wrx ales oe aS eS Oe rN ui lm Yagasx TN SS? ‘i N 4 Ow wy SYS As WAGs SN a "o> a Ss KY iS N33) iB \ AACS My, Al C ip x 1 aoe DN 3 ’ 7 TYTN THAI ARE OV. CEA KGa a ey ROL ba te pos) Ae CP Be SAN EIORISY pe (Cee el ASI eae SINS GENO Ey DMZ > SAC Rees SMe me tr Coe pee ocparmosa Se es CS) aa > Sas y 2 ie oo ADESMAN | Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, JUNE 12, 1912 Number 1499 SPECIAL FEATURES, Manufacturing Matters. P. 3. New York Market. 4. News of thé Business World. 5. Grocery afid Produce Market. 6 After the Coin. 8. Editorial. N. R. H 12. Butter, Eggs and Provisions. 16. Thrashed Him Thrice. 18. Stoves and Hardware. 19. Concerning Credits. 20. The Critical Faculty. 22. Dry Goods. 23. Clothing. - 24. Forest Beauty. 26. Bank Advertising. 28. Woman’s World. 29. Pioneer Strong Man. 30. Behind the Counter. 31. Success on the Road. 32. Shoes. 33. Men of Mark. 36. Early Letter Carriers. 38. Financial. 40. The Commercial Traveler. 42. Drugs. 43. Drug Price Current. 44. Grocery Price Current. 46. Special Price Current. OLD TIME MAIL CARRIER. Instance of Unreliability of Bloviat- ing Chaps. Written for the Tradesman. “We had a queer old codger up in the lumber country in ante bellum days,” remarked the retired school- master as he warmed his feet by the depot stove preparatory to the two hours’ wait for the belated Christ- mas train. Such conveyances are proverbially late at holiday time. Old Tom Tanner was about to pay a visit to a married daughter living a hundred miles south of the Valley City. Two commercial travelers were. like himself, here to take the south bound train, rather uneasy and grouchy because of the annoying de- lay. Old Tom was usually ready to enliven such occasions with a story. “The new country was full of strange characters I am told,” re- marked Tony Baldwin, the candy drummer. “I’ve heard father tell—”’ “Let’s hear Tom,” broke in fat, good-natured Will Berkley, the sec- ond man of samples. “The man I speak of was Jeremiah Roscoe, our mail carrier,’ continued the schoolmaster. “He was a char- acter and no mistake, a rantankerous state rights man, full of enthusiasm for the South, which was at the time talking secession from the Union.” “Should have thought Uncle Sam would have taken him in hand,” said Baldwin. __ “For what?” a twinkle in old Tom’s eye. ““For preaching disunion at sucha skittish time as that.” “Why, bless your heart, boy, Un- cle Sazn himself was very much dis- posed to lean in the same direction at that time. President Buchanan believed it wrong to coerce a state— you have read history to that effect, haven’t you? The President had many admirers among Northern people, who believed as he did, that no pow- er was inherent in the Constitution to prevent a state quitting the Union when said state was so disposed.” “That was arrant treason—” “It would seem so, yet many well meaning men stood for that through thick and thin, some seeing their de- votion to state rights with their blood, going South to fight in the Rebel army.” “Was your mail carrier one of these?” “Hardly. It is not of his disloyal belief that I thought to speak, but of the eccentricities of the man and of the difference between the manner of doing things then and now. Our settlement had but one mail a week, the carrier making his thirty mile trip on foot. The pay was fairly good, too, when we come to consid- er the price of living. Almost every- thing in that line was at a very low ebb in the years immediately preced- ing the Civil War. “Roscoe carried the mail in a de- sultory, haphazard manner, going down the river one day and back the next—such was the Government re- quirements, which, however, the mail carrier heeded only when it was con- venient for his personal comfort. Sometimes a very little snow flurry would be sufficient excuse to delay the mail a whole day, and if there was a real storm I have known a whole week to pass without mail. It was very annoying. I was a great reader then, absorbed everything from the heavy editorials in the New York Tribune to the frothy exudations in Bonner’s Ledger. “Then there was the dear old Sat- urday Evening Post, Deacon & Pet- erson, publishers, the great family paper of the fifties. Father was an investigator into the new religion of Spiritualism, subscribing for the Part- ridge and Britton Spiritual Tele- graph. Of course there were publica- tions of minor importance, such as The Little Pilgrim, a youth’s paper edited by Grace Greenwood of bless- ed memory, Godey’s Lady’s Book, the fashion and household magazine of the time, Peterson’s and Arthur’s folowing later. “Well, our folks took all of these, so that for a backwoods family we enjoyed a fair share of the literary and news productions of the day. Among the more serious works were the fiction volumes, among them ‘Harold, Last of the Saxon Kings,’ “Mysteries of the Court of the Stuarts,’ ‘Uncle Tom’s Cabin,’ and the like. I devoured all these before I entered my teens. “Missing the mail for a few days meant much to us, even more than it did at a still earlier date when Mus- kegon, twenty miles distant, was our nearest postoffice, we depending on neighborly people who traveled up and down the river to fetch the mail. Roscoe was, if my memory serves me, our first real mail carrier. The establishment of the postoffice early in the administration of James Bu- chanan was an event of no small im- portance to the scattered settlers of the pine woods, “On one side of the river was the postoffice and store, the opposite shore occupied by a straggling old tavern, partly of logs and lumber. It was the custom of the mail carrier to get his dinner at the tavern. On such occasions he would come in with a bustling stride, slamming the door to with an oath and fling the long canvass sack under the sink in the barroom, not to be looked after again until he had drank his glass or two and sometimes three of toddy, eaten his dinner and smoked his pipe. “I rather think the Government knew nothing of the man’s careless indifference to the safety of his letter sack. It is a wonder the bag was never robbed, since there were times when it contained registered pack- ages of considerable value. For an hour after his meal Roscoe would sit in the barroom, blue with smoke, telling stories or airing his political principles without once thinking of the responsbilities of his position.” “The reason he was not molested was because nobody kicked, I sup- pose,’ suggested Tony. “Very likely,” assented the school- master. “I know, boy although I was, I came near reporting the fel- low once I was that mad over his reckless disregard of the rights of the patrons of our postoffice. Only two weeks before he had delayed the mail two days because of a simple washout on the woods road, which need not have delayed him an hour, traveling as he did on foot. “I had to cross the river bridge in going to school. While crossing one day near the noon hour I stopped to watch an approaching lumber’ raft which was run in sections, each to be manned later on by two men when the lower, swifter waters of the river were reached. A heap of something amidships attracted my attention. As the raft came nearer this nondescript body arose in midair, resolving itself into a tall man with a canvass bag in his grasp—old Jerry Roscoe. ““Going to land?’ I called to him as the raft came within speaking dis- tance. “*Not to-day,’ he yelled. ‘Tell the folks T’ll fetch the mail to-morrow; and then he was carried on down the stream, dropping back to his haunch- es like an expectant and hungry dog. I was very angry. You see, at this time I was very much interested in a story running in the Ledger; I think it was ‘Maggie Burns, the Heroine of the Delaware,’ written by the most prolific fictionist of that day, one Sylvanus Cobb, Jr. Now I did not propose to have my expectations thus trifled with. The story had been continued at a very interesting point. Instead of continuing on to school I turned about, at the same time shout- ing to long Jeremiah: ‘I’ll report you this very day.’ ‘ “T hastened back to the store and to the postoffice, where I penned an indignant letter to the Third Assist- ant Postmaster General, detailing the Situation, and was sealing the letter when a loud scuffing of feet on the platform outside attracted my atten- tion. The next moment the door flew open and Jeremiah Roscoe came stamping across the threshold, pant- ing and swearing vigorously. “Here, boy, ‘he growled, ‘is your blasted mail bag.’ ‘So you thought better of running away with the mail,’ said I, very much relieved that my threat had been sufficient to bring the mail carrier to his senses. He answered with another growl, min- gled with a lot of profanity. I did not send the letter—” “T'd have done it I believe if I’d have been in your place,” said the candy drummer, - “Oh, I didn’t want any trouble. My threat had its effect so that the mail carrier was less given to care- less disregard of his duties thereaft- er. During the hot arguments just prior to the firing on Sumpter, Ros- coe emitted secession fire worse than the parrot guns that belched de- struction on Major Anderson’s de- voted head in Charleston harbor. “I didn’t understand that Major Anderson was destroyed,” chuckled fat Will Berkley. “No more was he, but Fort Sump- ter was,” corrected the schoolmas- ter. “Soon after Lincoln’s election we lost sight of tall, toud-mouthed, sprawling-limbed. old Jeremiah. An- other man, one loyal both in speech and action, took his place. The last time I saw him he swore roundly to me that he was going South to take up arms for the righteous se- cession cause.” “And have you an idea that he ac- tually meant what he said?” from Baldwin. “Hard to tell,” said old Tom, shak- ing his head. “These bloviating chaps are never reliable, you know.” Old Timer. —_>---2——___ A business that goes by spurts is a good deal like a flickering lamp—it needs attention. ——_++~—_____ If you knock your town, why should you expect any one to boost your business. Pe Lato EE OE Rc a MICHIGAN TRADESMAN June 12, 1912 BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. June 5—In the matter of John Bryant Watson, bankrupt, of Boyne City, an or- der was made by the referee calling a first meeting of creditors to be held at his office on June 20, for the purpose of election of trustee, allowance of claim, examination of the bankrupt, etc. A. E. Daas, formerly merchant at 1156 South Division street, filed a voluntary petition and, in the absence of Judge Sessions, the order of adjudication was made by the referee. An order was also made calling the first meeting of cred- itors to be held at his office on June 20. The following assets are scheduled by the bankrupt: - minck in trade =... ...2.2.0 $ 650.00 Household goods ................ 205.00 Horse. and wagon ......-....... 100.00 Due on open account ........... 65.00 $1,020.00 Out of this the bankrupt claims as exemptions, the household goods, horse and wagon and $250 in stock in trade. The total liabilities are $2,485.32. Among the largest creditors are the following: Worden Grocer Co., Grand Rapids (secured by chattel mortgage giv- en Pep. 27, 1912) ooo 550.00 Saati Brothers, Milwaukee (judg- Ra ee ee 140.00 Mussellem & Company, Chicago, Cudement) .. 2... 146.00 M. Salamy, Grand Rapids ........ 500.00 J. T. Saidy, Kansas City .......... 204.00 National Biseuit Co. .............; 21.86 Watson-Higgins Milling Co. ...... 14.88 Blue Valley Creamery Co. ........ 11.36 -iulie-Campol Ce. 6. 16.15 een Me SOVe 60 el ee 13.00 Subar & Company ..........:..... Citizens Tele. Co. itis & Bashara ......... : Valley City Milling Co. .85 NOt Milling Co 222.03... 27.50 Woodhouse Company ............. 45.06 Vanderberg Cigar Co. ............ 12.40 mee. Pager Co. 2... 19.75 Kuppenheimer Cigar Co. ......... 15.00 CIR ee 23.63 Putnam Candy Go. .............:: 12.35 om Hamsters Co. .....5... 000k: 10.00 Washburn-Crosby Co. ............ 34.40 Jonmeon Cigar Co, ..........:.2).. 20.00 3. VanderVeen ......2....5.5 0.2. 18.75 co ee et 12.00 wovenine Press (py |... |e. 85.00 Swift & Company ......2.........; 12.50 E. J. Gillies & Co., New York 33.00 ‘alamy & Jabara, New York .... 110.00 Coopersville, Creamery Co., Coop- PReOUe ee ee 40.00 Business Men’s Paper Press Co., Wegtend (2.32 ok 25.00 An order was made by the referee adjudging Charles F. King, grocer at 39 Michigan street, a voluntary bankrupt, and a first meeting of creditors called to be held at the office of the referee on June 21, for the election of trustee, etc. The bankrupt’s schedules show as- sets aggregating about $2,450, out of which $250 is claimed as exempt by the bankrupt and $510 is covered by title contracts. The unsecured liabilities ag- gregate about $3,403.44, the largest cred- itors being as follows: Casroll & Huyee Co: ....6.5 8 ice sk: $23.48 Ellis & Bashara Co. 101.85 meogely “Tirothers 2.30... oi cg 12.00 Cc. J. Ryker & Co.. Fruitport .... 15.26 Renfro Brothers Co.. Chicago 63.00 G. R. Muskegon Power Co. ...... 31.15 omer Be 00. oe oe cece 24.24 Re OPES og es ee Le 163.55 Witham = Weieht ooo... cS 36.74 Riener @& Leyla oc esc cka eck 71.20 C. A. Brooks Candy Co. ......... 23.43 Blue Valley Creamery Co. ........ 19.71 Denison & Co., Chicago .......... 22.50 Wational Biscuit Co. ............. 69.52 G. R. Grain & Milling Co. ........ 44.47 Imperial Merchandise Co., Terry 21.75 oa, wameusire 0... 11.18 ee PA een Ss 6 oe ce ke 487.00 Kuppenheimer Co. .......-...6-<0. 14.00 W. F. McLaughlin Co., Chicago 38.87 C.. WwW. Malis. Paner Co. 2.2.0.5... 58.2 Vinkemulder & Co. Voight Milling Co. V. C. Milling Co. Worden Grocer Co. Watson-Higgins Co. Reed, Murdock & Co, 33.85 June 6—In the matter of Ottenwess & ‘Huxoll, bankrupt, formerly at Grand Rapids, the trustee, Leonard D. Verdier, filed his final report and account show- ing a balance on hand for distribution of $2,616.59. An order was made by the referee, calling a final meeting of cred- itors to be held at his office on July 2, to consider such final report and for the declaration of a final dividend fon cred- itors. Creditors are directed to show eause, if any they have, why a certifi- cate recommending the bankrupts’ dis- charge should not be made. June 7—In the matter of Hendershot Credit Clothing Co., bankrupt, of Grand Rapids, an order was made confirming the trustee‘s report of sale of the mer- chandise assets for $514.70. June 10—-In the matter of Laverne F. Jones, bankrupt, formerly of Grand Rap- ids, an order was made closing the es- tate and discharging the trustee. No cause to the contrary being shown by creditors, a certificate recommending the bankrupt’s discharge was referee. In the matter of Perry W. Nichols, bankrupt, formerly’ merchant at Cadil- lac, an order was made closing the es- tate and discharge Mr. Louis B. Bel- laire as trustee. No cause to the con- trary being shown by creditors, a certifi- cate recommending the bankrupt’s dis- charge was made by the referee. Willard C, Gregory, of Grand Rapids a Pere Marquette freight conductor, was adjudged a bankrupt by Judge Ses- sions on his own: petition, and the matter referred to Referee Wicks. There are no assets scheduled above exemptions the calling of the first meeting has been de- layed until money for expenses is ad- vanced. The following liabilities are scheduled: é Mary C. Moran, (housekeeper) $ 80.00 Madison Square Bank, (secured by made by the chattel mortgage) .......:....,. 86.00 Louis Wesdyk (watch pledged for BOCBTING) os ee 10.00 ©. Den. Merder. os 50.00 Robert Den Herder ....:.......2:. 25.00 Mathew Shelern .... 20. .2..2. 5.55. 35.00 Mary NN, Pavish 3. 2225 oe 59.40 James McInnes: . vo ..2 2s cs 59.00 Peber Monan 6. 22.00 Martha B. Staufer ...-°.2-......-: 30.00 Jonpn No Werieht ........23.50 126.00 BoA, Nelles i 20.0 Brummeler & Van Strien Co. .... 30.50 CA. Gramback 2.00 11.00 Charles Chemical Co. ......... -e+ 1.50 Aanerican Loan Coe. 2.2.2.5 565222. k 25.00 $621.40 ——— =< e Study Employer’s Tastes Before Ap- plying For Job. When you are about to pick out your employer you might pause to think of the advantages that accrue to the man who selects the crank. Here you will find the competition small. Nobody loves a cranky man; no one tries to please him except those who know that their bread and butter depend on it. The crank knows this and resents it. Therefore he is an “easy mark” for the employe who tries to please him by not recognizing him as a crank, Competition is the life of trade, but lack of competition is the life of pro- motion. The employer who is recog- nized as a crank is often a man of real kindness. His crankiness is due to physical strain and tension. At heart he may be a better, kinder and more just man than the placid, good natured employer who is proclaimed a good fellow. The crankiness is due entirely to a high strung tempera- ment. He tries to restrain his irri- tability and crankiness and fails. The attitude of his employes shows him that he has. It is a constant irrita- tion because it constantly reminds him of his failure. Different Kinds of Cranks. Such a man is peculiarly suscepti- ble to tact and consideration. The employe who manages things so that trying situations are avoided wins the early esteem of the crank. The man who is able to manipulate the affairs of the day so that the employer's weakness is saved from rasping con- tact finds his reward in the pay enve- lope. Other employers are cranks, or are called such, because they have a finer intelligence than ordinary men. That which would satisfy others irritates them. They see the imperfections in work that others would accept. They see reasons why certain conduct is objectionable which would not pres- ent themselves to a less acute mind. They ask much of themselves be- cause their standard is so high and they ask as much of their employes. An employer may beacrank on one subject only. Perhaps he is a crank about loud talking, cigarette smoking, parting the hair in the middle, wear- ing soiled cuffs, being a few minutes late in the morning, whistling. The list may be extended indefinitely. Whatever is the crank’s abhorrence is the unforgivable sin for his employe. Good work often goes for nothing when it is coupled with the crimson necktie the old man can not abide. In approaching the crank to ask for a position it is well, of course, to know what sort of a crank he ‘is. There are so many sorts that definite information is necessary. It is usu- ally not hard to pick up this infor- mation if a man takes the necessary time. The office: boy is usually full of knowledge, for he comes in per- sonal contact with the crank. His chances of observation are better than those of any other employe for he observes the boss at moments when the latter is making least effort at self-control. A tactful bit of sleuth- ing around the coveted office will us- ually bring results. How One Man Got Job. I knew a young fellow who secured a position at a good salary through a little such information. He found that the employer whom he wished to adopt as a paymaster-in-law was a crank about neatness of dress. He did not demand expensiveness in clothing or especial taste. But he did demand cleanliness and tidiness. The young man also discovered that the cramk had an especial dis- taste for light tan shoes. He had on a pair of such shoes at the time. They were his own particular pets. He regarded them as triumphs of the shoemaker’s art and as the finishing touch to his own costume. But it was the crank whom he meant to please, not himself. He went out and had his shoes stained black. He also ripped loose a corner of the bow of his hat ribbon, not many threads, just enough so that one could say it was loose. Then he practiced pinning that corner in place with neatness and dispatch. : When he called by appointment to present his claims to consideration, he was neatness itself. His. shoes were black. At the proper point in the conversation he discovered the lost stitches in the ribbon, and ab- sently, as from a habit of life long tidiness, reached for the pin and fix- ed the ribbon deftly in place, at the same time continuing his explanation of experience in former positions. That one little touch got him the place. The crank noticed the little act. He felt at once that here was a neat man, a man who appreciat- ed the value of personal appearance. He employed the ingenius youth. The latter has continued to cater to the weakness of his employer and. keeps himself unobtrusively but thoroughly neat and presentable. The result is he is getting along well in his work. Amos’ Andrews. —~++.—___ The man who finds the business of his neighbor absorbing usually has little of his own. —_.2.-.—— Clouds may come and clouds may go, but the sun shines on forever. Latest on “Embalming. Here is the latest bit of egg gos- sip going the rounds of the newspa- pers. We, however, advise readers one and all to swallow it with a good pinch of salt or else not swallow at all. It reads: ; “Schemes to circumvent the pure food law by the embalming of eggs must now be invented before they are hatched, for a new _ invention makes the hen more wily than our late Government chemist, Dr. Wiley. “Chemists have devised a scheme of feeding to the hen a chemical called hexamethylenamin, which min- gles - with the constituents of the egg in the making before the shell is formed, and preserves the con- tents without the aid of storage warehouses or-salt or lime. Eggs which were laid fresh are brought into competition with a laboratory which travels about on two legs and clucks and keeps its products always up to the scratch. ; “The embalming is 30 skillfully conducted that no one suspects the duplicity of the designing poultry owner until the eggs are opened and the faint flavor of the chemical pre- servative salutes the sense of taste. The drug is mixed with the screen- ings which are thrown into the chick- en coops or dissolved in the water. “Hens can sit on these embalmed eggs for many months without alter- ing their constituents, although the eminent scientist, Dr. Herman Kin- mensch, reports that after artificial incubation for several months he pro- duced chicks with wrappings like .those of ancient Egyptian mummies, which, when released, immediately began to make tracks in the soft earth of- the henyard resembling Egyptian hieroglyphics.” +. Artificial Sponges. The process for making artificial sponges is said to consist principally in the action of zinc chloride on pure cellulose. This results in a pas- ty, viscous mass, which is mixed with coarse rock salt. Placed in a press mold armed with pins, the mass is pierced through and through until it appears traversed by a multitude of tiny canals, like the pores of a nat- ural sponge. The excess of. salt is subsequently removed by prolonged washing in a weak alcoholic solu- tion. The artificial sponge swells up with water, but hardens on drying, just like its prototype. It is said to be eminently adapted for filtering wa- ter for sanitary or industrial uses, and it can be employed for all the Lurposes that are usually assigned to the natural sponge. ——->-2 A well-screened window is a better fly preventive than a cloth swung in the hand of a worried woman. >» The best way to get trade, like any- thing else, is to go after it. Dandelion Vegetable Butter Color A perfectly Pure Vegetable Butter Color and one that complies with the pure food laws of every State and of the United States. : Manufactured by Wells & Richardson Co. Burlington, Vt. -_s eet June 12, 1912 NEW YORK MARKET. Special Features of the Grocery and Produce Trade. Special Correspondence. New York, June 10—The demand for spot coffee is limited to quanti- ties large enough for current re- quirements, but would-be buyers are taking no chances on having a sup- ply ahead. Quotations are firmly sus- tained and in an invoice way Rio No. 7 is worth 14144@143%c and Santos 4s, 157%@16c. In store and afloat there are 2,158,564 bags of Brazil coffee, against 2,419,973 bags at the Mild grades are also firm and good Cucuta is worth 16@16%c. As is the case with coffee, so with same time last year. sugar. Orders are for rather limited supplies and buyers evidently have an idea that lower levels will prevail, so they buy only “from day to day.” A big demand is looked for with confi- dence as the fruit crop still gives most favorable promise of a_ large If this proves to be the case granulated will probably be well sus- tained. yield. Peas are decidedly dull. Occasion- ally one finds a seller who claims to have a very satisfactory trade, but as a rule it is freely admitted there is While quo- tations are not changed, it is likely room for improvement. that concession would be made if cir- cumstances required such heroic treatment. Rice is firm both here and at pri- mary points. In fact, the ideas of sell- ers seem to be rather above those o1 buyers and at the moment there is no great activity in the market. Prime to choice domestic, 534@5%%c. Spices are quiet, and yet there is probably as large a volume of busi- ness going forward as in previous seasons. Pepper is showing more at- traction than ‘any other article, Sing- apore black being quoted in a large way at 114@11%c. / Supplies of molasses are light, but the demand does not require a great quantity. Quotations are firmly maintained. Syrups are meeting with very little attention. Really good 3s standard tomatoes are quoted at $1.25 f. o. b. factory and sellers are firm. Futures are about 82%c, and this, it can be safely as- serted, seems to be about bottom Peas give promise of a good pack in Maryland and are quoted at $1.20 for Early June standards. Corn is quiet tor either spot or futures. Other goods are steady and about un- changed. Butter remains practically without change in any respect. Extra cream- ery, 2714@2734c; firsts, 2614@27c; imitation creamery, 2314@24c; factory, 2114@23c. Cheese. shows more firmness, —al- though quotations are about on the level of last week—1334@14c. Top grade eggs are firm at 20@22c for Western; but the great bulk of MICHIGAN TRADESMAN afrivals is working out at about 18%4 @20c. —_++2—____ The Basement Store Steppingstone to Bigger Things. You would hardly expect Dame Fortune to lurk in a basement. Yet that is just the place where hundreds and possibly thousands of Chicago men have found her, and are still finding her. The basement store is hardly ever a failure. On the other hand, it frequently leads to business on a large scale. There is a story going the rounds on the West Side, in Chicago, of a young book-keeper who took a stroll through some of the congested streets and passed a number of basement stores. In one of these he observed a bedraggled individual standing be- hind the counter making a sale of two collar buttons for a cent. “A cockroach merchant,” the book- keeper remarked to one of the party who was “slumming” with him. They all laughed at the witty characteriza- tion of the merchant by the book- keeper. A few years later, so the story has it, the “cockroach mer- chant” was the senior partner in the concern in the loop district which employed the witty book-keeper. The story may or may not be true. Certain it is, however, that the base- ment store is never owned by one man more than two or three years. After spending two years in a base- ment store in some of the congested districts a man who has any business ability has saved enough money to go into something better in a more respectable place of business, and in a wealthier section of the city. Like Business Ants. The owners of basement stores on Jefferson street, Maxwell street, Mil- waukee avenue and similar thorough- fares in the humbler parts of the city are literally business ants. They work fifteen and eighteen hours a day. In fact, there seems to be no limit to their working hours. When- ever you pass one of these basement stores early in the morning or close to midnight, you will always find the merchant ready to wait on you, no matter how small your trade may be. The price asked for an article in cne of these stores is frequently dou- tle the amount you are expected to pay. The merchants there take it fo1 granted that you are going to bar- gain with them, as almost every one in these stores bargains, so they take no chances. The language employed by the owners of the stores and by their customers is different from the language employed in a department store. It is cut and dry and matter of fact language. There are no such Dhrases used as “please” and “thank you ” There are no courtesies or fav- ors shown. Business there is a strug- gle. The customer fights to knock down a cent from the “last price.” The merchant fights to keep the cent on, for this cent is a large share of his profit. On the whole, therefore, the base- ment store is a mighty unattractive proposition, but it is also a mighty well paying proposition, considering the small capital it requires. Attrac- tive or not, the basement is the first steppingstone of many a prosperous business man of a later day. It is an anchor for many a novice in business. Sure Sign of Success. It is a belief with many business men on the West Side that the man who started business in some base- ment or equally dismal place will never be a failure. And the belief is justified. There are good economic reasons why the man starting busi- ness in a humble place should be suc- cessful. “You see,” explained one man whc is the proprietor of a little store on a small street just west of Canal street, “the basement store affords a course of least resistance. I had $300 when I went into business here. With that amount I could do nothing any other place. If I were to rent any sort of a store on the srteet level I would have to pay $150 for the first month’s rent and for putting the store in shape. Before I would get down to order goods for the store my money would be gone. And after I would have opened the store my chief concern would be to pay expenses. “In the basement I have no high rent to pay and I have few other expenses. I need no other help. What- ever profit I make stays with me in- stead of going to the landlord, the gas company, and to a clerk. This way I have saved—well, I don’t mind saying—close to $1,000 in the three years I have been here. Now I am looking around for a good business location above the street level. But I am in no hurry about it. I will stay here at least another year, save a few hundred dollars more, and then I think I can safely venture into business on a bigger scale.” Change Hands Often. The extent to which the basement is the steppingstone to bigger and better stores and eventually to suc- cessful business establishments in the loop district, is seen in the ra- pidity with which the basement stores change hands. There are a number of “business brokers” on the West Side who make a comfortable living keeping track of these base- wnents, finding purchasers for those who want to sell their stores, and stores for those who want to buy them. “Three years is about all that a man stays in one of these _base- ments,” a business broker said. ‘“Dur- ing that time a man generally accu- mulates a sufficient sum to go into business on a larger scale. I know hundreds of business men in all parts of Chicago who have made their start in a basement store in the poorer districts. “Many a smartly dressed, alert and faultlessly polite business man _ be- hind a clean counter in the loop is only half a dozen years removed from the era when he was a ‘cockroach merchant’ down in the ghetto where he haggled and bargained with the customer. The man has simply re- sponded to his surroundings. As the owner of a basement store he was frequently expressman, office boy, porter, proprietor and salesman in one. He could not afford neatness then. His loop success, however, goes back to the painstaking busi- ness training he received in those years when, like the busy ant, he spent eighteen hours a day in the basement store.” Andrew B. Erdmann. —_++.—____ Perhaps Your Eyes Are at Fault. How are your eyes? Do they itch and burn and pain you until you are unable to concentrate your mind up- on the work you have in hand? If they do, if only for a time each day, they are impairing your efficiency and you should seek a remedy at once. Many persons, especially clerks, have the mistaken idea that as long as they can see the figures in front of them their vision is all right. The fact of the matter is that the majori- ty of those who suffer most from eye strain are persons with excellent vision. Strain exists where the eyes are naturally out of focus, but can be and are held in adjustment by the overuse of the ciliary muscle. Take a person who is faz sighted, for instance. If the degree of far sightedness is not great, the brain keeps sending enough nerve fcrce to the muscle to keep it constantly con- tracted. The same thing happens in a low degree of astigmatism. The victim can see well enough and re- fuses to recognize eye strain as the cause of the burnings and itchings and headaches from which he suf- fers. A continual strain upon the eyes causes not only headaches, but, ac- cording to Dr. Woods Hutchinson, a majority of the cases of stomach trouble are due to eye strain. This may seem a surprising statement, but if the eyes require an unusual con- centration of nerve force it is rea- sonable to suppose that the stomach, as well as other organs of the body, must suffer in consequence. Ibave come in contact with a number of cases in whch a continual strain upon the eyes has affected the mind. In some of these there was evident sim- ply an inability to concentrate the brain upon any one subject. In oth- ers there was a loss of memory, and in two a mild form of insanity. Many clerks of my acquaintance have lost good positions simply because they failed to recognize the obvious fact that they were straining their eyes. It is easy enough to tell whether a strain exists. Normally, the eyes should never make their presence felt by pain or discomfort of any kind, even when subjected to unusually long service. If they pain you, some. thing is wrong, even if you do feel that your vision is as good as ever. The remedy, of course, is simple. Glasses properly fitted relieve the strain, and are a good investment, even if you find it necessary to wear them only a part of the time. No one obliged to earn his living can afford to experiment with his eyes, and an ounce of prevention is worth a pound of cure. You can not serve your em- ployer efficiently with impaired vi- sion, or when you are suffering from the many ills due to strain upon the eyes. You owe it to him as well as to yourself to remedy the fault if any exists. Seance caer tr RR ee MICHIGAN TRADESMAN Movements of Merchants, Rochester—A. Erlacher has opene:: a bakery here. Kalamazoo — Herman Vetten has opened a sporting goods store here. Marquette—J. G. Koepp will open a shoe store here about August 1. Hastings—Frank Horton has sold his grocery stock to the Crandell Co. Jackson—C. B. Farnham has add- ed a line of shoes to his clothing stock. Brookfield—Mrs. Lulu Dack will cpen a dry goods store here about June 15. Battle Creek—Lamb & Yarger suc- ceed Sewell & McDowell in the meat business. Port Huron—E. B. Mackey & Co. succeed Ed. J. Rodgers in the drug business. Jackson—The American Top Co. has changed its name to the Luke- Christie Co. Big Rapids—H. R. VanAuken & Co. succeed D. H. McFarlan in the grocery business. : Owosso — Gaymer & Root have added a line of shoes to their re- pairing outfit. Freeport—Elmer Roush has engag- ed in the grocery business here—not Ed. Roush, as stated last week. Oxford—Hagen & Johnson, gro- cers, have sold their stock to Stephen Lobban, who will continue the busi- ness. Portland—Earl R. Barr, formerly of Howard City, has purchased the George Snyder meat stock and taken possession. Beulah—E. Gilbert has sold his stock of general merchandise to Geo. Rose, recently of McBain, who has taken possession. Muskegon—B. J. Vos has sold his grocery stock to C. A. Dahlquist, formerly of Cadillac, who will con- tinue the business. Jonesville—Wilson & Blanchard, bakers, have dissolved partnership, A. B. Wilson taking over the inter- est of his partner. Lansing—Frank E. Yakeley is clos- ing out his stock of dry goods and will remove to Quincy, where he will engage in a similar business. Mancelona — Albert Dolezel has purchased the George Burke imple- ment stock and will continue’ the business at the same location. Homer—Leon C. Smith has _ pur- chased the Crumbley Lynn & Co. clothing stock and will continue the business under his own name. Port Hope—A new bank has been Organized under the style of the State Bank of Port Hope, with an authorized capital stock of $20,000. Benton Harbor—Fred B. Collins kas purchased the Wenman Drug Co.’s stock and will continue the busi- ness at the same location under his cwn name. Negaunee — Mrs. John Simmons, dealer in cigars and confectionery, has sold her stock to John Hutander, manager of the store for the pas: three years. St. Johns—Clark A. Putt has pur- chased the interest of his partner, E. H. Osgood, in the grocery stock and bakery of Osgood & Putt and will continue the business under his own name, Manistee—William Wente has pur- chased the stock in the J. E. Mail- hot grocery for $960 from William Nungesser, the assignee, and the store has been re-opened with Mr. Mail- hot in charge. Grand Ledge—Dr. D. B. Niles has sold his interest in the clothing stock of Niles & Stark to Jerome Selling. recently of Detroit, and the busines: will be continued under the style of Selling & Stark. : Peter Leestma, Assistant Cashier of the Michigan Exchange Private Bank, residing at 880 Caulfield ave- nue, is wearing the smile that won’t come off these days. It is a girl, boru June 10. Mother and babe are doing well. Lansing—The Supreme Court has modified the judgment of the es- tate of Michael McDonald against the Central Drug Co., and the family of the man who was killed when a gas tank exploded, a few years ago, ‘ will receive $3,000 instead of $6,268.01. The case has been in the Supreme Court once before. The Central ‘Drug ‘Co. appealed the case on the grounds of an excessive judgment. Fennville—John Crane will erect another store building just west of Reynolds Bros.’ store, which will be used by that firm for their general stock. On the two lots east of the opera house building L. S. Dickinson will build a double store to be oc- cupied by Dickinson Bros. with their buggies and implements. Go Dutcher is also erecting a new store building. Kalamazoo—So successful did the Thursday afternoon closing move- ment among the grocers and market- men prove last summer, that it will be inaugurated again this year, an agreement being reached among the dealers by which every one of them will lock their doors at noon Thurs- cay and not re-open until Friday morning. The practice will be con- tinued through June, July and Au- gust. Manufacturing Matters. Fremont—George Bode, who for the past fifteen years has been con nected with the shoe firm of G. Bode & Co., has disposed of his interest in the stock to Gerrit Bode, Arthm Bode and John Ensing, who will con- tinue the business under the style of G. Bode & Co. Mr. Bode is Sec- retary of the Michigan Shoe Dealers’ Fire Insurance Co. and, will devote his time in the future to the inter- ests of that corporation. Perkins—John Von Klotz will re. open the cheese factory about July 1. Traverse City — The Desmond Chemical Co. has been re-organized and will increase its capacity. Beaverton—The Beaverton Butter Co. has been organized with an au- thorized capital stock of $4,000, all of which has been subscribed and paid in in property. Port Huron — The Port Huron Candy Co. has engaged in business with an authorized capital stock of $6,000, of which $3,000 has been sub- scribed, $1,500 being paid in in cash and property. Detroit—The Jack-O-Lantern Co. has engaged in business to manufac- ture and sell Jack-O-Lanterns and novelties, with an authorized capital stock of $5,000, which has been sub- scribed and $2,000 paid in in cash. Coleman — Fire in the Coleman creamery and cheese factory destroy- ed the building and machinery. Very little of the stock was saved. The loss will reach close to $6,000, partly cov- ered by insurance. The creamery will be rebuilt at once. Saginaw—August C. Heid, baker, has merged his business into a stock company under the style of the Heid Baking Co., with an authorized capi- talization of $50,000, of which $40,000 has been subscribed, $500 being paid in in cash and $39,500 in property. Detroit—The National Supply Co. lias engaged in the general roofing, paint and building material business, with an authorized capital stock of $13,500 common and $11,500 prefer- red, of which $19,000 has been sub- scribed, $5,500 being paid in in cash and $13,500 in property. Three Rivers—A disastrous fire Monday night at the plant of the Sheffield Motor Car Co. destroyed the testing building, paint shop and one of the storage buildings. The fire started in the paint shop and is thought to have been caused by spon- taneous combustion. It is estimated that the loss will amount to nearly #100,000. The Sheffield company is a branch of the Fairbanks Morse Company and is the principal indus- try of this city, employing nearly 1,500 men. It is expected the burn- ed buildings will be replaced. —_2+>___ The fellow who strolls through life aimlessly as a moon-mad swain nev- er arrives at his destination, since he has none. —_2++2—____ The task which is easy of accom- plishment usually is of minor impor- tance. —_2+-2—____ Many a man spoils the good opin- ion others may have of him by talk- ing. June 12, 191: Oppose Fake and Scheme Advertis- ing. Kalamazoo, June 1i—Planning the cevival of the fight against “fakes” and scheme advertising with the old weapon of a Censorship Committee. and the installation of a credit rat ing bureau which will miminize the losses on poor accounts, the new re- tailers’ division of the Commercia, Club got right down to business a; the first meeting. Chairman Willarc M. Ryan presided over an enthusias. tic meeting and the way in which th. merchants tackled the solution o their problems promises much for th success of the organization. “Fake and scheme advertising take: thousands of dollars out of our pock ets yearly,” said one of the members during the discussion, “and anythin: which will help us to pick out th: worthy propositions will mean mor for them and more for us. If some committee could go over each schem before it is submitted to the mer chants and refuse a sanction to the swindles, it would result in a great saving.” It was finally decided to secure th: general support of all merchants in a movement to refuse contributions to any cause which had not first receiy ed the sanction of a Censor Commit tee of five. ——_+->___ Child Labor in the East. Boston, Mass., June 10—Toddling babies, hardly able to walk, are forced to work to aid their parents in earn- ing bread, according to Rabbi Levi, of Temple Israel. There is no age limit for child labor in Maine or New York, he declared and cited statistics to prove his contention. The rabbi told the National Clothiers’ Associa- tion and the owners of department stores here to-day that unless they take action to see that anti-child la- bor laws are enforced, the effect on the future of the nation will be most disastrous. : “In one scattered canvass in New York,” he said, “which took in onl 558 children, were found four workin who were only 3 years old; twent: who were 5; forty-one who were 7 forty-five who were 9, and seventy six who were 10. In Maine hundred of children as young as 5 years ar employed in the canning indus try twelve to fifteen hours daily. in the candy factories in New York there are 175,000 children under 12 working.” Will Jones (Worden Grocer Co.) was on his back three days last week for the first time in many years. He was threatened with an attack of ty- phoid fever and would probably have succumbed to the ravages of the dis- ease but for the skill of his physician and his own rugged constitution. A Grand Haven correspondent writes: Ivan Biggar has accepted a position as salesman with the Stern & Mailey Co., dealers in laundry soaps, starches, etc., and is now on the road for. that concern. C. C. Day, of Marshall, has re- signed his position with the Wayne Oil Tank Co. and taken one with the F. S. Bowser Co., of Fort Wayne. er re eee rn naan Scans cle ee ee eee rapsmnicataian’ pit jal ahaa aman Sate le ea & 4 Bee caren ERS sae a i a eae June 12, 1912 MICHIGAN TRADESMAN Vad ve 3. “Art cates a 4 (t es: C) ROC qeaie A= f= if & me é 3 3 = rr The Produce Market. Apples—Western box apples, $3@ v.50 per box. Asparagus—$1 per doz. for grown. Bananas—$3.75 per 100 tbs. Beets—75c per doz. bunches for new. home Butter—There has been practically no change in butter prices since the first of June. Supplies have been large but the demand has kept the markets fairly well cleaned up and prices continue to hold at about 3c Fer pound above the prices ruling a year ago. Buying for storage has not been as heavy as usual, on account of the high prices which have pre- vailed during the entire month of May, and unless there is a decline soon storage butter will be several ‘cents higher next winter than during the past season. Extras are now held at 25c in tubs and 26c in prints. Lo- cal dealers pay 18c for No. 1 dairy grades and 15c for packing stock. Cabbage—$2 per bbl. for Texas. Celery—Florida, $3 per crate; Cali- fornia, $1.10 per doz. Cucumbers—85c per doz. for hot- house. Eggs—Local dealers are paying 15'%c for strictly candled stock, free from cracks and dirts. Receipts have been of fair size, but the demand ha keen of sufficient size to keep the mar- ket well cleaned up and prices to day are about 8c per dozen above prices of a year ago. Grape Fruit—Choice Florida, $8 per box of 54s or 64s; fancy, $9. Grapes—Imported Malagas, $4.50@ 5.50 per bbl., according to weight. Green Onions—i12c per doz. for Evergreens and 15c fo: Silver Skins. Green Peppers—70c per small bas- ket. Honey—18c per fb. for white clov- er and 17c for dark. Lemons—California, na, $5. Lettuce—Hothouse, 10c_ per __ tb.; head, $1.50 per bu. Onions — Texas Bermudas are in ample supply and excellent demand on the basis of $1.40 for white and $1.25 for yellow. Oranges—$3.25@3.50 for Navels. Pieplant—85c per 40 tb. box for home grown. Pineapples — Floridas command $3 tor 24s; $2.85 for 30s and $2.75 for 36s. Plants—65c for tomatoes and cab- bage; 90c for pepper. Potatoes—The call for seed stock is practically over. Old, $1.10; new, $1.75. Poultry—Local dealers pay 10%c for fowls; 6c for old roosters; 8c for $5.25; Messi- geese; 10c for ducks; 12c for turkeys. These prices are for live- weight. Dressed are 2c higher. Radishes—12c per doz. for hot- house. Spinach—75c per bu. Strawberries — Home grown are now in market, commanding $1.50 per 16 qt. crate. The flush of the crop will be next week. Tomatoes — Four basket crates, $2.25. Veal—5@11c, according to the quality. Watermelons—35c apiece for Flor- ida stock. Wax Beans—$1.25 per basket. —_2++2—____ A German mechanic who has spent his entire life in mechanical pur- suits desires a position as all-round utility man in a factory or shop re- quiring the services of a man who is an expert mechanic and machin-. ist and can repair quickly and eco- nomically any tool or machine in the establishment. This gentleman is now an inmate of the Michigan ‘Sol- diers’ Home, but is in good health and rugged in constitution and is anx- ious to secure a position which will enable him to make himself self- sustaining. Any one having such a position or knowing of such an open- ing is invited to address the Michi- gan Tradesman. —___+2>___ Why It Was Slow. The man with the black pearl pin in his tie was telling us about being in Washington and what he saw there, when the old man with the lop-shoulder leaned forward and asked: el ’spose you saw the monument while there?” “Oh, of course.” “And made a trip to the top in the elevator?” “Ves.” “Did you ever see an elevator as cend more slowly?” “Never in my life. We were two hours and a half getting to the top.” “Oh, you must be mistaken about that, sir. It’s surely a slow elevator, but I believe it makes the trip in fif- teen minutes.” “But I figured it at full two hours and a half.” “You must have been impatient to reach the top.” “Well, I guess it was that way. There was only one other person ir the cage, and that was my divorced wife, and I guess we were both in a hurry to separate again!” =o _ It is not until one is over 50 that one thanks God for every happy face one sees. The Grocery Market. Sugar—The market is something of an enigma. Raws have weakened about 1-16c during the week, but re- fined has not changed as yet. Refin- ers are quoting sugar on the basis of 5.20c for granulated, but practi- cally all will sell at 5.10c and some at 5.05c, and there seems to be no immediate prospect that they will ask any more in the near future. The de- mand for sugar is opening up well. Tea—Latest reports from Japan indicate that prices are well held up and do not vary much from previous firm at %c advance over last year. The season is somewhat later, but the cup quality is fully as good, al- though the leaf is a little bolder and not so good style. The Formosa tea market opened May i and the production is expected to be larger with higher prices than last year. Six American firms are now repre sented at Tamsui as tea buyers and exporters. The future of China teas in this country is a problem. The demand seems to be growing less ev ery year, while that of Ceylons is increasing. The local trade is fair but no brisk. Coffee—The demand for Rio and Santos is exceedingly dull, and the market, while nominally unchanged, is probably just a shade in buyers’ favor. Mild coffees are unchanged and dull. Java and Becks are quiet at ruling prices. Canned Fruits — The new _ pack strawberries from Maryland are ex pected in a couple of weeks. Prices are about 10 per cent. higher than a year ago. The opening prices on Cal- liornia fruits are expected in a few days and from: those announced by some.of the small packers they will be much lower than the opening prices of 1911. Prices of futures will not have any effect on spot goods, or at least not for some time as the new pack can not arrive before some time in September. The demand for all kinds of pineapple has been unusually large and, as has been predicted, Ha waiian supplies are scarce, and from present indications will be entirely cleaned up before the new pack ar- rives. Canned Vegetables — Tomatoes have taken a turn and the market is much firmer than during May. Prices on standards show an advance of about 10c per dozen for the week. The low and medium grades of pea; are well cleaned up and packers state that futures have been selling well. Prospects are very good in Michigan for a large pack, but it is still too ear- ly to make a_ definite statement. String beans, sauerkraut and hominy have been meeting with only fair suc- cess and prices are unchanged. There is very little trading in corn, al- though most of the cheap offering. are picked up as soon as they are on the market. Dried Fruits—Both apricots ‘and peaches have been declining until at the present time they are about on a level with the prices of futures. It is thought that with prices where they are now the demand will be heavy. during the next six weeks or two months. There seems to be a difference of. opinion as to the size of the prune crop for the coming season and some packers insist that the crop will fall much ‘short of last year’s pack, but notwithstanding these reports prices of futures are lower now than they were some time ago. Raisins are dull; not much do- ing, either spot or future. Cheese—The quality is showing im- provement as the season advances and there is some demand for the finer grades for cold storage. The market is ruling to-day at about 1c per pound lower than it did last week, and as the speculators are like- ly to take the surplus, there is not likely to be a much further decline. Rice—Prices are unchanged and ad- vice from primary points state that stocks are well cleaned up. It is still too early in the season to definitely know anything concerning the grow- ing crop, but conditions in some sec- tions are said to be very bad on ac- count of the high water. Syrups and Molasses—No change in either cane or compound syrup. Sugar syrup is unchanged and quiet and so is molasses. Olives—Moving freely now in both bulk and packages and it is expected that there will be an unusually heavy demand, as prices are very low in comparison with the past seasons. The consumption of olive oil is steadily increasing and prices are holding quite firm. Fish—Cod, hake and haddock are steady and in quiet demand. Domes- tic sardines show no marked change and the demand is light. Imported sardines are dull and unchanged. Sal- mon is unchanged. New prices on Columbia River salmon are expected shortly. Mackerel are unchanged and quiet. Soap—On June 1 nearly all free deals on laundry soap were with- drawn, and the market is firm with in- dications of an advance in prices. Re- tail grocers have been buying quite freely in order to take advantage of the free deals. Provisions—Smoked meats are firm at prices ruling about the same as last week. Both pure and compound lard are steady, with an active, con- sumptive demand, at unchanged pric- es. Barreled pork, canned meats and dried beef ate showing increased consumptive demand without any change in the price. B. C. Robbins, Michigan and In- diana representative for the Proctor & Gamble Co., who was very se- verely injured in a street car acci- dent March 22 and whose life hung in the balance for several weeks, has so far recovered that he is able to write his friends at this market that he expects to be able to resume his _ calls on the trade before the end of the month. A blank wall may conceal a bee- hive of industry, and a busy brain may be hidden behind an expression- less countenance. A good many fellows figure ac- counts receivable at one hundred cents on the dollar—and go broke. MICHIGAN TRADESMAN June 12, 1912 AFTER THE COIN. —_— Fruitvale Crowd Want Taxes and Other Contributions. Chicago, June 10—Ever heard of the United States Land & Irrigation Ex- position or Fruitvale Land Develop- ment Co. or Fruitvale “Improvement Club? All chics from the same egg. Don’t ask me who is behind those companies or club. I can’t tell you. If you write to them they will an- Swer and sign one or the other of the above titles, but no names. If you call at their office you will meet there a lady, who will sing to you of the beauty of Fruitvale; the gameness of the fish in the river and how the only thing you have to do is to catch them. Incidentally, she will also dwell at length on the fact that she broke her arm when visiting the Fruitvale paradise last winter; but if you ask her wherc your 25x100 foot free lot is situated, she will take a pencil and gracefully draw a circle on a map, which cir- cle may take in a couple of Michi- gan counties, leaving to your hunt- ing instinct the privilege of locating your property ready for your bunga- low, summer cottage, etc. The lot ‘was given free to you ($3 fees ex- cepted). It is up to you to locate where it is situated. You will get the abstract sometime. That is, the lot was given free on payment of. $3, but is it your property? Let’s see. I am one of the owners of lots sit- uated somewhere in Muskegon or Oceana counties, I don’t know which. As a land owner, I would be glad it some one would be kind enough tc figure out where I stand. Here is the conumdrum: May 24 there was posted at Chicago, 8 p. m., a letter to my address, in which was enclos- ed five warranty deeds conveying to me lots 41, 42, 43, 44 and 45 of block 393 of the Blue Lake addition tu Fruitvale, Michigan. A note informs me that the abstract has been pur- chased and will be mailed at a late: date. If I received no abstract or plat showing the location of my share of land in the wilds of Michi- gan, the land company did not forget to include five so-called tax slips ad- vising me that each lot was taxed 6u cents, and that I would be _ delin- quent on payment of my taxes May 25—that is, according to the land company. I was delinquent on pay- ment of my share of taxes before the United States mail could possibly de- liver the letter to my address. How is that for swiftness in collection? Can you beat it? The queerest part of the deal—and I have it from good authority—is that no taxes are due o1 collectible at the Treasurer’s office of Muskegon county on the _ property. Now what I want to know is: If the lots conveyed to me by war- ranty deed are my property, why should I have to pay taxes to the jand company instead of the Treas urer of the township or county in which the property is located? Why should I have to pay 60 cents taxes on each lot when, as a matter of fact, the taxes on each lot are less than 1 cent per lot? The property is and will be for many years taxed by acreage at about 10 cents per acre. Again, what legal authority has the land company to constitute itself as the legal tax collector of the township or county? So far as 1 know, the State of Michigan or any county of the State is not farming cut tax collections. Again, suppose that I pay the taxes supposedly dus on the lots to the land company and the company failed to turn in the taxes or defaulted on their own, what would become of my property. I wish I could see through that. Since then I have received another letter. In this one I am asked to buy four tickets to the lot (price $1 per ticket) to contribute to the build- ing of an electric road from Fruit- vale to Whitehall. It is claimed that this railroad would give plus valu to my lots! Maybe. The trouble is that I do not know where those lots are located—certainly not on the rail- road projected—of that I am sure. The gist of the matter, as it looks to me now, is simply this: We all have been buncoed and buncoed prop- erly. The land company wants all its taxes paid on the whole of the Fruitvale plat by the so-called own- ers of 25x100 feet of valueless sand— and some to spare; wants the so-call- ed lot owners to pay for the im- provement of the choice spots se- lected by the land company and wants the lot owners to turn in enough cash under one form or an-’ other to secure a substantial income to the insiders on their investments. if anything has been invested in the form of capital, I very much doubt it. I believe the whole thing to be nothing but a bunco game of the first magnitude and I also believe that it should be exposed in all its absurd- ity. I have in my possession all the doc- uments with which to substantiate my assertions. John J. Renard. —_-..-s—__. Status of the Local Stock Market. A good lively interest was mani- fested this week in the local securi- ties market. The volume of trading was unusually heavy and the result was shown in the several advances in the closing quotations. Commonwealth Power Railway & Light Co. preferred was stationary at 90@91, but the price of 62 bid on the common shows a better demand for the junior issue. Sales were made as high as 6234. The latest earnings statements show a continuation of the rice increases in net profit, and while Commonwealth will probably never have any spectacular rise, it will un- doubtedly prove a very profitable in- vestment over a period. Cities Service Co. stocks were very quiet, the heavy demand which re- cently sent both the common and pre- ferred up several points having en- tirely disappeared. The best bid for the preferred to-day was at 8834 and the common at 98. There is now accrued about one and two-thirds points of the dividend that is payable to stockholders of record at the close of business on June 30 on Citizens Telephone Co. stock and prices have advanced to 97 @98, but even with the higher prices the security is being offered only in small lots. The brewing stocks are very quiet, some Furniture City being offered as low as 66, but with no buying. Grand Rapids Brewing is to be had at 200. A little interest has been shown in Holland-St. Louis Sugar and the bid has advanced to 10%. Michigan Sug- ar remains quiet at around 90%. Tennessee Railway Light & Power Co. stocks were a shade lower, but the buying was in good: volume. This company is being managed by the same interests that are back of Com- monwealth and the securities there- fore immediately received the seri- cus attention of investors. The pre- ferred at 7734@78, netting about 734, looks particularly attractive. The demand for American Light & Traction Co. common is still greater than the supply and the stock made another new high record, with bids at 322 and none offered. Statements have been published showing that this stock is actually worth considerably higher prices and future quotations are’ governed only by the investors’ demands for the security. At present ‘the net yield on the money invested is 13.12 per cent. The preferred stands at 108%4@110, with trading about normal. United Light & Railways Co. com- mon was another to show record sales when the stock touched 67. At the close of business 65 was bid for this issue and offerings were in lots of only a few shares at a time. C. H. Corrigan. —_> +> Quotations on Local Stocks — Bonds. id. Asked. Am. Gas & Elec, Co., Com. 86 89 Am. Gas & Elec. Co., Pfd. 46 47 Am. Light & Trac. Co., Com, 322 Can. Puget Sound Lbr. 2% 3 Cities Service Co., Com. 98 991% Cities Service Co., Pfd. 883%, 90% Citizens Telephone 97 98 Comw’th Pr. Ry. & Lt. Com. 62 63 Comw’'th Pr. Ry. & Lt. Pfd. 90 90% Dennis Salt & Lbr, Co. 95 100 Elec. Bond Deposit Pfd. 83 85 Fourth National Bank 200 Furniture City Brewing Co. 66 Globe Knitting Works, Com. 110 112% Globe Knitting Works, Pfd. 100 101 G. R. Brewing Co. 200 G. = Nat’l City Bank 175 180 G. Savings Bank 185 Hiolkina: St. Louis Sugar Com. 10% 11 Kent State Bank 260 Lincoln Gas & Elec. Co. 40 42 Macey Co., Com. 200 Macey Company, Pfd. : 97 100 Michigan Sugar Co., Com 90 Michigan State Tele. Co., Pfd. 100 1011, National Grocer Co., Pfd. 8 911, Ozark Power & Water, Com. 46° 59° ° Pacific Gas & Elec. Co., Com. 63 64 Pacific Gas & Elec. Co., Pfd. ono 92 Peoples Savings Bank “Tennessee Ry. Lt. & Pr., Pfd, ares 7711, Tennessee Ry. Lt. & Pr., Com. = 25 *United Light & Railway Com, *65 last sale—ex dividend 75% iin stock United Lt. & Railway 1st Pfd 90 United Lt. & Railway 2nd Prd. s 80 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Elec. Co. 1949 95 97 Flint Gas Co. 1924 96 Ae 3 = Tine a 1916 97 . R. Gas Lig’ ‘0. 1915 100% 1001 G. R. Railway Co. 1916 too” 100s Kalamazoo Gas Co. ae 95 100 Saginaw City Gas Co. 1916 99 June 11, 1912. ———>- >... What Really Counts. Suitor—If you refuse me I shail never love another. Suited—Does that hold good if | accept you? —~++>___ The Spring Crop. “What’s fresh in spring hats?” “Well, the milliners have invented two or three new vegetables, I be- lieve.” —— ~+2>___. That’s All. Gertrude—There are going to be several kinds of flowers on my hat. Edith—Is that all? Gertrude—That’s all on one side. o-oo Blaming the Wife. “My wife made me what I am.” “Have you forgiven her yet?” —_++>—___ A good many fellows, apparently, have a system of living without work- ing—but sooner or later it breaks down. : —_2-.__ A good many people are like the steam caliope. They give off only a volume of sound. —_2~-.—____ Pipe smoke is most inconsequent, but it will show which way the wind blows. KEMBERLING & BLISS (English and German) EXPERT MERCHANDISE AUCTIONEERS 516 Chamber of Commerce, Detroit, Mich Jams Mr. Pickle of Michigan Jellies Fruit Butters Table Sauces Good Things to Eat Mustards Catsup Preserves Vinegars Pork and Beans Pickles—OF COURSE HIGH GRADE FOOD PRODUCTS Made “Williams Way” THE WILLIAMS BROS. CO. of Detroit (Williams Square) Pick the Pickle from Michigan aka we en cabietE Ree cere ne eres ia eae ae na satis ee eee ‘ii June 12, 1912 t Some Features of the Grand Coun- cil at Bay City. Grand Rapids, June 10—This is probably the first time in the his- tory of the U. C. T. or any body of traveling men not connected with some religious work that a represen- tative of the Salvation Army or any similar body was invited by unani- mous vote to assist in the opening exercises. In the report of the Legislative Committee, read by Brother John Hach, of Coldwater: Have worked in | connection ana with the State Board of Health. Members have seemed to be lack- ing in interest. Bill drafted by Committee, creat- ing a State Hotel Inspector, opposed by Governor on account of its neces- sitating another department—mean- ing greater expense to the State. Very hard to bring about reforms, owing to lack of proper laws with ~ penalty attached. Half of both the hotels and rail- road trains are unsanitary and can justly be termed and classified as “nuisances.” Legislation badly need- ed to abate “nuisances.” Bad conditions are partly a result of habit or customs. The commercial traveler, as a whole, has not backbone enough to stand up for his rights. This is one reason why he is imposed upon so often and fails to get what he is en titled to without tipping every one. At 2:30 p. m. Grand Counselor Craw made his annual address, call- ing attention to the growth of the or- der in Michigan during the past year, commending the members for the loyalty shown and recommending among other things legislation which would bring about adequate protec- tion to passengers on all steam and électric roads, cleaner and more san- itary wash rooms and toilet rooms, nine foot sheets on all hotel beds ard many more much-needed changes. He also counseled economy in manage ment and predicted great things for the order the coming year. Brother Frank Ganniard was call- ed to the front of the hall and was presented with an elegant watch iob in behalf of the Grand Council. When the time arrived for the se- lection of the next meeting place, the hard, earnest and energetic work ot the now famous “Booster Club” of Grand Rapids Council was very much in evidence, as the invitation to make Grand Rapids the next meeting place was extended by Brotiiers Burns and Lawton and supported by the Grand Rapids delegates. Brother Hondorp, with his usual aggressiveness, butted in on proceed- ings long enough to call attention tu some open doors at which some out- siders were standing. Council opened promptly at 10 a. m, in the Council rooms at the City Hall, with all the officers present. Ait- er the opening ceremonies, Mayor Woodward, of Bay City, welcomed the delegates with a few well chosen remarks. After a response to the Mayor’s welcome by Grand Counselor Craw, MICHIGAN TRADESMAN the local head of the Salvation Army made a few remarks regarding the contributions of the travelers given at the various hotels through the medium of the boxes placed therein by the Army. This speech was a pleasant surprise, insomuch as he did not ask for a collection. Brother Jim -iammel moved that we take up a collection for the bene- fit of the Salvation Army. Motion carried and the boys responded with their usual generosity and the Colonel ceparted happily. Brother “Gene” Scott was honored by being put on :ne Finance Com- mittee by Grand Counselor Craw. “Handsome” Jim Geary, of Kala- mazoo Ccuncil, was present, looking gs young as evet, if not youngei. Long life to yez, Jim. The Grand Secretary’s report show- ed a gain of 151 new members dur- ine the past year. The roller towel came in for a lot of deserved condemnation at the con- vention.* Hotel Belding, at Belding: Lawrence House, Plainwell, and oth- er hotels using same please take ne- tice. C. A. Wheeler, of Marquette Coun- cil, No. 86, has always been known to be a good Indian, but never un- til at the ball game Saturday after- non at Bay City did he out publicly and presented other “members of the tribe.” At the reception he held in the grand stand many remarked at the striking family marks—the same luxuriant growth of “uncombed hair” of the entire tribe. A grander spectacle the writer has never seen than when Brother Wheeler made the grand entree across the diamond with that look of mumified dignity that none other than Wheeler can assume, and stoically at his side-was Chief Hocoputlumous, smoking a ci- gar, Mrs. Chief, eating a redhot and the little Moccasin shod aborigines each triumphantly holding a packagy of Crackerjack. Oscar Levy reported a good time at the convention, but registered a kick about the management of the Wenonah Hotel serving pork at ah the meals. The meeting at Bay City was the frst U. C. T. convention Jess Mar- tin ever attended as a member of the organization, and he says he will never miss one from now on. Good resolution, Jess. Wish every mem- _ ber of No. 131 made the same. Frank Powers was’ at the conven- tion in Bay City, but Frank said there was no business there for him. Every- hody was. thoroughly alive. No dead ones at all. The introduction of the Salvation Army Major at the opening of the “riday morning session, the address he made, the song he sang and the collection taken up for him were all good, but when the exposure was made at the afternoon session and it was found to be but another joke, emanating from the mind of C. A. Wheeler and the members oi Mar- quette Council, No. 816, many—in fact, you might say all—felt wha easy marks they were. It was said by observing ones that Frank Ga- niard contributed 50° cents. Wilber Burns, sitting next to him, did not want to be outdone by a fellow from Jackson, so he also dropped in a half, but some say Jim Hammell, of Lan. sing, was wise to the game, dropped in a nickel, and by a dexterious slight of hand movement drew out a dime. The game was a good one, however, and well carried out. Ed. W. Ryder. —_~+-<.—_ —__ The Backbone of the Universe. Man is an animal with a desire to lead an active, healthy, natural life. I don’t care where he came from, I’m mightily interested in what he’s do- ing, and if one lives adjacent to him for a year or two it ain’t hard to tell which place he’s goin’ to. A real man ought to have an appetite for three good square meals a day, but he does- n’t deserve ’em if he doesn’t put in eight good hard hours’ work every day in the week except one—Sunday. He oughtn’t to have a blessed thing to do with a lot of these new fangled notions about religion. He ought to worship something real. I prefer God. The God my _ old-fashioned mother told me about. The right kind of a man ought to be always burning up with a desire to take hold of something that most everybody says won’t go and make it a go. He ought to have common sense enough to keep his mouth shut when he knows blame well he has no business buttin’ in and hoss sense enough to rip his tongue loose against the evils of his neighbor- hood. If he inherits a hankerin’ for whisky he ought to make it the one solemn duty of his life to get home the minute his marketin’s done; and if he doesn’t inherit the desire he has no more business thinkin’ he’d like to have a drink than some of our mod- ern statesmen have any business med dlin’ with the tariff. His education ought to consist in knowin’ how to kindle the fire for the general manager on a cold morning, how to prescribe for the neighbor’s prize rooster that’s wheezy, how to 7 milk six cows without any cussin’, how to fondle and pet a colt (that can kick shavin’s out of an inch and a half sugar board) into submissive- ness, go to town without getting struck with the cars or one o’ them lightening gas buggies, and come home sober and early enough to lead the prayer meetin’ in the evening. He ought to be the head of a table that’s surrounded by six or eight healthy children, at least two of ’em girls that’s learned to bake good bread and cut it right and carry it to the table instead of mother. He ought to be able to play the old-fashioned kind of a piano, quote scripture, mend his own harness, believe in hot and cold water in the house, vote for the candidate that’s straight instead of the straight ticket, and boost good roads and good schools. Your real man is neither rich nor poor, fat nor thin, an easy mark nor an old stingy mossback, and when you talk to him you can’t say that it’s his looks, his money or his fam- ily pedigree that makes him what he is, but that he’s just a real man. And, best of all, the folks that has to live under the same roof with him say he’s just the best daddy and husband that American soil can produce. Such a man is the pride of his home, a bless- ing to any community, the hope of the Nation and the back bone of the universe, and—and you'll find him on the farm. Bob McLean. +0 The Very Best Business Journal. Fenton, June 10—I think you have 1ot only one of the best, but the Very 3est business journal printed and 1 wish you all kinds of success. I re- cently induced one of my friends here to take the paper of you-(Mr. Van- stone). A. W. Stein. —_—_++>—___ A farmer with a _ plowshare that does not scour is a good deal like the business man who permits little de- tails to pile up without attention. Both get stuck. +2 The fellow who glories in his troubles will never be rid of them. Ramona REED’S LAKE Week Starting Monday Matinee, June 10 Theatre IDEA The Sensational Swimming-Diving Girl Les Gougets Famous French Instrumentalists The Entertaining Trio STEPP, LEHLIMGER & KING Presenting an Original Idea in Music. Comedy and song. DOLAN & LENHAAR «———— - No Time For Fooling. A farmhand had worked in the field from dawn until darkness, doing the chores by lantern light. “I’m go- ing to quit,’ he said to the farmer, at the end of the month. “You prom- ised me a steady job.” “Well, haven’t you got one?” was the astonished reply. “No,” said the man, “there are three or four hours every night that I don’t have anything to do and fool away my time sleeping.” ——_~--~2_—_ , His Idea. The New Boarder—I’m on to these boarding games. Do you think I’ve lived in boarding houses for nothing? The Old Boarder—If you have I wish you’d put me next. —_———... Obvious. Father (reprovingly) — Do you know what happens to liars when they die? Johnny—Yes, sir; they lie still. June 12, 1912 MICHIGAN TRADESMAN ERSBUTLERSROTHERSBUTLERBROTH ERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLE: SORTA REET CETTE ERT CEE BUTLE: U UTLERBROTH ERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTH ERSBUTLERBROTHERSBU TLERBROTHERSBUTL ERBROTHERSBUTLERBROTHERSBUTLERBROTHERSB PERS FeO TE PaRUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBECTMERSBUTLERBROTHERS BUTL BUTLERBROTHERSBUTLERBROTHERSBUTLERSROTHERSBUTLER TLERBEO: HERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTL EGREOTHEESRUTLERBROTHERSBUTLERBRO THERSB' iw RB! TH ERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTH CC eg 10" ITLERBROTHERS RSBUTLERBR 5 Re ROTHERSBUTLESBROTHERSBUTL ERBROTHERSDUTLERBROTHERSEUTLERBROTHERSSUTLEREROTHERSOU TET RDeOTHERSSUTL ERBROTHERSBUTLERSROTHERSBUTLERBROTHERSOUTLERBRO UTLERBROTHERSBUTLERBROTHERS Butler Service _Did you ever stop to think of the many factors in Butler Service aside from good packing and good shipping? We act as warehousemen for you. Our ware- hous hold your surplus stock until you need the goods. We act as banker for you. Our capital carries all the investment beyond the minimum quantities you need to own. Every article in our catalogue is CARRIED IN STOCK. No waiting, no scurrying around after the order is received. Our lines are so varied you may combine many classes of goods in one bill, saving investment, space, freight and time. Our prices are so right that you're spared the need of shopping. And every price is GUARANTEED. Our buyers are your buyers. In your interest they penetrate markets near and far, and the result of their labors is laid before you EACH MONTH in the hee of a fresh book that brings the world’s markets oO you. SERVICE is the big word in merchandising today— it will be a bigger word to-morrow. We mean that Butler Service shall continue to set the pattern for all wholesaledom. BUTLER BROTHERS Exclusive Wholesalers of General Merchandise Chicago New York St.Louis Minneapolis _ Dallas Sample Houses: Baltimore, Cincinnati, Kansas City, Milwaukee, Omaha, San Francisco, Seattle, Philadelphia. *BUTLERBR BUTLERBR BROTHERS fae D2 SNe ae é SBUTLERB BR TLERBROTH ERSBUTLERBROTHERSBUTLER BROTHERSBUTLERBROTHERSHUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHER RE eee ay NERSBUTLERDROTHERSBUTLERBROTHERSBUTLERBROTHERS OUR EET eee eT LERBROTHER TLER BROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLER BROT HERSBUTLERBROTHERSBUTLERBROTHERSBUTLER BROTH ERSBUTLERBROTHERSBUTLERBROTHERSB' R: UTLERB ROTH ERSBUTLERBROTHER UTLERBROTHERSBUTLERB HERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHER R TLERBRO UTLERBROTHERSBUTLERBROTHERSBUTLERBROT HERS BUTLERBROTHERGBUTL ERBROTH ERSBUTLERBROTHER UO LERBROTHERSBUTLERBROTHERSBUTLERBROTHE, \UTLERBROTHERSBUTLERB BUT OTH TL TH TLERBR TH ERBROTH BROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERBROT HERSBUTLERBROTHERSBUTLER BROT HERSBUTLERBROTHERSBUTL ERBROTHERSBUTLERBROTHERSBUTL OT HERSBUTLERBROTHERSBUTLERBROTHERSBUTL' ote ER BUTLERBROTHERSBUTLERBROTHERSBUTL ERBROTHERSBUTLERBROTHERSBUTLERBROTHERSBUTLERRROTHERS BUTLERBROTHERSBUTLERBROT HERSBUTLERBROTHERS BUTLERBROTHERSBU TLERBROTHERSBUTLERBROTHERSBUTLERBSROTHE! 12 attained vnsen/tadtnthsntionantlasuniiennscatabisblbrs atin vindthcndaiasdualaseiecsssanicaininai nna oeantche cane eee MICHIGAN TRADESMAN June 12, 1919 i_— = =— The Crossroads Store. The crossroads general store would close If we had parcels post. Mail order houses they would gain, The crossroads yield the ghost. The crossroads store will buy your eggs, Your butter, soap and lard, Your tallow and your apple schnitz, From you or from your pard. You pay two cents for postage When you buy from order house, And five cents for money order When your crossroads store you souse; The expressage is a quarter From the order house, or more. When you buy of your old cross- roads They deliver to your door. When you buy of the mail order You must wait two weeks or more, When you purchase of your cross- roads You can carry goods from store. Parcels posts are good for houses, The mail order system urge, But for you and the old crossroads It will be the funeral dirge. —_--.-2———- The Cost of High Living. One of the various causes of the high cost of living, to which too lit tle attention is given in the discus- sion of that problem, is what is often spoken of as the modern “standard of living” and the “cost of high liv- ing.” It is the standard that is some- times said to make the luxuries of yesterday the necessities of to-mor- row. In the development of modern industry by invention of labor-saving, or efficiency-multiplying devices and improved methods and processes, the rich have undoubtedly grown richer, but the poor have certainly not grown poorer. Those who are in the least capable and industrious have been en- zbled to make a much better living and those who are at all thrifty can save and become owners of capital through deposits in savings and in- yestment institutions. Labor, except of the roughest kind, is less severe, hours are shorter, holidays more fre quent and wages are higher not only in money, but in what money will buy, than in the simpler days of hand work and household industries. It costs more to live because the mass of people live better and think they really must have many things in or- der to be comfortable which they could do without, if they had to with- cut feeling privation. The improved standard of living is a desirable thing and pinching econ- omy is not commendable when it is not necessary, although always main- taining a margin of earning above spending is always praiseworthy as well as prudent. But there is a great deal of extravagance and luxury which 1s wickedly wasteful. It uses up the materials, the substance that goes to the sustenance and comfort of peo- ple, and tends to increase inequality in the distribution of the fruits of la- Lor. If half of that which is squan- dered in lavish and unwholesome liv- ing were left in the general supply, ‘nstead of being inordinately consum- ed by the self-indulgent few, it would make a substantial difference in the price of things. Not only is much more devoured or used up than is wholesome for mankind, but a vast deal is thrown away in sheer waste. The expensive hotels and restaurants and the lordly mansions where ban- quets are given use up an immense share of the choicest products and materials to the depletion of the stock upon which those of modest means o1 small income must depend. There is a fallacious idea of eco- nomic advantage in luxury and ex- travagance because it makes work and gives employment to many. There is no occasion to decry that which gratifies taste and contributes to refinement or elegance of living, but there is much that is sheer su- perfluity, which turns much material and labor to no use but the gratifica- tion of gross appetite or vulgar dis- play. The labor employed in pander- ing to this kind of demand is worse than thrown away and if bestowed upon other lines of production would increase the supply and lower the cost of that which ministers to com- fort. The greediness and selfishness of those who have more than enough, who do not mind what things cost or how much they pay for them, are depriving a multitude of others of what they are better entitled to, be- cause their extravagance takes all the best, depletes the stock and makes the inferior high priced. The cost of high living, the lay- ‘sh using up of the products of labor by those who can afford it is one of the causes of the high cost of liv- ing for those of small means. An- other incident of the improved stand- ard of living is that too little atten- tion is given to making a little go tar. Our people do not economize in the true sense of the word by. mak- ing the most of what they have. The common people of France have a rep- utation for thrift and economy, ac- quired by a careful and prudent habit of wasting nothing and applying skill to making the best of their ma- terial. This is not meanness nor penuriousness, unless carried to an extreme which the means of the per- son does not justify. It is getting comfort and ease out of a little by making much of it. Most people who have no superfluous income get much less out of what they have than they might by giving thought and taking pains. There is more to divide than ever before and the individual shares are greater, although distributed with more inequality. Living costs more because people insist upon living bet- ter, which is not to be deprecated within the limits of moderation. It is excess, the waste, the gobbling of the greedy or the heedless, and the little thought of those who have for those who have not, that is responsi- ble for much privation and misery. —_—_+2-<- Arsenic Found in Vegetables. Arsenic has been found as a normal constituent in man and animals, and now Drs. Judin and Astrug, two French biologists, show that it may be derived from edible plants and fruits. They examined thirty-nine vegetable substances, and obtained arsenic from all, the quantities rang- ing from 0.03 part per million in the leek to 0.25 part per million in al- monds and beans. Other vegetable matters, containing arsenic are tae common cabbage, the turnip, the pota- to, cultivated mushrooms, black truf- fles, Japanese rice, red haricots, white haricots, gray peas, split peas, lentils, artichokes, salsify, chicory, lettuce, spinach, green peas, celery, carrots, watercress, cauliflower, wild aspara- gus, hazelnuts, filberts, chestnuts, ap- ples, pears, oranges, pineapples and bananas. Wine-Fed Hens Lay Most Eggs. A French chicken farmer claims that a small quantity of wine increas- es the egg producing capacity of hens to a considerable degree. He divided a flock of hens, 16 months old, into two groups of six. Each group was ted with exactly the same amount of grain, bread, etc., but the bread given one group was soaked with wine. In the four months of the test the wine- ted hens laid 148 eggs more than the other six. In another test twelve hens of the same breed, but only s months old, were fed in the same way, and the wine-fed hens won by eighty-seven eggs. : —_2>+.___ He Didn’t Understand. “Then you don’t want no cranber- ties?” “No, I’ve changed my mind. I see your cat is asleep in those cranber- ries.” “That’s all right, mum. tind waking up the cat.” I don’t 2-2 The wants of the idle cost more than the needs of the worker. WANTED Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich. All Kinds of Feeds in Carlots Mixed Cars a Specialty Wykes & Co., “i""* State Agents Hammond Dairy Feed EGG CASES and FILLER Egg Case Nails, Excelsior, Extra Flats, White Cottonwood or Redwood, Knock Down or Set Up Complete with Fillers. Quick and Satisfactory Shipments DECATUR SUPPLY CO. - Lowest Prices Decatur, Indiana 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. — ESTABLISHED 1876 — Grand Rapids, Mich. WHOLESALERS OF BEANS, POTATOES, FRUITS EGGS, FIELD SEEDS. In the market daily for supplies. What have you to sell? Egg Case Fillers. L. J. SMITH Egg Packers Attention Can furnish you with Whitewood, Sawed, Cold Storage or Gum Veneer Shipping Egg Cases; medium Strawboard Also Nails, Excelsior, Division Boards and extra parts for Egg Cases on short notice. Write for prices. Eaton Rapids, Mich. . oy June 12, 1912 Things To Do This Month and Next. During June and the first four days of July you can get the big profits that always attend an intelligent and effective pushing of Fourth of July goods. This is a leading feature of the month. In fireworks the sales will have to be compressed within the narrow limits of comparatively a few days. But the Fourth of July spirit will animate the whole store during June. There schould be special of- ferings in picnic goods, candy, straw hats, ribbon, and so on. All of these fit in well with Independence Day festivities. Big Demand For Sane Fireworks. From the buying conditions re- ported from our various houses, we predict that this will be the biggest Fourth of July business season that ever has been experienced. The agi- tation for sane fireworks has in- creased rather than lessened the de- mand. With the growing feeling that fireworks are safer than usual—and they are—there has been a great in- crease of buying among the more conservative element. More people will buy fireworks this year than ever before. Seeing this natural trend of con- ditions, we have specialized on the hreworks that will please and enter- tain but will not maim and kill. Our equipment in this department is even greater than last year, and we can supply complete assortments of fire- works up to the last moment. Offer Plenty of Candy. Next to a plentiful supply of fire- works, bunting and flags, comes can- cy. This, since the prices got down so low, is an essential feature of the Fourth of July trade. A strong offering of picnic goods will be good the week before you make your biggest play on _ fire- works. There will be plenty of pic- nics around the Fourth. Offer bas- kets, paper napkins, paper plates, col- lapsible cups, tumblers, covered tin buckets and other things along the same line. About the middle of the third week in June come out strongly with your Fourth of July window trim. You can keep it up until the third or Fourth, and then tear it down as needed to supply the wants of the trade. It will have done its work by that time. Time To Push Toy Sales. Following the Fourth, you are like- ly to have some dull days unless you go after the trade hard. You will need to offer some loss leaders to get and keep the customers inter- ested. On the fifth of July it would be a good plan to follow up the Fourth compaign with some special efforts in pushing all-the-year toys. Have a toy window trim in place on the morning of the fifth, thus impressing your customers with the fact that yours is a variety store where there is “something new all the time, some- thing doing all the time.” The effec- tiveness of this will be increased if you also use the “birthday counter.” You can do two big things in July for your Christmas trade: MICHIGAN TRADESMAN 1. You can stimulate the demand for toys by offering toy novelties while they are still novel, thus cre- ating in the minds of your custom- ers the idea that your store is the best place to buy toys—Christmas or the other kind. 2. You can use some of the quiet days in coming to market and look- ing over the Christmas offerings. Our assortment will be ready for inspec- tion soon after July 10. Don’t try to make Christmas pay the profits for the entire year. Sell toys right along. Offer them every day. You ought to be able to do things during July by offering special in- ducements in the way of sewing goods. Try to get the women in to buy laces, embroideries and ribbons. School will not be a great way off, end you should encourage them by your prices and offerings to begin their fall sewing early. You Will Need Leaders in July. A strong loss leader about once a week is a highly valuable adjunct to the July trade. There will be plenty of demand throughout June and considerable in July for straw hats, summer under- wear and hosiery. This demand will be more prominent than usual this year on account of the late spring. Sporting goods also will find a ready sale both months. Of course vou are not one of the variety men failing to take advantage of the big opportunities offered in the sporting goods line.-—Butler Way. ——>+---___ The Corn of the World. The steady spread and development of Indian maize into a world crop has been the agricultural marvei of our age. The corn of the Bible, corn of Great Britain, is our wheat, not our “king crop.”’ But all the world has come to know and bless the gen- erous grain. Although upward of 86 per cent. of the 3,500,000,000 to 3,750,- 000,000 bushels, which constitute the world’s yield, is grown in this coun- try, Argentina, Hungary and Italy, yet the cultivation of corn has been gradually diffused around the globe. Next to our Western Hemisphere and Europe the most important areas are now planted in Southern and South- eastern Asia, chiefly in British India, French Indo-China and the Philip- pines. In 1910 the Philippine crop amounted to 14,276,846 bushels. The culture of corn is now general in Af- rica; it is the Egyptian fellah’s staff of life, and is even produced for ex- port in the Union of South Africa, where the product is known as “meal- ies.” In Mexico the tortilla, prepared from the grain, is the chief food of the masses. Canada and Cuba raise corn, and it is grown in a small way in Australia and New Zealand. Save in Ireland it is rarely used as hu- man food throughout Northern Eu- rope. Outside of the United States the cultivation of corn is most exten- sive in Southern Europe—centralized in a group of states comprising Aus- tria, Hungary, Roumania, the Balkan states and Bessarabia in Southwest Russia—where the production ranges from 500,000,000 to 600,000,000 bush- els annually. Corn is not only our king crop; it is also an uncertain and variable one. Last year, for instance, there was a great decline in the world yield. The aggregate product of the four leading countries was more than 550,000 bushels less than the crops of 1910, and 200,000,000 short of the returns of 1910. The yield in 1911 in the United States was about 335,000, and in Argentina about 148,000,000 bushels less than in 1910. There were relative short- ages in Hungary and Italy.—Philadel- phia Press. —_—2.22s———_ A Few Words About Vanilla. Written for the Tradesman. She knew a good vanilla extract; so she thought. She wanted the best and was willing to pay a reasonable price for it. She got it—or supposed she did—and was satisfied. buys pure vanilla extract, unadul- terated, uncompounded, according to pure food requirements, and it does not satisfy. It is weak, flat, no strength. The grocer knows that it is the tonka flavor which is lacking. It was that which gave satisfaction. He may or may not formerly have known that: he was selling a com- pound for the pure article. He knows it now and he knows that the com- pound is much cheaper than the pure extract and would please the major- ity of users if only they could be persuaded to buy it. The low price of the compound causes them to in- ter that the quality must be poor. Having paid a higher price for the article which pleased they can not believe that a lower priced one can be as good. They are not willing to accept the benefit which the food law has secured for them. And so the grocer must ever con- tinue to endeavor to educate the peo- ple as to what is best for them. His motives are often misinterpreted. People do not believe him unless long «cquaintance has proven his undoubt- ed veracity. And when they do ac- Now ,.she pure 13 cept his advice and take the article on the strength of his recommenda- tion, it is often with the attitude of one who hates to admit his own mis- take or ignorance. But in this man- ner, not always the easiest or pleas- antest way to sell goods, the grocer makes friends and wins good cus- tomers. His own good is attained by seeking first the good of his pa- trons. One kind of failure which is not published in commercial reports is the merchant who makes money tor himself alone. Help your pa- trons to become’ prosperous and your own prosperity will be doubly assured. E. E. Whitney. Where Genius Shines. Klymer—What is the secret of suc- cess in business? what they want? Muntoburn—No, not exactly; edu- cating them into wanting the things you have to sell. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. Selling the people Established 1873 Liberal shipments of Live Poul- try wanted, and good prices are being obtained. Fresh eggs in active demand and will be wanted in liberal quantities from now on. Dairy and Creamery Butter of all grades in demand. We solicit your consignments, and promise prompt returns. Send for our weekly price cur- rent or wire for special quota- tions. Refer you to Marine National Bank of Buffalo, all Commercial Agencies and to hundreds of shippers everywhere, SEEDS WE CARRY A FULL LINE. Can fill all orders PROMPTLY and SATISFACTORILY. = & Grass, Clover, Agricultural and Garden Seeds BROWN SEED CO., GRAND RAPIDS, MICH. Wm. Alden Smith Bldg. Spring Wheat---Flour and Feeds Mixed Cars a Specialty Reasonable Prices and Prompt Service Michigan Agent for SUCRENE Feeds ROY BAKER Grand Rapids, Mich. The Vinkemulder Company JOBBERS AND SHIPPERS OF EVERYTHING IN FRUITS AND PRODUCE Grand Rapids, Mich. 14 What Some Michigan Cities Are Doing. Written for the Tradesman. A company with $175,000 capital is being formed at Kalamazoo for the manufacture of automobile axles. H. H. Clary, of Buchanan, will have charge of the plant. Work on the new interurban line between Bay City and Saginaw is progressing and Manager Cleveland Lopes to have cars running betwee. the two cities this fall. Engineers have been engaged to make surveys for the proposed rail- road between Muskegon and Manis- tee, over the eastern route. The route as laid out is eighty miles long and the cost of the survey is $2,400 A detailed report of the engineers is Promised by Sept. 1. The Lansing Chamber of Com- merce has been looking into freight handling facilities there and finds that all roads except the Pere Mar- Guette are enlarging freight houses and making other improvements to eliminate congestion. The Downey House, at Lansing, has been rebuilt and will be opened about August 1. The Hawthorne Co. has started its new paper mill at Kalamazoo, ploying 150 men. A new kraut factory is being built at Charlotte by the Motel Pack- ing Co. The Browne-Morse Co. will re- main at Muskegon Heights, taking over the plant formerly owned by the Grand Rapids Desk Co., provid- ed the city Council will remit all taxes on the building for the next five years. The city fathers are consid- ering the matter. The Manistee County Medical So- ciety has adopted resolutions oppos- ing the plan of bonding the city of Manistee for the purpose of going to Lake Michigan for its water supply. The doctors assert that a natural fil- tration plant exists near the harbor mouth. The eight hour day ordinance af- fecting city employes at Flint has been rescinded by the Common Coun- cil, this action being taken because the city had decided to build all side- walks this year by day labor and to eliminate the contract business. It was not considered fair to taxpayers to pay for eight hours’ work by city employes when the contractors fur- nish ten hour labor for the samc price as will be charged for day labor. Portland, with a population of 1,832, has fifty-one automobiles, o1 one to every thirty-six inhabitants. And the auto fever is still on. Kalamazoo’s proposed vacant lot cultivation has been laid over for a year, as Grand Rapids has done, and niuch valuable time is being wasted in inaugurating a movement that has. proven very swecessful in Minneap- olis and other cities. Citizens of Bay City have petition- ed the Common Council for a curfew ordinance. The Jackson Playground Associa- tion has secured the services of W. M. Apple, of Ann Arbor, as director of playground activities this season Business men of Homer are ask- em- Saintes hes hntann cia lasilaek mcabacenaiained iis tkdame eect eeeone eee MICHIGAN TRADESMAN ing for better train service over the air line division of the Michigan Central. The petition requests two additional trains, one west in’ the morning and one east at night. When seven saloons were recently closed at -Negaunee it was predicted that the buildings would stand empty for months, but they were re-opened as candy, furniture and other stores within twenty days. Ishpeming has adopted an_ ordi- nance requiring that garbage be kept in covered cans. Mayor Barnett be- lieves that cleanliness pays and is insisting on clean streets and alleys. Assistant Food Inspector Hatch has issued an order requiring that all huckster wagons in Saginaw he coy- ered for protection against filth and disease germs. The school census, recently com pleted at Cadillac, indicates a popula- tion of 10,260, or a gain of 1,795 per sons since the Federal count was made in 1910. The gain in school chil- dren over last year is 141. The laying of a new intake pipe for the water supply of Marquette has been completed at a cost of $60,- 000. The pipe extension is about 2,300 feet. A Commercial Club has been form- ed at Otsego to promote the inter- ests of the village, with officers as follows: President, E. W. Eady; Secretary, G. H. Gerpheide; Treasur- er, A. Kohlenstein. The Kalamazoo Board of Trade has a list of 400 residents who have fail- ed to make sewer connections with their premises and legal action will be taken to enforce the ordinance. The Common Council of Marshall has asked the City Attorney to draft an ordinance requiring property own- ers to connect with sewer, water and gas mains. When this is done pave- mients may be laid anywhere and the streets will not be torn up contin- ually to make individual connections. Fiint has appointed a milk inspect- or, with a salary of $1,000. A motor cycle is furnished him. The Ann Arbor Board of Com merce will co-operate with the State University in caring for the crowds during Jubilee Week, which opens June 23. Benton Harbor will remodel the old pumping station and make use of the same for city hall purposes. Houghton will open its first pub- lic playground this season. Marcellus has raised several hun- dred dollars for a Fourth of July celebration. The Upper Peninsula Development Bureau has opened new offices in Menominee. As fast as crops are mar- keted samples will be secured and ex. hibited in the new offices and by the close of the year the cream of Upper Michigan will be on display. Holland meat dealers will close their markets Wednesday afternoon during June, July and August. : Houghton has purchased garbage cans which will be sold to residents of the village at cost. Toledo merchants and_ business men will visit fifteen towns of South- ern Michigan on a “get acquainted” trip this week. The health officer of Sault Ste. Ma- rie has opened a campaign for pure milk. Ironwood has organized a Chamber of Commerce with 100 members. “Why is a curfew?” enquires the editor of the Lansing State Journal, and then he goes on to call the cus- tom “antiquated and provincial.” He says there are no Indians or bogies roaming the streets of Lansing, that the policemen have large firm hands for spanking youngsters and that al- most every household has a dollar clock. “Besides,” as a clincher, he adds, “curfews don’t whistle any- way. They ring. Poetic license per- mits much, but not the substitution of a municipal water works for a village church.” Almond Griffen. + New Crockery Store Under Construc- tion Cleveland, Ohio, June 10—The Kin- ney & Levan building, which will oc- cupy the old Mather homestead site on Euclid avenue, will be six stories in height and will-contain seven acres of floor space. It will be of fireproof construction, being built of reinforce ed concrete and steel with an ecru glazed terra cotta front. A space 50 x175 feet in dimensions will be rent- ed, but the rest of the building will be occupied by the Kinney & Levan Co. as a wholesale and retail store and warehouse. The opening of the new store is expected to be on Feb. 13, 1913, which will be the thirtieth anniversary of the establishment of the firm. ‘PEAGa oh 0% IRAN D Hams and Bacon 100 per cent. Pure All-leaf Lard = Quality Our Motto For the Country Store Keeper Smoked Sausage, Head Cheese, Frank- furts and Polish Sausage packed either in pickle or brine, half barrels (70 Ibs.). % bbls. (35 Ibs.), kits (12 Ibs.) Liver Sausage. Pork Sausage in brine, in half barrels, quarter barrels and kits. Mail your sausage order today. Cudahy Brothers Co. June 12, 1912 Come at Once. A firm in Texas sent out the fol- lowing notice: “Wanted: manager for a yellow pine lumber yard. ‘Applicant must be prepared to furnish about $5,000. Must be familiar with the business in detail. Must possess an abundance of push and energy and also be endowed with plenty of nerve made necessary on account of labor conditions. We would be pleas- ed to consider the application of one who Dossesse# these combined quali fications.” Within a short time it received a let ter from a man in Michigan, in which he said he could furnish the $5,000 and was familiar with yellow pin and felt warranted in making appli. cation for the position in question, except for the fact that they had plac ed so much stress upon a man’s pos- sessing “plenty of nerve.” As to the worth of his nerve unde: pressure—that was a question. H: hardly knew what to say, but as x fitting tribute to same would say thai le had nerve enough to sass his wife. He posted this letter and as soon as the Texas firm received it they wired to him, saying his applicatio: had been accepted—“Come at once.’ ———_-+____ No Time. “Do you believe politics strange bedfellows?” “Not these days,” replied Senator Sorghum. “Politics does not give a chance to sleep at all.” make —~+++.___ A man rises in value to a business as soon as he settles down to it. Mild Cured Cudahy, Wis. June 12, 1912 Succeeded in the Right Line of Busi- ness, In the first place I got into the wrong line of work, and it nearly killed me before I discovered my er- ror. I began working at 16. An un- cle who was in the real estate busi- ness had a large circle of acquaint- ances among the architects of the city. “T can get you a job as office boy in one of those offices,” he — said. “Then you can study nights, and aft- er a while you will become an arch- ltectural draftsman. That is a fine line for a young man to start in.” He was right, too; it is a fine line for a young man to start in, if he is the right man. I wasn’t the right man. I began work as office boy in the office of a prosperous architect with the biggest sort of ambitions in my mind. My ambition kept driving me along. ! studied at night and practiced ev- ery spare moment that I had. In two years I was assistant to one of the older men. This older draftsman warned me occasionally against the white heat application to the work that I was. guilty of. “You can’t do all the work in one day,’ he used to say. “T want to get the hang of the game before I sit back and take it easy, { would answer. “Well, you can’t get the hang of it all in one day,” was his reply. “You had better let down a little. You are keyed up too tight all the time.” Worked Harder Than Others. I did not pay much attention to what he said. It is a pretty hard thing to slow down a young man who kas got started in a line of work he is interested in. At the end of four years I saw the first of my ambitions realized; I had become a_ full-fledged draftsman. Then I got married. The salary was plenty big enough to keep two, and I saw nothing but increase in promo- tion in the future. I did not have any natural aptitude for the work, but what I lacked in this I more than made up in applica- tion and determination. It was much harder for me to learn than for the other young men in the office, but I learned just as rapidly because I worked twice as hard as they. All the time that I was practically killing myself at that work which I should never have been in, I was en- tirely ignorant of any unusual strain. | lasted twelve years in all from the time I started in as office boy. By that time I was a fair, but not a bril- liant draftsman and I had entirely wrapped myself up in my work. IT knew nothing else, and had _ no thought of ever venturing into anoth- er line of work. We hadn’t saved much money dur- ing these years, for my position in the office was a life job, if I could do the work, and the thought never entered my mind that I ever should fail. I could not“imagine such a condition. And then the crash came. I was getting up one morning when MICHIGAN TRADESMAN zll of a sudden the.world turned black to me, and I felt myself falling. That was the way the lights went cout for me for a while. When I was safely back in the land of the living the doctor told me several things. Ordered To Stop Work. “You are the oldest man for 28 years old that I’ve ever seen,” said he. “Do you know that you’re de- veloping arterio sclerosis? Your op- {ic nerves are worn to a frazzle. Your lieart pumps like a man of 60. Your stomach digests about half of the food you put into it. You've just simply come to the point where yot have got to stop.” “Stop what?” I asked. “Work,” said he. “I’ve been en- quiring about you. You are about as much fitted for the kind of work you have been doing as a horse is fitted for flying. You have got a big, bony body that craves activity, and for the last twelve years — your growing years, too—you have been sitting still on a high stool most of the time. You have been worying all this time, be- sides. You are a fine example ot physical and nervous degeneration through wrong living.” “But what will I do, Doctor?” I asked. “Get out in the air and use your body, your heart, your lungs—some thing besides: your eyes and mind— or—” “Or what?” “Leave a you,” said he. I called in another doctor. His ver- dict was the same. After all my fine hopes here I wa:. apparently doomed to be a failure. My wife had a brother who was stock clerk for a big premium soap rouse. “By George!” he said to me, “the enly thing I can think of for you might be to take one of our bargain cutfits and sell soap from house to house.” My wife laughed at the idea. I didn’t. I was willing to do anything decent to make a living. All I hoped for was the chance to save myself from becoming a burden to anybody. I was humble. You get that way when you have been knocked flat cn your back. I had never tried to sell anything in my life, but I took out a suitcase full of this firm’s soap and began to peddle a little around our neighber- hood. I was not strong enough to do much walking and I didn’t have much heart for the business, but I made a try. Then I made the discovery that has changed my whole life. I discovered that I had the faculty for selling zoods. The soap I was peddling was a combination offer of six assorted brands, including a washing powder, for a quarter. I knew so little of soap prices that the outfit looked like a bargain to me. Afterwards I dis- covered that it was nothing of the sort, but, firmly believing that it was. I went out and made housewives be- t1eve vw:th me. Just What Is Needed. The walking was exactly what 1 young wid6w_ behina needed, and I began to get stronger. As I increased in strength the terri- tory over which I could operate in- creased, and my sales with it. At the end of five weeks my physician said: “Hello! What’s this? Your heart is beginning to pump like a young man’s again. Those congested veins have gone down in your temples, too. I believe you are going to make 4 man out of the wreck of yourself. What are you doing?’ I told him. “The very thing!” viding you like it.” The funny part about it was that I did like it. I enjoyed it. This nat- urally increased my efficiency as a peddler-salesman. That summer my wife and [ did something desperate. We took our vacation ori the road. We went from one small town to another—selling soap and premiums. We came back in the fall and I was feeling better than I ever had done before. We had had -a jolly summer and I had aston- ished the firm with my success as a salesman. Then they made me the proposi- tion that has led to prosperity for me. They offered to establish a branch store—they have them all over the country—in a Wisconsin town where I had been particularly fortunate in placing their goods, and to put me in charge. I jumped at the offer. I threw imy- self into the business with «he zest of a boy entering a new game. It was fun for me. I enjoyed it. I was in the right kind of work at last. And ! made good, as any man can do it he gets into the right business. Allen Raymond. —_~+~+-__ Assuming That. Brown—What reason have you for hating Blank? Smith—Well, you see, he’s a rela- tive of mine, and— Brown—Yes, yes, I know, but what other reason? he said, “pro- —_—_»>+»__ Two things never to be loaned— your troubles and your money. Excelsior Gold Eye Needles Large Round Eyes Put up in Attractive Wrappers 100% profit _ merchandise, 15 Training the Salesman. A man should know the merchan- dise he handles. This is true whether le is selling bonds or _ furnaces, whether he is sales manager, a trav- eling salesman, or just a clerk in some retail store. The more he knows about the merchandise he sells the better is he able to per- form the duties required of him. His knowledge, moreover, should not be a superficial knowledge—just enough, 2s it were, to keep him from blunder- ing; but he should endeavor to know so much about merchandising that his advice to a customer may be of value to that customer in determining whether this or that material will best serve his peculiar needs. Therefore, to the merchant who is anxious to train his salespeople to their greatest possible efficiency, the advice is given that he teach his em- ployes how to distinguish between different classes of merchandise; the chief characteristics of each line of and the comparative qualities of similar lines. —__+--.—___ Might Lead To Matrimony. “I love you!” he cried, throwing all restraint to the winds. “Do you really and truly love me?” she answered, still unyielding. “IT swear I do!’ “How much,” “How do I know how much? With all my heart and soul and strength and mind and 4 “Wait. Couldn’t you love me any more?” “Dearest, if I loved you any more I don’t think I could stand it.” “Why not?” “T might want to marry you.” Some expense accounts are expen- sive accounts. OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS Duplex Safety Pins Best Quality Extra Heavy Wire Superior Nickel Finish Write to your jobber for samples and prices 16 THRASHED HIM THRICE. How a Flour Salesman Won a Cus- tomer. “Oboe may be all right about hu- man nature and the rest of it, but what are you going to do when you get up against something that isn’t human?” Oboe Decker had just made the assertion that all one needed to sell goods was a knowledge of human na- ture and courage, and had told us an experience of his own to prove the truth of his statement. It was Bert Sayler who raised the question cast- ing doubt upon Oboe’s wisdom. Say- ler was a strapping young man with square, hulking shoulders, a stiff chin and steel blue eyes, the sort you see pictured on the front page of autumn magazines dressed in a football suit and carrying the pigskin down a field. “There’s no such thing,” retorted Oboe. “Everybody is human; _ it stands to reason that they must be. It’s only up to you to find out where the streak is and drift down to it. It’s there, all right.” “You never saw Karewski, or you wouldn’t say that,” Sayler rejoined. “Karewski was a cross between a gorilla and a Rocky Mountain mule.” “Yes,” interrupted Oboe, “the goril- la is our common ancestor, and 1 have seen mules more human than the man that owned them. But fire away,” he concluded, with a benignant wave of the hand and a complacent whistle. “I’ve had my turn.” “I’m going to,’ Sayler assured him. “T’ll still back my Karewski as the original anti-man against all your fine theories. It’s been five years now since I saw him. I made his acquaint- ance in San Francisco, just before the fire. It was before I went into the hardware line. I was selling flour then to the bakers. I didn’t know much about it, but I got up a little line of talk about gluten and starch and bread mixtures and so on and went after them with that. Pretty soon I found that I had to explain the terms to them, and so I cut it all out for straight talk. Hard To Deal With. “They were a pretty hard lot to sell, those bakers. Most of them haa been making bread before I was born, and if they hadn’t their fathers had before them. They knew what flour they wanted and where to get it; you had to upset the habits of a lifetime to land them. They had no more use for a ‘drummer’ than they had for a bag of golf-sticks. But I stood around in their dark, sticky base- ments watching them break eggs and knead dough and frost cakes and peel ovens, jollying them along until I got under their hide and sold them pret- ty regularly, principally by not pre- tending to know anything about flour. And I did not have to pretend very hard, either. “Well, my friend Karewski was one of those bakers. And, as I have said, he wasn’t human. He was the ugliest, surliest, grouchiest old rope I ever hung on to and suspicious as an alley cat. The only thing he would ever talk about to anybody was anarchy. He wanted to blow everybody that MICHIGAN TRADESMAN wore a collar to smithereens with ni- troglycerin; dynamite wouldn’t do at all for him. But he wouldn’t talk about that to me. I guess he thought I was some sort of a spy trying to get the goods on him. “But he did make good bread and lots of it. I forget how much flour he used each month, but it was enough to make him a very desirable customer. Our house had never sold him. He bought all his stuff of one concern, which happened to be our worst competitor. After I had got along fairly well with my trade they sent me after Karewski. They sent everybody after him in turn. And I went after him, full of ginger. I made up my mind I was going to land him or land in the street. “The first time I saw him I got nothing more than a few grunts and growls out of him. He wouldn’t talk and he wouldn’t listen. I followed him around for an hour from dough trough to the oven and back to the cake board, trying one thing after an- other on him, but he did not pay any more attention to me than he would have paid to a fly on the church stee- ple. I went three or four times after that with the same result, excepting that the last time he told me to get out of his shop, mentioning the place 1 was to go to. I told him I’d meet him there and left as soon as I de- cently could. Refused To Give Up. “The house hadn’t expected any- thing else from Karewski, and call- ed me off. But I wasn’t going to get off. I had it stuck in my head to land him. One Saturday, after I had wound up a pretty good week, I found myself near his shop and drop- ped in on him. I went right through the shop and down into the basement without saying a word to his wife, who was behind the counter. She looked pretty sad and frightened, but I thought she had reason to and paid no attention to her. “Karewski and his assistants were just opening up the dough troughs and getting ready to make up. the loaves. He looked at me once out of his vicious eyes as I appeared, and then went on with his work. I saw the assistant shake his head at me, but that didn’t bother me a bit. I was not going to stop for any assistant. I talked to the boss for fifteen min- utes, trying to get down to some hu- man streak in him. I even tried once more to loosen him up on sociology, but he wouldn’t loosen. He only slap- ped the dough around a little harder and grunted once or twice. “Pretty soon I got disgusted and made up my mind I wouldn’t hu- miliate myself by submitting to such treatment any longer. Karewski and his bake shop could turn into dough for all I cared. So I started out. Just as I got to the foot of the stairs I turned around. ‘Sorry I can’t stay and have dinner with you, old man,’ I said, sweet as pie. ‘I hate to miss the pleasure of your company.’ “He let out a roar like a lion, grab- bed up a great big empty lard tub, and threw it at me. I ducked just in time. The thing went to smash against the wall over my head. Some- thing broke loose in me, and I started for him. He hadn’t been expecting that, I guess. I was pretty quick in getting to him, and I landed him one on the jaw. I used to box a little when I was a kid, and he went over. Got Best of Both of Them. “Just then the assistant grabbed a peel and came for me. A peel? A peel is a long stick with a flat blade at the end that the bakers use for handling their bread and cake on the floor of the oven. The fellow made a swipe at me. I dodged, and ran in on him behind the swing of his blow. | let him have one that sent him down. Meanwhile Karewski got on his feet and let go at me with about forty pounds of dough. I caught it on my shoulder, by good luck, and went after him again. He closed on me before I could hit him. We were wrestling around when I saw the oth- er fellow squirming to his feet. | broke loose and let him have a wad of dough. It took him in the face anJ June 12, 1912 thumped his head back against the side of the oven. Then I turned my attention Karewski again. I kept him off this time, and finally I’ knocked him over an open dough trough. His head and shoulders went in, and his feet flew into the air. Before he could wriggle I had him inside, clap- pel the lid down and sat on it. “Then I beagn to talk to him like an older brother. I gave him quite a little information about politeness in general, and politeness to flour salesmen in particular. All the whil he was floundering and_ threshin. around in six inches of dough at th bottom of the trough. He couldn’: get enough purchase to lift the lid. | kept him there until I thought he hac time to think things over a little be- fore I let him out. The other fell sw wasn’t bothering me a bit. He was busy digging the dough out of his eyes and ears. “Karewski crawled out on the floor and started making repairs to his batch oi bread without a word or a look. “*Karewski, I said, following him around, ‘I don’t care whether I ever sell you a pound of dough as long as you live, but I’m coming in here to see you, and every time you treat me the way you have been treating me I’m going to lick you. You can’t keep me out. It’s your place of busi- ness, and I’ve got just as much right in it as you have.’ We both knew that was all guff, but he didn’t say a word. Called Doctor For Child. “When I went out through the store I found Mrs. Karewski in tears. ‘What’s the matter with you?’ I ask- ed her as gently as I could. I was still boiling mad. ‘I didn’t hurt him.’ “Well, she went on to tell me a long story. Their little girl was !y- ing upstairs sick and likely to die, she told me. They had lost three al- ready the same way, and Karewski, who didn’t believe in doctors, among other things, wouldn’t have one in the house. I was still mad and that madc me madder than ever. I went to a New York Salesrooms 732 Broadway OUR MOST POPULAR DESIGNS IN NARROW FRAME SHOW CASES Offer the greatest value to the retail merchant in show cases of anything we have ever built. plete line of these styles including glass top and wood top counters. Wilmarth Show Case Co. Chicago Salesrooms 233 W. Jackson Blvd. Our catalog and prices will interest you. We are building a com- 1552 Jefferson Ave. Grand Rapids, Mich. Detroit Salesrooms 84 Jefferson Ave. June 12, 1912 telephone and called up a physician who was a particular friend of mine. : stated the case to him and he said he would come right over. “Then I went down in the basement again. ‘Karewski,’ I said, ‘I’ve iust sent for a doctor. I’m going to wait here until he comes. If you try to make any trouble we’ll have you in jail’ He said never a word and I left. “When the doctor came he said the girl would have to go to the hospi- tal. I had to lick Karewski agait. when I told him that and sit on him while they took the little girl away. Sunday I went to the hospital to see how the child was, and went around to tell Karewski. I was ready to beat him up once more, but he wasn’t there, so I didn’t have to. “I didn’t go near the place again for a week. Mrs. Karewski was in the store when I did go. She told me the little girl was home again and getting well, but she begged me not to go down into the basement. She de- clared her husband was going to kill me. She didn’t seem to care so much about me, but she didn’t want her husband to get into trouble. ““Did he say he was going te kill me?’ I asked. “No, he hadn’t said so, but she was afraid he would. I didn’t like that so well, because it’s the fellow who doesn’t say he’s going to do a thn2 that usually does it. “Well, I told her that I guessed he wouldn’t kill me, and started down. But I’m blessed if he didn’t try. He made a sprint for a shelf at the other side of the room. I could see some- thing gleaming there by the light of the gas flares. I made after him and caught up with him just as his hand reached out to grab a gun. We had it out right there. The assistant did not interfere this time. Perhaps he still had some dough sticking in him and couldn’t see or hear what was going on. “T took the gun away from him, broke it open, removed the -shells, put them in my pocket and handed the weapon back to him.* Then I be gan to talk flour.” He went back to his work and I followed him, talking fiour. I played up the peculiar mer- its of our own particular brands and quoted him prices to show how much he could save in his mixture; I went through the whole line of talk. I even sprang the old ‘gluten’ dope on him. After I had been talking about half an hour I heard his voice rum- bling within him, and _ presently it broke forth. ‘Send me twenty bar- rels,’ he said. : “IT never turned a hair and said neither yes nor no, but started on an- other brand. He ordered twenty bar- rels of that, in the same way. Be- fore I left I had an order for seventy barrels, which, as I recall the busi- ness, was something of an order. “He was a good customer of mine as long as I. was in the business. But would you believe it, I never got a civil word out of him as long as 1 knew him? And he never so much as thanked me for saving his little girl! “Tf I hadn’t got mad and turned in to lick him, I wouldn’t have sold MICHIGAN TRADESMAN him in a blue moon. Now, if you can solve him by human nature, you’ve _ got me beat,” he added, turning to Oboe. Frank Johnson. ——_++—____ Necessity of Preservation of Home Trade. The preservation of the home trade to the home town carries with it the preservation of many of our Ameri- can institutions. It seems to me that a lot of good things in American life will pass if the country town passes. And it will _ pass just so surely as centralization of retail mail order business in thie cities continues. The American country town, the town of from one hundred to one hundred thousand people, preserves better than the crowded city and bet- ter than the lonely ranch and isolated farm life, the things that make Amer- ica great. Here in these country towns the spirit of neighborliness is the prevail- ing spirit. Men come to know one another and when any two human be- ings come to know one another, in the one who is intelligent and wise respect always rises for the other. To know one’s fellows always is to sym- pathize with them. Neighborliness spells fraternity. The American country town with is broad circle of friendships, with its close homely simple relations be- tweeen men, with its spirit of co-opera- tion and with its economic _ status that permits the creation of no inde- cently rich and no abjectly poor, the American country town, it seems to me, is the most hopeful of our Amer- ican institutions. To destroy that town, furnishing the market for the farmer and giving steady employment to labor, means a reorganization of our commercial, social and industrial life that will be revolutionary and more, a matter of doubtful value. The mail order house therefore be- comes a menace to this country. The mail order house unrestricted will kill our smaller towns, creating great cities with their terrible contrasts of life, with their cruel social relations, with their inevitable caste feeling that comes from the presence of strangers who are rich and poor living side by side. Friendship, neighborliness, frater- nity or whatever you will call that spirit of comradery that comes when men know one another well, is the cement that holds together this union of states. It is not created in great cities. Great cities give much in alms but little in justice. Only as we know each other well can we treat each other justly; and the city is a wilderness of careless strangers whose instincts of humanity are daily becoming more and more blunted to suffering, be- cause in the nature of things suffer- ing in cities must be impersonal. It is not the suffering of friends and neighbors and kith and kin as it is in the smaller towns. So the mail order house crushing out our towns is dry- ing up the milk of human kindness in our hearts. That brings us back to first prin- ciples; if we who live in these small towns in America can not see that our duty to our country lies first of all in our duty to our neighbors, then we are blind indeed to the _ basis of real patriotism, for after all pa- triotism is only neighborly kindness. Patriotism is not in cheering for the flag; it is not in feeling our eyes filled with emotional tears at hearing “The Star Spangled Banner;” patriotism is just old-fashioned human duty. To sacrifice our neighbor—the man who helps the town with its taxes, ~ 17 with its public business, with its my- riad activities for neighborly right- eousness—to sacrifice that man and his business for the mere sake of saving a dollar on the purchase of a hundred dollars’ worth of goods is just as un- patriotic as it is to spit at the flag. For the flag, if it means anything, means the golden rule; the flag means friendly burden bearing; it means mutual help in trouble; in means standing together against common foes, The motto of the mail order house is every man for himself and the devil take the hindermost—and you bet the devil will. The spirit never fails to work; and the weak man, the unprotected man the man alone—the man on the farm at the end of the fact, when his farm market is gone, when his town is gone, when the spirit of selfishness and greed has left this country cold and hard and mean and neighbor less—the farmer will be the hinder most. Wm. Allen White oo The Dignity of the Law. “Now,” said the lawyer who was conducting the cross-examination “T will ask you whether you have ever been in jail?” “T have not,” replied the witness. “Have you ever been indicted by a grand jury?” : “No.” “Have you ever been arrested?” “No.” “Have you ever run away with an other man’s wife?” “T never have.” “Have you ever cheated anybody in a horse trade?” “IT never have had a horse.” “Ah! You are evading my ques- tion. I thought we should find you out sooner or later. You are ex- cused.” ROGRESSIVE DEALERS foresee that certain articles can be depended Fads in many lines may come and go, but SAPOLIO goes on steadily. That is why you should stock HAND SAPOLIO HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate on as sellers. enough for the baby’s skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. MICHIGAN TRADESMAN e June 12, 1912 LC wear )) STO C als eS Ay IF Bc CC TECECEECE CG ef \ Y a repro IN Sore ae en ol Pe SS Salsa Ee. Son = S ano HAR Ae ay Michigan Retail Hardware Association. President—Charles H. Miller, Flint. Vice-President—F. A. Rechlin, City. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Bay A Millinery Display in a Hardware Store. A “millinery” window trim in a hardware store gave a Nebraska mer- chant the best advertising he ever had. The hats were pails, butter bowls, milk strainers, pans and the like. They were “trimmed” with feath- er dusters, spoons, cooky cutters, brushes, onion sets, whisk brooms, and so on. In place of ribbon, crepe paper of various colors was used. The fringes were made of nails tied on strings. A thing like that would make a big hit in a general store. People like the novel in a window—even the ridiculous. know try it store, Try it, somebody, and let us the result. We would like to ourselves, if we had a retail just for the fun of the thing. In the weekly paper of his town, which appeared Thursday, the mer- chant announced that on the follow- ing Saturday he would display a stock of millinery goods in his window. He assured his patrons that the hats were “weather proof and guaranteed,” and invited the women to come and see them, promising each a souvenir. The announcement of hats being shown in a hardware store created much amusement in the town, and the people eagerly awaited developments. On the afternoon the paper came out the merchant cleared out his window and lined it with white crepe paper. Next day he put in some pedestals he made for the occasion. That gave sort of a “hatty” atmos- phere to the thing. Three women got so interested that they appeared at the store Friday afternoon and ask- ed to see the hats. They were told to return next day. “Friday night,” the merchant writes, “we put the hats on the pedes- tals, and on Saturday morning the fun began. More women came to the store than on any single day before. The whole town talked about it. “Women would come in, see that they were stung, and go right out, returning soon with three or four more of their women friends. They wanted to have the laugh on the others. “Men, women and children came by to look at the window. Some would glance at the ‘hats’ and look disgust- ed. Then they would look again and see the joke. The ‘weather proof and guaranteed’ got most of them. Many thought it was some kind of a sell, but they came to see what kind. They had to laugh in spite of themselves. “It was the best advertising stunt we ever tried here. Trade was ex- ceptionally good all day. When peo- ple are good natured and pleased is the time to sell them things. It was two weeks ago that we tried this, and our customers are talking about it yet.”"—Butler Way. aoa UO Recovery of Tin an Important Source of Supply. As the production of tin from ore mined in the United States in 1911 was confined to a small amount of metal smelted in Texas and to the shipment of a small yield of tin con- centrates from Alaska, the secondary recoveries of tin form the most im- portant domestic source of supply. The secondary tin recovered in 1911 was equal to 32.6 per cent of the tin imported into the United States dur- ing the year. Figures for secondary recoveries in 1911 show an increase of $03 tons in quantity and $2,871,240 in value, compared with the recoveries of 1910. The alloys, consisting chiefly of babbit, bronze, and solder, contain- ed 6,957 tons. The 7,749 tons of recovered tin in- cludes the tin content of products made by several plants from tin scrap. These included some tin oxide, putty powders, etc., but were mainly tin chloride. The production of these compounds is calculated as metal and not separately stated, in order tu avoid disclosing confidential data. As the products are made from scrap tin, and thus conserve the primary metal to an appreciable extent, they are properly regarded as recovered tin. Two forms of tin chloride are handled commercially—stannic and stannous salts. -Stannic chloride is usually sold either as a water solu- tion, called bichloride of tin or as an anhydrous sirupy liquid, termed tetra- chloride of tin, and is used principally in the silk industry. Stannous chlor- ide is sold in the form of crystals and is used in dyeing and calico printing. The largest recoveries of tin were made from the scruff and drosses that occur in making tin and terne plate. Practically no clean scrap tin plate is wasted. A large quantity of tin was recovered in the form of tin powder by the electrolytic treatment of such material. This was sold to secondary smelters. Lesser sources of recover- ed tin reported in 1911 were tinfoil, block-tin pipe, and old tin cans. The tin recovered from these sources was relatively small in quantity. Old tin cans were used even less than in previous years. The small percentage of tin coating, the varied nature ot the used contents, the bulk and cost of collection and shipment, and the difficulty of disposing of the old black plate appear to be serious. obstacles to their use. To recover the vast quantity of tin wasted on used tin- coated containers would be a con- servation much needed and desired, but it is evident that such material must be capable of very cheap treat- ment when it is considered that the original clean tin plate usually has not more than 2 per cent. tin coating. A complete report on this subject is embodied in “Mineral Resources” for 1911 recently issued by the United States Geological Survey. ROBIN HOOD AMMUNITION ( Not Made Ask for special co-operative selling plan. Big . Profits Robin Hood Ammunition Co. Bee St., Swanton, Vt. Established in 1873 BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods Electrical and Gas Fixtures Galvanized Iron Work THE WEATHERLY Co. 18 Pearl Street Grand Rapids, Mich | 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware wt Grand Rapids, Mich. 31-33-35-37 Louis St. Tonia and Island Sts. When in a Hurry for Lowell Sprayers Myer’s Hay Tools Remember We Have Them Michigan Hardware Company Exclusively Wholesale GRAND RAPIDS, MICH. June 12, 1912 CONCERNING CREDITS. Dealers Should Draw the Line More Closely. Written for the Tradesman. There are quite a string of words following the word “credit” in Web- ster’s Dictionary. Among other things he says, “Trust given or received; ex- pectation of future payment for Property transferred or promises given.” He also defines credit as faith, reliance, belief, reputation, in- fluence and several other definitions are given. The modern merchant does not bother his cranium much in search- ing out the definitions of scholars or the ideas of political economists on the subject of credit. Rather, he considers it his bounden duty to sell as many goods, or .as much merchandise, as_ possible and then get the money. Credit to the merchant is like the suffragette. It seems a necessary evil. Under the keen competitive meth- ods of the present, with a determina- tion to gain all that is possible, the merchant goes into the game of cred- its and often with disastrous results. To use credit successfully is a fine business science; to eliminate the chance of turning down good ac- counts and to be assured of refusing only those which will turn out badly borders mighty close on the specula- tive. The merchant who does business fer years in the same locality, sell- ing to the same trade day in and day out, has a reasonable certainty that his credits are in good shape. He has a practical, personal working knowl- edge of the affairs of the neighbor- hood, the incomes and standing of his customers; but the merchant who covers a broad field, whose customers are scattered and _ personally un- known, has to venture cautiously. The extending of credit has become of grave importance. It is one of the most vital subjects a merchant, as well as the wholesaler and manufac- turer has to face and it must be faced squarely and determinedly. While credit has done a wonder- ful amount of good in this country, helping many a man and concern over the rough spots, on the other hand credit has been abused and will con- tinue to be abused. The dealer, the manufacturer and wholesaler have to extend credit, but the laboring man, the farmer and the ultimate consumer extend mighty little credit. It is a hard question to say who suffers most from the abuse of cred- it, but one great and glaring fault of the evils which exist in this matter is the fact that dealers are not cau- tious enough or determined enough in the stand taken with their trade. Fear that a customer will “go else- where” often drives a merchant to extending credit and if the accounts accumulate and are not paid, it is the jobber who has to pay the fiddler and the reaction comes on the whole- saler and manufacturer. If dealers would draw the line more closely they would be doing everyone in the trade a good turn. I know of one dealer who never MICHIGAN TRADESMAN failed to take advantage of all cash discounts. He had on his desk a small iron safe, the same as children have for their savings. When a bill of goods was bought, he would in- sist on the salesman giving him. the exact total of all possible cash dis- counts and then would take the cash right then and there from the cash drawer and put it in that bank. He did not wait for the bills to come in even. I later saw him in a dandy touring car and it was all paid for out of the cash discounts and_ the money was not missed. Dealers should tealize the impor- tant fact that the supply house, whether manufacturer or wholesal- er, has its money and capital invest- ed in the goods supplied to the trade. When a sale is made, it is of no bene- fit to the supply house until the cash is received for same. Dealers would never think of ask- ing their jobbers for the credit ac- commodations extended to their cus- tomers, and why in the name of com- mon sense should the dealer be forc- ed to do more for his trade than the supply house will do for the dealer? It does the merchant very little good to sell a lot of merchandise during a season and then have to spend all of another season collect- ing accounts. It is a certainty that the good customers of a credit house have to help carry the credits which go wrong, in spite of all that may be said to the contrary. It is the logical conclusion and outcome _ of the matter. If the consumer could be made to see this and to realize that it would mean better prices if a cash or very short time payment basis were main- tained it would go far toward rem- edying the credit evil. In the mat- ter of eliminating bad accounts co- operation on the part of merchants is advised. If one dealer is “stung” he should in a spirit of fairness be per- fectly willing to give such informa- tion as he can when desired by other dealers, in order to keep the bars up against the defrauder and dead beats. Some dealers have gotten deeply into the “note habit” on account of credit. They not only ignore all cash discounts, but put off paying as long as possible, then settle by note, pay- ing interest and seemingly forgetting this when they are in competition, charging usual prices, and at the end of the year, instead of profits on the business, there is actual loss. To hight competition you have to buy right in order to sell right. It is certain that prices for cash transactions are invariably better than otherwise and the wise dealer, in or- der to protect himself, in order to ob- tain all the possible advantages of bigger profits and lower prices, must see to it that hé keeps a sharp eye on his own credit accounts and not be too easy, too lenient or even careless in this important matter. Hugh King Harris. —_—__>-e>—___ It is characteristic of some good- natured men always to agree with those with whom they converse. It is with them a point of politeness nev- er to differ, which sort of politeness is certainly a very amiable kind of tact. We have a capital instance of the value of this policy in the sensi- ble speech of the man who, during one of the Belfast riots, was asked by a mob what his religion was. He did not know whether his interroga- tors were Roman Catholics or Prot- estants, but he looked at their weap- ons, their bludgeons and their fire- arms, surveyed all carefully and an- swered, “Gentlemen, I am ‘of the same opinion as that gentleman with the big ax.” 19 Grown persons are like children in that you must attract the eye before you can engage the attention. ee The things that come without striv- ing are not, as a rule, the things that make for success. Gena; TRADE WINNERS MBI. aoc} Pop Corn Poppers, 2} Peanut Roasters and Combination Machines, Many Srvces. Satisfaction Guaranteed. Send for Catalog. KINGERY MFG. CO., 420-426 E. Pearl St. ,Cincinnati,0, \\ \\\ Brown & Sehler Co. 2: Home of Sunbeam Goods VA N53 alae aaa Tb eS dalla) AND BEST ~A4 SS iy aaa The Percheron COLLAR IS THE WORLD AND WE STAND READY TO Send for catalog No. 8 Grand Rapids, Mich. = rae r Make Your Own ~ Gas Light FREE FREE FREE Mr. Merchant—You can try one of our hydro- carbon systems in your store for 30 days. Guaran- teed for five years. If it is not as represented and the best and cheapest light producer you ever saw BEST IN THE PROVE IT | i) I \\ 7; RG = TRACE mann. = you may return it; no further obligations, Why ‘ hesitate and delay? Do you know of any one thing that will attract more attention than good light? Send diagram of your store today for free estimate, T. YALE MFG. CO. 20-30 S. Clinton St., Chicago q modest seating of a chapel. luxurious upholstered opera chairs, American S We Manufacture > Public Seating Exclusively Ch hes We furnish churches of all denominations, designing and urc building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the Schools The fact that we have furnished a large majority of the city and district schools throughout the country. speaks volumes for the merits of our school furniture. and materials used and moderate prices, win. L d e Halls We specialize Lodge, Hall a. 0 g Our long experience has given us a knowledge of re- quirements and how to meet them. Many styles in stock and built to order, including the more inexpensive portable chairs, veneer assembly chairs, and Write Dept. Y. eating 215 Wabash Ave. GRAND RAPIDS NEW YORK BOSTON Excellence of design, construction Assembly seating. Compary CHICAGO, ILL. PHILADELPHIA a THE CRITICAL PACULTY. It Is of Great Service To Men of Afzir common sense The compound of judgment and at £ « * common sense that makes a man t : Fy P ‘tacular decei false t de- Cel i¢ him, is his critica ¥, wer of discrimination. the part < power of discriminati jn, tf part o ‘ ; a¢aric “haz ilat to put to faculties of sleep those whom convince and influence. It he has plafited gold in the sea int of making men with savings or hoarded earnings part with them by convincing them that they will receive large returns from 4 sea-made precious metal, he puts all his energies into getting a man of known probity and judgment to head his list of stockholders or sub- scribers. So equipped he goes to en- ist the interests and pocketbooks of other men whose critical faculties being only moderately active, at the time being at any rate, are easily led to invest. Booms which were bound to col- lapse, bubbles which were bound to break, have had the confidence of bundreds, even thousands, whose crit- ical faculties had failed them under the sway of crowd enthusiasm. Those who accept too readily the opinions of others are failing to exercise and increase their critical abilities. Those who are unwilling to depend upon their own judgment may do well at times, but in the long run they must stand on their own feet, so that it is _well for them to begin early to exer- cise their own critical faculties. One of the disciples of William James speaks of a visit he and the philosopher paid together to a char- itable institution, and in describing the experience he speaks of Prof. James’ “clear eye for the incongrui- ties and absurdities of life,” and then says a little later that “man is bat Hind to the evils of the environment in which he is bred.” The critical faculty is indeed keen when it can see the incongruities and absurd evils in the life around it. Needed in Contact With Men. The critical ability is of great serv- ice to man in the affairs of life, both large and small, but most needed in his contact with men. Real self-val- vation, too, is hardly possible without it. One of its particular adjuncts is a sense of humor. If the poet Words- worth had had a critical faculty which he could train on himself, or only called a sense i write so sub- have written , with motion f his skull turn- world would not ce as it is if ave you made for the power of ost of the absurd- one man are ue to this power as ability, but sense is strong a man can usually see himself, in some r once said in an ad- dress before college students that the ollege education was to train the ability “to recognize the ” Obversely this would, of course, mean that the bad man would be recognized and shunned. The man who has this ability will not allow a bad man to lead him around by the nose, nor will he have to ask for letters of recommendation from those whom he employs. their character, as manifest in every word and motion, will be the signs he needs to help him decide the ques- tion. Other philosophers have put the same idea about the true end of edu- cation in other terms when they say that to recognize the good, but espe- cially to recognize evil under all its guises, is at the basis of the true edu- cation of man. To know the good from the evil, to discriminate rightly between them, is the office and work of a critical ability of the sort that can be trusted. Should Be Developed Early. Dr. Boris Sidia speaks of the anti- toxin of critical judgment. In his lit- tle book, “Philistine and Genius,” he has a great deal to say about the crit- ical ability, which he would not have deadened as it often is in children, and even in older people, by author- ity. He says: “The logical and critica] faculties of the individual should be cultivated with special care. The critical self, #S we may put it, should have con- trol over the automatic and subcon- scious. * * * -We should try to develop the individual’s critical abil- ity in early childhood, not permit- tng the suggestible subconscious- ness to predominate and to become oveirun with noxious weeds pests.” And again he says: “The most cen- tral, the most crucial part of the edu- cation of man’s genius is the knowl- edge, the recognition of evil, in all its protean forms and innumerable dis- and Their faces and : June 12, 1° guises, intellectual, aesthetic, ugline: deformity, prejudice, superstitio: vice and depravity. * * * We my immunize our children against me; tal microbes, as we vaccinate our bz bies against smallpox. The cultivea tion of critical judgment and th knowledge of evil are two power?f: constituents that form the antitoxi for the neutralization of the Virule: toxins produced by mental microbes And yet again, “The cultivation . credulity, the absence of critical jude ment, and recognition of evil, wi: consequent increase of suggestibili: make man an easy prey to all kind of social delusion, mental epidemic religious crazes, financial manias an political plagues, which have been th baleful pest of aggregate humanity ij: all ages.” We are more in need of the ser ices of the critical faculty to-day tha iormerly, for as the political econ, mist, Prof. Edward Alsworth Ross, the University of Wisconsin, ha- pointed out in a little essay, “Latte: Day Sinners and Saints,” the wrongs oi our time work at long range as compared with those of the past: “On comparing the newer types « wrong-doing with the older certain marked differences appear. (1) On: is close range, whereas the other i- long range. Probably more lying is done to-day by print than by tongue and more swindling by mail than by word of mouth. It is a far cry from a decision of a board of directors in an Eastern city to the needless loss of life in an Idaho coal mine or on a Kansas railroad. Consider how wide is the interval of time and space be- tween that Mayor of San Francisco who sold permits for debasing peep shows and ‘nickelodeons’ and_ the persons who will some day fall vic- tims ¢o the criminals that will grow out of the boys perverted in his sug gestive ‘penny arcades.’ Effect Is Lasting. “Long after that Mayor is dusi violences will be committed not upon his constituents alone but here an there all over the country by men IMPORTANT Retail Grocers who wish to please 43 their customers should \ be sure to supply them Stel with the genuine Baker’s Cocoaand Chocolate with the trade-mark on the packages. Hf Registered U.S. Vat. off They are staple goods, the standards of the world for purity and excellence. MADE ONLY BY Walter Baker & Co. Limited DORCHESTER, MASS, Established 1780 June 12, 1912 who as boys were started on the downward career by the evil influenc- es he let loose upon them just for a $100,000 graft. (2) The wrong of to- day is apt to spread out over a large surface. Not by ruthlessly fleecing a . bunch of sheep you have penned but by furtively snipping a tuft here, a lock there, from all the sheep on the hillside, do you get your bag of wool. Of course, many others are taking a lock, too, so that, i none way or another, the sheep may lose a good part of their fleece, but then the silly creatures hardly know when they lose and so they make little fuss.” * * * The more complex society is the more difficult it is to see through to the foundations of things, and so dis- cover whether these are wrong. or right, and so we go on resting on a frail or deceitful superstructure which may precipitate us any minute. Evil principles have a better chance of holding their own than they did when the case was as simple as the good and evil working face to face. While the good and evil were bith in heav- en the good knew what the evil was doing and could thwart it, but: when the evil was exiled many thing and agents came in between and control was not so easy. This series of things between has increased in number— - these middle things. The fight is no longer hand to hand. The critical faculty will never be strong in some men. The evil that they ought to fight may be nothing more than the instinct to kill the goose that lays the golden egg, which they do because they can not see two inches before their noses. The in- stant, or imagined to be immediate, good blinds them wholly to the far greater future good or even the future necessity. They eat all the corn in the ear when ordinary foresight would tell them that some was need- ed for seed. There are some experiences in life that seem to cast on the eyes “a hateful imperfection.” These act like the juice the mischievous but obe- dient Puck dropped on the eyes of the fairy Titania, so that when she awoke from sleep she did madly dote on a brutish dolt of a man adorned with the head of an ass. Love will completely dissolve the critical facul- ty—and fortunately so, oftentimes— whether it be love for child or man or woman. Overconfidence in self de- stroys it. As some one has said, the average man is no phiosopher, but there is no reason why he should not have sense enough to cultivate his critical judg- ment, especially when he has the most open proofs that he is lacking in the critical sense. C. S. Maddocks. — Made a Little Mistake. She was suffering with a boil on her knee, and called in a young man whom she took to be a physician, as he ‘had been passing the house for several weeks with a “medicine case.” After. modestly showing him the dis- abled member, she asked what she should do. “Call a doctor,” respond- ed the young man, “I’m a piano tun- er!” and then she fainted. MICHIGAN TRADESMAN Profits That Lie in Employe Man- agement. Knowing your employes, how to handle them, how to meet them on a common ground of understanding, how to turn them into efficient units, is an essential element in the suc- cess of every business enterprise, whether department store, wholesale house, or manufacturing establish- ment. The human factor in business is an extremely important factor and the contract between “boss” and worker is one of the things which de- termine the efficiency and importance of that factor. A successful Chicago jeweler has built up a large business principally through his knowledge of men and his ability to handle those under him with a proper regard for their rights and the commonest office courtesies. This enterprise started very modest- ly years ago. Three clerks were em- ployed during its early years, and as an appreciation of their continuing with the company the proprietor in- stalled a system of his own whereby each clerk receives an automatic in- crease in salary of $1 a week each year. This continues until a certain lib- eral wage is realized, when, if the profits of the business warrant it, em- ployes are given Christmas presents in cash. This business man finds that the voluntary increase in salary means greater efficiency on the part of the employe, besides an increase in busi- ness through the employe’s added ef- fort. These two factors more than compensate him for the additional cash outlay. The President of a big industry in the Middle West makes it his busi- ness to know every one of the 1,500 emyloyes of his plant and he is con- tinually going out of his way to speak to them intimately. Last year he held “open house” once a week at his home for the purpose of getting better ac- quainted with his department heads and their wives and families. He be- lieves thoroughly in the personal, democratic side of his enterprise, and says that he gets big returns in loy- alty and efficiency from paying more careful attention to that side. Personal Relations Maintained. Some proprietors and managers still insist upon maintaining their per- sonal relations with their men. The President of an industrial corporation which employs 1,800 men says that he has discontinued the old practice of allowing foremen to discharge his men. The practice had been resort- ed to. so much by foremen who were prejudiced or overofficious that the entire force was demoralized half the time. “Every man against whom a com- plaint is iodged,” said this President, “is now brought before me, by the man who makes the complaint—gen- erally the foreman. In my office we go over the entire proposition in a matter of fact, sensible way, with- out heat or bias. If the man should be dismissed I do the dismissing my- self. The result is that not one-third the number of men are dismissed now that were under the former practice. Many a foreman who gets angry on the spur of the moment cools down quite a bit by the time he reaches my office. Perhaps the foreman got up with a grouch that morning or had a tiff with his wife before he came away, or he might be taking an un- fair advantage of his position and authority. Besides, no man is an ef- ficient workman if he knows that the man just above him has the power to fire him on the spot. It makes the workman feel good to bring his troubles to the head of the concern where he may have a calm hearing.” The superintendent of a large steel plant found his forces were being absolutely demoralized by the prac- tice of his foremen and department heads in “calling down” and “bawl- ing out” subordinates. He began to harmonize his relations with the workmen by stamping out the dis- gusting practice and ordering all cas- es of complaint brought before him— busy as he was. Complaints went in- to a decline and only a few were re- ported to the superintendent. The or- ganization now is 50 per cent. more efficient, according to the superin- tendent, and the men are at least 100 per cent. more satisfied and content- ed with conditions. Methods of Other Employers. Other employers attain this end through different means. One cor- poration has many unskilled, poorly paid men in its service. It makes a practice of sending at least a dozen children of the most deserving un- skilled laborers to school each year, iurnishing them with books and oth- er incidentals for their education. The cost has been nothing as com- pared to the good feeling which pre- vails at that plant. Officials of a Chicago plant did not discover how valuable this human side of its workers was until it was found that a large part of the work- men were frequenting a nearby sa- loon after work every night to wash up. The company had allowed its own washrooms to deteriorate to such an extent that no workman would use them. When so many of its men were found to be infesting the saloons and buying drinks for the privilege of cleaning up before their car ride home, then marble slabbed, sanitary washrooms were made a part of the plant’s equipment, with the result that drinking has been re- duced to a large extent and a better satisfied lot of men is on its pay roll. An automobile plant two miles from the outskirts of an Indiana city re- cently installed a restaurant for its office and shop men where they could get meals at merely a nominal cost. The men are very enthusiastic about their dining hall, for it saves them the necessity of going home for lunch in disagreeable weather, or eating a cold lunch, and it saves the company a good deal of their time. There is a hearty good fellowship in that din- ing hall every day between depart- ment heads and managers and the men who do the productive work of the plant, a fellowship which cements the personal bond. These officials . 21 declare that if the dining hall -lost money it would be worth its keep because of the good it does. Six manufacturing firms of a North- ern Indiana city are sending factory and messenger boys of their plants to the mechanical drafting and com- mercial courses of the Young Men’s Christian Association, defraying all the .expenses and giving each boy who completes satisfactorily a bonus of $100. These boys are managers and department heads in the making, with a strong attachment to the com- panies which are giving them their chance to make good. M. W. Goodnow. —_+++____ The Quest of the Non-Refillable. The search for the philosopher’s stone has been hardly longer or more unsuccessful than that for a bottle which is truly non-refillable. None so far as we know has as yet been discovered or devised. Of late there has been widely advertised a certain brand of whisky, which its manufac- turers claim is offered in a bottle absolutely non-refillable. Many have been willing to accept this statement as true, but, alas, again has disap- pointment come, for we learn that there is being vended to bar-keeps and others for $2.50 per an appa- ratus which will fill these non-refill- able whisky bottles at the rate of forty per hour. The bibulous but careful individual must still continue to look with suspicion, or at least with a certain amount of trepidation, upon his favorite beverage as handed out over the bar. —__++ What a Man Is Made Of. The average man has “ingredients” to make fat for seven bars of soap, iron for medium-sized nail, sugar to fill a small bowl, salt to fill a shaker, lime to white-wash a chicken coop, phosphorus to make 2,200 match tips, magnesium for a dose of magnesia, sodium to neutralize a pint and a halt of water, potassium to explode a toy cannon, sulphur to rid a dog of fleas and albuminoids to make a case of eggs. G. J. Johnson Cigar Co. S.C. W. EI Portana Evening Press Exemplar These Be Our Leaders TR ACG Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROBS., ; Grand Rapids, Mich. All Good Things Are Imitated Mapleine (The Flavor de Luxe) Is not the exception. Try the imitations yourself and note the difference. Order a stock from your jobber, or The Louis Hilfer Co., 4 Dock St., Chicago, Ill. Crescent Mfg. Co., Seattle, Wash. MICHIGAN TRADESMAN SM se — TN SSSA SHG : 7 ati e ry ’ - > a YN : 253 DRY GOODS, % £ § - = @ + > cd i a = oe e e = S&S etd = : Se ee ee : FANCY GOODS 4” NOTIONS: | cn Ze. Ze pene se. § P Ee Bn Ry = ae cr 780 as — c < AN 76 EY, < Gl Ni y ->—__. Valuable Aids To the Retailer. An intimacy with retailers can not help but impress one with the fact that their respective trade journals have a marked influence on their buying and selling, and the little de- tails that intervene, from window draping to store arrangement and dis- play of goods. For pure educative matters of the do and don’ts of store- keeping, the trade papers have serv- ed a better purpose for the retailer than any other one element. Upon being asked whether or not they took trade journals, and what they thought ci them, many of,the retailers point- ed to carefully kept volumes, to which they referred from time to time. One retailer had an indexed: system ot keeping clippings, from journals, un- der the subject of Sales, Window Dressings and other subjects. He al- so (and here is a noteworthy fact for skeptical adyertisers) kept the ad- vertising of manufacturers of the lines he: carried, so that he could immediately get in touch with any of them should occasion require. — rss Massachusetts does a great deal in the way of industrial training, and under a new law the State pays one- half the maintenance costs of indus- trial schools supported by any city or town. Last year there were twen- ty of such institutions, half of which were evening schools, and the State’s part of the expense was about $65,000. Now sixteen candy companies are combining to provide for the edu- cation of their female employes in: domestic science. These girls will be given time off in which to take the course of instruction offered by June 12, 1912 the schools. The candy companies say they are not giving the girls this opportunity from selfish motives, but they believe that if a girl is educat- ed to be a home-maker she will be a more responsible worker. Massachu- setts is one of the most advanced states in industrial and trade educa- ‘tion, the aim being to enable the young people to broaden out in their work. eco The fellow who lands in office us- ually is the one who hustled for votes. The business man who lands at the top of the heap gets there by the same method—hustling. —_2+>____ Apparel does not always make the man, but cleanliness and order are first-class trade winners. We are manufacturers of Trimmed and Untrimmed Hats For Ladies, Misses and Children Corl, Knott & Co., Ltd. Corner Commerce Ave. and Island St. Grand Rapids, Mich. AWNING i Our specialty is AWNINGS FOR STORES AND RESIDENCES. e make common pull-up, chain and cog-gear roller awnings. Tents, Horse, Wagon. Machine and Stack Covers. Catalogue on application. CHAS. A. COYE, INC. Grand Rapids, Mich. Campau Ave. and Louis St., OUR NEW HOME Come in and look over our various lines. We have seven floors filled with Dry Goods, Hosiery, Notions, Underwear, Furnishings, etc. .We are exclusively wholesale. GRAND RAPIDS DRY GOODS CO. Cor. Commerce Ave. and Island St. June 12, 1912 MICHIGAN TRADESMAN Y Clothing WY Store Courtesy and What Of It. All the angels in disguise have not departed from this world—and I am one of the persons who have found it cut. I ran a little furnishing goods store in Denver and I had always made it a point to cultivate my cus- tomers. I believed that the custom- er who received a little more than civil treatment would come back some time and I found out that they can do more than that. Came It was one morning about 9 o’clock that a man came into the store to buy a Collar. I saw that his eyes were deep sunken and that he had been without sleep for many hours. There was despair in his face. As he step- ped to the mirror to put on the new collar I noticed tears in his eyes. I fought the temptation to speak to him about his troubles a long time. 1 guess I am a little softhearted, but i knew that man had some trouble on his mind that he wanted to talk about. And so I just made up my mind that I was the person to receive the information. I walked up to him. “You look tired,’ I began by way of breaking a road for conversation. “Been working too hard?” He looked at me thankfulness. “No, its not that,” “he said: “I only wish it were. I live up at Crip- ple Creek and my little kid’s been sick for six weeks. I had to bring her down here last night for an opera- tion. I’ve been so excited and wor- ried for so long that I forgot my grip on the train and so I had to come in here for a collar.” “Did she stand the operation all right?” I .asked. “T_they can’t tell yet.” “Well, I’m sure she will,’ I said as hastily as I could. Then I began steadily to work on the job of cheer- ing him up. I. could see that little girl was everything in the world to this man. If he lost her he would not be worth the ground to lay him away in. As it was, he was about on the verge of going crazy from anx- almost with jety. That night, just about the time 1} was closing up, the telephone rang. The happiest voice I ever heard in my life came over the wire when I answered. “Ts this the man I was talking to this morning?” the voice asked. “This .13 Kerfoot, J. T. Kerfoot. I was in there to buy a collar, and you asked about my little girl. The doctor says she’s going to live!” And all the joy, all the supreme, heartful ecstasy that ever God gave man went with that message. It was a voice of choking happiness of su- perlative gladness. And I was: glad, too—l told him so. The next day he dropped around to see me. We formed our acquaint- ance. When the little girl got out of the hospital he came to visit me again, and this time on a serious er- rand. “T’ve got business here in Colorado that I can not leave,” he said. “But I've got to send the kid away some- where—to Europe, I guess. Her mother’s dead, you know. I want some one to go along who likes her and who will see that she gets well and strong again. I’ll send a nurse, too, but I want some one who really likes the kid and who has some friendliness for me to be there. Will you take the trip?” It rather floored me. I had my busi- ness that I could hardly leave, either, I told him. “What’s your business worth?” he asked. “Not so much,” I admitted. “About $10,000, I guess.’ “Mine in Cripple Creek is worth $95,000. I need a _ partner—a good partner who will be a partner away from the office as well as in business hours. I'll buy this place from you and pay you cash and give you a third interest in my own business. I like you. That’s why I-want to do it. Now will you take the trip?” “T will,” I answered, and we shook hands. Amos Andrews. —_ ~~. Solution of the Problem of the Age. We were sitting around the red- hot stove in the lobby of the vil- lage tavern, and just when a silence had fallen upon the group one man turned to another and asked: “Squar’ Perkins, if you don’t mind I'd like to ask you a question. The Squire didn’t say whether he minded or not, but the other went ahead with: “It’s about this ’ere high cost of living. Have you figured out what’s the reason for it?” “T have,” was the answer. “Then I’d like to hear it.’ “Did you raise any wheat, corn or oats last year?” “Noap.” “Any potatoes, beets or cdtenae “Noap.” “Any onions?” “Noap.” “Didn’t raise nothing whatever to eat?” “Guess I didn’t.” . “Just ate all you could of what other folks raised?” “Looks that way.” “And sot around and let your wife take in washing and support you?” “Why, she likes to wash.” “Well, I’ve answered your ques- tion. You and a hundred thousand lazy loafers like you boosted the cost of living!” I expected to see a row follow, but none came. There was a minute of suspense, and then the questioner yawned and stretched and exclaimed: “Well, by thunder! I’ve been puz- zling over that matter for more’n a year, and here you have solved it in three minutes.” tomatoes, cucumbers’ or Just To Retaliate. Mrs. Dalton—If you run for office don’t count on my vote. Dalton—All right, Mame. But if 1 am elected I’ll pass a law making it a penalty to wear a hat like the one you just bought. —_++.—___ An Imperative Call. Little Darkey (bursting suddenly into the ballroom) — Lookee here, Rastus, you come straight away home from dis yer dance. De gent am done sent for his shirt. -__s-oe--o———————_ Matter of Reputation. “I get a lot of mail offering chances to invest.” 23 “Maybe you have a reputation as a financier.” “Or maybe somebody has my name on a sucker list.” A man can get publicity by talking about himself o~ by doing something to make others talk. If you want publicity and others won’t talk— take the bull by the horns and do your own talking. AL LoHIN AC GRAND FAPIOS, Much Registered U. § HOSIERY S. Patent Office and Canada. Greater Value Cassa Be Put Into a Stocking We could easily cheapen Bachelors’ Friend Hosiery. We could use, in the heel, yarn that costs half as much. We could stint on the use of the fine material that goes for remforce- ment. : : But we make these hose—to give you maximum comfort— as good as they can be made. Combed Sea Island Cotton only is used. Heels are reinforced up the leg far enough to protect friction points. Foot in front of the heel is double strength. The top is the genuine French welt—the best welt ever put on a seamless stocking. Two- thread looping machines make the toe doubly strong. You will find this a far better wearing, more comfortable stocking than the ordinary kind. It will save you money and trouble. Six months’ guarantee. FOUR GRADES: 6 Pairs, $1.50; 6 Pairs, $2.00; 6 Pairs, $2.50; 6 Pairs, Gauze Weight, $2.00. Sold by leading jobbers and retailers throughout the United States. We do not supply Bachelors’ Friend direct. But if no dealer in your town has them, send money order covering the amount and we will send you an introductory lot. Notice to the Retailers:—The manufacturers are doing extensive national advertising to the consumer, which will undoubte sdly create a demand for Bachelors’ Friend Hosiery, in such well known periodicals as The Saturday Evening Post, The Associated Sunday Magazines, The Monthly Magazine Section, etc. JOSEPH BLACK & SONS CO., Manufacturers, York, Pa. The two-thread looping machines give double strength at this point. No need of this since he wears Bachelors’ Friend. skirt. with lace. Reflex Corset No. 78 A long model of good quality Coutil. Back 16 inches long with full unboned Boned throughout with watch spring steel wires. Waist band fastened securely to the garment adds strength and permanence of shape. One of the best corsets in the market to retail at 50 cents. Trimmed Four solid web supporters. Paul Steketee & Sons Wholesale Dry Goods Grand Rapids, Mich. 24 FOREST BEAUTY. We Have No Right To Ignore or Destroy It.* Forty years ago the Hon. J. Sterl- ing Morton took the first step for the observance of Arbor Day in this coun- try. While the State of Nebraska led all the other states in this move- ment, very soon thereafter she had a strong following in Michigan. The Legislature of 1881, by joint resolu- tion, instructed the Governor each year to name a date for the celebra- tion of Arbor Day and proclaim the same to the people. Governor Je- rome issued his first proclamation in April of that year and each succeed- ing Governor has asked the people to observe one day in each year for the planting of trees and giving in- struction through the schools © con- cerning tree planting and forest con- servation. There was not a dissent- ing vote in the Legislature which in- stituted this beautiful observance. However, there was a feeling that the action was a matter of sentiment and most of the votes cast were a pleasant tribute of respect to the spirit of the fellow member who -formulated the resolution. Two years later the Legislature, made‘ up largely of same personality, would not consider a proposition to set aside a permanent forest reserve at the head waters of Muskegon, Manistee, Big Thunder and Au Sable rivers. A bill, was prepared which contemplated the setting aside of sixteen townships as a permanent forest and game pre- serve. As a result of careful inves- tigation it was found that this area succeeding the even could be secured for about $100,- 000. The State could have pro- tected it from fire with the pro- ceeds of timber that needed cutting. If the State had made this purchase - at that time the income to-day from this area above all expenses would have reached at least 3 per cent. on $5,000,000. The State of Michigan would have had a permanent invest- ment of growing value that would have been an honor to the State and a splendid example for others to fol- low. Many useful industries would have been fostered in the use of the raw material harvested from this preserve: Game would have been protected so that our laws concerning it could have been greatly simplified. . We took the alternative and did nothing. Fire has swept over a part of this region many times, destroy- ing the trees and much of the hu- mus has been entirely burned out of the soil. Where now scantiness of growth and desolation prevails there could have been a beautiful forest. Aside from the commercial values we have no right to ignore the beauty in the forest. We recognize the value of beauty as intrinsic and often im- measurable in connection witha great many things in this world. The ar- tistic delineations of sculpture; the rare paintings; the attractive land- scapes; the impressive grandeur of the sea; the beauty expressed in the *Address given by Hon. Charles W. rfield on Arbor Day before the West- sa State Normal School at Kalamazoo. MICHIGAN TRADESMAN human form; all make a continuous and impressive appeal to us. In recognizing the wide range of values in this world we can not ig- nore this one; and in measuring the value of beauty in connection with the development of human character we have a right and obligation to give it a high estimate. When the French Catholic fathers sought our State as a field for mis- sionary work and paddled their way in canoes around the borders of our southern peninsula, having as their cbject the “sowing of the seed of the Word,” they formulated interesting reports in which they pay a high tribute to the beauty of the country, * always putting great emphasis upon the magnificent forests that covered this region. Later on Cadillac re- ported to his government that there was nothing more beautiful in the history of his experience than his travel through the area of Michigan which he traversed. His official re- ports teem with allusions to the wonderful variety in the forests growth, the richness of its foliage and the delicacy of the luscious fruits which grew along the streams and in the woods. It was this rare beauty which made the strong impression up- on the pioneers which led them to select the motto which adorns our coat of arms: “Siquaeris peninsulam amoenam, circumspice.” With this historical appreciation of tree beauty which comes down to us, and the stern fact that during the last century in the furtherance of our ag- gravated form of commercialism we have been engaged in destroying this beauty, we do wisely in formulating our own estimate of value, to enter into this arrangement of selecting one day in the year upon which to bring to our own attention and especially to the minds of the children and those who guide their tuitfon the great problems of restoring the val- ues which have been wasted, and as far as possible inculcating lessons which will awaken a love for trees and forest accompaniments. The governors of the various states have done well in expressing their desire to awaken an interest in tree planting by calling the attention ot those who have to do with child development to the importance - of awakening a sincere love of the woods and the denizens of woods. The history of the State is filled with the transactions and statistics of those who have exploited the forest for commercial purposes. We have developed an army of tree slayers until the standard of measurement only contemplated firsts, culls, laths and shingles, and nearly every man seemed to have an itch- ing palm to grasp the ax and use it in tree destruction. It takes a long time to convert the demon of destruction into an angel of conserva- tion, but herein lies our responsibil- ity, and it is well for us if we do not defer or neglect our recognition of the obligation. Every landscape with its beautiful sky line; every single tree carrying with it its distinctive beauty; every “people so forcibly that seconds,- crop of trees, shrubs and flowers that makes a picture from our windows should strengthen the appeal to us to conserve this beauty and bring it home to the minds and hearts of our they _ shall recognize in sylvan beauty a factor in God’s hands which makes for the development of a rational human character. I wonder how many of my hearers bave ever thought what an interest- ing history is written in the rings of a tree. I stopped the other day and looked at a log that lay upon a sleigh in front of a blacksmith shop. The man had taken his horses into the shop to have them shod and I sat down in front of the log and as far as I could read the history written there. There could be no possible mistake in the history, the only source of error being my interpretation of the hand writing. It was a hickory log, and I first counted the rings. There was nine- ty-three of them. The log was of such even size that I concluded it was not the first cut from the stump, and so the ninety-three rings may not have told the exact age, but I con- cluded that the tree had probably been growing ninety-seven years. This means that it was born in 1815. There must have been older trees in the vicinity at that time from which this tree secured its beginning. A hickory nut had fallen and beneath the leaves of the forest in which this tree grew had germinated and for a time had grown very slowly. I knew this because the rings near the cen- ter of the tree were very close to- gether. For twenty-five years it had added wood very slowly and was not more than three and one-half inches in diameter at the close of this _ period. Some change came about in 1840, for from that time on the tree gTew very much faster. This tree was probably left because it was straight "and clean-bodied, and it was thought to be a very comely tree to remain while all its neighbors. were sacri- ficed. The man had probably bought the property on which this tree stooa and had made a clearing for a farm. In felling the trees about this little hickory one tree had fallen against it and scraped off the bark and injured it materially along one side. knew because at this period the rings show that they were not making a complete circle and the injury was so great that it took ten years to cove it up. The eleventh year the scar had entirely grown over and the cir- cles were again complete. Thus in 1851 this tree was restored again to a perfect cylinder of growth, and This 1 . June 12, 1912 from that time on there was a con- tinous annual addition to its diame- ter. Somewhere along about 1860 a fire occurred and injured a spot on one side of the tree. The blackened spot in the rings showed a charred place, and this injury it took several] years to repair. When the new growth be. gan to be added more rapidly, iy 1840, for some reason the rings wer: very much thicker on one side thar on the other. The probabilities ar. that the tree stood on a line betwee: two fields. On one side it was culti vated and on the other not, so tha: the growth on one side of the trec was very much more rapid than o: the other. This, after a few years placed the heart of the tree to on side from the center of the cylinder but later on there was evidently change in conditions, and possibly the land which had been cultivated pre viously was put into permanent pas ture.and the side that had been un cultivated before was carefully tilled, because in its later years the growth was very much greater upon the other side, and at the time the tree wa: cut, this past winter, the heart of the tree had assumed its proper position in the center of the cylinder. If I could have had all the logs oi this tree to have examined and an abundance of time for making en- quiry, I could have read a great deal more of history connected with the growth and development of this hick- ory tree; but the little time that I gave to the reading of the history showed me how perfectly a_ great many interesting facts are recorded in the rings of a tree, .and in reading the story of these rings one who en- joys using his eyes and his brain at the same time can get as keen en- joyment as in reading a history of men and women with all the vicissi- tudes that came to them in their de- velopment. In connection with forest growth there are a great many interesting things to observe and valuable in. formation to store away. Not long ago I took a little trip into Newaygo county to look over some land and entered upon a small tract of wood land. The outer edge of the woods was protected by a border of rather low growing trees and shrubs min- gled with the vines and prickly things which made it difficult to worm my way through, but once getting through the border, I found natural forest conditions existing. There were scattered over a considerable area trees of very even size, and as I look- ed up, the branches of each individual tree reached into and among the RACER EXPRESS All new designs, not a dead one in the lot. and inspect their complete and interesting line of WHEEL goods and TOY AEROPLANES. Visiting Merchants Are invited to visit the fac- tory and showrooms of the Michigan Toy . Company 1 and 3 Ionia Ave. South Grand Rapids, Michigan “Built by workmen and made for work.” ° n bt ED mm | cen: | vst Bes RT ee ee ee ae ee Na ee a eee ae June 12, 1912 branches of other trees, so that there was a very complete cover that shut out the rays of the sun. Beneath these trees there was almost no un- dergrowth of smaller trees and shrubs. Occasionally I noted a tree that did not seem to be as vigorous as the others, and I drew the con- clusion that in the struggle the larg- er, stronger trees had grown up over these smaller ones and taken the sun- light and gradually the smaller trees had put on less and less wood be- cause of the hold their stronger neighbors had upon the sun and the soil. Passing on a little farther I no- ticed that here the sun came in. Upon looking around I saw a very large stump from which evidently a great tree had been taken a few years ago. This tree, when it was cut down, had left a wide opening for the sun to shine through and touch the ground. This sunshine had quickened into life a lot of seeds and tender seedlings which grew with amazing rapidity, and there was an attempt to fill this vacancy as rapidly as possible; a lot of young trees were trying their lev- el best to get the start of their fel- lows. I noted carefully the kinds of trees represented in this growth, and said to myself, “Ah, here are a lot of weeds.” Yes, just as truly weeds as those succulent things that grow in the garden and get in the way of val- uable plants. They were hazel bush- es and blue beech and some elders and a lot of other varieties of no val- ue whatever for timber; but occasion- ally I saw a red oak and a maple and an elm and a basswood growing up thriftily, and I said: “These weeds are troublesome to these better trees and will check their growth, but by and by the stronger growing, valuable sorts will get the lead and this va- cancy made by felling this giant of the forest will be filled by something that is valuable.” I thought again, however, how much better it would have been if the owner of this wood- land had done with these weeds just the same as he is in the habit of do- ing with weeds in the © garden—cut them out quickly so as to give the valuable trees a better chance to fill in the vacancy. These observations led me to think about the problem of growing forests and how little attention people in this country have given to the care and development of forest trees. Cutting trees and developing them into com- mercial products like lumber, laths, shingles, furniture and barrels is not forestry. The planting of trees and allowing them to grow up into a wood lot is not forestry; but the car- ing for wood land in such a way that its products shall remunerate the owner and the land remain constant in its producing power is forestry. This requires a wide range of knowl- edge. The person having the care of such a wooded area must under- stand the relative values of trees for different purposes; must know weeds from trees of value. how to care for trees so that they will develop into merchantable prod- ucts as fast as possible. He must know the variety of trees that fit into each other wel{ in forming a forest He must know . MICHIGAN TRADESMAN cover. He must know how to choose trees when they are matured _ suffi- ciently for a commercial purpose and the method of harvesting them so as to do the least injury to those which remain. In truth, there are so many things that an expert forester must know, that to become a success he must give up a great many other in- teresting things in education that he may perfect his capacity to deal with this single question of growing and handling forests. I would like to have boys and girls and their teachers better understand the importance of forest areas in con- nection with the development of an ideal country to live in. something beyond the single ques- tion of making- woodlands pay in connection with forestry. They have 2 peculiar influence upon moisture in the soil and moisture in the air. They add to the beauty of the country. They protect the streams and sources of the rivers. They prevent the washing of the soil into the rivers and the carrying of large amounts of silt into the harbors. There is one important thing con- nected with the preservation of wood- lands that should appeal to people who are interested in nature and nat- ural woodland conditions. I refer to the distinct loss when the woods are ‘cut off, in all the beautiful things which are to be found in the shade ot the deep, rich woods and_ the shady places that are protected from winds and excessive sunlight. We used to find close by the city of Grand Rapids, in the woods, a great many beautiful flowers and plants that now are a rarity. We have to go a good many miles now to find the sweet spring flowers that used to be found in the greatest profusion within the city limits. Unless some means are taken by thoughtful peo- ple to develop new woodlands or protect perfectly the few that are left, - it is only a question of time when many of the most attractive wild- lings will become extinct. One can not stand beneath a great tree which has been growing for a century or more without feeling a sense of reverence. Oftentimes 1 have-stood beneath the widespread branches of an aged elm, contem- plating its buttressed trunk and its widespread symmetrical canopy and taken off my hat in homage to this magnificent expression of God’s law. We can not take a real interest in the marvelous and _ varied woodland growth without having a keener ap- preciation of the wonderful things that have come to us from God’s hand, and be richer in purpose as well as knowledge because of the beautiful revelation. , When I was a young lad and was making my first visit to Michigan with my parents we came on_ the Michigan Central to Kalamazoo and from there to Grand Rapids by stage cover the old plank road. Some- where north of Kalamazoo, not far away, the stage halted for a few mo- nients to allow the passengers the opportunity to view a magnificent walnut tree. That grand tree, with its great bole and its symmetrical There is’ canopy made an impression upon me that has never been forgotten. As a little boy I visited a track of pine woods a few miles from my own home which was soon afterwards cut cff and turned into lumber and made the basis of a fortune. No money that I ever made and no investment of any kind has ever given me the keen pleasure that came into my life upon this first visit to the deep pine woods. Later on I had the pleasure of trav- ersing some of the magnificent for- ests of pine in Montcalm county which made Michigan famous as a lumbering State. These magnificent groves of pine that could not be du- plicated anywhere in the world gave me an intense pleasure that will lin- ger with me as long as I live. Occa- sionally, more in recent years, I have enjoyed trips through some of the hardwood forests of Michigan and noted with intense joy the wonderful manifestations of God’s providence in arranging the wood families in nat- ural groupings which must have been a delight to Him, for they were the best He had ever planted. That great walnut tree has disappeared and we have only the memory of it. There are no great pine forests in Michigan or, im truth, anywhere to make the impression upon youth which my memory recalls so vividly. The great forests of mixed hardwoods which have given so much delight to chil- dren and have caused to develop such an attitude of reverence and devotion in men and women have been swept away. We seem to be doing very little to replace this loss. We are trying in a small way in the education of children to teach them, through the love of trees, to grow them; to protect and appreciate their benign influences. Those who have the mold- ing of young minds and hearts in their keeping, should foster this nat- ural love of the children for the woods and in every possible way we should strive to give teachers object lessons in forest growth which will aid them in utilizing the rich forest ervironment in carrying home the most beautiful lessons to our chil- dren and youth. The first school in which I officiat- ed as teacher was in the country quite removed from urban life, and directly across the highway from the school house was a splendid forest area quite undisturbed by the ax. This was our playground and we used it so much and so often that some of the parents criticised my method and said I had turned the neighborhood’s educational center in- to a playground. I even question- ed myself whether I was not making the work of education too much of a pastime. But as the years go by, and those children are now men and women with children and grandchil- dren of their own and they come to me and express so much of apprecia- tion of the good times they had and of the many things they learned in the woods, which have been of in- estimable use to them, through their life. I am satisfied that I builded better than I knew. It is a pity that the children have to be cooped in school houses throughout their school days to the exclusion of that marvel- ous tuition which can only be obtain- ed through an intimate relation with nature as she manifests herself in the forests and in the woodlands. One of my boyhood companions, who is a large operator in the Amer- ican metropolis and whose business hours are spent in a sky scraper, re- called in recent years the good times he used to have with his companions and teachers in the beautiful wood- lands tributary in his youthful home in Grand Rapids. He had a growing Gesire to do something for his’ na- tive city that would give enjoyment to generatiofis of children. After some years of thoughtful investiga- tion and using the good offices of many friends, he found a-piece of na- tive woods, unspoiled by man, con- taining a large proportion of the wild flowers, plants, shrubs and trees in- digenous to the locality. He purchas- ed it and arranged for its protection and the perpetuity of the natural conditions and deeded it to his native c'ty for’the education and happiness of the city’s children and their par- ents for all time to come. His thought was an inspired one, which, when carried out, makes for the per- manency of a beautiful accompani- ment to our city life. He put his neart and soul into the undertaking He is deriving a keen personal en- joyment in providing for the happi- tess and education of people in con- nection with the marvelous things that Dame Nature can only foster end develop in a woods environmert. The reason for this message to- day lies in the fact that I regret so sincerely the loss of that heritage of forest growth in our country which was the best that the Almighty ever planted. I have an unfettered desire to awaken once more in the descend- ants of those who have despoiled ow forests the longing for and the love of trees and the accompaniments of the forests, that will lead them t» use their influence in rehabilitating this country with unrivaled beauty, which is expressed in buttressed trunks of trees, their symmetrical canopies and variety of foliage, to gether with the embroidery and drapery as exhibited in shrubs and trailing vines. I want to keep before my own miud and before the minds of others the Store Building at the For Ren best location in town —modern copper front with tile entrance, and as neat show windows as you could wish for. Steam heat. Address, WILL CURTIS, Reed City, Michigan A Fine, New Brick Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from 800 to 4,000 pounds. Prices from $750 t9 $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids great fact that God cared for the trees and loved their beauty and passed them on to us as keepers and conservators. The forests have with- stood the onslaughts of the natural enemies of wind and_ sleet and drought and floods, insects and dis- eases with comparatively little injury. It remained for man to be the chief despoiler. The obligation is now up- on the sons and daughters of man to take up the work of restoration, rec- egnizing the wisdom of God in ar- ranging the forest mantel for the protection and beauty of the earth and pledging ourselves as children of God to work in harmony with His purposes in restoring and maintain- ing the balance of nature as express- ed in trees and forest cover. —_—__~++»___ A Watermelon Story. Once upon a time I bought some watermelon seeds and when I went to plant them, before I had gone to the last end of the first row, I looked back and the vines were two feet high. When I got back to the first end of the next row the watermelons were as high as my head; and soon they were so big they bursted and the water ran out. There soon was a pond. Soon it was so big that I had to have a boat; so I took one of the seeds and made a boat. and when I got my boat made, I got in. By this time it was a lake; the lake kept getting larger and larger until it was almost as large as a sea. The next day when I went out in my boat I saw quite a few whales jumping up out of the water and one tipped my boat over. I got on his back and he swam and swam. Soon I saw land. I had some chain in my pocket. I took it and chained him and, with the help of a fairy, we got him out and killed him; then I skin- ned him and had a suit made of the skin. The fairy told me where I could sell him, so I took him there and sold him for $75,000. It made me rich, but I did not feel so rich, be- cause I had to stay there. This was the first time I ever heard of a whale making a man rich, in all the five hundred years I have lived, but this was the one to do it and he made me very rich indeed. [Composed and written by W. S. Woodman, age 8, Martin, Mich.] —>+ > —____ Getting It All. The doctor told him he needed car- bohydrates, proteids and, above all, something nitrogenous. The doctor mentioned a long list of foods for him to eat. He staggered out and wabbled into a Penn avenue restau- rant. “How about beefsteak?” he asked the waited. “Is that nitrogenous?” The waiter did not know. “Are fried potatoes rich in bohydrates or not?” The waiter could not say. “Well, I'll fix it,” declared the poor man in despair. “Bring me a large plate of hash.” —_>+2—___ Family Book-keeping. “Does he know his own failings?” “He ought to. His wife keeps the list.” car- MICHIGAN BANK ADVERTISING. How It Can Be Done To Advan- tage. The problem of bank advertising may be divided into three parts: Shall a bank advertise? If so, what shall it advertise? And, third, how shall it advertise? With respect to the first question, that may be answered at once by say- ing that all banks do advertise, wheth- er unconsciously or with delibera- tion. Else why should they select the most prominent corners in the most active business district; for what other purpose should they surround themselves with fixtures of Italian marble and expensive bronze? Any ef- fort on the part of the bank’s direct- ors, officials, or clerks to create and maintain a favorable impression in the public mind is advertising. But for the purpose of this dis- cussion I shall restrict the word to its usual meaning, namely, the at- tempt to influence and attract busi- ness by means of printed words, whether in newspaper or Magazine advertising, circular letters, booklets, or in other forms. : There is a considerable element of the banking fraternity who doubt the value, or even the propriety, of any direct advertising. Many cling to the old belief that banking is not a trade, but a profession, and that anything tending to popularize its tone or interfere with its dignity is unethical and unbecoming. Having builded their structures without ad- vertising, .by the employment of sound judgment, strict integrity and a profound sense of their fiduciary responsibility, they would like to maintain around the banking profes- sion that atmosphere of mystery and sanctity with which, in a measure, it always has been invested. There is a second class of bank- ers who believe in advertising, but who, having tried various methods, have come to the conclusion that it does not pay. A study of their meth- ods oftentimes would shed some light on the reasons for this con- clusion. A third class, and this ele- ment is rapidly growing, are con- vinced of the desirability of pub- licity of the right sort, but are ig- norant of the best way to proceed. Partly a Public Duty. A certain amount of advertising on the part of banks may be consider- ed in the nature of a public duty. The greatest mistake the bankers ot America have made is that they have not taken the public sufficiently into their confidence. While deserving great credit for their clean record of achievement under a most faulty system, they have signally failed in one important particular, namely, in gaining the confidence of the mass- es. I do not mean by this that peo- ple are afraid to put money in banks. Such an assumption would be ab- surd in face of the fact that 60 per cent. of the population of San Fran- cisco have bank accounts. But bank- ers as a class are far from popular, and any measure they may advocate is regarded with suspicion. One of the favorite arguments against the TRADESMAN proposed Aldrich currency law is that the bankers. of the country want it passed. Last fall I heard a street or- ator trying to win votes for McCar- thy by proclaiming that the bankers were for Rolph. In part, of course, this feeling of distrust is due to the belief that the banks are the special instruments of the monyed class; in large part, al- so, it arises from an atter lack of understanding as to the purpose and function of banks. For this the bank- ers are themselves very largely to, blame. Banking is a business, not a profession, and its principles are no more difficult to comprehend than those of any other business. There is no occasion for any air of mys- tery surrounding the operations of buying and selling credit. For cred- it is the commodity with which the . banker deals. Practically every bank, when analyzed, will resolve it- self into an exchange of the bank's known credit for your less known, although perhaps equally good, credit. Publicity Makes For Confidence. Now, there is no reason that I know of why the banker should not tell the people, through the medium of printer’s ink, just what he does, and why he does it, and precisely what value the banking service has to the community in general and. to the banking customer in particular. It seems to me such a course would serve to establish a basis of mutual confidence that could not fail to be of vast benefit in times of stress. Merely as insurance against panics, bank advertising of the right sort probably would be worth what it cost. But the creation of confidence is only one of the results to be aimed at in a bank’s advertising. Another is to create a demand for service, by showing how that service can be used to the advantage of the individual. And this brings us to the second part of our problem. What shall a June 12, 1912 bank advertise? The very wording of the question implies that a bank has something to advertise. What is it? Advertising is salesmanship, we are told, and it is pertinent to en- quire what a bank has to sell. Brief- ly, the thing it sells is service, and to explain the meaning of this it is necessary to enumerate the general departments of the business. First of all there is the commer- cial department, where depositors leave. their money in checking ac- counts, or, in other words, where they buy the right to draw checks upon the bank and have these checks honored. They pay for this privilege by giving gold coin or greenbacks, or by giving checks on other banks, in the same town or in other towns, or they may buy the privilege by giving the bank their notes. What- ever the process may be, the bank is selling its credit and taking pay for it in cash, or in some other form of credit, usually the latter. The ad- vantage to the public is that a most popular and convenient form of cir- culating medium, the bank check, is created, and the commercial transac- tions of the community are cleared with the greatest economy of time and handling of coin. The benefit to the individual lies in the convenience and safety of a checking account, about which one could give number- less arguments and_ illustrations. Multiplicity of Bank’s Service. Incidental to the business of buy- ing and selling credit, the commercial bank performs more service, with- out charge, than almost any other business institution. If you have a surplus of money the bank will keep it for you, without charge, in ex- pensive burglar-proof vaults, that are carefully guarded night and day. It will supply you with a pass book, check book, deposit tags and other printed forms, at its own expense. It will honor your checks and keep a record of the same, without effort Fire Resisting Reynolds Slaté Shingles After Five Years Wear Beware of Imitations. Saginaw Kalamazoo Toledo Write us for Agency Proposition. REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES Fully Guaranteed Wood Shingles After Five Years Wear For Particulars Ask for Sample and Booklet, Distributing Agents at : Columbus Rochest Bost Detroit Lansing Cleveland Cincinnati Buffalo oo Wormer: Y Jaeon Battle Creek Dayton Youngstown Syracuse Scranton H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. - June 12, 1912 on your part. If you have checks on other banks scattered over the city, it will collect them for you without expecting to be paid for the trouble. It will give you the benefit of in- formation as to investments, or as to the credit standing of firms you may wish to do business with, freely and gladly. And although you may enjoy these and other advantages for a lifetime, unless you borrow money or buy exchange the bank’s facilities will never cost you one cent. All the bank asks in return is that you leave in its keeping your temporary sur- plus, and its profit comes from com- bining this with the temporary idle surpluses of a thousand others, thus making available a large and com- pact fund, three-fourths of which may safely be loaned out, to render a use- ful service in furthering the business of individuals, and thus of the com- munity. rives its earnings, but, I repeat, with- out cost to you or to any other de- positor. Here, then, is the material for ad- vertising argument. It is an _ old and familiar story to you, but there are yet .many persons who do not understand the value and conven- ience of a checking account; men of substantial worth who actually on collection days provide themselves with a sack of gold and silver with which to pay their bills, and who ex- pect payments to be made to them in like funds. I am convinced that if a bank would regularly, systemati- cally, take space in the newspapers of general circulation, to explain in short sentences the various operations of banking, from the standpoint of the customer, would give to its advertis- ing an educational value, and persist in it over a period of years, and would support and supplement the advertising by service of the best quality—prompt, cheerful, intelligent service—that bank would certainly reap a substantial harvest. The functions of a savings bank are essentially different from those of a commercial bank. Here the primary. purpose of the depositor is not to buy the privilege of drawing checks, but to put away his surplus earnings where they will be safe, and at the same time will earn a reasonable in- erement. Confidence, not service, is the keynote of this business, although service, too, contributes no small part in attracting customers. It seems pre- sumptuous to utter any. suggestions bearing on this point in a city where the savings banks have filled a place $0 important and so honorable, where the savings bank idea has been com- municated to all classes, with results that are amazing, and yet it is possi- ble that even greater results might be achieved by judicious and per- sistent advertising. It is true the savings banks in San Francisco hold to the credit of their depositors $172,- 000,000, almost as large a sum as the combined savings .banks of Chicago, but may there not yet be money laid away in safe deposit vaults or other hiding places that could be induced to find lodging in banks where it could be made useful to the community? The arguments in favor of a savings In this way the bank de- MICHIGAN TRADESMAN account are so obvious that it is hardly worth while to dwell upon them. The appeal to thrift, prudence, “laying by for a rainy day,” etc., may be directed to every individual, how- ever rich or poor. Safe deposit vaults constitute an- other department of banking service. Here, again, the advertising should be of an informing character. To those unused to the ways of banks, and affected by a certain timidity in entering the portals of a banking house, illustration might be made of the ease and convenience with which a safe deposit box may be visited, and Superiority of the vault, in point ot protection against fire, over any oth- er storage place, and the compara- tively small expense involved in the rental of a box. Trust company service is a fourth department, about which the public understands little. How seldom does any bank take the trouble to point out the advantage it offers,:as trus- tee, guardian, or executor, over any individual, who may die, or move away, or become disabled, while the trust company, being a corporation, survives in eternal youth and fresh- ness, with all its machinery intact and its faculties unimpaired. There is surely a wide field here for adver- tising of the educational kind. How To Advertise. Having determined that a bank has something to advertise, and should advertise it, the third: question re- mains, How shall the bank advertise? This is the crucial matter, and the most difficult. Each department that I described above would necessitate different treatment, and to go into it in detail would consume far more time than I have at my disposal. A few fundamental principles may be touched upon, however. Mainly, and most emphatically, the advertising should be written from the customer’s viewpoint. It should raise in the reader’s mind and at the same time answer to his satisfaction the fore- most question of all the ages, “What is there in it for me?” What does a patron of a bank desire in the bank of his choice? That is the question for the banker to solve, and then strive to show by his advertising how the bank may supply that waat. lf the bank has an exceptionally conven- ient location; if its directors are men of more than ordinary talent and rep- utation; if its employes are trained to be courteous under all circuni- stances; in short, if the bank has any merit peculiar to itself that may inter- est and influence the depositor in his choice of a depositary, why can not the bank say so? Sensible advertis- ing, as I see it, is clear, strong ar- gument—and dignified because clear and strong—designed to show how the bank helps the individual who has a bank account. To advertise suc- cessfully, then, a bank must do these two things: First, have a service that is of benefit and satisfaction to peo- ple; and, second, tell people about that service in a way that will make them see and understand, and want the benefit. Russel Lowry. ——__2. 2. It is a great thing to be right, but there’s no use in grouching about it. “Pay Up” and Still. Retain Their Good Will. How many merchants in small towns get a bankable setttement from each customer once a year? One store in an Iowa town of some 300 inhabitants with a big farming ter ritory to draw from, uses this plan in regard to credits: The customers of the store are practically all farmers. The store sells over $30,000 annually. When Mr. Farmer. starts trading and asks for credit, if he is worth it, the boss says to him: “This store sells strictly at one price to all, and insists that all customers settle on or about Jan- uary 1, each year, by cash or bank- able note. If this looks fair to you then we very much desire you for one of our credit customers.” Now when the customer under- stands the plan, it is not hard to get the desired settlement. This plan is strictly enforced. At first a few good customers were lost, because they were not used to being handled in this way, but after a few years they all liked the plan, and when a notice similar to the one in- closed is sent them each year on De- cember 1 they call and settle. This store would not think of changing to a cash basis. The following letter is sent out in the fall when the store wants its customers to settle: Dear Customer—It has been a busy fall on every farm, and now that the threshing is over, the silo filled and the shredding done, the farmer will find time to settle with his many neighbors for the exchange of help and other accounts of the year. And wise is he who attends to this once each year, lest a misunder- standing arise which may sever the friendship between neighbor and neighbor and end in a sad quarrel. *Tis well to heed this proverb: “Short Payments Make Long Friends.” Just so it is in the store. We all dislike the unpleasant mis- understandings which often arise where store bills are run _ several years without settlement. That is why this store insists on a bankable settlement from each customer once a year. We-do this for your pro- tection as well as our own. To-day we send each of our 300 customers a letter—whether they owe one dollar or many dollars, and kind- ly ask each customer to call at the store during the month and look over our books, so that if any errors 27 have been made, they can be correct- ed. Then we can all start the year right and remain the best of friends, On December 1, 1911, your ac- count was $.......:, Please call and settle. Yours very truly, -_——2.-.—___ Over the Counter. You don’t want the clerks telling ‘tales out of school, but you do want them to boost the store all they can among their friends outside. No matter whether you need the goods or not, do not buy more of them than you can pay for. 3e- cause there is a long dating on a bill is no sign that it will not come due just the same and have to be paid. Just because you are a merchant rather than a man of letters do not think it will not pay you to read good literature. Your mind needs devel- oping in more than one direction in order to do its best in any line. You may be sure that darkwood in the store will eat up a very large per- centage of the light and require a bigger lighting expense to. secure satisfactory results. Lots of salesmen talk too much, but the salesman who says too little never sells many goods that aren’t asked for. If you know what the hap- py medium is, try to educate your clerks to it. Look out for this Bad Bill. A counterfeit $5 bill is being circu- lated in this section of the country, and merchants should watch out for it. The bill has the picture of the Indian head, and is numbered E5874- 7966. It has a glossy appearance, and is made by a photographic process. +> ___ One keeps a stiff upper lip to little purpose if he permits his tongue to wag too loosely. —_—-_-._ $= Although the race may not always be to the swift a good start makes for victory. Hart Brand Ganned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Products Lg CHIGAN STATE TELLPHONE a, 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. Opposite Morton House Corner Ionia, Fountain and Division Sts. Grand Rapids, Michigan MICHIGAN TRADESMAN June 12, 1912 ‘ Ks oF SED : a3 The Unfortunate Best Student in Her Class. Written for the Tradesman. There are eight in the graduating class of the village high school this year. Three are boys, Tom Caxton, foremost in athletics and captain of the football team; Jack Bannister, a far better student and a pretty brainy sort of boy, whom I rather expect to make his mark in the world, and Sam Hilton, whose genius is mechan- ical rather than intellectual, but who has managed to pass his eXaMinations with’ fair standings. Of the five girls and their attain- ments it must be said that as to Dolly Smith it has been a continued marvel that her instructors have suc- ceeded in inserting into her giddy, heedless, childish brain enough of the subject matter of the various branch- es of the curriculum to enable her trom time to time to pass her grades. Indeed, it is whispered about that if Cyrus Smith, the wealthiest and most influential man in town, were not her uncle, pedagogic rigor never would have relaxed so as to pronounce poor Dolly’s pitiful standings up to a pass- ing mark. Whether or not these ru- mors are to be credited I can not say. Perhaps teachers should not be too severely condemned for being human and wanting to hold their jobs. Maud Abbott, Helen Perkins and Amelia Driscoll, three others who received ribbon-tied diplomas, are nice bright girls, not brilliant nor remarkable, but good dependable stu- dents. They will make intelligent, high-minded women and be a credit to their teachers and to the school Last but by no means least comes Sophronia Milburn, the star of the whole school. . This class had no val- edictorian, but had they followed the old-fashioned custom, Sophronia clearly would have been entitled to the honor. Ever since she started in the first grade, at the age of 5, Sophronia Mil- burn has made a most amazing rec- ord. Not a tardy mark in her whole twelve years. Total absence in all that time two weeks, and that was on account of measles—doctor would not let her come. And standings! You should see.the 100’s and E E’s that she has to her credit. “Simply pet- tect in every branch!” the principal of the school declares. No problem in arithmetic nor al- gebra is too. knotty for Sophronia’s clever brain, no sentence in grammar too involved for her to analyze. Whether it is the conjugation of Lat- in or German verbs, the original dem- onstration of a difficult theorem in geometry, or the memorizing of a lengthy chronological table in his- tory, Sophronia is equally at home. I have been told that she aspires to college. I think likely she will go. Her people are poor and neither she nor they have any means for such an undertaking, but she iS one of the kind that will] gO anyway—go if she has to board herself in one stuffy room, cooking her poor little meals on an oil stove and dressing on thirty-seven dollars and fifty cents a year. She will make just such a record at college as she has made in high school—she will be a “grind.” As she sat on the platform with the rest of the class on the night of the graduating exercises, I pitied So- phronia. My heart ached for her; for I know that of all the eight grad- uates she is going to have the hard- est time to adjust herself to condi- tions of life—to find her work and Place in the world. She will put forth a more strenuous effort than any of the others, and is likely to cbtain only meager and disappoint- ing rewards. | She is ambitious. She takes her- self seriously and is anxious to amount to something out of the or- dinary. A great deal is expected from her by her parents and teach- ers and friends, for people are slow to learn that a brilliant career at school does not always signify suc- cess in after life. . It is hard to analyze such a nature as Sophronia’s. Why is it that she always has been letter-perfect in her lessons at school? Some Say it is be- cause she learns so easily. Others think it is because ‘she studies so hard. Perhaps both are right. She certainly acquires knowledge quite teadily and has the power of close application that belongs to the stu- dent. Furthermore, the world of books, the realm of abstract ideas, is the real world to such as. So- Phronia. It is where she naturally lives and moves and has her being. The average boy or girl never is at home in school work—never is able teally to breathe the atmosphere. Not until they get out into the world of teal things do they give much indi- cation of their abilities. For this reason the earnest, con- scientious teacher feels down in her heart that her work with average boys and girls is little better than failure. Strive as she will in her ef- forts to inspire and instruct, most of her pupils never come to love learn. ing, never are able to see the beau- ties of mathematics, nor feel the fas- ‘cination of science, nor appreciate the riches of literature. So when the pedagogues strike a case like Sophronia’s, where _ their work seems to tell with such admir- able effect, naturally they try to give her all she wants, and fondly de- lude themselves and her into believ- ing that they are fitting her for a career of great success and distinc- tion. When the best student of the school goes out into real life, know- ing little beside her books, her teach- ers are nowhere about to help and sustain. They could do little for hei ii they were there. She must now sink or swim by her own merits. Any one of the four other girls in the class will find her place in life with far less of struggle and far few- er humiliations of failure than So- phronia. Of the three that have been described as good, dependable students but not brilliant nor re- markable—they are sure to be all right anywhere. They are bright, they dréss well, they are tactful and agreeable. With a little technical training they can fill almost any or- dinary position acceptably. Should they marry, as they probably will in time, they will be found admirably adapted to home life. As to that little Dolly Smith, whose flaxen curls seem to cover such a tiny and insufficient brain, don’t worry about what Dolly will do. Dolly is Strong in the wiles and ways of her sex. She already has ad- mirers galore. She is destined to make matrimony her profession, and what is more, she will get something out of it. While’ wholly unfitted to make her own way, she will find some man who is able and willing to make it for her. Should she lose her hus- band by death, she is one of the kind that will shed a few decent tears, lay out a generous portion of his insur- ance money in good clothes and be a mighty successful widow. But Sophronia. Anyone can see that Sophronia is not the right sort of girl for a position in an office or store. Shy, awkward and ill at ease in society, a little careless and negli- gent as to dress and personal ap- pearance, she will have few admirers and-is likely not to Marry until late in life if at all. “Surely she can teach,” some one suggests; “such a scholar as she is ought to make a wonderful teacher!” This is perfectly natural reasoning, but in actual fact the best teachers do not come from the ranks of the Sophronias. Some of these remark- able students are flat failures when they try their hand at imparting knowledge. A _ teacher needs to know much besides books, She must Possess great tact so as to be able to get on smoothly with pupils, par- ents, superintendents and school boards, and still she must not be lacking in force of character and ex- ecutive ability. She must understand human nature. She must be some- what of a society woman and know how to dress. Sophronia and all her kind are so set on what they con- sider higher things that they fail to realize the value of clothes. Some- times—tell it not on the housetops—a teacher must be considerable of a politician. It is often better that a teacher be a little lame in scholar- ship than that she lack in practical capability. What, then, shall be done with So- phronia? Such a girl is a far more dificult problem for parents and teachers than the girl of more us- ual tendencies. The trouble is not that she knows too much of books, but that she has failed to learn the things more essential than book knowledge that the less intellectual girl picks up unconsciously. Correction should have begun years ago, for no girl should be al- lowed to become a “grind.” The men- tal diet should be a balanced ration— a proper mingling of the concrete with the abstract, for the Sophronias as well as other girls must live their lives in the world of réal people and real things, not in some imaginary region of x, y and z and nth powers. Quillo. Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand Rapids Grain & Milling Co. Grand Rapids, Mich. Watson - Higgins Milling Co. Merchant Millers Grand Rapids tot Michigan Just as Sure as the Sun Rises “€SRESCENT FLOUR ME) Omi OSaN tae Til send OSU ne Tum ESTs] why this brand of flour wins suecess for every dealer who recommends te Not only can you hold the old Customers in line, but you can add new trade with Crescent Fiour as the opening wedge. The quality is splendid always uniform, a arskasena eter chaser is protected by that iron clad guarantee 0% absolute satis- tenn insane Make Crescent | aKOL ORCAS TRING your trade pulers—recommend it to your discriminating cus- Ke entanas AT Tretes (OTM ep hy Mich rm ef 645 ee A TH TH June 12, 1912 PIONEER STRONG MAN. He Was as Good as He Was Brave. Written for the Tradesman. “There were strong men in those days,” said old Whelply, speaking in a reminiscent tone. “I call to mind Southwood, the nerviest, best man in a scrap, cool as ice when other men went wild with fear and excited feel- ing!” Schoolmaster Tom was coming up the walk toward the veranda on which several young chaps sat, in company with old Whelply, who was out on a vacation from the National Soldiers’ Home at Washington. “I don’t often get back to my old stamping ground,” continued the Major. “You went to war from Michigan?” “You bet I did, in the old Third. We smelt our first blood at Bull Run—” “Tell us about that fight, Major,” urged one of the young traveling men. “We hear so much these days about the war that began fifty years ago. I would rather hear an old vet tell his experience than read about it any time. The newspaper reporters are so unreliable. If gives me a pain sometimes to read of the rotten junk those fellows put out.” — “I dunno about that,” sighed the old army veteran, dusting his pipe. “The reporter chaps were in evidence all right at the front in them days. I knew one of them, Jack Kellerand by name, who got right into the fight, got a bullet in his shoulder, too. He was dead game, was Jack. I had a hope when I set out for dear old Michigan ter see him again, for they tell me he is a prosperous merchant now somewhere up on the Muske- gon.” “I know Jack Kellerand,” said old Tom, refusing the chair offered by one of the young chaps, seating him- self on the step. “Do you?” and old Whelply reach- ed down and grasped the schoolmas- ter by the hand. “I am glad to meet you, sir—” “Mr. Tanner, make you acquainted with Major Whelply, of Washington, veteran of the Peninsular,” cried one of the young drummers. “He’s going to tell us about the war.” The two old men exchanged pleas- ant greetings, soon being on the most intimate terms. “No, no,” quickly corrected the Ma- jor. “I’m not going to talk about the war. Remember, boys, that is over, the bloody shirt buried forever. I was thinking about some of my friends I left in Michigan long years ago. I’m back here to meet a broth- er who’s expected here from Califor- nia. While here I thought I’d rake up old acquaintances—” “Jack Kelleran’ll be mighty glad to see you, Major,” interjected the schoolmaster. “I’ve heard him speak of you many times. You won a medal: from Uncle Sam for gallantry at Fredericksburg—carried the flag to the front after the color-bearer had been shot down—” Old Whelply turned aside, wiping his face with a blue bananna. COIR Sines Aston MICHIGAN TRADESMAN “Never mind that, Mr. Tanner,” brokenly interrupted the veteran. “One would think you were a news- Paper reporter to hear you talk—” “But it’s true, isn’t it, Major?” “Sho! What do I know about it?” retorted the veteran, blushing like a schoolboy. The modesty of the Ma- jor quite pleased the others. “Did you know Hank Southwood?” suddenly evaded Major Whelply. “I knew him well; he died two years ago up Nortlt somewhere, at the Soo, I think. A mighty good man he was, and the first millowner and storekeeper between Kazoo and Bald Point. So you knew him, Major—” “IT should say I did,” chuckled the old soldier. “Why, I clerked for him in the little square building he set up on the brow of the hill in which he sold dry goods, groceries and clothing. A good lot of the stuff was for Indian consumption — Mackinac blankets, fancy handkerchiefs, bright calicoes, beads, and the like, together with kookoosh and samar (pork and tobacco) which delighted and appeas- ed the hunger of the red men. “It was down at the ‘Mouth’ that Hank won his reputation as the strongest man on the river. On the dock where the freighters from Chi- cago landed their truck were gather- ed one spring day at least two hun- dred men, two-fisted backwoodsmen, stout millmen, broad-shouldered sail- ors and, in fact, the bone and sinew of the new country, a happy, husky lot of fellows who were the peers of any in the nation. There were strong men there, boys. The new country was no place for weaklings. Well, a bunch of millirons had been left on the dock. About one, a cast- iron flywheel and shaft, the big men were gathered testing their strength. “I knew the men; they were strong as mules allright,’ vouchsafed old Tom. “We'll take your word for it, gen- tlemen,” said one of the young chaps. “One after another of the huskiest of the crowd tried to lift the flywheel without avail; it clung to the dock like an incubus.” “That’s right,” corroborated the schoolmaster, ‘“‘but one in that big as- sembly could budge the heavy casting a hair’s breadth. I wasn’t there, but I heard all about it afterward.” Hank Southwood happened along just then. He lived up the river a score of miles and was on his way to one of the docks looking for some Chicago goods for his store when -a voice hailed him. Big Jim Sovereign called him into the inner circle. Pointing at the immovable mass of iron the giant sailor asked Hank if he thought he could lift it. “Well, now,’ returned the down- easter (Hank was a State of Maine man) ‘I don’t believe any of you can lift that, shaft and all.’ A laugh fol- lowed. Jim said they were looking for a man who could lift the end with the flywheel attached. ‘Ain’t many of ‘em have been able to do even that.’ Hank stepped to the wheel, eyed it a moment, then shrugged his broad shoulders a little deeper into his coat, crouched the least bit, laid hold of the rough casting, straightened up, lifting the casting at least two inches from the dock, “At that such a yelleas went up. Men crowded: around Hank, patting him on the back, yelling, ‘Bully for you!’ To tell the truth Hank was a good deal surprised. He did not know that not a man present had been able to lift the wheel. He knew, however, as he held up -his hands, seeing the blood start from - both thumbs, that he had cracked the flesh on these to the bone. That was a famous lift; it gave Southwood a big name. From that time on for forty years he was known as the strongest man on the river.” “Which wasn’t far wrong either,” ventured one of the young men. “No, it wasn’t,” agreed Tom. “Hank had a lot of experience in the woods, with wild animals and wilder men. He could hit a crushing blow straight from the shoulder. A more peace- able man never lived, yet he wouldn’t let anybody run on him.” “That he wouldn’t,” remarked the Major. “He once cowed a dozen men who made an assault on his boom. You remember that, eh, Mr. Tan- ner?” “Yes, quite .distinctly. The men were toughs sent by a neighboring logger to cut Southwood’s boom and let out his logs. The fellows liquor- ed up and went with much bloviating, | armed with axes. Southwood stood alone on the boom, a pike-pole in his hand and warned the crew off. They threatened and swore but not. one dared set foot on the boom. “After a bit they retreated, threat- ening to visit the boom later. Alone and single-handed Hank drove the ruffans away. They feared him.” “Sure they did,” agreed the school- master. That big lift of his down on the ship dock at the ‘Mouth’ was known to all, and the toughs, even when filled with forty-rod whisky, did not dare tackle him.” “That’s right. Southwood watched the boom with an old musket, loaded with home-made slugs, all the next night. He resolved to take no chanc- es, you see. A small fortune was in- vested in his logs; he couldn’t afford to have them sent adrift. If them fellows had made an attempt in the night some of them would have been filled with cold lead. Ah, there were rare men among our early pioneers along the Muskegon and the Grand. I saw some quite interesting sights while I was clerking in that little pio- neer store. If I had time I could tell you things that you’d hardly believe. “One of Hank’s men, riding into camp late one night, was waylaid, jerked from his horse, sent on afoot, and the horse was confiscated for use by a rival crew. Little Smith reached our place just as Hank and me were closing the store for the night. Smith was shaking with the cold when he told what had happened. He declar- ed had he not been so near frozen he would never have submitted to being robbed of his horse. ‘Zounds, we'll see about that!’ Hank seldom said anything stronger. “That very night, after Smith had warmed himself, he and Hank went back after that horse. They got him, too, bet your life. Why, when they heard Hank Southwood’s voice at the door, Mrs. Black, the boss’ wife, tt- tered a shriek of dismay, crying: ‘It’s Southwood with his big Yankee crew. We shall all be murdered!’ The horse was given up without a word and two men took him from a crew of twen- ty. The power of a name counts sometimes. Ah, Hank Southwood was a rare man, as good as he was brave.” To this the rest of the company agreed. The old veteran shook his head when asked to go on with his reminiscing, “It’s too late now,” said he. “Some other time, boys, some other time.” Old Timer. —_——_2.-2..—___ S The Real Attraction. It was during the street fair in a Georgia town. The star attraction was a big horse with five legs. It cost a dime to see him. A man with fifteen children stop- ped outside. The barker urged him to buy a ticket. “I can’t afford it. I've got -fifteen children.” “What’s that?” gasped the aston- ished showman. “Are all these chil- dren yours?” “Yes, sir; every one.” “Wait a minute,” yelled the barker to the father of fifteen. “You stand right there—I want to bring the horse out to see you!” ——.—@____ Hide that grouch behind a smile. ft Tanglefoot The Original Fly Paper Has one-third more sticky com- pound than any other: hence is best and cheapest. GRAND RAPIDS BROOM CO. Manufacturer of Medium and High-Grade Brooms GRAND RAPIDS, MICH. BROOMS J. VAN DUREN & CO. Manufacturers of High and Medium Grade Brooms Mill Brooms a Specialty 653-661 N. Front St. Grand Rapids, Mich. 139-141 Mc Roth Phonu GRAND RAPIDS * MICHIGAN TRADESMAN June 12, 1912 = = —_ = = ~ _ ~~ = EHIND tHE COUNTER 4)))) Ww se ernapay | A Zot LMM How the Drug Clerk Outwitted His Rival. A small old man, with a smooth face and white hair came into the store and took a chair. His health had failed him a little over a year ago and I! purchased his drug store. He then went to live with his mar- ried daughter in the country. When- cver he came to town he always loaf- cd round my store; when business is slack he likes to talk about what has been. After we had finished with the top- ics of weather, business and health he turned to the old days when he first began to clerk in a drug store and to study pharmacy. “IT remember when I first took up the study of chemistry,” he said. “I would try all the experiments given in the book and then try some of my Own compounding. I thoroughly satisfied with it. became “T boarded at a widow’s with two other boys, besides myself. One work ed in a grocery and the other clerk- ed in a dry goods and men’s furnish- ing goods store. Also there were two iady boarders, one was about 35 and not popular, kinder shopworn; the other, Miss Gale, was a good looker and she clerked in a book store. I was getting along pretty well with her until this dry goods clerk, Robert Nelson, came to board. Of course, I did not like him, but I was too wise to let it be known. “His clothes were always the lat- est thing out and, to me, he resem- hled one of the dummies they had dressed up in the store where he worked. “All of us ate at the same table. The grocery boy was a rather silent chap and I had things going my way until Nelson came. Then I could see that he was sorter slowly precipitat- ing me with Miss Gale. “It never percolated into his head that I didn’t like him as well as I pre- tended. “One night I got off early and hur- tied to my room before he left his store. His door was next to mine and unlocked. I stole in cautiously and dropped two or three drops of tincture of iron into his glass on the washstand; into the pitcher of water I emptied some sodium salicylate. I walked back to my room and retired hut I didn’t go to sleep. I was wait- ing for something. “In about half an hour he strolled in. T could hear him moving about in his room; then everything became quiet again. He must have sat down. I lay there breathless with suspense, Waiting; still nothing happened. Sup- pose he did not take a drink of water RP RM Acne before he went to bed. Suddenly I heard a half smothered exclamation, the pitcher came down hard in the bowl. The next moment the door flew open and he ran out into the hall. He seemed to hesitate a min- ute, then he knocked at my door. 1 waited until he knocked again before answered. ““Who it is?’ I demanded sleepily. “we —_— It is me, Nelson,’ he answered. ““Come’ in.’ “He came in; he was. white as French chalk and perspiring. ““T wish you would come into my room a minute,’ he gasped. ‘I poured out a glass of water to drink and it turned red right before my eyes!’ “*What you been drinking?’ said I. ““T am not drunk. I took but two drinks before I came up, but when I poured out a glass of clear water it turned red before I could raise it to my mouth. You just come and, see.’ “I got up and he led the way back; sure enough the glass was half full and the color of aromatic sulphuric acid! ““T know I didn’t take but three drinks to-night. Doesn’t it look red to you?’ he said. ““Yes, it is red all right,’ I replied. “We looked into the pitcher, the wa- ter was perfectly clear, so I poured it out and sent Bob—that was his common name—after another pitcher of water. When he returned I wash- ed the glass and filled it, the water was all right now. So I told him 1 could offer no solution of the cause of the water turning red. I was just dying to laugh, but I didn’t dare. “A few days after that I came to dinner earlier than usual and waited until they were all in the dining room, but Nelson, he had not yet arrived. “There were no hydrants in the town then. I went to the washstand in the hall and after bathing my fac and hands I saw Nelson coming. I quickly poured nearly all the water — out of the pitcher and emptied a half cunce of tincture of iron into it; then sprinkled the top part of the brown towel with tannic acid and bustled in- to the dining room. “He came in and went to the wash- stand. In a few minutes he: hurried in, not aware of the appearance of his face. I can see his face now as he paused before the table. Everyone of us began to laugh, but I noticed that Miss Gale did not laugh as heartily as I had hoped she would. “Why, Bob, how did you get your face so smutty?’ she exclaimed. “He hesitated a moment and then fled to his habitat without replying. “That very evening he moved out and changed his boarding house. “T don’t think it filtered through his head that it was I who was prank- ing with him, but Miss Gale knew, and after that she had but little to do with me. When June came they were married.” The old man’s daughter drove up to the store and called for him and he climbed in the buggy and drove off. Nolen Ambrose Turner. —_+->—___ Talk Required To Secure a Job. Did you ever try to get a position from a conceited man? You proba- bly have, because most successful men are conceited men—that is why they are successful. In addition to conceit, of course, they have brains. Conceit, all by itself, is not enough for success, but few succeed with- out it. But to return to the subject—get- ting a job from a conceited employ- er. Naturally the thing to do is to flatter his vanity. There are differ- ent varieties of conceited men. Some of them have a sense of humor. Your flattery must be applied with deli- cacy and tact; others will swallow anything, no matter how rude, and lick their lips and call for more. Now, here is a thing to say to a conceited employer from whom you wish a place. “Sir, I feel that I have ability; I want a chance to develop. A year or two under the direction of such a man as_ yourself would do wonders for me; I feet that in time I should come to do work that would be a credit both to myself and to you.” Just like that! Such a remark, as you see at a glance, is a compli- ment to the powers of Mr. Self Con- ceit. While you do not belittle your own abilities, you place the develop- ment you hope to make as a tribute at his own feet. If you succeed it will be as his pupil, as a result of his own business genius. Here is another thing you can say: “Mr. Conceit, I have come a thou- and miles to work for you. (Smile here humorously to destroy any sug- gestion of conceit on your own part in assuming that you could get the position.) So you might as well give me a place. I left my position at home because there was no chance for me to develop. I left it with the definite intention of coming to you, because, out our way, sir, they say you are the best man in the business. So you might as well put me on the roll and have it over with. Because, if you do not, you see, I’ll get a job some- where else to pay expenses and keep bothering you until you can find a place for me.” i Another remark that might be used: “I wanted to get into this line of business, so I went to my uncle (here mention George Washington or Col. Roosevelt, or somebody whose opinion is worth something) and asked him who was the leading man in the business and he said you.” A conceited man is easy to deal with, because his mental makeup in- clines him to believe anything nice about himself that you choose to say. The fact that you make a frank ad- mission of his powers gives hima feel- ing of confidence in your truthful- ness, frankness and judgment. He knows, himself, that he is a big man, the leader in his branch of industry, and when he discovers that you, a mere youth, have had cleverness and perception enough to find this out for yourself, he likes you. He argues that if you show so much insight on this point you will on others. You are employed. Amos Andrews. -—_——_2» + .___ Love and Grammar. Some time ago a New York busi- ness man, who is blessed with an ex- tremely pretty daughter, took his family to England for an indefinite period, during which he was to es- tablish British branches of his mer- cantile enterprises in that country. The charms of this young woman wrought much havoc in the rank and file of the men\who met her abroad. She was sweet and gracious to all, but her heart, as well as her wit, be- longed to her native land. One day her father found her at her desk, knitting her brow over a letter. “What’s the trouble, my dear?” he. _ asked solicitously, “Father,” she responded dolefully, “I must write another declension, but nothing will induce me to con- jugate until I get back to the United States.” “AMERICAN BEAUTY” Display Case No. 412—one. of more than one hundred models of Show Case, Shelving and Display Fixtu Rapids Show Case Compa of goods, and adopted by the mo: res designed by the Grand ny for displaying all kinds st progressive stores of America. GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan ‘The Largest Show Case and Store Equipment Plant in the World Stow Rooms and Factories: New York Grand Rapids Chicago Portland June 12, 1912 SUCCESS ON. THE ROAD. Squareness Is the Salesman’s Best Attribute. The traveling salesman comes ‘into contact with all sorts of merchants in. his journeyings from place to place. Some of them are most un- reasonable, and no amount of tact and perseverance will enable one to do business with them satisfactorily. A group of salesmen.were gathered in a hotel grill room on a Saturday evening not long ago, and one of them, who travels for a_ clething house, was telling of an experience he had had in an lowa town during the week: “T don’t know when anything has happened to make me feel so good,” he said, with a chuckle. “I had been ‘making’ this small town for several years and had always sold my cus- tomer there his full line of boys’ and children’s suits. Last year, though, a salesman for a rival house persuad- ed him to give him half the order, and’ I had to be satisfied with a sale amounting to ‘about $s8uu. | was pretty sore about it, for I knew the other fellow’s goods could not com- pare with ours for value, and that he had secured half the order by mis- representation of some sort: “When I went back this time I had a notion to pass up old Hilsabeck al- together and call upon his only com- petitor in the town and try to place my line with him. But on second thought I determined that such a course would be unfair, considering that Hilsabeck had done _ business with the house for such ‘a long pe- riod. I must say, though, that I ex- pected him to welcome me like a long lost brother,» because I was cer- tain the goods he had bought from the other fellow had proved far from satisfactory, and that he would be only too glad to do business with me on the old scale. “When I called on him I had the surprise of my life. Instead of greet- ing me with open arms he nodded coldly and turned to attend to a farmer who wanted to buy a pair of suspenders. He need not have done that, because two of his clerks were standing behind the counter with nothing to do. “T waited until the suspender deal was finished and then asked him if he could come down to the hotel and look at my samples. ‘I suppose you are ready to give your usual order,’ | said. “Then came the~ shock. ‘I have bought,’ he said, ‘and even if I hadn’t placed my order, you couldn’t expect me to fall again for the sort of stuf you sold me last year.’ I was dum- founded, and insulted, too, at such a remark, but he turned away from me to wait upon another customer and I -walked out of the store. I went up to the hotel to open up my samples, wondering all the time whether old Hilsabeck was drunk, or crazy, oF what happened to make him talk as he did. -Sold- Competitor Big Bill. ~ “On reaching the hotel I met in the lobby the owner’ of the other clothing house of the town and ask- MICHIGAN TRADESMAN ed him to look at my samples. He was glad to do so. He said that he would have been glad to buy my line years ago if Hilsabeck had not been carrying it. After looking at my goods he gave me an order for his entire line, telling me that the stuff he had been carrying was far from satisfactory. “I made up my mind before leav- ing the town I would call upon my old’ customer and ask him exactly what he méant by making the remark he did about my goods. He did not receive me any more pleasantly than he did on my first visit, but when I put the question to him he smiled sarcastically and told me I could see for myself what he meant. He took me up on the second floor, to the boys’ department, and showed me 30me suits which he said were the worst plunder he had ever had in his store. ‘Even the niggers won’t buy them,’ he said, ‘and your house ought to be ashamed to foist such goods on the innocent public.’ - “As soon as I looked at the suits I knew they had. been bought from my rival and never had seen the in- side of our place, but I made up my mind to keep quiet for awhile. I told Hilsabeck that there must be some mistake and asked him if he would not look up his bill. He said he knew perfectly well where the goods came from, but nevertheless he told his book-keeper to bring him the bill for what he had bought from me last year. I asked him to compare the stock numbers on the bill with those on the suits, and he soon discovered that they were different. Then he sent for the bill of the other firm and when he had looked at it his face was a study. He held out his hand. ‘I want to apologize,’ he 3aid. ‘I see that these goods came from the other house, and I have done you an injustice in thinking that you sold them to me. I gave these other peo- ple the order for my full line this season, but I’ll cancel it now and give it to you.’ “T had my innings then. I pulled out of my pocket the order I had just taken from his competitor and show- ed it to him. I told him I was sorry that such a situation had arisen, but under the circumstances I could not accept his business, as it is a rule of our house not to sell two firms in any one town. I told him also that merchants should be more careful to remember where they buy their goods so that they won’t make the mistake of criticising a salesman unjustly. “When I make that town next year Hilsabeck will expect me to call upon him, but I won't. It wouldn’t be good business ethics for me to do so. The other man helped me out when I thought I wouldn’t make a sale in the town, and as long as he is will- ing to buy from me I’m going to give him the privilege of handling our goods.” The other salesmen at the table nodded approvingly. “That man who lost the agency for your goods was served just right,’ said Jones, who also sells clothing. “It’s my experi- ence that it never pays to sell two merchants in the same town, even if ene of them says he is willing to ac- cept your stuff without the brand on it. I used to sell a man down in Ar- kansas who tried a trick on me. I kad sold him his line for two sea- sons, and his account was satisfac- tory. Another man, with whom I had become acquainted some time be- tore, started up in the town, and wrote me that he was willing to buy my goods without the brand on them. It wouldn’t have been loyal to my first customer to sell the new man my clothing with our. brand on it, but I considered it was all right to sell it without. In fact, about the only difference beween a great many lines of goods is in the name, as you know. “Everything was all right until Smith, customer No. 2, got short of stock and sent in a mail order to my house. Whoever handled the order was a dumbhead and sent him a lot of goods with the same brand as those which my first customer in the town was handling. Smith wrote to me and told me about the mistake. He did not want to carry the brand- ed goods any more than the other man wanted him to do so, and asked that some new labels-be sent him. I was in Chicago at the time and sent out the labels as requested. I also wrote my original customer, telling him frankly of the mistake, and as- suring him that it never would hap- pen again. He wrote back a stinging letter, and, among other things, re- quested that I leave him off my list when I next visited the fair State of Arkansas. There was nothing I could do to put things right, and ever since that experience I have made it a tule to sell only one man in one town, with or without labels.” Wouldn’t Look at Samples. “Talking about tough customers to handle,” said Brown, who had just returned from Louisiana, “I want tu tell you about an old codger I call on down near New Orleans. His pe- culiarity has been that he wouldn’t come down to the hotel to look at my samples. “T have called on him regularly for several seasons, but could never ger him away from the store. I was told that he once had a clerk who stole from him and after that experience he would never leave his place of business, even to eat, unless one of his own sons was there to take his place. I used to carry some of my samples to the store and made a few small sales in this way, but I had grown tired of that sort of busi- ness. I made up my mind that if the man wouldn’t take the trouble to look at my full line and give me a decent order I would cut him off my list. “This time I went into his store, shook hands with him and handed him a cigar. He took it and laid it on his desk, saying that he would smoke it later. I knew very well that 31 he was lying, for he did not smoke at all. He asked me about business. ‘Best ever,’ I said, for it’s always a good thirig to be cheerful. Any trav- eling man who goes about the coun- try saying that business is poor ought to resign and become an un- dertaker. Even if, as a matter of fact, he is not doing a great deal, he should at least say, even in the dull- est times, that ‘business might be a lot worse.’ The men who go about complaining really have a large share in making business dull by un- dermining the confidence of chants. the mer- “When this old man in Louisiana had asked me how business was and I had told him it was booming I went straight at him and told him that I was determined to sell him more goods and that I wanted him to come right down to the hotel with me and look at my samples. I told nim that I was tired selling him small lots and that the only way I could ever get him to buy more was to show him my complete line. I tola him right out that he was not treat- ing me right by not giving me a chance at a decent order. Couldn’t Spare the Time. “He listened to what I had to say, and then began telling me the old, old story about not being able to leave his store. I pointed out to hin. that his clerks were all on duty, and that not one of them was busy, fo there wasn’t a customer in the place. He still insisted that he could not spare the time, and suggested, as us eval, that I bring a few samples to the store. : “Then 1 said to him: ‘Now, look here; supposing a man came into your place, and wanted to buy a suit of clothes; how much profit would you likely make? “*About $5,’ “Well, how much time would it require for you yourself to make a sale of a suit of clothes to an inter- ested customer?’ “‘T might do it in twenty min- utes, or it might take an hour,’ he replied. “T put my hand in my pocket and rulled out a ten. dollar gold piece, which I handed to him. I told him that I was paying him $10 for ten minutes of his time, and that if he would give me that ten minutes in my sample room I was sure I would sell him an order of goods, which would repay me a number of times the amount I was out. Well, the old gentleman’s face was a study. He wouldn’t take the ten dollars, but he grabbed his hat and started for the hotel with me. I sold him a line of goods several times larger than he ever had bought before, and he has been one of my best customers ever since. He never suggests nowadays that I lug my samples to his store.” Frank Johnson. he said. FOOTE & JENKS COLEMAN’S Terpeneless Lemon and High Class Vanilla Insist on getting Coleman's Extracts from your jobbing grocer, or mail order direct to FOOTE & JENKS, Jackson, Mich. (BRAND) MICHIGAN i y } ¥ | oH Ks li PS Ye V7: ‘eas TAC} a SSS A € (ss eee r 9 eee = > |] REVIEW °F SHOE MARKET | ow =F = = fa 2 a TMS <) = = 2s eG C N =I anes, | x Vn Good Faith Between Shoe Manufac- turers and Retailers. Written for the Tradesman. The province of manufacturing and the province of retailing are, in- deed, separate provinces, but they are mutually interdependent. There can not be a distribution until there is a product to distribute, and there can not be any economical and efficient mode of distribution un- til you have a class of men trained in the science of selling at retail. Adam Smith, she father of modern economics, calls attention to the functions of the retailer, and argues quite cogently that, in view of the importance of distribution, the man who engages in it ought to be ade- quately compensated. To sell mer- chandise to the right people, in the right way, assuredly requires time, talent and unflagging industry. “The laborer is worthy of his hire.” Certainly ideal conditions can nev- er obtain in the shoe business until both the shoe manufacturer and the retail shoe dealer is minded to look upon the other as a friend and ally? In order to promote the interests of all parties concerned there must be good faith and hearty co-operation between reputable shoe manufactur- ers and legitimate, straightforward, conscientious shoe dealers. The manufacturer of shoes is en- titled to a retailer’s profit. The shoe merchant should be loyal and frank with the firms from which he buys his merchandise; and the manufactur- er should stand by and protect his customers. For either to take a mean and unreasonable advantage of the other is foolish and unbusinesslike. These two must stand together. As this scribe sizes up the siiuation, the functions of manufacturing and the functions of distribution are so radi- cally different that they can not suc- cessfully and for long be exercised by a single individual or firm. From the earliest dawn of commerce we have had these two classes ;and they are going to persist to the end of the chapter. : These reflections come to me apro- pos of a business letter I read the other day, written by a shoe manu- facturer to a party in a Western town. This party, it seems, owns and operates a retail junk-and-job-lot em- porium out in his Western burg, and he had written in enquiring about some samples and seconds—and he wanted them, he was at pains to im- press, at the very lowest price. Now this manufacturer hasn’t any sort of patience with humbug shoe venders, and this fact appears in the letter he wrote to the Western sample store party. He was kind enough to give me a carbon copy of the letter. It runs as follows: “Dear Sir—I have your communi- cation of March 18, asking if I have any samples in women’s shues, or sec- onds in spring and summer shoes for women’s, misses’ and children’s wear. I beg to say that I have. But you can’t buy them—no, not to save your measly little soul from Tuphet. “And now for the reason—though I dare say I’m wasting time in dictat- ing an explanation: I have a custom- er in your town, as you doubtless know—and he’s an honest, straight- forward, legitimate, open-and-above- board merchant—and I don’t want to put any club in your hands. with which you could and would beat him over the head. : This customer has been on our books fourteen years, and during all this time I have never heard a word against his honor as a man or his integrity as a merchant. He sells shoes right. If it is a three dollar shoe, he sells it for three dollars. He does not sell junk for shoes, and he does not sell seconds for firsts. I only wish we had more men of his type in the retail shoe business, and less of that ilk that fatten on the ig- norance and cupidity of people who want to get their shoes dirt cheap.” Now, that letter rings about right, don’t you think? One can readily im- agine that some present-day evils in the shoe business would speedily be righted if all other manufacturers would get into the habit of dictating communications like this. But unfortunately there are manu- facturers in the shoe industry who depart from the path of fair deal- ing, thus aiding and abetting crook- ed men who are engaged in the fake shoe business. In view of the grow- ing prevalence of these punk shops, one wonders where under the can- opy all these paper-and-leatherboard shoes, skinned-to-the-limits footwear concoctions, samples and_ seconds come from. There are (unfortunate- ly) men who make a business of turn- ing out junk in carload lots; and some reputable shoe manufacturers (either consciously or ignorantly) contribute to the enormous demand for this manner of supplies. When the fake sample store can get hold of some bona fide samples or some really good seconds, they are prepared to make a real killing. The origin of so-called seconds is well known to the shoemen. In their prog- ress through the factory certain shoes are injured either through accident or through the error of an operative. If the injury is of such a nature TRADESMAN that it can not be corrected that shoe is regarded as a “cripple.” But the in- jury may be merely to the appear- ances. of the shoe, and not to its real merit as a serviceable piece of foot- wear. In tan shoes the shades and tones of the skin vary. Suppose the quarter of one shoe is just a trifle darker than the quarter of its mate? The difference in tone may be ever so slight; but that pair of shoes go into the pile of seconds. : Now the problem with the manu- facturer is to sell these seconds some- where in order to get his money out of the material represented. He does not figure to make any money on seconds—all he wants to do is, if pos- sible, to break even, or at all events to reclaim as much as he can. Along comes Mr. Fake Sample Dealer and says: “I'll buy ’em—in fact, I’ll buy all you botch. I'll buy your sam- ples, too. Can I get ’em?” Some manufacturers say, “Take ‘em along, and joy to you.” ° Now suppose that manufacturer has a name for a certain good shoe of the popular priced or medium grade va- riety? Don’t you see what a scoop the fakir can make in his little dig- gin’s? If that manufacturer happens to have any legitimate customer in that community, it is mighty hard on him. If he has any backbone he will either put an end to that sort of thing or he will quit the firm. If the shoe manufacturer has any bargain lots in seconds, why doesn’t he sell them to his regular customers, thus giving them a chance to use them for leaders and specials? Some _ shoe manufacturers are doing this. Others are selling their samples and seconds in localities where they have no cus- tomer—but most of them are selling to cut-rate shoe dealers. The only difference is that, in all such cases, they are injuring not their own regu- lar customers but a lot of regular customers of some other legitimate manufacturer. Evidently, then, the only way the evil can be eliminated is for the straightforward and legitimate shoe manufacturers to come to an under- standing about the disposition of their class of merchandise; and hav- ing done so, resolve to stand by their own customers, first, last and all the time. It is a great, big evil, and it is not going to be corrected in a day. It will take time. Cid McKay. It profits one little to hope, if he does nothing else. : June 12, 1912 Your Bank Account Is Protected. - Of the many means that have been tried to make bank checks safe the cnly one that has stood the test is the special safety paper. Bankers, ex- press companies and others who have need of such paper have gradually been coming to the belief that it furnishes them with their greatest safeguard. The manufacture of safe- ty paper for checks began almost half a century ago, but its use was not general until within recent date. In zmaking this paper a chemical tint is combined with the white body of the paper, with a distinctive design that is readily noticeable on the sur- iace of the paper. This tint is sensi- tive to every effort at alteration and the design is distinctive, so that the user, once familiar with it, can al- ways know he is getting the real article and not a lithographed imita- tion that can be altered, because the tint is only on the surface. The safety paper tint turns white when acid is used or under the press ure of mechanical erasure. The tint can not be restored. So good a safe- ty device has this paper proved that, in the last year or two, professional forgery has dwindled to a minimum and the business of altering checks is left to bungling amateurs who are easily caught. Between the paper and the bankers’ association which fol- lows up every forger for years with- out expense to the individual bank, thus making the small institution as telentless an enemy as the large one, the business of check altering is be- coming yearly less attractive. The safety paper has proved a bet- ter protection to the depositor than the bank punch and the indelible ink that were hailed as such discoveries. The bank punching machine, which perforates the figures in the check, proved ineffective, because the forger could fill up the holes with paper pulp. The patent ink always fell a victim to some new acid formula, or could be removed by mechanical means. But the man who writes his checks on genuine safety paper with the tint manufactured into the paper can feel reasonably sure his bank account will not be abstracted by means of an additional cipher or two on_ his check. pve Ana ee AGERE: It may be poor business to have a noldover stock, but frequently one is worse off by over-anxiety to move it. For Your Spring Trade---The “BLIZZARD” Wales-Good yearand Connecticut Grades Light weight: high front: a big seller. Better get stocked up now. All sizes for men. women. misses and chiluren. If you haven't a copy of our illustrated price list, ask us to send it. It is a complete guide to the best rubber boots and shoes. feNaaa ble 224 226 SUPERIOR ST. TOLEDO. ona. June 12, 1912 MEN OF MARK. D. T. Patton, President Grand Rapids Shoe & Rubber Co. Out of the boundless West come big opportunities, big enterprises, big men, mentally and physically. The influence of the land of great growth of all kinds seems to dominate its children, and nature in the exhaust- less region west of the Father of Waters can tolerate in her sons prac- tically nothing that smacks of me- Giocrity, mental, moral or physical. In them are exemplified the boundless sweep of her prairies, the magnificent erandeur of her towering mountains, the dignity of her illimitable forests and her intolerance of the petty and sordid. A typical son of the West, an inheritor of her greatness, one who has absorbed the best teachings of the West and has applied them consistently throughout his career; a man who does things and does them along lines in which pettiness has no part, is the subject of this sketch. Given a man whose mental trend and character are dominated by the greatness of a country in which the small, the trifling, is an unknown fac- tor, with a career supplemented by a vocation which, in a sense, is an epi- tome of many others, and the prod- uct is a man of dignified stature. For the business of shoe jobbing is as comprehensive as any other line of commerce and it is many-sided in its opportunities for expansion and de- velopment. Daniel T. Patton was born in Ma- son City, Iowa, March 5, 1872. His father was of Scotch-Irish descent. His mother was of Holland descent. He attended the common schools of Mason City and subsequently pursued a classical course at Doane College, Crete, Nebraska. His first venture in the: business world was as clerk in a erocery store at Greene, lowa. After remaining there a year and a half, he went to Rockford, Iowa, where he clerked in a general store for two years. The next two years found him at Mason City as clerk in a still larg- er general store, having reached the conclusion that the wholesale busi- ness offered larger inducements and wider opportunities than the retail business, he entered the employ of the Bentley & Olmsted Co., wholesale shoe dealers of Des Moines, as as- sistant to the manager. He remained in this position until the death of the manager in 1900, when he was promoted to the position of Vice- President and General Manager. He continued in this capacity until 1910, when he made an advantageous sale of his interests in the business and for the next six months rested from labors which had been continuous for twenty years. He then took part in the re-organization of the North Star Shoe Co., of Minneapolis, as the Free- man-Patterson Shoe Co., continuing with that house about a year. Learn- ing of an opportunity to acquire a substantial interest in the Grand Rap- ids Shoe & Rubber Co., he made this change last February, at which time the company was re-organized ‘and he was made President and Managet. He has six traveling men in his em- MICHIGAN TRADESMAN ploy and is covering the trade thor- oughly. Mr. Patton was married May 12, 1896, to Miss Nellie Rollison, of Des Moines. They have four chil- dren—two boys and two girls, and reside at 1230 Wealthy street. Mr. Patton has been a member of the Congregational church for the past twenty-five years and has al- ways been active in church and Sun- day school work. He is no “Finer,” having never affiliated with any se- cret or fraternal organization. He takes great delight in athletics and has played baseball, more or less, since he was a boy. His hobby is old books and at one time his col- lection was one of the largest in this country. Mr. Patton attributes his success Summer Is the Time To Push Find- ings. Written for the Tradesman. Summer is the logical harvest of the findings department. Therefore findings ought to be pushed more in- dustriously during the summer months than at any other time during the year. People are out of doors more dur- ing late spring, summer and early fall than they are during the other months of the year. The more they are out of doors the more shoe polish, shoe laces, arch props and shoe orna- ments they consume. People are not, as a general thing, so particular about their footwear in the wintertime as they are in the summer. They do not renew their laces as often, do not polish their D. T. Patton to keeping everlastingly at it. He is the type of man who wins by pa- tience what some men win by short strokes. He is companionable to an unusual degree and is the kind of man who wears well because he in- variably retains the friends he makes and is constantly expanding the cir- cle of his acquaintances. ——_—o-2 + __ It is certain that either wise bear- ing or ignorant carriage is caught, as men take diseases, one after another; therefore, let men take heed of their company.—Shakespeare. —_~++2>—___ The greatest burden in the world is superstition, not only of ceremo- nies in the church, but of imaginary and scarecrow sins at home.—Milton. shoes as frequently and do not spend their money as freely upon other ac- cessories of modern footery as they ao during the heated term. So, if you have been playing on the soft pedal with respect to findings, pull out the stops and make a real noise now. It will pay you to do it. Several years ago I was interested to make a first-hand study of the findings situation in various sections of the Middle West, West and South- west, and interviewed shoe dealers, shoe clerks and findings clerks with reference to their manner of han- diing this class of merchandise. It was a revelation to me; and I dis- tinctly recall having made up my mind that most shoe merchants were, Ruth Shoes For Women Shoes of Character Selling quality that pleases the merchant, Fitting and wearing quality that insures comfort and satisfac- tion to the customer. See our latest cata- log for the newest creations in women’s footwear. Between now and July 4th is the time to realize quick re- turns from your money if invested in the popular styles of shoes, Your mail orders will have our prompt and careful attention. Hirth-Krause Company Shoe Manufacturers and Jobbers Grand Rapids, Mich. ‘ ; ; ‘ ! 34 at that time, merely playing at this thing of selling findings. Practically all of them had find- ings, but comparatively few of them seemed to be pushing findings. Some of them had findings chucked away in bins and boxes and drawers and other unlikely places about the store —and some of them had almost for- gotten that they had such merchan- dise until I asked them about it. A good many of them were mildly interested in findings, but not very many of them appeared to be alive to the possibilities of such wares. I found findings cases that were clut- tered up, findings cases that were par- tially depleted, findings cases that were dusty, dirty and uninviting. And I found that a great many dealers who seemed to be surprisingly wide- awake with reference to their regular stock, were sound asleep on findings. Perhaps there has been an awaken- ing on this proposition in the interim. ] trust there has. But I wonder how many stores that handle shoes and findings and exclusive shoe shops in other sections of our country have fully arrived at the manner of han- dling findings in an enterprising spirit. And I wonder how many deal- ers who chance to read these col- umns will be in any wise interested and prodded up by what I may say on this topic. I know a big metropolitan shoe store that has a most industrious and capable young man at the head of the findings department. He is not a salesman, mind you; he is an execu- MICHIGAN tive. He buys all the findings, looks after the findings feature of their win- dow displays, marks the retail price, gets up interior findings trims and stands back of the findings end of the business all the while to see that findings get a square deal in that store. And you bet he makes ’em go. Incidentally he told me that his firm carried from $8,000 to $10,000 worth of findings in stock, and that durin, the last six months of 1912 the find- ings department of his store showed a bigger profit according to the amount of money invested than any other department in the store., If findings do not go, who but the retailer is to blame for it? Some dealers seem to be able to make them go. There are several methods of stim- ulating trade in this class of mer- chandise. But before anything at all can be done it is important that the dealer himself cultivate a faith in them. This “belief in the merchan- dise itself is fundamental. Without it not much of anything can be done. lf you do not believe in arch props, if you are dubious about paste, polish and foot-powders; if you do not have any use for rubber heels; if you look upon shoe buckles, bows and pom- Pons as gimcrackery—it will be. hard to get your salespeople to take find- ings seriously. Findings must be featured if trade in findings is to be stimulated. First of all, let the people see them. Show them in your windows and in suit- able interior cases. You will not TRADESMAN care to have too many articles in the findings line on display in your windows, for you must not divert too much attention from your shoes, but you can have some attractive com- modities of this nature on display all the time. And remember that differ- ent classes of footwear call for dif- ferent kinds of findings. With tan low-cuts, display a box of tan polish and a pair of neat, silk tan laces; with white shoes, white polish, etc. Now and then a window card apropos something in the findings line would not be a bad stunt. But in the case or cabinet devoted exclusively to findings is where you will want to make your big show in the findings line. Several years ago, when the findings business was not so far developed as it is to-day, cases were made too small. It takes a pret- ty good sized case to exhibit a full line of modern findings and acces- sories. With such a case at your dis- posal (on the supposition that you have the goods in stock), you can make-a display of findings that will interest your customers. Finding's serve to brighten up the shoe store wonderfully. And people are coming more and more to care for such things. The reason is they are learn- ing their uses. To feature the goods both in your windows and in your interior displays helps to promote this interest, and so create a de- mand for the merchandise. Some merchants believe in devot- ing some space in their advertising to findings—not a great deal, to be sure, June 12, 1912 but enough to keep them before the public’s attention. Other dealers who believe in findings, and believe in pushing them, too, doubt the pro- priety of talking about them in the You take newspapers. can choice. But undoubtedly one of the best methods of stimulating trade in find- ings is to offer P. M.’s. The usual allowance is 10 per cent. This helps the clerk to remember. It is a mighty good plan for the retail shoe dealer to keep in touch with the manufacturers in findings. Know what is being done in this line. When new things come out—or im- proved articles in the more establish- ed lines—get onto it as quickly as you can. After you have tried it out, supply yourself with it and get it be- fore the public or your competitor gets wise to it. Thus you will put one over on him—and it is just as profitable to put one over his com- petitor in findings as in anything else. Charles L. Garrison. —— Careful of the Dog. “How is the water in the bath, Fifi?” “Please, my lady, it turned baby fairly blue.” : “Then don’t put Fido in for an hour or so.” —_ > Any Kind of a Man. “What kind of a man would you like for a husband?” “Oh, either a bachelor or a wid- ower. I’m not particular which.” your The HOOSIER Women’s and Children’s Shoes Made by Tappan, of Coldwater, Michi as regards true conspicuously as every da of the country. Our fall line, now being shown by salesmen, SCHOOL SHOE for girls and young women is a specialty which has attained great favor from the retail make them in heavy Dongola, Gun Metal Calf and M them at prices that give the retailer a wide margin of p gan, are ace high fitting features, shapeliness of lasts and stylishness of design. We center our entire effort toward making high class McKay sewed shoes that stand out y sellers in the best boot shops shoe merchant. ule Skin, and we sell rofit. Is deserving of your order. We TAPPAN SHOE MEG. CoO._ :: Coldwater, Mich. 1912 the tho ro- the ur est .d- 1al ps June 12, 1912 Style Tendencies in Fall and Winter Shoes, Written for the Tradesman. Before the retail shoe merchant gets fairly started in the spring busi- ness the traveling salesman comes around with his fall and winter sam- ples. This looks like buying at long range—and it is—but what else can one do? If you want the shoes you have to get in your order so the fac- tory can make them up. Of course the problem of buying would be enormously simplified if the dealer knew this far ahead precisely what to buy—but he does not. At best it is merely intelligent guess- ing when it comes to buying shoes that are particularly notable for any so-called style-feature. Some of these new features that have been intro- duced into footwear to anticipate fall and winter calls will prove popular and then again some of them won’t. The manufacturer may think he knows, but he can not say inerrant- ly. The traveling man, for all his infectious confidence, does not know absolutely. So when we get right down to brass brads, we are all guessing—but we have to guess or quit the game. He who guesses not is a goner. In spite of all this, however, it is possible even at this early day to fore- cast certain tendencies in the general trend of style that is going to char- acterize the probably popular shoes that men, women and children will wear next fall and winter. When it comes to men’s shoes for fall and winter wear, moderation is evidently the watchword. Of course, there are a few smart lasts—put in chiefly to brighten the lines and strike the fancy of young men who are inclined to regale themselves in flashy attire—and a few radical de- partures. But these matters are not of sufficient importance to warrant any extended notice. Nobody takes them seriously—least of all the man- ufacturers who are showing them. Some of the big city retailers are deploring the fact that the samples of fall and winter shoes for men do not exhibit departures sufficiently no- ticeable to meet their requirements. But the average dealer of the small- er town and city is rather rejoiced to observe that the changes in sight are appreciably less than they were a year ago. At the same time the reader should not jump to the conclusion that there is anything approximating a dearth of new ideas. On the _ contrary, the styles now being shown by the man- ufacturers reveal a wealth and va- riety of new features—not.a few of them truly notable, and all of them together having a tendency to deep- en the impression that the swing to and fro of the pendulum of fashion synchronizes with limited, but none the less real, stages in the general advancement of shoecraft. Sure! We are getting on. Howbeit, we must get down to ter- ra firma and specify a few hard facts. The “rhinoceros” toe is not much in evidence. Toes will be lower. In fact, it begins to look as if our old friend, the recede toe, was going to MICHIGAN TRADESMAN go good and strong next fall. Many of the most promising samples are made up with that sort of toe. The narrower toes seem to be bill- ed for a strong call. Some of the samples that look good are almost reminiscent of “tooth-pick” days—al- though not quite so extreme. In both men’s and women’s shoes for fall and winter wear there is an effort at simplicity and refinement— an expressed desire to simulate the so-called “custom” shoe. This effect is produced by plain stitching, low heels, the receding toe and the flat sole. Bals are coming to their own—or at all events this is the confident be- lief of those who are in a position to sense the remotest tendencies in current styles. And the bal always was a neat-appearing, well-behaved, deservedly-popular sort of shoe. As to heels, there is something to meet almost every conceivable de- mand that may arise. There are mil- itary heels—not many, but a few; there are medium flat heels, low flat heels and flange heels. Ordinarily style-departures in foot- wear designed for men are not as pronounced as they are in new shoes for women. This is, of course, as it should bt. Mere man can and must content himself with a limited allow- ance in such matters. But manufac- turers who are bringing out new products for the feminine contingen- cy of our American shoe consumers must needs be up and doing. Generally speaking, tops are not running as high as they did last year. Some of the best samples of fall and winter shoes are from seven to seven and one-half inches in height. There are a few higher ones, to be sure— some with as many as_ twenty-two buttons; and again there are a few with the standard six inch top. In many of the samples that seem well adapted to make a hit the slant top prevails. In some cases, how- ever, the slant has been modified. Some of them are slashed down at the side. In many of the fall models short foreparts prevail; but the high toe ef- fect that went to a near-freakism in men’s shoes a season back, has not been carried over into women’s shoes for next fall. A knob toe on a wom- an’s shoe is a doubtful proposition, and designers were wise in not in- corporating this feature in their new styles. Of course there are a few of the fall samples with rather highish toes, but not many. On the other hand, there are a few recede toes. But for the most part toes are just “nor- mal” with respect both to height and width. ; Perhaps one of the most noticeable departures is the increasing dispari- ty between women’s dress shoes and the shoes designed for her street wear. Millinery shoes have been re- fined and beautified, while street shoes have undergone an evolution tending towards mannishness. And this also is based on a sound theory. When a woman dresses for a social function she puts on dainty gown and a picture hat, and she tries to make herself just as attractive as she knows how. The toilette ensemble is hopelessly marred if the shoes are not au faut. They must also be dainty and attractive. Now our alert shoe manufacturers have suddenly become conscious of this fact; for lo, they have positively outdone their pre- vious best efforts in designing, fetch- ing out numerous lasts of a most attractive sort for the delectation of women next fall and winter. On the other hand, the shoes intended for miladys street wear are strong, hefty and withal extremely substantial. They do not look clubby and uncom- fortable, but they are of a pre-em- inently common sense sort. As to leathers—well, there is dull calf vamps with kid tops, calfskin boots, black buck and patent leather boots; tan button shoes and tan Rus- sia boots—-and some fabrics. In pumps and slippers there is pretty much everything from embroidered satin to pink calfskin. sutton shoes will continue to have a strong call. The demand for but- tons that has prevailed during the last year and a half or two years is a source of surprise even to the but- ton manufacturers and jobbers. “But- ton!” exclaimed a prominent Cincin- nati findings man in my _ presence, “heavens on earth! I can’t get ’em in from the makers fast enough to sup- ply the demand. I do not know where they go to. They are always calling for buttons, more buttons.” In spite of this fact, though, some of the nifty fall and winter samples are made up with laces. Will they 35 go? Will the people who are 30 strenuously advocating a return to good old dependable laces be able to stem the tide of this overwhelming and unprecedented clamor for but- tons? I know not. Wiser heads than mine are dubious. But it will be a good plan to have a few good lace shoes on hand in case a counter current sets in. The gaiter boot that was strongly featured last winter in some of the Progressive city shops, still appears (with certain modifications) among the samples for next fall and win- ter. To some extent it will go. Chas. L. Phillips. Ten Things For All To Remember. There are ten things for which no one has ever been sorry. They are: Doing good to all. Speaking evil of none. Hearing before judging. Thinking before speaking. Holding an angry tongue. Being kind to the distressed. Asking pardon for wrongs. Being patient towards everybody. Stopping one’s ears to a talebearer. Disbelieving most of the evil re- ports. —_~++>__—_ Four Handed. The Zoologist—A monkey has four hands! Visitor—Yes. It’s a shame to see the animal neglect its opportunities. It could play an entire game of bridge all by itself. —_— 2 “When you get in wrong get right 2” out and get out right. G = i White Nubuck Welt No, 5120 B-C-D $2.75 The Michigan People Shoes That Speak Some Shoes Don’t Talk Plain Delightful shoes speak clearly to your customers. You don’t have to act as interpreter. plainly the essentials that ladies fine shoes need to make Terms:—10% in 10 days. Net 30. Many other seasonable styles in Tans. Whites and Blacks in Stock, Grand RapidsShoe & Rubber. Delightful shoes show them popular with your cus- tomers. White Canvas Welt Button Oxford No, 6120-D wide $1,85 Grand Rapids EARLY LETTER CARRIERS. Graphic Description of Two Peculiar Characters. Written for the Tradesman. One of the first men appointed to and deliver letters to the offices homes of our citizens when the free delivery service was introduced in Grand Rapids was Julius Caesar, who died while an inmate of the Soldiers’ Home, about ten years ago. Mr. Caesar was a German by birth and lived across the sea until the Civil War broke out, when he sailed for the United States and immediately after his arrival enlisted in the Union army and served his adopted country faithfully until the close of hostili- ties. Mr. Caesar was well trained in the dramatic art and possessed much natural ability. A well modulated voice, a handsome face and a pleas- ing personality made him a favorite with patrons of the amateur dramatic entertainments which were presented from time to time by our fellow citi- zens of German descent two decades 2go. For many years Mr. Caesar served the business men located on Canal street and his appearance at their stores and offices was always welcomed. There were no elevators in the buildings on Canal street at the period stated and Mr. Caesar was obliged to ascend many stairways to make deliveries. Finally he decided to announce his coming by whistling ioudly. The occupants of the upper floors gradually responded to the whistle in person,‘ often meeting the carrier at the foot of the stairways, thereby saving him many trips to the upper floors of the buildings. The plan worked so well that within. a year after its introduction a majori- ty of those he served received their mail from the carrier’s hands on the sidewalk. A son of Mr. Caesar was a soldier in the war with Spain. He contracted tuberculosis and after re- turning he spent a few months in a tent at the Soldiers’ Home and died there. Dennis Costigan also served the Government as a letter carrier thir- ty years ago. The civil service law had not been enacted before he en- tered upon the discharge of his du- ties and appointments to the postal service were made through political influence. In those days none but Republicans were appointed to office. Costigan was a Democrat. He had friends in the service who believed, however, that he was a Republican and he received his appointment through their representations that he was of the “dyed-in-the-wool” brand. A great strain was put upon Costi- gan’s conscience during the candi- dacy of James G. Blaine for the pres- idency. A marching club was organiz- ed and all employes of the local post- office were ordered to join it. Costi- gan donned the white hat which had been adopted as the insignia of their political preference by the members of the Club and when the organization turned out for parade or to attend a mass meeting the members shouted in unison, “Blaine, Blaine, James G. Blaine.” Costigan, however, varied the slogan slightly, “Blaine, Blaine, MICHIGAN TRADESMAN d—n Jim Blaine.” The word d—n and the name Jim were whispered, how- ever. Costigan paid an assessment amounting to $10 to the Treasurer of the Blaine Marching Club, but im- mediately “eased his conscience,” he explained, by sending $50 to the Cam- paign Committee of the Democrats by a trusted friend. Costigan ruined his stomach, lost his mind and died in an insane asylum. His health was ruined through improper dieting. Fre- quently he would order a sirloin steak and when received covered it deeply with salt. Upon this foundation he would spread pepper until the steak and its white covering had been changed to deep black. Occasionally he would add a handful of red pep- per. Such a diet would kill a dog, if he could be induced to eat it. Costi- gan was a witty, agreeable young man, popular with his associates and the people he served and an able sup- Porter by habit of the salt trust and the growers of peppers. The late Martin L. Sweet, as one of the bondsmen for the former Post- master, Aaron B. Turner, officiated as postmaster of Grand Rapids dur- ing a period of several months. Mr. Turner was fond of fishing and hunt- ing and when the game or the fishing season opened, business was not al- lowed to interfere with his determina- tion to go to the streams or the fields. During one of his many absences sev- eral of his trusted employes appro- Ppriated considerable sums of money belonging to the General Government and in due time an inspector dis- covered the shortage. Mr. Sweet was notified and, in compliance with the law governing such a condition at that period, he took possession of the postoffice and managed the business until the shortages were ascertained and paid and the dishonest officials dismissed from service. Mr. Sweet mianaged the postoffice satisfactorily for all concerned. Arthur S. White. —_+++___ Communication Held To Be Proper. The attorney of the National Hard- ware Association recently sent the Secretary the following legal opin- ion: The Secretary of the National Hardware Association, from time to time, examines the catalogues of mail order houses and when he ascertains that the latter are quoting goods at low prices follows up such publica- tions by sending a list of the low prices therein quoted to the different members of the Hardware Associa- tion, stating in such letters substan- tially that certain mail order houses are offering such and such goods at such and such low prices (low ones), and suggests to the members of the Association to whom he writes the advisability of their communicating with the manufacturers of these low quoted articles, stating the fact of the low quotation and demanding that such manufacturers shall give prices to them sufficiently low to meet the competition. The question put to me is whether the Secretary of the Hardware Asso- ciation subjects himself or his asso- ciation to any penalty by reason of this conduct, the result being in many cases that the manufacturers either refuse to continue to sell at low pric- es theretofore given or refuse to deal altogether. I am advised that there is nothing more done by the Hardware Asso- ciation or its Secretary than what I have suggested, and that my _ state- nient of what is done represents fully and entirely the situation. Under these circumstances I do not see in what respect the Hardware Association or its Secretary violates any law. The wholesalers are entire- ly at liberty to demand as low price» as can be obtained from manufactur- ers. Where the latter give lower pric- es to others, the wholesalers are at liberty to state the fact and to insist upon being treated in such mannei as will enable them to compete. The manufacturers are not com- pelled to accede to the demand, ex. cepting to such extent as their re spective self-interest may suggest. The refusal of the manufacturer, aft- er he had been advised of the facts which have reached his correspon- dents through the Secretary of the Hardware Association, to sell goods at former low prices, is a refusal re- sulting from no illegal concert of ac- tion, but from a prompting to his own self-interest. He is obliged to choose whether he will alienate one set of customers or continue to favor another. The com- pulsion put upon him is the probable loss of custom of those who are alienated. They have a right to re- fuse their custom, and he violates no law in retaining it. I am not dealing with a case of boycott. No threat is made. The Hardware Association does not act directly. All it does is to advise its members of a fact which is impor- tant for them to know. The com munication of this fact, in my opin- ion, is proper. ——_>-.—____ Why is it that a reformer seldom begins on himself? June 12, 1912 Suggestions For the Wage Worker. Written for the Tradesman. Take this from one who always preferred working for wages instead of conducting a business of his own; who had no ambition to be boss; who preferred exerting his powers tc accomplish best results in the work laid out for him rather than direct- ing or planning work for others. It is not so important that one be busy every moment as it is that he accomplish something. To wander about and keep up an appearance of doing something is not as profitable to the employer as to stop and think long enough to dis- cover what most needs doing ana how best to do it. The clerk whose services will be most appreciated is the one who is continually taking note of things which need to be done to expedite business and who uses every oppor- tunity between serving customers to do such work. E. E. Whitney. —§_~ + >—____ Training Begins. The manager of the ball team lined them up and looked them over. “All those who have been in vaude- ville during the winter kindly step forward.” The entire team stepped forward. “I thought so,” said the manager. “Well, boys, just bear in mind this one rule. It will go hard with the man who disregards it.” “What is it, Cap?” “When you make a hit, and_ the audience applauds it, don’t stop to bow on your way to first base.” +> Better a close mouthed friend than one who is close fisted. Well known Among Consumers GONORBILT SHOES: It’s the Name that Protects You workmanship. “H. B. HARD PAN” shoes have been made so well and so long that every FARMER, MECHANIC or RAILROAD MAN is satisfied with the goods shown him if they bear this name. They know that the name H. B. HARD PAN is a sure protection against inferior leather and poor Think what an exclusive agency for this line means to you in protection and profit. THEY WEAR LIKE IRON HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICHIGAN er, LYS ‘ad in; SS; rik ct- be he an Oot is- na June 12, 1912 What Retailers Can Do With Pre- miums. From time immemorial the pre- mium has been a trade-getting stand- by known in every line of business— honored in some. Some lines of business more than others have used premiums. Yet the efficacy of the premium has been fair- iy generally tested in all. It has been proved to bring in profits that might otherwise have strayed to oth- er channels. So important a place does the pre- mium now hold in retailing and so varied are the methods for using it, that many premium houses have sprung up, the sole concern and pur- pose of which is to supply suitable ptemiums and tested premium plans. These concerns carry almost ey- erything imaginable from knickknacks to parlor suites. They even issue, for the use of their customers, catalogues of selected lines for distribution to the retailer’s trade. Everything necessary for conduct- ing a premium campaign is furnished including tickets or stamp books, punches, advertising suggestions, lith- egraphs and in some cases form let- ters. The latter are supplied at cost for announcing the placing of a cer- tain premium in stock. The primitive punch card is being largely superseded by the stamp and book system. Instead of punching out the amount of a purchase on a card, a book is given to the customer and stamps representing the amount of purchase are used. The basis on which premiums are given is variable. The kind of busi- ness as well as the section must be considered. A basis of 5 per cent. is usual. That is, the premium given with a purchase of say, $5, should cost the merchant a quarter of a dollar. Often the basis figured on is only 2% per cent. When books and stamps are used the premium plan resolves itself into a trading stamp scheme operated in- dividually. That is, instead of send- ing the customer to the trading stamp concern for the premium, he picks it out of the special stock carried ‘by the merchant for that purpose. There is a big argument here for the merchant can show where his _ pre- miums represent more than those of a trading stamp concern since he does not seek to make a profit on his premium as the trading stamp con- cern must. One store of my acquaintance had a book prepared specially to advertise their premium department. The ma- jority of the space was devoted to re- productions of premiums which the store would furnish. Among these were fishing rods, safety razors, base balls, books, chil- dren’s toys, rugs, etc. The idea in making up the premium list was to hit upon such as would appeal to each and every member of the fam- ily, not merely to the mother or fa- ther, but to the children as well. The introduction to this book read as follows: To Customers of the Red 46. “The rapid growth of our premium department has made it desirable to MICHIGAN issue in booklet form a collection of our most popular offers. The list given does not cover everything in our premium line but presents those articles most in demand and shows the varied character of the premiums. Every member of the family has been considered and different tastes taken into account. “All our premiums are purchased in large lots for spot cash and as we use quantities and take all discounts, we get the very lowest factory pric- es. This enables us to make more :beral premium offers than any other concern. “Stores that give trading stamps can not give as valuable premiums on equal purchases because the concerns issuing the stamps have to make their profit on their premiums. “We do not have to make a profit on our premiums. We give them in appreciation of your patronage. We charge the cost to advertising. You can therefore see why our efforts are not in the same class with those of trading stamp houses. “We guarantee our prices as low or lower than those of any other store offering equal quality. “Premium department is on second floor. Articles may be selected or in- spected there at any time.” It will be noted in the foregoing in- troduction that a convincing argu- ment is made against the trading stamp concerns. Theater tickets make an excellent premium. Then some extra good show strikes town get a couple of tickets— the best in the house—and paste or otherwise attach them to a large piece of bristol board. On this an- ounce: “A Pair of Tickets to (state name cf play and date) FREE To Every Person Who Makes Pur- chases Amounting to $60 or over be- tore the Evening of the Play.” In case purchases to that amount are not made by any one person— which is unlikely—the theater will without doubt take the tickets off your hands or you may be able to dispose of them at an advance over the regular price in case the house is sold out, which is likely to be the case if the show is a good one. The raffle or drawing is a popular and effective form of premium giv- ing. One store last fall advertised that it would give away a boy’s au- tomobile. Much interest was arous- ed among the school children. The sales agents of the car kindly prof- fered the use of one of their stock cars for visiting the various school- houses of the city. When the car, a five horsepower single cylinder type, drove up before the schools, at recess time or as the day’s work was over, it became immediately a center of interest. Crowds of youngsters gath- ered about it eager to learn what the representatives of the store had to offer. Handbills and buttons were distributed. The buttons had a min- iature cut of the car on one side. On the other was the wording, “Ask Blank & Co.” The handbills showed a cut of the car and bore this heading: TRADESMAN “Some Boy Gets This Auto Free.” In a box at the left the specifica- tions were given. The body of the text was as follows: “The way to get it is to trade here and have your parents do likewise. This fully equipped two passenger Auto, exactly like a big high-powered runabout but built expressly for boys, will be given away at our store on the night of December 23. “With every purchase made we will give a ticket bearing a number. December 23 a drawing will be made and the holder of the number select- ed will own the car. “To get a ticket all you have to do is to make a purchase amounting to 25 cents. When you purchase $1 worth you get four tickets—$2, eight tickets, and so on. “Supply your needs here now and enjoy the advantage of this great automobile event.” On the tickets given with each purchase appeared the following: “We are sharing our advertising appropriation with our customers. $350 Presentation. “This certificate, which is not transferable, is one of a number of the same character issued by Blank & Co. to its patrons with every pur- chase of 25 cents or over. The pa- tron who shall hold the requisite cer- tificate on the night of December 23 will be presented with a Boy’s Auto- mobile valued at $350. “The number of the successful cer- tiicate will be posted in our win- dows December 24. If the car is nov claimed by January 15 following, we > fort from dawn till dark. producer. 37 shall present it to the customer reg- istering the next highest number to that determined upon. Retain this certificate.” A stub was kept of each ticket given, numbered correspondingly. The drawing was made from these stubs, Putting money in the bank to be given on a certain date to the holder of a certain number is another plan along the same lines. As the season approaches when things begin to look quiet, it may not be amiss for retailers to consid- er the time-honored premium as a means of increasing sales when ii- creased sales are needed. Irwin Spear. Make Your Vacation Real One. Any physician will tell you that the vacation trip is responsible for all sorts of ills. Men and women return to town de- lighted to get back to work and rest. Traveling is nerve wearing and ex- hausting to one who seldom travels. Hotel rooms are spooky and strange beds are not conducive to restful sleep. If you are worn to a frazzle don’t go traveling about. Go to some Guiet country place and get a real rest for two weeks. It will do you a world of good. Hold yourself responsible for a higher standard than anybody else expects of you. Never excuse your self to yourself. Never pity yourselt. Be a hard master to yourself—and be lenient to everybody else. Our Harvester No. 159 A Goodyear welt shoe with style, strength and splendid service for out door summer wear, and whether you walk one mile or ten here is foot com- A popular priced seller that’s a prompt profit Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. aad : 2 2 x 5 zp 38 MICHIGAN TRADESMAN vune 12, 1912 WEOLEY ‘us | ee Cet rrerecpoaann Five Real Estate Purchases by Local Bankers. The annual meeting of the Michi- gan State Bankers’ Association is in session this week in Kalamazoo and all the Grand Rapids banks are rep- In addition to the officers who usually attend are a number of cierks and other employes who are interested in the Institute of Amer- ‘can Banking which will hold the floor the second day, afternoon and evening. The meeting opened Tues- day morning with registration and reception, and then the annual ad- dress of President C. J. Monroe, of South Haven. The addresses of the day were by Hal H. Smith on “Tax- ation of Bank Stocks and Deposits,” and E. H. Doyle on “For the Gen- eral Good and Safety of Banking.” Wednesday morning the topic for consideration was “Agricultural De- velopment and Vocational Educa- tion,” with addresses by President 3: L. Snyder, of the Michigan Agricul- tural College, President D. B. Wal- do, of the Normal School, and J. W. Feaumont. The American Institute of Banking, the social and educa- tional organization of the bank clerks, had the program Wednesday aiternoon and evening with addresses by George E. Allen, the Educational Secretary of the Institute, L. L. Wright and Prof. E. D. Jones. The annual election of officers will take tlace Thursday morning. resented. The meetings of the State Associa- tion are always marked by Many so- cial functions and this proved to be no exception. Tuesday evening a re- ception and entertainment was given at the Normal School: Wednesday automobiles were provided for the ladies and they were taken to the paper mills and then to the Country Club for lunch. Wednesday after- noon the men were taken to Kala- mazoo’s best industrial plants and in the evening came the annual ban- quet at the New Burdick, with ad- dresses by Prof. J. Lawrence Laugh- lin on “The Country Bank’s Interest in Banking Reform,” John N. John- son on “Is the Monetary Commission Plan a Solution,’ and Edward F. Trefz on “Character of the Commerce of the United States.” The members | of the Institute of Banking had. their social session at the Presbyterian church, while the bankers were at banquet and the ladies were ente1- tained with a theater party. Grand Rapids bankers the past week have been putting some of their surplus cash into local real estate. President Wm. H. Anderson, of the Fourth National, purchased the Boara ot Trade building, which six months ago the Association of Commerce was exceedingly glad to sell to Chas. F. Young at a valuation of $50,000. He also purchased an unimproved fifty foot lot extending back to the river on Campau street, adjoining the Hopson building. He will hold both as investments, confident that the stowth of Grand Rapids will make them profitable. Martin T. Vanden Bosch, representing Dudley E. Wa- ters and others, purchased the Her- mitage property, at Michigan and Monroe, of $100,000 from Philo C. Fuller. This property has been used for hotel purposes and has been suc- cessful and it is probable that it will continue to be used as such with such enlargements and improvements as may be needed. J. Boyd Pantlind purchased the Howlett property «n Monroe avenue, 25 feet adjoining the Weston building, which the Old Na- tional acquired some time ago te he a part of the new hotel site. The Pantlind purchase will be made a part of the hotel site, if desired, or will be held as an investment. Mr. Pantlind also purchased the old ‘To'- ford homestead on Filton street. -a.:- ing Jefferson avenue, 66 feet front and 25 feet back at $17,000, and will hold it as an investment, with such present improvements as will make it carry itself. The record shows fve purchases of inside business property in a single week by bankers. This is very much above the average and should be accepted as a good sign. E. H. Hunt, manager*of the Grand Rapids Clearing House, is very puic- tual in returning to his office in “he City Trust and Savings at abort 11:30, after the daily session of ‘ie Clearing House. - Occasionally he is ten or fifteen minutes late, and when he gets back to the office it is with 2 chuckle, and this chuckle is a sign that the question may be asked as to who was the goat and how much it cost. Ifthe Clearing House clerk from any of the banks is late at the ses- sion he is fined $1; if he makes such 2n error in his footings as to delay the session the penalty is $2. The Clearing House revenues from penal- ties, from tardiness and error is not large, as these lapses do not come often. If a bank is late in making settlement heavier penalties are prescribed, but this is after the ses- sion and not a part of the routine. The bankers are making a vigorous protest against the proposed three cent and a half cent pieces which the bill now pending in Congress would Fourth National Bank Savings United Commercial Deposits States: Deposits Depositary Per Cent 1 a es eA Interest Paid , cee - — Certificates of Savings : Deposits Deposit Left Compounded One Year Semi-Annually Surplus Capital and Undivided Stock Profits $300,000 $250,000 YOUR FAMILY IS IN NEED of adequate protection in the event that you should be taken away. Have you provided sufficient Life Insurance to care for them as YOU CAN? If not we can supply your needs. The Preferred Life Insurance Co. of America Grand Rapids, Michigan Wm. A. Watts, Secretary Public Utility Stocks and Bonds Municipal Bonds, Local Securities Ask us for circulars and quotations A. E. Kusterer & Co. 733 Michigan Trust Bidg., Grand Rapids Both Phones: 2435, GRAND RAPIDS NATIONAL CITY BANK Resources $8,500,000 Our active connections with large banks in financial centers and ex- tensive banking acquaintance throughout Western Michigan, en- able us to offer exceptional banking service to Merchants, Treasurers, Trustees, Administrators and Individuals who desire the best returns in in- terest consistent with safety, avail- ability and strict confidence. CORRESPONDENCE PROMPTLY REPLIED TO June 12, 1912 add to the country’s circulating me- dium. The reason for the protest is that the introduction of these coins would render useless much of the bank machinery and books. In the modern banks coins are counted by machinery and these machines are expensive. They are gauged for the coins now in use and two new coins would either render the old machines useless or call for expensive re-ad- justments. As for the books, they the ruled for dollars and cents only and the addition of the half cent to the circulating medium would call for new rulings. The banks do all their adding by machinery, also, and the adding machine is not built to ac- commodate fractions. The protests of the bankers is based entirely on expediency and may or may not have weight, but, really, it is not easy to see who will be especialy benefited er convenienced by the introduction ct these new coins. In former years we had three cent pieces, both silver and nickel, and two cent pieces, cop- per, and they were dropped because they did not seem to be necessary. Before the war the half cent was in circulation, and this was dropped, for what reason is unknown. For a half century we have got along very com- fortably without the fraction and for a quarter of a century or more we have suffered no serious inconven- ience without the two and three cent pieces. The half cent might make it possible to give the exact change when one article is bought the price of which is two for a quarter, but the odd half cent makes so small a dif- ference in the cost of living that it is not worth mentioning. Dudley E. Waters has gone to New York to attend a meeting of the re- ceivers of the Pere Marquette Raii- road with the Protective Committee of the holders of the refund- ing bonds. The receivers have asked for permission to borrow a large amount of money on receivers’ certificates which as a lien will have preference over all other securities, and the Protective Committee wants to know how this will affect their in- terests. James R. Wylie, accompanied by his wife, has gone to Princeton to attend the graduation of their son, Curtis. After the college exercises they will take an Eastern trip of sev- eral weeks. Frank Welton, Cashier of the City Trust and Savings, will be toastmas- ter at the Merchants Week banquet Thursday evening. Mr. Welton is a philosopher and humorist and there _ will not be a dull minute when he has the floor. To have him preside will alone be worth the price of admis- sion. Kelsey, Brewer & Co. are putting their various gas and electric prop- erties into a holding company,.to be known as the American Utilities Company, organized under the Dela- ware incorporation laws, with an au- thorized capitalization of $40,000,000, and an actual issue of $1,714,000 6 per cent. preferred and $2,400,000 common stock, besides such collateral MICHIGAN TRADESMAN irust bonds as may be needed to take up the bonds of some of the con- Stituent companies and for the ac- quirement of other properties. The stock in the new company will be exchanged for the outstanding stock in the constituent companies on a basis, fot $1,000 par value, as fol- lows: Pref. Com. Utah Gas and Coke ...... <2. 500 Boise, Idaho, Gas ........ 200 200 Minn.-Wis. Power ........ 375 «375 Albion Gas, common ..... 630 120 Albion Gas, preferred .....1,000 ... Valpataiso Gas ........... 640 120 Eyeoatt Gae 2... 500 250 Winona Gas, common ..... 750 300 Winona Gas, preferred ...1,000 ... Jackson (Miss) Light .... .... 866 Motand City'Gas ........ 2... 50 After the exchange of new securi- ties for the old on the basis given there will remain $725,000 preferred to be sold, the proceeds to be used for working capital. This stock wil be sold at par with a common stock bonus of 40. per cent. Kelsey, Brew- er & Co. will retain $150,000 of the common stock as their payment for putting the deal through and $250,000 , common stock will be retained in the treasury to be used as bonus for fu- ture stock issues. The nine proper- ties to be merged, it is stated, show gross earnings of $1,112,440 and net earnings above interest on the under- lying bonds of $235,396, which, it is said, is sufficient to pay the prefer- red stock dividends and 7.28 per cent. on the common stock. The common stock, it is understood, will pay 2 pe: cent. dividend the first year and this will be increased 1 per cent. a year until 6 per cent. is paid. The col- lateral trust bonds to be issued will be thirty year 5 per cent. securities, and the underlying bonds to be taken up at this time-are those of the Val- paraiso, Holland City and Elkhart properties. The Valparaiso bonds will be traded even, the Elkhart will carry a bonus of $100 common stock and the Holland City $50. Just as Easy. “T’d rather be happy than be rich,” he declared. “Oh, yes, so would I,” she replied, “but one might as well try to be happy without being rich as to be an angel without having to die.” —_—————.-o- oo Things Unprintable. Willie—Mother always carves when we have company to dinner. Bobby—Isn’t your father able to? Willie—Guess he ain’t able to with- out sayin’ things. Certainly a Valid Reason. Noah Webster told why he com- piled the dictionary: “We need a place where words may be kept,” he announced grimly.” Particular. “Ts she proper?” “Proper? She’s so darn proper she won’t even accompany a man on the piano without a chaperon.” The fellow who talks all the time in order to be sure of saying some- thing at the proper time always is out of order. Swiss Give Jobs To Indigent. In Switzerland the people act up- on the theory that a man who is un- employed is, if left to himself, lia- ble to become a waste by being a subject of charity and a tax upon the community. Therefore the problem is considered’ as an economic ques- tion. The purpose is to assist the un- fortunate unemployed to secure work, not only for the sake of his family, but in the interests of the state. There is no toleration for the loafer. Begging is prohibited by law, and va- grancy is classified as a crime. If an unemployed person does not make a serious effort to find work the au- thorities will find it for him, and he is compelled to perform it. If he re- fuses he is placed in the workhouse, where strict discipline is maintained and every inmate is required to work to his full capacity, receiving there- for his board and lodging and from & to 10 cents a day in wages. There are also institutions where tempurary employment is furnished to persons out of work through no fault of their own, and comfortable accommoda- tions and some money compensation given until they can find more remu- nerative wages. Merchant’s Accounts Solicited Assets over 3,000,000 GEN RjpipsS aviINGsB AN Only bank on North side of Monroe street. We recommend the purchase of the Preferred Stock of the Cities Service Company at prevailing low prices Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bidg., Grand Rapids, Mich. Kent State Bank Main Office Fountain St. Facing Monroe Grand Rapids, Mich. Capital - - - $500,000 Surplus and Profits - $300,000 Deposits 634 Million Dollars HENRY IDEMA - ee President J. A. COVODE - - Vice President g Ww. ae - - - _ Vice President H. BRAND - - Cashier CASPER BAARMAN ~ ~ Ass’t Cashier 34% Paid on Catan ‘You can transact your banking business with us easily by mail. Write as about it if interested. 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. Place your Buy and Sell orders with ci. = C, H. Corrigan & Company seu »-2 INVESTMENT SECURITIES 341-343 Michigan Trust Building Grand Rapids, Mich. They will be handled promptly and properly and only a commission charged you. SURPLUS FUNDS surplus. Individuals, firms and corporations having a large reserve, a surplus temporarily idle or funds awaiting investment. in choos- ing a depository must consider first of all the safety of this money. No bank could be safer than The Old National Bank of Grand Rapids, Mich., with its large resources, capital and surplus, its rigid government supervision and its conservative and able directorate and management. The Savings Certificates of Deposit of this bank form an ex- ceedingly convenient and satisfactory method of investing your They are readily negotiable, being transferable by in- dorsement and earn interest at the rate of 314% if left a year. New No. 177 Monroe Ave. THE OLD NATIONAL BANK GRAND ——, MICH. Old No. 1 Canal St. orga 40 MICHIGAN wget ) WWuuneeeg B a = = = = = = - 2 o ° 2 2 4 Z A ° — zs Michigan Knights of the Grip. President—C. P. well, Detroit. Secretary—Wm. J. Devereaux, Port Huron, : Treasurer—John Hoffman, Kalamazoo. Direetors—F. L. ~ Jackson; C. H. Frillips, Lapeer: i, 7 Pevieon: —-. ppelt, Saginaw; J. Q. ams, Battle Creek; John D. Martin, Grand Rapids, Grand Council of Michigan, U. C. T. . oe Counselor—George B. Craw, Pe- oskey. Junior Counselor—John Q. Adams, Bat- tle Creek. Past Grand Counselor—C A. Wheeler, Detroit. Grand Secretary—Fred CC. Richter, Traverse City. : Grand Treasurer—Joe C. Witliff, De- roit. Grand Conductor—E. A. Welch, Kala- mazoo. Grand Page—Mark S. Brown, Saginaw. Grand entinel—Walter S. Lawton, Grand oe . sonn haplain—Thos, M. Travis, Pe- oskey. Executive Committee—James F. Ham- mell, Lansing; John . Martin, Grand Rapids; Angus G. McEachron, Detroit: James B. Burtless, Marquette. Chirpings From the Crickets. Battle Creek, June 10—You need not question the matter at all. The reason Brother Barney insists that everyone in the crowd should take ice cream when he treats is that Fred is a vender of coal. That is all right, though, for he furnishes all the good brands and he treats you squarely. We have tried him, so we know. Robert E. Longman spoke at the alumni banquet of the Athens high school last Friday night. His theme was, “Men and Things I have Met.” Mr. Longman’s wife, formerly Miss Una I. Rogers, graduated from the Athens schools several years ago, but Brother Longman left there to enter the schools at Kalamazoo. He completed his high school work in that city in 1901. Mr. Longman is Vice-President of the Trades and Workers Association, and his entire time is spent along these lines. His clean, concise, unbiased judgment of things make him a success as a busi- ness man as well as in matters of ethics. Yes, John Quincy has been made Grand Counselor, and even if the delegation from Battle Creek was not numerically large, the enthusiasm ot the whole local Council was repre- sented by those who could make the trip. It also looks as if John would be able to wear the same size hat as usual when he gets out to work this present weex. That is one of his fail- ings—no task too big to attempt, just keep hammering away until results are reached—but plain old John every niinute of the time. We have no- ticed signs up in different parts of the State: “I want an honest John,” well, Battle Creek Council, No. 253, has one. The convention at Bay City, by those who were not there, is consider- ed a thing of the past, but to those who were fortunate enough to have been present, it is something that can not pass from memory for years to come. Old Bay Council, No. 51, did themselves brown and were so clever about it that nothing seemed to be done for effect. There was no feel- ing that we will outdo anything that ever happened in the way of conven- tions, but the thought paramount was, “Now all together,” and let us show them a good time. Battle Creek Coun- cil, No. 253, for one, feels that Bay City did all in her power to make the boys from all over the State have one continuous good time. Traveling men are proud of their calling. They study human nature carefully and try and meet men and conditions fairly, squarely and _ un- fHlinchingly, and they practice the art of being sociable and kind so earn- estly that they find themselves very susceptible to flattery. How much they appreciate the fact that men, and bodies of men, are pleased to associate with them in a public way. How flattered they feel when squads of policemen, National Guards, sailors, boy scouts and busi- ness men will subject themselves to long tramps in parades, just to show them that they are welcome. They love to meet all these men upon a common footing, each regard- ing and respecting the position of the other in a manner that the Almighty surely intended them to do. And the boy scouts, God bless them! How the hearts of men go out to these little fellows who have taken a similar oath to live clean, unselfish lives. It takes good timber to make business men, brave firemen, good soldiers and sailors and honorable travelers, and the movement which has been started among boys is a grand one. In a cafe, after the parade, one of our little friends, Master Guy Wedt- hoff, proudly told us about the work of the boy scouts. First, the boy must have at least a dollar in the bank, and he must be clean in his habits, abstaining from tobacco, spir- its and profanity. He must have in his heart the desire to be kind, cour- teous and sympathetic. Then he must have education along lines of na- ture, knowing about the different trees, birds, animals, etc.; the knowl- edge of tying different knots, swim- ming, first aid to the injured, all pos- sibly little things in their way, but sufficient to make it possible for a boy to engage the time that other- wise might be wasted foolishly. Ah these requirements are the very things that go into the foundation ot a well-rounded life, and could we as men do anything better than to be on the alert for opportunities to encour- TRADESMAN ege such enterprises? They are the things which tend to give richer, redder blood to the commercial, the political and the moral life of our country. Charles R. Foster. Activities in the Hoosier State. Written for the Tradesman. The Indiana State Sunday» School convention will be held June 26 to 28 in Terre Haute. The South Bend Retail Grocers’ Association held its annual meeting last week and re-elected the follow- ing officers: President, H. F. Lang, Vice-President, J. A. McCullough; Secretary, D. F. Baer: Treasurer, F. W. Brodbeck. The members were guests of the Jacobson-Peterson Co. and were served with an enjoyable lunch. Failure of the Picnic Com- mittee to secure special railroad rates to Battle Creek was reported and it is probable the outing will be held at Paw Paw Lake, which is reached by traction line. J. C. Schreyer, the oldest grocer in South Bend, drew comparisons between the business to. cay and in the pioneer days, when there were no cash registers, comput- ing scales nor any of the business conveniences of the present. Other speakers included J. B. Franke, head of the Perfection Biscuit Co. Ft. Wayne, and J. W. Ebey, of the Ar- mour Packing Co. There were 137 entries at the work horse parade held recently in South Bend and the parade was a mile long. June 12, 1912 It was held under the auspices of the South Bend Humane Society. Foster Park, Ft. Wayne, will be dedicated July 4 and preparations are being made to care for 30,000 peo- ple. There will be refreshments, mu- sic, speaking, athletic and _ other events. No gambling privileges will be granted. Indiana has risen as a manufactur- ing state until now she ranks ninth among the states. Elkhart has passed ordinances. reg- ulating the driving of automobiles and establishing a city market. Almond Griffen. —_2+»—____ Men are like hens. The _ harder they have to scramble for a living the more useful they become. BOYS! BOYS! BOYS! Stop at ARBOR REST PENTWATER, MICH. New Beds Entirely Refinished—Individual Towels Up-to-date Stores use DUPLICATING Ee Made of good BOOK paper, not print % OFF IN TOWNS WHERE WE HAVE NO 1 AGENT. WRITE FOR SAMPLES TO MIDGARD SALESLIP CO. STOUGHTON, WIS, Also manufacture Triplicate Books, Carbonized back Books, White and Yellow Leaf Books. [NCREASE your sales by requesting your cus- tomers to write for one of these books. They are absolutely free. THE FLEISCHMANN CO. 427 Plum Street, CINCINNATI, OHIO. the ice men, but installing Brecht’s Twin Compressor Making Money for the Ice Man! I HIS is what you are doing right along if you are using ice for refrigera- tion—and what do you get for it in the end? Did you ever stop to think about it? The wise marketmen now days are not making money for _ Brecht’s Enclosed Brine Circulating System of Artificial Refrigeration—the Practical, simple and economical method. will have a lower tem: the balance of the day. What you save in ice bills will soon pay for the system Write today, hot weather will soon be here. THE BRECHT COMPANY 1201-1215 CASS AVE., ST, LOUIS, U. S. A. New York, Denver, San Francisco, Cal., Hamburg, Buenos Aires Run it just a few hours and you perature, than if ice were used, for Dept. “K’’ ESTABLISHED. 1853 Main Offices and Factories: ' — eee Ree ae PS NM BING Ib 2 kt ee IE es June 12, 1912 Grand Rapids Bal§ Tossers Again Victorious. Grand Rapids, June 9—That big noise, the No. 131 ball team are stil: the leaders by a wide margin. It was really a shame to take the money, for there was no team at Bay City which was not outclassed in every way by the Champions, and as the re- suit we still hold that beautiful lov- ing cup, which was donated by thar most generous and thoughtful Coun. cil, No. 404, Muskegon, in 1911. The first game was played on Fri- day with Bay City, and.after a struggle for nine innings with our “some pitcher,” Geo. Church, doing it to them in the finest form, and our wrecking crew doing nothing but landing on the ball and running bas- es like wild Indians, we succeeded in blasting Bay City’s hopes by a score of 32 and 8. When this game started there were so many white hats in the grand- stand that it looked like a snow storm, but something happened to the weather in the third inning, for all of those loyal Bay City fans disappear- ed very quietly and in the last half of the ninth we had only three of the Bay City team left on the field. The first day was worse and the second was worser. With that strong team from Kala- mazoo as the opposition, we cleaned it all up and brought home the cup and the championship of the State. This game was a short one, being only four innings, but the score would indicate that we had played at least a dozen. Bill Berner did certainly keep that new piece of willow busy; nothing but hits satisfied our “Dear Old Bil- lie’ every time he came to bat, but Bill was not alone, for Francis Charles Mooney was there with soap in his hair also, and Harry, Cap’t McCall, that old leaguer, sure did do some clouting as he did in his young- er days. Walt. Ryder pitched a fine gam, and was there with the hit stuff good and strong and his little brother, Ed., got the finest hit of the game. There is no use to tell you about our back- step, for he is never asleep, as we all know, and to see him smile when he gets a chance to get a pop-up back in his part of the lot would do you heart good. Well Hook Visner played just as good as he ever did in his life and that just was just good enough, so that we are keeping him out of sight of the big league scouts for fear that we might lose him, and our baby boy, Ernie Ghysels, played like an old leaguer and finished with a batting average of 1,000. We've got a Ty Cobb on this team, too, just the same as all other teams. . This one is no less a person than Aby Peters, who runs bases like a wild man and they could not have caught him in this game with an aeroplane. I guess we did wrong when we added this piece of furni- ture to our already well furnished household. The score was: Grand Rapids, 14, end Kalamazoo, 3. MICHIGAN TRADESMAN Well, fellows, I am proud to have the honor of being manager of a bunch of players of this kind. There is nothing to it, and it makes me smile when I think it over and think and know that all that will be re- quired to finish the engraving on the cup next year, “1913,” will be ditto marks under the words, Grand Rap- ids, 1911 and 1919. A. N. Borden. —_2s2. >_____ Standing Still. Newspapers record the recent death of a man who kept store for many years in an Illinois town after the same methods and with the same goods that had made him prosper- ous in antebellum days. He never advertised, never changed the style of his purchases, and it is stated that for the first five years after the war he prospered fairly well—living, as it were, upon his reputation. But the scene changed. People came to his store, but not to buy goods. His shop was a veritable curiosity shop, in which the prevailing styles of clothing during the war were the chief attraction. By and bye even the gazers ceased to cross his thresh- old. He was alone, but he stuck to his job, going regularly every morning at 7 o’clock and closing at 6. Time wasted his fortune, and in old age the freak exhibit was closed; and the old man whose brain had been so strangely turned died the other day in Canada. This is only an extreme case of the mistake which we may see in our midst every week. The man who does not advertise may seem to get along fairly well, yet he is only standing still, not advancing with the crowd. Some day he will be jostled down and tramped upon, or at least left all alone while the rest are press- ing to the front. There is no sucii thing in nature or art or in the world’s history in any phase as stand- ing still. Only the lower animal; cling to the habits of their ances- tors. The human instinct points tu- ward progress. New goods avail little after a time if they are not of modern style. We may live for a few years partly upon reputation, but sooner or later even the most backwoods place will dis cover the delusion and hunt a mod- ern assortment. The story of the old man of Illinois repeats itself in every instance where “Hustle” is not the motto. The Curiosity Shop stage may not necessarily be reached before t*e miasma of stagnation overpowers. —__~+ + >___—__ Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. 3uffalo, June 12—Creamery butter, 25(@27c; dairy, 20@24c; poor to good, all kinds, 18@20c. Cheese—Fancy, 14%@15c; choice, 131%4@14c; poor to good, 8@12c. Eggs—Choice fresh, 19@20c. Poultry (live) — Turkeys, 12@14c, cox, 10c; fowls, 13@14c; ducks, 12@ 14c; geese, 10c. ae Beans — Red: kidney, $2.75; white kidney, $3@3.10; medium, $3.10@3.15, marrow, $3.10@3.25; pea, $3@3.10. Potatoes—$1.20@1.25. Rea & Witzig. EQUAL SUFFRAGE. How It Is Working Out in Other - States. Written for the Tradesman. While the question as to what might be the effect of women’s vote has really nothing to do with the question of its right, let us look into it a bit and see what it is doing in the six states where equal suffrage does obtain. Wyom- ing was given full suffrage in 1869 and credit is given the women for the fact that there is not a county poorhouse in the state, and the prisons are nearly empty. Colorado received full suffrage in 1893, and I will quote what Judge Ben Lindsey says: “The Juvenile Court system has al- ways had back of it the support of the women, especially the mothers of Den- ver, and whatever success it may be credited with, is largely, if not en- tirely, due to their efforts. The results of woman suffrage in Colorado have been so satisfactory that it is hard to understand, how it encounters opposi- tion in other states. I have never ob- served one evil as the result. I have never heard a criticism directed against woman suffrage that ever worked out in practice or, if it did, was not equally applicable to male suflrage. One of the greatest advantages which has come to us from woman’s suffrage, is the fear on the part of the machine poli- ticlan to nominate for public office, men of immoral character, or to defeat those who have maintained a_ reputa- tion for honesty and decency. Again, at critical times, and in important elec- tions, when some great principle is at stake, especially with reference to local conditions where the home and family are involved, the women of the state have always come to the rescue. The powers of evil realize that they have a powerful moral force to deal with when it is once aroused and they also realize when it is aroused, it has the power to strike a blow. We have in Colorado, the most advanced laws of any state in the Union for the care and protection of the home and the children—the very foundation of the Republic. These laws, in my opinion, would not exist at this time, if it were not for the powerful influence of wom- en, which at all times has been back of them and those who conscientiously and faithfully administer them. We believe we have the best Juvenile Court law; the best child labor law; the best compulsory education law; the best laws for the prevention of cruelty to children; and the enforcement of the obligations of fathers to support wife and child; and the best adminis- tration of these laws when once upon the statute books of any state in the Union. I believe I only voice the gen- eral impression of the best informed as to such matters, when I say that we owe this condition more to woman’s suffrage in Colorado, than to any other cause.” I would like also to call attention to the fact that Judge Lindsey tabulated a recent election in Denver and found that in the best residence wards, the women cast 55 per cent. of the vote and only 4 per cent. in the so-called “slum” or “red-light” wards. It would hardly seem that the statement that is 41 often made that “The votes of ignor- ant and bad women would offset those of the intelligent,” is true. Utah was the next State to enfran- chise its women, politically, and al- though many of them are still slaves to the Mormon Church and_ subject, with the men, to its domination, they have succeeded in having passed laws providing that women teachers shall equal pay with men for equal work; establishing free public libraries; re- quiring public schools to give instruc- tions in physiology and hygiene, in- cluding the effects of stimulants and narcotics; creating an art institute; providing for a curfew bell; provid- ing for the protection of neglected or ill-treated boys under fourteen and girls under sixteen; the establishment of kindergartens in all school districts having a population of 2,000 or more, etc. The same year, 1896, Idaho granted full suffrage and many of its public welfare laws are due wholly or largely to its women citizens. Gambling has been made illegal; the age of consent for girls has been made eighteen years; libraries and reading rooms establish- ed; a State Library Commission cre- ated; Department of Domestic Science in State University; Industrial Reform School; the pure food act; act to give married women the same control of her property as a married man—all of these and others have been directly the work of the women. The next State to free its women was Washington in 1910. The first move the women made there was to recall the “Redlight” mayor who had been put into office in Seattle and this year they defeated the same man who was again a candidate. The California women showed their power in much the same way, immedi- ately after receiving the right to vote in 1911 by defeating a candidate for mayor in Los Angeles, whose election at that time would have been especially disastrous. A recent issue of the Tradesman criticized the fact that the women of Pasadena did not vote that city dry, and the implication was made that on this account they were support- ing King Gambrinus. Not being cog- nizant of local conditions in Pasadena, of course I can not say just what in- fluenced the vote there, but it is so well understood that women are for temperance, we find the liquor inter- ests are our strongest Opponents in our fight for equal suffrage. However, we are planning to use our heads when we cast our ballots, and a law that can be enforced works better for the public welfare than prohibition when it does not prohibit. Local conditions have to be considered and sometimes it re- quires a course of education to bring about desired results. Let us hope that the men of Michigan are all ready so well educated that they can read the handwriting on the wall and show their appreciation of Michigan women by hastening to give them the rights and privileges that our six sister states have proven to be well deserved. Alda L. T. Blake. —— It is not what a woman does, but what she is, that a man loves and finds lovable—Norma Lorimer. atm cap perp MICHIGAN P io - ¢ | 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 State Pa meicn Associa- t on. 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. Lipp, Blissfield. Secretary—M. H. Goodale, Battle Creek. Treasurer—J. J. Wells, Athens, Executive Committee—E. J. Rodgers, Port Huron; L. A. Seltzer, Detroit; S. C. Bull, Hillsdale and H. G. Spring, Union- ville. Michigan Retail Druggists’ Association. President—D. D. Alton, emont. First Vice-President—J. D. Gilleo, Pompeii. Second Vice-President—G. Cc Layerer, Bay City. Secretary—R. W. Cochrane, Kalamazoo. Treasurer—W. C. Wheelock, Kalamazoo. Executive Committee—W. C. Kirsch- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon; Geo. Davis, Hamilton; D. G. Look, Lowell; C._A. Bugbee, Traverse City. Next Meeting—Muskegon. Grand Rapids Drug Club. President—Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. H. Tibbs : Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Menace of the Medicine Wagon. In many sections the rural com- munities are canvassed by wagons carrying miscellaneous varieties of medicines and articles which are customarily to be found in drug stores. This practice has become of such huge proportions that in some States the regular druggists in the . towns suffer severely from this com- petition. Consequently, it has been attemp- ted in several states, and even legis- lation passed, to provide that all med- icine peddlers and those doing a wagon business be required to pay a license tax, and this tax in some cases, has been put at a figure which makes it virtually prohibitive. Un- questionably the wagon business has become a serious menace to the leg- itimate drug business. The problem is how best to meet this competition, if possible to destroy it. Whether this can be done by legislation is problematical. An experiment is being tried by some druggists in Wisconsin which possesses certain unusual and unique features. This experiment is, in brief, to fight the devil. with fire. In a certain county in Wisconsin, four firms were found to be running wag- ons, and the farmers bought more of them than they did of the drug stores. One of these firms had as many as 300 wagons in operation, and supplied medicines of all character, flavoring extracts, spices, etc., and let it be said that these products were discovered to be of the very best quality. The druggists affected were convinced that it would be impossible to destroy this competition by legislative enact- ment, therefore submitted a proposi- tion to the wagon firms to have the latter’s contracts extended to the druggists and try out the matter in a single county as an experiment. The Proposition was accepted, a club was formed, the members chipped in $100 each, and an outfit of horse, wagon. and goods procured, together with a man to run the business on salary and commission. The experiment — has been a success, profitable from the Start, paying not only directly from the wagon, but increasing the trade from the stores. One possible stumbling block was avoided. While the various druggist members each wished to have a cer- tain line of goods, preferably his own, handled by the wagon, in view of the diversity of opinion and desire on this point it was decided to handle only the lines put up by the large wagon firm alluded to. The matter has worked out so satis- factorily in a single county, that a movement is now under way to ex- tend the plan to the entire state. The ‘rade generally will be interested t¢ learn the outcome of this original movement, and possibly other sec- tions of the country suffering from similar conditions may find in this plan the solution of their troubles. ——+--e ___ Cleaner Polish For Furniture. Ouest 2 ozs. ieseed Oi 2 pts. Ol tuipetsine (2 4 ozs. Batter antimony... 2... 2 ozs. Min 8 ozs. Mor Water 8 ozs. Diluted acetic acid ........... 8 ozs Digest the. quillaja with the hot water; when cool, add the alcohol and squeeze through a straining cloth. Mix this liquid with the dilut- ed acetic acid; add the linseed oil previously mixed with the oil of tur- pentine, and shake thoroughly. Final- ly add the butter of antimony slowly with thorough agitation. —_- “2.2. _ Honey and Glycerin Jelly. SO ‘sip ff 05... oe 1 oz. Monty 2.00 e ee ee 3 ozs. Givcemn: (2) oP 4 ozs. OMe 68 3 20 ozs. Atmond of: 20 ozs. Pisiiiied “water 2.22). c 4 drs. Mix the water, the glycerin and the honey and dissolve the soap in this mixture. Mix the oils and add them gradually in an uninterrupted stream to the first mixture, triturating vigor- ously the while. TRADESMAN Don’ts For the Government of Soda Water Dispensers. Don’t lounge. Don’t be ashamed of your job. Don’t be too blase to learn. Don’t wear flashy jewelry. Don’t let syrup stand on the coun- ter. Don’t be furtive in mixing drinks. Let the customer see as much of the process as you can. Don’t stand and eye a customer who is drinking soda. Don’t discuss pennant when customers are waiting. Don’t let the syrup run out. Don’t break your eggs under the counter; come out in the open every time. Don’t divide up a party; try to serve their drinks as nearly together as pos- sible. Don’t get into arguments. Don’t try to convince a customer that he wants something else; he may know what he wants. Don’t talk politics. .-Don’t pose as a referee’ on all sporting events. Don’t stare at the lady customers. Don’t try to tinker up a drink if a fresh start will yield better results. Don’t sneer at a customer who has a new combination; some good drinks have been perfected in this way. Don’t be a chronic grouch. Don’t use a_ chocolate-encrusted spoon to stir a fruit drink. Don’t confer a favor in an ungra- cious manner. ° Don’t watch the clock. Don’t growl at a customer comes in just at closing time. Don’t be fresh. Don’t drag the glasses away from customers before they have finished. Don’t waste materials. Don’t ignore the poorly-dressed customer; sometimes they have the most money. Don’t neglect children. Don’t shirk unpleasant duties; do your share. Don’t slam things around. Don’t try to do two things at once; finish with one customer at a time. Don’t play favorites. Don’t tell a customer that some- thing else is just as good. He may not think so. Don’t be too. well yourself. Don’t be too much of a juggler; it is sufficient to serve the drinks well. Don’t whistle all the popular songs of the day; you are in the soda water business, not in vaudeville. —_>-—___ How Does Your Store Smell? Guard against unpleasant odors. The sense of smell is first cousin to the sense of taste. Indeed, there is little sense of taste when the sense of smell is lacking, and smell comes first. ' The instant a patron enters your store he is either attracted or repell- ed by the odor of the air in your store. The druggist, for instance, who wishes continued success in his soda water department, must guard re- ligiously this matter of odors and must see to it that no chemical or who satisfied with prospects’ June 12, 1912 drug, or any other unwelcome odor, is liberated in his store. This is true also in the preparation of beverages themselves. A bouillon, for instance, is always smelled before it is tasted by the patron and be it ever so good to the taste, if the odor is “off,” the beverage will be rejected and your reputation irreparably harmed. For this reason it is advisable to have the cigar counter as far away from the soda fountain as possible; and by the same token to refuse to handle cheap, ill-smelling cigars at any price. The smell of scrubbing is painfully offensive to most nostrils, particular- ly where strong alkali soaps are used. Therefore, your scrubbing should be done at a time when there are no patrons in the store, or the scrub water should be charged with some pungent, pleasant odor. Don't forget the sense of smell. 22 —__ Rubber Tire Cement. 1. Gutta -perelia 2... .& |: Y% Oz.av. BOM. i 40ers. Carbon disulphide ...... 8 ozs. 2. Sctap eubber 4:2. % oz. Moga 5. le oz. Beeswax... 4 oz. Carbon disulphide .......... 8 ozs. Digest the rubber in 4 ounces of the carbon disulphide for twenty-four hours; add the rosin, finely powder- ed and lastly the beeswax mixed with the rest of the solvent. For cuts or rips in outer tires take: Gutta petcha 2.3 2 ozs. Casiichouc 24.20 4 ozs. ISiMAAGS es 1 oz. Carbon disulphide ............ 1 pt. In handling carbon disulphide or benzol or preparations containing either the fact that both are extreme- ly inflammable should be borne in mind. —_~2s > ___ Paste in Powder Form. The following is a powder to which cold water is merely to be added in order to make a good paste: Flour (or starch) .... 2. 21 parts Sodium (or potassium) hy- doxide in powder ........ 2 parts Ammonium sulphate ....... 2 parts The ammonium sulphate is said to be used as a neutralizing agent to counteract the strong effect of the caustic on colored or tinted papers. —_~2>.__ Definition of a Drug Store. “Pa, what is a pillory?” “A what?” “A pillory. Teacher asked me yes- terday and I didn’t know.” “Why, that’s a facetious term some- ‘times applied to a drug store. What won't these schools put into your head next?” 7... White Liniment. Ammonia water ........ Seed Oz: menawHe C1 6.2 2 ozs. Liquid petrolatum ........... 1 oz. Mix the ammonia water and the sesame oil; shake well, and add the petrolatum in small portions, shaking well after each addition. < Oo _ we o oO oa - June 12, 1912 MICHIGAN TRADESMAN 43 5 * jl WHOLESALE DRUG PRICE CURRENT Lupulin ......... @275 Saccharum La’s 20@ 30 Olls Lycopodium .... 60@ 70 Salacin ..........4 50@4 75 pare Mac 80@ 90 Sanguis Drac’s .. 40@ 50 Lard, extra ..... 7 90 : Acidum Copaiba ....... 150@1 75 Scillae alee va os as @ 50 Ma is ia. ‘Suiph’ 3@ man eo @ 15 Lard, Now P5505. 5@ ' Aceticum Png “en “ Cubebae .... .. 400@4 50 Scillae Co. ...... @ 50 Mago Sulph, bbl. @ i: Sapo, Me: 16g = Can ee ee 83@ 88 : enZoic’ vests 10@ 4g Brigeron ........2 369250 Tolutan ......... @ 50 Masnesiay Sulph. bbl. @ 1% Sapo, M“210.0.1. 1 @ C6 acne denne : vd ag: ¢ 15 Hrigeron ........2 35@250 Tolutan ........ s @ 50 Mannia §. F. @ 85 Sapo, W 2 1 led 82 84@ 89 Scena 2@ 35 Evechthitos .....100@1 10 Prunus virg. @ 50 Menthol ........ “7 s0@s 00 Seldlitz Mixture’ 20@ 25 Neat tos eats 80@ _ 85 Citrus -.cic. 488 80 Itheri 4 80@5 00 Zingib 50 ohia, SP&W 4 80@5 05 Sinapis ......... a aa Turnentine, Ghia.” Gene Cit ee ett 1%@ 5 Gaultheria ...... @ ngiber ........, @ Morphia, SNYQ 4 80@5 05 Sinapis, opt. .. @ 30 Turpentine. less -.56@ 63 : Hydroc Ul.) Be@ 10 Geranium .... oz 15 Tinct Morphia, Mal ....4 80@5 05 Snuff, Maccaboy, 54 Whale, winter .... 70@ 76 Gaalieum <1..... “14@ 15 Gosslppil Sem. gat 60@ 75 sice nee go Moschus Canton, we sot oes ‘pevon 8 Sf se eeeee 15 OCR ele: yristica, No, ’ Paint Ranevlicum ".., 400 42 fer? aot iS Aloes & Myrth... 60 Nux Vomiva po 15 | @ 10 Soda, Boras ..... 54@ 10 Oe Pree unipera ........ ian) cen Os Sepia oo. 6. ‘ . . : Cee SL Leena tess, 90@4 00 ANconitum Nap’sF iM Foes acca Soda’ et Pot's Tart 38@ 30 Green, Paris ....14%@ 21 Tannicum ..... 38@ 40 Limons ........ 200@2 10 Anconitum Nap’sR 60 PD 66s... @1 00 Soda, Carb ..... 14@ a Green, Peninsular 13@ 16 Leelee eo Mentha Piper 3 75@ 400 Arnica ..... ey 60 Picis Liq N N% aca Soda, a Coee tom ied ek 7@ 10 0: eeeeee ° ¢ i ee oe Oe ae 18 dee "3%@ 6 Mentha Verid ...5 00@5 25 Asafoetida ..... Wem te aie Oe Sulphas....14@_ 4 Lead, white .... 7@ 10 pre 20 deg. 4%@ 8 Morrhuae, gal. ..110@1 25 Atrope Belladonna 60 Picis Liq pints.. @ 65 Spts, Cologne ... @3 00 Ochre, yel Ber 1 2@ 5 a i B@ 15 myricia 3 75@4 35 Auranti Cortex .. 50 Pil Hydrarg po 80 @ Spts. Ether Co.. one Be Putty, comm’l 2% 2%@ 5 pos dum LOR ies Olive os 250@3 25 Barosma 90 Piper Alba po 35 - 2 oe Bre 2 22 Red Venetian, bbl 1 : cereiaree Picis Liquida "’.. 10@ 12 Bonean 77 0 2 puee 10 12 Spts: Vil Reet ‘en @ ee ~~. seer eenee x urgum .... . apse ts —. 1 Bletis cenes ens: 9891 28 Benzoin Co. 69 Plumbt Acet 47, 192, 18 Sots. Vii Rt 10 gl g Shaker Prep’d ..1 50@1 65 Brown |. 1 Rosae oz “ii s0@12 00 Cantharides 75 Eulvis Ip'cut Opil 2 25@2 50 Spts, Vi'l Rec 1 $00@1 30 Vermillion, Eng. _90@1 00 a vs OO 00 Beem ao .. Pyrenthrum, bxs. H oa ie 5 Vermillion Prime Yellow... Sabina ........7°175@2 00 Capsicum ....... peri Ds OO: ae a ae ek 20 6 American ..... 13@ 15 Santal ......°7; 4 50@5 00 Cardamon ....... 75 Pyrenthrum, pv.. 20@ - wen” eS a whe on a Sassafras . 90@1 00 Cardamon Co 75 Quassiae ....... 10@ coe fanice 400 50 Whit’g Paris Am’r 6 14 oe er Quina, N. Y. leeosie Terebenth Venice é ee a 3 Sinapis, ess. oz. 4 @ MH Cassia Acutifol .. 50 Quina, S. Ger. :.2114@31%% Thebrromiae .... 60 Whit’ t's Parle ng. ai Reaorion 65 Ce ae “** oe 4 Casaia Acutifol Cp 50 Quina, S'P & W'21%@31% Vanilla Ext. ....1 0001 as Wil: while. @ oe Thyme, opt. <... @160 Castor .........., 275 Rubla Tinctorum 12@ 14 Zinci Sulph ...... . r Balsamum Theobromas |..." 17@_ 2 techu ......... 5 oeewe ee ial... “1 60@1 70 Geteeny a . ay es )2 25 ips Terabin, Canad. 65@ 75 Potassium Columbia ........ 50 Tolutan ......... we Bi-Carb ........ 15@ 18 Cubebae ......... 50 : Cortex a Bichromate aioe ee a Digitalis ........ ; 50 Abies, Canadian a5 ark coe 122@ 16 Ergot ...... enc 50 Cassa 2.66.65. 3s 20 Chlorate 1/77 po. 12@ 1¢ Ferri Chloridum 50 Cinchona Flava .. 40 Gennide 30@ 49 Gentian ........, 50 Buonymus atro.. $2 lndide .... a 35@2 50 Gentian Co. ..... 60 Myrica Cerifera .. 30 Potassa, Bitart pr 30@ 35 Guiaea .... 2.2): ° 50 Prunus Virgini .. 5 Potass Nitras opt °7 12 Guiaca ammon ... 60 Quillaia, gr’d. . a. Puiies ‘Niteas © 19 12 Hyoscyamus .....! 50 Sassafras, po 30 coos og Iodine .......... 1 00 Dimus -. 65.25, 25 Prussiate ....... 3@ Iodine, colorless 1 00 m . x —. Sulphate po ..... 15@ 18 Kine ; 50 xtractu 50 Glycyrrhiza, Gla. 24@ 3° i Radix ion 50 oo He. aoe 12 oo cerans z= Nux Vomica 50 Haematox ...... neeae t il 2 00 Haematox, Is ... as ze enchuss = Opil,camphorated 75 Haematox, %S -. 4@ t7 Arum po @ Opil, deodorized 2 25 Haematox, %s .. 16@ Calamus 20@ 40 Gan 50 Gentiana po 15.. 12@ 15 Rhatany 50 foskig 15 Poe ae 15 180 ome 50 ate Precip. ellebore, a Z ei . & Quina 1 80@2 00 Hydrastis, Canada @7 00 Sanguinaria oe Citrate Soluble .. 63@ 7 Hydrastis, Can, po @6 Seno 60 Ferrocyanidum S : = IMA DO... oe tan 60 Solut. Chloride .. 3 Ipecac, po ....... 2 25@3 00 Vatesian 5. 50 eonate. oom by Talepe, re pase tine § a e 2 Veratrum Veride ro ate, com’ : , tees SS Pingthey 26... seam ve per ewt. " Maranta, 4s .... 30@ 35 “Zingiber . Sulphate, pure .. Podophyilum po” a 1 . Miscellanéous Flora 5 Rhei, cut ....1111 00@1 25 Aether, Spts Nit 18@ 26 75@1 00 US 2. 45@ 50 Arnica ......:. 50 Rel py... 2... « \ a 67 3@ Anthemis ..... 40@ 35 Sanguinari, po 18 @ 28 Alumen, grd p 400 50 Matricaria ...... 30@ Scillae, po 45-60 a6 - ENG os a Folla a oe ee a ee ye gues ek. os Antone @ 20 ee ge 4) 6 Auillax. Offs Hoi. G is Antipyrin ....... @ 2% Tinnevelly .. =. $0. Spleelia oo... 90 Argenti’ Nitras oz “a 5 Salvia officinalis, Sag cay 33 Baim Gilead buds 40 60 ae ee Ee is Siero! tae G0 Elemuth, SN 2 toma oe C Uva ursi ........ 8@ Cie oe ee ee ee Our Home—Corner Oakes and Commerce e oka. Calcium Chior 4s @ 1 es oe ee peneia, = 2 35 Anisum oe. @ 18 cathartic a Po gr = ¢ ‘ ; ‘ a Pe ee ee Fe 8 eee We solicit your orders for a ee - 359 45 Gacnabis ‘Sativa 7@ 8 ces No. 40 oo 44 ; S Etc CACHE, DO. .-45s - ae ) 50 DYHUS: oe oe. s q 1 ° Aloe, Barb ...... 22@ ze Cardamon ee 1 SoG S ee = So i Soda Fountain Supplies Crushed Fruits, yrups, aioe. Socotri ae 6 45 Seeman 20@ 30 oe baits : 1 Is. Hold Geman Chaaen ‘Aloe, shes i : 4 @entraria, ....... - r Ammoniac oo : ono oN oo oe 1 00 Cera Alba ...... 66 a. Also Tables, Chairs, Stools, Holde S, Op ’ OOTIOM: = tee es ipterix Odorate 5 Cera Flava .... 35@ 42 We : | aha ae oe eee ee 10@ 15 | and Utensils. Our stock is complete. AMDPHOKAC ----- 40 Foenugreek, po 6@ 9 Chloroform ..... d Buphorbium ..... @ Ue Chloral Hyd Giss 1 23@1 43 ieee age Leos Rf eee es 18. 8 Respectfully, BTDOTSS PO: clia . : 45@ 50 = ne : ciacum po 45 @ 35 Lobelia a. ae ee oe 00@4 25 G CO. oe Be ee Be Seiad" | Grand Rapid. HAZELTINE & PERKINS DRUG 6 eS Cee... z 8 Corks list, less 70% et Myrrh .... po 50 @ . eens oe oa - Creta .... bbl. 75 @ 2 i ee are 5 39 . - Creta,. prep. .... .€@ Criare powder 9 aie a Spiritus Creta, precip. wae be URC ccs cn ae = @250 Creta, Rubra Shellac, bleached 35@ > Frumenti W. D. ae a @ 20 eT es cn ress Ges pk 6%@ 10 Herba 9 Junipers Co O T 1 65@2 00 a ia 3 e Absinthium .... 25@ 30 Saccharum N E 1 90@2 10 Emery, eee ae i. oe 85 ini Alba -.1..11 2802 00 frgots, fo" 80 1 4001 50 SS oe fe Sther Sulph, .... 27@ 40 Majorium ..oz pk 35 Wini Oporto ..... 1 25@2 ma eve as 15 Mentra Pip, oz pk 35 G 1. eect 30 ee 30 Oe thatoe Gambler ......... 3@ 9 Rue ....... 0z pk 39 Extra yellow sheeps 6 a0 wick see Tenacetum ..V.. 30 wool carriage... @ Geers fall on 80% Thymus V oz pk Florida sheeps’ wool , 10%,-109 : Magnes! ee oT” ae aan ae agnesia ; Glue, brown ..... 3 dad oe te Cee tO, 4. Se bare 15@ 2 f dd be ce andadl cold on the Carbonate, K-M, 18 e Wek late Gas. @1 00 Glycerina seeanst: 22 oe Are manufactured by te 1 a » wool Grana Para he Carbonate’ ne eee a eee Humulus ....... 50@_ 80 same basis, irrespective of size, shape or , rarg ee es oss Ee 30 eos | applica- aes kes et te oxen Ee tor Hydrarg Ch Cor @1 25 denomination. Free samples on app : Anis -.-.-) 21502 20 slate use «..... @140 Hyarars Ox Rum oS 12 Auranti’ Goriéx’ 3 ib@3 2 0 pre caen Oe tion. 0 ee ee Acanin -- @ 80 Ichthyobolla, Am. 99@1 00 : | Cajiputi ........ ) 90 Acacia ......... . 50 Indigo ......-.. : . Caryophilli ..... 128@1 30 ‘Auranti’ Gortex Ro vans wish “3 25@8 60 TRADESMAN COMPANY, Grand Rapids, Mich. Cedar ........., Tis 75 Jodoform ...... f co 80 Hhel- a @ 50 Liquor Aston. et { Conium Mae.’ 809 90 Smilax OM’'s .... 50g $0 | Hydrarg lod. -:@ 25 ae.. ye Se ees 06 50 @enega ...--.-.-- 60 Liq Potass Rumen certaarsnanerRrmrsecetes erie These quotations are carefully corrected weekly. and are intended to be correct at time of going to liable to change at any time, and countr market prices at date of purchase. MICHIGAN TRADESMAN GROCERY PRICE CURRENT within six hours of mailing, press. y merchants will have their orders filled at Prices, however, are ADVANCED Provisions Tobacco Flour > Cheese DECLINED Index to Markets By Columns Col A Ammonia pabeoee pee o Axle Grease ........... B Baked Beans .......... 1 sath Brick ..... cae oe Breakfast Food . soe Brooms ..... oo fushes .....-.<. i Butter Color .......... 1 [ 1 Candies .....-.... ace Canned Goods ........ : Carbon is 35.35.--s. : BBO coves sanscccene 4 MSHORBD gobs cass cacsn cen : Chewing Gum ......... : Chicory ........ Sse ; Chocolate ............. . Cider, Sweet .......... : Clothes Lines ........... : Bree 20... eee es SS Cocoanut ...........--- : POD 5 ooo on. oo nics : Confections ............ Cracked Wheat ....... ; CTMPKCTS 52. --u5 20s 4, 5, : Cream Tartar ......... 5 Dried Fruits ........... ¢ F Farinaceous Goods .... 6 Fishing Tackle 6 Flour and Feed cs ; Fruit Jars ......-..-- G Gelatine :.....--2..-.--. 7 Grain Bags .....-...-<. H tse) a ee 7 Hides and Pelts ........ 8 Horse Radish .......... 8 J POUG ccckee ess se ae ~~ Jelly Glasses .......... & M Bemleine .......5.....55 8 Mince Meats .......... 8 DRGIRRGOR oo oo on scien oe 8 DIMBIAMN 4.0.2.0 5c ees tls 8 nig N Nuts ..... poole shee e oe ° - Olives .......; accceoeeee 8 Pp PACHACR oc ceo. JR Lo Sa se Cee S 8 Playing Cards ........ - 28 PAB cbse anes 8 ETOVIBIOUB 3. .... 2220: .. g R RCO cee ee 9 Rolled Oats ............ 9 Ss Salad Dressing ....... 2 Salératus peee te ube. : 9 9 Winegar ......2.020..2. 13 Ww WViCKing . 3 oes 13 Woodenware .......... 13 Wrapping Paper ....... 14 Y Yeast Cake ....,,,... 14 - Voigt’s 1 AMMONIA Doz, 12 oz. ovals 2 doz. box 175 AXLE GREASE Frazer’s 1. wood boxes, 4 doz. 3 60 1th. tin boxes, 3 doz. 2 35 3%. tin boxes, 2 doz. 4 25 101. pails, per doz...6 00 15Ib. pails, per doz, ..7 20 251d. pails, per doz, ..12 00 BAKED BEANS No. 1, per doz. ---45@ 90 No. 2, per doz. ++--75@1 40 No, 3, per doz. ---85@1 75 BATH BRICK Mnglish 200355... -. 95 BREAKFAST FOODS Apetizo, Biscuits eee--3d 00 Bear Food, Pettijohns 1 95 Cracked Wheat, 24-2 2 50 Cream of Wheat, 36-2 4 50 Egg-O-See Wheat ....2 75 Egg-O-See Corn iskes .... eames 2 75 Posts Toasties, T. No. Sscccceccs ne sce k £0 Posts Toasties, T. Noo 8 fo asose 2 8D Farimose, 24-2 ...... 2 70 Grape Nuts .......... 2 70 Grape Sugar Flakes ..2 50 Sugar Corn Flakes .. 2 50 Hardy Wheat Food .. 2-25 Postma’s Dutch Cook. 2 75 Holland Rusk ....... - 3 20 Saxon Wheat Food .. 3 00 Krinkle rm Flake ..2 00 Malt Breaktast Food 4 50 Maple Flakes ........ 2 70 Maple Corn Flakes ..2 30 Minn. Wheat Cereal 3 75 Algrain Food ......... 4 25 Ralston Wheat Food 4 50 Saxon Wheat Food ..3 00 Shred Wheat Biscuit 3 60 aviscnuit, 80. .-:..2.... 2 50 Pillsbury’s Best Cer’l 4 25 Post Tavern Special ..2 80 Cream Flakes 4 50 Quaker Puffed Rice ..4 25 Quaker Puffed Wheat 2 85 Quaker Brkfst Biscuit 1 90 Quaker Corn Flakes ..1 Victor Corn Flakes 2 Washington Crisps ...2 80 Wheat Hearts ': Wheatena ......: ae 50 CR 8 4 00 Evapor’d Sugar Corn 90 BROOMS Werior 3.200 eS 3 00 ORWEl e aS 3 70 Winner 520533 4 25 Whittier Special ..... 4 55 Parlor Gem =: ......: 3 75 Common Whisk ...... 110 Fancy Whisk ........ 1 50 Warehouse ........... 4 50 BRUSHES Scrub Solid Back, 8 in. ..... 75 Solid Back, 11 in. .... 95 Pointed Ends ......... 85 Stove Ne: 386 90 NO. 2. a 1 25 Nie 4 aes 1 75. - Shoe NG: Boo 1 00 NO. Ff 2 1 30 NB 8 ee 1 70 Me. 3203 1 90 BUTTER COLOR Dandelion, 25¢c size ..2 00 CANDLES Pamaffine, 68 ........ 10 Paraffine, 12s ........ 10 Wicking 2 oo. ck: 20 CANNED GOODS Apples 3b. Standards ... @ 9 Gallon .......... 2 60@2 85 Blackberries * G igpeee acto 1 50@1 90 Standards gallons @5 00 Beans Baked .......... 85@1 30 Red Kidney ...... 85@95 String ...2.5..5) 70@1 15 WNOK oso 75@1 25 Blueberries Standard ........... 1 30 Galion: | 6 6 75 Clams Little Neck, 11b. @1 00 Little Neck, 2tb. @1 50 2 Clam Boullion Burnham’s % pt. ....2 25 Burnham’s pts. ....... 3 75 Burnham’s qts. ...... 7 50 Corn - Me | 75@ 90 ONG ees 1 00@1 10 Haney. 025 oo 2 @1 30 French Peas Monbadon (Natural) per: doz. .......... 2 45 Gooseberries No. 2, Fair ..6 2... 1 50 No. 2, Fancy ...... 2 35 Hominy Standard ....0 85 Lobster POI ee 2 50 AA ee 4 su Picnic Talls ........_" 2 75 Mackerel Mustard, 11b. ........ 1 80 Mustard, 2%, ......__! 2 80 Soused, 1%tb. ..... 21.11 60 Soused, 2m. .......... 2 75 Tomate, 1m, ......)]! 1 50 Tomato, 2tb. ........_. 2 80 Mushrooms Hotels. 2 @ 15 Buttons, %s .... @ 14 Buttons, is ..... @ 25 Oysters Cove, lit °..... 35@ Cove, 2m, .......1 50@ jums Filnms 00 5 90@1 35 Pears in “Syrup No. 3 cans, per doz. --1 50 Peas Marrowfat ...... @1 25 rly June ..... @1 25 Early June sifted 1 45@1 55 Peaches BNO 90@1 25 No. 10 size can pie @3 25 Pineappie Grated ........ --1 75@2 10 Sliced... 90@2 60 Pumpkin Mt 5 80 O08 90 Maney 1 00 Galion 32: 2 15 Raspberries Standard ....... Salmon Warrens, 1 Ib. Tall ....2 30 Warrens, 1 tbh. Flat ....2 40 Red Alaska ..... 1 85@1 95 Pink Alaska ....1 40@1 50 Sardines Domestic, 4s ........ 3 Domestic, 4% Mus, .. Domestic, % Mus. @i7 French, 4s °......... 7@14 French, os =... 18@23 Shrimps Dunbar, 1st, doz. ..... 1 20 Dunbar, 14s, doz. ....2 25 Succotash Pair coe, 90 Goad 50 1 20 Pancy 0. 1 25@1 40 Strawberries Standard ......... 95 FANCY 10 ee. os 2 25 Tomatoes Good ..5...525..... 1 35 Fancy .... as 1 50 No: 10 -... Sos 400 CARBON OILS Barrels Perfection ....... @11 S. Gasoline .. @15% Gas Machie ..... @24% Deodor’d Nap’a @14% Cylinder ....... 29 @34% Engine ........ 16 22 Black, winter .. 8 @10 CATSUP Snider’s pints ........ 2 35 Sinder’s % pints ..... 1 35 CHEESE ACIMG oe ee. @15% Bloomingdale @15% Carson City . @15% Hopkins ........ @15% Riverside ...... @15% Warner ........ @15% Bee ose: @17T% ERIGED 2.056002, 15 Limburger ...... @18 Pineapple ..... 40 @60 Sap Sago ....... @22 Swiss, domestic @138 3 CHEWING GUM Adams Pepsin ........ American Flag Spruce 55 Beaman’s Pepsin ..... 55 Best Pepsin ...... is 23 20D Black Jack ........ 223 2 BD Largest Gum (white) 55 O. K. Pepsin 65 Red Robin ....... Sen Sen .....:...:. sa 8 Sen Sen Breath Perf, 1 00 Spearmint ............ 55 Spearmint, jars 5 bxs 2 75 Yucatan ... : 55 ecoee 55 Ce Zen eee ehee ee os 55 CHICORY Bulk ee ec tee sas. Red ..... Sp ke a ae 7 NORIO ee : 5 Peaneis og Scheners....:, 32... So 8 Red Standards ........ 1 60 White (...0 <6. peas 1 60 CHOCOLATE Walter Baker & Co. German’s Sweet ...... 22 Premium .3....5.6.6<. 30 Caracas. oso. cscs se 28 Walter M. Lowney Co, Premium, Ys ........ 29 Prevzitim, %8 ......... CIDER, SWEET “‘Morgan’s’”’ Regular barrel 50 gal 10 00 Trade barrel, 28 gals 5 50 % Trade barrel, 14 gal 3 . Boiled, per gal Hard, per gal. ........ CLOTHES LINE per doz. No. 40 Twisted Cotton 95 No. 50 Twisted Cotton 1 30 No. 60 Twisted Cotton 1 70 No. 80 Twisted Cotton 2 No. 50 Braided Cotton 1 No. 60 Braided Cotton 1 25 No. 60 Braided Cotton 1 No, 80 Braided Cotton 2 No. 50 Sash Cord ..... 1 %5 No. 60 poe Cord 23.5. 2 00 Galvanized Wire No. 20, each 100ft. long 1 90 No, 19, each 100ft. long-2 10 COCOA BOKGr SG ooo oe ese 36 Cleveland ............. 41 Colonial, %s .......... 35 Colonial, %s .......... 33 DR oe caus 42 Piyier oh ceo ce sss -. 36 Lowney, Ys .......... 32 Lowney, 4s .......... 32 Lowney, 48 ........-- 30 Lowney,’ 5 Ib. cans .. 30 Van Houten, %s ...... 12 Van Houten, Ys ...... 20 Van Houten, &s ...... 40 Van Houten, is ....... 12 WOOD. eo ove ees ees 33 Wilber, 48 ......:25... 33 Wilber, Ws -..-.:--.,.. 32 COCOANUT Dunham's per tb. ls, 5b, case ........ 30 4s, 5Ib. case ....... 29 4s, 15tb, case ...... 29 Ys, 15tb. case ...... 28 1s, 15Tb. case ....... 27 ¥%s & Ys, 15tb. case 28 Scalloped Gems ..... 10 ¥%s & Ys pails ...... 15 Bulk, pails ....;.... 14 Bulk, barrels ........ 12 hale ioragad catsuit o Common ....55....2. 19 POA ee eo be 1914 Choices oie os 20 POneCy 25, 21 Peaberry 2.626.005. 23 Santos as Common ......... os Pair 2 453 cceces 2014 Choice = ..5...05 5605665 21 MOROCY on cas oak 23 Peaberry ...... se seeee 23 Maracaibo AST See 24 Choice ...... eetee oe 25 Mexican CHOICE?) 5 os. ocstcs Ae 25 PANCY foe cee eee es 26 Guatemala BAIT oes eg eek 25 Paney . 2 eo. 28 Java Ph Growth ee Mandling .......... AURORA: oo. ooo o. 30@32 Mocha Short — He nee Lon OAR ccccses 6 H. E. O. G. .....-26@28 Bogota PORN oe es 24 Paney 2. ..5 3. Seaeace 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle ............ 24 00 EAOR soso oas ee eu cess 23 00 McLaughlin’s XXXX McLaughlin’s XXXX sold to retailers only, Mail all orders direct to W. F. McLaughlin & Co., Chica- 0. . Extract Holland, % gro boxes 95 Felix, % gross ....... 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONS Stick Candy Pails Standard ...... socese, 8% Standard H H ....... 8% Standard Twist ...... 9 Cases Jumbo, 32 Ih, ..... aoe Extra HOW 7. 11 Boston Cream ....... 14 5 “Big stick, 30 Ib. case 9 Mixed Candy ate Seuee Seeks pees M eae ee sy 7 eperial 262 moo a Conserve ..... saceccae 8% OYAR oe 8 Ribbon ..,.. a eetaesse 14 Broken 8% Cut ont fo5 9% deender) i. oo 8% Kindergarten ........ 11 French Cream ..... - 10 Hand Made Creamb °..17 Premio Cream mixed 14 Paris Cream Bon Bons 11 Fancy—in Pails Gypsy Hearts ......... Coco Bon Bons ....."" 14 Fudge Squares .. weses ae Peanut Squares .. eee ok d Sugared Peanuts ._ ose cke Salted Peanuts ...._17° 12 Starlight Kisses ...1._) 13 Lozenges, plain ....._. 11 Champion Chocolate acde Eclipse Chocolates ... 15 Eureka Chocolates |". -16 Champion Gum Drops 1¢ Anise Squares .....,.. 11 Lemon Sours pe oeoecse okt Imperials .............. 12 Ital. Cream Bon Bons 13 Golden Waffes eeecus sie Red Rose Gum Drops 10 Auto Kisses ........... 14 Coffy Toffy ........... 14 Molasses Mint Kisses 12 Fancy—in 5tb. Boxes Old Fashioned Molas- Ses Kisses 10tb. bx. 1 30 Orange Jellies ...... 60 Lemon Sours ....... Old Fashioned Hore- hound drops ....... D Peppermint Drops .. 70 Sen Choe Drops 65 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 dinperiais: ...... 3... 65 Mottees 2... 65 Cream Bar .......... 60 G, M. Peanut Bar .. 60 Hand Made Crms 80@90 Cream Wafers ...... 65 String Rock ......... 0 Wintergreen Berries 60 Pop Corn Cracker Jack ....... 3 25 Giggles, 5c pkg. cs. 3 50 Fan Corn, 50’s ......1 65 Azulikit 100s ........3 25 Oh My 100s ......... 3 50 Cough Drops Putnam Menthal ....1 00 Smith Bros. ......... 1 25 NUTS—Whole Almonds, Tarragona 18 Almonds, Drake .... 15 Almonds, California soft shel] ............ BAZAN 6 oo occa es @13 Filberts .... 2. 6s. sk 12@13 Cat No. 1... ...52. Walnuts, sft shell @17 Walnuts, Marbot .. @15 Table nuts, fancy @13 Pecans, medium .... 13 Pecans, ex. large ... 14 Pecans, jumbos .... 16 Hickory Nuts, per bu. Ohio, new ...... »-.-2 00 Cocoanuts ........... Chestnuts, New York State, per bu. ..... Shelled _ Spanish Peanuts 6%@ 7 Pecan Halves ,... @62 Walnut Halves .. @33 Filbert Meats ..... @30 Alicante Almonds @40 Jordan Almonds .. @47 Peanuts Fancy H P Suns Roasted ......... 7@ 7% Choice, raw, H. P. Jum- Heo 3 5s foo yak re eT CRACKED WHEAT Be oe ao, 3% 24 2b, pkgs. ......... 2 50 CRACKERS National Biscuit Company Brands Butter N. B. C. Sq. bbl. 7 bx. 6% Seymour, Rd. bbl. 7 bx. 6% Soda N; Be. boxes... 5 e.. 6% reminm 5 660...42.3.. 7% RelOCt rc pee ge 8% Saratoga Flakes ...... 13 Zephyrette ............ 13 Oyster N. B. C. Picnic boxes 6% Gem, boxes ........ «+e CY Sh chaste eeese ces —. x June 12, 1919 Sweet Good Anima eee ee, 10 Atlantics seer seeseeses 12 Atlantic, Assorted ae ae Avena Fruit Cakes ...12 Bonnie Doon Cookies 10 Bonnie Lassies sececee 10 Bonnie Shortbread +2220 pone mi ecaeie seeseeee ell rittle Fingers ...../ a Bumble Bes Siew Meee we 2 Cartwheels Assorted .. 8 Chocolate Drops ....... 17 Chocolate Drp Centers 16 one ook Cracknels . - sis Me ss ‘ ig Cocoanut Taffy Bar ..19 Cocoanut Drops ......13 Cocoanut Macaroons -.18 Soman me Fingers 12 nu on Coffee Cakes * ee cee, Coffee Cakes, iced’777722 Crumpets tte ccesecee es AO Diana Marshmallow Cakes set sec tcc ses ec olf Dinner Biscuit‘ ‘'"" -- 25 Dixie Sugar Cookies .. 9 Domestic Cakes % sc es es 8 Eventide Fingers ..._ Family Cookies oo, Fig Cake Assorted ....19 Fig Newtons .,... fsck Florabel Cakes .....° 7" 12% Fluted Cocoanut Bar -.10 Frosted Creams ....,__ 8% Frosted Ginger Cookie 814 Fruit Lunch, Iced os 10 Gala Sugar Cakes ..... 8% Ginger Gems ......°""" 8 Ginger Gems, Iced susie of Graham Crackers .!""" 8 Ginger Snaps Family .. 8% Ginger Snaps N_ B. c Round: <0 8 Ginger Snaps N. B.C. Oitere: 6 8% Hippodrome Bar... 10 Honey Cake, N. B. Cc. 12 Honey Fingers As. Ice 12 Honey Jumbles, Iced ..12 Honey Jumbles, Plain.. 12 Honey Flake ..-..../). 12% Household Cookies .... 8 Household Cookies, Iced 9 Imperial ae Hr Jubilee Mixeq “7077” 10 Kream MAS os 25 — er Jumbles - 18 mon Biscuit Squar. : Lemon Thins . ’ - Lemon Wafer .....""_. 16 Pemona 8% Mace Cakes ......” s Mandalay ..........77 10 Mary Atin 9260200050" 8% Marshmallow Coffe Cake . S806 60:9:6 Wah wigs ig 12 Marshmallow Walnuts ise Medley Pretzels ..,.... 10 Molasses Cakes (11° "’ ‘8 Molasses Cakes, Iced oe a Fruit Cookies ce nemiclpy seen oosa al Molasses Sandwich ....12 Mottled Square ....... 10 Oatmeal Crackers eens 8 Orange Gems , 8% Orange Sponge Layer Cakes | escc, 38 Penny Assorted ... eee. 84% Peanut Gems ........__ 9 Picnic Mixed 1°" oo ALK Pineapple Wafers aae 16 Pretzels, Hand Made .. 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ....... .10 Raisin Gems ........ oodk Raspberry Cakes ||: - Revere, Assorted ... oa Le Rittenhouse Fruit Biscuit eeeea eee cua tn 12 Rosy Dawn Mixed 35 prika, Hungarian ..45 Deny 5 Ib. coi Ib. S uirs—Fancy, 25 Ib. not stuffed uaker, 18 Reg STARC ma : oer Pure in tierce a . 8. coc cece 90 Fo ng n andle Secrp % 5 (FISHING TACKLE rors Asia a. doz. .1 23 Compound ea " wa No. % § Bie... ..-. 5: Wounee tod si@ae - Eoachs Berap, be ia 7 vg ees aaa beeen cs 6 Plymouth Rock, Phos. 1 25 0 tb. tubs ...advamce % Mess ane Formosa, sar ge - 28 nion Workman, 2% 6 00 1% to 2 in ee . fee oe re OD Oe ee Mess, 100 Ibs. ...... 16 50 English Breakfast ” Smokin 1% to 2 in 22000000 u GRAIN BAGS Se eee lagroue & Mess, 10 Ts... 2.0.00. igs Chalesn i we Ga ee an Pos. 20 ee ee aeeeee 1 . eee ess, 8 Ibs. eee tees Gee 6 3 : 3% on .. . 3 eee eae he kore Broad Gauge Ss 18 he ee ..,advance 7 No. 1, 100° bs eeccccae 1 50 Fancy ea “— BB, one ooee 6 06 ooo 20 Amoskeag ............. 46 .. ae ...advance 1 No. 1, 40 tbs. . o+ee--l0 00 in ....40@60 BB 14 oz. ....02777 2 00 Se atest NOL wee i pe OE pe soqas Bagdad. 10c ‘tins °°7.11 82 ee 25 cy @ 5 Badger 3 52 teccccceceeee A5Q@50 as OM. .iscdics 04 DF Ob scsccs ee ss save iene Sate aR aa Ae see oe Guay one scm gs Haniel eR) nye 46 ‘ MICHIGAN TRADESMAN Jone % 1 Special Price @ ae 15 = u Worden Grocer Co. Brand Tip Top, Blend, 1tb. ...... Big Master, 100 blocks 4 00 12 13 14 Ben Hur Royal Blend .............- German Mottled ...... 3 50 : Perfection .............. 35 - Royal High Grade ........ German Mottled, 5 bxs 3 50 ‘ Perfection Extras --..35 Superior Blend ........... German Mottled, 10 bx Banner, 5c ..-...i.i+ 5 96 Rob Roy, 50c, doz..... 4 12 Mop Sticks loondres 20. 85 Boston Combination ...... German Mottled = b » Ue .... Sweet Tip Top, 5c .. 200 2-wire Cable ......17°3 35 ee ee COE ee aay ull Durham, 8 oz. .. 60 Sweet Tip Top, 3% oz, 38 Cedar-all red brass ..1 25 Tradesman Co.'s Grand Bull Durham, 16 oz. ..6 72 Sweet Tips, % gro 10 08 3-wire Cable 2 30 Buck Horn, 5c ...... 5 76 Sun Cured, 10c ...... 1175 Paper Eureka |.'1''*" 2 25 Buck Horn, 10c ...... 1150 Summer Time, Sc ....5 76 Fibre ..,.......707°°°"" 2 40 eer zipe, c se ur eig = ae per Pane 7 eZ 1 6h a riar Pipe, Cece es 2 ummer Time 14 oz. ..3 50 Toothpi Black Swan, 5c ...... 5 76 Standard, 2 oz. ...... 5 90 Birch, 100 peas 2 00 Black Swan, 14 oz. .. 3 50 Standard, 3% oz. .... 28 Ideal .... . 85 Bob White, 5c ...... 5 65 Standard, 7 oz. ...... ie Brotherhood, 5c ...... 5 95 Seal N. C.,.1% cut plug 7 Traps Brotherhood, 10c ....11 00 Seal N. C., 1% Gran 63 Mouse, wood, 2 holes 29 ca id gga i6' oz... ‘ _ wore ee 108. 63 poe oe : —— 45 Black hati one box 2 50 SRS os ae ones ree Feathers, 10c 0 20 ’ , oles Black k, Carnival, 3% oz. ..... 39 Three Feathers and : Mouse, tin, 5 holes .... és . Black Hawk ten bs 2 25 Carnival, 16 oz. ...... 40 Pipe combination 225 Rat, wood ........... 80 10 5c pkgs., per case 2 60 eS Mee of See and Ber: a Cigar Clipe Johnson 30 Tom & Jerry, 14 oz. ..3 60 Rat, spring ....11.77° 75 36 10c pkgs., per case 2 69 8lar proof safes kept in A. B. Wrisley Cigar Clips, Seymour 30 Tom & Jerry, 7-02... 1 80 eee Se Eee, Omen Teche ee: Gece 3 40 : oe om erry, 3.0z. .. 87 : ubs er CAS€ -......-0, ; aaa 0 Darby Cigar Cuttings -450 ‘Trout Line, 500”... 393 20-in, Standard, No. 17 50 a ee Soap P Continental Cubes, 10c, 90 Trout Line, 10¢ :..110 00 18-in. Standard, No. 2 6 50 COFFEE simes—twige as many safes | Corn Cake, 14 oz, .... 255 Turkish, Patrol, 2-9 5 76 16-in. Standard’ No. 3 5 50 Roasted hase ta the Sate een ee ee Corn Cake, 7 oz, .... 145 Tuxedo, 1 oz, bags .. 48 20-in. Cable, No.1 ....800 Dwinell-Weiett'no.’s Bras NoUSe in the State. If you w Boy, 60 be... 3 Corn Cake, 5c ...... 676 Tuxedo, 2 oz. tins 11 96 18-in. Cable, No. 2/1117 90 cee, apie cg’? wine Grand Show ‘Boy, 60 be -....2 49 Cream, 50c pails .... 4 60 Tuxedo, 4 oz. cart |: 64 16-in. Cable, No. 3 11116 09 te aces ea. ot Ok Dart. 26 eee ee Cuban Star, Sc foil .. 5 76 Tuxedo, 16 oz tins ..1. 64 No. 1 Fibre ....... 177 10 25 oe CO eee Cuban Star, 16 oz pails 372 Twin Oaks, 10c ....' 94 No. 2 Fibre |.1121177 9 25 — ee Peeming 7 ee Chips, l0c ........... 10 20 Union Leader, 50c .. 5 06 No. 3 Fibre ......127), 8 25 SOAP Soapine ee 400 Dills Best, 1% oz. ... i9 Union Leader, 25¢ .... 2 55 Baobitt’ 76 a Dilis Best, 3% oz. .... 77 ‘Union Leader, 10c ..11 60 Washboards Gowans & Sons Brand. cee eee Dills Best, 16 oz. .... 73 Union Leader, 5¢ .... 595 Bronze Globe ...-..., 2 50 ee 3 70 Dixie Kid, 1% foil.... _ 39 Union Workman, 1% ° 5 76 Dewey ........0/0/77) 1 75 foe oe Sa omen oe =. Sees 2 76 Uncle Sani, 106 23 10 80 Soe ee tte eeeee. 3 75 We rere ee os uke’s Mix, 10c ..... 52 ncle Sam, 8 oz. 4220 CMC 22.526... 3 15 Duke's Cameo, 1% oz. 41 U. S, Marine, 5c .... 600 Double Peerless | /)'"" 3 15 tee eorpounds a Drummond, 5c ....... 5 75 Van Bibber, 2 oz. tin gg Single Peerless .- 1)!!! 3 25 Johnson’s XXX |..." 4 25 Bo At ae coool venee Bs emeeh oo 2 Sones, Gusta oa Rae More cca , OZ. ..-+4.-- 2 elvet, 10c tin ....... 1 92 e ee fe 3 00 : setececee Fashion, 6¢ -........ 6 00 Velvet, 8 oz tin ...... Sel S008 fuck 2 75 : psu oe _” Fashion, 16 oz. ee ‘ 43 Velvet, 16 oz. can..., 7 6g Universal ......,20 3 00 oe Des Se eeese coc 3 00 Scouring ive Bros, bc .-...-- 5 elvet, combination es 5 75 : ive box lots ......... 2 95 , Five Bros., 10c ...... 10 70 War Path, 5c ........ 5 95 ., , Window Cleaners Ten box lots ......... 2 90 Enoch Morgan’s Sons ive cent cut Plug a 29 War Path, 8 oz. ee 1 60 2 S Se 65 Twenty-five box lots ..2 85 Pccehe oo gage 50 Pos ,668 6. ) ave Line, 02 52. ie 1 85 apono, half gro. lots 4 85 sous Beers, na SccenS ner ge 16 oz. .. ‘ _ A260) IS e 2 30 white epee . gh ellie og Co. . —— Single boxes 2 40 - ress, pe 7 ay up, Boo 5 e House, epee le * cme, ars, 75 Ibs. 400 Sapolio, hand ....... a Ged Hand, 6c ...... 144 Way up, 16 a pails .. 31 : Wood Bowls White House, 2m. ........ Acme, 25 bars, 75 tbs. 4.00 Scourine Manufacturing Co Gold Block, 1% oz... 39 Wild Fruit, 5e 5 76 13 in. Butter ... ---.1 60 Excelsior, Blend, 1%, ...... Acme, 25 bars. 70 Ys. 3 80 Scourine, 50 cakes ....1 80 Gold Block, 10c ..... 11 88 Wild Fruit, 10c 15 in. Butter .......... 225 Excelsior, Blend, 2tb. ..... Acme, 100 cakes ...... 8 25 Scourine, 100 cakes ...3 50 Gold Star, 16 oz. ..... 38 Yum Yum, 5e a7 iG. Mutter. 24... 5. : 415 Yum Yum, 10c 19, in. Butter 2.0 10 Gail & Ax Navy, 5c 5 95 Growler, 5c 4 Growler, 10c Growler, 20c oe RaAORE, GO 5 ces os wos ss Giant, 16 oz. Hand Made, 2% oz. 50 Hazel Nut, 5c ........ 5 76 Honey Dew, 13, oz, .. 40 Honey Dew, 10c ...... 11 88 Hunting, 1543 & 3% oz. 38 { Mas OC ooo seen s 6 10 >» i, in patis ...... 32 Just Suits, 6c ...... 6 00 Just Suits, 10c ...... 11 88 Kiln Dried, 25c ...... 2 45 King Bird, 7 oz. ....25 20 King Bird, 3 oz. ...... 11 00 King Bird, 1% oz, .... 5 70 La Torke, bc ........ 5 76 Little Giant, 1 Ib. .... 28 Lucky Strike, 1% oz. 94 Lucky Strike, 1% oz. 96 Le Redo, 3 oz, ....... 10 80 Le Redo, 8 & 16 oz... 38 Myrtle Navy, 10c ....11 80 Mytrle Navy, 5c .... 5 94 Maryland Club, ic .. 50 Mayflower, 5c ........ 5 76 Mayfliower,. 10c ...... 96 Mayflower, 20c ...... 1 92 Nigger Hair, 5c . Nigger Hair, 10c ....10 56 Nigger Head, 5c ..... 4 Nigger Head, 10c ....9 84 Noon Hour, 5c 1 Old Colony, 1-12 gro. 11 52 ‘Old :Mill, 6c .......... 5 Old English Curve 11402 96 Old Crap, Sce:...-....- 5 76 Old Crop, 25c P. S., 8 0z., 30 Ib. cs. 19 P. S... 3 oz. per. gro. 5 70 Pat Hand, 1 oz. .... 68 Patterson Seal, 144 oz. 48 Patterson Seal, 3 oz. .. 96 Patterson Seal, 16 oz. 5 00 Peerness; Ge .......... 5 70 Peerless, 10c ........ 1 92 Peerless, 3 oz, ...... 10 20 Peerless, 7 oz. ...... 23 76 Peerless, 14 oz. ...... 47 52 Plaza, 2 gro. cs. ..... 5 76 Piow Boy, &c ........ 5 76 Plow. Boy, 10c ...... 11. 00 Plow Boy, 14 oz. ..... 4 50 Pedro, 10¢ ....-:--.. 11 80 Pride of Virginia, 1% TZ Pilot . 5c 5 Pilot, 7 oz. doz........ Pilot, 14 oz. doz...... 2 10 Prince Albert; 10c .. 96 Prince; Albert, 8 oz. ..4 92 Prince Albert, 16 oz. ..8 49 Queen. Quality, 5c .... 48 Rob Roy, 5c foil .... 5 90 ‘Rob Roy, 10c gross ..10 20 Rob Roy, 25c doz. ,...2 10 52 Yum Yum, Iiltb., doz, 4 80 TWINE Cotton, 3 ply ........:: 21 Cotton, 4 ply ......... 21 Jute, 2 ply 2... 553... 14 Hemp, 6 ply ......... 13 Flax, medium ......... 24 Wool, 1 tb. bales ..... 6 VINEGAR White Wine, 40 grain 8% White Wine, 80 grain 114% 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. 0, per gross ...... 30 No, 1, per gross ...... 40 No, 2, per gross ...... 50 No. 3, per gross ...... 75 WOODENWARE Baskets Bushes ...;.......; -- 100 Bushels, wide band .. 1 15 MBI ee. sb ebkes 40 Splint, large ......... 3 50 Splint, medium ...... 3 00 Splint, small ........ 2 75 Willow, Clothes, large 8 25 Willow, Clothes, small 6 25 Willow, Clothes, me’m 7 25 Butter Plates Wire End or Ovals. y% Yb., 250 in crate ...... 30 1% th., 250 in crate ...... 30 1 tb., 250 in crate ...... 30 2 Th., 250 in crate ...... 35 3 Tb., 250 in crate ...... 40 5 Tb., 250 in crate ...... 50 Churns Barrel, 5 gal., each . 40 sum Barrel, 10 gal., each ..2 55 Clothes Pins Round Head. 4 inch, 5 gross .....::. 45 444 inch, 5 gross ........ 50 Cartons, 20 2% doz, bxs, 55 Egg Crates and Fillers Humpty Dumpty, 12 dz. 20 ~ let 40 No. 2, complete ...... 28 Case gg 2,. fillers, 15 BOs oka cen eno 1 35 Case, medium, 12 sets 1 15 Faucets Cork. lined, 8 in, ...... 70 Cork lined, 9 n. ...... 80 Cork lined, 10 in. .... 90 6 Assorted, 13-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING PAPER Common Straw ...... 2 Fibre Manila, white .. 3 Fibre Manila, colored 4 No. 1 Manila .......;. 4 Cream Manila ........ 3 Butchers’ Manila ..... 23% Wax Butter, short e’nt 13 Wax Butter, full count 20 Wax Butter, rolls ..... 19 YEAST CAKE Magic, 3 dog. ...5....; 115 Sunlight, 3 doz. ...... 1 00 Sunlight, 14% doz, .... 50 Yeast Foam, 3 doz. 1 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. 58 AXLE GREASE He Wy 1 Ib. boxes, per gross 9 00 3 Tb, boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 4%%b. cans 1 35 § oz. cans 1 90 tb. cans 2 50 %Ib. cans 3 75 lIb. cans 4 80 tb. cans 13 00 sib. cans 21 50 CIGARS Johnson Cigar Co.’s Brand eth re f ‘ tunity. re You In Earnes about wanting to lay your business propositions before the retail mer- chants of Michigan, Ohio and Indiana? If you really are, here is your oppor- The ‘ Michigan Tradesman devotes all its timeand efforts to cater- ing to the wants of that class. It doesn’t go everywhere, because there are not merchants at every crossroads. It has a bona fide paid circulation—has just what it claims, and claims just what it has. medium for the general advertiser. Sample and rates on request. Grand Rapids, Michigan It is a good advertising v1 oe Ff ary —— mag or nape als paneer wo , ioy orypeces roncgee ( I To June 12, 1912 one : no na 1 | Racere nee D OL On OLELOLORS MICHIGAN TRADESMAN Tee erm Groner No charge less than 25 cents. eee 47 BUSINESS-WANTS DEPARTMENT ( cements inserted under this head for two cents a word the first insertion and one cent a word for cach Cash must accompany all orders BUSINESS CHANCES. _ For Sale—One of the best drug stores in smail town in Michigan. Expenses tow. Young man, here's your good op- portunity. Address No, 204, care Trades- man. ° 204 For Sale—Shoe and dry goods stock, country town. Address Shoes, care Tradesman. 203 Have good home in Colorado to ex- change for stock of merchandise. Please give full information in first letter. Ad- dress Lock Box L, Seibert, Colo. 199 Agents—Wonderful opportunity; act quick; sell ‘““Ambrew’”’ concentrated beer extracts; makes real genuine beer, right at home, by adding water; saves 100 per- cent. brewers’ price; not near beer; not substitute but real lager beer; no liquor license required; small package, carry week’s supply, deliver as you sell. “Am- brew” is the concentrated ingredients of real lager beer; same material used by all brewers for brewing best. beer. Big seller. Enormous demand. Large prof- its; just send postal. We'll show you how to make money quick. American Products Co., Dept. 2818, Cincinnati, Ohio 198 Butter and cheese manufacturing ma- chinery and building for sale Box 39, Webberville, Mich 196 For Sale—Old_ established, exclusive cloak, suit and ladies’ furnishing goods store Best home in Southern Oregon, 6,000 population. Good location, low lease, clean stock, best reason for sell- ing. Address R. A. Minkler, Ashland, Ore. : 194 For Sale—Store building in good in- land town, with good prospects of new’ railroad. ‘Will trade for small farm. Write for details. §. R. Hunt, Traverse City, Mich. 193 For Sale—Clean stock dry goods, Good location, fruit belt. Inventory about $6,000. Cheap. Easy terms. Exchange for free income real estate. Address No. 202, care Tradesman. 202 Can command $3,000 cash which IL want to invest in a general store carry- ing dry goods, shoes, groceries, ete. City must be over 5,000 people 1910 census and growing. Last ten years have been general manager of- department store, selling quarter of million. State amount of stock, size of room, rent, last year’s sales, location of building, reason for selling and terms. P. O. Box 402, Lin- ton, Ind. 192 Wanted—A good clean stock of general goods in some small town. par- ticulars in first letter. Address Geo. A. Leonard, Belding, Mich. 191 For Sale—Best racket store in South- western Michigan. Will invoice about $10,000. Best location in city Doing good business. Do not reply unless you mean business and do not expect to get it at bankrupt price. Address X, care Michigan Tradesman. 201 For Sale or Rent—The only exclusive shoe _ store building with fixtures, at Reading, Michigan. For particulars write J. E. Kraai, Muskegon, Mich. 189 For Sale—Up-to-date second-hand soda fountain, fixtures and supplies. Eight foot solid oak back-bar and 12 ft. counter. Complete, $225. F. R. Skinner, St. Charles, Mich. 188 Pierre, S. D., offers good opening for a first-class grocery store and for a first- class tailor, for furniture dealer and for another doctor. For information write to Box.36, Pierre, S. D. 183 Natural Cotton Bolls for decorations and souvenirs. Are great sales attrac- tions. Wrapped in tissue paper, 500 for $9; 1,000, $18. Dozen postpaid, 50c; half dozen, 25¢c; two for 10c. Also whole stalks. Illustrated booklet free. James H. Turner, The Cotton Boll Man, Carroll- ton, Ga. 185 For Sale—Or will exchange for clear income bearing real estate, a good clean stock of hardware in small town within 100 miles of Chicago. Everything new and up-to-date and will invoice around $2,000. Address Frank Graves, ee Th, Wanted—A most modern and up-to- date product that is sold to all confec- tionery stores, retail druggists, etc., which pays 20 per cent. commission to live specalty men. We want one dozen men in Michigan, Northern Ohio and Northern Indiana. you are a good specialty man calling on this trade, send in your application with references. Small pocket sample. Grab this before itis too late. Address Albion oa ‘forks, Albion, Michigan. For Sale—Larch and Catalpa_ timber, 15 or 20 acres. One foot in diameter ag smaller. B. H. Durham, Deere For Sale—Drug store, invoice $2,500. New Iceless fountain. Good business. $500 down, balance easy. Address G. L., care Michigan Tradesman. 186 For Sale—At invoice, $1,200 stock of hardware and groceries in country on railroad. Doing fine. business. Wish to sell at once. Address No. 172, care Tradesman. 172 Bargains in soda fountain and metal goods. Andrews new wire chairs, $1.18, 30 inch tables, $2.85, 24 inch tables, $2.65, 24 inch stools, $1, 26 inch stools, $1.10. Michigan Store & Office Fixtures Co., 929-931 Ottawa Ave., Grand Rapids, ert Auction Sale—Stocks of merchandise turned into cash anywhere in the United States and Canada by the Auction Meth- od. Best service guaranteed. For dates and information, address Henry Noring, Auctioneer, Speaks English and German. Cazenovia, Wis. 112, For Sale—One of the finest equipped grocery and meat markets in a city of 12,000 inhabitants, located in Central Michigan in an excellent farming com- munity. Good location and a good trade. A bargain if sold at once. Good reasons for selling. Address X, care Tradesman. Popcorn Crispettes—Stop here. Write me a letter for the story of my success with popcorn crispettes. It’s a great reading. The great big pictures illustrat- ing my story are interesting. No matter what you are planning or what adver- tisements you’ve answered, get my story anyhow. Unless you can make better than $500 a month, you’ll be mighty glad you sent for it. H. W. Eakins made $1,500 first month in Louisiana on my proposition. The crispette business is a great thing—a wonderful moneymaker. Now is the best time to start. I tell you how—show you how to get in right. Write me now—just a line. You’ll never regret it. Address me personally. W. Z. Long, 67 High St., Springfield, Ohio. - 138 Auctioneers—We have been closing out merchandise stocks for years all over this country. If you wish to reduce or close out, write for a date to men who know how. Address Ferry & Caukin, 440 South Dearborn St., Chicago, Ill. 134 I pay cash for stocks or Part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis, 92 For Sale—Income business property lo- cated on main street in Cadillac, Michi- gan. 75 foot front, paved, with furniture and storage business if desired. Reason for selling, old age. Terms, cash. For particulars write owner. L. B. 104, Cad- illac, Michigan. 60 Creamery For Sale—Located in good farming country, 20 miles from any other creamery. Equipped with latest machin- ery and _in good conditon. Address Belt Valley Creamery, Belt, Mont, 41 Cash for your business or real estate. I bring buyer and seller together. No matter where located if you want to buy, sell or exchange any kind of business or property anywhere at any price, address Frank P. Cleveland, Real Estate Expert, 1261 Adams Express Building, Chicago, Illinois. o8f For Sale—One of the freshest stocks of groceries in Michigan and located in the best town in the State. For further particulars address Lock Box 2043, Nash- ville, Mich. 976 Will pay cash for stock of shoes and rubbers. Address M. J. O., care Trades- man. 221 Safes Opened—wW. L. Slocum, safe ex- pert and locksmith. 66 Ottawa street, Grand Rapids, Mich. 104 Merchandise sale conductors. A, E. Greene Co., 414 Moffat Bldg., Detroit. Ad- vertising furnished free. Write for date, terms, etc. 549 HELP WANTED. Wanted—An_ experienced dry goods and an experienced grocery clerk for three months in a resort town. Reply with references, experience and wages expected. Address No. 200, care Trades- man: 2 200 Wanted—Registered pharmacist, must furnish recommends Address No 195, care Tradesman 195 Wanted—Experienced dry goods trav- eling salesman, with established trade in Michigan. W. H, Schoenau & Co., Buffalo, N. Y. 197 Wanted—Clerk for, general store, Must be sober and industrious and have som’ previous “€xperience. References require¢ Address Store, care Tradesman. 242 oti See ARSON aca 2 Uy yea RADESMAN COMPANY, ENVELOPES, COUNTER BILLS. ; ———— ote oe lok w. B. CONNER yh Js ¥ {GOODS §NOTIONS = MAL) 0 GENERAL MERCHANDISE+ BOOTS AND SHOES oe eA £8” tt, casi ay SHILOH. Mic a Mavah 5 a, Cer ae a S oe 1912 MICHIGAN TRADESMAN June rR, 1912 CAN HE COME BACK? How One Man Answered This Im- portant Question. Written for the Tradesman. “Can he come back?” Bolton tipped his chair against the wall and asked the question of a sales- man who was recommending credit to a man who had made one failure and was asking for a chance to try again. “Of course he can,” replied Wight. “He'll come back so fast you’ll hear him buzzing like a bee.” “Why did he fail?” asked Bolton. “Because he didn’t know how,” was the reply. “He went against a busi- ness he didn’t understand.” “Does he understand now?” “Yes, I think he does; he’s had his lesson.” “He was in the grocery business?” “Yes, until his money was gone,” replied Wight, with a grin. “He made a hit with his patrons, too.” “Good trade!” “Fine.” “Then why did he fail?” “Because he couldn’t buy goods or pay bills with the overdue accounts on his books. He trusted.” “And now he wants credit to the amount of $1,000, and promises to keep his hands on the goods untii he gets the money?” “Yes; that’s it, all right.” Credit men have many such propo- sitions put up to them. Bolton had had three of the sort put up to him since morning. The three had been turned down with dull, sickening thuds. Now he wrinkled his brows and pondered. He liked Wight, and wanted to do him a favor, but this man Fulkerson was an unknown prop- osition so far as he was concerned. Fulkerson had failed once! “How much money has Fulkerson?” he finally asked. “One thousand.” “And the store rent paid?” “Of course, and a lease for a year. That lease is worth something. It rep- resents the best location in Har- vard.” “So he’s going into business any way, whether he gets a large stock or not?” “Yes; he’s burned his bridges.” “He'll pay a thousand in cash?” “Of course.” “Well, it is a risk, but you may take the orders down to the shipping de- partment. But, look here, Wight, I’m doing this on your recommendation, understand?” “Oh, Fulkerson is all right.” The goods were shipped, but Bol- ton didn’t feel easy in his mind about the transaction. The day following the shipment of the goods he had heard a story reflecting on Fulker- son’s honesty. Then came a yarn that the other wholesale houses had all turned him down. Fulkerson sure was getting a lot of blows in the back, and it seemed that Bolton heard the thud of every one of them. After brooding over the matter for a couple of days he called Wheeler in and laid the case before him. Wheeler was collector and detective combined. He was sent out on all the hard cases, and his judgment was always accepted as the right dope. “Now,” Bolton finished, “I want you to go out to Harvard and see what sort of a man this Fulkerson is. Take him to pieces and put him together again, and come back and tell me what he’s made of. Wight says he is all right, but he’s getting a lot of knock- ing. Go to it.” So Wheeler went and got some cards printed proclaiming his connec- tion with the firm of “Swan & Robin, Wholesale Grocers, Detroit, Mich., U. S. A.” There wasn’t any such firm, of course, but Wheeler thought it bet- ter to work with a dummy than to lie about his business. Perhaps you have observed that collectors, detectives and confidential men generally never lie—when there is nothing to be gained by it. Some of them never lie at all, but it-is believ- ed that the average of their imagina- tion is fairly good. So Wheeler went out with-his dummy card and present- ed it to Fulkerson the next day. “Nothing doing!” said Fulkerson. “Well,” said Wheeler, in assumed anger, “I presume you'll let me give you rates on our specials?” “Nix,” busy.” “But I just want to say that—” Fulkerson arose from his chair, stuck his thumbs in the armholes of his vest, nodded toward a box of ci- gars on the desk, and smiled engag- ingly, “You're all right,” he said, “and you mustn’t take offense at what I’m go- ing to say. Your firm is probably all right, also, although I’ve never Heard of it,” “Why, my firm,” Wheeler began, but Fulkerson stopped him by holding a lighted match under his noce as an invitation for him to light his cigar. “Sure—your firm! That’s as far as you get! Look here, chummie! Wara & Ward, through Bolton, credit man, and Wight, salesman, stocked up this store for me when I couldn't get trusted for a pound of sugar at any other place. If you should come in here and offer to cut their prices in two in the middle, I wouldn’t buy a box of matches of you. Now you un derstand. The people I have mention- ed gave me a start after I had made a rotten bad failure. They get my coin as long as I’m ‘in the grocery business, and Wight gets my orders. Is that all right?” “Oh,” Wheeler said, trying hard to frown at this exhibition of loyalty, “I never knew that you had made a bad failure. Probably our credit man wouldn’t have let you through any- way. He says that not one in a hun- dred ever comes back.” “T’ll tell you what that credit man of yours wants to get—or needs to get —as an addition to his mental ma- chinery. He wants, or needs, a ma- chine he can clap up against the bean of a man who has failed, a machine that will tell him whether the failure had sucked all the nerve, all the am- bition, all the get-up-and-getativeness out of the man. “A thousand circumstances or hos- said Fulkerson. “I an tile conditions may contribute to a failure, but they count only in an ed- ucational way so long as the man him- self keeps right on going. It is the man, the Man, always the MAN that counts.” Wheeler was beginning to have a pretty ‘good impression regarding Fulkerson. He was loyal, and he re- tained his mental poise in spite of failure. Still, he thought he would press him a little farther: “What you say may all be true,” he said, “yet the fact remains that every failure believes he can get to the front again, while only about one in a hun- dred ever does. You may be the hun- dredth one, of course!” he added with a sneer for which he promised him- self to apologize when the right time came. “Tl never know about that until I try,” Fulkerson laughed. “I’m not reading of the failures, or listening to their batting averages. I’m interested. in the men who win in the face of heavy odds, I’m interested in the men who never know when they are whip- ped. The men who used all the good in their lessons of defeat to capitalize future efforts. “You’ve heard’ of Senator LaFol- lette, of Wisconsin. He is making something of a noise in politics just about now. If he hadn’t been a stayer he would be practicing law in some blind-siding town now. One year, when he was new at the game, he promised a friend the delegation of his county at a state convention. At midnight nearly half the precincts had chosen anti-LaFollette delegates, and the future Senator and his friends me to talk the thing over. “Every last one of the future Sena- tor’s crowd wailed over defeat and proposed going into retirement for a few days, until their friends got tired of laughing at them. But the future Senator expressed his intention of keeping up the apparently hopeless fight. ‘I'll carry those precincts to- morrow night,’ he said, ‘if I have te crawl to every one of them on my hands and knees.’ History says that he delivered the county delegation to his chief, all in good working order. “Now, I’m no LaFollette. I’m a grocer who failed last year. I am not carrying counties. I’m selling provi- sions, and selling them for cash, at that. I’m going to keep the brightest, lightest, cleanest store in town. I’m going to advertise whenever I’ve got something to say interesting to close buyers. I’m going to keep my word with customers, for there are too many merchants ready to take the money of the people for me to scare them away from this store by offering what I haven’t got or cheating in price or quality. “In other words, chummie, I’m com- ing back. Ward & Ward get my trade and Wight gets my orders. If my trade should reach a million a year, Ward & Ward would get it all, for they put me on my feet again.” “Will he come back?” asked Bolton when Wheeler went in to report. “He’s back now,” was the reply. “Give him all the credit he wants. He is loyal, honest, truthful, ambitious supervision. and believes in advertising. He’s back right now!” It looks simple, this recipe for “Coming Back.” Energy, loyalty, hon- esty, publicity. Mix well and take often! Alfred B. Tozer, ——————--o The Vital Question in Michigan To- day. Written for the Tradesman. Perhaps the most important issue to be considered at the Novembe- election in Michigan is not the ques tion as to who shall be President or the United States, but “Are the men of this State going to enfranchise their mothers, wives and sisters?” To some of us who have all out lives believed that women as. well a3 men are citizens; that we are as vi- tally interested in every move that in any way affects the welfare of our country, and that we are more affect- ed by laws that relate to labor or marriage; to argue that we should have a voice in making the laws 33 trying to demonstrate an axiom. In a Government that is supposed to be of, for and by the people, to. delib- erately leave out half—and an intell:- gent half at that—from its councils is an absurdity on the face of it, and, to quote a high school girl, “It seems like a relic of barbarism to think that women can not vote just the same as men,” When our revered forefathers plan- ned the form of Government undex which, with various amendments, we now live the words “people” ana “person” were used. The word “male” does not appear in any of its provi- sions, until section 2 of Article XIV\, which was ratified by the State in 1868. In 1870 another article was adopted which said: “The right of citizens of the United States to vote shall not be denied or abridged by the United States or any state on ac count of race, color or previous con- dition of servitude.” What is a citizen? ing in the definition of the word which considers sex. The fact that six states have already admitted that women are citizens, with the same rights and privileges as men, and the Constitution is still intact, proves that its makers were possibly more far- seeing than some of the male electors of to-day. A hundred years ago it was not so necessary that women should exercise the right of voting. Housekeeping and the care of chil- dren, which are her special duties and privileges, were directly under hea Now that there is not a department of the home that is not involved with outside interests— interests often inimical to the wel- fare of the home—it is vitally impor- ‘ant that she be permitted the tool by which she may continue to “mind her own business.” Alda L. T. Blake. —_2+>__ Success may be thrust, like great- ness, upon some men, but, as a rule, they don’t know what to do with it. BUSINESS CHANCES. JULY CLEARING SALES—Merchants planning on a big July clearing sale should engage expert sale conductors. How a sale is run makes all the differ- ence in the world in results. Contract now with men who know how. A. E. Greene, 135 Grand River Ave., Detroit, Michigan. 3 205 There is noth- } Rh De ogee Sa Mase saree a . The Only Time _ One Needs a Safe : Is the Morning After the Fire We had a safe in the recent conflagration at the H irth stone yard in Grand Rapids. Read what Mr. Hirth says regard- ‘ing the manner in which the safe went through the fire: FRED. H. HIRTH SUCCESSOR TO a. wiRTH & son Contractor and Dealer in CUT STONE, GRANITE AND MARBLE FOR BUILDING PURPOSES Akt CONTRACTS AND AGREEMENTS ‘% ARE CONTINGENT UPON 9 STRINGS. ACCIDEN' AND OTHER OELAYS BEYOND ga iin Codteoe, mee Ci eats oe Grand Rapids.Mich.,April 26. 1912. Grané@ Rapids Safe Co., City. Gentlemen: Having had a hot fire, burning four hours before being discovered, it was @ satisfaction to find in the Herring-Hall-Marvin safe. bought of you, the books ana papers uninjured. I would not hesitate a moment 1f I was in the market for another safe, to purchase one of you. 1 write this to let you kmow that 1 aw pleased with the Bafe. Yours truly, Pred H.Airth If you had a Herring-Hall- Marvin safe in your place of business, you could sleep nights. C2 “Grand Rapids Safe Co. Tradesman Building _ Grand Rapids, Mich. Michigan, Ohio and Indiana Merchants have Money to pay for what they want. They have customers with as great a purchasing power per capita as any other state. Are you getting all the business you want? The Tradesman can “put: you next” to more possible buyers than- any other medium pub- lished. The dealers of Michigan, {In- diana and Ohio HAVE the MONEY and they are willing to spend it. If you want it, put your adver- tisement in the Tradesman and tell your story. If it is a good one and your goods have merit, our subscrib- ers are ready to buy. We cannot sell your goods, but we can introduce you to our people, then it is up to you. We can help you. Use the Tradesman, and -use it right, and you can't fall down on results. Give us a chance. TRADESMAN COMPANY GRAND RAPIDS, MICHIGAN Dollars Cents KE 61,000 Miles of Receipts Issued in 1911 by Receipt-printing National Cash Registers If placed end to end they would reach two and A one-fourth times around the world. i It prints on both sides of a Receipt, cuts it off and issues it This Receipt is wrapped in the package with the goods These receipts are protecting and increasing the Number of 014 MAYIS5 C profits of merchants in every part of the world. They are used in the store farthest North, the store farthest : South; even on ships and dining cars. | Date of sale *Indicates a cash sale | app K a | 00 Keep your eye They are protecting clerks against temptation, : on this space. children and servants against suspicion, and customers Amount of sale This same amount z . % 2 a slo rine Wa will aden pits cp ara and loss of time. They do ; the sales-strip in- 3 so mucn an . é side the register W. S. JOHNSON tise new goods : anu added to the 416 Fourth Ave. and special sales They are used in over 212 different lines of other sales on the adding wheels 1 : ; . from time to pense j Keep This Receipt time Write today for our booklet, ‘‘Get a Receipt.” i . It is your Protection . 5 WATCH FOR Investigation will cost you nothing ANNOUNCEMENT over) The National Cash Register Company Front of Receipt Back of Receipt Dayton, Ohio a | a ij; Hi ey