Michigan might imitate her sister state on the south to her profit. It is impossible for the officers of any association to do great or im- portant things without the support of its members. ‘When you get a let- ter from your Secretary on any sub- ject that calls for an answer, you should give it the same attention you would any other business letter. Keep all Association secrets secret. There seems to be a_ disposition among some of our members to thoughtlessly allow these matters to leak out, and what in reality is a very small matter sometimes becomes very much magnified, as it passes from mouth to mouth, until as it finally reaches the enemy it looks more like a mountain than the little mole hill it was when it started. Don’t do it. Regarding catalogue house compe- tition, I have an idea or two I want you to think about. However, they February 28, 1912 are not original. Revise your prices on the small items in the hardware stock *that pay: more than 100 per cent. Our catalogue house competi- tors always use these small items in making comparisons, and I am free to admit that many times we do ap- pear to a disadvantage. Take a line of smaH things, like barn door hooks and staples, hasps, whiffletree hooks and _ centers, pole tips and the small strap and tee hinges and the numerous small arti- cles that are used for comparisons, and mark them down to a level with the mail order people, taking into con- sideration the fact that we deliver them to the purchaser complete with screws or whatever is needed to at- tach them and they do not, and we will have stolen their largest clap of thunder and our apparent loss will come back to us as a gain in other business that will offset the loss many times over. Let us try out this idea and get a report through the ques- tion box at the next convention. Where lines are exclusive, or the selling price is fixed by the manu- facturer, or the goods are something that will bear a profit, I believe in maintaining prices and always selling goods of quality wherever it is pos- sible. Patrick Henry once said that “Eter- nal vigilance is the price of liberty,” and this may be applied to a hard- ware business, for it is a continuous change of merchandise from the be- ginning to the end of a business ca- reer, and the man who fails to keep Nachtegall Manufacturing Co. S. Front and P. M. R. R. Grand Rapids, Michigan Manufacturers of high grade Bank, Store and Office Fixtures We make an improved Removable, Sectional and Interchangeable Office Partition Quickly put up and easily taken down. Get our price on your new office equipment, f? Near Wayne - County Bldg. e _Zz A.T. Knowlson Gas and Electric 99-103 Congress St. East, Detroit Company WHOLESALE _ Supplies Michigan Distributors for Welsbach Company Telephones, Main 2228-2229 Ask for Catalog — Fe RARE ~ se tein gL INER ORR HARES ep einai kse ew ek AANA aac cpa ‘> ee a * 2a Ree RARER ON Rois aah gh is sores ark agen * rsa MMM SINR Noe AWAW FE iti ae seh Sig « ieonrsicennsto ae Ot seen cal February 28, 1912 up with a procession will surely be run over, . Nothing short of a constant study of conditions and keeping stock as- sorted to conform to the- needs of your particular locality, with enough goods in stock for immediate deliv- ery to satisfy the trade, will make your store a popular trading place. October 18 there was a meeting called in Chicago looking toward the organization of a National Federation of Trade Associations, to which the Michigan Retail Hardware Associa- tion was invited to send delegates. I had intended to do so, but at the Sec- retaries’ meeting in September our National Secretary told me that the _ National would attend to the matter for all the state associations by hav- ing the National Executive Commit- tee attend this meeting and I am told they did so, so at the proper time | am going to ask Brother Corey to make a report of this meeting, and you can take such action as you see fit regarding our afhliation in this movement. Personally, | am very much in fav- or of the Federation, for it costs us but little and it seems to me to be a move in the right direction. In response to a call from F. M. Witbeck, of Lansing, Secretary of the Implement Dealers’ Association, a meeting was held in Lansing Feb. 8 in which the presidents and the sec- retaries of the various State associa- tions were invited to be present. The Michigan Federation of Retail Mer- chants was organized, officers were elected and a committee was appoint- ed to draft constitution and by-laws. A full report of this meeting was printed in the Feb. issues of Trade and the Tradesman, and I would be glad if you would all secure a copy and read it. Many of the associations repre- sented were authorized to join the movement, but Mr. Scott and myself, representing our Association, were without authority to pledge support of the Federation, and I am going to ask for your opinon on this matter at the first executive session. Life is a search for business. Business is co-operation. No one sets a limit on our possi- bilties—except ourselves. For many years I have been a strong advocate of concentration; but | lately I have had another idea added to this thought, which I believe is ra- tional and intelligent. It is “conse- cration.” By consecration I mean to dedicate. and devote yourself to the work in hand, make it your very own and go at the work with a will and a determination, and the work so far as you are concerned, becomes sacred.’ You can truly feel that your voca- tion in life is in reality a part of the design of the Creator, that it was made for you and you were brought up for it. Then add concentration, which means to center your. best thought on the subject in hand, and no matter how small a detail you are working out, use every effort of mind and body to the attainment of the best that is in you in accomplishing the thing desired, and there can be but one result—success. eee AS REE PUD ape mE Re NEI NN See SS ra _his due debts. MICHIGAN Discount Your Biils—Make Prompt Settlements. This is an all-important question, and one that should be given your careful consideration as your biggest capital is your credit. If your credit is good you are in position to buy goods at the lowest market prices because your business is sought by all those having goods in your line to sell. They are all anxious to sell you, knowing that you pay promptly and that your credit is good. The first thing to do to keep your credit good is to pay your bills promptly when due, or, better still, discount them. Many merchants overlook this all-important part of the management of their business not because they are unable to pay promptly, but simply through care- lessness or lack of proper system of keeping track of their bills. This can be done very simply by the use of an ordinary letter file containing divisions of the month from one to thirty-one. File your bills in this file on the dates they became due and by referring to this file daily you will find bills due each day during the month. Should you, however, be unable to meet your bills on the day they are due, you are under obligations to write the creditor explaining fully your reasons for not paying and name a date on which you- will pay, or, better still, call and see the credit man of the house and explain to him fully your difficulties. With his long experience he may be able to advise you to adopt methods in your busi- ness that may aid you greatly. If you have a just cause the credit man will undoubtedly grant you any rea- sonable extension. Too many merchants injure their credit beyond repair by ignoring written requests for payment. It will only take a moment of your time tc write a few words explaining why you can not pay and when you will pay; and it is only a matter of com- mon courtesy that is due one who has placed sufficient confidence in you to extend you credit favors. Re- ply to requests of this nature. It will avoid many false conclusions on the part of the credit man, who will naturally conclude that your ignor- ing his letters means that you are financially embarrassed, and the only course left for him is to enforce col- lection by legal measures. Many merchants are not aware that few merchandise and manufac- turing concerns are in position to finance their customers, but are obliged to collect amounts at matur- ity to save themselves from embar- rassment, and, even were they in po- sition to grant extensions, it should not be expected except in extreme cases. Banks are organized for the purpose of selling money just the same as the merchandise concern is for selling goods, and when a mer- chant through lack of capital, or too liberal credit extension, is unable to meet his obligations at maturity, he should apply to his bank for a loan sufficient to enable him to liquidate Should his bank re- putting into operation of any new TRADESMAN fuse, why should he expect others to extend time beyond that allotted for payment of bills? It is therefore ev- ident that a merchant who finds him- self in such condition should imme- diately set about to determine where- in he is at fault in the conduct of his business and proceed to correct it at once and get his business into such shape that he can pay his bills when due. It may be that he is carrying too large a stock or extending too much credit or is lax in making collections or paying too much rent or other ex- penses may be too heavy or not get- ting sufficient profit on his goods. Many a failure could be averted if merchants would awaken to these facts wher they become delinquent, but whatever each one does he should first consult the credit man, whom he will find to be his best friend in time of need, lay his affairs plainly before the credit man, who is as much inter- ested in his success as the merchant himself, and whose experience in mat- ters of this kind will greatly help, and together you will undoubtedly be able to frame up a plan that will bridge you over your difficulties and put you in position to do business safely. Too much can not be said about creditors and debtors getting person- ally acquainted and consulting and co-operating with each other towards better conduct in business procedure and the better understanding of the ideals which go to make business more profitable, more pleasurable, and a vocation that will make for the bringing forth of the best efforts of man. The beginning of a new year has greeted the world, and, while New Year resolutions, so-called, are gen- erally regarded as jokes, seldom liv- ed up to and, like the proverbial pie- crust, made to be broken, neverthe- less the first of January is a pro- pitious time for the introduction of new business methods. It makes the commencement of a new era. It is, therefore, a happy moment for the _ ment of store conduct. 25 and improved system for the better If you have been lax in taking care of credits, see that from this time on the most careful attention shall be given to the protection of your accounts with your creditors and your debtors. lf you have been going about your pay- ments in a haphazard way, brace up, watch them as though your very life depended upon them, and keep close- ly in touch with the credit man in each house where you buy. Give him: a chance to be the friend he de- sires to be by taking him into you! confidence. Pay him promptly ii you can—at least give him the cou- sideration he deserves. In order that you may be in posi- tion to take care of these bills, watch just as carefully your accounts re- ceivable. Do not allow your custom- ers to delay in their payments unrea- sonably, or get so far behind it is impossible for them to catch up It may look very pretty to have a large balance coming to you, but “a _ bird in the hand is worth two in the bush,” and outstanding accounts do not pay the jobber and wholesaler from whom you purchase. Debit and credit go hand in hand, and one depends upon the other. A cash business is next door to an im- possibility in many places, but regu- lar weekly or monthly payments may and should be insisted upon. They are better for both your customer and yourself. It will teach — him economy, and he will not run away and deal somewhere else because his indebtedness to you is hopelessly large. A. H. Darragh. Oe The Car of Progress is never full— there is always room for one more. The cost of transportation. is worked out. He who helps move it, rides in it. OT MRLs 0 A UALS met AM USE O° nHIGAN STATE. 4 MC cenONE Churches modest seating of a chapel. Lodge Halls quirements and how to meet them luxurious upholstered opera chairs. We Manufacture Public Seating oT Exclusively We furnish churches of all denominations, designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the S h | ‘The fact that we have furnished a large majority of the city Cc 00 S 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- Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. €merican Seating Company GRAND RAPIDS NEW YORK 215 Wabash Ave. CBs CHICAGO, ILL. BOSTON PHILADELPHIA 26 CHECKING FREIGHT BILLS. Much Money Can Be Saved By Do- ing So.* : The transportation problem runs through every description of business, wholesale or retail, manufacturing or merchandising and to the produce-, the middleman and the consumer. Transportation facilities and costs are becoming each day a more important item of expenditure. Practically every retail store has an expert buyer—some have several of them—particularly well qualified in certain lines or departments. The suc- cess of the concern largely depends upon the judgment of the buyer. The same concerns frequently purchase several thousand dollars’ worth of transportation each year, not know- ing whether or not they get what they pay for or pay for what they get and making no consistent effort to find out. Several years ago I was urging the manager of a large department store to permit me to check up his freight expenditures and asked if he knew how much freight he paid in the course of a year. He did not know, but estimated it at about five thousand dollars. His book-keeper, upon fur- ther enquiry, advised the total freight paid during the previous year to be over $13,700. Not one cent of that expenditure had been audited and within the next few months sufficient overcharges had been recovered to pay for my servy- ices for several years. I found that in the receiving room of that estab- lishment no effort was made to check the packages delivered by the dray- man against the freight expense bills rendered by the railroads; reports of shortages and damage, when made by the receiving clerks, were never fol- lowed up and soon lost sight of; the descriptions of the goods upon the railroad billing were never checked against the invoices and no one in that establishment could possibly de- termine whether or not the goods paid for were received nor could the cost of transportation be properly dis- tributed in establishing the selling price. That establishment was not at that time a remarkable exception to the general rule and to-day concerns pay out large sums each year under simi- lar conditions. I shall offer a number of sugges- tions in a general way and then if any one present wishes to ask any ques- tions in relation to some feature of transportation in which he may he immediately interested I will be pleas- ed to answer to the best of my ability. Arrange the payment of your freight bills by some representative of your establishment, other than the teamster who does the hauling; turn over the paid bills to the teamster after listing them and insure that the teamster signs a receipt only for what is ac- tually delivered to him and carefully checked against the freight bill. In the event of there being any short- age or any apparent damage, the teamster should insist that an exact *Paper read by Ernest L. Ewing before the Michigan Retail Clothiers’ Association, Grand Rapids, Feb. 22, 1912. MICHIGAN notation thereof be made by a proper representative of the railroad upon the face of the original freight bill. Re- garding concealed loss or damage, I will speak later. A copy of the list of freight bills paid should be filed with your receiv- ing clerk and he should be instructed to carefully check the deliveries by the teamster and at once investigate any failure to deliver at the receiving room, each bill listed and the pack- ages corresponding. He should also be instructed to promptly report any shortage or damage not properly not- ed upon the freight bill and the team- ster should be held responsible there- for. Upon delivery to the receiving room each shipment should be carefully weighed. You will be surprised at the results. Shipments of clothing usual- ly rate as first-class and an overweight of fifty or one hundred pounds to the shipment soon runs into large’ sums. There is absolutely nothing reliable in the weights used by the railroads as the basis for their charges. The weight of the shipment and the rate per 100 pounds are the two factors that determine the cost of the trans- portation and each is as direct in its relation to that cost as is the other. A scale, properly used, will pay for it- self several times in a year’s opera- tion. The Interstate Commerce Com- mission has very recently ordered a thorough investigation of the facili- ties and methods used by the carriers in arriving at the weights of carload and less-than-carload shipments, upon which they base their charges. When, by reweighing, an overcharge is developed, the agent ‘of: the rail- road should be notified and the ship- ment held until he can inspect and verify the weight claimed. If prop- erly insisted upon he will not delay the unpacking of the goods to any serious extent. Make it apparent to him that he has nothing of more im- mediate importance than the correc- tion of that error. His road is in vio- lation of the act to regulate com- merce and subject to the penalties provided to the same extent that it would be if found guilty of paying a rebate unless, when such overcharges are reported, proper adjustment is promptly made. — In the receiving room the packages should also be carefully inspected, be- TRADESMAN fore opening, for evidence of pilfer- age and recooperage, and if any such evidence is discovered a representative of the railroad should be sent for and should be present when the goods are unpacked. Well organized gangs of car thieves are in constant opera- tion, and they are exceedingly skill- ful in concealing external evidence of their having tampered with the con- tents of a package. The contents of each package should be carefully checked with the invoice and the freight bill and the descrip- tion on the freight bill should coin- cide with the invoice. One descrip- tion on the invoice and another on the freight bill may mean a substantial difference in the classification of the shipment and the rate charged. When the goods are unpacked the freight bill and the invoice should be attached and the freight cost added to the invoice in order that it may properly enter into the selling price. The freight bills should at once be revised or audited by some one com- petent to determine whether or not the correct classification and_ rate have been applied and the extension _ and footing of the charges should be proven correct. The point of shipment as indicated upon the freight _ bill should be noted as it may not always agree with the invoice and an over- charge result from the error in bill- ing. Some establishments give their teamster a sum of money each day with which to pay freight bills. He returns a bunch of freight bills and the difference in cash. So much is charged off to freight, the bills are stuck on a spindle and that ends the transaction. A not unusual practice of teamsters has been to change the foot- ings of the freight bills, adding va- rious amounts thereto. I do _ not mean to charge teamsters in general with dishonest practices, but in sev- eral years’ experience I have found enough instances of such practices to induce me to very carefuly audit ev- ery bill submitted for my inspec- tion, It frequently occurs that shortage or damage will be found when un- packing goods that from external in- spection showed no evidence thereof. February 28, 1912 Claims for concealed loss and damage are difficult to establish and are usu- ally settled by the carriers on a 50 per cent. basis if prompt report is made to the delivering road by the consignee, and while the goods are available for inspection by a repre- sentative of the carrier. In presenting claims for overcharge the original paid freight bill and a certified statement of the contents and weight of the shipment should accom- pany the claim. Such claims should be followed up as persistently as any other open item in any account and they should never be allowed to run more than one year without being re- ferred to the Interstate Commerce Commission if interstate shipments, or four months without being refer- red to the State Railroad Commission if state shipments. A communica- tion giving full reference to the ship- ment and the claim is sufficient to se- cure the jurisdiction of either com- mission. : Claims for loss or damage should be accompanied by the original paid freight bill, upon which should appear a proper notation of the shortage or damage over the signature of the rail- road agent and made by him at time of delivery and a certified statement of the shortage or the damage, with a certified copy of the invoice, should also be attached. Such claims should be followed up every thirty days un- til paid or otherwise satisfied. Copies of all papers surrendered, including the freight bill, should be retained and copies of all correspondence filed with the copy of the claim, as claim papers are frequently lost or destroyed, and the claimant if unable to duplicate is also unable to recover his loss. The foregoing precautions should be observed whether or not you may find it possible to charge the loss or damage back to the house from whom you purchased the goods, because the wholesaler or manufacturer must re- cover from the carrier, if the carrier is at fault, and unless you have a proper record of the transaction with which to support his claim, he will frequently find it impossible to suc- cessfully prosecute that claim. Hian- dling a large number of claims for manufacturers and wholesalers each “AMERICAN BEAUTY” Display Case No. 412—one of more than one hundred models of Show Case, 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 Chicago Portland February 28, 1912 year I know from actual experience and observation that thousands of dollars are lost to the wholesaler every year because their customers fail or neglect to do the things I have sug- gested. When a _ good _ customer charges back a shortage the house will usually stand for it and endeavor to recover from the railroad, but it is frequently impossible to prove the shortage or the damage, because the receiver has given a clear receipt for something he did not receive and the claim must be withdrawn. The re- tailer should co-operate with the wholesaler in that direction if in any. While the .foregoing pertains to freight shipments, the same general principle may be applied: to — ship- ments received by express. It may be that I have offered nothing orig- inal or little that you did not al- ready know and appreciate, but the real question is, do you practice the precautions against loss, damage and overcharge that I have suggested? If you do not you are losing a larger amount of money every year than you realize. Many receivers state that it does not pay to prosecute small claims against the railroads. They deceive themselves. If you properly prosecute your small claims against the rail- roads they will soon be reduced to a minimum. Try it for three con- secutive years and you will find out several things, namely, that the num- ber of claims will decrease each year, that the amounts saved or recovered will show a respectable total and that the moral effect upon your employes working under a proper system of re- ceiving goods will greatly increase their value to your establishment. Loose methods in any department are expensive. Some receivers will say that the railroads resent the prosecution of small claims and that it does not pay for that reason. It is unfair to the railroads to make such a statement. It is the freight payers duty to pay nothing but the correct and _ legal rate or charge. Some subordinate representative of a railroad may sug- gest that you injure your standing with his company by presenting a small claim, but if he does, report him to his superior and watch him deflate. : When you find a shipment under- charged report it as promptly and in- sist upon a correction. Anything wrong with that suggestion? The Standard Oil Company to-day will not pay a freight bill at any of its numer- ous agencies that is not absolutely correct—it must be neither under- charged nor overcharged. Many smaller establishments would profit by following that example. You have probably had shipments delayed in transit: The effective tracing of less than carload shipments is a difficult matter and can always be done to greater advantage by the shipper. - It is a good plan, however, to advise your local railroad agent of the delayed goods and if possible enlist his aid in the effort to locate and expedite. If you can prevail up- on him to secure for you complete forwarding reference from the rail- MICHIGAN road agent at point of shipment you may then wire or write the freight claim agent of the road that first re- ceived the goods, that is, the initial or bill of lading carrier, advising him of the forwarding, the non-arrival and that unless immediate delivery is ac- complished the shipment must be du- plicated and claim for full value of the original shipment prosecuted. Every freight claim agent is con- stantly struggling to reduce the num- ber of claims and if promptly and properly advised in such instances he will leave no stone unturned in his effort to locate that shipment and avoid that claim. When notified by a railroad of the arrival of goods you should always take delivery within the shortest time possible. See that your teamster does not neglect or fail to keep the freight houses clear of your goods. In many years’ freight house experience, one of the most constant and serious dif- ficulties I encountered was the failure of consignees to promptly take deliv- ery of their shipments and the retail concerns were the worst offenders. The freight houses become congested and the percentage of loss, damage and pilferage is greatly thereby. _ I sincerely thank you for this op- portunity to address you and for your kind attention, and await any ques- tions that I may be able to answer in a manner that may be of some value to you. I hope to meet with you again and to receive your con- sideration in event of any transporta- tion difficulty arising in connection with which I may be of service to you. —_>---2—__ The Profit Side of the General Store. A great many small merchants of my acquaintance are in the habit of buying goods from a large number of different concerns. Many of them have at times over one hundred ac- counts on their books. This, in my judgment, is a big mistake. It makes a lot of work, .it is hard for them to keep tab on purchases, and they are much more apt to over- buy. If hard times come on, and they should need extension or accommo- dation, they will find it much harder to make arrangements with their ac- counts scattered broadcast. When they buy from so many their business does not amount to much with anybody. No jobber has any reason to take any special interest in their business or to make any spe- cial effort to favor them in prices, terms, or other way. I know the argument made for scattering your purchases. No one house is cheapest in everything, and to get the plums they say you must “shop around.” That would be all right, perhaps, if one were smart enough, and was so well posted, and was such an expert judge of quali- ties that he could tel! the leaders when he saw them. But I doubt whether many retailers are so quali- fied. I know I am not, and I have been engaged in both the selling and buying departments of the mercan- tile game. We retailers may be good judges of a few items, but when it RNa ee ee oe ee increased - TRADESMAN comes to being an expert in clothing, dry goods, hats, shoes and other nu- merous lines carried in a_ general store, [I doubt whether any of us can fill the bill. The merchant who tries to buy his stock on that basis is soon known as a “picker” or a shopper. Salesmen fight shy of him and many of them take delight in giv- ing him the worst of it. every time they get a chance. © My advice to my friends who are merchandising in a general way is to pick some good big reliable concern in each line and give it the bulk of your business. ,Get a house in whose salesman you have confidence, who will work for your interests, and who knows his business, and he will give you the benefit of his knowledge, and you will come much nearer buying your goods right than in any other way, and without half as much trou- ble in doing it. Of course you will want to buy some outside at times to keep in touch with the general market, but confine the great bulk of your buying to one or at most two concerns in each line. Many of the best merchants—espe- cially the older and more experienc- ed ones—in the states in which I have worked during my long experience on the road followed this rule and expressed themselves to me as hav- ing found it much the better plan. I have in mind one of the best mer- chants, my most loyal business friend, now rich and retired. I sold him his opening stock when his total capital was less than $3,000. I continued selling him as long as he was in 27 business, some twenty-odd years, and practically everything hé bought in my line he bought from me. In fact, he bought over half a million dollars’ worth of goods from me in that time, * or over nine-tenths of his total pur- chases in dry goods and_ notions. Other drummers offered him baits, of course, but he would have none of them. He knew my house was as good as any, he believed his inter- ests were safe in my hands. Don’t you know I would give such a friend all there was in it, and would work as I would for myself to save him everything in every way possible, and so would any decent salesman, and there are thousands of them. It is wonderful how the heart of a sales- man warms to a man like that. Whether they sell him or not, they can not help admiring and respect- ing him. My friend got back, with- out the asking, all those baits would have saved him, and much more. As I have said, this customer of mine is now wealthy and retired from merchandising. Being a man of much more than average ability, a shrewd business man as well as a good mer- chant, he would doubtless have suc- ceeded even if he had scattered his accounts among a hundred concerns, but he says himself that an impor- tant factor in his succes was confin- ing his business to a few reliable houses. Make it worth while for some good concern to take care of your interests. One friend in business is worth a hundred acquaintances. New York Salesrooms 732 Broadway Our Crystal Show Cases Are a Good Investment for a Progressive Merchant Our new catalog just issued, shows a complete line of our Crystal all plate glass show cases, including many new designs as well as a large and up-to-date line of wall cases, cab- inets and other store fixtures. Ask for catalog G-10. Milawth - Wilmarth Show Case Co. @,ieitgson Ave on. Chicago Salesrooms 233 W. Jackson Bivd. Detroit Salesrooms 84 Jefferson Ave. rapt tee I to me er Ee rt rn cer Gi ee ee re en eee ake as at eer ein Rese aera iem os a Be eS nese RS SSE ee sas ie e MICHIGAN if} en ; i 4 = S | ‘i ' : ' WOMANS WORLD j || { ) ( Le Sey cy & % Ya - Se AAR , Pp > Nd % Ba eg Ng oth E ZR (Vb PP eit - Ss E\e = Inspection of Housekeeping—When Will It Come? Written for the Tradesman. Almost everything is officially in- spected nowadays. Schools, of course —they have been inspected time out of mind almost; much more recently factories have been put under public supervision; all grocerymen know that the pure food man will happen in some day, perhaps when least ex- pected, and apply certain tests to the groceryman’s cream of tartar, ground cinnamon, corn syrups and vinegars. Every dairy selling milk is liable at any time to searching investigation of all its methods by State authority; pharmacists must pass an examina- tion and be registered; the neophite who would even essay to shoe horses must make some showing of qualifi- cation and fitness for the work. There is a strong movement on foot to com- pel a thorough inspection of hotels . by a competent State official—a meas- ure doubtless necessary to the health and safety of the traveling public. These things show an irresistible tendency to bring the search light of scientific knowledge and investigation upon everything that affects human welfare. New and more intelligent opinions are taking the place of time- worn prejudices. Old ideas are un- ceremoniously discarded. Perhaps no one has as yet advo- cated it or even suggested it, but in the .near future we may look for inspection of housekeeping and home- making. In the logical sequence of things it must come soon. At first blush we naturally resent the thought of it as an insufferable in- trusion upon privacy and_ personal rights. But looking at the matter sanely and impartially, it must very soon be admitted by every candid mind that the state or the public or whatever we may see fit to call the big intangible something that is not any one in particular but every one in general—this big intangible some- thing has certain undeniable rights in the case. The State may reasonably say to every woman who is at the head of a household: “Dear Mrs. Housewife, we do not like to make ourselves ob- noxious by snooping around and pry- ing into things that you naturally feel are none of our business, but permit us to reason with you a mo- ment. We shall be able to persuade you that our business is very proper- ly a large and comprehensive term. “You have as an inmate of your household one man. His health— nay, rather his very life—is in your keeping. From our point of view he is primarily a citizen, to whom we owe the protection of the laws, from whom we have a right to expect cer- tain duties. This man may become a drunkard, a tramp, a pauper, a criminal—a burden upon society; or he may live a long life of useful- ness as a taxpayer and a frugal, in- dustrious member of the common- wealth. The trend of his develop- ment will depend largely upon _ his home environment. Not many men with incompetent, wasteful, extrava- gant wives ever become taxpayers, and we tan not afford to carry along too many inhabitants who bear no share of the tax burden. This man, if able bodied, is, within certain age limits, liable for military duty. We will say that he now would make a first-class common soldier. But we want to leave him in your charge for may be four or five years. Suppose you feed him over-much and upon rich, indigesti- ble food. When we call for him he will have become an anaemic, dyspep- tic invalid, utterly unfit for forced marches and sleeping on the ground. Through your incapability and lack of common sense we shall be out one good soldier just when we need him. “You have, we will say, one, two, three or more children. We are most directly interested in these children growing up into $trong, healthy men and women. We are going to no end of expense and trouble to reduce the present terrible rate of infant mor- tality. We find that not only certi- fied milk is necessary to pull the little ones through the dangerous months of summer and fall, but certified mothers as well, if we may coin the term—mothers who have intelligence and judgment and will give the con- scientious attention to detail so im- peratively required by a child during its first years of life. “We provide, at great expense, schools and teachers to educate all your children free of charge. We are fast taking steps to equip each boy and girl with some skill or craft by which he or she may be able to earn a living. But we realize keenly that the finest schools we are able to pro- vide can do little for the pupil unless supplemented by the right kind of home training. Our best teaching oft- en is annulled entirely by wrong home influences, “We are trying to stamp out cer- tain contagious diseases and to hold others in check; but it is well nigh impossible so long as sanitary condi- tions are what they are under the house keeping that prevails in many households. “We find it necessary that orphan aan a ALP A ° TRADESMAN asylums, schools for the blind and the deaf and dumb, and the like, shall be under rigid inspection. But it is even more essential that we know the conditions under which our normal and more fortunate children are growing up, those from whom we ex- pect far greater things than from the poor waifs and defectives who are cared for as best they may be in in- stitutions. Dear Madam”’— At about this juncture we can im- agine that “Dear Madam” may be- gin to reply somewhat in this wise: “Oh, mighty State, or great and powerful public, or whoever or what- ever you may be that places me un- der so heavy a responsibility, perhaps you may as well go ahead with your inspection. May be inspection would be the last straw and that I under- stand is what breaks the camel’s back. And I infer that after a camel’s back actually is broken it does not have to go any more. “Still, I am not at all sure that be- ing inspected at intervals would be any worse than being enjoined per- petually, and that is what I am under- going now. It sometimes seems to me that the main business of the printing press is to inculcate upon women their duties. A large num- ber of publications are given up to it almost entirely and there is scarce- ly a newspaper you can pick up that does not have its Woman’s Column filled with precepts and admonitions for our guidance. By sermons, by ed- itorials, by lectures, we are made to feel the tremendous weight of our responsibilities. Our husbands and children are in our hands to be mold- ed for good or ill, and woe unto us if it be for ill! Perhaps the case is put none too strongly. Perhaps it is well that we be made to know un- mistakably what devolves upon us. “But how about the other side of this remarkable contract-to which we seem to be a party? How about the obligations of the State or the public toward us? There’s the rub. Every -moralist is ready to contend that the work of ‘the conscientious wife and mother is indispensable, but who is February 28, 1912 Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. TR AG Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., Grand Rapids, Mich. Just as Sure as the Sun Rises SOON O ONE Wet MP mela es arm iM a Nieay This is the reason why this brand of flour wins success for every dealer who recommends te Not only can vou hold the old customers in line, but you can add new trade with Crescent JULUTGETCRO SURTI SYS TreT anaes lies The quality is splendid, it is always uniform, and each pur- chaser is protected by that iron ff clad guarantee 0% absolute satis- faction, Make Crescent Flour one of your trade puliers—recommend at to your discriminating cus- coset kebaw Aya A That Grand. Rapids A Buckwhea any to offer. We are in the market for 20,000 bushels of new buckwheat and can use in car lots or bag lots. Don’t fail to write or phone if you have Highest price paid at all times. Watson-Higgins Milling Co. - Grand Rapids, Mich. 912 : ‘ial after death. / ganization,’ he would say. fact is that the organization would | have been simply a hundred or five } pretty much alike. | do just about so much work or think- ; selves or to those over them, every ebruary 28, 1912 lacing emphasis on there being: se- cured to her any adequate reward for er labors? “The hand that rocks the cradle may rule the world, but it is minus the slightest emoluments of a great of- fice. The financial status of the wom- an who gives her time and strength wholly to the most essential work of a woman is truly unique. While her Bwork is conceded to be most impor- tant she is ranked as a dependent. Her monetary welfare and to a large ex- tent her social position depend, not upon the amount nor the, quality of her work, not upon the kind of home she creates, not upon the number nor: the character of the children she bears and rears, but wholly upon the busi- ness success and the generosity or the reverse of her husband. And her returns in this way can not be said to hinge upon her performance of her fduties, for we see women who are utterly recreant to their duties living in luxurious idleness upon the boun- ty supplied by their wealthy and in- dulgent husbands. For the soldier who has served even 1a few months on its fields of battle, a fgenerous government provides pay, not only for his actual time of serv- ice, but a pension during his old age, a home if he desires it and decent bur- For the wife and mother who has put in long years of unselfish toil, perhaps raising grandchildren as well as. children up to manhood and womanhood—if such a one comes to want in old age, pri- vate benevolence may provide her a refuge in some institution for indi- gent elderly ladies; but if she is not so fortunate as to secure this, the State or the public or society at large, whom she has served so faithfully, will be content to bundle her off to S some poorhouse for the remainder of her days and allow her a few feet in a potter’s field when all is over. It is a matter of well-founded ap- prehension that so many of our bright young women prefer some career or making their own way to the time- honored vocation of the wife and mother. Women, particularly young women, are human: May it not be that if the rewards of the wife and mother could be made surer and more f adequate for her actual needs, the noblest vocation open to the sex would seem more attractive to its members? Quillo. eat e mamma: 'Man Power Is Multiplied Power of Every Individual. There died, the other day a man who had built up one of the best | sales organizations that this country has ever seen. This man all his life | disclaimed credit for the wonderful It is the or- But the sales of his company. hundred ordinary men if the man - who died had not been at their head. The great problem in every busi- ness institution is that of developing man power. . Individual men are all All of them will ing. Yet unknown to the men them- dinates. MICHIGAN TRADESMAN one of any hundred is capable of much more than he acquits himself of. When some man gets hold of the hundred and brings out the latent powers of his subordinates he accom- plishes results like those accomplish- ed by the man who died. A man acts as he feels. If he feels, that is thinks, that he is only a very ordinary man, he will accomplish only very ordinary work. But if the man feels that he possesses superior ability he will work up to the stand- ard of ability that he thinks he pos- sesses. The man who died realized this. And so he never spoke, he never even thought of his subordinates as subor- He called them coworkers and he treated them as such.. And they believed in their chief and in themselves. This organizer believed too in con- ference. He acted on his own judg- ment but he was always ready to hear others’ opinions and ready to ask for them. Thus he made his coworkers realize that they were really co- workers. In nine hundred and ninety-nine ont of every thousand business institu- tions of this country man power is being allowed to go to waste. The heads of almost every business insti- tution in existence have yet to learn that there is such a thing as man power and that they can develop it and turn it to their own account. A business institution is nothing but a small group of individuals co operating. But the units, the indi- viduals, co-operate only part of the time—the remainder of the time they are working at cross purposes with- out knowing it. The problem is to bring about a condition of conscious. willing and sustained co-operation. We are all ruled by self-interest. In all the world there is not, and there never has been, any such thing as un- selfishness. If men and women can be shown that it is to their selfish in- terests to co-operate to the fullest extent, and if when they do so co- operate the reward is immediate and ‘tangible, the man power of any such institution will immediately increase. And it will go on increasing until it reaches a maximum. Make men and women understand that everybody in the institution is a coworker with not only the heads of the business but with every other worker. The object of the institu- tion is to obtain profits, NOT ONLY FOR THE HEADS but for every man and woman in it. Profits are in- creased by making more goods or better goods or by reducing costs— and when profits increase wages should increase also. Make men and women proud of their organization, of their institu- tion, and give them a vital selfish in- terest for promoting its prosperity. There is nothing like responsibility for bringing out the latent power of men and women. And power increas- es by exercise just as brains or mus- cles do. So give workers responsi- bility and crowd them to their limit. In time they will have new limits. In the head office of the great Bell telephone trust there are only half a dozen stenographers. The daily mail would be considered trivial in many a business house not possessed of a hundredth of the capital and invest- ment of the telephone trust. Yet the American Telephone and Telegraph Company is one of the most efficient organizations in this country. It confides in its subordinates and places responsibility upon every indi- vidual. Over in England the government owns the telephones and runs them as part of the postoffice department. Not long ago the chief engineer of the telegraph. and telephone’ depart- ment of the British postoffice came over here to see how our telephone and telegraph companies are admin- istered. He expected to find the head- quarters of the associated Bell com- panies housed in a mighty building with hundreds of clerks and messen- gers scurrying about carrying great documents tied up with red tape. He expected to find huge filing cases and cabinets filled with papers that had passed through forty or fifty hands and that had received a notation and initials at each hand. But the Britisher found nothing of the sort. He found a few small of- fices occupied by a president and vice- presidents—and six stenographers. In England nothing can be done until the papers in the case have tak- en the proper course. Every time a subordinate reads a paper he has to tell what he knows and pass it on to the next higher man, and so until finally in a year or two perhaps the actual head man personally settles the matter. There are a great many business in- stitutions run on that principle in this country. The heads of such institu- tions act on the theory that they are the only person out of hundreds ca- pable of deciding any case whatever. and so the feeling leaks down among the subordinates until it reaches the very bottom, that none of them know anything and that they ought to be thankful that there are some _ few, way above them, that do. In such an institution man power ceases to be man power and becomes dog power. I say cut it out, brethren, cut it out. Trust the man on the job—or if he shows he can not be trusted put somebody else in his place. Spread re- sponsibility around and through the whole institution. But make it con- scious responsibility. Let every indi- vidual have a chance to manifest in- itiative, make everybody realize that he is an actual and important cog in a big machine. Man power is the multiplied power of every individual exerted in the same direction. 7-2. The moment your jobber. finds you are giving him less business than us- ual he asks the reason. Do you do the same thing with your customers? 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, Yt. GRAND RAPIDS BROOM CO. Manufacturer of Medium and High-Grade Brooms GRAND RAPIDS, MICH. 139.141 ™M a GRAND RAPIDS *% BROOMS J. VAN DUREN & CO. Manufacturers of High and Medium Grade Brooms Mill Brooms a Specialty 653-661 N. Front St. Grand Rapids, Mich. Valley City Biscuit Co. Grand Rapids, Mich. Manufacturers of Cookies and Crackers Write for Price Lists We Make a Specialty of 10c and 12c Cookies NOT IN THE TRUST IMPORTANT Retail Grocers - who wish to please ab, 3 their customers should fo~\, be sure to supply them my Tele with the genuine Baker's Cocoaand Chocolate with the trade-mark on the packages. cn) i) j I Hil Pr | Registered: U.S. Pat. off They are staple goods, the standards of the world for purity i b MADE ONLY BY Walter Baker & Co. Limited DORCHESTER, MASS, Established 1780 and excellence. ' FOOTE & JENKS’ COLLEEMAN’S Terpeneless | EMON and tishcuss Vanilla Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) ae aban ace a Pe aa FSR ALAS ee sey a A gt SSeS pe 30 HARDWARE MEN’S BANQUET Representative Gathering of Leading **Men of State. The big event of the eighteenth an- nual meeting of the Michigan Retail Hardware Men’s Association was the banquet tendered them by the Grand Rapids manufacturers and wholesal- ers, in Press Hall on Thursday eve- ning, February 22, and it proved to be a typical Washington’s birthday af- fair. American flags, artistically draped about the hall, and a profusion of American Beauty roses, besides oth- er flowers and ferns. The tabes were resplendant with color aud the incense of fragrant flowers filled the air. Each guest was given a beautiful carnation and found, as he took his seat, an appropriate souvenir of the occasion, a small cher- ry tree and hatchet. boys expressed their satisfaction, due to the fact that I was a George Wash- ington hatchet instead of one of the Carrie Nation type. The menu card and programme were also a choice souvenir of the event, elaborately printed, with an etched brass cover, secured by brown silk cord, present- ed with the compliments of the Grand Rapids Association of Commerce. While the company were taking their places at the sumptuously load- ed tables, an orchestra discoursed lively music, and “Doc” Roe, brother of the retiring President of the Asso- ciation, one of the “best feelers” at the convention, a man whose. good humor and enthusidsm were of the infectious sort, led the boys in popu- lar and old time songs, including “Vip Aye Addy,” “Oh! You Beauti- ful Doll,” “School Days,” “Myste- rious Rag” and “Old Kentucky Home.” It was a lusty chorus. The boys were all having the time of their lives and they entered into the spirit of the occasion with a unanimity that was surprising. Men who make no profession of being vocalists, even of the most modest sort, warbed like the song birds that come in the spring, and their faces reflected the satisfac- tion they felt in being present at so stirring an occasion. “Doc” Roe is certainly a live one and his little song service did more to promote good feeling and an ebullition of the fra- ternal spirit so necessary at affairs of this kind than, perhaps, any other feature. At one time, when the lo- cal pianist found her piano score missing, “Doc” came to the rescue and took her place at the piano, lead- ing the song at the same time. He will always be remembered by those who were in attendance at the eigh- teenth annual banquet, for by the al- chemy of song he transmuted casual acquaintanceships into intimate, per- sonal friendships and made possible a close and cordial fraternalism among all. Menu. Blue Points on Half Shell. Waters. Creamed Tomato Soup. Celery. Olives. Bread_ Sticks. : Fillet Beef. The decorations consisted of Some of the © MICHIGAN Baked Cream Potatoes. Green Peas. Salads. Cabbage. Celery. Nuts. Cold Ham. Veal Loaf. Salted Nuts. Rolls. Cheese and Crackers. Coffee. The programme followed, inter- spersed with songs, and after an in- COMMITTEES WHOSE HARD WOR RETAIL HARDWARE ASSOCIATION CON OTTO G. KUTSCHE R. A. STONEHOUSE TRALESMAN vocation by Dr. Edwin F. Bishop, an address of welcome was given by Sidney F. Stevens on behalf of the Grand Rapids manufacturers and wholesalers. He said, in part, that he considered it an honor to welcome so representative a body of men to the Furniture City and that the ban- quet was tendered as a testimonial of esteem for the guests by the manu- ENTERTAINMENT COMMITTEE ADRIAN DE WINDT Chairman EXHIBIT COMMITTEE February 28, 1912 facturers and wholesalers. He com- plimented them upon the successful character of the convention, believ- ing it was due to the active, aggres- sive work of the Executive Commit- tee and the earnest co-operation of the members. He declared that it was not only interesting as an exhibi- tion but also instructive from an ed- ucational standpoint; that that citi- ens of Grand Rapids had taken a keen K CONTRIBUTED TO THE SUCCESS OF THE MICHIGAN VENTION J. J. VANDER MEER BERT M. HETH PETER T. HENDRICKS ADRIAN DE WINDT KARL S. JUDSON Chairman DICK SLUYTER EARL E. BEHLER | cessful. february 28, 1912 interest in the convention and that their ambition was to do everything possible for the comfort and conven- ience of their visitors. He made a humorous reference to the weather man as having slipped a cog in pre- cipitating the worst storm of the winter and disclaimed any responsi- bility on the part of the citizens. Aft- er reading a short poem by John Ken- drick Bangs, called “The Middle- man,” he referred to the efforts of mail order concerns to eliminate the middleman from the commercial world and of their efforts to secure class legislation, and said it should be met by co-operative efforts on the part of dealers. He aso gave pass- ing mention to tke parcels post bill, condemning it as a foolish measure. In concluding, he reiterated his words of welcome and expressed the hope that the opportunity would again oc- cur to welcome the hardware men to Grand Rapids. The meeting was then given into the charge of Toastmaster Frank Wel- ton, whose witty references to the speakers introduced and to subjects germane to the convention kept the assemblage in an uproar of laughter. In the course of his remarks he paid a gentle tribute to the memory of George Washington, asking the guests to respond by rising, and, as_ the glasses, filled with one of Nature’s most lavish gifts, pure water, were raised, the hearts of one and all were filled with patriotic fervor. The orches- tra played “The Star Spangled Ban- ner,’ and the air rang with the melody of over three hundred voices. Charles B. Hamilton, sales manager of the Berkey & Gay Furniture Co., was then introduced splendid address on the subject, “Where Do Profits Go.” The address in full appears in another column. It elicited hearty applause. Mr. Hamilton was followed by Lee M. Hutchins, Treasurer and Manager of the Hazeltine & Perkins Drug Co., whose subject was “Commerce as the Builder of Cities.” He spoke of our magnificent and ever-increasing com- merce and said that it was justly a matter of pride with us; that during the last fifty years the development of our natural resources has brought us rapidly to the front until the Na- tion now ranks second or third in commerce—surely a splendid achieve- ment. He traced the progress of our Nation through its early history to the present time and expressed the hope that with all our ambitions, ener- gy, our resources and possibilities, we may be able to say we are larger than them all. He claimed that the proportion and bulk of our commerce would be governed by the character of our people and said that every enter- prise and every project reflected the character of the men back of it. The foundation of character was the best foundation for business. We must be great enough in mind, heart and body. to realize that men must grow wise and noble in order to be true captains of commerce. Nor should it be for- gotten that commerce, as a builder of cities, must not lose sight of the ideal if it would be ultimately suc- The ideal is the spirit, soul and gave a. and saviour of true commercial under- takings. True commerce is optimis- tic and not pessimistic; is a builder and creator and never a destroyer. Commerce is distinctly the builder of cities. Science and commerce have developed our resources. In conclud- ing he made a plea for a high citi- zenship, arguing that our commerce will rise no higher than the men who conduct it. The address was scholar- ly and every point was covered ex- haustively: Charles A. Ireland, of Ionia, was then called upon and, in commenting upon the success of the convention, said that a great deal of credit was due Grand Rapids citizens and that he voiced the sentiment of the en- tire assemblage in acknowledging the truth of the slogan, “Grand Rapids Knows How.” Dean Francis S. White proved a witty orator and kept his hearers convulsed with laughter. He claimed affiliation with the trade on the score of his father and other relatives ‘be- ing engaged in tool manufacturing and his father-in-law in the hardware business. These facts were mention- ed by way of explaining his knowl- edge of “Trade Secrets,” the subject assigned him. His remarks showed a wide acquaintance with business con- ditions and that he had a vast amount of “inside information.” He said, in concluding, that in his opinion the se- crets of success were in cultivating habits of industry, frugality and hon- esty. The last speaker of the evening was Chares H. Miller, of Flint, the President-elect of the Association. His remarks were brief but pointed and he expressed great satisfaction in the progress being made by the Association towards better business methods. At the conclusion of his remarks the company joined in sing- ing, “Auld Lang Syne,” and dispers- ed, thus closing the happiest function of the hardware men’s convention. —__—__~. 2. Use and-Abuse of the Fire Appa- ratus. In a certain department store 1 asked the manager to show me how his fire apparatus worked. He point- ed -proudly to certain arrangements of white hose with a brilliantly pol- ished brass nozzle. He had the fire call sounded and in a few moments I was surprised at the ability and or- der with which the several occupants of the room got the hose in posi- tion, the fire buckets arranged and the window leading to the fire escape opened. The next ring of the gong meant to turn on the water and the third ring meant another step. The hose nozzle was pointed out of the window and the signal given to let on the water, and then the manager was surprised, for the hose leaked in several places. Upon examination it was discovered that there was quite a bad break in the hose and this had been wound with cords. The leaky hose was a revelation to the manager and he determined to have the matter attended to. In order to make up for the condi- tion of the leaky hose line, the ax men were pointed out with additional MICHIGAN TRADESMAN pride, and I saw two clerks ready to wield nicely painted axes. I request- ed that an ax be actually used on something and a box was brought forward. The first blow of the ax on the box broke off the ax handle near the head. I examined the other ax and saw that the handle was a make- shift one, evidently intended for show purposes and not for real use. Once more the gong sounded and the next step in the fire drill was performed, involving the use of certain water valves. I saw a young man dressed in natty clothes struggling hard in a remote and dusty corner to turn on a water valve. I noticed that the valve stem was bent. The young man strug- gled like a hero and did not spare his hands or clothes. But the fire cock was not opened. ‘The manager ex- plained that the valve had not been used for some time and that evidently some one in trying to turn on the wa- ter had used a wrench or other tool to make the turn and had sprung the stem. He had an excuse for every defect. But surely the fire pails were in or- der, I thought. There was a shelf ar- ranged in a passageway adjoining the room, and the sounding of the fire call meant that certain of the em- ployes of that department would run to the pails and be in readiness to use when wanted. I noticed that the pails were all fairly well filled with water, although the dust-covered, scummy stuff appeared as if it had been in the pails a long time. How- ever, at the proper signal from the boss; two of the workers speedily ran forth with two pails each. With the lifting of one of the pails from the shelf a stave dropped out and the contents of the pail scattered over the floor and passed down between the cracks, and later on I learned that some goods were damaged by the wa- ter below. The hoops seemed ready to drop off from one of the other pails, but they held on. Next we examined the fire extin- guishers. I left that department and went down into the boiler room where another person was in charge. Here I found that the hose appeared to be stronger and fresher. No doubt these lines would stand pressure and service. The axes seemed to be strong. The hydrants had been test- ed and worked. I jostled some of the fire pails and the hoops and the staves held securely. But over in the corner where it was intended that a fire extinguisher be in readiness for use, I noticed that the entire side of the extinguisher was burst open. The device was entirely out of commis- sion. Next I went into a mercantile es- tablishment where there were hun- dreds of people empl: yed, and many of them young perscns who could not be handled with ease in the event of a fire. I desired to observe the character of the fire protection and the means for making an escape. I was astonished to find in this great place considerable tangled hose. It seems that while the general fire ap- paratus of the house was kept up, certain elements of the fire protec- tion service were behind the times. While this house had effective and up to date devices for extinguishing fire, the contrivances for retaining the hose lines in order were poor. It looked to me as if there would be tangled hose lines in case the lines had to be run out in a hurry. I obtained permission to examine the fire escapes. I went up on the roof and descended a ladder to the next story; one side of the ladder pulled out from its fastenings and I nearly got a fall. This ladder would have been disastrous to a number of people climbing down it at the same time. Later on I found ladders that refused to operate. Some of the fire ladders in use needed oiling at the bearings. There are chains and weights used for working some of the ladders and these devices need the attention of a mechanic like any piece of machinery, but they do not oiten get it. There should be a regular system of inspection of the ladders and fire apparatus. Of course there is such an inspection now, but there should be other inspections by interested parties directly concerned in the sal- vation of the operatives and property in the event of fire. Where careful inspections are made, I found but few defects in the fire protection system. George Rice. 2... When you start out to give a bar- gain be sure it is a bargain. Custom- ers are not so easily fooled as some think. Are you there when it comes to making the best of the worst of it? Cae em aaeuey TRADE WINNERS KO) Pages} Pop Corn Poppers, ates Peanut Roasters and Combination Machines, Many STYLES. Satisfaction Guaranteed. Send for Catalog. XINGERY MFG, CO.,106-108 E. Pearl St. ,Cincinnati,O 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. Don’t hesitate to write us, You will get just as fair treatment as though you were here personally. Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan SAS EER ee SSA ae ee RAS eae a : S MICHIGAN Cash Versus Credit in Selling Shoes. Written for the Tradesman. No; this discussion does not aspire to the distinguished credit of settling ‘ once and for all time the most sub- ject suggested by the heading hereof. Strictly speaking it is a local issue and does not permit of general solu- tion, There are certain clases of shoe customers who demand _ credit—col- lege students and men and women whose salaries are paid at the end of the month. These customers are gen- erally the ones who call for the best there is in. the matter of style and quality. It often happens that the shoe deal- er finds himself right up against con- ditions of this kind. In order to get the business at all he is compelled to allow charge accounts. Conse- quently he must worry along with a little cash and a whole lot of credit— and sometimes turn prematurely gray in his worrying. The credit business would not be so bad if the dealer were always sure of-his money. But he is not. No ge- nius has ever yet devised a system of collecting all outstanding accounts. If ever such a genius appears the world will rise up and do him signal honor. That you are going to fail in getting some of the money due you, if you do a credit business, is just as certain as death and taxes. You can also depend upon it that will queer some of your customers in your efforts to get what is coming to you. When some of them begin to feel uncomfortable because of state- ments they have received from you, they will cease to visit your store. Some of them will go elsewhere and pay out cash that really belongs to you. And the longer these accounts run the harder it will be to get them setted. Looking at the subject of a credit retail shoe trade from the manufac- turer’s standpoint a Boston shoe man- ufacturer recently said: “The dealer who does a credit business requires a big margin. Naturally, he is- slow in paying his bills to the manufacturer. Perfectly. good, you understand, with all the accounts which he has from people of means and position. Never- theless I would rather have one cus- tomer who does a cash business than half a dozen who tie up their money in credits to college or other so-called high-class trade.” It is evident from the sentiments here recorded that the class of mer- chants who make a hit with the man- ufacturers are the fellows who pay promptly rather than the fellows who solicit long datings and frequent extensions. Unreasonable time exten- sions are a source of embarrassment to manufacturers, for they need their money. But unless the shoe dealer has capital enough to carry the peo- ple who owe him, he can not pay cash. He loses not only his dis- counts, but he misses other substan- tial preferments that manufacturers might otherwise throw his way. Looking at the matter from this angle, anybody ought to be able to see why the shoe dealer who grants credit must ask (and get) a larger profit than the fellow who conducts his business on a strictly cash basis. The business must be carried on his books, a certain percentage of the ac- counts will prove bad and the dealer misses his discounts. _ If, in the light of local conditions, a credit business would seem to be the proper course for the shoe deal- er, his success is largely contingent upon the vigor and thoroughness with which he pushes his claims. It is a good plan to make them understand you are going to have your money. Credit accounts ought not to be granted too hastily. The man who does credit man’s. services should take time to look up the customer’s previous record. In the large store, where one man is detailed to look after this end of the business, the work is generally done quite thorough- ly; but not so much so in the smaller store where the dealer is his own credit man. It is well to remember that a pros- perous appearance and the disposi- tion to pay up at the time promised, do not always go hand in hand. There are people who can look you square- ly in the face and lie like a trooper without so much as batting an eye. Often your brother merchant can give you a line on this sort of a chap. There should be a perfectly frank understanding between the shoe mer- chant and his customer as to the time of payment. Find out when he gets his money—upon the exact day of the month; and have him definitely prom- ise to call in and pay up his bill the day following. If he does not come with the statement mailed out to him a few days prior to the date agreed upon, write him a letter asking why he has not redeemed his promise. Let him understand that you need your money; and convey it to him tactfully that delay in payment will necessar- ily jeopardize his credit account at your store. Now there are times when a cred- it account at the shoe dealer’s is a matter of considerable convenience to the customer albeit a great manv people ask credit who really do not TRADESMAN need it. If you are careful to make them see and understand that this | extension of credit to your customers is of the nature of an accommodation —and one that is to be continued only on condition the customers are prompt in paying—you can teach them not to abuse the privilege. But when it becomes evident that they are trying to beat you out of the money, it is time to adopt more stren- uous measures for collecting the bill. The usual method is to ‘mail out some form-letters, beginning in a mild and inoffensive manner and cul- minating in a caustic demand for im- mediate settlement. Eternal vigilance and much punch are assuredly neces- sary to success where you are selling shoes on a credit basis. Cid McKay. ——_>2ee>——_ Shoe Man Should Keep Little Ahead of Times. Written for the Tradesman. The business of selling shoes. at re- tail is a fascinating proposition on several counts—but, of course, the largest measure of success comes to the man ahead of the times just a lit- tle bit. And as these be progressive times upon which we have fallen, this is only another way of saying the retail shoe dealer must be up and hustling. That a good many smaller shoe stores are not progressing as fast as they should is evident to anybody who studies the situation. And I am not meaning by this that shoe retailers, as a class, are not pro- gressive. As a matter of fact they are; but. this article is meant to in- cite some of the more leisurely ones to a somewhat livelier pace. If this does not apply to you, pass it up; but if the clip you are going is not suffi- cient to make your store conspicu- ous for progressiveness, speed up. Get up with the times—and, if possible, just a little bit ahead of the times. Evidences of progressiveness in and about the store constitute a valuable factor in a shoe merchant’s business. February 28, 1912 The American people love success— and the very signs and symbols of it appeal to them. The people of the community love to trade with a pro- gressive merchant—one who shows by his store and his merchandise that he is fully abreast of the foremost. And these things—these intimations of progressiveness—are borne out by the store and its appointments no less than by the stock and its arrange- ment. Progressiveness on the part of the merchant is apparent often from the store front. People—strangers in the town—will exclaim: “My! what a oa HONORBILT SHOES 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. Tox MexnecRbher 224 226 SUPERIOR ST. TOLEDO, OMIa. Headquarters for Wales Goodyear and Connecticut Rubber Boots and Shoes The Line That Gives Satisfaction line’’ this one is surely a winner. they DO wear. Stock Up Now For. Spring on the H. B. Hard Pan The Sturdy, Strong Shoe for Men Designed to Withstand the Hardest Kind of Service. __ , We make line in Blucher or Bal cut. lace or congress, plain toe or with tip. single. double or three sole. high or low cut. 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’’ When it comes to a ‘big Makers of Shoes Herold-Bertsch Shoe Co. Grand Rapids, Mich. February 28, 1912 swell shoe store you people have here! And I bet he carries a fine line of shoes, doesn’t he?” I wonder if they are saying things like that about your store. You can make ’em say it if you will modernize your store front ‘ and put in new-styled window fix- tures and trim your windows artis- tically. In spite of the obvious bene- fits. of an attractive store front, some shoe dealers are willing to worry along with the same old front that did service in the long ago. What if you do not own the building? Can’t you make your landlord put in the improvements? And suppose he does raise the rent a little, isn’t it better to pay more rent to get more cus- tomers? It does not matter how much rent you pay, provided you do a vol- ume of business that justifies the ex- pense. ‘ Did you ever hear anybody say: “Oh, all shoe stores look alike?” That indicates that the person making the statement has not seen some shoe stores. Some of them are different. And they are the ones that are run by merchants who keep a little ahead of the times. These men have seen the drift of things, and they have an- ticipated the popular demand for bet- ter shopping facilities. It has only been within comparatively recent years that shoe merchants of this country have sought to make their stores beautiful and attractive by the introduction of artistic and elegant furnishings and purely decorative fea- tures. Hitherto ordinary furnishings have sufficed. But they will not do MICHIGAN for the future. People have gotten used to. such things in the exclusive shops and in the stores of the cities. big department Consequently the shoe dealer’s place is going to suffer by comparison, if it is not up-to-date. Keep a little ahead of the times in your selection of goods. And I do not mean by this that the shoe deal- er ought to give undue prominence to freak styles, extreme novelties and other expensive wares. It is easy to go to an extreme in the matter of novelties. But the line between a new style and a novelty is, after all, a very thin one—and you certainly must have smart styles to hold the smart trade. You can not have all of them—make up your mind to this; but you can have some of them. If you are content to steer close to the shore of staples and conventional lasts, people will be content to let you alone—i. e., the people who in- sist on having the more recent styles. Consequently you must, for the sake of appearances, if for no other rea- son; carry some of the newest style products. And then you must keep a little ahead of the times in displaying your merchandise. I have already called attention to the value of an effective shoe window trim. But how about glass cases for findings, and jewelry cases for buckles and ornaments and other high tone accessories that peo- ple nowadays seek in shoe stores? Do you keep these things displayed as be- fits their nature? The proper display of such commodities excite enquiries— TRADESMAN and enquiries lead to sales—and sales mean profits. 3ut more, perhaps, than anywhere else the shoe dealer should endeavor to keep a litle ahead of the times in the matter of his service. Good service in the shoe store does make a hit with the public. And good service is going to become more and more the vital thing. Listen to these words of Carl Brodt, President of the Minnesota Retail Furniture Dealers’ Association. They are well worth pondering: ‘ “T am not unmindful of the neces- sity of our dealers being able to get their merchandise at the lowest pos- sible figure that is enjoyed by the largest dealer. Yet, if I had to take my choice between the evils, I firmly believe that I could win out with greater success in a well arranged store with efficient service, with a higher first cost of merchandise than take a store that might have all the advantages in the first cost of mer- chandise and not be able to show up the goods as they should be dis- played.” According to Mr. Brodt’s idea “dis- play” and “efficient service” are the keynotes of the furniture dealer’s suc- cess. And these things will help the shoe dealer to succeed just as truly as they will any other merchant. If you have fallen somewhat behind the procession, jog up a bit. The head of the marching column always gets there first. If you want to be among the first to arrive, head the procession. Chas. L. Garrison. 33 Pay the Penalty For Negligence. It is said that more than 50 per cent. of all fires are preventable. Sta- tistics gathered and presented in Rochester, N. Y., recently at a meet- ing of the Engineering Society of that city showed that out of one hundred and six fires occurring in January and February, 1911, only thirty-four might be considered as unpreventable. The other seventy-two could have been avoided. These statistics, therefore, show 70 per cent. of fires, from all causes, preventable. Fire means not only destruction of property, which may be insured. It means also possi- ble loss of life and a certain upset condition and interference with busi- ness against which there can be no in- surance. If they can be prevented by carefulness against the accumulation of dirt and filth in corners, under benches and counters, in open recep- tacles, or any waste exposed, the care of which may become a living flame under certain conditions; properly en- closed elevators and staircases, prop- erly handled light and heat equipment and co-operation of employes, it is surely worth while to give these mat- ters the closest attention. Those who have never suffered from fire settle down into a belief that they them- selves are immune, which they are not, and are just as likely as any- body else to pay the penalty for neg- ligence. ————_» 2 : The lessons of experience are good only to those who are able to work out the problems to the proper solu- tion. Buying Cheap Shoes to Save Money is Like Stopping 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 Tappan hae encgy/” QHOE- / Say, a 3 TAPPAN SHOE MFG. CO. -: Coldwater, Michigan i es pau ‘ Could Have Anything She Wanted in the Store. Written for the Tradesman said by way oi shall solicitous it over,” he “Think a parting shot And nev- er forget the pectiliathy strangely confident. soul-penetratimg tones i voice sey Les that young mans think it around to my that this clothes is just the thing fort that event, 1 don't But I. do. And yon vou can’t Over. Want Vou i And if you don't come way of thinkimg; and decide suit of you—well, im know my man will take 1i—because leave it. Think it over!” voung fel- disap- knew in my heart the was drsappomted—keenly pointed—because he failed to con- and there. But persistent—he bow summate the sale then he wasn't knew oftensivelv which 4s a women, 90 never to be when to let go thing some men (and for that matter) seem able to learn. Wo; he wasn’t nasti- onto ‘his tomer when all imme- had disappeared; and, didn’t say anything sar- about “people who come itr anything of that sort. game to the last iy imsistent. chngme cus- hopes of an diate sale pe- lieve me, castic ‘ soe i iDDK, OT Not he. He was e And never a trace or a shadow of the disappointment that was im him appeared on his manly, clean-cut fea- tures. He had done his best. By proc- gotten English And it a modish Tallorec DEAULITUihs ine esses of eliminafion he had cown it this imported worsted suit was armen? coat and vest fitted perfectiy—which also the customer conceded. To be sure the trousers required twc eded to be s they ne i E length, and the alterations: ¥ aD oe as To back seam should be taken up an inch and @ half to make the fit flaw- less Both alterations eminently practical, as the But the willingly color—ah! there customer granted was rub! was a There he balked. And talk as he would—and J do assure y—my budge the hght. clerk talked persuasive} the salesman, could not itt2 And now the customer jeav- were was suits piled here and ing—and yon on the tables—ves: the cnustom- er, a youngish looking fellow—was prosperous side-stepping towards fhe main aisle. The struggle was over. But the agony of it was not the customer one of abated amsofar as was concerned; for he was your conscientions sort; and he was quite as deeply disappointed as my friend. But he couldn't see tt. His mind what datker was set on 2 suit of som tone. And all the purple persuastor of all the meople that ever solid com moditres couldn't have changed hin —then. His mind sat.’ was ry . I MNETETOre ‘thet customer was taking his leave—not hastily, not thought- iessiy; but meditatrvely and tetsurels And the last thing he heard was ‘Think it over!” Three davs later, chancing to he think oi 1tous)s happened the iellow who was so solic entreated to “thimk it over,” and said “By the om how about wey, suit?— ‘think it back?” that man and the -wx mean the yaar? told to come one you Tid he ever Tom. “He came in and suit. Ht was 2 thirty-five replied over, and then “Sure ‘he did,’ thought tt bought the suit.’ Honest dollar Contession Good ior Saie “Well now that funny,” said my friend Billy, apropes in- ability consummate the i a leather bag (the price we ~ “tnt it can't 93 funny | make you set that screwed simulate mental B ily s physiognomy was up anto such tashion as to pained disappoimitment and bewilderment. “For the Hie of me, | don't wnderstand — unless,” added B aS an aiterthought—‘umniess it’s the quality of my salesmanship.’ And as soon as Billy had could tairhy lighting up. Ht had said this features was as if his mind new idea, and the hight ilinminated his ¥ou, 1s you grasped 2 of it had face. (Billy minitely joxey, as the will reveal “Any Billy, “that’s it! gem, on earth any judgment (such as who knows sees it; work- exclaimed was JUST cudgelling my poor no trying to man of excel figure out why lent i—any «man when ‘he manship, clegance and all that sort of thmg—could possibly stick at ) for a ‘bag that you don't see leather— you self how handsome 5 is No; tthe fanlt as mine. Tt as an my salesmanship. I know the article is all right—and worth the money but chow my poor talk on the merits of this beautiful ee ver- portion to the artistic and ioe ssolee of the thing itself. “You have looked at these other ba gs—cheaper ones—and you don’t like “em. They are not mp to your As a exgui- the requirements. man oi Site faste, you maturally best of its kind im the buy. And 1 admire crave articles you for at. And you TRADESMAN you can see it is a price—ancd city—-or goes: but a dine cof talk queered that so?’ OF that persisted im his And defective Bilis now ep dow! mthat sub-comse s1lousness yours, vou cate just tinkeld ‘to a Billy with this imported bag. pargain ‘at vou couldn't beat it m the one anvwhere else as far as that handing you out here | am course the customer protested seen such wasn't the case. But Bill It is theory. Billy so. under the assumption of in u selling ability on his went over the ground J apparently humilhated to the t And it’s go the So, think-much-and-say-little chaps he shoe February 28, 1912 ing sa? in or about anything that n't discover right off the reel, to be a corker. in this case—when dealing with of those sober, imtrospective sort of (you know the sort)—tt some- prosy and flat; and it's ‘how occurred to Billy to ‘try this vou on the bag. Now isn't stunt. IJ think it’s original with Billy At all events J do mot recall having in anybody else. forceful or heard of tt a subtle and stunt—in It might prove a boomerang I hands To-morrow’s Sale. little gurl?” enguir- clerk—we'll call him hat your because of hts mability make h Tony—of the gentleman who had party see good qualities as bought the four dollar pair of Gun- Diain as a telegraph pole silouetted metal shoes for himself. “Well, she against a clear blue sky; now really eat And what is your strong and telling in selling tall piri? “Dixy Lou?’ Well. —Billy swayed his man and swung sweet name! Don’t think I him into line. And the b it before. And the name at ‘the original price, $14.50 At the the hair. A little girl with leather goods store where consum- ly locks like seein Ean mate Billy holds forth all goods are he tou acd 4 them delicately with right marked in plain figures—and there is forefinger—ought to be a Dixy just one price to the article. Lou. And d’you go to school, Dixy And d’you know, Lou? Well, that’s nice. I thonght soul, the thing that you did. * * In the second grade that customer was ready! Well, that’s going some! lieve that he couldn't put up : * And the “frst section?’ Well, talk keeping with the alle; what d’you think of that? I am not its of that commodity. surprised; you look like a little girl Now know side of collars id mahogany know Billy; and anything on top FOr Wi a Ame. everything from celluloid you chairs in sol- you there is a sell- to Chippendale And if The best inexpensive Gambier or Kangaroo Calf For you it is the most profit- Shoe that can be made. able $3.00 seller you can buy. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, down at your school? * * * The Broncho top grades. Now if you take drawing Oh! Well, then, I want to give ing that you can use in drawing. It’s a nice ruler (and can make tip Mich. GRAEEEHEEEEEASEEEREAZEERAAEEA vu VE Pe Se TOTS SE ep ee en es er AS RS oe ER ee eT a IE a February 28. 1912 the clerk produced a neat, substan- tial twelve inch hardwood rule). And now, little girl,” continued the clerk, whose winsomeness completely cap- tivated the dear little lady, “do you happen to have a little brother or a little sister at home? * * * QOh!a little brother? * * * ‘Three years old.’ And what is his name? * * * ‘William Louis Benton?’ Well, that is a fine name! And now I want you to do me a fav- or, Dixy Lou; I want you to take this little souvenir drawing book to William. It has some pictures in it. There is a horse, and a cow, and an elephant, and a whole raft of wild animals; and opposite each page of animals there is a blank page where you can draw pictures just like the printed ones. * * * All right, Dixy Lou; that’s a nice little girl—and, say, you can have one, too, if you want it. * * * Sure you can! We believe in young folks here; and we show ’em a nice.time whenever they come in. * * * All right, Dixy Lou; come in again—with your papa; and when you do just ask for Tony— that’s my name; and if there’s any- thing in this store you want, you shall have it. * * * Oh! don’t mention it, Dixy Lou. * * Good- by Cid McKay. —_——-——~»-2. Publicity Campaigns Should Be Fav- ored by Merchants. A local representative of a large manufacturer paid his respects to country merchants the other day. He said he did not believe the average storekeeper in the rural districts ever sold any goods in the manner called salesmanship. He claimed that all the retailer did was to simply wrap up the articles called for and let it go at that. This was a pretty hard rap at the storekeeper. How much of it is true? What the jobber was trying to get at was that there was no individuality or business ability in the retail mer- chant. That is does not matter how profitable the lines he carries’ he will sell the unprofitable ones without a thought of substitution. Is that true? Of course there is danger in try- ing too hard to run counter to the wants of the customer. If he, or she, has a decided preference for some well known, generously advertised _ brand of something, the only thing that can be done is to gently ask the question whether or not she has ever tried some other kind. Ifthe latter brand is believed by the storekeeper to be equally as worthy as that she has been accustomed to buy, this sugges- tion for the sake of adding to his profits is perfectly legitimate, and is good merchandising. If it is not so good, better let it alone, or there is danger of dissatisfying a valued cus- tomer with an inferior article. Surely any merchant is wise enough to know this, The jobber also said that the coun- try merchant had not enterprise enough to call the attention of the consuming trade to new goods which they would doubtless be pleased to hear about. Is this true? It is never dangerous to introduce a new afticle, stating your own be- Well, isn’t that nice? MICHIGAN TRADESMAN lief in its desirable qualities. If you have not this belief you should not have the article. However, if it will back itself up, there is often an op- portunity to interest people in some- thing new, and pushing it is worth the effort. However, the point is that the words of the jobber, as applied to country merchants as a class, are re- sented, and every progressive store- keeper outside the large cities should see to it that he is not in the class to which reference is made. There are so-called business men in every walk of life, and they are not all among the retailers, who have not the necessary get-up-and-hustle to their characters to make a success. They like to sit down and think. They spend the time in planning that should be given to working. This is admitted. If every business man was aggressive there would not be trade enough to go around. But some are satisfied with so little that the fel- low who wants much gets it from the trade that would have gone to a live competitor. Throughout the country there are retail merchants who should be in position to retire. They are headed for the seclusion of an old man’s home, and might as well be buried so far as their position in the world is concerned. But they are not all in the country by any means, and to have a jobber throw a dart at the country merchant to whom he is sell- ing goods and from whom he makes his living, is cause for resentment. He has found the kind he speaks of, but he must not overlook thé progressive, active, up-to-date business men, with a keen look ahead who are doing so much for the communities in which they live, as well as keeping them- selves and their families from being charges on the county. The trouble is too many persons are inclined to generalize. They are like the blind man who insisted that an elephant was some kind of a snake because he happened to take hold of the animal’s trunk. We should hate to have to judge the great army of jobbers by the one who gave voice to the opinions which are here dis- cussed. There is always good to be gotten out of the criticism of the opposition when it is sincere, and at least we may analyze this and see what it is worth for future guidance. It may almost be accepted as posi- tively certain the jobber in question had a grouch because the merchants did not sell his goods or he would not have so spoken. We can not get away from the personal equation. Our opinions are formed accordingly as we are affected. The proposition in near- ly every case is, not what we believe, but how are we.related to the mat- ter. We believe a thing is good if it is good to us. It is bad if we are pinched. So we may safely conclude this jobber has come to his conclusions for the same reasons. His goods have not been taking. The merchants have not risen up and made him rich. However, there must be some deal- ers of the kind he makes his stab at De Naa Te or he would not have thought about them. We will not give him credit for so much originality. If such ex- ist they are standing in their own light by failing to hand out to the customer on every opportunity the goods from his stock on which there is the greatest amount of profit, or, that will offer the best inducement to the customer to come back again. And right here there is another mat- ter:: Why do not retailers give their attention to pushing articles which are being widely advertised? If there is a good profit in them, advantage should be taken of the campaign of the manufacturer or jobber who is giving them wide publicity. He is tell- ing the public about them in this way. Your way is to tell the purchasers when they come into your store. It is so easy to say that you have so and so, which they have probably seen advertised in the different papers and magazines, and that it is selling so well it must have merit. They have probably seen the advertising, and will take hold quickly at your recommen- dation. There are some advertised articles, however, which it does not pay you to handle. The profit allowed on them is so small it does not reimburse you for your time, your labor and your wrapping paper, to say noth- ing of the room they occupy and the interest on the money invested in them. Don’t push those things. Keep them if you have to, for the satis- faction of some of your regular cus- tomers who demand them, but try your very hardest to substitute some- thing else which is more profitable. You are in business to make money for yourself and, incidentally, for the manufacturer if he does not try to hog it all. When he does, show him the power to sell something in place of his goods is not a lost art. Really the balance of power is in the hands of the retailer. He can nul- lify the best advertising if he is de- termined that a thing shall not be sold. He does this by suggestion. If Smith’s baked beans are asked for, it is only necessary to ask, “Did you ever try Robinson’s? They are the best sellers. I know that they are good, for I use them myself. Some- time when you feel like trying them you will make no mistake.” At the same time have Smith’s out on the counter as requested, to show that you have no objection to selling eith- er brand. tomer will take Robinson’s. * This is not to be done, however, when the goods asked for are a well advertised and meritorious kind which you sell at a fair profit. In that case help to sell them. 2 ee Sure Proof. “Pardon me, Professor, but last night your daughter accepted my proposal of marriage. I have called this morning to ask you if there is any insanity in your family?” “There must be.” —_———2-2 Just a Bit. “Was the dog mad that bit you?” “Well, he acted as if he was pro- voked.” OYS shoes that have a deal to withstand. Men’s shoes that must endure hard service. Shoes are made with the wearer in mind, and with his requirements as an object in view. The dealer who stocks them is the dealer who will continue to buy them. They meet the demands of the trade in men’s and boys’ work shoes, being solid leather throughout, and of a texture and quality that pleases. Send NOW for samples or our salesman. HIRTH-KRAUSE COMPANY HIDE TO SHOE TANNERS AND SHOE MANUFACTURERS GRAND RAPIDS, MICH. Rouge Rex Shoes Rouge Rex The chances are the cus- eRe Ce ear ea sap ate Mi catenan Ay ae RR gone acs ot ee ree nnsnanesicnsissoniciscicnidaalasieat i Cosa MICHIGAN TRADESMAN or’ f } ye! Clothing CLOSER ALLIANCE Urged Between Wholesale and Retail _Clothiers.* When I received Mr. May’s invi- tation to attend the first annual con- vention of the Michigan Retail Clothiers’ Association, which, by the way, was the first that I had heard that the Michigan retail clothiers had formed an Association and that Mey- er S. May was its President, I realiz- ed that I had at last filed an order promptly, and, in spite of the fact that it was for broad shoulders, there had been no question about the fit. I recalled how two or three years ago, after the Iowa Retail Clothiers’. Association had been in existence for a year or more, that I had received a letter from C. E. Wry, of Forest City, who was its Secretary, telling me of his desire to help along the movement looking towards a Nation- al Retail Clothiers’ Association and asking me if I would not suggest to him the names of some gentlemen whom I thought would be instrumen- tal in forming associations in some of the neighboring states. I wrote Mr. Wry that I thought Meyer S. May, of Grand Rapids, and Louis Myers, of Springfield, Ill, were men who could bring this about if any men in their respective states could, and as Illinois now has a Retail Clothiers’ Association, with Louis Myers at its head, I am inclined to give myself credit fot considerable prescience in this matter. Now all of this may be merey a coincidence. I realize that the retail clothiers of these states would probably expect these gentle- men to serve them in this new un- dertaking, and I, who knew Meyer S. May’s father (and to know the “Lit- tle Giant” was to love him) can un- derstand how the Michigan retail clothiers turned naturally to his son to lead in this movement, because he has proven a worthy successor to a “man among men.” While, therefore, there may be some doubt in your minds as to whether I have made out a good case, I pro- pose notwithstanding to call myself “godfather” to this Association. Organization of this kind would en- tirely justify their existence if they did nothing more than to bring men together occasionally in social inter- course, and banquets are always pleasing incidents of these gather- ings. They also have a practical val- ue to the clothing man. Dress appro- priate to such occasions serves to make such functions and the clothing business interpedendent industries. That the clothing business, however, is not the only beneficiary of such oc- casions was illustrated to me by a conversation I overheard on a train the other day. One of the passen- gers was apparently endeavoring to *Address of William Goldman. President New York Wholesale Clothiers Association, read at annual convention of Michigan Retail Clothiers Association. pump a stranger as to his business occupation, and to feel him out ask- ed him at what time of the year he had his busy season. The perplexing reply came back: “We are very busy in July and August, and again after Thanksgiving, but are simply snowed under after Christmas and New Year’s.” The inquisitive passenger’s curiosity being now thoroughly arous- ed, he said: “I am a food expert. Do you mind telling me what business you are in?” The other replied: “I am a coffin manufacturer. You see most people die from overeating. We get quite a harvest during the dog days, but simply can not handle the busi- ness after the holidays.” That the clothier does not always by force of example do his part to encourage a business that is so im- portant to him has been frequently il- lustrated to me. I remember once accompanying my father to St. Louis from my home in that part of South- ern Illinois, which you out this way all call Egypt, to attend a business men’s banquet, and as I was privi- leged to be an onlooker on that occa- sion, it was a matter of note that none of the clothing men present were in evening dress. The clothiers’ proverbial disregard of dress conven- tions was again illustrated to me aft- er I had removed to New York and we had organized our Association and were having our first dinner, and the failure of our members to make their appearance in dress suits was equally noticeable. I am glad to see that your Asso- ciation is starting better than ours did and that there are so many men here in ful dress suits to-night, and I trust when they go back into stock to-morrow that they will not show many marks of this evening’s festiv- ities, and I kope also that none of the customers of the gentlemen pres- ent will find themselves in the predica- ment of a chance acquaintance of the late Pierre Lorillard. The latter had been on one of his frequent visits abroad, was returning home, and after being on board ship for a day or two was accosted by a big sombrero-hooded Texan who said to him: “Throw that stump away and light a fresh one,” proffering him a Cremo or one just as good. Mr. Lor- illard good-naturedly took the cigar and, as he was a pretty good mixer himself, found the Texan a rather in- teresting personality, and during the remainder of the trip spent consider- able time with him. As they were leaving ship on Tuesday morning Mr. Lorillard extended to him an invita- tion to dine with him on Thursday night, to which the Texan demurred on the ground that he felt that he would be out of place there, that he did not own such a thing as a full _dress suit and social functions had never been much in his line anyhow. Mr. Lorillard then suggested that this need not necessarily deter him, as there were plenty of places in New York where a dress suit could be hir- ed and told him that he would not ac- cept “No” for an answer and would surely count on his being there, and finally obtained a reluctant consent. On the night of the dinner Mr. Loril- lard’s guests were all assembled when the Texan walked in in his business clothes. He apologized to his host in the presence of his guests for be- ing late and also said: “T hope you do not mind my coming here in busi- ness clothes.” Mr. Lorillard said: “No matter, but you evidently were afraid of my suggestion,” to which came the reply: “No, I wasn’t. I tried a great many places to hire a dress suit, but wher- ever I went they told me that they had none, as Mr. Lorillard was giv- ing a dinner that night.” Mr. Wry’s desire to see a National Association result from these state organizations was one with which I have the heartiest kind of sympathy, and I hope the day is not far dis- tant when such an organization will come into being, and when it does I want the Wholesale Clothiers’ Asso- ciation, of which I am a representa- tive, to make overtures looking to the formation of a Joint Committee of the two associations. I feel that through such a committee we will find the means of ameliorating many of the unfavorable conditions that now attend the transactions between wholesaler and retailer. I feel that we can also accelerate the progress to- wards a higher standard of merchan- dising and I am certain that that is a movement we all want to help along. A Joint Committee such as I pro- pose is desirable because it sets be- fore the merchants in a given indus- try the other fellow’s rights as well as his own. It is the means whereby we can communicate to those that we do business with what is necessary to soften some of the rough spots that we encounter in the conduct of our business, not what each individual might want, but what seems to be de- sirable for the trade as a whole. We formed such a Joint Commit- tee between the two bodies, the Amer- ican Association of Woolen and Wor- sted Manufacturers and the National Association of Clothiers, the former February 28, 1912 body taking the initiative in the movement, and I must confess that there were some among our own members, who, when the matter was first broached of creating this Joint Committee, asked the question: “What do they want of us?” This distrust was happily, however, not general. Of course, most of our members realized that.if they wanted something of us we might want something of them in return. If they wanted anything that was unfair to us, we certainly would not need to concede it, and if they wanted anything that put our transac- tions on a higher plane it would be good for us as it was for them. We predicated our willingness to join in the formation of this Committee upon this fundamental principle: that in an effort to adjust disputes or estab- lish new principles between the mem- bers of our two asso¢iations, equity and fairness rather than legal or tech- nical considerations should weigh in the determination of any matter. This was an important step for- ward. It had been the practice from time immemorial on the part of the woolen manufacturer to rest his case upon legal and technical considera- tions; in fact, it was a rule almost without exception. Woolens were sold with the understanding that no allowances would be made after the goods were sponged or cut. The ques- tion of whether that manufacturer had been clearly responsible for the de- fects that had subsequently developed in his fabric which made it unfit for the use for which it was intended was seldom if ever allowed to mitigate the harshnéss of this rule. On the other hand, the clothier in many cas- es would resort to technicalities which in turn created a hardship for the woolen manufacturer. Other condi- tions obtained such as both wholesal- er and retailer are endeavoring to correct to-day, and the spirit of this understanding was that we were to try to substitute friendly co-operation and the square deal for a method that Jesu Comms Gaand Rapios. Mick MAIN OFFICES AND FACTORIES New York Denver THE BRECHT COMPANY ESTABLISHED 1853 1201-1215 Cass Ave., ST. LOUIS. U. S. A. San Francisco It Paus, Ir. Storekeeper! Public opinion is compelling ai! deglers to keep and display food-stuffs under sanitary conditions. Have you cunsider- ed how inviting and tempting goods are when properly displayed? Perfectly insulated, same as our refrigera- tors. Made of selected quarter-sawed oak and French beveled plate glass. Brecht’s Refrigerator Display Case keeps your goods in a clean and sanitary condition and is a protection to per- ishables. We manufacture the best re- frigerators and general market fixtures. Write us for illustrations and prices, ‘‘Dept. K.’’ Hamburg Buenos Aires LS 2 Ne ROS. 5 NE 5 gk gee Ge en ee ye CR SI Oe GLP Sf COE eee ee ee li- res february 28, 1912 was keeping both industries on the defensive. In carrying out the purposes of this Joint Committee we had two aims: first, through discussion and confer- ence, to attempt to establish sound principles and to get the trades on both sides to have a better under- standing of what was good commer- cial practice, to see wherein the wool- en manufacturer could be more ‘help- ful to the clothing manufacturer, and the clothing manufacturer to the woolen manufacturer. The other pur- pose was to find a means of adjusting the controversies between members of the two. associations that had not been found capable of solution in the ordinary way, and under the auspices of this Committee was organized the Joint Committee Adjusters, the plan being when any dispute had reached the stage where it could not be han- dled by the parties in interest that it was to be referred to these adjust- ers, one of whom represented each side and who could not be parties that were in any way involved in the controversy itself, and they were to dispose of the matter under consider- ation on a basis of equity, and if they could not do it they were privi- leged to call in a third. The very organization of this serv- ice was sufficient in itself to cause both sides to try to settle their dis- putes without recourse to this last re- sort, and it is surprising since the or- ganization of this Committee how few have been the controversies that it has been found necessary to refer. A further extension of this Joint Committee plan to include the retail- ers of clothing is highly desirable. It has even been suggested that if such a committee existed it would have provided a forum where all wings of the industry from wool grower to retailer might come together to dis- cuss legislative policies that affect the industry as a whole; in fact, it was pointed out that if all branches of the trade had gotten together and each had presented its view with regard to our chronic economic malady, the tariff, a lot of recrimination might have been avoided. As it was, the carded woolen manufacturers were certain that the tariff discriminated in favor of the worsted manufacturers and the yarn spinners, and that they were getting all the profits. The clothing manufacturers charged there was an unholy alliance between the wool grower and the ‘spinner, where- as practically all parties in interest agreed that the retailer was probably: more responsible for the high cost of clothing than any other. It is a real pleasure for me to come out here and rub elbows with so many merchants who are getting away with all the good things that are to be gotten out of our industry, and I have no doubt it won’t be very long be- fore there won’t be anything but re- tailers, because all the money is be- ing made at this end. No wonder the Tariff Board, while giving a clean bil of health so far as profits were concerned to the wool grower, woolen manufacturer and clothing manufac- turer, stopped when they got as far as the retailer. We manufacturers MICHIGAN TRADESMAN have always been puzzled to know who connected with the industry was making any money out of ready-to- wear clothing, and at last it is hint- ed by the wise-acres at Washington that the retailer is “capturing the bun.” Strange that it never dawn- ed on us before, but just as “a prophet is without honor in his country,” so it seems he is also without honor in his industry, and it is left for the sta- tisticians at Washington to prove by their silence about him, first, the hith- erto doubtful fact that there are prof- its in ready-to-wear clothing and, sec- ond, that the retailer refuses to di- vide them with anyone else. Seriously speaking, would it not have been better for us to come to- gether and hear each of the parties affected? Each could have stated the conditions that obtained and why they had assumed the position they had. We would have been free to advocate any policy we chose just the same, but we might have prevented the prejudice that was aroused in the average man’s mind by unfounded charges, and that these obtained the currency they did was due to the fact that they were uttered by those in the industry. After all this is a question for calm deliberation and study rather than for the bandying of charges. However, the suggestion of the usefulness of the Joint Committee in this connection only illustrates one of its by-products. The real purpose of its creation would be to handle the problems that con- front the retailer and the wholesaler, and I want to say that in my opin- ion they are almost exclusively of method rather than of morals, and there is no more gratifying aspect of business to-day than that there are so few offenders from the ethical standpoint engaged in the retail clothing business in this country, and as I am confident that right ethical standards are not confined to men at the retail end of the business either, I am sure you will agree with me when I say that honesty and fair deal- ing can invariably be counted on from the manufacturer as well. There are many bad practices that have resulted from the way business is conducted to-day. There are many who think—and I am not one of those —that perhaps they are inseparable from the conduct of business as it is to-day, and when these bad prac- tices result in loss, as they invariably do, either to the manufacturer or the retailer, they are in the last analy- sis a tax upon the people, because both retailer and manufacturer can not fail to take them into account in calculating cost. It is to see whether we can bring to the solution of these problems some helpful suggestions, find some method of limiting the waste that is involved, some way in which the wholesaler can benefit the retailer, and in which the retailer can help the wholesaler, that I bespeak your cordial co-operation in the effort to bring about a National Retail Clothiers’ As- sociation, and, as a logical outcome thereof, a Joint Committee of our two associations. Suggests Legislation Regarding Early Closing. Newberry, Feb. 23—Much has been written in regard to merchants clos- ing their places of business at an ear- lier hour than prevails at present and, while some have done so, the fact re- mains that the majority of merchants still keep open until late and the clerks are compelled to work all the way from twelve to sixten hours a day. It is practically impossible for mer- chants to agree on an hour for clos- ing. Some want to close at 6 o'clock, others at 7 and others at 8 or 9 and some are reluctant to close at all. It appears to me that the most prac- tical way would be to secure the en- actment of legislation compelling stores to close at a uniform hour. With the assistance of the Michigan Tradesman and a few other influen- tial publications, I believe this could be accomplished, and I am writing to ask your co-operation. Should you see fit to assist us, you will, no doubt, gain the gratitude, not only of the retail clerks but that of their employ- ers as well. I trust you will give this question the consideration it deserves. W. H. Vanarman. This is a subject that has been dis- cussed off and on for the past thirty years. It was the subject for dis- cussion several times by the old Mich- igan Business Men’s_ Association, which is the only organization of gen- eral business men that ever rose to the dignity of its importance. There are a good many things to be said, pro 37 and con, and this is certainly an op- portune time to take the matter up and discuss it, with a view to reach- ing a conclusion in the premises. The Tradesman, therefore, suggests that anyone who has any views on the subject present them in this connec- tion. —_—_——-2--o-a———_ A Human Pedestal. There was once a chap who went skating too early, and all of a sud- den that afternoon loud cries for help began to echo among the bleak hills that surround the skating pond. A farmer, cobbling his boots before his kitchen fire, heard the shouts and yells, and ran to the pond at break- neck speed. He saw a large black hole in the ice, and a pale young fel- low stood with chattering teeth shoul- der-deep in the cold water. The farmer laid a board on the thin ice and crawled out on it to the edge of the hole. Then, extending his hand, he said: “Here, come over this way, and I’ll lift you out,” “No, I can’t swim,” was the impa- tient reply. “Throw a rope to me. Hurry up. It’s cold in here.” “I ain’t got no rope,” said the farm- er; and he added angrily. “What if you can’t swim—you can wade, I guess! The water's only up to your shoulders.” “Up to my shoulders?” said the young fellow. “It’s eight feet deep if it’s an inch. I am standing on the blasted fat man who broke the ice!” —_--.——_- A lively girl may be a deadly flirt. Snow Ball Pure Vegetable Lard A perfectly pure shortening made from the finest Cotton Seed Oil. Every bit as wholesome as lard and sold at considerably less price. Order a stock of Snow Ball in No. 3, No. 5 and No. 10 pails and start a profitable selling campaign. Order of Cudahy Brothers Co., Cudahy, Wis. ———— psa Sonica isa sein ceaaamita rt als $ ‘ Bites Derren Ee ER pi SR Sagn SPS een Sia isi IN Bi gb pt 38 EIGHTEENTH CONVENTION — Of the Michigan Retail Hardware Association, The eighteenth annual conventiou of the Michigan Retail Hardware As- sociation, which convened last Tue:- day morning in the Furniture Ex- change building in this city, remain- ed in session until Thursday after- noon. All of the sessions held dur- ing Wednesday and Thursday were closed. Three hundred and sixty-six members of the Association register- ed, as follows: E. J. Alverson, Ithaca. Edward Hannah, Ithaca. Ray P. Vahue, Allegan. Stang M, Lutts, Allegan. C. M. Alden, City. Karl §. Judson, City. M. M. Manning, Delton. J. H. Alger, Clarkston. I, T. Armstrong, Dowagiac. Cc. S. Baughman, Dexter. Walter Bates, New Haven . N. J. Turner, Big Rapids. Cc. A. Battje, Grand Haven. Walter C. Bennett, Clayton, Lorenzo D, Bailey, Ford City. J. Burr Becraft, Watervliet. kK. E. Behler, City. M. A. Bensen, Saranac. H, D. Bailey, Dryden, Cc.. R. Barbor, Charlotte. Robert E. and E. K. Baxter, City. John Bencus, Cedar Springs. Eli Bremman, Fowler, J. P. Boerman, mazoo. Peter Breidenstein, Mt. Pleasant. Bb. A. Bowditch, Pittsford. 1. L. Bishop. Quincy. Arthur Walker, Battle Creek. Abram Ruster, Grand Haven, Cc. A, Gilson, Blissfield. BE. D, Brandt, Gaines. Cc. W. Billmeyer, Onsted. Cc. C. Boomgaard, Grand Haven. Geo, O. Davis, Ithaca, F. B. Buys, Colon. kK. J. Buys, Three Rivers, BE. E. Burget, Marlette. R. L. Burreil, Berlin. F. M, Brockett, Battle Creek. M, P. Bromeling, Baton Rapids. Geo. W. McCabe, Petoskey. W. L. Buckley, Spring Lake. James Campbell, Traverse City. R. S. Carlisle, Edwardsburg. Stewart L, Stevenson, Charlevoix. BE, H. Campbell, Traverse City. A. V. Adolman, Chesaning. G. W. Christensen, Saginaw. M, J. Callaghan, Reed City. J. D. Hales, Grand Ledge. C H, Clements, Deckerville. W. T. Connor, Plymouth. R. H. Clark, Saginaw. E. L, Cole, Bellevue. Daniel C. Peck, Columa. H. M, Coldren, Bellaire. Martin T. Cramer, City. C. E, Cozadd, Orion. Allen Crawford, Jr., Springport. WwW, B. Cozadd, Gaines. J. G. Oom, City, D. L, Dickerson, Farmington. Geo. F Cornell and W. L. Cornell, City. H, F. Cox, City. F. F. Costello, Tustin. Cc. S. Lewis, Corunna, Robt, Croskery, Gladwin. H. C. Minnie, Eaton Rapids. Cc. E, White, Lakeview. Geo. J. Morg, Whitehall. J. A. Montague, Traverse City. Arthur D, Moore, South Haven. Wm. Moore, Detroit. Frank H. Mohr, Bay City. A. J, Morton, Marion. Oliver J. Morse, Shelby. J. A. Morton, Hadley. . Moore, Union City. D. F, Hunger, Charlotte. BE. J. Morgan, Cadillac. F. W. Olds, Munith. c. F. Otto, Perrinton. Ray E. Nies, Holland. A, Clyde Patterson, Martin. Geo. H, Patrick, Mackinaw City. Ara H. Palmer, Brooklyn. J. G. Peterson, Detroit. Jas. S. Parr, Davison, O. W. Remington, Marcellus. A, I. Hoppensteart, Muskegon. N. Christophersen, Manistee. Geo. J. Phillips, Allegan. Oscar A. Hoppenstead, Muskegon. D. Pel, City, . C. Pursel, Schoolcraft. Cc. E, Pipp, Otsego. . 4, Wood, New Lathrop. O. A, Prey, Capac. . A. Pratt, Nashville. . F. Portal, Evart, . W. Poyer, New Lathrop. . V..Potter, Mulliken, Imer N. Green, Portland . W. Prevost, Kalkaska. . E. Quish, Dexter, Emery T. Higgins, A. W. Richmond, Ypsilanti. Chas. I, Ricker, Owendale. Geo. H Ratz, Brighton Henry A. Rie, Brown City. Fred A, Rechlin, Bay City. E. A. Reigler, Freeport. BE. S. Betley, Scottville. MICHIGAN . M. Rau, Weidman. . F. Rick, Baroda. . N. Root, Fenwich. . Chas. Rees, Kalamazoo. F, R. Roberts, Hopkins. E. S. Roe, Buchanan. Jas, S. Scheidt, Lake Odessa. Otto Sanderhoff, Alma. T. A. Saylor, Saginaw. Henry Schaafsma, City. L.. E, Salisbury, Niles. Jas. A. Scott, Lowell. Otto Schmettler, Munger. A, H. Sayer, Sunfield. F. A. Schaffer, St. Louis. H. M. Scott, Armada. Arthur J. Scott, Marine City, S. B, Sadler, Linden. P.. A. Sherman, Ortonville. KE.’ A, Shults, Lawrence. Samuel Sims, Detroit. E. S. Slocum, Fenton. Philip S. Schumacker, Ann Arbor, Eli Lyon, Barryton. Sam Brough, Brown City. F. H. Sisson, Wakeles. W. D. Sinclair, Sand Lake. H. C. Spendlove, Merrill. Ek, S. Stebbins, Stanton. J. Stahl, Lansing. M. W. Southard, Owosso. J. H, Steers, Northville. R. S. Spencer, Charlotte. T. M, Stewart, Davisburg. . Stadt, City. . C. Starkweather, Winn. Cc, F. Snow, Paw Paw. H,. E, Curtis, Snover. Geo, J. Scofield, Albion. H. C. Starr, Jackson. R. A. Sprague, Kalamazoo. Herbert Stacey, Sand Lake, O. C. Sperry, Chesaning. P. L. Cloetingh, Muskegon, W. A. Stroebel, East Jordan. Frank Straeb, Detroit. R. A. Stonehouse, City. John J. Stulp, Muskegon, F. B, Strong, Battle Creek. Pp. C. Thomas, Breckenridge. G. E. Tubah, Wayland. Tubergen & Broens, City. Frank Trude, Traverse City. James W, Tyre, Detroit. E. Thomas, Hemlock, J. H. Temmink, Greenville. Geo. B, Tunstead, Oxford. D. H. Tolhuigen, Kalamazoo. Cc. W, Case, Rochester, J. B. Tracy, Walkerville. Dell Tiffany, Big Rapids. Geo. B, M. Towner, Muskegon. Wm. Van Bree, City. Anthony Vanden Berge, City. Chas, R. Ullrich, Mt. Clemens. R. C. Ullrich, Mt. Clemens. W, G. Van Dyke, Holland. J. J, Vander Meer, City. J. C. Van Male, Kalamazoo. R. R. Wolters, Manistee. M. C. VerHage, Zeeland. A, Van Zanten, Muskegon Heights. J, A. Wagner, City. O. N. Watson, City. L. Wessink, Sunfield. Fred Westmaas, City. Fay Booker, Battle Creek. M. V. Mulhollan, Dimondale, Cc, J. Westphal, Brighton. Jacob Weidner, Bannister. Chas. J. Weisenberg, Chesaning. Wm. Weidner, Ashley. Walter D. Wacker, Lansing. R, F. Wendel, Onekama. H. C. Waters, Paw Paw. Geo. C. Walz, Saginaw. A. Waters, Manton, D. Sluyter, City. G. M, Dickinson, Brighton. V. Howard Wattles, Battle Creek. C. G, Weissert, Hastings. Harry V. Clemens, Caledonia, Z. G. Wenger, Caledonia. B. M, Heth, City. Ambrose Herdell, Argyle. E. J. Doerr, Pontiac. E. A, Hill, Coloma. B. W. Hewitt, Maple Rapids. J. S, Wedges, Fife Lake. Lewis Hutton, Constantine. Edson O, Huston, Plymouth. F, Weatherhead, Harrison. Hohes & Company, Bay City. Jas. A. Huff, Northville. BE. J. Hutchinson, Durand, Joseph Hoffman, Detroit. J. A. Holcomb, Coral. Archie E. Dorman, Sandusky. B, J. Hoekstra, Kalamazoo. Jas. E. Raymo, Flint. F. C. Houck, Manchester. B. L. Hodge, Breckenridge. Fred F. Ireland, Belding. W. H. Johnston, Leslie. Chas, S. Janney, Lambertville, H. M. Johnson, City. Fred L. Johnson, Traverse City. Verne C. Snyder, Ionia. Chas. A, Ireland, Ionia. Seymour W, Hart, City. John A, Kerr, Coldwater. Geo. W. Kellogg, LeRoy. G. L. Keyes, Bronson. Cornelius Karel, Muskegon. . P. Kutsche, City. D, A. Killins, Ann Arbor. John Koning, Saugatuck. W. E. King, Metamora. Otto G. Kutsche, City. M. J. Kreiser, Burnips Corners. A, H, Ainsworth, Lapeer. Frank J, LeRoy, Hamilton. B. L. Lewis, Clare. Geo. L. Lehnen, City. M. H. Lehnen, Kalkaska. C, F, Lewis, Pentwater. Alexander Lemke, Detroit. TRADESMAN C. G. Larry, Howard City. Robt. Lough, Alpena. Chas. A. Lawrence, Owosso. L. P. Lamb, Vermontville, H, R, Lincoln, Drake. Eugene E. Louys, Detroit. Chas. G. Loase, Sparta. Geo. Johnson, Albion. Q. S. Martin, Morrice. Mart Mahoney, Onaway. Fred Stanton, South Haven, John W, Martin, Middleton. | Geo. H. Mally, Grand Junction. Clarence E. Marvin, Clarksville. N. C. Mason, Blanchard. BE, J. McNaughton, Middleville. J. A, McLean, Pigeon. KE. H. McGowan, West Branch. Augustus H. Merrifield, Gobleville. H. C. Denner, Schewaing. H. GC. Meyer, Boyne Falls. BE. J. Merrifield, Bloomingdale. Chas. H. Miller, Flint. Fred J. Meyer, Detroit, J. A. Miller, Vickeryville. Fred Cummings, Swartz Creek, Chas. L. Hawley, City. Wm, DeKruif, Levering. Adrian DeWindt, City. Den H. Onen, Dowagiac, R. Huizinga, City. Cc. DeYoung, McBain. C, E. Dickinson, St. Joseph. P. Henry DePree, Zeeland. D. W, Dean, McBride. KE. C. Dunham, Lansing. A. Driesens, City. W. S. Denison, City, Mr, Dunn, Filion. Cc. R, Doster, Doster. J. Doornbos, City. Porter Reed, Coopersville. M. E. Lawton, Coopersville, Geo. P. Barth, Battle Creek. M, A. Driesens, City, Geo. E. Duncan, Elsie. H. Vanderlinden, Coopersville, Fred A. Egeler, Lansing. T. E. Hisenlohr, Covert. Henry L, Eichemeyer, Bay City. Isaac Augustus Malls, Kalamazoo, Earl R. Allward, Evart. W. R. Elliott, Brown City. Frank B. Ewing, Grant. Chas. S. Ferrin, Mt. Clemens. D, P. Furman, Fairgrove. U. P. Ferguson, Vernon, G. M. Fisk, Central Lake. Jno. C. Fisher, Ann Arbor. John Farwell, Barryton. P. T. Hendricks, City. R, T. Ford, Lowell. Fred D. Flye, Bellaire. Chas. R. Foote, Alto. . F. Follmer, Vicksburg. . F. Fumes, Cedar Springs. . H, Fowler, Greenville. . A. Marvin, Cedar Springs. T. L, Gillette, Charlotte. . E. Gardner, Middleville. O, H. Gale, Albion, Chas. Gartner, Wyandotte. Alfred Gankler, Pontiac. Roy H. Barker, Pontiac. Ray H. Goodes, Flint. Harry T. Jubb, Howell. G. E, Goodyear, Hastings. L, H. Godfrey, Parma. D. P. Gorman, Merrill. W. Watus, Jr., Three Rivers. David S. Goodyear, Hastings. L, O. Graham, Gobleville. J. G. Ackersville, Ludington. RC. Bart, Perry. F, A. Hardt, Springport. Harm Hamstra, City. Anthony Hanses, Standish. Frederick A. Harms, Detroit. G. A. Hawley, Breedsville. Roy Hallett, Carson City. E. S. Hart, St. Clair. Frank B, Hatch, Milford. N. B, Hayden, Cassopolis. Minard Hillman, Coopersville. . F. Raupp, Detroit. Fred Widmayer, Manchester. W. E. Woodward, Hersey. G. E, Wood, Six Lakes. Ernest Wise, Kalamazoo, T. L. Willison, Climax. B. M, Wooley, Elsie. P. A. Wright, Holly. W. A, Wood, Decatur. Woodward & Son, Caledonia. J. C. Wiemer, Auburn. J. H, Whitney, Merrill. Fred C. Zeck, Galion. C. U. Michael, Sturgis. Henry Lamb, City. Louis E, Collin, Empire. F. P. Geihen, Pellston. M. D. Burder, Conklin. David Vereeke, Holland. Jake Zoeman, Holland. The following resolutions unanimously adopted: Whereas—The receipts from 2 cent letter postage, according to the an- nual report of the Postmaster Gen- eral, are far in excess of the cost of handling same, we heartily recom- mend the adoption of a 1 cent letter postage; and be it Resolved—-That, inasmuch as there is already a large: deficit in the han- dling of second-class matter, we most strenuously object to the adoption of the parcels post bill in any form were February 38, 1912 wherein said deficit will be increased, but urge a readjustment of postal rates that each department be made self-supporting. Whereas—The action of certain stove manufacturers in withdrawing the 5 per cent. cash discount, is, in our judgment, unwarranted, thereby reducing the already close margins generally made on stoves by hard- ware dealers, therefore be it Resolved—That this Association go on record as protesting against their action and request a reinstatement of the former terms. Whereas—Believing that an unlimit- ed amount of benefit can be had frcm local retail merchants being organ- ized, be it Resolved — That we urge every member of the Michigan Retail Hard- ware Association to take an active part in the organization of such an Association in his home town. Whereas — Realizing the material and financial benefits derived from the hardware mutual fire insurance com- panies to the members of this Asso- ciation, we recommend that all mem- bers patronize their hardware mutual fire insurance company, in so far as is practicable. Whereas—The success and pleasure of this convention has been so great- ly enhanced by the visiting guests and delegates which this Association is so glad to welcome; therefore be it Resolved—That we extend to each and every one of them a vote of thanks for their attendance; be it fur- ther Resolved—That we show our ap- preciation by a rising vote and thanks to the officers, Exhibit Committee, Entertainment Committee, exhibitors, speakers, hotel management, jobbers and manufacturers and all who so generously contributed to the success of this convention. Whereas—We realize that many goods are sold by some jobbers and manufactureres to other than recog- nized hardware dealers, therefore be it Resolved—That we recommend and favor those jobbers and manufactur- ers whose loyalty to the legitimate hardware dealers is a matter of prin- ciple. Whereas—It has been the will of Almighty Providence to take from our midst Arthur J. Schoeneberg, of Saginaw, who has been an officer and an active member of our Associa- tion; therefore be it Resolved—That we extend to the members of his bereaved family our deepest sympathy and that a copy of this resolution be sent to them. Wm. Moore, C. E. Dickinson, O. H. Gale, Chairman. The following officers were elected at the closing business session: President—Charles H. Miller, Flint. Vice-President—F. A. Rechlin, Bay City, Secretary—Arthur J. Scott, Marine City. Treasurer — William Moore, De- troit. Executive Committee—(Term ex- pires 1913): O. H. Gale, Albion; F. B. Bissell, Munising; Adrian De- ry 1S ial ind ur- ate ‘in- of om. of and cia- the our r of ted lint. Bay rine De- aig t February 38, 1912 Windt, Grand Rapids; C. E. Dickin- son, St. Joseph; J. J. Vandermeer, Grand Rapids. (Term expires 1914): E. S. Roe, Buchanan: Alex Lemke, Detroit; C. A. Ireland, Ionia; Frank Strong, Battle Creek; O. J. Darling, Detroit. It was decided to hold the next meeting of the Association in Kala- mazoo. + The Exhibition Feature. One of the most enjoyable features of the convention was the exhibition of goods germane to the hardware trade on the second floor of the Fur- niture Exchange building, in which the business meetings were held. This comprised 104 booths, ranging in price from $30 to $65, all of which _were occupied by manufacturers of hardware, hardware supplies and house furnishing goods. The decora- tions were entirely in green and white and presented a, very pleasing ap- pearance. Many more booths could have been sold if room could have been provided therefor. Not only was the exhibition,feature a source of pleasure and profit to the visiting hardware dealers, but the exhibitors themselves were warm in praise of the manner in which they were treated and with the results which they felt would ensue. One exhibitor stated that he has been conducting displays of this kind for twenty years and he was never so well treated as he was in Grand Rapids. When he goes to Chicago and other large cities he not only expects to be held up by the committee, but robbed by union work- men. He cannot drive a nail or tack a piece of bunting himself. He must send to union headquarters for a man and pay $1 an hour for the man’s time, counting from the minute he leaves his home or union headquarters until he returns. Even though there is but one nail to drive or one piece of bunting to hang, a man cannot lift his finger in his own booth which he has paid good money to exhibit in. The Grand Rapids exhibition was a revelation to him and the other ex- hibitors. As fast as the goods arrived the boxes were opened up and the contents carefully placed inside the booth to be arranged by the exhibitor himself. The crates and boxes were carefully numbered and checked so _ that each man could obtain his own containers when he got ready to pack up. Ample time was given the exhib- itors to display their goods and, al- together, the affair proved to be one of the most enjoyable and best man- aged exhibitions ever held in this country. ———— What Might Have Been. ° Bobby’s father and mother were dressing to go to the theater, and the youth was greatly distressed because he was not to be included in the party. “Why can’t I go, too?” he whim- pered. “For a very good reason,” returned his father sharply, “I only bought two seats,” ’ “Just think,” said Bobby, trying to. stifle his tears, “if you hadn’t mar- ried mother I might have gone along all right.” MICHIGAN TRADESMAN SIMPLICITY AND DIRECTNESS. Avoid Highflown Language in Writ- ing Advertisements. A great many persons who have to prepare their own advertising matter neglect it because they are afraid of it. They look upon it as some such mountainous piece of work that they stay as far away from it as possible, and finally put it off altogether. They lose because they lack the courage to plunge into it. The man who writes advertising copy is not expected to portray glow- ing thoughts in the language of a Shakespeare. A multiplicity of big words is not the thing. Simplicity and directness are what you are striving after. The plain, straight- forward talker is the forcible speak- er. He commands attention because people know what he is _ talking about. They are not looking for a poem or a word picture in advertis- ing—they are after facts—good, hard, straight facts. Facts that tell them what you have, how good it is and at what price. Of course these things should be written in fairly grammatical Eng- lish. Educated people among the readers wil turn from it if there are glaring errors, but this is a difficulty easily overcome. It is always best to have some one beside yourself look over the copy you have prepar- ed, and that person should be compe- tent to see that it is grammatical, or, at least, without actual breaks or illiterate expressions. If there is no one else at hand, the printer should be told you want such corrections made, and then he must submit you a proof so that you can see that he has not sacrificed sense to style. Be- tween you the result should be satis- factory. You know your’ goods. You should be able to talk about them and their advantageous qualities bet- ter than any one else. Talk about them in print—that is the whole story. Imagine you are speaking to a cus- tomer, trying to make a sale. Write down what you would say to him. It is best to advertise one line-at a time. You would not try to sell that customer several things at the same time. His mind would divide its at- tention among the various items, and he would not take in all you were tell- ing him about any one of them. Your talk would be split up, too, so that there would be a weakening of the effect. It is the old story of one thing at a time. Bear in mind that advertising in your town newspaper is the sure way of getting before the people, and that you can not afford to stay out of it, no matter how well you are known. People forget. If they do not fail to recollect you are in business, they will at least pay you less attention than if you were always on the job telling them something about your store. But the newspaper is only the be- ginning, not the end of the cam- paign. There are other things to be used in connection with that kind of publicity for the purpose of keeping at it. Circulars, letters, calendars, re- minders of all kinds going direct to the people. Those who do read the paper will give you credit for abun- dant enterprise because you are so energetically keeping after them. An exchange prints a story of a man who made a store pay in a rural community. The storekeeper says: “I consider advertising necessary, and I like to write advertisements. Some of my _ advertisements sell goods, some do not seem to, but I keep at it. “Windows are the best and most economical form of advertising for any merchant. I change the display of goods in my windows every week, and sometimes oftener. I use plenty of signs—printed or written. People will stop to read a written sign when something more elaborate will not arrest their attention. “In my newspaper advertisement I try to be simple and direct—it is no place for oratory or dictionary effect. An article for sale has about three points of interest—how good it is, the price, and the place to get it; that is all. Have something to say—say it— then stop. Do not repeat ideas. “T write new advertisements every week in the year—no two alike. I usually have a quantity of cardboard cut about postal size for reproducing the best of my local advertisements, 500 at a printing, for counter distri- bution and mailing. “Nearly every package that goes from the store carries a piece of ad- vertising, carries it free, and carries it right" into the home. “I sell magazines, mainly that I may place in each a card, booklet, or something that will go to the buyer. In this way I have a large space in all the magazines and it does not cost me acent. This is also continuous— I keep at it. “T aim to tell the truth in all my advertising. It may take more re- ligion to hold a man level when writ- ing copy than it does to make him shout at camp meeting; but never mind—tell the truth. “I give away school-book covers with my advertisements of children’s clothing on the outside. Blotters are constantly used in the schools, so I give them to teachers and pupils, al- so bearing my advertisements. “Coin envelopes are used for small parcels; each one has copy, calling, calling; calling attention to some- thing I wish the other fellow to have. If advertising matter accumulates, I do up three or four pieces in a rubber band and distribute them from house to house, or place them in farmers’ wagons, or put them in envelopes and send them to my mailing list. “I hold my trade by keeping good articles, and repeatedly telling about them. If you will read some of my claims for these goods you will see no extravagant statements. If your goods are a little better than you say they are, if you do a little more than you promise, you will not be asked for retractions, or charged with mak- ing unfounded statements. “Customers must have confidence in a store if they are to be held. Con- fidence is based upon character, and $8 that is of slow growth and easily de- stroyed.” Sound sense in that man’s story and lots of enterprise in his energetic way of doing things. He has dis- covered the secret of keeping ever- lastingly at it. Observe particularly what he has to say about putting advertising matter in packages of goods he wraps up for customers. This is a_ practice more than one merchant has found to be full of excellent results. The package is opened, the enclosure drops out, is picked up and read, for no one allows anything of that kind to slip away unnoticed. —_——2.2—-o—""——" Gibson Doing Good Work in In- diana. Indianapolis, Feb. 27—You will be glad to know that our illustrated lec- ture tour jn Indiana and Illinois is progressing nicely. So far I have held thirteen meetings, with an aver- age attendance of 157 persons at each meeting, and have given away about 3,000 copies of our Western Michigan Booklet. The interest at all of our meetings has been even better than I expected. Sometimes more than half the audi- ence remained after the lecture to ask questions and have their names: put on our mailing list so that additional reading matter can be sent them. The pity of it is that Michigan, with her splendid possibilities, second to none, has been asleep so long. Even now the bulk of our citizens do not realize, as our friends in the West and Canada do, the value of intelli- gent persistent publicity. The Great Northern Railway and the Bitter Root Valley people have exhibit cars going through Indiana, Illinois and Iowa at present, splen- didly equipped. Their lecturers have both slides and moving pictures and there seems to be no limit to the amount of money they are authorized to spend for all kinds of publicity. Notwithstanding all this we have been able to attract the largest audi- ences so far. If our people would only wake up and furnish the Bureau with sufficient funds to inaugurate an advertising campaign in three or four different states, thousands of settlers could be added to our population within the next few years. Think of what this would mean to Western Michigan and Grand Rapids. Jno. T. Gibson, Secretary Western Michigan Devel- opment Bureau. oo Sandy’s Politeness. Mr. MacTavish attended a christen- ing where the hospitality of the host knew no bounds except the several ca- pacities of the guests. In the midst of the celebration Mr. MacTavish rose up and made the rounds of the com- pany, bidding each a profound fare- well. “But, Sandy, mon,” objected the host, “ye’re not goin’ yet, with the evenin’ just started?” “Nay,” said the prudent MacTavish; “T’m no’ goin’ yet. But I’m tellin’ ye good-night while I know ye.” —_——-.2—— What a man has doesn’t count so much as what he does with it. a ee ate ot RR eee gt epee tes aie ks 4 3 | | a soasebaseais TE is cd A seta Gains Mine es SAL a alacant Sc Be ee ERG Ot RRR OSs dE Som Ei ar as MICHIGAN at ae a ee 6606 Cg reel ct (ff EC i UN tee PFN \ RGA | \] Si rts BA ii (0 —A be y @b ig 4 ut RY ; : = ey \ \A PLA fl Perry uy 9 < < 7 = q q 0) 3 oq ve, uw (( ieee fl Gases MItexg 0 . RsvVVVVN , VELE 3 =e > 3% Pai FOS i eS De PEA Ss Michigan Knights of the Grip. President—C. P. Caswell, Detroit. Secretary—Wm. J. Devereaux, Huron, Treasurer—John Hoffman, Kalamazoo. Directors—F. L. Day, Jackson; C. H. Phillips, Lapeer; I. T. Hurd, Davison; H. P. Goppelt, Saginaw; J. Q. Adams, Battle Creek; John D. Martin, Grand Rapids, Grand Council of Michigan, U. C. T. Grand Counselor—George B. Craw, Pe- toskey. Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C, A. Wheeler, Detroit. Grand Secretary—Fred C. _ Richter, Traverse City. ‘ —— Treasurer—Joe C. Witliff, De- roit. Grand Conductor—E. A. Welch, Kala- mazoo. Grand Page—Mark S. Brown, Saginaw. Port Grand entinel—Walter S. Lawton, Grand Rapids. Grand Chaplain—Thos, M. Travis, Pe- toskey. Executive Committee—James F. Ham- mell, Lansing; John D. Martin, Grand Rapids; Angus G. McEachron, Detroit; James E. Burtless, Marquette. Request From the State Board of Health. Coldwater, Feb. 27—The chairman of the Grand Legislative Committee is in receipt of a letter from Dr. R. L. Dixon, Secretary of the State Board of Health, urging that the members of our organization pay special atten- tion to the matter of lavatory condi- tions of hotels and railroads and re- port to him direct. Dr. Dixon has proven himself the right man in the right place and if the traveling public are not given a square deal it will. not be in default of an honest effort on the part of Dr. Dixon, Dr. Dixon, in his January Bulletin, solicits the co-operation personally of the Grand officers and others prom- inent in organization work, and it is urged by the Legislative Committee that such members as receive this Bulletin through Dr. Dixon give the matter due consideration and attention and render the Board every possible assistance. Dr. Dixon in his letter also calls special attention to the Quarterly Bulletin, which will be issued soon, copies of which will be sent to a great many of our members in an effort to invite co-operation and get down to a basis for justifiable legislation. This is the greatest opportunity we have ever had to accomplish the one great purpose of our organization and it is up to the members to render every assistance possible to bring about the legislation, in which case we will have the support of the various State de- partments, including Governor Os- born himself. In connection with the above sug- gestion of Dr. Dixon the Committee again suggests that every member of our organization appoint himself a special sanitary officer and supply himself with a book in which to make note of any unsanitary conditions found to exise in hotels, outhouses or railroads and report to the Secre- tary of the State Board of Health or to the Legislative Committee. The Committee is in possession of evidence of at least two hotels being put out of business since the crusade started as the direct result of reports submitted, as requested by the Com- mittee. Every member of the order of the Michigan Jurisdiction will receive in a few days a letter issued by the Legislative Committee and sent out through the kindness of Supreme Sec- retary Daniels in the next assessment call. This is a letter of importance ‘to every member and should receive the attention of every member. receiv- ing same. Do not take it for grant- ed, but read and reflect and get next to what the Committee is doing for you and what there is for you to do to assist the Committee. John A. Hach, Jr., Chairman, L. P. Tompkins, F. J. Montier, Grand Legislative Committee. ———+--- What Some Michigan Cities Are Do- ing. Written for the Tradesman. A Chautauqua Assembly will be held in Ionia June 28 to July 4. Lansing has a new convention hall to accommodate 600 to 800 persons, in the new Chamber of Commerce room. The first convention to be held at the new headquarters will be that of the Michigan Threshermen’s Association Feb. 28 to March 1. “Watch us grow,” exclaims the ed- itor of the Sparta Sentinel-Leader in referring to the lively town to the north of us. -The Sparta creamery manufactured 172,626 pounds of but- ter during 1911, or 37,000 pounds more than during the previous year. Secretary Johnson, of the Battie Creek Industrial Association, is ar- ranging for a four day apple show, to be held in that city this fall. Fruit growers of that section will meet Thursday of this week to form an as- sociation and make plans for the apple show. “We may be happy yet, you bet,” exclaims the editor of the Bay City Tribune, and then he speaks of many projects that will bring a lot of busi- ness to Bay City this year, including the following: Doubling the capacity of the Industrial Works plant, im- provements by the Grand Trunk, building of the National Motor Truck plant, new industries secured by the South End Business Mens’ Associa- tion, extension of the Detroit, Bay City & Western into Sanilac county, development by Handy Bros. of a coal mine south of the city, comple- TRADESMAN tion of the new interurban road front Saginaw to Bay City and the bringing of electric power from Au Sable River to be utilized for industrial purposes. The Flint Board of Commerce has issued an interesting folder advertis- ing the advantages of that city. “Come and grow with Flint,” is the invitation that is extended. Two million dollars was invested in new industrial enter- prises there during the last six months of 1911: The city has 120 factories and shops employing 10,000 opera- tives. The value of the annual prod- uct of its factories is $30,000,000. The campaign for new members that is being conducted by the Pt. Huron Business Men’s Association is starting off well and it is expected the organization will reach the 500 mark by March 1. The A. B. Stove Co. of Battle Creek, will establish a branch factory in Montreal to take care of its Cana- dian business. The Development Company of Ben- ton Harbor has secured a new manu- facturing industry for that city, the Lutes-Sinclair Co., with half a million dollars capital, which will turn out laundry and other machinery. The company is an amalgamation of two laundry machinery concerns, the Sin- clair Co., of Morris, Ill. ,and the W. K. Lutes Co., of Chicago. At least 100 men will be employed. Jackson now has a Central Charity organization in charge of a secretary, with headquarters for the present in the court house, and help to the needy will now be given with greater inteili- gence and system. Fenton will vote at the coming spring election on the question of is- suing bonds for a_ public lighting plant. : Jackson’s night schools, which were instituted this winter, are proving very successful, Coal dealers with less than a day and a half’s domestic consumption on hand, several factories entirely out and widespread suffering bound to come soon unless coal was received soon—this was the situation at Bat- tle Creek last Saturday morning, but during the day twenty-six cars arriv- ed and unless there should be another blizzard soon it is probable that the worst of the fuel famine is over. The Michigan Railroad Commission, when appealed to for aid, asked in return definite information, such as_ the number of car, date of shipment ani routing, promising to see that the car- riers find the car and deliver same promptly. The Hotel Downey, at Lansing, will be rebuilt and, barring accidents, will be ready for occupancy June 1. The Estey furniture factory will be rebuilt at Owosso, citizens giving the company a bonus of $12,000 and a loan of $13,000 additional. The city directory just issued at Jackson indicates a population of 35,- 000—a growth of 3,000 in the past two years. Lansing officials have been inspect- ing the new city market in Toledo and City Engineer Sparks will pre- pare plans for a market at Lansing, the work of construction to start in the spring. February 28, 1912 The Playground Association of Jackson will be incorporated and the work fully launched, in order that the appropriation of $1,000 set aside by the Council for playground uses dur- ing the past fiscal year may be ‘saved for the good work. Plans for the new city hall. at Bat- tle Creek will be drawn by a home architect. The Battle Creek Council has vot- ed to purchase a new jail site at Di- vision and Locust streets. The Muskegon Council has set aside $1,000 a year from the income of the Julia E. Hackley memorial fund for use of the Bureau of Social Service. F. A. Nims, who has been at the head of the Bureau since its organization, or nearly twenty years, now retires on account of ill health and has been made President emeritus. The big plant of the Lake Superior Iron and Chemical Co., at Newberry, has been remodeled and improved at an expense of nearly half a million dollars and is in operation in all de- partments. Grand Haven has’ voted almost unanimously to issue bonds for $60,- 000 for improvement and extension of the city water system. The annual report of the Central Lake Canning Co. shows the value of such an institution to a town. The company made use of four and a quar- ter million pounds of produce and put in circulation in Central Lake and vicinity nearly $45,000 during the past year. Council is now considering the ad- visability of establishing a nine hour work day for city employes. The Reed City Council is consider- ing an application for a franchise to furnish electric light and power for a period of thirty years. The Evart Light and Power Co. proposes to dam the Muskegon River, two miles south of Hersey, having its plant in opera- tion within a year. Steps are being taken to form the Van Buren Fair Association, with an- nual shows held at Hartford, and Hartford business men have subscrib- ed for $3,000 of the stock. Almond Griffen. pene Poor Terminal Facilities. The local church had been with- out a pastor for some time, and a committee had been sent to hear a near-by minister preach with the in- tention of calling him to that pas- torate, provided: the report of the Committee should be favorable. Two of the Committee had reported their impressions, and the third, an old railroader, was called upon. “Well, brethren and sisters, I ain’t much to say. The sermon pleased me might- ily, and there ain’t many ‘Bible-beat- ers’ as has got anything on him. Just one thing I disapproved of, and that was, that though his thoughts was fine, brethren, his terminal facilities was awful poor.” ——_>-.—__—_ Generous. “Don, did you give Bessie the best part of that apple, as you were told?” “Yes, I gave her the seeds. She can plant them and have the whole or- chard.” A special committee of the Holland est 1?” an or- tu ‘2 February 28, 1912 News and Gossip of the Traveling Boys. Grand Rapids, Feb. 27—Where did you get stalled in the snow? Charles Perkins, the popular sales- man representing D. M. Amberg & Bro., of this city, has purchased a beautiful new touring car. Amberg always was noted for his liberality in dispensing expense money. What a friendly lot of hardware salesmen in Grand Rapids during the hardware convention last week? Mayors may come and mayors may gO, But Mayor Ellis — indefinitely. What Ellis could the mayor do? Chas. Stellman, of the Woodhouse Co., spent a week in Caledonia last Tuesday. Mostly ina M. C. coach. We have been hearing wonderful reports of John Vanderweyden, P. Steketee & Co.’s representative. He was seen in church twice last Sunday. Needless to say we weren't the ob- serving one. Frank Starkey has started out with his line of hats, caps and gloves for next fall, Frank is one of Parrotte, Beals & Co.’s (Chicago) star salesmen. To Otto Utley, manager of the Phelps House, at Greenville, is due much credit for the improved condi- tions about the place. If we are not mistaken the boys are showing their appreciation of his efforts. Late reports say that Mrs. Ned. Clark, who has been seriously ill at the U. B. A. hospital, is entirely out of danger and slowly recovering. Otto Weber is making great pre- parations to attend the banquet Sat- urday night. He sent his trousers out to be pressed. Don’t forget the U. C. T. meeting next Saturday will be called at noon. _ Election of officers and much impor- tant business will be transacted. One of the pleasantest things that we know about Grand Rapids is that Fred Richter lives in Traverse City. P. C. Payette, manager of the Woodhouse Co., is getting well boiled out. He has eleven boils out on his neck at this writing. Last week we said the mere fact that Lester Ivory married our sister wasn’t reputation enough to get special mention in the Tradesman. We have paid them a visit since and we now think Mr. Ivory is a hero. Last week, owing to the Shrine meeting and the hardware convention held in our city, many were turned away from our hotels because of their being taxed to the limit. The news- papers should build several new hotels in Grand Rapids again this week. Some fellers are born heroes. Oth- ers get married at an early age. Statistics show that the average sal- ary received by traveling men is larger than is received by those following any other profession. But we noticed that the largest number of candidates that were initiated into the Shrine last week were country merchants and farmers. Pretty soft for our friend, Nick Whelan. He can now get his want advertisements free. He recently pur- chased a newspaper in Holland. Met G. Critchett, of Crowley Bros., Detroit, with an awful grouch last * MICHIGAN week. Left Detroit at 1:30 p. m. and arrived in Grand Rapids at 3:30 a. m. next day. Grad Wallace says that his friend, Norm Eggeman, is the original thin guy. Norman Eggeman says _ that his friend, Grad Wallace is the origin- al fall guy. John Millar is slowly recovering from his recent illness, but will be unable to be out for several weeks. Pretty tough for a good old war horse like John. John Thompson, manager of the McKinnon, at Cadillac, furnishes both roller and individual towels for the accomodation of his guests. His re- cent experience with roller towels was enough to make anyone discard them, The Pere Marquette train was held up at Mears for several hours after the blizzard of last week. They were highly entertained by that natural born comedian, O. G. Prettyman, rep- resentative for the Michigan Carbon Works. Some feller, that P. M. conductor on the Pentwater branch. He passed a large sack of crackers around to the hungry passengers who were snow- bound on his train last week. Chas. Ovid, of Muskegon, represent- ing the Armour Packing Co., had a neat one slipped over on him last week. A jolly looking fat man ap- proached him while on the train and said, “Hello, Charlie.’ Ovid looked him over a minute or so and finally said, “I guess I don’t know you.” “H’m, that’s strange, I was warden down there for a long time,” he re- plied. Charlie’s face flushed as the gang gave him the laugh. Mose Weiss, the happy and athletic manager of the Peninsular Shoe Store, is going after new laurels. He ex- pects to become champion roller skat- er in a short time. Snow use trying the Michigan Cen- tral for a pleasure ride in the winter time. We wish to advise Frank Ratigan (Edson, Moore & Co.) that we will return for the bottle. A large class of candidates will be initiated into the U. C. T. Council 131 Saturday. But then that is getting to be an old story with 1381. It pays to advertise. Our fat friend, Malcolm Winnie, came across with one beautiful box of Milady choco- lates. If we could only blackmail the butcher and the grocer in the same way! Many thanks to Winnie. N. Eggeman spent Sunday and sev- eral dollars in Grand Rapids. And we, too, welcome “Bill” Bowen to Grand Rapids. As stated in the Traverse news, Bill will open an office here for the Hanser Soap Co., of Milwaukee. Richter’s report stated that Bowen was fortunate in securing this position. Poorly worded. The Hanser Soap Co. was very fortunate in securing the services of Bill. U. C. T. banquet begins promptly at “7:30 o’clock Saturday night at the Pantlind. Don't forget to notify Cliff Herrick if you are going to attend. What on earth has become of the Owosso correspondent, Fred Hanifin? He showed all the earmarks of a dandy correspondent in his first con- TRADESMAN tribution to the Tradesman a few weeks ago. Sorry, Mr. Hub Baker, but we can- not put your name in the eligible bachelor’s list as requested. We are aware that you are a married man. Pleasant thoughts pass through our minds, As winter’s end draws nigh. When summer days appear, There'll be no coal to buy. A few more poems like the above and some one will be grabbing us off for their affinity. The Lakeview merchants engaged in a basket ball game last week. The uniforms used would have made a hit in a Mardi Gras parade of horribles. J. A. Keane has announced himself as a candidate for Page at the coming election of the U. C. T. Saturday. We think that there are a great many who might make worse officers. Through a mistake in last week’s issue we stated assessment 110 would be called March 14. This should have read Feb. 24. Get busy. Geo. Chappel, who was badly in- jured in a G. R. & I. wreck near Kalamazoo, is doing nicely at the Bronson Hospital in that city. After the wreck he was totally blind and we are happy to state that his eyesight has returned to him. It will be at least three weeks before he will be in a condition to be brought home. To the Kalamazoo members of the U. C. T. the local Council extend their thanks for the many kindnesses shown Mr. Chappel. C. M. Lee, who has represented the Washburn-Crosby people for some time, working out of Manistee, has signed up with the National Biscuit Co. here, and will work out of Che- boygan, covering the territory former- ly traversed by Lee Barnhart. Mr. Barnhart is transferred to Mt. Pleasant to succeed F. J. Seibel, who has re- signed to go into business for himself at Mt. Pleasant. Judging by the way Walter Lawton, O. W. Stark, Cliff Herrick and some of the other boys were hanging around the tailor shops last Saturday, the ladies are not the only ones who are going to be “dressed up” at the banquet. The traveling men owe Gov. Osborn a vote of thanks for saving them the time and trouble of voting. He has already delivered the state over to Roosevelt. C. W. Mills, member of the local council U. C. T., who underwent an operation at Butterworth Hospital, is doing nicely and expects to return home again in a short time. W. L. Whittacre, member of the Supreme Executive Committee, will accompany Supreme Secretary C. C. Daniels to this city to attend the annual meeting and banquet. Chas. Whitwam, the old time paint salesman, now in the drug business in Grand Rapids, has gone to St. Joe to have the meanness boiled out of him. Malc. Winnie says its useless for Charlie to go to St. Joe, as it would take at least 100 years to boil all the meanness out of him. And we might add that Charles never sold any red paint. He always kept that for his own use. 41 Geo. Monroe is laid up at his home on Parkwood avenue. He was on the verge of having an attack of pneu- monia. He is still in a weakened con- dition and it will be many days before he will be in condition to take up his duties on the road. And once again we arise to remark: The roller towel still rolls ’round. Ridge Waite entertained a party of the boys at his home Saturday eve- ning. Nuf sed. Carload Sam Evans has gone into the northern wilds on a three weeks’ trip. A short time ago Secretary Harry Hydorn sent out an amendment to the constitution in the form of a small booklet. The boys evidently took this for an assessment notice, as_ they failed to read it. He wishes them to read the booklet very carefully, as there are several very important items that will be voted on at the next meet- ing Saturday Mar. 2d. Don’t forget to take a lunch with you on your next trip. A great many of Ed. Ryder’s friends are booming him for Page at the an- nual U. C. T. election Saturday. The more the merrier. Wallace Wendell, of the Drueke ‘Lynch Co., who has been laid up at his home for the past two weeks, is again able to resume his duties on the road. And while we are on the subject, the last two weeks were ideal’ times to be sick at home. J. M. Goldstein. —_——» 2-2 Got His Money Back. Birmingham, Ala., Feb. 26—Alfred Jemsey, a travelingsalesman of this city, unintentionally held up a pick- pocket at a crowded railroad station here to-day. While preparing to catch a train he felt a strange hand in his pocket. Clutching the hand he yell- ed to the police. In struggling to es- cape the pickpocket wriggled out of his coat and disappeared. Jemsey ex- amined the pockets of the thief’s coat and found not only the $50 which had been stolen from him but also an- other roll of greenbacks amounting to more than $100. —_———_-_o>-4+-o—___—_ The sympathy of the fraternity will go out to John H. Hoffman and fam- ily over the death of the beloved wife and mother, which occurred at Kala- mazoo ,on Monday evening. The Tradesman hopes to be able to pre- sent the salient features of the life of this noble woman in next week’s issue. —___~+ +. 2 A Kalamazoo correspondent writes: R. A. Bitner, a traveling man whose home is in Center Hall, Fla., died re- cently at Borgess Hospital, following a week’s illness. The father of the deceased took the body to Center Halk for burial. ee So long as we love, we serve. So long as we are loved by others | would almost say we are indispensa- ble; and no man is useless while he has a friend.—Stevenson. Some people, even if they had as many eyes as there are windows in a house, would see just about as much as the house does, a a eT Se hw para Are a nn Pn aE Acie ty oi ge att MOR APN sagt ty 2 a ON aa ‘ prone hae PREC ERRa RRCRI ERAT SS ESET — Biter sect GARI i ecu SUR ph LEA aa RS MICHIGAN Michigan Board of Pharmacy. President—Ed. J. Rodgers, Port Huron. Secretary—John J, Campbell. Pigeon. Treasurer—W. E, Collins, Owosso. Other Members—Edwin T. Boden, Bay City; G. E. Faulkner, Delton. Michigan Retail Druggists’ Association. President—D. D. Alton, Fremont. First Vice-President—J. 2. Gilleo, Pompeii. Second Vice-President—G. C, Layerer, Bay City. Secretary—R. W. Cochrane, Kalamazoo, Treasurer—W. C. Wheelock, Kalamazoo. Executive Committee—W. C. Kirsch- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon; Geo. Davis, Hamilton; D,. G. Look, Lowell; Cc. A. Bugbee, Traverse City. Next Meeting—Muskegon. Michigan State Pharmaceutical Assocla- tion, President—E. W. Austin, Midland. First Vice-President—E. P. Varnum, Jonesville. Second Vice-President—C. P. Baker. Battle Creek. Third Vice-President—L. P. 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, Union- ville. Lipp, Grand Rapids Drug Club. President—Wm. C, Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. Tibbs. Executive Committee—Wm. Quigley, Chairman: Henry Riechel, Theron Forbes. To Fountain Buyers and Dispensers. In the first place do not invest more tthan your neighborhood jus- tifies. If you think you can do fif- teen dollars a day business do net invest more than $1,500 in an appa- ratus. Before opening he sure y>ur fountain has been perfectly cleaned, and that all little details, such as spoons, spoonholders, salt and nut- meg shakers are supplied. See that all syrups have been properly made, and that all syrup jars have been prop- erly filled. Have all of the more pop- ular mineral waters at hand, also lem- ons, eggs, sugar, etc., so that the first customer will not have to be told, “We haven't it.” Be sure to let the public know that you are going to open on a certain day, and that you are going to operate your fountain strictly up to date. In opening it would not be bad to give away souvenirs, or a better plan I think would be to carefully distribute free soda tickets over all of your ter- ritory. I say tickets, instead of throw- ing the doors open and advertising free soda, for I have learned by ex- perience that there are a great many “two-legged hogs.” Be sure to stock the very best syrups. When once started be persistent in looking after it, remembering the old adage, “What is everybody’s business is nobody’s.” If you have not the time to devote to it yourself, make it the duty of some one man in your store to do so, and give him to understand that you will hold him responsible for the cleanliness of the fountain, for the shortage of stock, in fact, every de- tail. Be sure to impress your dispenser that it is absolutely necessary that some one be in attendance at the counter at all times, and that every customer is promptly, politely and properly waited upon, seeing that his or her drink is sweet, sour, cold, solid or foaming, as the customer most de- sires, Give him to understand that when serving cream he should serve a glass of ice water, and if using tables for service, a paper napkin would be in keeping. Impress upon him the ne- cessity of removing glasses from the counter and table as soon as each customer has finished. Make it doubly impressive that his own tidiness and cleanliness will aid much in the in- crease of business. Have a stated time for opening and closing, so that a customer will not walk six blocks and be disappointed. See that plenty of ice is used, but not to extravagance. See that all syrups are made by given formula, and that each syrup jar is washed before it is refilled. Have a sign or menu card with the prices of all drinks plainly printed so that there will be no misunderstand- ing. See that your place as a whole is kept clean, cool and inviting.. Watch your chairs and see that they are not continually filled with loafers. Get rid of them by having the dis- penser ask them, “What will you have to drink?” This, if kept up, will force them to buy a drink or vacate. If it does not, tell them plainly but politely that the tables and seats are for customers. Do not have too many kinds of drinks, but keep up to date by now and then adding a new one. Give es- pecial attention to ten-cent drinks, as this is where your largest profit is. The general public is continually looking for something new, and it would be well to make most of these new drinks ten cents, as the fellow who is looking will stand the price. If carbonating your own water, watch each drum of gas before it is attached. If you have an automatic carbonator do not set the pressure below 140. See that all plumbing leading from carbonator to fountain is of the best material, or else you will have bad water. Your dispensing counter should be supplied with essence of pepsin, bro- mo seltzer, soda, aromatic spirits of ammonia, and such like, with direc- tions for dispensing. In different localities different ways to advertise must be resorted to, cash TRADESMAN register checks, fans, a guess with each drink, music in the evening, etc., but the greatest winner of all is to keep a cool, clean place, dispense the best goods and do it in a prompt, polite way, making customers feel that their presence is appreciated. Doubly impress this upon them by seeing to it that the fountain is carefully clean- ed every day, and that the dispenser’s own personal appearance indicates the cleanliness and quality of goods served, and last, do not be stingy. D. H. Neil. —_>2 Sandwiches As a Side Line. Druggists who realize how profitable it is to keep the fountain busy dur- ing the cold months by serving hot drinks are awakening to the fact that there are a number of side lines that they can profit from also. The sand- wich is one. Sandwiches will not hurt the general appearance of the fountain, nor will they turn it into a restaurant. Many druggists are adding this feature and receive a nice revenue for their trouble, frequent- ly salesgirls and clerks in neighbor- hood stores and offices eat only a light lunch at noon. Shoppers and tran- sients are readily persuaded to enjoy a repast if nicely served. The one dequisite to the success of the sand- wich business at the fountain is clean- liness and neatness. The service must always be attractive. Nothing must look common nor cheap. wiches should be nicely made, wrap- ped in waxed paper and prepared out of sight of the customer. The great- est cleanliness must be observed and with everything out of the way, the restaurant will not be suggested to the customer. A cup of hot choco- late, coffee, tea or bouillon served with dainty sandwiches is just the thing to catch the light luncher, the weary shopper or the chilled passer- by. They are looking for something that will quench thirst, please the pal- ate, stimulate, nourish and warm them. Hot soda and sandwiches make the combination wanted. The druggist has in the sandwich a new feature to draw trade, not only to the fountain but to the store in general. It is a good advertisement and affords about 100 per cent. profit. 2-2 Not the Right Voice. A seedy looking individual, evident- ly belonging to that class which an old darkey described as “lookin’ fo’ wuk, but prayin’ dey won't git it,” presented himself at a piano store on Broadway and asked for work. “What can you do?” asked the man- ager, “I can play the piano and sing," said the applicant; “in fact, I have been told that my voice would be ex- cellent for moving pictures.” “Well, my friend,” said the mana- ger, “we can’t use you; what we need is a voice that’s good for moving pianos!” —_+~72___ The Drug Market. Menthol—Is slightly lower. Oil Bergamot—Has advanced. Oil Sweet Orange—Is higher. Quicksilver—Is higher. Althea Root, cut—Has advanced. The sand-_ February 28, 1912 Special Features of the Grocery and Produce Trade. Special Correspondence. New York, Feb. 26—The week showed more activity in spot coffee than the previous one, but there is room for improvement and as the speculative market is in better shape, spot dealers look to the future with confidence. The article here is about 34c below the parity of Brazil, and at the close Rio No. 7 is worth, in an invoice way, 15c. In store and afloat there are 2,499,519 bags, against 2,499,755 bags at the same time last year. Some satisfactory transactions have occurred in the market for milds and quotations are well sus- tained, with good Cucuta 16%4c. In the tea trade both buyers and sellers simply seem to be waiting for something to turn up and this “some- thing” is the getting to work of the new Tea Board with its standards, although little, if any, change is ex- pected. Sales during the week were of small quantities—just enough to keep assortments unbroken. The trade generally seems to be pretty well stocked with sugar and withdrawals during the week were comparatively light. Granulated is worth 5.85, or $1.14 per 100 pounds more than a year ago. Rice has moved up peg by peg and the advance has been so pronounced that demand seems to have fallen off somewhat, although dealers as a rule are pretty well satisfied with matters. The immense importation of potatoes shows what a lack of the tubers there is and this is helping rice “every day of its life.’ The burning of some 60,000 bags of rice in Houston helps the upward movement also. Prime to choice domestic, 53 @534c. Spices are steady with little, if any, change to report. Crop of Zanzibar cloves is reported reduced 20,000 bales—a factor of decided importance. Quotations on these, 101%4@10%c. Molasses is firm with quotations unchanged. The supply is rather bet- ter, but there seems no over-abun- dance. Little is doing in syrups. Some interest has been shown in future Maine corn and in Maryland tomatoes, but transactions do not seem to be important. Spot goods have been firmly held, with tomatoes quoted nominally at $1.30. Other arti- cles move in just an every-day man- ner and prices show no variation. Butter shows some advance and at the close creamery special is worth 29@29!4c; extras, 281%4c; held stock, 27@28c; factory, 24@25c; imitation creamery, 26€c. Cheese is well sustained at 1734c for whole milk. _ : Eggs seem to be feeling the effect of warmer weather and lower grades have slightly declined. Best Western, however, are firm and quoted at 39@ 41ic. From this the decline is rather rapid to 35c. —~+2>—___ Awful Warning. Young Man—May I have your daughter, sir? Old Gentleman—Yes, if you can support her. Remember that my auto goes with her. f February 28, 1912 ear ne Tee te ts Soo MICHIGAN S TRADESMAN “a W LESALE DRUG PRICE CURRENT Lupulin ......... @175 Saccharum La’s 40@ 50 Pc peamae ae oe i ee - pais ae ee 4 5004 5 ” bl. gal. Qe ee er Ge ce mer a aeeeween ise scr se's anguis Drac’s .. 40 50 Lard, extra ..... Anes Acidum 6@ Copaiba, ..2.. 0.3. 175@1 85 Sceillae .......... @ 50 Magnesia, Sulph. 3@ 5 Sapo. G ......... g 15 Lard, Ne. 1 ..... oO. 90 Benzoicum, Ger. 70@ 75 Cubebae ........ 400@4 10 Scillae Co Magnesia, Sulph. ee ‘a % Sapo, Meese. 10@ 12 Linseed pure raw Borseia . ce 42 Erigeron ........ 2 35@2 50 Tolut ttt eee @ 50 ee Br $5 Sapo, W ........ 15@ 18 OF 2. ca ces es 09@1 15 Carbolicum ..... 5 30 EVv DOMIEAR Coots ce os @ 50 entnol ....... 7 97 75 Seidlitz Mixture 27@ 30 Linseed, boiled 93 i 10@1 16 Gineear 45 50 echthitos ..... 1 00@1 10 Prunus virg. @ 50 Morphia, SP&W Sinapis .......... @ 18 Neat’s-foot, w str 65@ 70 er a e Seireris. ...... 4 80@5 00 Zingiber Morphia, SNYQ Sinapis, opt. .... @ 30 Turpentine, bbl. Q19% Nitrocum : 8@ 10 Geranium a ag @ 50 Morphia, Mal.. Snuff, “Maccaboy, Turpentine, less . 85 Cian ol we tee a ri Moschus Canton.. _@ 40 | De Voes....... @ 54 Whale winter ....70@ 16 ai SU a $i Gossippil Sem gal 70@ 75 jogs nctures Myristica, No. 1 25@ 40 Snuff, S’h DeVo’s @ 54 * Paints ean rhe eo foes Met OO 60 Nux Vomiva po 15 @ 10 Soda, Boras . 54%@ 10 1. L. Suiphuricum .....1%@ 5 Junipera ........ 40@1 20 “Aloe & Myrrh.. 60 Os Sepia ..... .-. 25@ 30 Soda, Boras, po ..5%@ 10 Green, Paris ...... 21@ 26 Tannicum ..... 100@110 Lavendula ...... 90@4 00 Anconitum Nap’'sF oe fae @1 00 a —e 2 Green, Peninsular 30 16 Tartaricum ..... eS eee oe Nap’sR 60 Picis Lig NN Soda, Bi-Carb .. "et ioe wee Tho & v8 0 Amica (3/2... 50. f dos: 22.0. 200 Soda, Ash 18 c Mer Bor t Ammonia Mentha Verid 1115 00@5 25 4. ee pee a ae S4@ { Ochre, yel Ber 1% 2@ a : Sal. nous, Magen” agg Horrhien en <4 Sogi gh Sentoita 0 Bice acpi, 00 oe Calere fo ob Bul comm ta ae Anis 6 oe jones ob nna 60 Pil Hydrarg po 80 @ Spts. Ether Co... 50@ 55 Putty, str’t pr 2% 2%@ 3 Chloridum .. We ee ea te te -- 50 Piper Alba po 35 @ 30 Spts. Myrcia .... @2650 Red Venetian 1% 2@ 3 sence ahaa os se @ 12 Barone. 50 Piper Nigra po 22 @ 138 Spts. Vini Rect bbl @ Shaker Prep’d 1 25@1 35 Aniline Rici quida gal. @_ 40 B nae Pix Burgum .... 10g 12 Spts. Vii Rect %bbl @ Vermillion, Eng. 75 80 2 00 a 2 eae a ao. ao 60 Plumbi Acet ..... 12@ 15 Spts, VVi R’t 10 gl @ Verailllien Prine . oe ee: @ a oe Oe, 50 Pulvis Ip’cut Opil 1 30@1 50 Spts, Vii Rect 5 gl @ American 13@ 15 oo eg ee es oe eo ge ee ee ae es: @4 75 Cardamon |...::. 75 Pyrenth oo eee flee OO Sassafras ....... 90@1 00 Cardamon Co. .. 75 ose ee. 730 10 onde = me 10 bape —— Baccae __ Sinapis, ess. oz... 65 Cassia Acutifol .. 50 Quina, N. ¥..... 17@ 27 ‘erebenth Venice 40@ 50 Whiting, white S 2. Pheer cvcaccee eo - aie So owie aes re . pero Acutifol Co 50 Quina, S. Ger ie 7@ 27 Thebrromiae a 450 50 helena Varniahes . yme : : stor 00 Ouins. 8 POR Ve ite 87 Vanities Xanthoxylum .. 1 25@150 Thyme, opt. ........@160 Catechu "30 Hubia’ Tinctorus 18 14 ginel Bulph. 1... ON" io He 1 tarp conan t $001 30 hic ccs ine Theobromas ..... 15@ 20 Cinchona Co 60 noha sets 10 No. 1 Turp Coach 1 10@1 20 Tell llc. cs 1 60@1 70 Columbia 50 oo Cue es 0@ 75 Cub Pera si. is ses. 2 20@2 25 ubebae 50 Terabin, Canad. 70@ 80 pBi-carb Potassium ‘i x eae Sueipies s 6 = Tolutan ........ 60@ 75 Bichromate ...-- 13@ 15 Ferri Chloridum 35 Cortex Bromide ......... 30@ 35 Gentian ......... 50 Abies, Canadian qs Carp. ce. ves ee cc 12 15 Gentian Co. ..... 60 Cassiae .......:. 20 Chlorate ..... po. 12 14 Guigea ........... 50 Cinchona Flava 48 Cyanide ......... 30 40 Guiaca ammon ... 60 Buonymus atro... S06. fading ..........- 2 25@2 30 Hyoscyamus ...... 50 Myrica Cerifera.. 20 Potassa, Bitart pr 30 82 fodine «2... .~... 15 Prunus Virgini .. 15 Potass Nitras opt 7 10 Iodine, colorless 15 Quillaia, gr’d. .. 15 Potass Nitras ... 6 See aes ca ke 50 Sassafras, po 30 96 Prussiate ....... 23@ 26 Loe Nee cieee es 50 Ulmus = 20020 20 Sulphate po..... 15@ 18 MO os ese ce a 50 Nu Vomica ° 50 Extractum Radix. =. = = Opi ........-...- 1 50 Glycyrrhiza, Gla. 24@ 30 Aconitum ....... 20@ 25 Opil, camphorated 1 00 Glycyrrhiza, po. 28@ 30 Althae .......... 50@ 60 Cpil, deodorized 2 00 Haematox ...... 11@ 12 Anchusa ........ 10@ 12 Quassia ......... 50 Haematox, Is ... 183@ 14 Arum po........ @ 25 Rhatany....... A 50 Haematox, 4s .. 14@ 15 Calamus ........ 20@ 40 BRhel ......0..2.. 50 Haematox, %s .. 16@ 17 Gentiana po 15.. 12@ 15 Sanguinaria ..... 50 Ferru Glychrrhiza pv 15 16@ 18 Serpentaria ..... 50 Carbonate Precip. 15 . Hellebore, Alba . 12@ 15 Stromonium ....... 60 Citrate and Quina 200 MHydrastis, Canada @6 25 Tolutan ......-.. 60 Citrate Soluble .. 55 Hydrastis, Can, po 650 Valerian ........ 50 Ferrocyanidum S 40° Eula, po ..::.... 20 25 Veratrum Veride 50 Solut. Chloride .. 45 Ipecac, po ...... 200@2 25 Zingiber ......... 60 Sulphate, com’! . o Tris plex...::..... 35 40 Sulphate, com’l, by Talapa, pr. ..-.-- 70 75 Miscellaneous bbl., per ewt. 70 Maranta, 4s .... 35 Aether, Spts Nit 3f 30@ 35 Sulphate, pure .. 7 Podophyllum po 15@ 18 Aether, Spts Nit 4f 34@ 38 Flora Rhei ............ 75@1 00 Alumen, grd po 7 as 4 eon 0@ 2% Rhei, cut ....-.. 1 00@1 25 Annatto ......... 40@ 50 ‘Anthemis core Wee 50@ 60 Rhei, DV. - seen ees 75@1 00 Antimoni, po .. 4@ 5 MVatricaria 00.” 30@ 35 Sanguinari, po 18 15 Antimoni et po T. 40@ 50 eee Scillae, po 45 ... 20@ 25 Antifebrin ...... @ 20 Folia Senega .......... 95@ 90 Antipyrin ....... @ 2 Rarosma ....... 1 75@1 85 Serpentaria ..... 50 55 Argenti’ Nitras oz @ 62 Cassia Acutifol, Smilax, M. ...... 80 @ 50 Ichthyobolla, Am. 90@1 00 goods and they have had the best reasons to be- { Corronnil ries 1 =a 30 Auranti Cortex @ 50 Indigo ...... wee 15@1 00 Cedi cna 90 Ferri lod ........ @ 50 Iodine, Resubi 8 oo 25 lieve it. The grocer gives his customer satisfac- % Ghenopadii to 6 bogs 05 Ipecac ....... @ 60 lIodoform ........ 90@4 00 Cinnamoni ..... 150@1 60 Rhei Arom .. @ 50 Liquor Arsen et tion and makes a fair profit too in LOWNEY’S. Conium Mae .. 80@ 90 Smilax Offi’s .... 50@ 60 Hydrarg Iod. @ 25 Citronelia ...... 60@ 70 Senega ...------- @ 50 Liq. Potass Arsinit 10@ 13 So * —— er ea oe a te Ree nT aU Syst MICHIGAN 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. liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. Prices, however. are ADVANCED Wheat Spices Index to Markets Canned Goods eee ewe were sr sore sewer wee rererece Farinaceous Goods Fishing Tackle Flavoring Extracts Se Hides and Pelts Bee e etter ere ewer ree Sees ewe reece seseses Playing Cards ...... ce og! a Ss Salad Dressing Ss ae Blacking Dee eee eee wee eee eene ee Wrapping Paper ....... 12 i AMMONIA OZ. 12 oz. ovals 2 doz. box 75 AXLE GREASE Trazer’s 1t. wood boxes, 4 doz. 3 00 llb, tin boxes, 3 doz. 2 35 3%lb. tin boxes, 2 doz. 4 25 10%b. pails, per doz...6 00 15%. pails, per doz, ..7 20 25Tb. pails, per doz, ..12 00 BAKED BEANS No. i, per doz. ...45@ 90 No. 2, per doz. ....75@1 40 No, 3, per doz. ...85@1 75 BATH BRICK Mnglinh -o fe 95 BREAKFAST FOODS Apetizo, Biscuits ..... 00 3 Bear Food, Pettijohns 1 Cracked Wheat, 24-2 2 50 Cream of Wheat, 36-2 4 Hgeg-O-See Wheat 2 Egg-O-See Corn Miakes: 2... oS: 2 75 eos Toasties, T, Boe sec swiceteees toe 2 80 Posts Toasties, T. NO. 35 acess. 2 80 Farimose, 24-2 ...... 2 70 Grape Nuts .......... 2 70 Grape Sugar Flakes . Sugar Corn Flakes Hardy Wheat Food .. Postma’s Dutch Cook. Holland Rusk ........ Saxon Wheat Food .. : Krinkle Corn Flake . Malt Breakfast Food Maple Flakes ........ Maple Corn Flakes . Minn. Wheat Cereal Algrain Food ......... Ralston Wheat Food Saxon Wheat Food Shred Wheat Biscuit Triscuit, B20 >..4....%. Pillsbury’s Best Cer’l Post Tavern Special .. Voigt’s Cream Flakes Quaker Puffed Rice Quaker Puffed Wheat Quaker Brkfst Biscuit Quaker Corn Flakes .. Victor Corn Flakes Wem pe HE DO DO EO DO DD 09 CO He 09 DD DO HE DD CO OO DO DO HOY So o Washington Crisps 80 Wheat Hearts ........ 90 Wheatena ..2..-2.... 50 VER oo eae te es cies: 00 Evapor’d Sugar Corn 90 BROOMS Paver 13s sees ss 00 SOW cosas seas se 3 70 Winner ....- 2. +s sss 4 25 Whittier Special .... 4 55 Parlor Gem ......... 3 75 Common Whisk ...... 1 10 Fancy Whisk ....... . 150 Warehouse .......-+-- 4 50 BRUSHES Scrub Solid Back, 8 in. ...... 75 Solid Back, 11 in. .... 95 Pointed Ends ........- 85 Stove No. ‘ No. 2 No, 1 No. No. 7 No. 4 No. 3 BUTTER COLOR Dandelion, 25c size ...2 00 CANDLES Paraffine, 6s ..... coe 20 Paraffine, 12s .. ~- 10 Wicking .......--.--- 20 CANNED GOODS Gallon ....... as Blackberries BD cca e ee ten as 1 50@1 90 Standards gallons @5 00 Beans - 31b. Standards ae 95 Marine... 562-23 70@1 16 Wee ...:.45. — 75@1 25 Blueberries StOuGATG ..6-0 see os 1 30 WORT ieee 7 00 Clams Little Neck, 1b. @1 00 Little Neck, 21», @1 50 Burnham's \% pt. Burnham's pts. Burnham’s ats. MONCY coos eco. cy No: 2; Mair: .o.5i..3.. J pipe ei ie wise else os ae 4 Zi Soused, 144Ib. ......... 1 i Pears (n Syrup No. 3 cans, per doz, .. 2 Early June sifted 1 45@1i No. 10 size can pie Ne Warrens, 1 tb. Tall ....2 Warrens, 1 Ib, Flat ....2 Domestic, % Mus. Dunbar, ist, doz. Dunbar, 1%s, doz. 1 20 Sees aece - 1 25@1 40 CARBON OILS Deodor’d Nap’a : : ‘ Sinder’s % pints Sap Sago .:..... Swiss, domestic TRADESMAN 3 CHEWING GUM Adams Pepsin .......- 5 American Flag Spruce 56 Beaman’s Pepsin ..... 05 Best Pepsin ......... 55 Black Jack .-. 0302: 55 Largest Gum (white) 55 O, KK; Pepsin .......... 65 med Rovin ..). 3.53. o 5d pen sen | 3.6... ee 55 Sen Sen Breath Perf. 1 00 Spearmint .o.c 55-55 3s 55 Spearmint, jars 5 bxs 2 75 Wucatan 26.565 Nace 55 ONO 60 ac ee el = 55 CHICORY BWUK 0000S. 5 ROG oo ce ae 7 Waele oo i 5 RAM els i ee ones ug Scheners .......... occ oe Red Standards ........ 1 60 AViite 222656 se - 1 60 CHOCOLATE Walter Baker & Co. German’s Sweet ...... 22 Premium: 000.24 ee ce 30 (AVACAS 06s ase cs 28 Walter M. Lowney Co, Premium: 448) 2 )o.6..% 29 Premium: 365 o.oo ss 29 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. £3). 2... .... CLOTHES LINE per doz. No. 40 Twisted Cotton 95 No, 50 Twisted Cotton No. 60 Twisted Cotton No. 80 Twisted Cotton 1 1 2 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 85 No, 80 Braided Cotton 2 25 No. 50 Sash Cord ....1 60 No, 60 Sash Cord 1 90 No, 60: Jute 2.420. 5.2. 80 No. (2 dite. ve oo 1 00 avo. 60 Sisal 2... 7.0 85 Galvanized Wire No. 20, each 100ft. long 1 90 No, 19, each 100ft. long 2 10 COCOA Baker's 655.5. .6s as 3 Cleveland ....:...:.:.. 41 Colonial, 4s .......-:- 35 Colonial, %s .......... 33 MPVS . 56 ees 42 yeeros as 36 Lowney, %s 32 Lowney, %s 32 Lowney, %s 30 Lowney, 5 Ib. cans .. 30 Van Houten, ¥s ...... 12 Van Houten, \s ...... 20 Van Houten, &%s ...... 40 Van Houten, ls ....... 72 WERD 3206-5 ae. 33 Wilber, 44s .:......;... 33 Wilder, 408 2200050... 32 COCOANUT Dunham’s per Ib. 145, BID. CASE .-2....: 30 445; Sip: Case ..... 2. 29 448 apt. case ...... 29 46S, 151b. Case ...... 28 1s, 45h. case... 2... 27 %4s & Ws, 15tb. case 28 Sealloped Gems .. 14 Ys & Ws pails ...... 15 Bink, Satis =)... 2. 14 Bulk, barrels ........ 12 COFFEES, ROASTED Rio Common -..3.5525..5. 19 7 DO a ea werd 8 ges 19% Choiee 5. 20 MaANCy oes oe 21 Peaberry ..... 5.3.2 23 Santos Common 8 5.3: 20 ON Ga 20% CAGICe ooo o. 21 POMC ee 23 Peapoerry 2. oe. 3 Maracaibo Pa 24 Choice = ooo 25 Mexican holier 660. ee 25 Raney oo 26 Guatemala MOST oe 25 MACY. 6c se 28 Java Private Growth ..26@30 Mandling ..... «...-31@35 Auiola > cs 30@32 Mocha Short Bean ..... - -25@27 Long Bean ........ 24@25 WO. Ge oe: 26@28 Bogota Baar os eg a 24 MARCY ose. 26 Exchange Market. Steady Spot Market, Strong Package New York Basis Arbuckle 2. .5.0.2...; 23 00 Ton: . 333 fee: 22 50 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to W. F. McLaughlin & Co., Chica- go. Extract Holland. % gro boxes 95 Welix, % #Foss .....5. 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 4 CONFECTIONS Stick Candy Paitle Standard ....... sagen: 8% Standard H HT ....... 814 Standard Twist ...... 9 Cases JUMbO,: Be TD) 5 esa ee 9 Bixtra. Heo Fe ce, 11 Boston Cream ....... 14 Big stick, 30 Ib. case 9 Mixed Candy GYOCOrs 6... eaeaeees RT Oo ce eae - 1% BUSCA ioe, 10 CONSCPVe | oo. ese en 8% Oyal ..... ssesn anes ss ae AABDGN | ce es aS so ad BrOKER oa ee 8% Cut? oat 2 a 9% LRAGCL Ss eee. 8% Kindergarten ......... 12 French Cream ....... 10 Hand Made Cream .. 17 Premio Cream mixed 14 Paris Cream Bon Bons 11 Fancy—In Pails Gypsy Hearts ......... 15 Coco: Bon Bons). o553 14 Fudge Squares ........ 14 Peanut Squares ....... 17 Sugared Peanuts ...... 13 Salted Peanuts —... 2... 12 Starlight Kisses ....... 13 Lozenges:; plain’ i022 11 Champion Chocolate ..13 Eclipse Chocolates ....15 Eureka Chocolates ....16 Quintette Chocolates ..15 Champion Gum Drops 10 Moss Drops: ... 2.224%... 11 Lemon Sours: ...2.4 53. 11 Impenaige cece, 12 Ital, Cream Bon Bons 13 Golden Waffles ....... 14 Red Rose Gum Drops 10 Auto Kisses: ..2 5535 2 14 Cotty Totty oo 3o 14 Molasses Mint Kisses 12 Fancy—in 5tb. Boxes Old Fashioned Molas- ses Kisses 10tb. bx. 1 30 0 Orange Jellies ...... 6 Lemon Sours ....... 65 Old Fashioned Hore- hound drops ....... Peppermint Drops .. 70 Champion Choe Drops 70 H. M. Choc. Drops ..1 10 H. M. Choc, Lt. and Dark, No. 12 ....,.. 1 10 Bitter Sweets, as’td 1 25 Brilliant Gums, Crys. 60 A. A, Licorice Drops 1 00 Lozenges, printed ... 65 Lozenges, plain .... 60 Imperials ..--.6...25. 65 MOttOeS 2525560. 65 Cream Baro :o e535 60 G. M. Peanut Bar .. 60 Hand Made Crms 80@90 Cream Wafers ...... 75 String Rock .:....... 70 Wintergreen Berries 60 Pop Corn Cracker Jack ....... 3:20 Giggles, 5c pkg. cs. 3 50 Fan (Corn, 508: ...i 55 1 65 Azulikit 100s ........ 3 25 On My 1006 .2.0703- 3 50 Cough Drops Putnam Menthal ....1 00 Smith Bros. ....0.,<. 1 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake .... 15 Almonds, California SOM Snell 2.27. 5 ag Brazile 2.2. ..5 322. @18 BUGIS. 6 ove ce aces 12@13 Cal Noo to... 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 ..325.5 5. 2 00 Cocoanuts ..;..... CoN Chestnuts, New York State, per bu. ..... Shelled Spanish Peanuts 64%@ 7 Pecan Halves ,... 62 Walnut Halves ... @35 Filbert Meats ..... @30 Alicante Almonds @40 Jordan Almonds .. @47 Peanuts Fancy H P Suns 6@ 6% Roasted 62... 7@ 7% Choice, raw, H. P. Jum- DO @i7 CRACKED WHEAT Bulk. eo 3% 24 2%. pkes. ..2...::: 2 40 CRACKERS National Biscuit Company Brands : Butter N, B. C. Sq. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% Soda N. ‘B.-C; boxes ......-.; 6% Premium 24... 2..264 365 7% Select ooo. ees 8% Saratoga Flakes ...... 13 Bepnyrette. 6. ose ek 3 Oyster N. B. C. Pienic boxes 6% Gem, boxes... 3.5... <5 6% MBGH Cokes oa ea 8 February 28, 1914 Sweet Goods Animals .........,, 10 Atlaniies ....... (°° 12 Atlantic, Assorted |." ’ 12 Avena Fruit Cakes || j> Lonnie Doon Cookies ‘15 Bonnie Lassies .,,..._. 10 Bonnie Shortbre Britis -........ . Brittle Fingers ...._) Bumble Bee ......,.. Cartwheels Assorted .. ¢ Chocolate Drops ..... an Chocolate Drp Centers i¢ Choc. Honey Fingers | Circle Honey Cookies | Crackneis 20.005... Pode Cocoanut Taffy Bar __ Cocoanut Drops ..,... 12 Cocoanut Macaroons . Cocoanut Hon, Fingers Cocoanut Hon, Jumhb’s Coffee Cakes ........ 1i Coffee Cakes, Iced ||| j. Crumpein*s ] Diana Marshmallow Cakes seo. Dinner Biscuit ....... Dixie Sugar Cookies .. Domestic Cakes ...... Eventide Fingers Family Cookies ....... Fig Cake Assorted ... Fig Newtons ......... Florabel Cakes ....... Fluted Cocoanut Bar . Frosted Creams ..... -. 8% Frosted Ginger Cookie 381, Fruit Lunch, Iced .....16 Gala Sugar Cakes ..... 81, Ginger Gems .......... 814 Ginger Gems, Iced .... 9% Graham Crackers ..... Ginger Snaps Family .. 8, Ginger Snaps N, B. C. Re * RGUMOT ss. ee... 8 Ginger Snaps N. B. C. RIPE ee le lee. . s SY Hippodrome Bar ...... 10 Honey Cake, N. B. C. 12 Honey Fingers As. Ice 12 Honey Jumbles, Iced ..12 Honey Jumbles, Plain.. Honey Flake ..-....... 12% Household Cookies .... § Household Cookies, Iced 9 PMNPCTION 26.08 .4.0.---- 8% SORMIe oe ee. ss. 8% Jubilee Mixed ........ 10 Kream Mos .......... 25 Leap Year Jumbles ...18 Lemon Biscuit Square 8% Lemon Thins ....... 16 Lemon Wafer ......... 16 LEMONS oe ees 8i4 Mace Cakes ......... 8 Mandalay <........... 19 Mary Anm eco. sc... SY, Marshmallow Coffee Marshmallow Walnuts I. Medley Pretzels ...... 10 Molasses Cakes ....... 8% Molasses Cakes, Iced .. 3! Molasses Fruit Cookies OCH 2 eae esc is.. 11 Molasses Sandwich ....!2 Mottled Square ......- 10 Oatmeal Crackers ..... 8 Orange Gems ......... 8% Orange Sponge Layer CAaKGR: 221... ess Penny Assorted ..... gt Peanut Gems ........-- 9 Picnic Mixed .......-.. 11% Pineapple Wafers ... 16 Pretzels, Hand Made .. 9 Pretzelettes, Hand Md. % Pretzelettes, Mac. Md. * Raisin Cookies .......- 10 Raisin Gems ........-- 11 Raspberry Cakes .... 12 Revere, Assorted .....- 14 Rittenhouse Fruit : Biscuit ....-...-.---- i Rosy Dawn Mixed .....1' Royal Lunch .....----- 8 Royal Toast .....----- 8 RODE eae eee ee ess 8 Shortbread Squares : Spiced Currant Cakes 1! Spiced Ginger Cakes .. Spiced Ginger Cks Icd } Sugar Fingers .....----- 12 Sugar Cakes. ..----- : Sugar Crimp ......---- Sugar Squares, large or small ....- pees j Sultana Fruit Biscuit ! Sunnyside Jumbles ...-} ( Superba ....------:> a 38 Sponge Lady Fingers 25 Triumvh Cakes ....---- 16 Vanilla Wafers ...---: 16 Wafer Jumbles cans eis Waverly ..-.-++--°:--: In-er Seal Goods per d Albert Biscuit ....----- 1 0 Animais .....--- peeeeee * Arrowroot Biscuit - ae Baronet Biscuit ...----! Bremmer’s Butter : Wafers ...----ceee': : Cameo Biscuit ..-----: i Cheese Sandwich ..--- 1 Chocolate Wafers ..--- i Cocoanut Dainties --.-! Dinner Biscuits ..----- i Faust Oyster ..-----+:- Fig Newton ....--:---° ; Five O’clock Tea ..--- ; oH Frotana ...--e+sesse7'"* SO Fruit Cake ...-----:;"5 Ginger Snaps, N. B. ce 1 9 fad feed pd peek DD pak z 2 Su enh jo fre ea 2a ete Se Wee ey Re eee Be 2 eee Pek AD ee te fk at et et ed et ek February 28, 1912 6 7 MICHIGAN TRADESMAN 9 Graham Crackers, Red ‘ Lapel oo. c ede e ee eee 00 Lemon Snaps .-..... 52: 50 Oatmeal Crackers ..... 1 00 Old Time Sugar Cook. 1 00 Oval Salt Biscuit ...... 1 00 uysterettes 0.25 504606. 50 Premium Sodas ....... 1 Ov Pretzelettes, Hd. Md. 1 00 Royal Toast. -........- 1 00 Saltine Biscuit ........ 1 00 Saratoga Flakes ....... 1 50 Social Tea Biscuit .....1 00 Sultana Fruit Biscuit 1 50 suda Crackers N, B. C. 1 0W Soda Crackers Select 1 00 s, S. Butter Crackers 1 50 Uneeda Biscuit ....... 5u Uneeda Jinjer Wayfer 1 00 Uneeda Lunch Biscuit 50 Vanilla Wafers 1 00 Water Thin Biscuit ..1 0v Zu Zu Ginger Snaps .. ay Zwieback 1 Other Package Goods ~ Barnum’s Animals .... 50 Chocolate Tokens ....2 50 American Beauty Ginger Snaps .......2 50 Butter Crackers, NBC family package .....2 50 soda Crackers, NBC family package ..... 2 50 in opeciat iin Packages. Per doz. MPestine «22. ....54.-++5% 50 Minaret Wafers -.-1 00 Nabisco, 25c ......... .2 50 Nabisco, 10c os bale ole : oes Cham ne wafer ... Se Per tin in ra Sorbette: 2... --..::-... Nebisco - 3... 32202 u: i 7 Pesting .:.). 0.304 1 50 Beut’s Water Crackers 1 40 CREAM TARTAR Barrels or drums 33 BOx@S8 (605.05 .6-seee ees 34 Square cans ..:....... 36 Fancy caddies ........ 41 DRIED FRUITS Apples Evapor’ed, Choice, bulk 10 Evaporated, Fancy, pkg 11 Apricots California <.....-. . 16@18 Corsican 2.22... y 18 Gurrants is Imp'd 1 4b, pke::..... Imported bulk -....-. 9% Peaches Muirs—Choice, 25 Ib. b 124% Muirs—Fancy, 25 tb. b 13% Fancy, Peeled, 25 tb. 18 Peel Lemon, American .. 14 Orange, American ....14 Raisins Connosiar Cluster 1 Ib. 17 Dessert Cluster, 1 Ib. 21 \.cose Muscatels 3 Cr 7% Loose Muscatels 4 Cr 3 L, M. Seeded 1 Ib. 8%@ 942 California Prunes \.. M, Seeded 1 th. 9@ 9% Sultanas Bleached ek 100-126 25Ib. boxes..@ %& 100-125 25Ib, boxes..@ 7% 90-100 25Ib. boxes..@ 8 80- 90 25tb. boxes..@ 8% 70- 80 25tb. boxes..@ 9% 60- 70 25Ib. boxes..@1vu 50- 60 25tb. boxes..@11l 40- 50 25%. boxes..@12 FARINACKOUS GOODS Beans Dried Lima .-.. 0. io. cs Med. Hand Picked ....2 75 Brown Holland ...... 3 25 Farina 50 25 1 Ib, packages ....1 Bulk, per 100 Ibs. ..4 00 Original Holland Rusk - Packed 12 rolls to container 3 containers (36) rolls 2 8d 5 containers (60 rolls) 4 75 Haminy Pearl, 100 th. sack ....2 00 Maccaroni and Vermicei: lyomestic, 10 Ib. box... ft Imported, 25 Th box ..2 50 Peart Sartey Chester 2.0.04. 4 75 Empire -..3002.0 0527. 5 00 Peas Green, Wisconsin, bu. Green, Scotch, bu. 3 90 Split) Tb. ago Mast: India) 2s 6 German, sacks 7.4... 6 German, broken pkg. .. i Tapioca Flake, 100 Ib. sacks .. 6 Pearl, 180 tb. sacks .. 6 Pearl 36 pkes.: 2..... 2 25 Minute, 36 pkes! 2.22: 2 75 FISHING TACKLE to Le. 6 1 tein eae 7 136 to 2 i $ 1% 10 Pin 2 ee: 1] Mm. ee ee 1h Sine 2 20 Cotton Lines : No, 1, 10 feet .......... 5 No. 2, 18 feet 3.02) 225u: 7 No. 3, 15 feet “ No, 4, 16 feet 203. 0.:.:2. 10 No. &. 15 feet ........... 11 No. 6, 15 feet ....... 1 No. 7, 18 feet 2... 7)... 15 No. 8. 16 feet ......2...: 18 No. 9, 16 feet ...55..05 26 ‘Linen Lines Bren... 20 Medium -..2........5..., ze CAE ee 34 » per doz 55 Bamboo, 16 ft.. per doz. 60 Bamboo, 18 ft.. per doz, &6 FLOUR AND FEED Winter Wheat. Grand Rapids Grain & Milling Co. Purity, Patent ....... 5 20 Seal of Minnesota .. 5 60 Bunburet . 22.2.) 5 60 Wizard Flour: ..2.5.: 4 60 Wizard Graham ..... 5 00 Wizard Gran. Meal....4 20 PS ida Buckwheat 6 80 piniee eovossgucas 5 40 Valley City Milling Co. Toy: OW Bite 5 20 iene teat 4 60 Graham on 20 Granena Health ..... 2 30 Buckwheat ........... 3 00 Golden Meal ......... 1 90 Bolted Meal ......... 80 Voigt Milling Co. BTangm oi... Voigt’s Crescent Veigt’s Flouroigt . Voigt’s oo Voigt's Royal . ....5.2. & 7 Watson. -Higgins Milling Ce. Perfection Flour .....5 Tip Top Flour Golden Sheaf Flour ..4 20 Marshall’s Best Flour 5 50 Perfection Buckwheat 6 20 Tip Top Buckwheat 6 00 Worden Grocer Co, Quaker, paper ....... 60 Qnaker, cloth .......; 4 70 Spring Wheat. Roy Baker Golden Horn, family 5 60 Golden Horn, bakers 5 50 Wisconsin Rye ....... 5 00 Judson Grocer Co, Ceresota, 448: .....5.. 6 40 Céresota, 445 ........ 6 30 Ceresota, 468... 03... 6 20 Lemon & Wheeler Wineold, 448 .. 0020.02. 6 40 Wineold:) 346 06.05 es 6 30 Winsold; 468 2.0......2 6 20 Worden Grocer Co. Laurel, %s cloth ..... 6 30 Laurel, %s cloth ...... 6 20 Laurel, % & As paper 6 10 laurel, 4s cloth .....: 6 10 Wykes - Co. Sleepy Eye, \%s cloth..6 00 Sleepy Eye, %s cloth..5 90 Sleepy Eye, % cloth..5 80 Sleepy Eye, %s paper 5 80 Sleepy Eye, %s paper 5 80 eal Bolted Golden Granulated ..4 20 Feed Alfalfa Horse Feed ..30 00 Kanr Com 3. ........ 1 55 Hoyle Scratch Feed ..1 65 St. Car Feed screened 27 50 No, 1 Corn and Oats 27 50 Corn, cracked 2 Corn Meal, coarse ..27 00 Winter Wheat Bran 30 00 Middlings 3 ‘> P TiAnseed Meal ...42 90 O P Laxo-Cake-Meal 38 00 Cottonseed Meal .....31 00 Gluten Feed ........ 32 00 Brewers Grains ..... 29 00 Hamm'nd Dairy Feed 25 00 Wheat REG oo. seca e se 89 AVOIG 0. ieee. 87 Oats Michigan carlots .... 55 Less than carlots .. 58 Corn Carlots es. 67 Less than carlots .. 70 Hay CarlOts: oo el 21 00 Less than carlots ....23 00 FRUIT JARS, : Mason, pts. per gro. ..4 05 Mason, qts, per gro. ..4 40 Mason, “%gal. per gro. 6 75 Mason, can tops, gro. I 40 GELATINE Cox’s, 1 doz. large ....1 75 Cox’s. 1 doz, small ...1 0u Knox’s Sparkling, doz. 1 25 Knox's Sparkling, gr. " 00 INCIGON'S 0c o. foes cs 1 50 Knox’s "eae. doz. ..1 25 Oxford .. 75 Plymouth ‘Rock “Phos. 1 25 Plymouth Rock, Plain 90 GRAIN BAGS Broad Guage ......... 18 WINOBKOCGS . ices snes ss 19 HERBS 1s Sage sa. oe ceeceuece Gaps -.2........ 16 laurel T.eaves 15 Senna Leaves 25 HIDES AND PELTS Hides Green, Green, Cured, Cured, No. ° Calfskin, green, No. 1 Calfskin, green, No. 2 Calfskin, cured No. 1 14 Calfskin, cured No. 2 elts Olid Wool ....... @ 3 TOG ee acs ee 50@1 00 Shearlings ....... 50@1 00 No low A oe Neeeeauue gs 6 INO, 2 ee g 4 Wool Unwashed, med. @ 18 Unwashed. fine @ 13 HORSE RADISH soe! Gig. ee JELLY Sib, pails, per doz. ..2 50 liétb. pails, per pail ....60 30Ib. pails, per pail ..1 00 JELLY GLASSES % pt. in bbls, per doz & % pt. in bbls., per doz. 8 oz. capped in bbls, DED Q0ZF ee ek 18 MAPLEINE 2 oz. bottles, per doz. 3 00 MINCE MEAT Per case MOLASSES New Orieans Aauew Open ae ae CHOICE! oc Fair Son : Half barrels 2c extra MUSTARD % 30, 6.1D, Dox... 16 OLIVES Bulk, 1 gal. kegs 1 05@1 14 Bulk, 2 gal, Bulk, 5 gal. Stuffed, Dd OZ, Stuffed, 8 oz. Stufted, 14 oz, Pitted (not stuffed) 14 oz. Manzanilla, 8 oz. . Lunch, 10 oz. ae 16 oz. eeerees tees see eee ees oz. Olive Chow, 2 doz. cs, per doz. . PICKLES Medium Barrels, 1,200 count 600 count Half bbls., 5 gallon kegs Smail Barrels Half barrels 5 gallon kegs eter ces Gnerkins Barrels Halt barrels . 5 gallon kegs Sweet Small Barrels 5 gallon kegs Half barrels .: PIPES Clay, No. 216, per box 1 75 Clay, tT. . 0., Con 2ic. PLAYING S604 0.6 (a0 o CARDS No. 90 Steamboat No. 15, Rival, assorted No, 20, Rover, No. 06%, enam'd Speciai No 98 Golf. satin fin. No. 808 Bicycle Tourn’ No. 632 P Babbitt's OTASH PROVISIONS _— Pork Clear Back Short. Cut .... A ee t whist : kegs 90@1 08 kegs 90@1 00 . 6 50 4 00 1 60 full count uv 90 7 25 17 00 sd ut Clear: o.32. 16 50 Pig gt die ina ae i Clear Family Ory Sait S P Bellies Meats Lard Pure in tierces .... Compound lard tubs... tins . pails . . Dae 6s . pails .. Ve pais. Smoked s SIFag9S @ --7@ .advance fubs ..:. advance ...advance . advance .advance advance . advance Meats Hams, 12 tb. av. 16 @ Hams, 14 tb. av. 183%@14 Hams, 16 Ib, av. 13 @13% Hams, 18 tb, av. 183%@14 1014 7% MB Ye ve % % 1 1 16% Skinned Hams ...14@14%4 Ham, dried beef SGts' 7.3.1.2. 20 @20% California Hams .9 @ 9% Picnic Boiled Hams ..18 Boiled Hams 20% @21 Mihiced: Ham ..:......- TACO ce ase cn ene s- ‘43 Sausages Bologna I chee DEVORE ces os oe cw 1%@ 8 Frankfort ......... 9 @9% OP oe. eee cea 11 VAM eee eee ee 11 WONBUC 4. 6. sc css cles 11 Headcheese .......... 9 BONCIE@BS.< 3.0.2 56s eau. 14 00 Rump, new ........ 15 00 ec MM ae NT see pee ned Pig’s Feet DBs. tek, we 90 % bbis., 40 tbs. -.1 90 4% bbIs. 2.5.2... - 8 75 PE DOe ee cae 8 00 Tripe Kits. 25 The? io. cc, 90 ¥% bbis., 40 Ibs. .... 1 60 % bbis., 80 Ibs. 11.2 8 a0 Casings Hogs, per Ib. ........ 35 Beef, rounds, set ..... 17 Beef, middles, set... 76 Sheep, per bundle ._. 80 Uncolored oe Solid Dairy ..... Country Rolls ...12% is Canned Meats Corned beef, 2 Ib. ....3 50 Corned beef, 1 Ib. ....1 85 Roast beef, 2 a wecacem OU Roast beef, eee 1 85 Potted Tain, ues becees 45 Potted Ham, 468...) OO Deviled Ham, %s .... 45 Deviled Ham, %s ..... 90 Potted Tongue, ws ... 45 Potted tongue, %s .... 90 RICE Pancy 2.600.004 @ 6% Japan Style’ gee 146 5% Broken 2.5.2.0: 34%4@ 3% ROLLED OATS Rolled Avena, bbls. ..6 00 Steel Cut, 100 tb. sks. : 00 Monareh, .bbis. 222.00: 75 Monarch, 90 Ib. sacks 3 75 Quaker, 18 Regular ...1 45 Quaker, 20 Family ....4 10 SALAD ORESSING Cotumbia, % pint .....2 23 Columbia, 1 pint ...... 4 ov Durkee's, large, 1 doz. 4 burkee’s, small, 2 doz 5 28 Snider's, large, 1 doz. 2 Snider's, small, 2 doz. 1 SALERATUS Packed 60 Ibs. in box. Arm and Hammer ..3 0vu Wyandotte, 100 %s .. 3 0€ SAL SODA Granulated, bbls, Granulated, 100 Ibs. cs. 9¢@ Granulated, 36 pkgs. ..1 25 SALT Common Grades 100 3 Ib. sacks ........ 2 40 oU 5 Ib. sacks ... --2 2d 28 10% td. sacks ....2 10 BG ib ‘sacks 7.....:... 40 28 th. sacks 2.0 2u Warsaw 56 Ib, dairy in drill bags 4u 28 Ib, dairy in drill bags 20 Solar Rock ®G ib. sacha. 42)... ).. 24 Common Granulated, fine ....... 9a Medium, fine .......... 1 60 SALT FISH Cod Large, whole ... @ 8 Small, whole ... @ 7% Strips or bricks Vag Polloc® <.2062.-,. 4% Halibut Strips bee e ccc ccee cc 15 Holland Herring ¥. = wh. hoops, bbls. 11 50 Y. M. wh hoop, 4%bbi. 6 0u Y. M. wh. hoop, k 2 Y. M. wh, hoop Milchners KOge oo... cee 86 Queen, bbls, ....:..... 10 00 Queen, % bbls, ...... 5 25 Queen, kegs ........... 62 Trou No. 1 106 the ....:..- 7 50 No. 1, 40 Ihe, 2.23.2... 3 25 No. i, 0. tb8: =. 22... 90 No. t, § ie. 2.2.1... 76 Mackerel Mess, 100 Ibs. ........ 6 50 Mess, 40 Ibs. ........ 00 Mesa, 10 tbs. ........ t Ss Messe, 8 Ths. .......-.. 50 No.1, 100:Ibs. .....; 10 00 No ft, 40 Wee... 2.21. 6 60 Oo: 1,10 tbs... ......... I 2 Whitefish 100 Ibs, 50 Ibs. 10 Ibs. tbs. 100 Ibs. 40 tbs. 10 JOM ees ce a 75 Se. ae 65 SEEDS AUMMG oss ccc ss cic see iat ve 10 Canary, Smyrna ...... Caraway 2. ol... es. Cardomom, Malabar 1 00 COlErY foc ee ee. 28 Hemp, Russian ...... 5 Miced Bird ...:...:2. 5 Mustard, white ....... 10 FOppYy -..-... dele dame vue ¥ TRODC ooo cepts es SHOE BLACKING Handy Box, large 3 dz 2 50 Handy Box, small Jk oo Bixby’s Royal Polish 85 Miller’s Crown Polish 85 SNUFF Scotch, in bladders ..... 37 Maccaboy, in jars ...... 35 French Rappie in jars ..43 SODA OM OR ee Oe ecw aad « ae Kegs, English ........ 4 SPICES Whole Spices Allspice, Jamaica ..... 9 Allspice, large Garden 11 Cloves, Zanzibar .:.;.. 6 Cassia. Canton .......- 14 Cassia, 5c pkg. doz.....25 Ginger, African ....... 9% Ginger, Cochim ........ 14% Mace, Penang: ........ 70 Marsed, No. F002... 16% Mixed, No. @ .....5.... 10 Mixed, 5c pkgs. doz.. .45 Nutmegs, W-30 | eo ee 30 Nutmegs, 105-110 ..... 20 Pepper, Black ........ 4 Pepper, White ........ 25 Pepper, Cayenne ...... 22 Paprika, Hungarian Pure Ground in Bulk Allspice, Jamaica ..... 12 Cloves, Zanzibar ......24 Cassia, Canton ... 12 Ginger, African ae 8S Mace, Penang ......... 75 Nutmegs 75-80 . 25 Pepper, Black ........ 16 Pepper, White ........ 30 Pepper, Cayenne ..... 24 Paprika, Hungarian ..45 STARCH Corn Kingsford, 40 ths. .... 7% Muzzy, 20 1tb. pkgs. .. 5Y Muzzy, 40 1tb. pkgs. 5 Gloss Kingsford Silver Gloss, 40 lLItbs 1% Silver Gloss, 16 3!bs. 6% Silver Gloss, 12 6ibs. 8% Muzzy 48 1lb. packages it SID. packages 12 61D. packages 5GIb. boxes 2.2.4. sk: SYRUPS Corn BOPOls oe. Ss 26 Hall barréia ...,...... 29 Blue Karo; No. 2....: 1 59 Blue Karo, No. 2% 1 92 Blue Karo, No, 5 . 1 86 Blue Karo, No. 10 ....1 77 Red Ware, No 2 ...:.. 1 80 Red Karo, No. 2%. ....2 18 Red Maro, No 6 ..... 2 12 Red Karo, No. 10 2 03 Pure Cane TABLE SAUCES Halford, large ‘ 3 Halford, small 2 TEA Japan Sundried, medium - -24@26 Sundried, choice ... ..30 33 Sundried, fancy .....36@40 Basket-fired medium 30 Basket-fired choice 35@37 Basket-fired, fancy 40@43 Nibs 30@34 Siftings ... »- 10@12 MAMHMINGS oc... ce. 14@15 Gunpowder Moyune, medium ..... 35 Moyune, choice .....: 33 Moyune, fancy ..... 50@60 Pingsuey, medium 33 Pingsuey, choice ...... 35 Pingsuey, fancy ....50@55 Young Hyson Cnoe 2... eee 3 Wanee 2io2 6.45... e. 40@ 5: Ovslong Formosa, fancy ..... es Formosa, medium .... 28 Formosa, choice ...... 35 English Breakfast Medium i205-0 0 eo... 26 CHOCO 266 ese. 30@35 PONCP! oie. ices ss 40@60 india Ceylon, choice ......30@35 BGMCV 32. les 45@50 TOBACCO Fine Cut | 315) ee ee ee 1 45 Hiawatha, 16 oz. ...... 60 Biawatha, 1 of ...... 56 No Efmit, € om. .<..1... 1 72 No Limit, 16 of. ...... 3 40 Ofibwa, 16 of: ..«2...<. 40 Ojibwa, Sc pkg. ...... 1 85 Gittwe Ge ..,.... 3.6. 47 Petoskey Chief, 7 oz. ..2 00 Petoskey Chief, 14 oz. 3 90 Sterling Dark, &c ...... & 76 Sweet Cuba, bc ........5 70 Sweet Cuba, 10c ..... 11 16 Sweet Cuba, 16 oz. tins & Sweet Cuba, 16 oz, foil 4 Sweet Cuba, 16 ox. bxs P Sweet Cuba, &% ID. .... @waet Bnuvlaw Ke ee : Sweet Mist, % gr. ....5 Sweet Burley, 24 th. es 4 Wiser: 36 @roee 6.002. 4. 6 Tiger, be tins ........8 Uncle Daniel. 1 tbh. .... Uncle Daniel, 1 oz. ....5 11 Plug Am. Navy, 15 oz. .. 32 Drummond, Nat Leaf, Ib, Oe 2. eee cee. 60 Drummond Nat. Leaf Wer G08. ou. 8 foe, 98 Battle Ax 2.3.2 cscee ea oe RACH oe ee as 37 Big Jour)... 2... aan ae HOGt Ja6 @. 2... cous pt Bullion, 16 08, ....¢. a Climax Golden Twins” , a Days WOR ..ccceccces SI Derby 2. 655:..4. eeevuce ae OR i 63 GHE BOg6 ..isecct css 56 Gold Rope, 7 to Ib. Re A eee a eS -6 10 Lucky Strike, 1% oz. .. Myrtle Navy, dc ..... 94 May Flower Shorts, Sc 5 76 Nigger Fair, b6 ... 22. . & 94 Noon Hour, Ge ....... & 7é PG6GViGss, SC 2... cencess & 76 Péériess, l0e .....-2.<2 11 82 Plow Boy, &c ...<. coccct U6 PUOt, GC occ cncces ie cse 5 40 Prince Albert, 10c .... 9% atOl. HOY, GG .....) cage 5 90 Soldiers’ Boy, 5c ......5 9 Sweet Lotus, fe .....4. 6 60 Sweet Tip Top, bc ..6 60 Sun Cured, IGe ..... 117 Summer Time, bc ....6 76 Trout, Line, be ......2 & 96 busea@, 1 Om. ..6...46 & (PUSCGO, 2 OB is. cis. oe 96 Union Leader, 5c ....5 98 Uncle Sam, We ...... 10 30 Yum Wum, S¢ ......:-. 6 00 TWINE Gotton, 3 Div’ i... sca 20 Cotton, 4 DY 2... cc ascs 20 PULG, 2 DEE 6 ces cies das 14 Eiemnp,. 6 Oly ...cccseee 13 Plax, medium ......<. 24 Wool, 1 Ib. bales -. @ VINEGAR White Wine, 40 grain 8% White Wine,, 80 grain 11% White Wine, 100 grain 13 Oakland Vinegar & Pickle Co.’s Brands. Highland apple cider ..18 Oakland apple cider .. 14 State Seal sugar .... 12 Oakland white pickling 10 Packages free. WICKING No. @ per gross ........30 No. 1 per gross ......40 No. 2 per gross ......60 No. 3 per gross ....... 16 WOODENWARE Baskets BuUSHEIM «. sce sccccuccs 1 00 Bushels, wide on a2 16 BEAOMOE cc eeecs ce a Splint, large 3 60 Splint, medium 3 00 Splint, small 2 75 Willow, Clothes, large 8 25 Willow, Clothes, small 6 26 Willow, Clothes, me’m 7 25 Butter Plates Wire End or Ovals y Yb., 250 in crate ...... 30 % Tb., 250 in crate ...... 30 i tb., 250 in crate ...... 3 2 tb., 250 in crate ......35 3 tb., 250 in crate ...... 40 5 tb., 250 in crate ...... 0 Churne Barrel, 5 gal., each ... Barrel, 10 gai., each . Clothes Pins Round Head. 4 mich, & gree... ...<-s- ° 4% inch, 5 gross ....... Cartons. 20 2% doz. bxs. Hs Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 TReNees aeeenpnereeeage temeewesyy ae ta eS aqgarwengene os Preabudhcae dericasS sane coo? amapronas lees sibs tataby ae vas a Sapret ee ieca de a Maat E MICHIGAN Special Price Current 12 No. 1 complete .....--- No. 2 complete .....-- Case No. 2 fillers, 15 : Case, medium, 12 sets 1 Faucets Cork, lined, 8 in. .--.-- Cork. lined, 9 in. ...--- Cork lined, 10 in. .....- Mop Sticks Trojan spring Eclipse patent spring No. 1 common No. 2 pat. brush holder Ideal No. 7 ..----+++++> 12%. cotton mop heads 1 Palis 2-hoop Standard .....- 2 3-hoop Standard ...--- 2 2-wire Cable ...------: 2 Cedar all red brass ooek g-wire Cable .....----- 2 Paper Eureka ...------ 2 Fibre .ececeesessceere 2 Toothpicks Birch, 100 packages 2 re Mouse, Mouse, Mouse, wood, 6 holes Mouse, tin, 5 holes .--- Rat, wood Rat, spring .-----:*""** Tubs Standard, No. Standard, No. standard. No. Cable, No. 1 ..-- Cable. No. Cable, No. ee ed 20-in. 18-in. 16-in. 20-in. 18-in, 16-in. No. 1 No. 2 Fibre .-.--++---> 9 No. 3, Fibre ..-----::- 8 Washboards Bronze Globe ...------ 2 Double Acme Single Acme Double Peerless .-.---- 3 Single Peerless -.-.--- 3 Northern Queen ...--- 3 Double Duplex ...----- 3 Good Luck .....-.--++: 2 Universal Window Cleaners Weed Bowls ; Butter ...----.-. 1 . Butter ......---- 2 oence oncce® Assorted, 13-15-17 Assorted, 15-17-19 ....4 WRAPPING PAPER Semmen Straw Fibre Manila, white .. 3 Fibre, Manila, colored 4 No. 1 Manile .......... 4 Cream Manila ......... 3 Butchers’ Manila ......2% Wax Butter, short c’nt 13 Wax Butter, full count 20 Wax Butter, rolls ....19 YEAST CAKE Magic, 3 dos. .........1 16 Sunlight, 3 doz. .......1 0 Sunlight, 1% doz, .... 50 Yeast Foam, 8 dos, ...1 16 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. .. 58 AXLE GREASE 13 BAKING POWDER Royal 10c size 90 \%Ib. cans 1 85 60z. cans 1 90 %lb. cans 2 50 %Ib. cans 8 76 1%. cans 4 80 stb. cans 13 00 fib. cans 21 60 CIGARS Johnson Cigar Co.'s Brand Ss. C. W., 1,000 lots .... Ml Portana 22.00.35 -2....5 33 Evening Press Mxempiar 4... ok 32 Worden Grocer Co. Brand Ben Hur Perfection...) 22.33.23" 35 Perfection Extras Londres Londres Grand Standard Puritanos Panatelias, Finas Panatellas, Bock Jockey Club COCOANUT Baker's’ Brazil Shredded 10 5c pkgs., per case 2 60 36 10c p ., per case 2 60 16 10c and 38 &c pkgs., per case 2 COFFEE Roasted Dwinell-Wright Co’s B’ds ote —e ‘ White House, 1tb. White House, 2tb. Excelsior, Biend, 11. Excelsior, Blend, 2%. ..... Tip Top, Blend, lth. ...... Royal Blend Royal High Grade ........ Superior Blend Boston Combination Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown, Davis & Warner, ; God mark, Durand & Co., Bat- tle Creek; Fielbach Co., 14 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 ine personally, write for quotations. SOAP Gowans & Sons Brand. Single boxes .......... Five box lots Ten box lots .......... Twenty-five box lots .. Lautz Bros. & Co. Acme, 30 bars, 75 Ibs. Acme, 25 bars, 76 Ibs. Acme, 25 bars, 70 Ibs. Acme, 100 cakes ...... Big Master, 100 blocks German Mottled German Mottled, 5 bxs German Mottled, 10 bx German Mottled, 25 bx Marseilles, 100 cakes .. Marseilles, 100 cks 6c Marseilles, 100 ck toil Marseilles, %bx toilet Proctor & Gamble Co, fenox .-....... ee ivory, 6 OZ. .--.2,.22..- 4 00 ivory, 10 of. =... :...2 6 75 Siar 2 ee Sake. 3 85 Tradesman Co.’s Brand Black Hawk, Black Hawk, Black Hawk, one box five bxs ten bxs A. B: Good Cheer Old Country Wrisley Soap Powders Snow Boy, 24s family eS ~ses> 8 28 Snow Boy, 60 5c ...... 2.40 Snow Boy, 30 10e ....2 40 Gold Dust, 24 large ..4 50 Gold Dust, 100-5c ..... 4 00 Kirkoline, 24 4Ib, .....3 80 Pearline 75 Soapine 10 Babbitt’s 1776 75 Roseine 60 Armour’s 70 Wisdom .......e..0.--.8 80 Seap Compounds Johnson’s Fine ........5 10 Johnson’s XXX ...... 4 265 Nine O'clock ..........3 80 Rub-No-More ......... 3 85 Scouring Enoch Morgan’‘s Sons Sapolio, gross lots ....9 60 Sapolio, half gro. lots 4 85 Sapolio, single boxes 2 40 Sapolio, hand .........2 40 Scourine Manufacturing Co Scourine, 50 cakes ....1 80 GScourine, 10@ cakes ...3 50 TRADESMAN February 28, 1912 IT PAYS SHREDDED WHEAT is one of the best paying food pro- ducts you can handle, not only because you make a good profit on every sale, but because it’s a steady, all-year-round seller. Our extensive magazine, newspaper and street car advertising, demon- stration and sampling, have made SHREDDED WHEAT better known and easier to sell than any other cereal food. Thousands of visitors to Niagara Falls pass through our $2,000,000 sunlit factory, tosee SHREDDED WHEAT being made and tell friends and neigh- bors of its cleanlinessand wholesomeness. SHREDDED WHEAT is flavory, nourishing and satisfying—people who eat it once eat it always. Because it is widely advertised and easy to sell, sure to please and profitable to handle, it will pay you to push . How About Your PRINTING for 1912?—== ‘THs question is a very pertinent one for business men. because every day Business Printing takes on added significance as A FACTOR IN TRADE. Time was when any sort of Printing would do. because not much was expected of it. but nowadays Printing is EXPECTED to create and transact business. For this reason, good Printing is exceedingly necessary in every line of business, We have been producing GOOD Business Printing for years. We have kept pace with the demand for the BEST in printing. As a consequence. our Printing business has grown splendidly, We have been compelled to enlarge shop facilities, to increase equipment quite regularly. We have the requisite mechanical equipment, and with one of the best equipped. as well as the largest Printing establishments in Western Michigan. we are in the very best position to give to the business man the highest standard of GOOD Business Printing. This includes everything. from envelopes to the most elaborate catalogs. _ We respectfully solicit your patronage, giving the assurance that all orders will not only be PROMPTLY EXECUTED, but the Printing will come to you in that quality of excellence you desire and, withal, at as reasonable a price as it is possible for us. or anyone else, to deliver GOOD PRINTING. Orders by letter or by phone will receive prompt attention. and if you desire, a qualified representative will wait upon you without delay. Tradesman Company, Grand Rapids - Bebruary 28, 1912 MICHIGAN TRADESMAN 47 BUSINESS-WANTS DEPARTMENT \.dvertisements inserted under this head for two certs ent continuous imsertion, No charge Jess than 25 cents. a word the first insertion and one. cent a word for each Cash must accompany all orders BUSINESS CHANCES. For Rent—Store building, 25x75, with 8- oom flat above and barn in rear, in Phillips, Price County, Wis. This store has been occupied for 17 years as a gen- eral store; is located in the center of the business section. Possession given March 15. For further particulars, ad- dress A. N, Lewis, 822 Oakdale Ave., Chi- cago, Ul. 13 For Sale—First-class town 5,000, Central Michigan. tures invoice about $1,500. established. Failing health. care Tradesman, For Sale—Nearly new dry goods and shoe business, about $3,000. For immedi- ute sale will take 75c on dollar. Robert Adamson, Colon, Mich. 15 Wanted—A stock of general merchan- dise, $3,000 to $7,000 in Central Michigan. Address A. C, Hayes, Cadillac, Michigan. 12 Will exchange town lots at Internation- al Falls, Minn., for general merchandise and hardware, from $1,000 to $20,000 or more, Address A. W. Mertens, Jeffers, Minn. 2 For Sale—Stock of groceries and fix- tures, invoicing about $3,000, is as good a location as there is in Southern Michi- gan. For particulars address The Hills- dale Grocery Co., Hillsdale, Mich. E Money-Making Secrets Exposed—Shows way to freedom from wage slavery and points way to. prosperity. Particulars free. Union Mailing Bureau, 1040 Wells St., Chicago. To Close An Estate—I can sell 60-acre farm, 38 miles from the St. Clair River and the Marine City sugar factory. De- troit-Port Huron Limiteds pass the door. Plenty of water, good soil, fair buildings. Less than $55 per acre. Terms. J. 5 Smith, Marine City, Michigan. 11 ACCOUNT SYSTEM. For Sale—My Simplex, short system at a bargain, account of changing to larger Simplex system. Original cost $48. Will sell for cash at $32. Have used one month. Manufacturer has agreed to print supplies free for you. T. G. Kiess, High- land Park, Ill, 10 For Sale—A snap for quick cash sale; fine established hardware business in good town in Northern Iowa. ——_ Owosso Heard From Again. Owosso, Feb. 27—The following bunch were snowed in at Sheridan MICHIGAN TRADESMAN last weék from Wednesday noon un- til Friday noon: C. J. Mackie, Grand Rapids, with Sidmore Soap Co., Mr. Tinmonds, tional Express Co., J. S. Albertson, Greenville, Roller King flour, Geo, Haskell, Lemon & Wheeler Company, and the writer, and we proceeded to make the best of it. We certainly had a good time. Brother Haskell got busy and formed a choir and we had one of the best in the State. He also got up an orchestra. Maybe you fellows don’t know it, but George is some fiddler and Joe Albertson can tickle a piano some. Mrs. Bartram, the landlady, also favored us with some very nice selections on the piano and when we got tired out we re- paired to the office, where some of us singers engaged in some rum, for they say that is good for hoarseness. Thursday evening we got up a dance, music being furnished by our own or- chestra, and we had another nice time. Mr. and Mrs. Bartram are surely good entertainers and we trust if we ever get snowed in again it will be at their place. Fred E. Van Dyne, Owosso’s hand- some young traveling man, was snow- ed in at the Phelps House, Greenville, and he put on a first-class minstrel show while there. Everybody said it was a howling success. Chas. Watson, one of the proprie- tors of the Hotel Dolan, at Sheridan, has a very sweet tenor voice and knows how to use it. He sang Lum- ber Camp Sue very feelingly and re- sponded to the encore by singing one of his own composition entitled, Oh, Give Me a Little More Genuine Japan Tea, which was a scream. Oh, you Charlie! At the next regular meeting, Mar. 9, Brother John J. McDonald, a lo- cal fight promoter of some note, will pull off a fight between Senior Coun- selor C. V. Page and Brother “Dolly” George Gray. This will be a six round go. The main bout, however, will be to a finish betwen two gen- tlemen who are known for their bull dog reputations. If any of the fel- lows stay at home March 9 they will miss a big show. The United Commercial Travelers were entertained by Brother S. B. Pitts and wife Friday evening. The decorations were unique and_tastily arranged. The traveling men, their wives and sweethearts amused them- selves trying to play “500,” but there were several, including the writer, who did not seem able to get over 125 out of it. A dainty but very sub- stantial lunch was served, with a dec- oration of hearts. Even the ice cream was heart shapéd, and it seems now to the writer that hearts were trumps, most of the time, as he does not re- member holding any at any stage of the game. Jim Copas and Chas. Shaw were absent, so we had a pretty good time. Even the host and hostess seemed to feel relieved, too, as none of the furniture was whittled or oth- erwise damaged. The bunch stayed so late that Brother Pitts gave Brother John Cook 50 cents to get Port Huron, Na- the gang to go home, so they could close up and go to bed. Everybody voted the best time yet, and after all the ladies had asked the hostess how she made her sandwiches, they broke ranks. Fred J. Hanifin. —_————eo2s———_ Serving Fifteen Cent Dinners at a Profit. Women of the Immanuel Baptist church have demonstrated that a five- course dinner can be served at 15 cents for each diner with a profit of 35 per cent. Fred Wagner, assistant chef of the Hotel LaSalle, one of the diners, de- livered the verdict on the dinner that, with one exception, it was first-class. Mr. Wagner’s sole criticism was of the seasoning, and he, being a chef of attainments, was perhaps hyper- critical, Rev. Johnston Myers, pastor of the Immanuel Baptist church, who has been furnishing breakfast to the “down-and-out” free of charge every morning at the church, where the women serve the 15 cent dinner, re- ported afterward that while dinners at 15 cents might be profitable, free breakfasts were proving expensive— too expensive, in fact, to stop. This seeming paradox Dr. Myers explain- ed at some length. The menu served by the women was as follows: Bouillon au_ barley. Roast lamb, brown gravy. Browned potatoes. Rutabagas. Biscuits. Butter. Baked apple. Coffee. Just to show what those who pay 15 cents at the Immanuel church save by not dining at the Hotel LaSalle, the following duplicate menu, with the LaSalle prices attached, is given by Mr. Wagner with the reservation that it would be unfair to say that the 15 cent meal was such as would cost $3 at the LaSalle: Bouillon au barley, 25 cents. Roast lamb, entree and brown pota- toes, $1.25. Rutabagas, 40 cents. Biscuits, 35 cents. Baked apple, 50 cents. Coffee, 25 cents. Service, high rent, silver and linen and expensive china were some of the factors, Mr. Wagner said, respon- sible for the difference in price. Part of Mr. Wagner’s comment on the 15 cent dinner follows: “The only fault is the seasoning. While tastes differ widely as to the proper seasoning of food, yet some standard must be maintained. The average housewife or cook knows lit- tle about seasoning. “The quality of the food can not be questioned. The meat is what we term first-class. I consider the dinner served at the church sufficient for a school girl or boy, but it would hardly satisfy a working man. A dou- ble portion would be necessary for a day laborer. Of course, the same dinner at the Hotel LaSalle would be sufficient for any appetite, but, wheth- er large or small, the price would be the same.” At the 15 cent dinner covers are laid for 150 and the entire meal costs February 38, 1913 $17.46, the total net profit being $5.04. Mrs. Ida May Pryde explained how women might avoid the high cost of living by judicious buying. She warn- ed them against buying by telephone and advised them to go to the store themselves. By doing that, she said, they would obtain a better quality of food and would get full weight and measure. : Dr. Myers’ explanation of the para- dox that free breakfasts to the im- poverished were too expensive to stop was as follows: “IT began early in January to serve breakfasts to these poor unfortunate men. Automobile dealers, merchants and residents have contributed to this worthy venture, but not sufficiently to pay all expenses. I was resolved some time ago not to admit any ex- cept a few to whom I would give tickets. Coming down at 6:30 on bit- ter mornings, about 150 are huddled daily before the church entrance. ‘Please, Dr. Myers, won’t you let us in?’ is their plea. Their entreaties are too sincere for me to disappoint them. I am fully resolved not to dis- continue serving them while the cold weather lasts.” — Chicago Record- Herald. 2-2 More Completely So. Among those in a train leaving New York one afternoon for a Northern suburb were a man and his wife, who were overheard discussing various ways and means of getting out of debt. The husband had taken from his pocket a considerable number of pa- pers, and as he did se he observed fretfully to his wife: “I am completely in the dark as to how these bills are to be paid.” “Harry,” said his spouse, as she in- dicated with her finger a highly tint- ed bill, “you will be even more in the dark if you don’t pay this one— it’s the gas bill.” ——_2.-~.—___ It is easy to sit outside and say how the man inside should run the machine, but it is not so easy to go inside and run the machine yourself. —Theodore Roosevelt. ——_.+—____ It isn’t what wages a man receives, it is what he is able to buy with what he receives. —_—_.--—__ Too many “eye openers” will close a man’s eyes, BUSINESS CHANCES. For Sale—Good 10 syrup soda fountain, onyx front. Cost $700. Will sell for $100. W. C. Wheelock, Kalamazoo, hie 1 Mr, Merchant—Are you a member of the World Wide Detective Association? If not, why not? One of the best col- lecting systems on the market. Do your own collecting and save the percent. and get your own money. Try it on some of your hardest accounts and if not sat- isfactory in four months’ time, return to us and we will refund the price of the system. Membership and system $3. Address C, J, Westphal, State Agent, Brighton, Michigan. 18 Wanted—To buy, stock of general mer- chandise or department store, in good live town. Address No. 17, care Trades- man. 17 For Sale or Rent—Good clean up-to- date stock of general merchandise for sale. Will make terms easy if desired. Good store and dwelling for sale, or rent. Better investigate and if you like the place, we will try hard to make a deal as have. other business must attend to. Address W. B. Conner, Shiloh, — “Merit than Continued Popularity. H OLLAN D RUSK has gown in ‘popularity from year to "-year. The sales are constantly increasing. This can ho due to but one thing The sale of one package means a - steady customer. The merits and all-round usefulness make it a seller—a quick repeater. Are you getting your share of the sales? If not, order a case from your jobber today. Holland Rusk Co. t: Holland, Mich. Avoid Imitations Look for the Windmill on the Package TCC EEC CECE ri nT TY OP nn De rT ee TE ETE LTEe TERED) a FROU- FROU THE WORLDS GREATEST WAFER ELLER LTD La en ae CLE PD) Da DNDN SEEK? LELLERL LLL LEE To Ace LL LeLES Eatin inne CEPRELLE ERIS LEEEEREALAE CLE ETE DE IMPORTED FRUM HOLLAND | ALWAYS Pays the Grocer ALWAYS Satisfies the Consumer ALWAYS the Peer of All Wafers ‘Write for Samples and Prices BISCUIT FABRIEK “DE LINDEBOOM’”’ CHICAGO, ILL. © tt GRAND RAPIDS, MICH. 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. | eS) SAelt art: t (etm oh requesting your cus- Role TEM COM aalCe tla Tiel} these books. ‘They are Fuse) Mec Rae ea tee THE FLEISCHMANN CO. 427 Plum Street, CINCINNATI, - OHIO. the price. It Hit You or You Wouldn’t Have Dodged “Just remember when the preacher landed a particularly hot one on you, that if it had not hit a tender spot it would have glanced off and never been noticed.”—W. L. Brownell. When we say that you are a poor business man if you do not own a good safe, we know that unless you need to have it said to you, that it will glance off and do neither of us any harm. WE MEAN IT AND IT’S TRUE No good business man can afford to run the risk of having his account books and valuable papers burned up, lost or stolen, simply to save a few dollars on the- cost of a safe. There are no better safes made on earth -than we can sell and we can also save you money on WRITE US TO-DAY AND FIND OUT GRAND RAPIDS SAFE CO. : niin BUILDING - GRAND RAPIDS, MICH.