s cecum cS ON en Oe ov es D) ZZ y ery \ (C LN) NS ney EN ¢ SP re PSE 0 RAE IWEie | Cees EINE Be DW/(a ¥ WA \( (PON OS CS A OE SIRE ae) (ip eer s FSW aE on max ANG NaN Be WLS. E <@ PUBLISHED WEEKLY % 7 # TRADESMAN COMPANY, PUBLISHERSR<—>- eS P eS J OTF £29) P C7 SII ee MEE SLNORI ON ABS NSO Twenty-Ninth Year GRAND RAPIDS, WEDNESDAY, JUNE 19, 1912 Number 1500 Che Smoking Rabit OOKED at with a critical eye, the habit of smoking appears in every way worthy of its origin. No renowned thinker made this discovery. No searcher into the mysteries of Nature for the benefit of his fellow-men is hailed to-day as the genius to whom we owe the invention of tobacco-smoking. The savages have all the credit, and fitly so. For who but a savage could deliberately proceed to ignite a little bundle of dried herbs for the sake of sucking the smoke into his mouth and puffing it out again? Surely no one but a being hopelessly igno- rant of the purpose served by the human mouth and the human breathing apparatus would employ them is such a way. The savage mind is not given to careful reflec- tion, and so the same unthinking mood that leads some barbarians to knock out their front teéth, some to distend enormously the lobes of their ears, and others to flatten the foreheads of their children, leads others to an unintelligent persistence in the habit of smoking. Bartlett. Pain Urges to Labor N no time was man’s life what he calls a happy one; in no time can it be so. A perpetual dream there has been of Paradises, and some luxurious Lubberland, where the brooks should run wine, and the trees bend with ready-baked viands; but it was a dream merely, an impossible dream. Suffering, contradiction, error, have their quiet perennial, and even indispensable, abode in this earth. Is not labor the inheritance of man? And what labor for the present is joyous, and not grievous? Labor, effort, is the very interruption of that ease, which man foolishly enough fancies to be his happiness; and yet without labor there were no ease, no rest, so much as conceivable. Thus Evil, what we call Evil, must ever exist while man exists; Evil, in the widest sense we can give it, is precisely the dark, disordered material out of which man’s Freewill has to create an edifice of order and Good. Ever must Pain urge us to Labor; and only in free effort can any blessedness be imagined for us. Carlyle. _ COFFY TOFFY, KOKAYS, FUDGES, (10 kinds), LADY LIPS, . Loe oe - BONNIE BUTTER BITES. Worprn GRocER COMPANY ‘They won't get soft or sticky. Sell all the time. ~ 3 : SE | ge Ooo ff | Ask us for samples or tell our salesman to show them to you. 7 The Prompt Shippers ; We make a specialty of this class of goods for Summer trade. | : Putnam Factory, Nat. Candy Co., Inc. _ Grand Rapids, Mich. Distributors of J. Hungerford Smith's Soda Fountain Fruits and Syrups, Hires Syrup. Coco Cola and Lowney’s Fountain Cocoa. e NNMYNeaem aoa NPN wn | WISE SS “Where does the best coffee | GROCERS l _come from?” _ SUPPLY It comes from a red carton - 66 eo 7. bearing the words ef “QUAKER” * ||| "=" | BRAND Judson Grocer Co. ££ gf WORDEN Grand Rapids, Mich. __ " ~ GROCER ae oe - CO. — os. GRAND RAPIDS ||| Boston Breakfast Blend | “ : the Twenty-Ninth Year SPECIAL FEATURES, Bankruptcy Matter. 3. Jealousy and Suspicion. 4. News of the Business World. 5. Grocery and Produce Market. 6. Financial, 8. Editorial. j 10. Stoves and Hardware. 12. Butter, Eggs and Provisions. 14. Dry Goods. 16. Shoes. 18. Business Getting. 20. Woman’s World. 21. Engraving and Printing. 22. Behind the Counter. 23. Handling Customers. 24. The Commercial Traveler, 26. Drugs. 27. Drug Price Current. 28. Grocery Price Current, 30. Speciai Price Current. BE BOYS TOGETHER. “I’ve picked out occupations for two sons, making dire mistakes in both instances, while my third son, who went his way early in life ana developed—I don’t just exactly know how—has made a brilliant success,” said a man of wealth who lives in Boston and whose ancestors were born and lived there all their lives. In all likelihood there are thou- sands of fathers all over the United States who might make similar con fessions. There is not anything especially strange -about the process, for. the reason that among the most evasive, disconcerting and elusive achieve. ments for a father to compass is-the formation of an accurate and correct opinion as to a son’s bent and, if he had one, his temperament. Another powerful factor in the working out of the problem is the deplorable truth that the lessons a parent learns in his youth and early manhood are not, as a rule, of any value to that parent’s son.. The aver- age parent may point out the oppor- tunities and the ways to get every advantage out of them until he is out ci breath, without making a very im- portant impression, one way or the other. So, also, he must peddle out the awful consequences of indulgence in the various shortcomings and vic- es of humanity and with equally un- certain results. The average youngster of to-day “wants to know, you know,” but he insists upon learning in his own way and quotes at the father: “The Good Book, you know, says that ‘Every mau. must work out his own salvation.’ ” Of course, there are exceptions, but in nearly every such case the candi- date would have made his success or failure, as the case happened, if his father had not advised him; so that, after all, there are plenty of pessi- mistic fathers who have endorsed the idea that fathers are of no practical value to adult sons. ‘ The father’s best: opportunity for promoting the welfare of his son em- bodies the childhood of that son, and students of the problem declare, unanimously, that the most effective ' School GRAND RAPIDS, WEDNESDAY, JUNE 19, 1912 method for accomplishing such a de- sirable result is by developing and maintaining an intimate, enthusiastic companionship with such a ¢hild. Let it be a sport loving, athletic, spontaneous and continuous compan- ionship, as nearly boylike as it is possible for an adult to demonstrate, but at the same time shape the de- tails, as a clear-headed, kind-hearted father can shape them without seem: ing to do so, so that coincidentally they will develop discipline both mental and physical and will make plain the cardinal principles which build up the moral sense and shape the character. Unfortunate though it be, it is an undeniable fact that the average fa- ther has inadequate control of his Own temper when the question of his authority over his own son arises. Another parental weakness—where the parent is not on intimate terms of companionship with his son—is failure to realize that conditions, methods and estimates are continual- ly changing and for the better. routines to-day and those twenty-five years ago are widely dif- ferent; text books and methods of teaching have undergone the same sort of revolution and even games and social practices, then and now, ate widely apart. The conditions as they are to-day are what confront the boy of to-day. There is not a successful merchant, manufacturer, member of a profes- sion or competent, faithful artisaa, who thinks of adhering—in his own sphere of human endeavor—strictly to the rules and methods which wen brevailing in the respective callings twenty-five years ago. The success- ful ones are those who have “kept up with the procession.” Why not give the boy an equally fair opportunity? Failing to do this and substituting the theories. and practices of vour boyhood time, if you do not succeed in gaining the confidence and unfet- ‘ered companionship of your 6, 10 or 46 year old boy there is no one at fault except yourself. ss aUSRSIRNsnenereenee ne Individuality is what counts. It makes a boy angry to call him a “copy-cat.” A man should be as quick to resent such an accusation, or to deserve the epithet. EE Some men are born into the world to be great merchants, some to be great doctors, some to be great me- chanics—some, it is not explained why they were born. The chain is not stronger than its weakest link. You may have a pow- erful intellect, but your body is need- ed to carry out its plans. Take care of your health. « CONFIDENCE WINS. A gypsy fortune teller in confiden- tial mood, while admitting her taci in finding out what people want to know and then assuring them that their wishes are to be realized, claims honestly to have helped the financiers who come to her in by no means meager numbers through the very fact that she bolsters up their courage, pushes them ahead and gives them the faith which enables them to make their ventures successful. Faith in self is second in impor- tance to faith in God. In fact, it may be said that from some points of view it is equally great. Our faith in the Higher Power may or may not call forth the utmost exertion on our own part. But faith in self not only spurs on to action, but to cur best work. Half-heartedness is not depended upon when we feel that we can and must succeed. The race- horse which makes the best record is urged on to the goal and not given a word, look or touch which would indicate a possible defeat. There is no surer way to lose in any project than to lose faith. The ‘gold digger accomplishes less aftet he has become discouraged, even though he may still mechanically Plod away; but let him once catch a glimpse of the shining metal and he is all energy. His strokes are firm- er and well directed. The goal is in sight and the aimless toil near the end. The new clerk who makes on- good sale will work twice as well as when it was all uncertainty. He is conscious of his ability. He will in- crease it through service. Growth in confidence comes with its healthy — exercise. Every point gained is an added step in the struc- ture. Every good investment enables one to grasp the situation more fully and to have the courage to take hold of bigger undertakings. Loss of it causes the muscles to relax, the nerve to become weak and the points gained to be lost. And in this strengthening of confidence even the old gypsy may claim her part among her clients. THE EVEN TURN. In any delicately adjusted machin- ery it is quite an essential that the movement be uniform. The cream separator which is revolved at vary- ing rates of speed is comparatively short lived. It is keyed up to a cer- tain number of revolutions per min- ute. If run slower the separation is incomplete, and if urged at a ma- terially faster speed it means dange. both to machine and operator. Nor can there be a variation from one minute to another without harm. It is the steady pull devoid of jerks which counts. Number 1500 Any self-running machine well il- lustrates the point. Just imagine the ‘result if a watch should take a no- tion to make double time one min- ute and retard an equal amount in the next. Not only would its value as a time-keeper be destroyed but the spring, subjected for even a brief time to the uneven strain, would soon give way. The wheels, which should keep an even poise, would become dizzy and the entire mechanism would suffer through the process. Yet the human mechanism is more delicate than that of the most exqui- site workmanship. Its manipulation should be strictly in accordance with common sense rules. Regular work, recreation and rest are the essentials to perfect results. In this mad rush and hurry we too often forget thar the crank can not be turned by jerks and still preserve the machinery in- tact. We rush here and there. A screw comes loose and we do not Stop to tighten it until ready to quit ior the day. The machine still goes and a bit more of abuse is given in another direction. Crowding a little seemingly does no special harm. Yet the strain is felt. Going by jerks wears out the nerve fibres. By and bye there will be a break-down, be- cause the revolutions have been un- even. We wonder why the machine wears out in half its wonted time, yet reason tells us the cause if we but stop to listen. ceases ace a The courageous spirit which char- acterizes Cassius L. Glasgow was never more strikingly represented than in his address at the Merchants Week banquet in this city last Thurs- day evening. Although it was not a politic thing for him to do, he stated very plainly that if it is true that the bonds and stocks of the Michigan railroads represent actual value ana if the present basis of compensation does not afford the common carriers of the State sufficient earning capaci- ty, it is up to the merchants of Mich1- gan to submit to an increase in rate that will enable the companies to earn a reasonable return -for the bondholders and stockholders. Mr. Glasgow evidently put this out as a feeler in the thought that he would enlarge upon the subject later. No better opportunity was ever given a man to sound the sentiment of a rep- resentative and responsive audience. In the world as in business, you get what you pay for. He who gives friendship gets friendship. He who is false is most often deceived. Self-control is the evidence of a man’s power. The fretter, the hot- tempered and the disagreeable are the weak ones of life. ss shaidbihidesaidaimesiidiiaiadl . BANKRUPTCY MATTERS. Proceedings in Western District of Michigan. June 12—In the matter of the Far- go Shoe Manuia Gare Co., bank- rupt, of Belding the trustee. Henry : Ler cent. declared and to general In geile matter of the Mercantile Co., bankrupt, of creditors. filed w m aa w wp * j= | (a oat i o vo p rr O , 2 ow Ss o mo °' 1 ow vy fo = © Re 5 GQ © wh iw o Hs w oo $10,963.47 The following liabilities, none of which are preferred or secured, are scheduled: Armour & Co.. Burnham, Brown & Se Butler _Brothers, Corl BO Kalven, Ste Total (estimated value} & Franklin Me -Veagh, Moore. Plow & Imp! PIER ce a Vinkemulder Co., “Grand Rapids ciated Mfg. Co, Waterloo ...... Farwell & Co. Chicago ...... Foster, Stevens & C Grand Rapids Simmons Brothers, § E. J. Brash & Son, D. S. Zemon &€ Coa. ait Musselman Grocer Co.. Grand “Rar is G. BR. Stationers Ca.. Grand Rapids Bull Sons & Co. Detroit .......... Gedfrey Sons, Milwaukee ee Great Western Oi] Co.. Grand “Re Hineman & Co.. Milwaukee ’ John Deery Plow Co.. Minneapolis Palmer & Hardin. Louisville ....._. Cribben Sexton & Co., Chicago .._... Hand Knit Hosiery = Cheboygan = Hamburger & (o.. Detroit ......... 279.00 R. P. Smith & Co., 205.80 Jackson Corset Co.. 23.80 32.00 coe sage 158.79 . ‘ i Rapids 140.55 J. H. Rice & ‘Friedman Co., Milwaukee 376.13 Alma Grain & Lamber Co.. Alma 23.00 Grand Rapids ... 215.84 i o.. Grand Rapids 25.83 ¥ Med. Co. St. Louis 10.t% ee Robinson & Co.. Lansing -_. 21.27 Tradesman Compeny. Grand Rapids TA Murphy Chair Co., De t 120.36 J. Cornell & Sons. Cadillac _.._.... 52.70 Peninsular Stove Co.. Detroit _...... 43.88 Mishawake Woolen Mfg. Co.. Mishawske 100.05 Standard Gil Co.. Grand Rapids ou 46.55 Consolidated Coal Co.. Saginaw .._. 76.75 August Sterens, Owosso ............ 16.50 National Grocer Co. Cadilise ....... 19.51 Reid-Murdock & Co.. Chicago _...... 197.21 Judsen Grocer Co.. Grand Rapids 32.80 F. Wilder & Co, Cleveland ......... 186.60 H. Watson & Co.. Saginaw ........ 64.34 Saginaw Beef Co.. Saginaw ........ 68.74 Messick Sen, Mesick =... 12.00 RB. D. Frederick, Sherman ........__. 8.0 F. C. Larsen & Co.. Manistee _...__. 148.29 Whimey, Taylor & Co. Mt Pleasant 32.65 Belknap Wagon Co., Grand Rapids 87.06 Mew & 46. Selede 62.2 44. Clarence Bridgham & Co.. Buckley .. 46.88 W. L. Sturtevant, Sherman _.___.. - me H. B. Sturtevant, Owosso ........._. 4,262.50 Patrick Noud. Manistee ............. 11,687.44 D. E. Mcintyre. Cadillac ........... 52.5 H. B. Sturtevant, Owesso*.......... 5,000.00 “$21,538.20 June 17—In the matter of James W. Burns, bankrupt, of Hubbardston, MICHIGAN TRADESMAN special meeting to con- krupt’s offer of composi- ison at 20 per cent. was held. A very j Majority of — having such of- eed that the mat- ed to the Court with the r ee, eo i = the : ecommendation that the composi- a Z 2 ai mt ef oo rail or iy) ‘3 oF fea a) mo 4 “Sir.” said the fat man as i mop- his perspiring brow, “this is go- img to be one of the greatest campaigns a in the history of America.” ‘I believe you,” replied the little man addressed. although he didn’t mop. “From Maine to California every- body will be imterested.” “They will, sir.” “It will be a struggle of giants.” “Right you are.” . “There will be muck-raking and re- crimination.” “Plenty of it” “Brother — st brother.” “Alas. yes.” “Blood will be split” “Tt will” “Even war may come” “Yes. even that” sir—but, sir.” continued the “right and justice must and the right man be elected.” ecies 4 - ok sir! I run for alderman of the — ee The French Kid Industry. The raising of kids for their skins an important industry among the French mountaineers, says Harpers Weekly. Softness, delicacy of tex- ture, and freedom from blemish are principal factors in the value ci kid skins and to secure these essentials great pains are taken. As soon as the young animal le to eat grass the value ot its skin declines, for with a grass diet the kid’s skin immediately be-umes coarser and harder in texture and its chief merit thus vanishes. It is, therefore, kept closely penned, no- cnly to prevent it from eating grass, but also to protect its valuable skin against accidental injuries that might “mpair its marketability. When the kids have attained a ce1- iain age, at which the skins are in the best condition for the use cf the glover, they are killed and the hides are solid to dealers. There is only one thing worth fighting ior, talking for or writing for—and that is freedom. “eee iw There may be “something just as good” for most things but there is no substitue for truth. 2. —____ One lawyer in a town would starve, but with two lawyers there is busi- ness enough for both. —— > ee Not one of our senses that, in its healthy state, is not an avenue to enjoyment. ———= >. Opportunity never pauses long be- fore a closed door. NEW YORK MARKET, Special Features of the Grocery and Produce Trade. Special Correspondence. New York, June 17—Spot coffee is well sustained, but individual sales are usually of very small lots. Some dealers look for a better outlet with- in a short time and just as many seem to think there will be a contin- tation of conditions at present pre vailing, so you “pays your money and takes your choice.” At the close Rio No. 7 is worth, in an invoice way, 144%4@14%c and Santos 16@16'%c. Mild coffees fetch full rates and good Cucuta is quoted at 16@16%c. In store and afloat there are 2,100,568 bags of Brazilian coffee, against 2,338,522 bags at the same time last year. Teas are steady and without no- ‘ceable change. Maybe that some concession might be made by sell- ers if the quantity involved were worth while. Advices from abroad are firm. Rice is quiet and practically un- changed from last report. Supplies are moderate, but there seems to be enough to meet current requirements. Prime to choice domestic, 534@5c. Granulated sugar is worth 5.10c end the demand during the week has been remarkably quiet. It will occa- sion no surprise if this lack of de- mand does not result in a 5c basis. A big crop is looked for in Cuba— 1,850,000 tons—and this is bound to have an effect. In spices, cassia, cloves and pepper have attracted most attention, but enly a midsummer demand exists. While quotations show no change, it may be said they are rather firmer. The demand for molasses is light, 2s might be expected, and yet the marke® is not stagnant. Good to prime centrifugal, 25@32c. Syrups are unchanged. Weather conditions have been much against the favorable growth of vegetables and packers of toma- toes are decidedly firm, with futures generally quoted at 82%4c for really desirable standard threes. Spots are selling fairly well at $1.25@1.30. Peas show more interest. than anything elise and the demand might really be called quite active for new stand- erds. The outlook is so unfavorable that packers are wary of taking fur- June 19, 191° ther orders. Sales have ranged . about $1.25 f. 0. b. Baltimore {co standard early Junes. Corn is qui: end dismal reports of the growin crop are coming in every day. Oth goods are about unchanged. Butter is very quiet and a shave lower. Creamery specials, 271 2734¢; firsts, 264@27c; process, 25% 25¥2c; imitation creamery, 23144@ @24 factory, 22@23c. Cheese is very firm and the su; ply is not especially large. Who! milk, 1434c. Eggs are steady. The supply seems to be sufficient for all needs. but is not especially large. Best Western are quoted at 21@22c, with a lot of stock at about 18@19c. —_22-____ Why George Was Famous. The incumbent of an old church in Wales asked a party of Americans to visit his parochial school. After a recitation he invited them to question the pupils, and one of the party ac- cepted the invitation. “Little boy,” he said to a rosy- faced lad, “can you tell me who George Washington was?” “Iss, sir,” was the smiling reply. ““E was a ’Merican general.” “Quite right. And can you tell me what George Washington was re- narkable for?” “Iss, sir. "E was remarkable ’cos "e was a ’Merican an’ told the thruth.” —_+9>___ After all it is the indomitable energy and the determination to do that leads to accomplishment. No life is without its difficulties. What seems like the sudden springing to success of some people is really but the re- sult of long and hard effort, which no cne has seen and no one appreciates. A genius is often but a miracle of la- bor. The harder the fight the greater the possibility. It has been said that the principle of action is too power- ful for any circumstances to resist. But it has to be continuous. To be energetic one day and lazy the next is not the way to succeed. It is to be ever at the duty which demands attention. Laziness is the greatest drawback that can interfere with the progress of any man 01 average health and intelligence. —_———_+ +. Man has his mission; but woman, in her present submission, hopefully awaits her manumission. WE SELL— DELIVERY WAGONS Light—Delivery Wagons for Medium—Delivery Wagons for Heavy—Delivery Wagons for Are you buying wagons from us? GENERAL MERCHANTS / GROCERS BUTCHERS BAKERS LAUNDRIES nee FLORIS HARDWARE DEALERS PLUMBERS GAS FITTERS UNDERTAKERS CARPENTERS MARKET GARDENERS BERRY MEN FRUIT GROWERS FARMERS Sherwood Hall Co., Ltd. 2 Grand Rapids, Mich. 4 ah re Segara an: bak bel a i ee June 19, 1912 JEALOUSY AND SUSPICION. Twin Infamies Which Should Be Banished. Of the several ways of rising in the world two are exactly antipodal. You may rise on stepping stones of your dead self, or you may rise by step Ping on or over other people. In the one case your chief agent is a critical judgment, gained by experi ence with yourself and the world. In the other you have used some means of intimidation—tyranny, jeal- cusy or persecution. Tyranny has no more common weapon and jealousy no more univer- sal instrument than suspicion. Sus- bicion is common to both a suc- cessful and an unsuccessful man. It ‘§ as common among those who are high up as among those who are low down. Although many of the con- ditions of the past which bred sus- Picion have ceased to exist, their equivalents are not absent from mod- ern society or social conditions. Tyrannical kings, proscribed on warring religious sects and mistress. es with nothing to do but spy. on their maids are no longer common, yet men attain many positions favar- 2ble to the development of tyranny, and society always furnishes the forc- ing frames for hotbeds of jealousy. As one of the talented, but withal suspicious men of the eighteenth century once wrote, “Many dangerous insects are daily at work to make men of.merit suspicious of each oth- er.” And if men of merit are so what can we expect in the case of more common mortals? We, may forgive the unsuccessful for his misanthropy, or for the sus- picious habit of mind that not in- frequently grows with failure and thay alienates him more and more from his kind. He is particularly a vic- tim of this evil, for a sane return to confidence and trust in mankind be- comes to him more and more im- possible. But why should the fortu- nate, the successful, the highly placed be suspicious? Among such the worst forms of suspicion have been engen- dered. The rich have been suspicious that all mankind has designs upon their riches. It has in some cases been almost impossible for them to feel any friendship for any that were not equally rich. They have sus- pected any honest overture toward friendship by those who might be of great help to them, and have been likely to imagine that there was dis- konesty and peculation among all who served them. Of course, this has by no means been universally true, but the exceptions to it have nov been over common. They have given ili names which begat ill blood, and the conditions that their suspicions have created have brought about re- sults that seemed to make those sus- picions justifiable. Prosperity Creates Suspicion. When a man of narrow mind and but one sort of experience forges his way to a place of command, how does he behave himself there? Pros- perity will as likely as not turn his head, and if his suspicions have nat urally been quick they become all the MICHIGAN TRADESMAN quicker. He will imagine no one’s ideas quite right except his own. Nothing that is is good, but must be corrected. He will very likely sus- -pect that there are shifts and chi- canery being practiced against him because he is new at his job. His sus- picions may be as much a thorn in his own flesh as they are in the flesh of others, and his seeming prosper- ity will in the end yield him but the least possible satisfaction. A seemingly open hearted and pleasant man will sometimes lose all sympathy with his fellows after he ac. quires money. Outrageous pride in him begets suspicions of the darkest shade. On the other hand, the man who is down and out may in his own way be as prideful, as prejudiced ane as completely out of touch with hu- man kind. His case is, of course, the more pitiful, as he has no material support in his pridefulness, but he is not the less spiteful, arid sure he is right, on that account. The essayist, Hazlitt, in writing “On the Conduct of Life,” says: “It was my misfortune, perhaps, to be bred up among dissenters who look with too jaundiced an eye upon oth- - ers and set too high a value on their own peculiar pretensions. From being proscribed themselves they learn to proscribe others. * * Those who were out of it and did not belong to the class of rational dissenters I was led erroneously to look upon as hard- ly deserving the name of rational be- ings. Being thus satisfied as to the select few who are ‘the salt of the earth,’ it is easy to persuade our- selves that we are at the head of them and to fancy ourselves of more importance in the scale of true des- sert than all the rest of the world put together who do not interpret a certain. passage of scripture in the manner that we have been taught to do.” Religious differences have ever stir- red up unwarranted suspicions, and the persecuted have turned persecu- tors in the most morbid and insane revolt. The more narrow minded and bigoted the sect or the social group the fuller of suspicions. The frantic troubles of small communi- ties, isolated from the world and in which there is often raised a tur- moil of volcanic possibilities, did it have a mountain over it instead of a mole hill, are generally due to the bitterest suspicions. They suspect in the sense that they imagine guilt or wrong doing, or perhaps just wrong thinking, upon slight evidence or without any proof at all. Many Wrongs Imaginary. Some people of vivid powers of im- agination never use them except to imagine the existence of something wrong in the lives of their neighbors. They are likely to suspect wrong in absolutely everything which they do not know about, or which is beyond their comprehension. The country people of the story were rather typi- cal of this, and their suspicions, as is often the case, chose the brightest mark. Of them it was written: “The folks yereabouts didn’t like him ‘cause he didn’t preach enough about hell and the weepin’ and wailin’ and gnashin’ o’ teeth. They somehow sus- Picioned he wasn’t quite sound on hell.” It is an ancient saying that in trade we still suspect the smoothest deal- ers of the deepest designs. And here is a case, like some others, where sus- Ppicion may be well founded. It may be also well founded when it is exer- cised upon political designs, but if we turn to the politics of Russia we can see what hideous wrong and in- justice has been worked upon the so- called “political suspect.” Circum stances alter cases even in the case of suspicions, although it is a reason- able demand that men in certain pub- lic offices should be, as we say, above suspicion. There is some excuse for a man who has been exasperated by failure to suspect others of sycophancy, dis- honesty, scoundrelism; but he never gains anything by so doing. The de- merits of others will not Piece out his own deficiencies. It has been said that no man can quarrel with his situation in life or the times with im- punity, and said by a good many dif- ferent philosophers. A man who in- variably arrays himself on the oft- side is bound to lose out, and as he loses he becomes all the more “thwart and perverse.” It is as easy for a man to be the dupe of his own prejudices or sus- Picions, as he not infrequently is of his self-conceit. He may, in conse- quence, have no sense of “the trick of getting on in the world.” He may be hoodwinked even by those whom he Believes his friends, while he bitterly suspects all the rest of the world as being actively leagued against him. An Enemy To Wisdom. Old Fuller, as we are accustomed to call that worthy, says: “Suspicious- ness is as gréat an enemy to wisdom as too much credulity,” and often- times as hurtfully wrong. To suspect an innocent person of evil or crime ig very common among the unwise. A certain kind of detective invariably fastens his mind on the probability that the weakest person, the one least protected by position or good sense in defense, is guilty. The smooth rascal will slip away from these men as famous for their unwisdom as for their highly developed suspicious- ness. To entertain or cherish suspicions constantly concerning one’s fellow men demoralizes the moral sense and degrades the intelligence. Wisdom can, not develop when suspicion con- stantly bars the gate of the mind. The progress of the world has even been delayed on this account. Greae numbers of men have been suspicious of the slightest innovation, doubting its utility on principle, and giving it no chance for defense. Goodness thinks no ill where no ill seems, but an evil minded mind is as suspicious of good as of evil. There can be little or no love, for anything in his heart, for he can not love what ke suspects. Although they have chosen to write on all the other abstractions of char- acter, few philosophers have chosen to write specifically and directly of this one suspicion, but Francis Bacon has two hundred words or so on the subject. He says just what we would expect “the wisest’ of men to say, describing what it is, its effects ana its remedies. “Suspicions among thoughts,” says Bacon, “are like bats among birds— they ever fly by twilight. Certainly they are to be repressed or at leasi well guarded, for they cloud the mind, they lose friends and they check business, whereby business can not go on currently and _ constantly. They dispose kings to tyranny, husbands to jealousy, wise men to irresolution and melancholy. They are defects, not in the heart but in the brain, for they take place in the stoutest natures.- “In fearful natures they gain ground too fast. There is nothing makes a man suspect much more than to know little and therefore men should rem- edy suspicion by procuring to know more and to keep their suspicions in smother. “What would men have? Do they think those they employ and deal with are saints? Do they not think they will have their own ends, and be truer to themselves than to them? Therefore there is no better way to moderate suspicions than to account upon such suspicions as true and yet to bridle them as false. For, so a man ought to make use of suspicions as to provide, as if that should be true that he suspects, yet it may do him no hurt. “Suspicions that the mind gathers are but buzzes; but suspicions that are artificially nourished and put into men’s heads by the tales and whis- perings of others, have stings. Cer- tainly, the best way to clear the way in this world of suspicions is frankly to communicate them with the party that he suspects; for thereby he shall be sure to know more of the truth of them than he did before, and withal shall make that party more circum- spect not to give further cause of sus- picion. But this would not be done to men of base nature; for they, if they find themselves once suspected, will never be true.” This three centuries old and hu- mane advice is just as good to-day as it was in Bacon’s time. Suspicion, like fear, envy, care, spite, irresolution and jealousy, is no servant of man, but soon becomes his master if ad- mitted to his thoughts. It under. mines his mind, it imbitters his sen timent and it discredits his success. C. S. Maddocks. —+--___ It is just as easy to put a bright coat of paint on an inferior article as on a good one. It is what you have underneath that counts. —_>>2—____ One reason why some advertising fails is that it gives those who see it nothing to think about. 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. urlington, Vt. ne Sai Movements of Merchants, Newaygo—The Pike Hardware Co. has engaged in business here. Detroit—The City Celery Co. has increased its capital stock from $2,000 to $12,000. Kalkaska—The D. Norman Mac- Donald Co. succeeds Titus & Potes in the meat business. Negaunee—Louis Danziger, of Ish- peming, will engage in the clothing business here about July 1. Martin—The capital stock of the Martin Elevator Co. has been in- creased from $6,000 to $15,000. Three Rivers—J. W. Smith has sold his drug stock and fixtures to R. W. Johnson, who will continue the business. Ceresco—F. F. Bell has sold his feed mill and stock to George S. Kelly, formerly of Lansing, who has taken possession. Ovid—Elmer Stowell has sold his stock of bazaar goods to George Ben nett, who will continue the business at the same location. Mancelona—J. V. Johnson has sold his bakery to John Rasmussen, form- erly of Lake Odessa, who will take possession about July 1. Jamestown — H. Van Noord has sold his stock of general merchandise to E. Van Der Zaag, who will con- tinue the business at the same loca- tion. Quincy—F. E. Yakely, formerly en- gaged in trade at Lansing, has pur- chased the dry goods and shoe stock of E. C. Clark and will take posses- sion Sept. 1. Hastings—Frank G. Beamer has sold his stock of groceries and con- fectionery to Orval C. Boyes, who will continue the business at the same location. Iron Mountain—A plan is on foot for placing a Slavic colony on a 14,000-acre tract 10 miles west of this place. The land is being divided in- to 48 acre farms. Elm—Clyde and George Bentley have formed a copartnership under the style of Bentley Bros. and pur- chased the Wilson & Son general stock of merchandise. Breckinridge — The Breckinridge Hay & Feed Co. has engaged in business with an authorized capital stock of $5,000, all of which has been subscribed and paid in in cash. Grand Ledge—The Miles Starx Clothing Co. has been organized with an authorized capital stock of $6,000, which has been subscribed, $100 be- ing paid in in cash and $5,900 in prop- erty. Newaygo—G. B. Reish, recently of Battle Creek, has purchased a half interest in the O. K. Cummings House Furnishing Co.’s stock and will act as manager of the business after July 1. Pentwater—M. A. Millbach, recent- ly of Muskegon, has purchased a half interest in the meat stock of Kirsch- ner Bros. and the business will be continued under the style of Kirsch- uer & Millbach. Grand Ledge—Dr. B. D. Niles has sold his interest in the clothing stock of Niles & Stark to Hayes Wells, of Grand Ledge; and Jerome Selling, of Detroit. Business will be. continued under the style of the Miles-Stark Clothing Co. Sault Ste. Marie—Lee Thornhill has resumed his position in the cloth- ing store of D. H. Moloney on Port- age avenue after an absence of sevy- eral months. Mr. Thornhill last fall went to Florida where he spent the winter for his health. Detroit—The Trump-Bromeier Co. has engaged in business to own and cperate soda fountains and lunch counters, with an authorized capital stock of $10,000, which has been sub- scribed, $6,000 being paid in in casa and $4,000 in property. Ishpeming—T. Hughes & Son have merged their general store business into a stock company under the style of the Hughes Mercantile Co., with an authorized capital stock of $35,- 000, all of which has been subscribed and paid in in property. Owosso—The decline of J. DD. Swarthout, of this city, from the po- sition of a well-to-do retired farmer and merchant to that of a county charge in three years was revealed to-day when application was made in the Probate Court for permission to have his three children adopted. Three years ago Swarthout sold his valuable farm near Ovid and entered the grocery business here. He lost money, but when he quit he was far enough from being a pauper to carry $1,600 in cash in his pockets contin- ually. However, during the past two years his money has slipped away from him, and he has been kept by the county all winter. Now he seeks to have his children adopted by oth- ers. Swarthout is 60 years old. Flint—An effort is being made by local meat dealers to secure the re- lease of Richard Buell, who was sen- tenced by Judge Wisner in the Cir- cuit Court a week ago to imprison- ment in the county jail for thirty cays for using sulphite of sodium in meat as a preservative. A petition in behalf of the prisoner has been cir-- ‘culated and is now in the hands of Governor Osborn, who is asked to remit the remainder of Buell’s sen- tence. Buell has had rather limited *ing of Seventh TRADESMAN experience in the meat business and it is represented that he not only was ignorant of the law prohibiting the use of preservatives in meat, but had -2en informed that the preparation re used was harmless. It is also con- tended that for a first offense the sentence was excessive. The petition is signed by attorneys, druggists, physicians and city and county offi- cers. Detroit—Detroit’s most important business concerns and merchants arc among the petitioners to the Detroit Common Council requesting the clos- street from Fort streét to Jefferson avenue west, to enable the Wabash Railway to erect an in and outbound freight house for the daily handling of package freight and not merely for storage purposes as the opponents of the scheme have announced. The Transportation Bu- teau of the Board of Commerce, aft- er investigation, is satisfied that the closing of the street would lead to improvements in freight facilities, which are needed by wholesalers ana jobbers. Manufacturing Matters. Onondaga—John Loomis, of Hud- son, is arranging to open a cheese factory here. Bay City—The Bay City Iron Co. has increased its capital stock from $21,100 to $35,000. Detroit—The Keeton Motor Co. has increased its capitalization from $10,000 to $300,000. Detroit—The capital stock of the Colonial Electric Car Co. ‘has been increased from $10,000 to $20,000. Three Rivers—The National Fur & Tanning Co. has increased its capi- tal stock from $10,000 to $20,000. Wayland—Andrew Parr, formerly cf Indianapolis, has engaged in the cigar manufacturing business here. Calcite—The Michigan Limestone & Chemical Co. has increased its cap ital stock from $2,000,000 to $2,500,- 000. Pewamo—sS. S. Thuma has erected and equipped an ice cream factory here with a capacity of 500 gallons a day. Millersburg—Charles H. Stanley, of Millington, expects to put up a small sawmill, planing and flooring plant at this place. Port Huron—E. B. Muller & Co., manufacturers of chicory, have in- creased their capital stock from $250,000 to $350,000. Saginaw—The Batcheler Timber Co. has bought a large tract of mixed timber in Otsego county from the trustees of the David Ward Estate. Saginaw—J. A. Hoover, manager of the H. J. Heinz plant at this place has been transfer1ed to Grand Rapids to take charge of the plant at that place. Martin—A stock company has been organized here and the plant of the Martin Mill Co. purchased of James Fenner, who will act as manager at the new company. Bay City—The J. H. Macdonald Lumber Co. has been organized with an authorized capital stock of $50,- 000, all of which has been subscribed and paid in in cash. June 19, 19; Escanaba—The Escanaba Chemi- Co. has engaged in business with . authorized capital stock of $50,000, cf which has been subscribed 4 paid in in property. Ludington—The Western Mic gan Music Co. has engaged in }, ness with an authorized capital st cf $5,000, which has been subscrii aud $2,500 paid in in cash, Detroit—The Presto Chemica] ( has been organized with an author ed capital stock of $10,000, which | been subscribed, $5,000 being paid in cash and $5,000 in property. Detroit—The United States Mot: Co. has been turned over to a co; mittee consisting of the credito: This action was taken Monday avert more trouble for the compan; Ludington—Stewait Bros. hai, sold their cigar manufacturing pla: to William Wallace and Joseph Cay. tier who will continue the busine-- under the style of Wallace & Cartic; Detroit—The Norway Pine Pro: ucts Co. has been incorporated wit! an authorized capitalization of $100. 600, which has been subscribed, $5,000 being paid in in cash and $95,000 in property. Iron River—The McDermott Ma- chinery & Foundry Co. has engaged in business with an authorized capi tal stock of $25,000, of which $12,750 has been subscribed and $10,000 paid in in property. Saginaw—Foss & Co., who are min- ing coal extensively in addition to their extensive lumber interests, have bought mining rights on a large body of land near Flint and will sink a coal shaft there. Pinconning — The Jennings _Stave and heading mill, which went out oi commission two weeks ago, has been taken over by J. T. Wiley & Co., of Saginaw, which firm has vast tracts of timber in this vicinity. Norway—The O’Callaghan Lum- ber Co., whose sawmill was destroy- ed by fire a few weeks ago, is repair- ing the water wheel and putting in planing machinery, preparatory to dressing the sawed material now in the yard. Jackson—The American Top Co., manufacturer of auto tops, has merg- ed its business into.a stock company under the style of the American Top Company of Jackson, with an author- ized capital stock of $250,000 common and $100,000 preferred, of which $285,00 has been subscribed and paid ™m in property. Saginaw—The American Fan Ball Co. has been organized to manufac- ture and deal in a certain game ap- paratus known as the fan ball game, all amusement games and _ baseball supplies of every description, with an authorized capitalization of $25,- C00, which has been subscribed and $2,500 paid in in cash. Battle Creek — F. E. Castle, of Amesbury, Mass., President and Gen- eral Manager of the Castle Lamp Co., has taken over the factory building formerly occupied by the Corl Piano Co. He will move his plant here by the middle of next month and will employ about 600 men. The institu- tion does a business of $1,000,000 2 year. 3 re! June 19, 1912 Gia, Pm erie ee ee ay vehe NX: sett (| eee, The Produce Market. Apples—Western box apples, $3.50 per box. : Asparagus—$1 per doz. for home grown. Bananas—$3.75 per 100 tbs. Beets—60c per doz. new. Butter—The consumptive demand is noérmal for the season and the weather is very favorable both for high quality and large make. A large percentage of the receipts is still go- ing into cold storage for future use. Present conditions are likely to ex- ist for at least a month, and the outlook is steady and unchanged. Ex- tras are now held at 25c in tubs and 26c in prints. Local dealers pay 18¢ for No. 1 dairy grades and 15c for packing stock. Cabbage—$2.75 per crate for new stock from Florida. Celery—Florida, $3 per crate; Cali- fornia, $1.10 per doz. bunches _ for Cucumbers—65c per doz. for hot- house. Eggs — Receipts have been very heavy during the past month, but the demand is of sufficient size to keep the market quite well cleaned up. Stocks put into storage thus far are said to be smaller than in past years. While the market has held at quo- tations around 16c for some _ time, there is nothing to indicate that pric- es will be higher. If the weather turns warm it is doubtful if present prices could be maintained. 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—12c per doz. for Evergreen and 15c for Silver Skins. Green Peppers—70c per small bas- ket. Honey—18c per fb. for white clov- er and 17c for dark. Lemons—California and Messina, $5. Lettuce—Leaf, 75c per bu.; head, $1 per bu. Musk Melons — California Rocky- fords command $5 per crate. Onions—Texas Bermudas are _ in ample supply at $1.40 per bu. for white and $1.25 for yellow. Oranges—$3.25@3.50 for Navel. Peas—$1.65 per bu. for new. Pieplant—85c per 40 fb. box for home grown. Pineapples — Floridas command $3.25 for 24s, 30s and 36s and $2.75 for 42s. Plants—65c for tomatoes and cab- bage; 90c for pepper. Potatoes—The call for seed stock is practically over. Old, $1.10; new, $4.25 per bbl. Poultry—Local dealers pay 11c for fowls; 6c for old roosters; 8c for 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 the flush of the season, the market ranging around $1 per crate. The cool weather is prolonging the season for home grown about three weeks. Tomatoes—Four basket crates, $2; 8 tb. basket of home grown _hot- house, $1.25. Veal—5@10c, quality. Watermelons—35c apiece for Flor- ida stock. Wax Beans—$1.25 per basket. —_~2+-__ Bean Acreage Larger Than Ever Be- fore. The bean market is generally quiet on all lines. Prices have been shad- ed materially during the past week or two. There seems to be plenty of beans for seed and the demand is ex- ceptionally light for consuming pur- poses. Most of the beans in Michigan are now in the ground. A great deal of the acreage originally prepared for corn, oats, and even some of the wheat, was ploughed up and replanted to beans. The acreage, without a question, is larger than ever and, should weather conditions be favor- able for harvesting, we should have a bumper crop. Red kidney beans, yellow eyes and brown Swedish beans are without buyers and the demand, without a question, will be exceptionally light until fall. E. L. Wellman. ——__2e2-s The quarters in the Barnhart Luilding, which have been occupied tor several years by the Clapp Cloth- ing Co., have been leased by the Lowell Manufacturing Co. for a term of years and the new occupants wil: take possession as soon as repairs now in progress can be completed. The Clapp Clothing Co. has retired from business entirely; after a some- what checkered career of eight or nine years. — ++ Henry Vinkemulder has- gone to Detroit, taking with him a little sou, who will have a skin grafting opera- tion performed on his face. The lad fell in a mantel fire last winter while in a faint, sustaining injuries which the parents are now undertaking to remedy by a series of expert opera- tions. according to the nda me ae oe oe TRADESMAN The Grocery Market. Sugar—The market on both raw and refined is weak and lower prices are looked for. Little has been said in regard to the removal of the duty on sugar during the past ten days and every one seems to be at a loss to know whether there will be any thing done at this session of Congress. Tea—The market continues quiet, only the ordinary purchases for pres- ent wants being made. The stocks in this country are ample for present demands and no rush for the new crop Japans is being made, especially as the new teas are held at a higher price, which will, no doubt, be forced down to nearly the prices of last year by the holding back of buyers in the primary country. The style of fired leaf is claimed to be infe- rior to last year, although showing very good cup quality. China greens are expected to be on a lower basis than last year. Old Formosas are weak, but the market on new open- ed 2c higher than last year, there be- ing a reported shortage of 25 per cent. for early leaf. Ceylon and In- dia market steady and the supply is good. Coffee—Both Rio and Santos are practically where they were a week 2g0, with a very light demand. Mild grades are steady to firm, but the movement is very light. Java and Mocha are unchanged and quiet. Some retailers have been buying sup tlies as needed with the hope that LTices may decline, but there is noth ing in the present prospect to indi- cate a decline and men who are in close touch with the market on green coffee look for an advance. Canned Fruits—Apples show no change and dull demand. California canned goods are selling well for fu- ‘ure delivery, as all the packers have now named prices from 15@20c_ be- low last year. Spot California can- ned goods are dull. Small Eastern staple canned goods show no change and light demand. Spinach is scarce and high. The recent disposition o the: Federal Food Inspection Board, which insists .on quality as well as net weights, is said to be causing some trouble for manufacturers and packers. Canned Vegetables — Wholesalers report spot stocks of tomatoes to be small and prices firm. Quotations hold around $1.35@1.40 per dozen. The demand has been increasing rap- idly during the past two weeks. Corn, both spot and future, is unchanged and dull. The pea crop of Maryland and Delaware has been very disap ‘Lointing and is already about over. As near as can_be figured, the produc- tion will amount to 60 to 75 per cent. As a result packers are asking as inuch as $1.10 for standard Delaware peas, which sold for future delivery at 8714%4@90c. Baltimore packers arc asking as much as $1.10 for sifted and $1.20 for extra sifted, which is 20c above the future price. The situation in other sections is not known as yet, as the season is too young. This makes pea prices even higher than the high prices of last season. Dried Fruits — Prunes, peaches, apricots, raisins and currants are all dull and show no change in price. Syrups and Molasses—No change in glucose or compound syrup. The demand for the latter is dull. Sugar syrup is dull at ruling prices. Mo- lasses is in light demand mostly for manufacturing, at ruling prices. Cheese—The quality arriving nov is fine. The market is firm at 1c per round over a week ago. Some spec- ulative buying is noted and consid- crable cheese is going into storage. Fish—Cod, hake and haddock are quiet at ruling prices. Domestic sar- cones are about unchanged for the week, quarter oils being steady at $2.10 in a large way. Imported sar- dines are quiet and unchanged. Sal- mon is unchanged and in fair de- taand. New prices on Columbia Rive: are expected shortly. Mackerel have shown no change during the week, and the demand is light. The Cape Shore catch has completely failed up to this time. New Trish mackerel are arriving and showing very good qual- ity; on the other side prices are firm. Norways are unchanged. Rice—Prices are unchanged. The Situation is strong in the South, where the remaining stock of cleaned is estimated at not over 400,000 pock- rs, Provisions—Smoked meats are firm at unchanged prices. Both pure and compound lard is steady at unchang- ed prices, with a normal consumptive demand. Dried beef, barrel pork and canned meats are all showing in- eteased sale and only slight fluctua- tions, if any, are likely to happen within the next few days. Have Expended Nine Hundred Dol- lars. Tonia, June 5—Inasmuch as the Grand Rapids business men were very active in placing a law on our statute books forbidding the giving of trading stamps, I wish to ask if you know of any movement they have started to test out or enforce said law. I would thank you for an answer, giving me any information you may have on the question. Bert Lampkin. You are correct in the statement that Grand Rapids business men were active in securing the enactment of the law forbidding the use of trad- 11g stamps. They not only did this, but they voluntarily expended $900 in defending an injunction suit in the United States Court, where their po- sition was sustained and the law de- clared valid. The trading stamp people thereupon took an appeal to the Supreme Court of the United States and the State of Michigan has undertaken to assume all further ex- pense in the matter. Grand Rapids people have been perfectly con- sistent, as was shown by their rais- ing $900 to sustain their action with- out calling upon the merchants of ether cities to share in the expense. a egg The Roi-All Embalming Fluid Co. has changed its name to the Roi-All Fluid Co. ——~—- 2. Some people are so careless that even their promises get broken. Eo ccd essai ientbialoataaeeeiceear eae eee MICHIGAN June 19, 191 z TRADESMAN ms (= =. ee = eS , 2 2] ae s cs 4 [= “FINANCIAL: ae ¢ mee = = ‘ aoe af Bag , Ss =e s = a 4 — ra aaa deg a - = = 7 = oo = = = oa men TTT mw NI See ‘ - sy =] . MO SS = iP) »)» ae) ——— HY Ss Could Operate Branch Bank in a Wagon. The annual meeting of the Michigan State Bankers’ Association at Kal- amazoo was, according to the unani- mus testimony of the Grand Rapids delegation, a great success. The at- tendance was large, the papers and addresses were interesting and the entertainment afforded was just enough to be satisfying and enjoya- ble and without being overdone. President Benj. F. Davis, of the City National Bank, Lansing, was elected President of the Association, and the next annual meeting will be held in his home town. The other officers are Vice-Presidents George E. Law- son, Vice-President of the Peoples State of Detroit and James R. Wy- lie, President of the Grand Rapids National City; Secretary, H. H. Brown, Detroit; Treasurer, James M. Rose, Detroit; Counsel, Hal H. Smith, Detroit, and Executive Com- mittee, F. H. Williams, Allegan, E. H. Hotchkiss, St. Ignace, J. W. Beardslee, Holland, Richard P. Jay, Detroit, A. Sleeper, Ubly, Benj. Dan sard, Jr. Monroe, and Vernon T. Barker, Kalamazoo Vice-President ior Michigan of the American Bank- crs’ Association. The Michigan members of the American Bankers’ Association held a meeting during the State conven- tion and elected Dudley E. Waters, of this city, a member of the Execu- tive Council of the American Asso- ciation, and delegate’ to nominate committees of the National Associa- tion, H. B. Webber, Ionia. Arthur T. Slaght, of the Grand Rapids National City, distributed the seventh annual edition of his direc- tory of the banks of Michigan at the convention. The directory is in handy vest pocket size and contains in a more convenient and compact form than will be found in any other pub- lication a list of all the banks in the State, National, State and private, with directors and officers, capitali- zation, surplus and undivided profits, loans and discounts and deposits, and also the banking connections. It 1s a very convenient little manual and frequently it is useful. The bank di- rectory was so late in being issued that Mr. Slaght did not have oppor- tunity to distribute copies to his Grand Rapids friends before going to the convention. Now it is doubt- ful if he will make the distribution at all. -He took the entire edition with him to Kalamazoo to be sure to have enough. He had a nice bunch ‘eft over for future distribution, but the valise containing them was stol- en, mislaid or lost on the way home and this has disposed of the sur- plus. Mr. Slaght has several tracers out to find the missing baggage. One of the city banks might show an enterprise which would be profit- able by opening a branch on the city market during the market The market opens at 4 o’clock every morning and the daily attendance runs from 150 to 600 or 800 garden ers and farmers, and from 150 to 300 grocers and hucksters. The business transacted on the market daily often runs into the thousands of dollars and for the most part it is spot cash. A branch bank on the market would give the gardeners and farmers a chance to do their banking before go- ing home, and in the course of a sea- son this would amount to consider- able. No expensive outfit would be necessary for the market branch. A wired-in wagon, such as the express companies use, equipped with a win- dow desk and safe would serve every purpose and one or two clerks could handle the business and safeguard the treasure. This branch could be hauled to the market in the morn ing at 4 o’clock and at 7 o’clock, when the business of the day would be over, the bank could be hauled back to the barn. The expense would be very moderate and enough business would be secured to make it pay. The market thus far has been chiefly garden truck, but the strawberry sea- son opened last week and the mar- ket will be of increasing importance as the season advances. The garden. ers for the most part are Holland- ers and they are of the most indus- trious and thrifty class, just the class the average bank likes to have among its customers. Many of the huck- sters are also of the Holland blood and their business would be worth having. : —— +> Deliberate with caution, but act ‘with decision; and yield with gra- ciousness, or oppose with firmness. —___2++.—__ We should not complain when we think the other fellow has a better job than we; rather let us rejoice. ——_—.-.—__ Many a little man stands on his dignity, but that does not prevent us from looking right over his head. ——_>-___ Men who make money rarely saun- ter; men who save money rarely swagger. Mademoiselle Fortune does not waste much time flirting with “quit- ters.” season. 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, Secretar: é We Offer and ‘Recommend The Preferred Stock of Consumers Power Co. Largest Underlying Company of Commonwealth Power Ry. Lt. Co. Netting about 614% and TAX EXEMPT A E Kusterer & C 0 733 Michigan Trust Bldg., 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 Savings United Commercial Deposits States: D eposits Depositary Per Cent Per Cent Interest Paid Interest Paid on, on Savings Certificates of Deposits Deposit Left Compounded Ons Year Semi-Annually i : Surplus Capital and Undivided | | Stock Profits $300,000 $250,000 Fourth National Bank or ERENCE. email é } & shige June 19, 1912 What Is Being Done in the Suffrage States? Written for the Tradesman. The American women feel it is only a matter of eduéation and pub- licity to gain their plea for political €conomy, and the work of the six campaign states is all in that direc- tion. There is very little, if any, op position from intelligent and think- ing men. American men as a class have always treated their women with the respect and courtesy they deserve, and when the reasonable- ness and fairness of equal suffrage is placed before them they are not slow to endorse it. In order to _ bring the subject clearly before the foreign born citi- zens, literature is printed in German, Bohemian, Polish, Holland, Hunga- Swedish and Yiddish. The women of California had to beg the American born Chinese for their votes, but the Chinamen decided that American women did not know enough to vote. Fortunately, their vote was not needed there. Is there rian, not something rather peculiar in a- political condition which gives mes ol all countries and nationalities who Lave lived in the United States a short time the power to say what an educated and _ intelligent American woman shall or shall not do? O1 course there are a number of the foreign born who have the American point of view, but a good many bring their native prejudices with them. The Roman Catholic church is not opposed to woman suffrage and Vicar-General Mooney, who is. in charge of the Diocese of New York in the absence of Cardinal Farley, says: “There is no reason whatever why any person in the church should not advocate votes for women.” Many cf the prominent Roman Catholic clergy have publicly endorsed it. One of the big helps to the women in the campaign is the formation of Men’s Leagues for Equal Suffrage. There is a, fine league in Michigan with headquarters in the campaign offices, 406 Fourth National Bank building, Grand Rapids, and 205 Tele- graph building in Detroit. ence of Men’s Leagues is planned to take place in Chicago in the early tall. The International Men’s League will hold a convention in London in the summer. The women are holding county conferences of workers; public meet- i.gs; parlor meetings; distributing suffrage literature; theater programmes; giving suffrage plays; urging the wearing of “Votes for Women” buttons and the use o1 “Votes for Women” rubber stamps cn all letters, checks, etc.; selling bal- luons; seeing that the newspapers are all supplied with suffrage news; making house to house canvasses to learn the views of the voters, and doing everything their wit and inge- nuity can conceive to further the cause. The principal State commit- tees are: Organization, Literature, A confer-. advertising in © NG EY ke ENED PI BE MICHIGAN TRADESMAN Press, Advertising, Speakers and the all-important one of Finance. Alde L. T. Blake. _———->-—- Quotations on Local Stocks and Bonds. Bid. Asked. Am. Gas & Elec. Co., Com. 84 85 Am. Gas & Hlec. Co., Pfd. 46 47 Am. Light & Trac. Co., Com. 350 350 Can. Puget Sound Lbr. 2% Cities Service Co., Com. 103 104 Cities Service Co., Pfd. 90 90% Citizens Telephone 97 Comw’th Pr. Ry. & Lt. Com. 654%, 65% Comw’th Pr. Ry. & Lt. Pfd. 89%4 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 Globe Knitting Works, Pfd. 100 101 G. R. Brewing Co. 200 G. R. Nat'l City Bank 175 180 G. R. Savings Bank 185 Holland-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 4 Michigan State Tele. Co., Pfd. 100 101% National Grocer Co., Pfd. 87% 91% Ozark Power & Water, Com. 46 50 Pacific Gas & Elec. Co., Com. 63 64 Pacific Gas & Elec, Co.,; Pfd. 92 92% Peoples Savings Bank 250 Tennessee Ry. Lt. & Pr., Com. 23 25 Tennessee Ry. Lt. & Pr., Pfd. 77% 78 *United Light & Railway Com. 67 *65 last sale—ex dividend 75% in stock. United Lt. & Railway 1st Pfd, 85 90 United Lt. & Railway 2nd Pfd. 75 80 Bonds. Chattanooga Gas Co. 1927 95 97 Denver Gas & Blec. Co. 1949 95 97 Flint Gas Co. 1924 96 97% G. R. Edison Co. 1916 97 99 G. R. Gas Light Co. 1915 100% 100% G. R. Railway Co. 1916 100 101 Kalamazoo Gas Co. 1920 95 100 Saginaw City Gas Co. 1916 99 June 18, 1912. — ~7-->____ They Keep Right On. “We shall be hearing about the ‘Sweet Girl Graduates’ pretty soon now, I suppose?” queries the old dunker of the man with the newspa- per. “Oh, yes.” “Always ‘Sweet Girls?’ ” “Always dress in white?” » “Invariably.” “Always graduate with the highest honors?” “They do.” “And are spoken of in the papers next day as geniuses?” “That is the rule, I believe.” “And can any one of them make bread.” “Oh, “no.” “Make a pudding.” “No.” “Mix up pancakes?” “No.” “But they keep right on graduat- ing?” “They do.” “And then get married?” “Yes, I think so.” “And they make such helpmates that their husbands soon get rich?” “That is the way of it. Have you any fault to find?” “Bless you, no! Hurrah for the ‘Sweet Girl Graduates!’ ” aig ag The Road To Successful Salesman- ship. Start as a stock boy if possible and learn the business from the _ bot- tom up. Ask questions, keep your eyes open and utilize every opportunity to ac-. quire a full knowledge of each piece of merchandise you handle. Learn to talk tersely, convincingly and courteously. Senseless chatter is @ sign of poor saleship. Watch the styles constantly and be on the lookout for new selling arguments. Keep abreast of the times by read- ing trade papers that discuss matters telating to your line, and further im- prove your mind by reading high class literature. Study human nature and cultivate a personality that will put you on a Plane with the highest class of cus- tomers. : Be absolutely honest in your state- ments regarding the goods you have to dispose of. No individual or busi- ness firm ever succeeded by untruth- fulness and exaggeration. The successful salesman is always “on the job,” ever ready to do more than he is paid to do. In a nutshell—be honest, truthful, painstaking, cheerful, loyal and clean ly in mind and body. D. F. Kelly. United Light and Railways Company Portland, Maine Grand Rapids, Michigan The Board of Directors of the United Light and Railways Company have declared a dividend, at the rate of one and one-half per cent., payable on the First Preferred Stock of the Company, and at the rate of three-quarters of one per cent. on the Second Preferred Stock of the Company, to Stockholders of record on the close of books, June 20th, 1912, payable July 1, 1912. Transfer books on First Preferred and Second Preferred stock issues will be closed June 20th, 1912, and opened July ist, 1912. BENJAMIN C. ROBINSON, DIVIDEND NO. 6. Chicago, Illinois Secretary. Merchant’s Accounts Solicited _ Assets over 3,000,000 et Gr ——» “Gian RapinsS avincsB nk Only bank on North side of Monroe street. 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 - - ~ J. A.COVODE - - H.W. CURTIS +. . .- 4. BH BRANDT .- - = . CASPER BAARMAN~ - 34% Paid on Certificates President Vice President Vice President Cashier Ass’t Cashier ‘You can transact your banking business with us easily by mail. Write as about it if interested. We recommend the purchase of the Preferred Stock of the Cities Service Company at prevailing low prices Kelsey, Brewer & Company Investment Securities 401 Mich. Trust Bldg., Grand Rapids, Mich. Place your Buy and Sell orders with Citz. 1122 C. H. Corrigan & Company Bell M-229 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 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 surplus. 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 RAPIDS, MICH. Old No. 1 Cazal St. 244% Every Six Months Is what we pay at our office on the Bonds we sell. ~$100.00 Bonds—5% a Year THE MICHIGAN TRUST CO. MICHIGAN TRADESMAN June 19, 1919 a DEVOTED TO THE BEST INTERESTS OF BUSINESS MEN. : Publshed Weekly by TRADESMAN COMPANY Grand Rapids, Mich. Subscription Price, One dollar per year, payable strictly in advance. Five dollars for six years, payable in advance. Canadian subscriptions, $2.04 per year, payable in advance. Sample copies, 5 cents each. Extra copies of current issues, 5 cents; of issues a month or more old, 10 cents; of issues a year or more old, 25 cents. Entered at the Grand Rapids Postoffice as Second Class Matter. E. A. STOWE, Editor. June 19, 1912 2 THE SIXTH SUCCESS. The Merchants Week banquet ar the Coliseum Thursday night was a fitting climax for the most success- ful entertainment yet given by the Grand Rapids wholesalers and job- bers. Arrangements were made for 1,800 guests, and the actual attend- ance fell short less than fifty of the estimate. The service was prompur and there were no weary waits be tween courses. Those things on the 11enu which were to be hot actually were hot and there was enough fo: a second and even a third helping for those*who had their appetites with them. The speechmaking began at 7:45, and this part of the pro- gramme was up to the high standard of the gastronomic. It was quick fire oratory. Nobody talked against time. When they had delivered their mes- sage they quit instead of going o.. and on. Not one of the speakers but could have taken more time and still have been pleasing. Carroll F. Sweet, President of the Association of Commerce, discussed the parcels post legislation now pending in Congress and sounded a warning against the mail order houses, which such legis- lation will promote. Frank Welton, as toastmaster, was happy in his re- marks, as usual, and put the com- pany in humor for what was to fol- low. C. L. Glasgow, chairman of the State Railroad Commission, spoke of the relations of the retailer to the railroads and intimated that an ad- vance in the freight rates may be nec ‘ essary to enable the railroads to meet the demands upon them for bette: service. Lee M. Hutchins discussed insurance and told the merchants that they themselves could make the in- surance rates by proper building and proper maintenance of their property. The insurance companies do not like high rate risks, for the higher the rate the more hazardous it is and the more likely the loss; what they want and upon what they make their mon- ey is the property so safeguarded that a very low rate can be given. Mr. Hutchins spoke of some of the things that make the rates high, and among them common friction matches left carelessly around on shelves or coun- ters, the ashes dumped into boxes or baskets and burnt matches thrown into waste paper baskets. There is a close relation between _ insurance _and credit and the tendency is to make these relations still closer. The speech of the evening was by J. Adam Bede, of Minnesota, author, farmer, humorist, lecturer, philoso- pher, politician and poet. His sub- ject was “The Price of Eggs,” which he interpreted as the cost of living, and for an hour he made his audience laugh loud and think hard in quick succession. The stories he told illus- trated the truths he sought to im- press upon those who heard him; his humor illumed the moral les- sons he endeavored to teach. It was a splendid finish for an exceptionally zood programme. During the service of the banquet Tuller’s orchestra discoursed music and between the addresses J. Francrs Campbell and Wm. J. Fenton ren- dered vocal selections. The session closed with Auld Lang Syne, witu 1,800 voices joining in the refrain, and a few minutes after 10 o’clock the banquet came to a close, in time tor those who wanted to catch the late trains for home to reach the sta. tion. The Merchants Week entertain- ment as a whole was a splendid suc- cess. The weather was favorable throughout. The visitors began com- ing earlier in the week than usual anu in larger numbers, and more of them stayed right through. The total reg- istration reached approximately 3,300. The entertainment was pleasing and there was not so much of it as to be burdensome. The mornings were given up to business calls and get- ting acquainted. Wednesday after- noon was the display of the fire de- partment, and this was a novelty even to Grand Rapids people. The fire department display was followed by a band concert and automobile rides, and in the evening was the theater. Thursday afternoon the scene shifted to Reed’s Lake, where all the concessions were open to the visitors. Then came the banquet. From the viewpoint of business the week was a pronounced success. The Grand Rapids merchants did not so- licit trade, the chief purpose of the en- tertainment being to get acquainted and to have a good time; but more new accounts were opened represent- ing a wider territory than in any former Merchants Week, and a larg et proportion of the visitors wanted to do business than ever before. It was the merchants themselves who came to town this time and not their clerks, and there is reason to believe they found their visit not only pleas- ant but profitable. es A Philadelphia man shot up a res- taurant the other day because he drank up a bottle of catsup and the proprietor objected. He said it was his “constitutional right” to drink as much catsup as he pleased in a res- taurant without paying for it and then proceeded to shoot the cash register. When he receives his sen- tence in court he will think catsup is a rather expensive drink. EEE Many a man keeps his head above water by not letting the grass grow under his feet. THE NEW GRADUATE. It is the fashion to take a humor- ous view of the fledgling college graduate, to depict him in cartoon and paragraph as cocksure and con- fident that the conquest of the world for him is a certainty and even to represent him as believing that the world of work and competition is just below the commencement stagv waiting, eager to bid for his sup- posed load of knowledge when he re- ceives his diploma. It is much in this way that this newcomer is intro- duced to the work-a-day world at this season of the year. That world pauses long enough to smile at the stale and hackneyed joke. It has long ceased to laugh at the worked-out vein. But despite the feebleness of the wit, the young graduate is period1- cally very much the butt of the tired humorist and shallow cynic, neithe: of whom very probably ever had per- sonal experience of the thoughts and feelings of their victim as he ven- tures forth from “classic halls.” Nat- urally, not very much can be ex- pected and even less is realized of original humor or clever cynicism or striking caricature from such sources on a theme outside their knowledge and experience. Maybe a class ot fifty or a hundred or more young eraduates may contain one or two of the proverbial comic type, who is sav isfied that his own high appraisal of his worth and importance is sure tu be accepted by the world, that ad- vancement will be rapid and fame and fortune will be his deserved re- ward in proper time. But such one is the rare exception among his fel- lows. These, if they have their own way to make, entertain no such fantastic notion. They have had it drummed into them by their elders and are keen enough observers to know that what they have learned in college has little immediate market value. As freshmen in the world of material work and effort they are probably much less conceited than they were as freshmen in college. Then only four years—maybe a long period as youth measures time—separated them from their goal, but in the world out- side many times four years elapse be- tcre hopes are meagerly realized and at the end these may, after all, be disappointments. If advice will, in a measure, prepare the young graduate for his work in the world and for what he may expect, he has no lack of abundance. In. baccalaureate ser- mon and address, he is admonished to do his duty and be confident then he will not miss opportunity. He is urg. ed to seek not pecuniary success, but to grow in manhood regardless of whether he accumulates riches and attains to power. He is told to be an altruist in a very, very practical world, even as he sees it. Whatever he may become in later life, when he probably may have less need to con- cern himself about the bread and but- ter necessities, he does not allow al- truistic notions to burden him tov heavily upon his departure from his college. He has reason enough for misgivings in regard to the very practical task before him of winning his way and place in the world. Co, ceit and self-confidence are far fro the prevailing characteristics of new graduate. Not on account «; youth alone does he have hope aad courage, but because he has seen «: i). ers before him go out in the w rla and hold their own, at least. HH. |; not conceited if he believes he car J, as well despite humorist and ¢ ic who belittle him and his import: te the world. The good old maxim not to borr sy trouble, like all rules, proves worth by the exception. And merchant may well be pardoned anticipating annoyance with the ani. cote. One who makes a specialty of children’s toys has -two large plac- ards on either side of the rear end of the store, so placed that they ar. in constant view of the visitor from the time he enters the room, eno reading thus: “Please do not Hanil: the Toys,” and “No Toys Returned after they leave the Store.” It requires little stretch of the im- agination to see the many trying po- sitions which these cards will elim- inate. Children are, as a rule, care- less. They lack in judgment. Their hands may be soiled. Parents may resent any word of caution from a stranger, no matter though an ex pensive toy is in danger of being ruined. If he shows impatience or concern by word or look, the matter ic regarded as a personal effront and a good customer is hopelessly lost. The card talk is never so applied. It; words have the force, but not th sting. The fact that the toy is plac arded as not returnable renders th: buyer more thoughtful and not in clined to ask the privilege. “Cut glass is handled at your own risk” is another of the many antici pations which prevent a crash—and trouble for two parties. “Please do not handle” may save many delicat: goods from destruction, if the words are printed, but when you speak them it is but to declare war. It is bet ter to look ahead and anticipate; to generalize upon restrictions lest ther will come a time when specializatio: must be done and in a way whic! will stand a chance of giving of- fense. Stephen A. Sears has been electe: President of the Lemon & Wheele Company to succeed the late Samue! M. Lemon, and Richard Prendergas' has been elected Vice-President and Treasurer. Mr. Sears was identified with the wholesale and manufactur- ing business of Grand Rapids fo: - over twenty years and probably en joys the respect and friendship of a niany men as any man in Michigai His election to the presidency of th: Lemon & Wheeler Company was th Iegical outcome of the situation and it goes without saying that he will keep the institution at the front ran Mr. Sears is a business man of mar- velous capacity and those who know him best and appreciate him mos! realize that the stockholders and customers of the Lemon & Wheeler Company are to be congratulated over the outcome. SoD Rea eRe aemeneaeT i Sig } Saas SS ARS PN an wore cst Pre | June 19, 1912 Profits and How To Get Them. Get a profit! Get it by having the nerve to charge what a thing is worth. Also get it by having the ability to figure the thing right. First, as to the charging: The writer was walking through one of our sample floors with an official of a firm the other day and noticed a fine display of glass pitchers at $2.25 a dozen. “There,” said the official, “is an as- sortment of pitchers any one of which is worth 50 cents of any woman’s money in America. Yet many of our customers doubtless will sell them for 25 cents each. The fact is, too “Many merchants do not charge on the basis of what a thing really is worth. They are guided often by the cost price, instead.” If one of the pitchers in that as- Sortment should be broken that would cut down the profit right there. The selling price, in addition to con- sidering the regular cost of doing business, should be large enough to allow for these: Freight. Breakage. Possible depreciation in value through goods becoming shopworn. Should Forget the Cost Mark. Get what a thing is worth. A thing is worth not what it costs but what it will sell for. Forget the cost mark. Make your charges on a basis of values. But before putting on a figure to provide for a profit of that kind you, MICHIGAN TRADESMAN your delivered cost (see the accom- panying table) in order to make the 10 per cent. Therefore, you would sell the article for $1.3314, or, say, $1.35. How many cents have you made on the deal? Many merchants would say 35. But that is wrong. That would be figuring from the buying price, rather than from the selling. It would not be figuring in the cost of doing business. Finding the Actual Profit. Your cost of doing business is 15 per cent. Fifteen per cent. of $1.35 (your selling price) is, disregarding the fractions, 20 cents. It therefore cost you 20 cents to sell the article after you got it into your store. The 20 cents selling cost added to this would make it cost you $1.20 to buy that article, have it delivered and sell it. You therefore have made 15 cents— the difference between $1.35 (the sell- ing price) and $1.20 (the buying price). Again disregarding the frac- tions, 15 cents is 10 per cent. of $1.35. So there you are. Allowing for possible breakage and shrinkage of value it would be well, perhaps, to sell this article for $1.50. _If you want to make 13 per cent. and your cost of doing business is 15 per cent., add 40 per cent. to the de- livered cost, and so on. Table Will Make It Plain. But suppose your cost of doing business is more than that, what then? Well, here is a table that will make the whole thing plain: Cost of doing business 15 per cent. on gross sales: Goods marked above cost .......... 25% 331%3% 40% 43% 50% 100% Actual per cent. of net profit ....... 5 10 13 15 18 ao Cost of doing business 16 per cent. on gross sales: Goods marked above cost .......... 25% 333% 40% 43% 50% 100% Actual per cent. of net profit ........ 4 9 12 14 17 34 Cost of doing business 17 per cent. on gross sales: Goods marked above cost ..... 2..--25% 3344% 40% 438% 50% 100% Actual per cent. of net profit ........ 3 8 11 13 16 Be Cost of doing business 18 per cent. on gross sales: Goods marked above cost ........... 25% 33%3% 40% 43% 50% 100% Actual per cent. of net profit ....... 2 7 10 12 15 32 Cost of doing business 19 per cent. on gross sales: Goods marked above cost .......... 25% 3314%4% 40% 43% 50% 100% Actual per cent. of net profit ........ 1 6 9 11 14 3 Cost of doing business 20 per cent. on gross sales: Goods marked above cost .......... 25% 33144% 40% 43% 50% 100% Actual per cent. of net profit ....... 00 5 8 10 13 30 of course, want to have a correct basis for figuring profits in general. This, too, is where many merchants go wrong. Two rules will put you right on this: Always count in freight and the cost of doing business. Always figure the profit on the sell- ing price. : Let us figure: You buy an article for 96 cents. Freight, we will say, costs 4 cents, bringing the delivered cost up to a dollar. A good average net profit for a variety store is 10 per cent. Let us suppose that you are after that mount, and that your cost of doing business is 15 per cent. Then you * would have to add 33% per cent. to In using this table, mark your goods at any of the percentages above cost indicated by the first row of figures of each set, and the actual bercentage of net profit will be shown in the second line of each set. —Butler Way. The Last Dollar. When a man has a dollar to spend and knows where to get many more he blows it in heedlessly and then rails at its small buying capacity. To be sure a dollar isn’t much, but if it’s the last a man has, and he knows not where in the world to get anoth- er, and if he turns that coin over and over and thinks and plans how to make every mill of every cent do its utmost, he will make it elastic enough to .cover many needs, and then is amazed at its great purchasing power. LIKE NO OTHER CATALOGUE Our catalogue is the STANDARD for all wholesaledom because It contains the largest assortment of general merchandise in the world. It is a complete and comprehensive directory for the progressive merchant, telling him what and where to buy any one of 40,000 differ- ent quick-selling items. It quotes the lowest average wholesale prices on earth, and gives the NET price of each one of the 40,000 separate items IN PLAIN FIGURES. It guarantees the price of every item listed. For thirty days it gives one un- varying price on the world’s largest stock of general merchandise. It is issued—a bran-new book—twelve times each year, and brings you all the novelties while they are still new. Its covers are filled with business talks from the pens of the foremost merchandis- ing and advertising men in America. It is the STANDARD wholesale cata- logue. All others are patterned after it. It is the one comprehensive text-book of merchandising. It tells you what to pay, what to buy, where to buy it, and how to sell the goods after you have bought them. - You can make no mistake if you use the STANDARD. 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. MICHIGAN ‘ my) Poss i Se SSS > Golf Ses OAM Th nadigiy SH 9) yy 9) was yh) ARE 4 Vpescetlts ily “ag At TUE (CC q AWA (CORR Michigan Retail Hardware Association. President—Charles H. Miller. Flint. bet enon Fr. A. Rechlin, Bay itv. Secretary—Arthur J. Scott, Marine City. Treasurer—William Moore, Detroit. Hard Twisted Sash Cord Preferred. Louisville, Ky., June 5—Sash cord can be made to fit any price the re- tailer wants to pay. The only true comparison in cost to the consumer, however, is the cost per yard not per pound. For instance, if a consumer comes to a retailer and asks for a 100 foot Lank of sash cord, and the cord is sold to the consumer by the pound end he only obtains 85 or 90 feet of cord but actually pays for 100 feet in weight, then the consumer can readily understand that he is obtain- ing less sash cord than he is paying for. If, on the other hand, the consumer calls for 100 feet of sash cord ana actually obtains 100 feet and this 100 feet weigh two and one half pounds and the consumer is paying, say, 30 cents a pound for it, then he pays “5 cents for this hank of common sash cord. If, on the other hand, he bought the very highest grade, say, at 45 cents a pound, and purchased a 100 foot hank of it, he would be sure to obtain the full 100 feet, if not more, and the weight of it would be only about two pounds. Thus the consumer would obtain the very highest grade of sash cord at only a fraction difference in cost per yard. Another feature that should be watched by the consumer is imper fect sash cord. For instance, in buy- ing the common sash cord frequent- ly the consumer runs across defec- tive pieces which have to be cut out which destroy an entire window length of the cord, thus making the cost of common cord actually more per foot to him than the cost of a fine cord. Where a fine sash cord is used, there is no waste. On the other hand, sash cord may be too costly— that is, made of too fine yarns and made more for beauty than for wear. The very best-yarn to use in the man- uiacture of high grade sash cord is a single ply, hard twisted yarn. The object of the expert should be to produce a cord that is free from imperfections of braid, to run full sardage to the pound, and to wear. A single-ply yarn, hard twisted, will wear much longer than a three-ply fine yard, soft laid. This has been proven in the tests made by the Department of Com- mierce and Labor of the United States, second by tests made by lead- ing architects of the country, third by tests made in our own plant. In one test made by the Depart- ment of Commerce and Labor it was found that. hard twisted cord would lift a twenty pound weight 233,000 times at the rate of fifty turns pei minute. The best copper cash chain in tests made by the Boston Insti- tute of Technology lifted the weight an average of 76,000 times. There- tore, the best copper cash chain has only one-third the wearing capacity, and common sash cord has less than one-half the wearing capacity of hard twisted cord. It has, therefore, been proven con- clusively for the benefit of the con- sumer that the best sash cord to pur- chase is a high grade sash cord made of single-ply yarns hard twisted. In the first place the initial cost is not much more than that of commo, cord, when the point of yardage is taken into consideration and the fact that it is altogether free from im- perfections. In the second place, the wearing quality of the cord is so much great- er than that of either sash chain -or common sash cord that there would he no hesitation in the mind of a house builder as to what cord he should purchase. The above is not written on a the- ory. The tests made by the Depart- ment of Commerce and Labor of the United States, by leading architects and by ourselves are the most prac- tical tests that could possibly be made. All sash cord is manufactured for the purpose of hanging windows and for the further purpose of be- TRADESMAN ing able to lift these windows with the greatest comfort the greatest num- ber of times, and these practical tests Lrove that hard twisted cord will lift a window a greater number of times than any other cord on the market. In other words, it practi- cally does away with all window troubles and makes a window work as if ball-bearing. Charles T. Wolfe. — + +> Oil To Take the Place of Coal. Oil -will eventually take the place of coal, especially as a motor power for vessels. The success of the in- ternal combustion engine insures a saving in cost and a great saving of space, weight and crew. Cleanliness would be increased and also the com- fort of passengers. It would insure safety from boiler explosions and spontaneous ‘combustion and many other advantages. Those who argue about the in- creased cost of oil do not under- stand. You must remember that one ton of oil is equal to four tons of coal, and that the larger power inter- val combustion engine makes for greater economy in using oil. I think it is a great pity the United States, with its immense oil resources, is not taking a more active part ia the de- velopment of the internal combus- tion marine engine and that the Standard Oil Company has not done more to encourage the trade. As an instance, the Standard Oil Company went to Roumania, but trom one point of view it was singu- larly unsuccessful. The production aiter some years’ working reached an average of about fifteen thousane tons a month. We went there years later and our production is 50,000 tons a month. I have always main- tained that the oil supply of the world is more likely to be met in the June 19, 1912 Borneo fields than in any othe: There we have unlimited Supplies, ; the question of prohibitive cost ne¢ not enter into the reckonings of +) maintenance of motor-driven vesse! Marcus Samuel. Michigan Toy Company Grand Rapids, Mich. Makers of High Grade Wheel and Aeroplane Goods Established in 1873 eee eeeeOnr BEST EQUIPPED FIRM IN THE STATE Steam and Water Heating Iron Pipe Fittings and Brass Goods | Electrical and Gas Fixtures i Galvanized Iron Work THE WEATHERLY Co 18 Pearl Street Grand Rapids, Mich. # Cooa Investmen; PEANUT ROASTERS and CORN POPPERS, Great Variety, $8.50 to $350.0’ EASY TERMs. Free. KINGERY MFG, CO., 420-426 E, Pearl St.,Cincinnatt,6, Chase Motor Wagons Are built in several sizes and body styles. Carrying capacity from 800 to 4,000 pounds. Prices from $750 to $2,200. Over 25,00 Chase Motor Wagons in use. Write for catalog. Adams & Hart 47-49 No. Division St., Grand Rapids 10 and 12 Monroe St. Foster, Stevens & Co. Wholesale Hardware ut 31-33-35-37 Louis St. Grand Rapids, Mich. No other ammunition ever gained greater popularity. Our sales have increased in leaps and bounds. Write for catalog. prices and co-operative selling plan. Do this today. ROBIN HOOD AMMUNITION mm é You should be getting your share of this trade. CO, Bee Street, Swanton, Vt es Desai ee aba hie cata ns oN ee June 19, 1912 _ Expense of Running a Variety Store. How much should it cost to con- duct a variety store? Not more than 18 per cent. on Sales. This, with 30 cents gross profit on every dollar that comes in—which is 43 per cent. on cost—will make the thing stack up about right. You have to be very careful alonss this line, or your net profit will be interfered with. You are obliged to Pay out enough for running expenses so the efficiency of your store will not suffer. Yet you must keep the run- ning expense within proper bounds. A little experimenting will enable you to hit about the right average. A necessary part of the store ex- pense is the salary of the proprie- tor. This should be included in the 18 per cent. It is not profit. It is what you get for running the store. It should be no greater and no small- er than you yould pay an efficient manager for conducting the business. Salary Is Not Profit. The profit is what you get at the end of the year after all the expenses have been met and merchandise paid for. This should be 10 or 12 per cent. on annual sales. You should have this, at the end of the year, in the shape of cash or additional stock. It should be entirely apart from your salary. Don’t forget that. Accordingly, if you have paid your- self a big salary during the year— more than you are worth or more than the business can stand—yom profit is small in proportion. If you have taken up the whole surplus in salary, you have made no profit at all. You have made only a living, and are no further ahead, so far as. actual money goes—than when you started. Remember, also, that your expens- es have to be figured in pennies, not dollars. You have to be careful in such things as twine and wrapping paper. Waste must be eliminated. Time must be saved. The variety business is an exacting taskmaster in this respect. Its rules.are strict, and your reward is in proportion to the way you obey them. Try To Strike Average. This matter of running expense will have to be averaged. Some months you can conduct your busi- ness for less than 18 per cent. on sales. Other months it may run a little more. Or if the average gross profit exceeds 30 per cent. on sales, you have some leeway in that direc tion. But it be readily seen that the thing calls for careful, painstaking work. You must keep in close touch with your business and know what it is doing. An item of expense on which many variety men go wrong is that of rent They don’t pay enough. That may seem a rather remarkable statement combined with advice to watch the pennies, the twine and the wrapping paper. But we mean it just that way The variety store, to do its best, must be in the best location. Spend the money necessary to get on the main street, on a good corner if pos- sible. Get near the larger stores which have created a buying atmos phere through their expensive adver- ia aii Deine eas ie ge oon Me Se ERR MICHIGAN TRADESMAN tising. It will cost you more money to get where the business is done. But get there. Your store life may depend on it. How To Pay for Advertising. Another important item is advertis- ing expense. This can be more, or less, according to the location you have. As the cost of rent goes up, the cost of advertising goes down. The less effective the location, and the cheaper your rent, the more you have to put out on advertising. In a good location you can do your ad- vertising with your windows, and in doing so expend little beside work. Lo- cated otherwise, you have to appeal to people through printers’ ink to come and see you. Maybe they will and maybe they won't. They are sure to come if you are on a gooa street where they can not help seeing the compelling values you offer. Advertising expense should not ex- ceed 3 per cent. of your sales. It can very safely be made less if you are located right. This 3 per cent. on less should be divided between loss leaders and printers’ ink advertising. Either is an expense, but for the va- riety store the leader is best. With a poor location, use enough leaders and plenty of printers’ ink. With a trade- compelling, central location use the leaders and less. printers’ ink—or none at all. How Much Are You Worth? Then, there is clerk hire, including your own salary. Don’t value your- self too highly. Pay yourself as lit- tle as you can, conscientiously. This is the way you would proceed if you hired a manager. If you are a real hustler and your store is small you can do most of the work yourself— if you let price tickets help you do the selling. A girl clerk at $4 a week or a boy at $5 should in thar case be enough, added to the efforts of yourself and the price tickets. Don’t forget the price tickets! These silent salesmen are to be reckoned with in the matter of keep- | ing down store expense, as they dou- ble the efficiency of a sales force — Butler Way. —_~>+.____. Take No Other. “Sir,” said the serious-looking cit- izen, as he walked in on the archi- tect, “I want a house. I want it quake-roof.” “You shall have it. It can be pick- ed up and slung ten rods and come down all right. It can be rolled ove and over, and you will simply think a baseball game is going on outside.” “It won’t shake down nor col- lapse?” was the anxious enquiry. “Can’t possibly do it, sir. Sits on tubber springs and simply teeters a little—just enough to give a lullaby motion and keep the babies asleep. If it should collapse all the rooms are provided with air-cushions and the floors are padded. The beams and bricks would be held up or sink down as softly as bags of feathers. The earth may heave up six feet and settle back, but my quake-roof house will suffer no damage. Understand, how- ever, this has nothing to do with your garden. The carrots and parsnips will probably be pulled up by the roots and thrown over into the next lot. You must not hold me responsible for that. Do you wish to figure with me to-day?” “W ell—er—you—see” “Then come in some day next week. I have just finished one of my quake-roofs next to a dynamite mag- azine holding 10,000 pounds of stuff. We are going to explode it in a day or two and give the house a trial. Come in after that. Come prepared to leave your order. Warranted 11 quake-roof, or no charge. Good-by?” ———~>---————_ Remember the window and door screens. Flies ruin stock and dis- gust customers. D) io MICHIGAN STATE TELEPHONE CO. Busy day. YALE | INDEP- Ta Ce me dada LL tei ye Oa teed for five years. ‘Cae ' | 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. If it is not as represented and the best and cheapest light producer you ever saw you may return it; no further obligations. Guaran- 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 Home of Sunbeam Goods The Percheron COLLAR IS THE WORLD AND WE STAND READY TO Send for catalog No. 8 Brown & Sehler Co. wl es Grand Rapids, Mich. BEST IN THE PROVE IT Sune = = TRACE mann. === i e Churches modest seating of a chapel. luxurious upholstered opera chairs, We Manufacture Public Seating Exclusively We furnish churches of all denominations, designing and building to harmonize with the general architectural scheme—from the most elaborate carved furniture for the cathedral to the S h | The fact that we have furnished a large majority of the city Y 00 S and district schools throughout the country. speaks volumes for the merits of our school furniture, and materials used and moderate prices, win. We specialize Lodge. Hall a. Lodge Halls 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. €imerican Seating Company ft Excellence of design, construction Assembly seating. GRAND RAPIDS Se eo 215 Wabash Ave. Cy CHICAGO, ILL. NEW YORK BOSTON o PHILADELPHIA MICHIGAN = = = - a > B _— (Ce TIER, EGGS 4x» PROVISIONS. os = = a = = = = . 7 ( Increased Cost of Higher Standard of Living. Written for the Tradesman. In the past week two speakers in Grand Rapids discussed the high cost of living. One talked from the prac- tical viewpoint of the hard headea business man; the other treated the subject facetiously. Both said things that should make us think. J. A. Russell, of Chicago, Presiden: of the United Master Butchers’ As- sociation of America, one of the speakers, addressed the local branch. “Not many years ago Michigan rais- ed all the beef that was consumea in the State and had some to spare for shipment,” he said, “but Michi- gan to-day is dependent upon othe states for a large share of her sup plies. Illinois a few years ago rais- ed enough beef for her own needs and to spare. and Illinois to-day does not raise enough to supply one city. It is the same with Ohio, and In- diana and many other states. I re- member when a young man I trav- eled the Western ranges for miles without seeing a house or barn or other evidence of civilization, and it was all free pasture for the cattle men; to-day this same country is netlaced with wire fences and, instead of a wide free range, it is cut up into little farms and every farm is occu- pied. Meat costs more than it used to and the reason is not that the deal- ers are getting exorbitant profits from the business, but because thr production has decreased and with the increase in population the con- sumption has increased enormousiy. Not Many years ago meat constitut- ed one of this country’s most im- portant exports; to-day we are on the verge of being a meat importing country, with a home consumption greater than the home production. Another factor is the movement of the people toward the cities. The cit- ies are rapiding increasing in popu- lation, while the rural population is fading away. The lure of the cities is drawing the young people from the country and they are becoming con- sumers instead of producers. The meat market men, instead of being responsible for this condition, are its victims. The profits in the meat business are smaller than in any oth- er business and the risks are great- er. You must make a 75 per cent. turn over of your entire stock every thirty-six hours or it will spoil on your hands and be a total loss. A third of the steer you buy is sold for less per pound than you pay for it live weight. You can not charge what you ought to for what is sold at a profit, because the price woula - to us. be higher than your * trade would stand. The merchant who sells a $12 suit of clothes makes a larger net profit than you do in handling a #75 bullock. The price of meats will continue » high until conditions change, and no material change in the conditions can be brought about tor several years. You should edu. cate the people in knowing the real reason instead of letting them hold you responsible.” J. Adam Bede, of Minnesota, al- so discussed the cost of living in his address at the Merchants Week ban- quet. “In the good old days,” he said, “the wife and daughters made all the clothing and did all the housework and the men folks, if they were good, split the wood, drew the water and, when they wanted vegetables, they dug them out of the garden, and if they went anywhere they walked or had a horse. To-day you have yom automobiles, hot and cold water, fur- nace heat, electric light, gasoline pump and telephone and you buy ev- erything you wear and eat. If you would live in the way they lived in the good old times you could live as cheaply, but instead of that you want what modern civilization has brought You want to get more out or life, to have more enjoyment and more comfort and more happiness, and if you have all this you ought to be willing to pay for it. Even the hens, instead of hatching their ow. eggs, have them hatched by incu- bator and have more time for their social duties.” The Russell theory places the high- er cost of living, as it relates to meats, on. the reduced production and increased consumption and to the population drift to the city. The Bede theory attributes it to the tendency toward high living. And it is likely both are right. —__ + 5_ Charged To Scenery. “The farmer who had dropped into the hardware store to make a purchase found a salesman there who had been a summer boarder at his house the year previous, and after they had shak- en hands the young man asked: “Shall you advance rates this sum- mer ?” “Sure, my boy. You know how the price of things has gone up.” “How much advance will you make?” “A dollar a week. I have got it all figured out here. There will be twenty cents extra on the fresh eggs.” “But you didn’t have an egg of any sort on the table last summer.” ~ “Fiften cents extra on fresh milk.” “But you gave us skimmed milk.” “Twenty on fresh butter.” TRADESMAN “But you bought your butter in town.” “And there is the golden cream for coffee.” “But we saw nothing but condensed milk.” “And chickens killed right on the spot.” “I don’t know what you did with ‘em, as you fed us on veal.” “And hired help has gone up,” said the farmer. “But you and your wife did all the work.” : “Um! As I said, I will have to charge a dollar a week more.” “Then it must be for the scenery ?” “Well, yes it is.” “Changed, has it?” “Sure. Two weeks ago lightning struck that old dead oak behind the June 19, 1912 barn and knocked thunder out of it and improved the scenery just 20 per cent!” WANTED Butter, Eggs, Veal and Poultry STROUP & WIERSUM Successors to F. E. Stroup, Grand Rapids, Mich. Hammond Dairy Feed “The World’s Most Famous Milk Producer” LIVE DEALERS WRITE WYKES & 0, Sst Reid mes, Michigan Sales Agents Moseley Bros. — ESTABLISHED 1876 — WHOLESALERS OF BEANS, POTATOES, FRUITS EGGS, FIELD SEEDS. In the market daily for supplies. Grand Rapids, Mich. What have you to sell? Egg Case Fillers. L. J. SMITH 3 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. 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 lbs.), kits (12 Ibs.) Liver Sausage. Pork Sausage in brine, in half barrels, quarter barrels and kits. Mail your Sausage order today. Cudahy Brothers Co. Mild Cured Cudahy, Wis. June 19, 1912 What Some Michigan Cities Are Doing. Written for the Tradesman. The approaches to the new two million dollar Michigan Central sta- tion in Detroit will cost the city about $400,000. The Sparks-Withington Co; of Jackson, will open a branch factory at Walkerville, Ont., to take care of its Canadian business. will open at Marshall July 2, contin- The Short Ship Circuit horse races uing four days. Lake Odessa has renewed its street lighting contract with the Thornap- ple Company for a period of five years. The incandescent lights throughout the village will be replac- ed with Tungstens and eight arches of lights will be placed on Main street. The pure milk question has been agitated at Battle Creek for the past three years and the health officer now aeclares there is rarely a case of milk b@ow standard, although there is no system of regular inspection. Hart has voted the sum of $12,000 tor street paving purposes. The Clough & Warren Piano Co., at Adrian, has been re-organized, with $200,000 capital, and the fac- tory will soon be re-opened. The Gladstone Business Men’s As- sociation has been formed to ad- vance the interests of that city. Marquette is the home of more traveling salesmen than~ any other town in the Upper Peninsula. This summer’s tax rate at Flint will be $12.75 per $1,000, or an in- crease of $1.25 over the rate last year. Elk Rapids will hold a “Harvest Home Fair” Oct. 15-18. Kalamazoo will spend about $80,- C00 this year for the health of its citizens and of this amount $25,000 will go directly for the construction of sanitary sewers. The aldermen of Kalamazoo have adopted a resolution in favor of the use of the grooved girder rail exclu- sively in place of T rails in track construction in that city hereafter. Chas. H. Hackley’s last benefaction to the city of Muskegon, the beauti- ful Hackley Art Gallery, will be opened with dedicatory exercises on June 21. The arch system of street lighting, which is being supplanted by orna- mental cluster lights in most cities, is soon to be installed at Cheboygan. There will be nineteen arches. The Michigan Central will raise its tracks from 12 to 18 inches for a dis- tance of nearly two miles between Saginaw and Bay City so that traffic: may never again be shut off by high water. Petoskey’s population, according to the recent school census, is 6,945. Bellevue will vote on the question of bonding for $30,000 for water works and a system of sewers. Consolidation of the cities of St. Joseph and Benton Harbor is again being considered in the twin cities and a committee of ten, five from each city, has been appointed to con- fer on the advisability of such a measure. The plan is strongly favor- _ terest. ene ees MICHIGAN TRADESMAN ed by some and as strongly opposea by others. The Charlevoix County Fair will be held at East Jordan Sept. 10-13. In order to relieve traffic conges- tion both in Detroit and Toledo the single track lines of the Lake Shore end the Michigan Central roads, which run parallel between the two ‘ities, will be used as a double track system, northbound traffic being con- fned to one track and southbound to the other. The new U. S. Weather Bureau for Michigan, which is to be installed at Saginaw, will be located at the Ar- thur Hill trade school. The business men of South Range have organized. Almond Griffen. —_~+-+__ The Right Side of the Fence. Every retail dealer, consciously or anconsciously, gives most attention ‘o that salesman who has studied him most closely and discovered the most advisable method of approach and topics for conversation certain to in- By the difference in his atti- tude toward this salesman and some other, less favored, the retail dealer proves conclusively that it does pay to study a prospect and that the same method may not be used suc- cessfully with men of differing, even clashing, dispositions or tempera ments. Yet how frequently does the re- tail dealer analyze his manner toward the salesmen who visit him? In the majority of cases, it is safe to say, he knows but one thing—that he likes one better than he does the other, and, all things being equal, gives him the business. He does not realize, except infrequently, that the one calesman has made an effort to win that trade by cultivating him, while the other has used exactly the meth- ods which he unselfishly saves for all his trade. It would be well if the retail deal- er were brought to a realization of the radical difference between the two salesmen, since the knowledge should be of great practical value to him. Many retail dealers treat all their customers alike, just as does the mediocre salesman, and nevei get up among the leaders in their community. Yet there is as much reason for treating each as an indi- vidual who is built along lines differ- ing at least slightly from those which define his neighbors, as there is fo: tlle pursuit of the same policy by the traveling salesman. As has been said, “The successful salesman works from the customer’s side of the fence.” ‘his is the science of salesmanship in a nutshell, and any long-winded exposition is but an amplification of this bit of wisdom, so tersely ex- pressed. And it is just as important to his success that the retail dealei get on the customer’s side of the fence as it is to the success of the traveler that he leain on which side the fence the retail dealer with whcum he may be engaged stands.—Imple- ment’ Age. : —_——_~++-___ “Knocking” at another man’s door may help to break it down; but it won't open yours. Decrease in the Importation of Cof- fee. It is worthy of note that, while the United States is the world’s larges. consumer of coffee, imports into this country during recent years have shown a steady decrease. For exam ple, in 1902 the amount imported was 1,091,000,000 pounds, while in 1911 this had come down to 875,000,000 pounds and it is estimated imports for 1912 will not be more than 800,- 000,000 pounds. This goes to show that while our people consume more coffee than any other nation they are not so wedded to it that they cai, not be turned away from it when oc- casion offers, or when prices get so high as to make the beverage abnor- mally expensive. During the time that coffee has been losing devotees cocoa has shown considerable increase, having jumped from 3,500,000 pounds in 1871 to 140,000,000 last year. These fig- ures are important to retailers as showing the trend of taste. More at- tention will have to be paid in the future to cocoa. A few years ago i was regarded rather as a fancy drink than a staple, but now it must be reckoned with as one of the daily ne cessities with a great many persons, and their number is constantly grow ing. —_+2.__ Short and Comprehensive. A blank crop report was sent out by a Cleveland paper for the farm- ers to fill out, and the other day one of them came back with the follow- ing written on the blank side in pen- 13 cil: “All we’ve got in the neighbor- hood is three widders, two school- ma’ams, a patch of wheat, the hog cholera, too much rain, about fifty acres of ’taters and durn fool who married a cross-eyed gal because she owns eighty sheep and a mule, which the same is me, and no more at pres- ert.” ——_>-->___ Better a woman with rosy cheeks than a man with a rosy nose. —_+-+__ Some people never seem to tire of making other people tired. Rea & Witzig PRODUCE COMMISSION MERCHANTS 104-106 West Market St. Buffalo, N. Y. 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. s =x 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. 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. MICHIGAN — — = = — = { a Serta) 5 wd 4 a Gta 20g a (get C16 (46 , A pau va s Importance of Looking and Planning Ahead. Written for the Tradesman. It is most essential that a dry goods business should always face forward. Look ahead, not backward. Push seasonable goods. And be all the time getting ready to push other goods just as soon as they shall be seasonable, or a little before. Your rapid selling just now on certain lines is largely due to the good ad- vertising and displaying you did weeks —perhaps even months—ago. See to it that you make as good a clean-up as possible on all strictly summer goods. It seems early to talk about this, when spring was so »ackward and warm weather so late in coming. But even now keep a watchful eye for any pieces of thin dress goods and the like that are lianging fire. Do they need to be dis- played more prominently, or is a cut in price the only thing that will move them? Sell summer goods now. There are certain lines that sell only in hot weather. You can do little with them after your customers turn their minds toward fall- So get after these things before it is too late. It requires good powers of dis- crimination to know just when to make reductions and mark-downs. You don’t want to make them too early, yet to delay too long is a worse error. Much depends on whether you are overstocked or have only a lit- tle of a given article. Also on its taking qualities or the reverse. Never let up on your efforts to carry over just as little as possible from one season to the next. Be all the time looking ahead and preparing for what is coming. Lony before this you doubtless have been getting all the information you could from reliable sources regarding the fabrics and styles that are to be in vogue during the fall and winter. If you have studied these matters dili- gently, you have been enabled to place your orders for goods intelli- gently. Buying should never be delayed overlong. It is the early buyer that catches the most desirable selling poods. But the early buyer must be well posted, not only on what is but what is to be. Cool days in the latter part of July and early in August begin to show tall goods. City merchants do this— dealers in viilages and in the coun- try will do well to adopt the mero- politan practice of rushing the season a little. Many women are now quite fore- handed in regard to their clothing and that of their children. They have their summer dresses made in the winter and their winter things made in the summer. Get your share of this trade. It is the looking and planning ahead, the putting of one’s brains and will power into one’s business, that distinguishes the real merchant t1om the man who only keeps store. it is not the dealer that takes the most steps or that works the longest hours who is able to show the most Satisfactory balance sheet at the end of the year. It is the man who all «long thinks with his head. And why shouldn’t a man think with hs Fead? Who wants to spend twenty, thirty, maybe forty years in business without making the achievement of which he is capable? It is a mistake to allow one’s work to ball up. If any man on earth Gught to be right Square up with evy- erything it is the dry goods man, for the reason that we have been em- phasizing—that he should always be looking and planning ahead. Some merchants who conduct small stores fall into the error of trying to co too much of the work themselves, and so never find time to thinl: about their business. This is not genuine economy—rather it is rank wasteful- uess. You can not afford to keep yourself too tired out to use your headpiece, for the sake of Saving the few dollars a week that it would take to hire another boy or girl. Fabrix. — oo Demand of the American People For Style. “I have not given the subject much thought,” said the Wealthy Clothing Merchant, as he snapped his fingers to arouse an indolent clerk to activ- ity, “but I’m pretty certain that clothes made this man,.” and he swell- ed his chest just a trifle. “The first job I ever had was in a downstate clothing store. And, believe me, ‘job’ expressed it nicely. It wasn’t until I came to Chicago that I attained the dignity of a ‘position.’ The partic- ular ‘position’ I am referring to was in one of the downtown specialty store, at that time a comparative novelty, but nevertheless a success. And right there I stayed until I went into business for myself. The result you see—part of it.” “But,” objected the Average Man, “that isn’t all. I want details. Tell me how you did it.” ; The Wealthy Clothing Merchant continued: “Specialization was the keynote to my success. In the cloth- ing business I started and in the clothing business I’ll finish. But, now TRADESMAN 1 stop to think of it, I never really got my start until the Big Idea came. What went before isn’t worth telling because what came afterward is what really counted. This specialty shop 1 worked for sold everything from suspenders to what they hook on to. We had a number of regular custom- ers who patronized the place because it was convenient and they got what they wanted right away and at a right price. These regular customers were divided up among the different clerks, and each of us had a line on certain customers’ likes and dislikes and used to wait on them every time they came in. Among my regular callers was a smooth shaven, middle aged man who had the appearance of bearing the weight of the world on_ his shoulders. Sort of careworn, as it were. Not that I thought for a min- ute that his troubles were financial, because every time he paid a bill he’d show a roll that looked like the Standard Oil Company’s bank _ bal- ance to me those days. June 19, 1912 Bright and early one June morn- ing he came in with a face so chang ed that I had to look twice to be sure he was who I thought he was. He walked like a 22-year-old and he talked a blue streak, which was un- usual. I couldn’t smell any liquoi on his breath, so I was forced to look somewhere besides in a bottle for the cause of his light heartedness. He told me without being asked. ‘Jack,’ says he ‘I’ve made my pile California and a little bungalow down among the big trees for mine. I’m 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. 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 CoO. Cor. Commerce Ave. and Island St. Excelsior Gold Eye Needles Large Round Eyes Put up in Attractive Wrappers 100% profit Stewart’s Duplex Safety Pins Best Quality Extra Heavy Wire Superior Nickel Finish Write to your jobber for samples and prices a Safe as inits Mother's Arms EXCELSIOR MADE IN ENGLAND cae ks ibe he ee See ee CH ee ey wt OK June 19, 1912 through for good. I’ve got the money and I’m going’ to make a contract with myself to spend it. Come to find out he had just suc- ceeded in promoting a company. Had Put over a deal where seven manu- facturers had consolidated. Between what they got for their individual in- terests and what he’d capitalized the company at was a liberal margin of gilt edged stock which had reverted: to him as promoter. Didn’t Risk Own Money. The thing that struck me about the whole proposition was that at no stage of his operations had he risked one penny of his own capital. And that very point was what started me operating along the lines that led to this business. If another man could make money with other men’s mon- ey, I could—and I did. That’s where the Big Idea was born. Like every other man with real ambition I had long wanted to go into business for myself. I had ideas. I understood the clothing business and just one thing had stood in the way—lack of capital. The example of this man who had just netted $82,000 without a red cent’s risk inspired me—made me feel that I could do the same thing. So I started to formulate my plans. It took me two full months to fig- ure just how I could invest brains to reap dividends of dollars, but finally I felt I had the right angle. I in- vested $20 in the services of a good corporation lawyer to pass on the re- sult of my thought. He pronounced the venture sound and after quite some questioning said he would be one of the first stockholders, provid- ed I was willing. This little inci- dent heartened me up considerable. In the shop where I worked there were two exceptionally capable men. One was a window trimmer. His name was Harris. The other was a salesman—a Feal one. His name was Clague. I had had these two men in mind for a long time. I started to cultivate them. I planted the seed cf discontent—discontent with work- ing for some one else—in their minds so successfully that one day they came to me with the suggestion that we start a business of our own. We figured the proposition out and found that between the three of us only $800 cash capital was available. Nat- urally that put a damper on the idea, but I took good care to foster the -feeling that a clothing business run en the proper lines could hardly fail to be a success and a big one. Occasional lunches where the con- versation invariably drifted to that fascinating subject—a clothing busi- ness of our own—evenings spent at each other’s rooms discussing the same thing soon brought matters to the point where I felt that the time to strike was ripe. So I struck. Pur it up to Harris nd Clague that the way to get the capital was to incor- porate and sell the stock to our friends and customers. The stock company was formed. The enthusi- asm I had so carefully worked up in these two men was shown by the way they sold the sold. Why, I heard Clague trying to sell a man MICHIGAN TRADESMAN some of our stock one day and I give you my word, he was so sin- cere and so enthusiastic and so con- vincing that I believe if he had turn- ed his guns on me he could have sep- arated some of my hard earned sav- ings from their natural home. Sold All the Stock, We sold that stock, every penny’s worth of it. Owing to a death we were able to secure one of the most desirable downtown leases in Chi- cago—most desirable, that is, for our purpose. While the fixtures for the new store were being made, I showed my hand for the first time in the pol- icy of the new concern. The many years I had spent in the clothing business had shown me_ two vital points that manufacturers and retail- ers alike had overlooked. First. On exactly the same principle that a five cent cigar is invariably the biggest seller, more people buy $15 clothes than the $30 kind. Second. The man who buys the $15 suit will take $30 style every time if he can get it- that’s one reason why cut price sales do the business. The average $15 suit of that time was a monstrosity in cut and mate- rial. The manufacturer and retailer alike took it for granted that the man who bought that class of goods was entitled to just about as little as they could give him and get away with it. Personally I had a radical- ly different idea. I knew that the bulk of the business lay in the $15 lines and I was out for that trade. I went to the largest manufactur- er of ready made apparel in the Mid- dle West and explained my idea to him. I wanted $15 suits cut on $30 models. The manufacturer laughed at me, but I finally carried my point as it cost no more to cut clothes the way I wanted them than it did the eld way. I selected the materials for their appearance and with due re- gard to what I believed the public wanted. The morning we opened .up for business, I honestly believe we had the handsomest little clothing shop in the city of Chicago. Our win cows, trimmed by Harris, were beau- ties. Prominently the slogan of our business was displayed—“One price to everybody—Fifteen dollar suits— Low enough in price for everybody— Good enough for anybody.” And the suits talked louder for themselves than any merchandise I have ever seen. Cheap materials true, but regardless ot cost the patterns were tasty. The making was not of the best, but the models were distinctly good. Most people buy by eye anyway and it was not ten days before we were the talk of the town. Our goods at $15 look- ed better than what most retailers were asking $20 and $25 for, and the result was business—lots of it—so much that within one year we had made enough money to open up two more stores in the loop. Built on Demand for Style. This business is built on the de- mand of the American people fo1 style—its foundation is the fact that for every man who has thirty dollars to spend there are a thousand who have fifteen. It is backed by the facr that the man of medium circumstanc- "€S appreciates a handsome store, good display rooms, and courteous clerks just as much, if not more, than any other class. We have steadily climbed the lad- der of big business every year. To- day we own the factory that made our first lot of clothes. We are capi- talized at $1,000,000 and paying 20 Per cent. dividends every year. We have sixty-two $15 clothes shops in operation in America; our mail Of- Ger business extends all over the globe; our cash registers are ringing day and night and our credit contin- “ues to climb like a thermometer in summertime.” 15 “Ah,” said the Average Man, “here is an individual with one idea. When he saw his chance he seized it with a bulldog grip and hung on uptil it carried him through to success. It more men used the ideas that came their way this would be a harder world to succeed in.” So saying, he turned and left the Wealthy Cloth- ing Merchant. Irving R. Allen. as HE THING DEA THING GRAND RAPIOS, MICH. el ae er ee fete Pe ae re mee ey Large Stocks Prompt Service Paul Steketee & Sons aan Wholesale Dry Goods Grand Rapids, Michigan SRADE MAES ment. only is used. guarantee. an introductory lot. EDSON, MOORE & CO., Detroit, Mich., Wholesale Distributors HOSIERY Registered U.S. Patent Office and Canada. Greater Value Cannot Be Put Into a Stocking We could easily cheapen Bachelors’ Friend Hosiery. We could use, in the heel. yarn that costs half as much. stint on the use of the fine material that goes for reinforce- We could But we make these hose—to give you maximum comfort— as good as they can be made. Combed Sea Island Cotton 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 thread looping machines make the toe doubly strong. You will find this a fa i the ordinary kind. It will save you money and trouble. Six months’ welt ever put on a seamless stocking. Two- r better wearing, more comfortable stocking than 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 Notice to the Retailers:—The manufacturers are doing extensive national advertising to the consumer, which will undoubtedly 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. 16 MICHIGAN TRADESMAN June 19, 1912 cS See = SSS AA The Demand for € rte Zur AS OS ° ¢ Os = =~ = = ¥| White Goods Crt! SS = S -c. = = ry é > = 3 = > * — | REVIEW °F SHOE MARKET | s Here Z a : = 2 2 = And best of all FOR YOU we TS‘ } Zz = —: = = = have the f ER VFO Og | Z4j* ¥ IK i X axe 4 y Pace Little Things That Help To Win Trade. Written for the Tradesman. Many little things, when taken in the aggregate, loom large and count for much. This is certainly true of those numerous little details of our service as merchants, which go to make our shoe stores popular and prosperous, or the reverse. Neatness and cleanliness, for in- stance, are little matters that patrons appreciate—and they like to observe it both in the store and in the ar- iangement of the furniture and stock, and in the proprietor and in_ his clerks. It is a significant fact that people who are themselves slovenly seem to enjoy the vision of tidiness tn others. I have seen slovenly wom- en of middle life fairly feasting their eyes upon fresh, sweet, smartly dress- ed young ladies. Appearances go far to prejudice people for or against a store. Get into the- habit of maintaining a clean and orderly store. After all that has been said about the value of neat ap- pearing show windows it would seem that every shoe store window in the whole country ought to be positively immaculate. But they are not. In view of the emphasis that retail shoe dealers lay upon the importance of stylish, neat appearing shoes as arti- cles of attire, you would naturally ex- pect to find shoe clerks clad in im- peccable foot-toggery, wouldn’t you? But they are not always that way. I have recently visited shoe stores in which there were not only rather seedy looking clerks, but clerks whose shoes actually seemed to cry aloud for polish! Now a clerk that talks about stylish shoes to intelligent pa- trons ought to wear fairly stylish shoes during the time he is exploit- ing the new modes in footwear. And how can he recommend his repair de- partment when his own shoes are rounded at the heels? He can not talk very convincingly about the ben- efits of shoe polish when his own shoes need polishing. There is too great a disparity between precept and example. Providing inexpensive conveniences of one sort and another for the bene- fit of patrons is a mighty good way to build up trade. In large city stores these things have come to be looked upon as so vital that large sums of money are spent in providing them. If you can not have a rest room, you can at least have a few comfortable chairs to be used by _ relatives or friends of the customer who is being fitted—and you certainly ought to have ice water and fans. And it i3 a good thing to have the telephone so located that the patron can use it without feeling he is discommoding the business of the store and render- ing himself a nuisance by so doing. A little extra pains in looking after the comfort and convenience of cus- tomers while in the store—particu- larly with women attended by small children—will do much to put you into their good graces. And when it comes to fitting little feet, you will make a big hit with the mothers if you will show that you are really interested. If little Johnnie wants to examine the size stick, let him have it. Take time to explain to Johnnie how the device is used. If little Fan- nie calls for a second or a third drink of ice water, tell her to help her- self. If you are wise to the ways of juveniles, you will understand that it is not the water she so much requires as it is the fun of hearing that gur- gling noise in the big bottle stand- ing on its nose. They do not have big bottles like that in Fannie’s home. To many children that come into shoe stores everything is new and wonder- ful and interesting. Show them a good time and make their visit to your store a real incident in their little lives. If you deliver goods, be sure to get the shoes delivered at the time promised. Under certain circum- stances you will occasionally have to send around a pair of shoes even if it is not your custom to do so. Some- times there is an alteration to be made—buttons to be set, or a couple of lifts to be taken off the heels, or a lift or two added or some other triv- ial change. Maybe it is not conven- ient for the customer to call. You promise to send the shoes at a cer- tain time. Be sure you do it. Even if the customer does not have to re- ceive them by a certain time, it raises you in his estimation if you deliver the shoes at the time set. Then, in making alterations, be sure you understand what your customer wants, and see that the thing is done according to his instructions. It is very annoying to find that the clerk has forgdtten to set the buttons or that the heels have not been changed according to instructions. Remember that courtesy is the cheapest thing in the world—and one of the most profitable. Some mer- chants are so sour and uninviting flies won't even pester them on a _ hot, muggy day. It is a part of your business to be kind and accommodat- ing and thoughtful of the interest and comforts of people who visit your store. Even if they do not buy you can not afford to let the vexation that is in you appear on the surface. White Goods You Want RIGHT HERE on the FLOOR We show three styles only. but we have nearly anything you may need. WRITE US White Nubuck, Welt No. 5120—B-C-D E $2.75 White Canvas Pump, Welt No. 6420—D only $1.75 White Canvas Pump, McKay No. 6922—D only $1.07144 Read This List—It’ll Pay No. 5121 White Canvas Btn Boot, Welt, D.C. .$2 00 No. 5420 White Canvas Btn Boot, McK, D. C.. 160 No. 6430 Tan Russia Pump Welt, D. C...... 210 No. 6990 Black Suede Stag Pump, McK, D.C.. 160 No. 6921 White Canvas Pump, McK, D. C.... 1 25 No. 5130 Tan Russia Cf Button Boot, Welt, BAUD i ee 2600 IMPORTANT Don’t overlook our special TERMS: 10% in 10 days, 5% in 20. Net 30. Grand RapidsShoe & Rubber The Michigan People Grand Rapids 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. a t June 19, 1912 Express your regret that you are unable to find anything that suits, tell them you hope to have better luck next time and invite them back. In glancing over the foregoing Paragraph my eye happened to linger on the word, “accommodating;” and it reminds me of an interesting story well worth the telling. It was told me some months ago by an enter- prising young shoe dealer of the South. “One day’, said the dealer, “a man came into my store and ask- ed me if I would kindly let him have a cardboard box about so long, and he indicated a rather generous length. ‘I have been all over town looking for it,’ explained the man, ‘and the dry goods merchants either have not that kind of box, or they say they have not.’ Now, I do not know how it hap- pened to occur to me, but somehow it did, that there was a man who would appreciate a favor from the bottom of his heart. So I immediately re- solved to accommodate him if I had to manufacture the box. Fortunately by dumping a lot of findings out of a big cardboard box into a drawer, I was able to let him have a box that met his requirements. You ought to have seen the smile of gratitude that illuminated his face.” “Now that man.” continued the young dealer, “was not a customer of our store. But after that he became a staunch patron of our store. “He has a large family— four boys and three girls—and nearly all of them grown. He buys shoes for himself and wife and all the chil- dren at our store. One day that fam- ily bought over thirty dollars’ worth of shoes from us in a single day— think of it!—and all that-trade was secured through a card board box that was not worth five cents!” Truly it is the little things that count. Cid McKay. ——_>-—____ Getting Shoe Customers by Original Sales Plans. Written for the Tradesman. “Tf I were a young fellow opening a shoe store,” said a Chicago shoe dealer whose merchandising opera- tions must be billed as a head-liner in the big circuit of American shoe re- tailers, “I would see what the other shoe dealers of my locality were do- ing, and then I would do the other thing. If they were playing the con- servative and standard lines, I would splurge on novelties. To do this it is not necessary to have more than a dozen pairs of a novelty. The novel- ties in the window bring customers who remain to buy the standard lines that pay. Ifa novelty did not sell, I would not keep it. I would throw it into the bargain bunch, thereby get- ting rid of it and keeping my bar- gain counter attractive. I would not buy a shoe just because I liked it my- self. I would try all kinds.” Lots of good advice here compress- ed into small compass. According to this dealer’s theory the key-note of success is simply getting out of the common herd and being different. Isn’t it droll how dealers of a given dine in different localities seem to be doing pretty much the same thing in pretty much the same way? Take up the newspapers of your city and MICHIGAN TRADESMAN Study the different shoe store an- nouncements, and what do you find? Well, the chances are you will find they are all talking the same thing— stylish shoes, new lasts, good fitters, swell lookers—and all astonishly un- der-priced, values considered. The trouble with that sort of advertising is that it appeals to so many differ- ent motives at one and the same time; it does not appeal to any particular niotive with irresistible force. Presently another fellow appears upon the scene, and he goes at the matter in a somewhat different way. instead of talking about all the dif- ferent good qualities that shoes pos- sess (or are alleged to possess) this man selects certain features and bears down hard on them. Result? He creates more attention than all the rest—and gets amply paid for his originality by an increase of busi- ness that puts his competitors on the blink, Now I know a certain shoe store that calls itself “the Stylist Shop.” Every advertisement put out by that concern bears down with as much pressure as the resourceful advertis- ing man has at his command (and he has oodlings of it) on style. He rings the changes on new last, recent de- partures, style-effects, stylish fea- tures, footwear novelties, distinct and exclusive creations, modish specimens of footery, etc. etc—until he has the people of his city believing that you can not be dead sure of the cor- rect thing in your shoes unless you buy them from the “Stylist Shop.” They have decided bargains from time to time in the basement de- partment; but the bargains of the basement are never permitted tc eclipse the “styles” of the first and second floors, where the regular pric- ed merchandise is kept. They put on special sales and clear- ance sales, and they put out flyers, Lut these specially priced articles in special departments are never permit- ted to outshine the regular priced goods. “Style” is always to the fore. The result of that manner of go- ing after the business is that this store rounds up a very large percent- age of the very best business in the city. The women are most susceptible to the styles-argument. So it is not surprising to know that this concern looks upon its female clientele as the main source of its profits. “Men are not so eager for the newest style-de- parture in their footwear as the wom- en are,” says the manager of this concern. “We make our money on the women. Of course our children’s trade is a big factor of our busi- ress; but women, for the most part, do the shopping in children’s shoes. Most of the little folks that come to our store are brought in by their mothers. A styles-argument in behalf ef juvenile footwear is really directed at the mother.” What percentage of your shoppers is men? What percentage is wom- en? This is an important matter; for it is a well-known fact that the psychology of advertisement address- ed to the mind of a woman differs from the advertisement gotten up for the beguilement of the sterner sex. Your argument and method of approach are (or should be) differ- ent. The shoe dealer from whom I quot- ed at the beginning of this article has a suggestive word anent novel- ties. He says in order to splurge on novelties you do not need so many pairs of a different kind. He takes the position that you can create the appearance of having a full line if you have a dozen pairs. If you buy your shoes from a concern that car- ries a large in stock department you can quickly get others if you hap- pen to have a run on this particular style. With reference to many of the current novelties, a dozen _ pairs would seem to be quite enough to start with. He certainly sizes up the situa- tion about right when he says the novelties in the window bring customers who remain to buy stand- ard shoes. That is really the philos- cphy of the freak last: it is an adver- tisement—an attention-getter—more than anything else. It brightens up the manufacturers’ samples; and when placed in the dealer’s window it brightens up the window. It makes the smart young fellows perk up and take notice. But the more conserva- tive man, whose journey past the 17 store was halted by the sight of the ireak, will, nine. times out of ten, pass it up when he gets a nearer view of it. He has not the courage, poor fellow, to go up against an extreme style. As for woman, being as she is, a fearless creature, she will take to a style-departure that mere man would not think of adopting. Charles L. Garrison. A baby’s hand may be kissed, but not a baby’s lips. Kisses often con- vey contagion, especially in the sea- son when colds are prevalent. A cold in the head is a disagreeable malady, and may be the precursor of a cola elsewhere. The person who has it should keep it, and so far as may be possible establish a strict quarantine lest the cold be given to a friend. ——_2.-2.>____ If we all made our failures our teachers, most of us would be well educated. >.> ____ The heart seldom feels what the mouth expresses. Quality Line HONORBILT SHOES 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 children. 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. fiMauneRbbecG | 224 226 SUPERIOR ST. | TOLEDO. OF!0. The style is there all right. show them. The “Bertsch” is Replacing a Lot of High Priced Lines This Year The reason is simple. In most men’s “welts’’ style comes first and foremost; quality is a secondary consideration. In our factory a different condition prevails. A HIGH QUALITY STANDARD was set years and years ago. Every buyer of material and every workman in the factory knows that the product must measure up fo the standard. So you will find in the “Bertsch” that which is lacking in so many lines—WEAR RESISTING QUALITIES. logue or salesman and see for yourself. Become a ‘‘Bertsch’”’ dealer this season. THEY WEAR LIKE IRON Just drop us a card for cata- It’s no trouble to HEROLD-BERTSCH SHOE CO. GRAND RAPIDS, MICHIGAN seine bnnndiaibmadsaak sasiea late cise colar cs ce ee 18 BUSINESS GETTING. Determining the Right Thing and Doing It Right. Being an advertising man you will paron me if I talk to you in short sentences. That is my training. Advertising, which is business get- ting, is telling a man in five minutes what your proposition is so that he will get as full an appreciation of it as it has taken you five years to ac- quire. I wrote a Shur-on’ advertisement the other day. I have written a great many Shur-on advertisements and I am telling you so because you know it and won’t accuse me of im- posing on your good nature by try ing to advertise Shur-ons here. To my mind they are so well ad- vertised that I don’t have to adver- tise them here. Now that I have contradicted my- self I will tell you about that par- ‘icular advertisement I wrote. | pointed out in that advertisement that it was a waste of energy for an after- dinner speaker to be grabbing for his glasses when he might wear proper- ly adjusted Shur-ons and use _ his hands for effective gestures. In the opening paragraph I said: “Doing so many things we don’t have to do is why we have to do so many things we don’t want to do.” In doing the things we don’t want to do we don’t, as a rule, do them right. When we don’t do things right, that somebody else does right, we lose and the other fellow wins. Scientific management, about which - we hear so much to-day, is simply ceciding what is the right thing .o do and then doing it right. That’s all and nothing more. Getting back to the things we do not have to do I might say that an- «ther way of putting it is: “Neglecting to do the things we ought to do is why we have to do so inany things we shouldn't have to do and in doing so many things we don’t have to do is why we have to do so many things we don’t want to do” and it all comes back to the original proposition. Cut out the waste. Advertising has but three laws. Obey these laws and your advertis- ing gets you business. Do the right thing and you keep the business you get. Three Advertising Laws. The first law of advertising is to tell the people what your business is. The second law is to tell them how well you are equipped to do your husiness for their benefit. The third law is to tell them where you do business. Applied to a specific article the laws read: Name your article. Tell why the article is a good thing to possess. Tell the people where they can get it. i There may be many ways in ap- tlying these three laws, but no mat- ter what the application the laws re- main unchanged. Because these laws MICHIGAN TRADESMAN are greater than any man in_ the business there is not a man in busi- uess big enough to break the laws and succeed. When you have followed these laws your advertising pays and it is an investment. When you violate the laws your advertising fails and it becomes an expense. Advertising rightly done is always an investment. Improperly done it is an expense. If advertising is an expense with you the fault is yours. Many violate the first law of ad- vertising by telling the people that their competitors are examining eyes and fitting glasses. The same class violates the second law by offering cut prices, which is a statement of fact that you can nor Go it as well as the other fellow be cause he can do it so well that he can charge more than you do. The third law is violated because a man loves to see his name in print so large that he leaves out his ad- dress to make room. Cut out the waste. How To Do More Business. The closer attention you pay to your own business the more business you will have to do. Remember this when your compet- itor comes to you with advice on how to run your business. When a competitor tells you how to run your business it is a pretty good sign that he does not know how to run his own business and wants you to follow his course so that both oi you will fail. Three Classes of Trade. Trade is divided into three classes: The man who buys cheap goods. The man who buys good and pays cash. The man whose credit is so limit- ed that he buys the best and you lose all the profit in the sale by the time you have sent him a_ dozen statements and paid interest on bor- rowed money to pay your bills. The first man never becomes a per- : anent customer because he goes from one place to another in search of satisfaction he never gets because he doesn’t pay for satisfaction. The second man comes back to you time and time again so long as you treat him well. The third man treats you like a dog when you ask him to settle. If you want to be a mere merchant “ater to the first class. If you want to be a successful busi- ness man as well as a successful op- ‘ometrist, cater to the second class. If you want the third class get cap- ital enough to carry them on your books and then make your charges so high that when you do get you money it will cover the interest. To my mind the best way is to bring the first class up to the level of the second class and then treat ithe second class with the same con- sideration you show the third class and make the third class pay cash. In this way, you see, you will have but one class of business. You will have to carry but one class of service—the best. You will get the business and when you get it you will keep it. The best way to get new trade is to satisfy your old trade. Every time you satisfy an old cus- tomer he brings you a new one. Every time you displease an old customer he drives away ten who might have been customers. Every time you please an old cus. tomer you unconsciously inject con- fidence and sincerity into your adver- tisements and the people will believe you. Every time you displease an old customer you send a man out of your store who will work overtime to de- stroy whatever confidence the people may have in your advertisements. Convincingness. The Bible is the only perfect ad- vertisement. It tells who God is. It tells what God ‘does. June 19, 1912 It tells where you can find God. And when you have placed your- self in God’s hands He takes care of you. It isn’t the fault of the Bible be- cause it doesn’t convince everybody. The fault is with the person who is not convinced. You can not expect your adver- tisement to convince everybody. You can not expect your advertise- ment to be read by everybody. You can not expect to get all the business because the minute you get all the business you can not handle ii and therefore lose it. You have a right to expect that they will be read by somebody. You can expect that your adver- tisements are going to convince somebody. You should therefore write every advertisement you put out so that it Ramona Matinees at 3:00 Week Starting Monday Matinee, June 17 Seats on Sale Downtown at Peck’s Drug Store. Prices—Mats., 10c, 20c; Eves., 10c, 20c, 35c; Few Choice Seats 50c. Theatre Evenings at 8:30 Little Lord Robert Ad Newberger’s Tiny Wonderman Smallest Comedian in the World Height 24 inches, age 22 years, weight 15 pounds. Frank Spissell & Co. A New and Original Pantomime Comedy “THE NEW CHEF” Return of the Old Favorites McKAY & CANTWELL in “A Breeze From Broadway” The GRAY TRIOQ—Classical and Popular Songs CHAS. D. WEBER—That Eccentric Juggler Your Weekly Current Events EXTRA ADDED ATTRACTION CALLAHAN & ST. GEORGE In Their Beautiful Character Irish Study ‘“‘THE OLD NEIGHBORHOOD” PATHE’S WEEKLY At Ramona First of All Fire Resisting REYNOLDS FLEXIBLE ASPHALT SLATE SHINGLES Reynoids Slate Shingles After Five Years Wear Beware of Imitations. For Particulars Ask for Sample and Booklet, Write us for Agency Proposition. ., Saginaw Kalamazoo Toledo Columbus _Rocheste Bost Detroit Lansing Cleveland Cincinnati Buffalo Warccser | Jackson Battle Creek Dayton Youngstown Syracuse Scranton Fully Guaranteed Wood Shingles After Five Years Wear Distributing Agents at H. M. REYNOLDS ASPHALT SHINGLE CO. Original Manufacturer, GRAND RAPIDS, MICH. SS ee re a> So yy a om - 4 A wm @ 859 oP TA ‘tha ah ee Fy ey eh ta ka ngs me AD QO *% rt mes i a> me = ol hUM OO ee ie, OP CULTNCUCUTD June 19, 1912 will convince somebody when that somebody reads it. Do this and you .will get all the business you deserve and that is all you need to be successful. Take Care of Business You Get. More business men have failed be- cause they couldn’t take care of the business they got than because they couldn’t get the business in the first place. Aim for simplicity. The hardest thing in the world to “o is to be simple. [very unnecessary thing you do adds to your labor. There is a ten dency to do many things fairly well in place of doing one thing as _ it should be done and we get right back tc the proposition we made in that Shur-on advertisement: “Doing the things we don’t have to do is why we have to do so many things we don’t want to do”’—wi don’t do them well and the business gets away from us and goes to the man who does do them well. Study. You must study, study, study. The most necessary thing to know about your business is to know your lhusiness. This brings us to the proposition that neglect to do the things we ought to do is why we have to do so many unnecessary things. Don’t carry every kind of goods on the theory that some day somebody will come in and ask for it. Don’t catry goods that you have to force. onto people, because it is a waste of time—time that might better be spen- in seeing that you supply the people with the goods they want in such a way that they will always come to yeu for those goods. ’ Some men substitute one make of coods for another. This is one of the things they don’t have to do. Usu- ally they do it because they get them at a lower price, but they also ge! lower quality. Price always depends on quality. No one can overcharge and stay in business. If one man sells goods for more than another there is a reason for it. I said you should not substitute. You know in your own hearts that you do not want to substitute, but you do it because you think you can take business away from your com- petitor. You are looking aiter your competitor’s business and not attend- ‘ing to your own. You don’t have to take business aawy fro myour com- setitors to be successful. All. you hove to do is to attend to your busi- ness so well that your competitor can not take any away from you. When a man offers me a substi-~ tute which he says is something just as good I ask him why and find our why. ‘Invariably I find that he gets the substitute for less money or he is sore on the manufacturer of the ar- ticle called for because that man‘ facturer did not do something for him that he would do for his com-, petitor, or because somehody in the employ of the manufacturers made a mistake and he, the merchant, was not big enough to take the view that if is human to efr and that while that particular employe might have MICHIGAN TRADESMAN made a mistake it was no sign that the employe’s mistake reflected the aititude of the manufacturer, or 1 find that the merchant honestly be- lieves that the article he offers is better and has sufficient confidence in it to give him a better guarartee than the manufacturer gives. But I refuse to accept the guarantee un- less I know the man who is ing it. When I find a man who honestly believes in the article he offers me in the place of the one I ask for, I find @ man who is not offering that >-ti- cle because he got it cheaper or fou any of the other reasons I have stat- ed—lI find that price is not the ques- tion with him With such a man no manufacturer has a right to quarrel. If the manu- facturer can not show that man that liis article is better, is the better arti- cle to handle, it shows that the manufacturer does not know his busi- ness. It shows that he does not know his article. It shows the one great law that no one can do all the busi- ness all of the time. While I am the man who propased the restricted price policy for our soods, I want you to thoroughly un- derstand that if the house did not be- lieve in that policy it wouldn’t have adopted it and when the _ house adopted it it ceased to be Goodwin's idea. It became the idea and policy of the house because the house bought and paid for it in the way of ‘salary. I sold them the goods. A man usually talks about the things that he knows the most about end that is why I am going to say a tew words about - restricted prices. I know that when we laugh the world gives back a laugh and when we cry the echo is a moan. We get what we give. Elbert Hubbard has said: “When we love we are loved; when we hate we are hated; when we t:cat a man untairly we get unfair treat- ment in return, unless that man is wiser than we and he turns the tables by giving us good for evil. When he does this he wins and we lose.’ Restricted prices are better for the customer than for the retailer. They are better for the retailer than for the manufacturer. And they are the best thing for the manufacturer. Restricted retail prices protect the consumer. If a man has not the ability to deliver a particular article at the same price his competitor does be won’t carry it and the custcmer will get it from the man who can ‘e- liver it and deliver it right. Restricted retail prices enable the retailer to do more business and bet- ter business because it eliminates dickering from the deal and leaves the retailer free to devote that time saved to the improvement of his serv- ice and ability to supply that particu- iar article. Restricted retail prices enable the retailer to work in harmony with the manufacturer because the assured profit under a restricted retail price policy makes it attractive for the best in the business to buy the goods that retail mak-— are sold everywhere, every day for the same price. When a man comes to you and asks how much you charge for Jones Silver Polish you say 25 cents. He goes to the next man and the next lan says 25 cents. He goes on from store to store and each man says 25 cents. By the time he is through ke will come back to you and buy it for 25 cents and when he puts down his money he feels that he is getting an article that is so blamed good that it would be a crime for him to defraud himself by paying less than 25 cents. Do you see the point? Restricted prices establish a stand- ard of confidence and the _ people bave just as much confidence in you as they have in the article; if you cut the price, the buyer does not lose confidence in the article but he does lese confidence in you. You don’t have to cut prices on a restricted article and this again brings us back to the law that do- ing so many things we do not have to do is why we have to do so many things we don’t want to do. There is not a man who wants to cut prices and every time he cuts prices he does something he does not want to do and there is no joy in Ccoing the thing you don’t want to do, is there? When you get a_ customer, keep him. Never lose sight of his point of view. His point of view is that he is paying you for good goods and good services. So long as you give him good goods and good services you need never worry about his going to a competitor. It is your own fault if you ever lose a customer other than by death, and as the loss in such a case is per- fectly natural you needn’t worry about it, because when he passes out of this world another comes in- to the world to take his place; and statistics show that in America the birth rate is higher than the death rate. If you love your work you will do good work. If you don’t love your work get another job. 19 You can not make money in busi- ness if you only do business to make money. If you are in business only te make money you won't. give that added touch that makes people de- sire to trade with you, When you get a him. A man who is too busy to attend to his business is not a business man. Again I say to you that if you ever l.se a customer it is your own fault, whether you admit it or not. H. C. Goodwin. customer keep 139-141 Monroe St Lee an GRAND RAPIDS. MICH OFFICE OUTFITTERS LOOSE LEAF SPECIALISTS 237-239 Pearl St. (near the bridge), Grand Rapids, Mich. Halt Brand Canned Goods Packed by W. R. Roach & Co., Hart, Mich. Michigan People Want Michigan Product: AWNINGS 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. Campau Ave. and Louis St.. Grand Rapids, Mich. 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) 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 be ea eI nal EE Po Peer ewe oe sie eign RS EA eco esceaMeiaRA De NTIR ES § i 3 ‘ 4 S 5 & & F 4 * TRADESMAN June 19, 1912 Plea For the Reduction of Reasonable Duties. Written for the Tradesman. One of the most unsatisfactory, not to say distressing things about living in this present age is that it is so hard to find time really to live. Gur days are all so crowded that we do not stop to enjoy the sunsets and the moonlight, to sense the beauty of green leaves and flashing waters, to revel in the wealth of book lore which the preceding ages have heaped up for our benefit, to take pleasure in - the friendship of our friends, or even to become thoroughly acquainted with and appreciate the love and de- votion of our own home folks. Life has become elaborate and complex and this tendency is stead- ily on the increase. Our duties and our opportunities have multiplied, while our powers of performance have become no greater than they were. To read just a few of the leading daily papers would take several hours of each day; to read the really good magazines and weeklies would re- quire all of one’s time; as it would al- so to go over even cursorily the best of the new books. How is any one person to manage to read the papers and the magazines and the books? You join a club or society of any kind, and, if you are new to the business, you are soon amazed ana perhaps overwhelmed with the vast amount of work of various kinds that is required or at least expected. Look at the machinery of a pres- ent-day church that is active and zeal- ous in its propagandism. Besides the main membership organization there is a Sunday school, a young people’s society, a ladies’ aid or guild, a mis- sionary society or two, perhaps men’s club. A faithful member will be found attending regular service morning and evening on Sunday, and perhaps teaching a class in the Sab- bath school; and during the week very likely will be present at the mid- week prayer meeting, a meeting of the church, a session of a ladies’ aid or a missionary society, and a teachers’ preparation class. A discerning person outside may _hesi- business tate to join a church more on ac- count of the burden of work that many churches now are placing upon their earnest members than on ac- count of any moral standards or re- strictions that are imposed. Education likewise has become la- borious. The teacher nowadays must spend hours and hours out of school preparing oral and blackboard les- sons, and then other hours and hours looking over and correcting written exercises and examination papers— duties that the old time pedagogues knew nothing about. While parents— well, did parents of fifty or seventy- five years ago have any duties worth mentioning in regard to the intellec- tual training of their offspring? They sent them to school five or. six months of the year until they were old enough to work, and that was supposed to be amply sufficient. Now from the time a child is born parents are admonished to study the litle being’s every trait and tendency, and to read all the books they can get hold of relating to his physical welfare and mental and moral cul- ture. They should keep constantly in touch with him through kindergartea. and later through school and college. It is some job to be a parent in these times. No matter what the line of effort or activity, you find a wearying, time- consuming minuteness of detail. Take the matter of clothes: If a woman has money and aspires to classiness cf dress, she must spend many days in shopping and many more closeted with her dressmaker. The woman of slender means who tries to be stylish and at the same time makes her own clothes must give up a very large share of her time to it. To be manicured, to be shampooed, to go through physical culture and gymnastic stunts, to have one’s teeth attended to—it is nothing short of ap- palling the time required for all these things. On women, women who are wives and mothers, the heaviest part of this burden of multiplied duties seems to fall. A man has certain hours each day that are sacred to his business or profession. The most exacting wife does not expect the most devot- ed husband to push the lawn mower or do errands between 8 in the morn- ing and noon, or betwen 1 and 5 in the afternoon. After a man has done his day’s work and settled himself for the evening he is likely to turn a deaf ear to the call of outside duties. But the housemother—what hour or moment of hers is sacred to any- thing in particular, or exempt from whatever extraneous task may be thrust upon her? In the nature of things her day’s work is a little mor, clastic—it is not quite so imperative that such a thing be done at just such a time—and so it comes about that a lot of miscellaneous duties that de- volve upon a family in a general way all fall upon mother’s weary shoul- ders. Father, on account of business, has very little time for society; so mother attends functions and affairs about three to his one. Being engrossed with business cares father can pay no attention to philanthropy; so mother does the charities. For the same reason father can not see to the education of the children; so mother signs the report cards and confers with the teachers and helps Johnny, who got behind with his les- sons when he had to stay out fo scarlet fever. Mother attends to the church work; and while she does not want to be- come weary in well-doing, it some. times seems to her that there always is a social or a fair or a missionary meeting on hand. One such woman thus confided her woes to a friend: “I am busy, busy, busy, from morning until night, day after day, week in and week out. I rever get caught up with the things T have planned to do—I always have at least a dozen duties on the list. I should not mind it so much if I ever seemed t accomplish anything worth while, but my time is chopped up in- to a thousand bits and my energies diverted into as many different chan- nels. I am continually hindered by distractions and interruptions. “I imagine,” she continued, “that the men and women ‘who do things,’ the men and women we read about in the papers—they must set aside certain hours for their chosen labor and allow no encroachments. But we ordinary mortals who are not def- nitely committed to some great work —it is impossible for us to follow a set programme. It seems to me thar every paper I pick up is telling mi of more and more things I ought to do. I must ’swat that fly’ now,” and this overworked woman picked up her “rush and swatted with vigor. Advice givers used to tell us to em- ploy every moment and we could get everything done. Only one remedy was thought of for over-numerous du- ties, and that was simply to “dig in.” But it was found out after a time that one who digs in too incessant- ‘y becomes a nervous wreck. More- Over, a person who keeps everlasting: ly at it lacks repose and the power that comes from a_ calm, tranquil mind and ieisurely habits of thought. Some frankly advocate letting things go; but neglected duties have a most unpleasant way of piling up around one. Then there is the “simple life” plan —cutting out all this superfluous non- sense, anyway. But those who have made trial of it find that it is not so easy to live the simple life when all one’s friends and neighbors and ac- cuaintances are living the other kind. Still the remedy for the existing con. Cition probably lies in a wise elimina- tion of nonessentials. This is a sub- ject for the consideration of all thoughtful women and for their con- certed action. It would seem that the reasonable duties of the energetic, conscientious woman should be reduced to the point where she can compass them without overwork or overworry, and even enjoy an hour or so each day of well-earned leisure. Quillo. A Hard Campaign. Hobo—Will youse please help an old survivor, mum? Lady—An old survivor of what? Hobo—Of the winter of 1912, mum. All Good Things Are Imitated Mapleine an 7 al (The Flavor de Luxe) ve Is not the exception. Try TORS TN the imitations yourself and note the difference. Order a stock from your jobber, or The Louis Hilfer Co., 4 Dock St.. Chicago, Il. Cree Mfg. Co., Seattle, Wash. Watson - Higgins Milling Co. Merchant Millers Grand Rapids :: Michigan Satisfy and Multiply Flour Trade with “Purity Patent” Flour Grand poe SS Co. TR AC Your Delayed Freight Easily and Quickly. We can tell you how. BARLOW BROS., | Grand Rapids, Mich. Just as Sure as the Sun Gas &°RESCENT “FLOUR ELMO Stes aie ea This is the reason why this brand of flour wins success for every dealer who recommends te Not only can you hold the old customers in line, but you can add new trade with Crescent Fiour as the opening wedge. The quality is Splendid, it is always uniform, and each pur- chaser is protected by that iron clad guarantee of absolute satis- ena e Make Crescent Flour one of your trade puliers—recommend it to your discriminating cus- tomers, Voigt Titty (emer n AT me A we es OR oes OO I Ott ao = @ © 68 §& DPD oP a kk ik A, ek Some beh ee ee ae as en a th eh ete AS te A wt wh ot AG OAS Ot ot Pm A ted es Om OL tw, elt OA me OA ol tes et ott Oe Oe et June 19, 1912 ENGRAVING AND PRINTING. Arts as Noted as the Manufacture of Furniture. Written tor the Tradesman. On account of the superior quality of the work produced, Grand Rapids is recognized as a leading center in the graphic arts. Of the engravers who first engaged in the practice of their art in Grand Rapids, Warren N. Fuller, the Nestor now, and for many years past, with the Tradesman Com- pany, and his first apprentice, Frank K. Cargill, still reside in the city. Another pioneer in this field of art, W. A. Reed, lives in Los Angeles. One of his sons, Claude, is with the Reed-Tandler Company. Go where one may, he will not fail to hear the fame of Grand Rapids discussed as much for the skill of its engravers and printers as for its manufacturers of furniture. A lamentable fact, how- ever, is that many of the business men of Grand Rapids do not fully appreciate this industry. Prompted by the idea that a few dollars may be saved many thousands of dollars arc sent out of town annually to pay for engraving and printing of a quality inferior to the work of the Grand Rapids printers. Fortunately, the lo- cal printers are not dependent upon local: patronage for support. The business men of every city of im- portance in the union, when in need of high grade work, have learned to look to the printers of Grand Rapids to produce it. The manager of Searcey & Pfaff, the leading printing establishment in New Orleans, re- marked to the writer recently, “We can not compete with Grand Rapids in the production of fine catalogues. You have us beaten out of sight.” A prominent printer of Muskegon re- marked to the writer a day or two ago: “I can get out just as good work as the printers of Grand Rapids, but when I tell the people of my city so, they smile and make no response. It is all in the name Grand Rapids. Five of the largest users of printing in Muskegon send their orders for cat- alogues to the printers of Grand Rap ids. I really believe that if I should move my plant to that place, I could secure all of their orders.” The printing trade in Grand Rapids has been in the hands of men of more than ordinary ability since its incep- tion. George W. Pattison, who start- ed the first newspaper and job print- ing shop here in 1837, was an excel- lent printer. Specimens of his skill, in the hands of the few remaining pioneers of the city, prove this fact. Jacob Barnes, who started the first daily newspaper in Grand Rapids, and the late Aaron B. Turner were very good workmen. The Daily Eagle, in the year 1865 and for a long perioa following, was the handsomest news- paper issued in Michigan. Its dress was planned by Mr. Turner. Of the men employed by Mr. Turner in 1865 John W. Belknap, James N. Davis, James Vandersluis and William Ver- berg are still residents of the city. All four are well advanced in years. Mr. Belknap is seriously ill. His recov- ery is doubtful. L. D. Hatch and George W. Howland, who were also_ MICHIGAN in Mr. Turner’s employ, left their places to enter upon service in the Government printing office in Wash- ington. Hatch and Belknap were very good job printers and when the lim- ited facilities at their command are considered, the product of their skill was creditable. - In later years the following men, all of whom have passed away, werv employed in the local printing hous- es or engaged in the printing busi- ness: Eli F. Harrington, W. C. Den- nis, Welcome W. Hart, M. T. Ryan, N. D. Titus, M. LeLong, John W. French, Frederick Stokes, George P. Feltzer, Jacob A. Smith, W. C. Church, Delos Crittenden and Eber Rice. The engravers and printers of Grand Rapids support a large number of high-class artists. Their pay aver- ages much higher than that of the factory hand. These men and wom. en live well and patronize local mer- chants liberally. The owners of the plants who employ these artists pay heavy tax assessments annually, while the out-of-town printers whom our merchants and manufacturers patronize liberally contribute nothing to the public treasuries. Local print- ers discharge their civic duties faith- fully and are potent forces in the upbuilding of the city. They are en- titled to and ought to receive the patronage of local manufacturers and merchants. Arthur S. White. —_+->—___ Activities in the Buckeye State. Written for the Tradesman. Canton will take action to stop the blocking of crossings by trains. Mayor Baker, of Cleveland, is lead- er in an attempt to reduce the cost of living in that city. A municipal fish and produce company has_ been formed, controlled by city officials, and four steam tugs now land daily upon the municipal docks an average of 10,000 pounds of fish from Lake Erie. Sales are made not only at the dock but at each of three city market places, and from two other stalls established at central points, giving residents of the city a chance to buy fish for 5 cents a pound. The city has but recently gone into the fish business, and during the first three weeks of operation the profits were about $1,500. Another move in the same direction is the cultivation of vacant lots. In response to the appeal of the Mayor many plats of ground were offered for raising veg- etables, and this cultivation is now in progress, with substantial benefits sure to follow to many families. The Ohio Constitutional conven- tion was in session eighty days, at an expense of about $200,000. There are forty-two proposed constitutional amendments to be voted on by the people at a special election held in September. Ohio leads the states in pottery, the value of last year’s output being over $34,500,000. Columbus wants more interurban lines. It is estimated that the trac- tion lines now entering the city bring approximately $1,500,000 worth of business to local retail stores every year. aad a La A Aa nk han a ec eit cannon ahasaeomaniaiunainsee onan aa aden tee eee eect TRADESMAN Toledo is completing a modern four-story factory building, costing $500,000, which will be used as a “brooder,” giving small concerns 4 chance to become great. Space, light, leat and power will be supplied to the small manufacturer until he is fully on his feet, when he will prob- ably move out and build a plant of his own, letting another small con- cein move in. Enough rental is charged to give the owners of the building reasonable returns on their investment. Toledo got its ideas from Dayton, where one such building has been constructed, and the city is now building two others, the plan having Proven a great success. The thirty-third annual meeting oi the Ohio Grain Dealers’ Association will be held at Cedar Point June 19 and 20. The cluster lamp lighting systen., will be installed on West Broad street, Columbus, from Front street to Central avenue. The recent action taken by the Central Passenger Association in dis continuing the running of excursions ts regarded by Attorney General Ho- gan, of Ohio, as a violation of law, and he has so notified each of the roads in the State. He says that the matter will be taken into the courts 21 at once unless the roads run excur- sions as formerly. The new union station project at Cincinnati is still hung up, the rail- roads interested having split into two factions. The Ohio Sreeders has just closed a two days’ session at Findlay, electing Chester Wineman, of Gilboa, as President and F. J. Wade, of Weston, as Sec- retary. The next meeting will be held at Tiffin. Each of the eighty-eight counties of Ohio will have a resident farm ex- pert to consult with the farmers with reference to getting best re sults, this arrangement having been made between the Ohio experiment station at Wooster and the U. S. Department of Agriculture. Almond Griffen. ——_ 22> Even Start Would Be Fair Play. “I think that all colleges should have their commencements on the same day. “What fory’ “So that one graduate should have the same chance as another to reform the wotld; let. them all start to- gether.” Association of Swine Pride is as loud a beggar as want, and a great deal more saucy. Ceeooweeeeeeses ° Sere SrereCeereeeesEss Reliability N.B.C. goods are so relia- ble that they help give you a reputation for reliability. Every time you sell an N. B.C. product you open the way for another sale. Relia- bility of materials, of service, of quality, make N. B. C. goods your most reliable sellers. Keep up your stock of N. B.C. products under the well-known In-er-seal Trade Mark and those in the convenient glass front cans. NATIONAL BISCUIT COM PANY J 0eeeeueeoenesneeue Cr Cr 2 Aap SESE ECT AS SUAS Re siege ae A ‘ ‘a B a i ee Bie a aI 4 22 MICHIGAN TRADESMAN = —— = — =~ ~_ - re = EHIND tHE COUNT Selling Customers Goods They. Do Not Want. Written for the Tradesman. There is a belief with many mer- chants that the value of a clerk de- pends upon his ability to sell cus- tomers goods they do not want. They hold that any kind of a clerk can sell goods to a customer who wants them, but that the true test of a salesman’s skill is his ability to sell articles the buyer does not wish to purchase. This is another way of saying that a clerk’s usefulness depends upon his power to influence trade, by induc ing customers to’ buy. This proposition may look all right from the merchant's viewpoint, but how is it likely to effect the cus- tomer? He plays an important part in the transaction and his feelings shoulda surely have some _ consideration. Without somebody to play the part of purchaser, the smartest clerk would be unable to make a sale. It would, therefore, seem to be to the interest of all concerned to have the buyer satisfied. Is it reasonable to suppose that the customer who has been induced to buy goods he did not want or could not afford will be pleased when he has time to think the matter over? If he makes up his mind what he wants before he visits your store and is persuaded to take something he does not like, will he be fully sat. isfied when the transaction comes up for mental review, after he has reach- ed home? It must be assumed that the aver- age customer has h‘s own personal tastes and knows what style of shoes, hat, shirt, collar or tie suits him. He decides to buy a certain article of a certain style, but when he reaches the store he finds that the particular style he wants is not in stock. The smart salesman at once sets himself to work to sell the customer something he does not want. He tells him the article he pro- poses to substitute is the latest style —that everybody is wearing it. Finally, he succeeds in persuading the customer to buy the articles he does not like, and is well satisfiea with himself becayse he has made a sale. It may be that by making this sale he lost a customer for his house. The fact that a man has been in- duced to buy an article he did not like is no indication that his taste has undergone a change. If it proves anything, it proves he has been overpersuaded. When he has time and opportu nity for calm and unbiased reflection, ke will probably be angry with him- self for yielding to persuasion. From being vexed with himself to becoming angry with the clerk who persuaded or cajoled him is a natural and easy transition, and it will not be strange if his ill feeling is extend- ed to the store that employs such a clerk. It will scarcely be disputed that good customers have transferred their trade from one store to another for no graver causes than this. I was once in the employ of a large clothing and furnishing store. The proprietor always impressed up- en all the clerks that he would much prefer to see a customer go out empty-handed in good humor than with his arms full in bad humor, by having something forced on him that he did not want. By adhering to this method this man has built up the largest business in his part of the state. It was his view that if a man went cut in a good humor he was almost sure to come back, but if he went cut in a bad humor he never came back, Of course, there is another side tu this question, and there is no doubt that cases sometimes occut in whicn a skillful clerk is able to influence a customer to the benefit of all eon- cerned. If a customer does not know what he wants, or is unable to decide be- tween two or three articles, it is with-- in the province of the skilled sales- man to render what assistance he can in the way of suggestions. If a customer has decided to buy an article costing, say, $2, and a clerk can induce him to purchase a much superior article at 50 cents or $1 more, the result may give general satisfaction. This is pretty sure to be the case if the customer finds the higher pric- ed goods as much better and cheaper than the others as was represented. As a general rule, however, it is safer and easier to allow customers to make their own selections. Many of the largest retail conceras in the country that are looked upon as samples of successful houses have adopted this policy. ° It is much better to miss a sale now and then than to run the risk of driving a good ‘customer away. Many people resent any interfer- ence in matters of selection, as they _regard it as an application that their judgment is not. good. I could cite many instances where this has worked to the detriment of the clerk and the store by whom he was engaged. You will find it much safer to per- mit your customers to do their own choosing unless they ask for assist-. ance, and it must not be forgotten that advice, even when asked © for, should never be given in a dictatorial or supercilious manner. William Manning. —_+s____ Be Ready When Customer Wants To Settle. Written for the Tradesman. Of all the sorry mistakes connected with the credit system, except the trusting out of goods to irresponsi- ble parties, no mistake is worse than negligence in rendering accounts. When an account is opened it should be made clear to the custom- er that a statement will be sent him cr her and settlement expected at least as often as once a month. This is the A, B, C of a good credit sys- tem, if any credit system in a retail business can be called good. When this plan is followed up sys- iematically the monthly statement is looked for by the customer and is not regarded as an-offensive dun. The Prompt payer settles at once; the customer who is inclined to be dila- tory is found out and further credit transactions with such a one will of course be discontinued. In case of an error in an account— and errors occasionally will creep in even with the most careful book- keeping—there is far better chance to make correction without any loss of confidence on either side if no more than a month’s time has passed: Not only is the rendering of state- ments at stated periods neglected by many establishments that would not want to be classed as behind the times in their business methods, but at some places it is hard for a per- son who wants to pay to find out the amount of his bill. “We haven’t time to make it out,” or, “We have been too busy to write up the books,” are the excuses given. Of course this state of things is more likely to occur where there is only one book-keeper and where he or she is called upon to help in wait- ing on customers at busy times. June 19, 1912 But manage in some way so that a person who is ready and anxious ty pay never will be put off. The books always should be in such shape that the exact amount any person is ow- ing can be told in a moment’s time Adopt one of the systems that totals the account every time there is a, entry made. Your customers can not {ail to admire and respect your meth- ods of doing business when they find things are kept up in this way. In- evitably they get the impression that things are going at loase ends, or that you are a little down at the heel, if you are behindhand with your book-keeping. People who are a little given to sharp practices are sure to take ad- vantage of the dealer who is never caught up with his account work. Here is an illustration: Mr. A. is such a dealer. B., one of his custom- ers, is proverbially slow pay. One morning when Mr. A. was unusually busy, B. rushed in and asked to know what his account was. Mr. A. could not tell until he had time to write it up, and could not stop just then to do this. Of course B. was in far too great a hurry to wait, and coolly in- terpreted Mr. A.’s unpreparedness as a tacit “extension of time on the al- - ready long overdue account. K. +2 There are no unimportant things in life. To neglect anything is to miss a possible opportunity. BROOMS J. VAN DUREN & CO. Manufacturers of ‘High and Medium Grade Brooms : Mill Brooms a Specialty 653-661 N. Front St. Grand Rapids, Mich. GRAND RAPIDS BROOM CO. Manufacturer of Medium and High-Grade Brooms GRAND RAPIDS, MICH. For Dealings in Show Cases and Store Fixtures "Write to Wilmarth Show Case Co. Grand Rapids, Mich. Show Rooms and Factories: “AMERICAN BEAUTY” Display Case No. 412—one of more than one hundred models of Show Case, Shelving and Display Fixtures designed by the Grand Rapids Show Case Company for displaying all kinds of goods, and adopted by the most Progressive stores of America. . GRAND RAPIDS SHOW CASE CO., Grand Rapids, Michigan The Largest Show Case and Store Equipment Plant in the World New York Grand Rapids Chicago Portland June 19, 1912 HANDLING CUSTOMERS. Be Accommodating and Cultivate a Sunny Disposition. Written for the Tradesman. The merchant has surely learned that patience is a virtue which needs nursing. So many irritating circum- stances will arise in the course of a day’s business that it takes a mighty strong character to come up smiling and cheerful. ‘One of the strongest assets in the business world is cheerfulness and courtesy. The customer who finds a hearty reception in the store remem- bers it. It is advertising of the per- manent, living type. Cultivate the habit of a sunny dis- position. It is easy to say “smile”’—hard to do so at times when bills are press ing and the clerks seem obtuse, sales slow and the day cloudy or rainy; but, after all, final results are what count and most troubles are imaginary. If fought valiantly they can be over- come. The wise man and the most suc- cessful is the one who profits by er- rors and mistakes, who uses defeats only as a stepping stone to future achievement. As an old traveling man remarked to a crowd in the smoker one day, “Honestly, boys, old Jenkins is the prime essence of op timism; hand him a lemon and darned if he won’t make sweet lem- onade out of it.” The right spirit of living is to turn defeat and apparent failure into suc cess, to keep on the firing line, fight- ing strenuously until the enemy is overcome and the battle won. When a customer enters the store, see that it is inviting. Let in plenty of light. Have goods well and tasti- iy displayed. See that cases, floor and counters are clean. Note the ap- pearance of your clerks. See that they look neat and invite respect. Don’t be afraid to grasp a cus-_ tomer’s hand and ask after the “kids. Pass the time of day and be human. Sympathy begets friends and if a woman thinks you take a real per- sonal interest in her family troubles, she won’t be backward about calling often. A cigar once in a while to the chap who is a good customer helps. When bills are settled a little gift of candy or a small token of any kind goes far. These are simple, old-fash- ioned pointers, maybe, but they have proved the foundation of many a mercantile success. Don’t be afraid to accommodate a customer. To deliver a spool of thread, a cake of yeast or a nickel’s worth of nails strikes you as. the height of nerve on the part of the customer desiring the articles, but how about the orders of the future, the steady profit-paying account that comes in the wake of the smaller ac- commodation? " One dealer started a grocery in a neighborhood where a_ confirmed grouch had held full sway for sev- eral years. People bought of the grouch because he was available—not be- cause they liked him. The new man had a small store and smaller capi- tal, but he smiled, shook hands, ex: MICHIGAN TRADESMAN changed goods, even at a loss some- times, and made deliveries at any old time. He made his store clean and attractive. To-day the grouch’s grocery is oc- cupied by a shoe store and the other dealer. has a fine building and best trade in his part of town. He had to sacrifice something to gain his end. It was a hard fight and the dark days were plentiful, but his eye was upon the future and he builded on a foundation he realized could not be shaken when the final summing up took place. Every customer is different. Hu. man nature is a study which will nev- er be completed. Be prepared, by a constant study of humanity and hu- man characteristics to meet these crises as they arise and in the end you can look back over the speed- ing years with the satisfaction of a battle well fought, of laurels honest- ly won, and realize the satisfaction of achieved ambitions in your chosen field. Hugh King Harris. —_2++___ How One “Down and Out” Finally Succeeded. ‘A man is never down and out un- til he is actually dead. He only thinks he is. Those sound like idle words, but I have proved them to be true, in my own case, at least, which seemed pretty bad to me at the time. I had been working in a dry goods store in Milwaukee as an assistant buyer in a department at a salary of $1,500 a year. That seemed like a pretty fair income, but the duties and requirements of the position were such that my expenses used up all I was making, so that at the end” of the year I had scarcely anything more than the $200 I had saved up when I tock up the _ position. I thought I could do better than that, so I resigned and went to Philadel- phia, where I had been corresponding with another house about a similar* position. I took with me $50 of my savings, sending my wife to stay with her parents at Minneapolis. When I got to Philadelphia I found there was no chance for the position I had been writing about, so I went to New York. I enquired at all the large stores without success. Pretty soon my $50 was gone, and I had to open another fifty. My wife kept writing me cheering letters, but I felt pretty blue about my prospects and had about decided to give up and re- turn West to take anything I could get. One night when I was sitting in the hotel the thought came to me: Here I am, a young man, capable, energetic, enjoying good health, and vet practically down and out. Then I realized that I must change my meth- cds if I was to amount to anything. Before morning I had decided to zo into business for myself in a small town in Minnesota. I remembered a vacant store on the main street which would do very well. I would rent that store and make the venture. . Then I started out to purchase stock. The first house I came to was a large lace concern on Broadway, where I ordered a bill of goods amounting to about $75. Then I ask- ed to see the credit man. I explain- ed my plans to him and assured him that I had enough capital to start with. I finally convinced him that I was all right and he gave me sixty days dating on my first bill. I took a duplicate of this first order with me and visited other wholesale houses. I confined my purchases to jobbing specialties. This took me several days. Mean- while I had written to my wife tell- ing her to go to the town I had se- ' lected, rent the vacant store and noti- iy the express company to hold any packages that came for us. As soon as I heard from her I set out for the town. When I arrived there I found many packages await- ing me. I rented the store for $25 a month and got the owner to put 2 partition across it. Then I bought a cheap bed and fixed up a case for a table so my wife and I could live there. Next I went out and rented some old counters and showcases and opened up with the goods that had arrived. By that time my capita lad dwindled down to one dime. I still have the dime. It is getting shiny, but it will never slip away from me. The first day we took in $2.40; but 2-2 Sketched by the Wayside. Belding, June 18—AIl. Bosworth, of Lansing, has increased his sales 5 per cent. since he started to sell light- ning rods to the business men. His_ first experience was to sell Colonel Vaughan, of Stanton, rods for his bus. The Colonel will have them in- stalled this week. Jackson Council has in Bill the champion rum player this side of the Rocky Mountains. Bill sells cigars. Harry McCall says he is going to take a bunch of lanterns to the next (rand Council meeting, so Harry can locate the bags on second and third bases. The bass fishing season is on again and we will now believe anything. Geo. Tooley, our Secretary, says he caught six Sunday. That Grand Rapids U. C. T. ball team sure does carry some weight (Beef). Have you contributed to the Sal- vation Army yet? Blixen. —__~++2 Marcus Hall has cast his fortunes with the American Corrugating Co., with the idea of becoming Assistant Manager of the business. Mr. Hall is a young man of strong parts. He has received all that education and environment can do for him and it is now up to him to determine whether a man so equipped has any advan tage over the mqn who begins life under less fortunate circumstances. His friends await the outcome with much interest and in the confident belief that he will make good. —__23. > It is a good plan to forgive your enemies before they have a‘chance to get back at you. Incidents in the Lives of Great Men. Henry Idema recently met a pe- culiar experience at the hands of the Graham & Morton Transportation Co. He took one of his machines— he had several automobiles—with him on the night boat to Chicago. Instead of replacing the gasoline taken from the tank at Holland with gasoline, the hobo at the Chicago terminal sub- suituted water instead. It required the services of an expert mechanic before the substitution was detected, the tank drained of water and dried and refilled with gasoline. It is not an uncommon thing for an automo- bile owner to go down on a Graham & Morton boat and find his auto filled vith greasy deck hands busily engag- ed in twisting off bolts and other ac- cessories, but this is the first time an employe has been so bold as to sub- stitute water for gasoline. The Gra- ham & Morton officers appear to ex- ercise very little control over the . tramps and scavengers employed as deck hands and roustabouts. Henry M. Reynolds celebrated his 76th birthday one day last week and assured his friends that he had con- cluded, God willing, to remain on earth twenty years longer. Three days later his asphalt shingle factory was leveled to the ground by fire, but he has had so much experience with fire in the past that he was as calm over his loss as the Tradesman would be over the loss of a single subscriber. Mr. Reynolds enjoys the unique distinction of being the only man recorded in the: history of the world’s battles who was shot through the liver and lived. His wound was received during an engagement in Tennessee and he was nursed back to life and usefulness by Mrs. Judge Speed, of Louisville, whose husbana was Attorney General of the United States during Lincoln’s tion. O. H. L. Wernicke celebrated his 50th birthday yesterday, culminating in a dinner party at the home of F. A. Montelius in the evening. Few men have had a more eventful ca- reer than Mr. Wernicke. He _ has turned his hand to many differem projects and, so far as the Trades- man’s information goes, has never failed to make good but once. This eclipses the record of Marshall Field, who frequently remarked that he would be satisfied if he succeeded fifty-one times out a hundred. Mr. Wernicke’s most recent achievement is the invention of a rotary pump, which he confidently expects will su- persede every other device in the field. Within the next few weeks a company will be organized to ex- ploit it. Capt. Charley Belknap has certain- ly succeeded in locating the fount of perpetual youth. An enlisted soldier at 16, he must be on the sunny side of 60, yet his hair is as dark, his ac- tions as bouyant, his ideas as opti- mistic and his conversation as free from the suggestion of age as a man ef 40. Long life to the Captain! The prospective return of Stephen A. Sears to Grand Rapids is a mat- ter of general rejoicing among his administra- friends—and he has no enemies. Mr. Sears was Manager of the National Biscuit Co. branch here for several years and also for its predecessor, the New York Biscuit Co. He was also active in the management of the old house of Wm. Sears & Co. For about ten years his activities have been ex- erted in a still broader field as di- rector of the National Biscuit Co., with headquarters in Chicago. Mr. Sears has always retained his resi- dence in Grand Rapids and returns to the city of his adoption with rip- ened experience, enlarged vision and a determination to keep the Lemon & Wheeler Company at the front tank as a representative wholesale house. It goes without saying that this result is already foreseen, be- cause Mr. Sears is one of the men who do things. He belongs to the class of master minds where deter- mination is merely the forerunner of accomplishment. The jobbing trade of Grand Rapids and the retail trade of Western Michigan are to be con- gratulated over this accession to their ranks. Private Bank at Capac Closed. Port Huron, June 18—The private Bank at Capac of G. W. and Fb. YF. Moore was to-day placed in the hands of the Security Trust Company of Detroit, and the latter concern will immediately liquidate the assets. Six weeks ago George W. and Fred T. Moore sold out their banking in- terests in Port Huron, Marine City and the State Bank of Capac. They still owned the private bank at the latter place, and Fred Moore, before leaving for the West, stated that they would endeavor to dispose of the private bank as soon as possible. As soon as it became known, however, that the Moores had disposed of all of their interests in the St. Clair County Savings Bank in this city, there was an undercurrent of unrest at Capac and many of the depositors of the Capac private bank demanded their money. This being invested, it could not be turned into cash at a moment’s notice. When the Moores sold their inter- est in the State Bank, they paid off all their obligations to these institu- tions and neither of them owe either the Capac State Bank cr the bank at Marine City, and they also hold no stock in these institutions. Before the Moores were allowed to ‘sever their connection with the State banks, State Banking Commissioner Doyle required them to pay every cent of their indebtedness to the State institutions. This also included all of their companies’ indebtedness. M. J. Rogan, the well-known clothing salesman, is laid up for a fortnight at Mt. Clemens by neu- ritis. —_——-.--——__—_ A roaring person makes little head- way in serious and legitimate trans- actions, >> The fellow who sets out to kill two birds with one stone usually misses both. —__++.—__ A fraction, if well cared for, soon develops into a whole. “ 4 | | : : a % z F i i ¥ é BS PN ARG an at ae panama Ty PSS Ss Cn a ke ere eee 26 MICHIGAN hm amr yl vo WAS So (I SS eS 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. 2 Michigan State Pharmaceutical Associa- ti -tion. President—E. W. Austin, Midland. First Vice-President—E. P. Varnum, esville. ona Vice-President—C. P. Baker, Battle Creek. ; Third Vice-President—L. P. Lipp, lissfield. nis SC 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, Fremont. First Vice-President—J. D. Gilleo, Pompeii. Hoon Vice-President—G. C. Layerer, Bay City. Secretary—R. W. Cochrane, Kalamazoo. Treasurer—W. C. Wheelock, Kalamazoo. Executive Committee—W. C. Kirsch- gessner, Grand Rapids; Grant Stevens, Detroit; R. A. Abbott, Muskegon; Geo. Davis,. Hamilton; D. G. Look, Lowell; C. A. Bugbee, Traverse City. Next Meeting—Muskegon. Grand Rapids Drug Club. Presideht—'Wm. C. Kirchgessner. Vice-President—E. D. De La Mater. Secretary and Treasurer—Wm. H. Tibbs oe Executive Committee—Wm. Quigley, Chairman; Henry Riechel, Theron Forbes. Four Formulas For Toilet Waters. treated -with two ounces of animal charcoal per Ordinary alcohol is gallon for at least one week, and fil- tered through talcum.: To every gal- lon of the filtrate add Spirit nitrous ether ......... 30 min. Coumarnn .. 22... 20... 20 er. Vomitin 52.0. 55:.00 02. 10 gr. Oy natnee 30 min. Tincttire benzoin ............ 1 oz. Designate this “the alcoholic mix- ture.” Carnation pink toilet water can be made by using a mixture of edlee o.oo 1 tb. Marvopnyilin 2... ee 1 oz. MeCEL 8 1 oz. Old Ylang-Ylang, Synthetic....1 oz. Oil Rose, Synthetic, or Orgeol Geotawe | 6 ee 1 oz. Dissolve % pint of this essence in 6% pints of the alcoholic mixture, and, after solution has taken place, add 3 pints of lukewarm water; the preparation may be colored yellow by the addition of an alcoholic solution cf turmeric which has been filtered through talcum. For lilac blossom water prepare the following essence: MOP o.oo eS 8 . OZS. ON Jasmine §... 6 eo 4d G7: Ol Yiane-Yiang .......:... oz * Heliotropine, liuid .......... 3 grs. Add 4 parts by volume of this es- sence to 50 .parts by volume of cologne spirit, then add 26 parts of water; stir well, set aside for a few days and filter through talcum. --: The following formula will yield a fresh violet toilet water: Violet Blanche, Delaire’s (al- coholic solution) ........ 1% ozs. Oil Orris, liquid (soapmak- CTS) ces, Pre ae i Oz. Heliotrope, liquid .......... 1 ez. Artificial Musk, crystals .... 4 oz. Oi Yiatie-Viatio 2.2... 2; 4 oz. Oil Jasmine: 525002 43S %® oz. Oil Rose 2223 ee. y oz. Oil Orange Flower ........ lg oz. Dissolve in 12 pints of the alco- holic mixture. The product is a TRADESMAN the boiling and when nearly cold add the oil of cloves. ‘ —— 2.2. Enamels For the Face. The following resembles very close- ly the best French enamels: - Freshly Precipitated Moist Zinc Hydroxide .......... 1 oz. (Containing about 20%.) talycerin 0 6 a 10 min. Concentrated Essence of Tre- fe: Blane 225550. 4 min. This, when spread on the © skin, leaves a semi-transparent film or enamel. : The following are the perfumes used: To each ounce: Concentrated Lilac Essence...4 min. Concentrated Violet Essence..4 min. Concentrated White Rose Es- SCONCE 6 a 4 min. —_—¥*_---.——___- Concentrated Chypie Essence.4 min. Richaud’s Surgical Soap. For the use of surgeons in washing their hands. Soap. (white) ........... 1,000 grams An Ode to the Apothecary. Lays may be sung ‘to my iady‘s eyes, Or the sheen of her golden hair, Or the cupid’s curve of her rosebud mouth— Or her satiny skin so fair. But why not give credit where credit is due Without prejudice, favor or fear? ‘Tis the drug store, they say, that she visits each day That causes such charms to appear. Then sing the lay to Belladona in her sparkling eyes, The sheen Peroxide of her golden hair, The Carmen’s cupid curve of her dainty rosebud mouth, And the Talcum’s satiny finish to her skin so fair. F. F, Berry. concentrated fresh violet essence, Soft Soap z bee 1,000 grams from which the toilet water can be Poppy Of 500 grams prepared by dissolving 5 pints in 40 Water .................. 3 liters pints of cologne spirits and slowly edding 30 pints of lukewarm water. Jt may be colored light green by the addition of chlorophyll. Filter through talcum. —_~++ >___ Label Paste. Numerous formulas are published for labeling paste for tin containers. Most of them are not satisfactory. The secret ‘with most of the suc- cessful ones is that they contain an ingredient which “acts on the tin,” forming a surface to which the paste adheres. We have found a wheat flour paste the best, but this requires care in making. Try the following: Wheat Flour 22.65.45 .....2..: 4 ozs. Plu ee 1 dr. Boric Acid (25. 225 1 dr. Water 35 20 ozs. On ot Cloves 2. 6 se. \% dr. Glycerin. 22) 555 7. 1 oz. Mix the flour, alum, boric’and gly- cerin with the ‘water and _ strain through a sieve. Boil for two hours, using a water bath, replacing the evaporated water occasionally svc that the product when complete will measure 20 ounces. Stir well during The white soap, previously rasped, is added to the other constituents, and the whole is warmed until a homogeneous mass is obtained. There is now aded a mixture of the follow- ing composition: veel fc. c. 50 grams Beta-Naphiliol .......::,.: 50 grams WICOHOL 20 500 grains Od Temon 4... 2. 50 grams Water enough to make 15 liters of finished product. —_++._ “Hard” Drinking Water. Many persons have long believed that it is injurious to the health to drink “hard” water. Medical author- ities now assert that there is no foundation for the belief, and some maintain that hard water is even su- perior to soft water for drinking pur- poses. They point out the fact thar ordinary food contains -a great deal more lime than is to be found in even a larger quantity of water than any one would be likely to drink. Gout is said to occur alike among those who do and those who do not drink hard watér. According to statistics, the death-rate in “hard-water towns” June 19, 1912 is actually less than in “soft-water towns.” It is also the fact that most of the natural waters that have prov- ed valuable in treating diseases attrib- uted to the drinking of hard water, themselves contain no small propor- tion of lime salts. ——__~++-____ Fire Extinguishing Powders, 1, AU i 24 parts Ammonium Sulphate ........ 52 parts Ferrous Sulphate -...:... 42: 4 parts 2. Sodium Chioride .... >=; 8 parts Sodium Bicarbonate ....... 6 parts Sodium Sulphate ........... 2 parts Cicigm Chloride... 2... 2 parts sodium Silicate ......5..... 2 parts ty Sodium Chloride .... 2 6 parts Ammonium Chloride ....... 6 parts Sodium Bicarbonate ....... 8 parts 4, Ammonium Chloride ....... 10 parts Sodium Saiphate .....,2,.. 6 part. Sodium Bicarbonate ........ 4 parts ——_+.___ Drinkwater’s Salicylate of Iron and Sodium Mixture. Sodium Salicylate .. 1 dr. Solution of Ferric Chloride..%4 dr. Potassium Bicarbonate ....... 1 dr. Water, enough to make ...... 8 ozs. The salicylate is dissolved in 2 ovnces of water, and: this solution is mixed with the solution of ferric chloride previously diluted with 1 ounce of water. The bicarbonate. is dissolved in 1 ounce of water and added to the solution first made and the whole is made up to 8 ounces with water. ———— Adeps-Lanae Cream. Precipitated sulphur ...... 100 parts Zinc Oxide 6 50 parts Expressed oil almond ..... 100 parts Essence. violet ............ 1 part Adeps Janae .... 1.0.) 6.25 100 parts Carmine, sufficient to color. — 22a Witchhazel Salve. Fluid witchhazel ............ 2 ozs. Wooltat 0 3s 4 ozs. Petrolatum, (220320250 16 ozs. Triturate the fluid extract with the wool-fat until well mixed, then in- corporate with the petrolatum. ———7+2- 2 Anodyne Corn Remover. Salicylic Acid (07) 2 drs. Extract of Belladonna ....... 2 dr. Powdered French Rosin ..... yY dr. Caster O82 1 dr. Flexible Collodion, to make .. 2 ozs. Whatever is in any way beautiful hath its source of beauty in itself, and is complete in itself; praise forms no part of it. So it is none the worse nor the better for being praised.— Marcus Aurelius. The man who wonders why there isn’t more work for a fellow.in this neighborhood is sometimes the very chap who is giving employment to a mail order crew somewhere else. — 2.22. You can not measure the value of a man’s work by the number of hours he sits at his desk. oe Life is like wine; he who would drink it pure must not drain it to the dregs, iets Pale sail taaida’ ces willy ee Ge ae mk ie Sea ‘aie at a June 19, 1912 WHOLESALE DRUG PRICE CURRENT Acidum Aceticum ...... 6@ 8 Benzoicum, = 45@ 60 Boracie ...... 10@ 15 Carbolicum .... 25@ 35 Citricum ....... 45@ 60 Hydrochlor .... 1%@ 5 oe avon, 5%@ 10 Oxalicu @ Phosphorium, dil. Salicylicum ..... 40@. Sulphuricum .... 1%@ Tannicum ..... 1 00@1 10 Tartaricum ..... 38@ 40 @ @ Ammonia Aqua, 18 deg. .. 3 Aqua, 20 deg. 4% Carbonas ....... 13@ 15 Chloridum ...... 12@ 14 — Bigek. <..... : 1 00@2 00 BOE ove ccckes eet 00 BOG ooo eeu esses 5@ 50 WeEnlOwW. «5.26... “4 00@1 50 Baccae Cubebae ....... ‘ = 15 Junipers ........ Xanthoxylum @: Pe Baisamum Copaiba ........ q 18 Peru .......... 2 00@2 25 Terabin, Canad. 65@ 75 PQUIAT .. 6 cbs ves 90@1 00 Cortex Abies, Canadian 25 CABSIEOG ...5.....% 25 Cinchona Flava .. 20 Buonymus atro.. 40 Myrica Cerifera .. 32 Prunus Virgini .. 30 Quillaia, gr’d. . 15 Sassafras, po 30 26 Ulmus ..... Deeee 25 Extractum Glycyrrhiza, Gla. 24@ 30 “dycyrrhiza, po. 25@ 30 Haematox 11@ Haematox, 1s ... 13 14 Haematox, %4s .. 14 15 Haematox, 4s .. 16@ 17 Breck 15 Se recip. Quina 1 80@2 00 Citrate & Citrate Soluble .. 63@ = 75 Ferrocyanidum § 25 Solut. Chloride .. 15 Sulphate, com’! . 2 Sulphate, com’l. ‘by bbl., per cwt. 75 Sulphate, pure .. 7 i ie 18@ 25 Arnica .......- Anthemis ..... 40@ 50 Matricaria ...... 30@ 35 Folia Barosm: Cassia ‘Acutifol, Tinnevelly .. @ 20 Cassia co 253@ 30 fa officinalis, eee Swe 20@ 25 Uva ursi ........ 8@ 10 Gumml Acacia, 1st pkd. @ Acacia, 2nd pkd, @ Acacia, 8rd pkd, @ Acacia, ig sts. @ 20 Acacia, 5@ Aloe, Barb aaa (ae Aloe, Cape ..... @ Aloe, Socotri .... @ Ammoniac ....-- 5@ 40 Asafoetida ...... 1 00@1 25 Benzoinum ,...-.- 50@ 55 Camphorae ...-- 55@ 60 Euphorbium ..... @ Galbanum .......- @1 Gamborge po. 1 00@1 25 acu po 4 °@ 35 Kino ..po 45c @ 40 Mastic mass g e secs po rie ieee Ye aoe = Op jum powder Shellac gles 300 Shellac, Wesenee 35@ 45 Tragacanth .... 00@1 20 Her Absinthium 25@ 30 Eupatorium oz pk 30 Lobelia oz pk .. 35 Majorium ..0z pk 36 Mentra Pip, oz pk 35 Mentra Ver oz pk 35 Rue ....-.. 0Z pk 30 Tenacetum ..V-- 30 Thymus V 0z pk 30 Magnesia Calcined, Pat. .. 55@ 65 Carbonate, K- M. 18@ 20 Carbonate po .. 10@ 15 — 8 00@8 25 Absinthium .... Amygdalae Dulce. 75@ 85 pmzecnise Ama 8 eee 25 Anisi 2 15@2 20 Auranti_ Gortex 3 is @3 25 Bergamil ......- ‘< ad Cajiputi .....%.. 5@ Garyopnill melee 1 o 3 Cedar ..... Laas Chenopadii 6 50@7 00 Cinnamoni ..... 50@1 60 Conium Mae .. Citromelie ----:- io 60 Copaiba ....... 150@1 75 Cubebae .... .. 4 00@4 50 Erigeron ........2 35@2 50 Evechthitos .....1 00@1 10 Gaultheria ......4 80@5 00 Geranium .... oz 15 Gossippil Sem gal 60@ 175 Hedeoma ...... 2 50@2 75 Junipera ........ 40@1 20 Lavendula ...... 90@4 00 Limons ........ 2 00@2 10 Mentha Piper 3 75@ 400 Mentha Verid ...5 00@5 25 Morrhuae, gal. ..1 10@1 25 Myricia ........ 3 75@4 35 Olive. (6. oo «- 2 50@3 25 Picis Liquida ... 10@ 12 - Picis Liquida gal. a Rieing oho. 98@ Rosae 0z ook 50a 00 Rosmarin @1 Sabina .......60°1 75@2 00 Santal ......... 4 50@5 00 Sassafras sees. 90@1 00 Sinapis, ess. oz. @ 50 Succini ...... core 40@ 45 ane wen eee ins Vine, Opt. 22.0... 1 60 Theobromas sees 1719 25 Tiglil] ............1 60@1 70 Potassium Bi-Carb ........ 15 18 Bichromate ..... 13 15 Bromide ........ 40@ 50 Carb eines wa cae. 12@ 15 Chlorate ..... po. 12@ 16 Cyanide ......... 30@ Iodide ... 5@2 50 : 23 Potassa, Bitart | pr 30@ Potass Nitras opt 7 12 Potass Nitras .. 7 12 Prussiate ...... - 2@ 26 Sulphate po ... 15@ 18 - # Radix conitum ...... 37 Althaeé 2.03. 0.60. 509 60 Anchusa ........ 10@ 12 Arum po..... @ 25 Calamus ........ 0@ 40 2 : Gentiana po 1: 12@ 15 - Glychrrhiza pv 15 12@ 15 Hellebore, Alba 15@ 20 Hydrastis, Canada @7 00 Hydrastis, Can, po @6 50 Inula, po ....... 25@ 30 Ipecac, po ....... 2 25@3 00 iris Biora 25.0... 20@ 30 Jalapa, pr. .... 40@ 50 Maranta, \s ... 30@ 35 oe po. 15@ 25 NCE oe oe owe wes 75@1 00 Rhel, cut ....... 1 00@1 25 - Rhei, DV 2... es Sanguinari, po 18 Scillae, po 45-60 20@ Senega «........ @ Serpentaria ..... ' 90 Smilax, M. grd. .. g @ @ @ @ Smilax, offi's H gerd. 45 Spigella ........ 90 Symplocarpus 30 Valeriana ....... 25 Zingiber a .... 16@ 20 Zingiber j ....... 25@ 28 Semen Anisum po 22 @ 18 Apium (gravel’s) @ 30 Bird, 18 ........ 7@ 8 Cannabis Sativa 7@ Cardamon Carui po 20 .... 12@ Chenonpodium 20@ 30 Coriandrum ..... 10@ 14 Cydonium ....... @1 00 Dipterix Odorate @6 75 Foeniculum ..... @ 30 Foenugreek, po.. 6@ 9 EAMG | ook chee. 5@ 8 Lini, grd. ‘bbl, 5 @ 8 Tapes os 652-5: 45@ 50 Pharlaris Cana’n 9@ 10 TODO cee cccn cee 6@ 8 Sinapis Alba .... 8@ 10 Sinapis Nigra ... 9@ 10 Spiritus Frumenti W. D. 2 00@2 50 Frumenti ........ 1 25@1 50 Junipers Co. -1 75@3 50 Junipers Co O T 1 65@2 00 Saccharum N E 1 90@2 10 Spt, Vini Galli 1 H@6 50 Vini Alba ....... 1 25@2 00 Vini Oporto .....1 25@2 00 Sponges Extra yellow sheeps’ wool carriage .. Florida sheeps’ wool @4 00 carriage ...... @4 00 Grass sheeps'’ wool carriage ....... @1 25 Hard, slate use .. @1 00 Nassau sheeps’ wool carriage ...... @4 00 Velvet extra sheeps’ wool carriage .. Yellow Reef, for slate use ...... Serine -Acacia ..... ae 50 Auranti Cortex ae MICHIGAN TRADESMAN 27 Lupulin ......... @275 Saccharum La’s 20@ ~ 30 Olls Lycopodium .... 60@ 70 Salacin ..........4 50@4 75 bbl. gal. Scillae 22.2... @ se Made ...:...:,:. 80@ 90 Sanguis Drac’s .. 40@ 60 Lard, extra .... 85@1 00 Scillae Co. ...... @ 50 Magnesia, Sulph. 8@ 5 Sapo. G ........ o Ba pees wi oe Tol Magnesia, es bbl. @ 1% Sapo, M eaccce 10Q@ 12 Linseed pure raw olutan .......... @ 60 Mannia gs, wig @ Sapo, W_........ 15@ 18 81 wees een ees 88 Prunus virg. . @ 50 Menthol ..... 7 50@8 60 Seldtitz sansa 20@ 25 Linseed, boiled 82 84@ 89 Zingiber ......... @ 60 Morphia, SP&W 480@5 05 Sinapis ......... 20@ 25 Neat’s-foot w str ~~ 85 Morphia, SNYQ 4 80@5 05 Sinapis, opt. .... @ 30 Turpentine, bbls. ee vinchuree Morphia, Mal ....4 80@5 05 Snuff, Maccaboy, Turpentine, less ..56@ poe Moschus Canton... @ 40 @ Voes @ 54 Whale, winter .... 10@ 7 st ececcccees 60 Myristica, No, 1 253@ 40 Snuff, Sh Devo's @ 54 Aloes & Myrrh.. 60 Nux Vomiva po 15 @ 10 Soda, Boras ..... 5%@ 10 Paints Anconitum Nap’sF 50 Os Sepia ........ 25@ 30 Soda, Boras, po :.51%@ 10 bbl. L.. 7 Pepsin Saac, H & Soda et = Tart 25 @ 30 Green, Paris ....14%@ 21 nconitum Nap’sR 60 Co... @1 00 Soda, Carb ..... 1%@ 3 aie ws Pics a NN % Sada. Bi. fans “i@ 5 Green, Peninsular 13@ 16 ieee a peal doz : ae Q2 09 Soda, d Ash Sas 149 4 head, ré@ ...... 7@ 10 cis iq ats .... a, Sulphas ....14%@ 4 Lead, white .... 7@ 10 Atrope Belladonna 60 Picis Liq pints.. @ 65 Spts, Cologne ... @3 00 Ochre, yel Ber 1 i. 5 Auranti Cortex .. 50 Pil Hydrarg po 80 @ Spts. Ether Co... 50@ 55 * a ie go Piper Alba po 35 @ 30 Spts. Myrcia ....2 00@2 25 Putty, comm’l 2% 2%@ 5 Benssin Piper Nigra po 22 @ 18 Spts. Vini Rect bl @ 22 Red ee bbl 1 sr eeeeees 60 Pix Burgum .... 10@ 12 Spts. Vi'iRect %bbl @ & 1% ....... 3@ 5 Benzoin Co. .... 60 Plumbi Acet .... 15@ 18 Spts, Vii R’t 10 gl @ Shaker Prep’d ..1 50@1 65 Cantharides ..... 15 Pulvis Ip’cut Opil 2 25@2 50 Spts, Vi'l Rect 5 gl @ is ee = oo - Pyrenthrum, bxs. H Strychnia Crys'l 1 00@1 30 Vermillion, Eng. 9$0@1 00 een at ee & P. D, Co. doz. @ 75 Sulphur, Roll ....2%@ 5 Vermillion Prime Cardamon ....... 75 Pyrenthrum, pv.. 20@ = Sulphur, Subl. .. 2%@ _ 6 American ..... 13@ 15 Cardamon Co. .. 75 Quassiae ....... 10@ Tamarinds ...... 8@ 10 Whitng Gilders’ 1@ _ 5 Gasiia hentia 50 Quina, N. Y. "l oeOaie Terebenth Venice 40@ 50 Whit’g Paris Am’r @ 1% és ss Quina, S. Ger. ..2144@31% Thebrromiae .... 55@ 60 ee Paris Eng. Cassia Acutifol Co 50 Quina,SP& Ww 214%@31% Vanilla Ext. ....1 “ Gf... ere 2c... @1% Castor 32 275 Rubia Tinctorum 12@ 14 Zinci Sulph ...... 10 whiting, white S’n @ Catechu ......... 50 Cinchona Co. : 60 Columbia ....... . 50 Cubebae ......... 50 Digitalis ..... ee ate 50 PROG one. oi cc, 50 Ferri Chloridum 50 Gentian ......... 50 Gentian Co. ..... 60 Gulaee 6 6csec ss 50 Guiaca ammon ... 60 Hyoscyamus ...... 50 Todine =. .... 25... 1 00 Iodine, colorless 1 00 TIO os asec oto owe 50 Lobelia ..... 50 Myrrh ..... 50 Nux Vomica ..... : 50 Opi s.gecaes 2 00 Opil,camphorated 75 Opil, deodorized 2 25 Quassia ... 50 Rhatany ..... 50 Rhee . 50 Sanguinaria . 50 Serpentaria . 50 Stromonium ....... 60 Tolutan ......... 60 Valerian ...... 50 Veratrum Veride 50 Zingiber ......... 60 Miscellaneous Aether, Spts Nit U Lape gs Alumen, grd po 7 Annatto-. 2.0.2... Antimoni, po .. Antimoni et pot. 4 = -~ ° Crown QHDDOHQDDO a > Antifebrin ...... 20 Antipyrin ....... 25 Argenti’ Nitras oz 55 Arsenicum ...... 12 Balm Gilead buds 40@ 50 Bismuth, S N ..2 10@2 20 Calcium Chlor, 1s @ 8 Calcium Chlor, 4s Calcium Chior, 4s 11 Cantharides, Rus. Po @1 25 Capsici Fruc’s af @ 20 Capsici Fruc’s po @ 25 QO © Carmine, No. 40 @3 50 Carphyllus ...... 25@ 30 Cassia Fructus .. @ 35 Cataceum ....... @ 35 Centraria ....... @ 10 Cera; Alba ...... 50@ 55 Cera Flava .... 35@ 42 Crocus) .2 02... 10@ 15 Chloroform ..... 34@ 44 Chloral Hyd Crss 1 25@1 45 Chloro’m Squibbs @ 90 Chondrus:. ....... 20@ 25 Cocaine: ........ 4 00@4 25 Corks list, less 70% Creosotum ...... 45 Creta .... bbl, 75 @ 2 Creta, prep. .... 6@ 8 Creta, precip. .. 7@ 10 Creta, Rubra ... @ 10 Cudbear ........ @ 20 Cupri Sulph. ... 64%@ 10 Dextrine ........ 7@ 10 Emery, all Nos. .. 6@ 8 Emery, po. 5 6 Ergota, po 1 30 1 40@1 50 ee 27 40 ther Sulph, @ Flake White .... 12@ 15 Gallia cl 5 @ 30 Gambler ......... 3@ 9 Gelatin, French 35@ 45 Glassware, full cs. @80% Less than box 70%-10% Glue, brown ..... 11 Glue, white ..... 15@ 25 Glycerina ........ 22@ 30 Grana Paradisi .. @ 2 Humulus ....... 50@_ 80 Hydrarg Ammo’l @1 50 Hydrarg Ch..Mts @1 30 Hydrarg Ch Cor @1 25 Hydrarg Ox Ru’m @1 40 Hydrarg Ungue’m 60@ 75 Hydrargyrum ... @ 88 Ichthyobolla, Am. 90@1 00 Indigo ........0. 75@1 00 Liquor Arsen, ‘et ydrarg s > Liq Potass nk 10 15 Our Home—Corner Oakes and Commerce We solicit your orders for Soda Fountain Supplies Crushed Fruits, Syrups, Etc. Also Tables, Chairs, Stools, Holders, Spoons, Glasses and Utensils. Our stock is complete. - Respectfully, Grand Rapids. HAZELTINE & PERKINS DRUG CO. Four Kinds of oupon Books Are manufactured by us and all sold on the’ same basis, irrespective of size, shape or denomination. Free samples on applica- tion. TRADESMAN COMPANY, Grand Rapids, Mich. MICHIGAN TRADESMAN June 19, 1912 GROCERY PRICE CURRENT These quotations are carefully corrected weekly. within six hours of mailing, and are intended to be correct at time of going to press. liable to change at any time. and country merchants will have their orders filled at market prices at date of purchase. Prices, however, are ADVANCED Fruit Jars Flour D. S. Gasoline Cheese Meal Index to Markets By Columns Col A BSOMONIR -26-c0c0s2s000 1 Axle Grease ........... 1 B Baked Beans ......... oa Kath Brick: ............--1 Breakfast Food ........ 1 Brooms ...... cae Brushes ...... a Butter Color . so Cc Mawes Gisoe-ccassceses. 2B Canned Goods ........ 1-2 Carbon Oils ..... cae ecee: PEED .cocassocsseeees @ THeSse «....-..-25 05s ooh Chewing Gum ..... sseo' ® Chicory ........ coc cces Oe Chocolate uc ahioesee” © ider, Sweet .......... 3 Clothes Lines ....... so. GOCOR - 5-65 - 5-5 eee i Cocoanut .......... 3 Coffee ..... fou g eee ee es Confections ..... ise a a Cracked Wheat ....... 4 Crackers .......--... 4, 5, 6 Cream Tartar ......... 6 5 Dried Fruits ........... 6 F Farinacecus Goods .... 6 Fishing Tackle ........ 6 Flour and Feed ....... 7 Fruit Jars .......-.-- oe G Gelatine ........-csee-s- 7 Grain Bags .........-: acd H BEGrDS «5250 dc ees sno esos 7 Hides and Pelts ........ 8 Gorse Radish .......... 8 J BONY cece ece tess oce fee 8 Jelly Glasses .......... 8 M Manicine ............... 8 Mince Meats .......... 8 Molasses ...........+-+> 8 Mustard ........ pence 8 N BARN 6c cakes tose ness @ ° SIU ocd ccecces + ose 8 P PRION Goons sen e ones _ 3 BURRR bse c bees ees. sss 8 Playing Cards ......... 8 PRIMER . oo 6. k sab bee 8 Erovasious .. .....5.25---s 8 R BRICO woe posse ee sce ss 9 Rolled Oats ............ 9 Ss Salad Dressing ........ Saleratus .......... * Sal Soda .... ANe Lees cos Salt Fish .... : BPOOS «2.55... 1 Shoe Blacking u co Soap ... . 14 Sodan cose ee 10 JO Re ee 10 rere |... ees as. 10 SVTUDS . 2555 wie cckec se: 10 Table Sauces .....:.... 10 Tobacco .......... ii, 12; 13 NUN 6k cae bb ocd oo bases Vv MRR ooo oan cee 13 MOOMIO®, oe oes 13 Woodenware .......... 13 Wrapping Paper ....... 14 ¥v Yeast Cake ..,...... 14 Cwocecwoeoe 1 AMMONIA Doz. 12 os. ovals 2 doz. box 75 AXLE GREASE zer’s 1th. wood boxes, 4 doz. 3 00 1b, tin boxes, 3 doz. 2 35 316Ib. tin boxes, 2 doz. 4 25 101. pails, per doz...6 00 181d. pails, per doz. ..7 20 25%b. pails, per doz, ..12 00 BAKED BEANS No. 1, per doz. ---45@ 90 No. 2, per doz. ----45@1 40 No, 8, per doz. ---85@1 75 BATH BRICK Mngtigh ....52......5.. 95 BREAKFAST FOODS Apetizo, Biscuits .....3 00 Bear Food, Pettijohns 1 95 Cracked Wheat, 24-2 2 50 Cream of Wheat, 36-2 4 =4 Egg-O-See Wheat ....27 Egg-O-See Corn Flak cocescecee.. 2 75 es Posts Toasties, T No. wien besa se o> soe n BO. Posts Toasties, T. INO. 8 occ. Be 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 Corn Flake ..2 00 Mait Breakrast Food 4 50 Maple Flakes ........ 2 70 Maple Corn Flakes ..2 80 Minn. Wheat Cereal 3 75 Algrain Food ......... 4 25 Ralston Wheat Food 4 50 Saxon Wheat Food ..3 00 Shred Wheat Biscuit 3 60 Triscuit, 30. ...... 5.3. 2 50 Pillsbury’s Best Cer’l 4 25 Post Tavern Special ..2 80 Voigt’s Cream Flakes 4 50 Quaker Puffed Rice ..4 25 Quaker Puffed Wheat 2 85 Quaker Brkfst Biscuit 1 90 Quaker Corn Flakes ..1 90 Victor Corn Flakes ..2 20 Washington Crisps ...2 80 Wheat Hearts ........ 1 90 Wheatena ........... 4 50 WORE oo ee 4 00 Evapor’d Sugar Corn 90 BROOMS Panmor 35. ..5-55... 00 SOWA ois c eos oes 3 70 Wanner. 6. 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 Nor 8. oc. ie as 90 NOS 2) osu s ise. eee 1 25 Np 4 oo. 1 75 Shoe NO. 8 Cee 1 00 Ne. 7 oo. a 1 30 ND 40 Go aioe eo 1 70 Neo 38 425 eee 1 90 BUTTER COLOR Dandelion, 25c size ..2 00 CANDLES Paraffine, 6s ........ Paraffine, 12s ........ 10 Wicking oct es. 20 CANNED GOODS Apples 3ib. Standards.... @ 90 Galion .......... 2 60@2 85 Blackberries 2 ee ce 1 1 90 Standards. gallons @5 00 Beans Baked ....3.52.. 85@1 30 Red Kidney ...... 85@95 Siting: 2200s, 70@1 15 Wax. iS. 75@1 25 Blueberries Standard ........... 1 30 Gallon 2:55.50 32 6 75 Clams Little Neck, 11b. @1 00 Little Neck, 2%b. @1 50 Clam _ Boulllon i | Burnham’s ats. n (Natural) OR ce No. 2, Fancy ... oe St eccecescccrccses 2 BID sees ee Picnic Talis: .......... Tomato, 2th. .......... 2 Buttons, i%s 1.” Buttons, Is ...., Cove, 2%, 22252211 50@ No. 8 cans, per Peas Marrowfat .... No. 10 size can pie eeccececeeld 75@2 ue Warrens, 1 Ib. Tall ....2 Warrens, 1 Ib. Flat ... @ Pink Alaska ....1 40@1 French, 4s ......... 7@14 Shrimps Dunbar, Ist, doz. ..... 1 20 Dunbar, 14s, doz. ....2 25 seesess ck 561 CARBON OILS Deodor’d . Nap’a 29 Sinder’s % pints 3 4 CHEWING GUM Adams Pepsin ........ 65 American Flag Spruce 55 Beaman’s Pepsin ..... 65 Best Pepsin ........,. Bisek Jack 255552 2.3. 55 Largest Gum (white) 55 K. Pepsin .. dG Red Robin ...:. tisa: MB Sen Se@n: 2226.55.05. See DD Sen Sen Breath Perf. 1 00 Spearmint ............ 55 Spearmint, jars 5 bxs 2 75 MAUCOTAN sa : CHICORY Bulk ap Passos bea ss 5 Red ..:.: eens oses 7 age sa peed ae sas PTONCKWS oe. c cece, 9 Beheners ...:..c5.235.. § Red Standards ........ 1 60 Me coc s.e obeie ees ss k 00 CHOCOLATE Walter Baker & Co. German’s Sweet ...... 22 Premium o...2..0ss08 55 = Walter M. Lowney Co, Premium, Seco co, 29 a MOR eee s 29 Regular barrel 50 gal 10 00 Trade barrel, 28 gals 5 50 % Trade barrel, 14 gal 3 50 Boiled, per gal. ...... 60 Hard, per gal. ........ CLOTHES 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 00 No. 50 Braided Cotton 1 00 No. 60 Braided Cotton 1 25. No. 60 Braided Cotton 1 85 No, 80 Braided Cotton 2 25 No. 50 Sash Cord ..... 1 75 No. 60 Sash Cord ...... 2 00 No. 60 Jute ....... eee Be No. 72 Jute -. 2,305.6 -1 00 No.-60 Sisal’........... 85 Galvanized Wire No. 20, each 100ft. long 1 90 No, 19, each 100ft. long 2.10 COCOA MSAMOUS ois ies ieee 36 (Aeveland. .......5.22.-: 41 Colonial, 4s .......... 35 Colonial, B cS 33 WS oc ae 42 SAUWICD 2 -. 36 Lowney, \s case wee Lowney, 4S ........ «<7 Se Lowney, %8 ...... cone oO Lowney, 5 Ib. cans .. 30 Van Houten, Xs ...... 12 Van Houten, \%s ...... 20 Van Houten, %s ...... 40 Van Houten, 1s ....... 12 PRD. 22223. ees. s 33 Wiiber, 468 .....0scc00 33 Wither, 406 . 2.253... 32 COCOANUT Dunham's per tb. ys, 5Ib, case ........ .30 ws, 5tb. case ....... 29 4s, 15tb, case ...... 29 Ys, 15Ib. case ...... 28 1s, 15Tb. case ....... 27 %s & Ys, 15tb. case 28 Scalloped Gems ..... 10 ¥%s & Ys pails ...... 15 Bulk, pails ......... 14 Bulk, barrels ........ 12 Se ° COMMON so 5ci0xs cess 19 BI ec. aes 19% Mhoice 25 62... ss 20 MANOV. oon 5s soca ees 21 Peaberry 2.02. .3...< 23 Santos Common |. .4 5556 Sees 20 Pair ..... ses wees 201% (Glo to ee a 21 MORCY eos ews cca 23 Peaberry.. . 5263.55. 23 Maracaibo Mair ose ke. 24 Cholte 2.504 5.02555: 25 Mexican Choice ...55.252.5:- » 25 Fancy 2.24. os oe 26 Guatemala Fair... .... eee ease eee 5 Hancy .....53554--s.: 28 va Sida Growth s1@3s Mandling hace Aukola <.....<-5.5.- 30@32 Mocha Short 7 sco ae Lon ean ..... eek H, : O. G. .....-26@28 Bogota ROR os ee sy ene 24 BANCY 2. os osc sc se sine 26 Exchange Market, Steady Spot Market, Strong Package New York Basis Arbuckle ..........<. 24 00 THOR > eo ke sais eas 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 ....... 1 15 Hummel’s foil, % gro. 85 Hummel’s tin, % gro. 1 43 CONFECTIONS Stick Cand Standard oe Standard H H ....... 816 Standard Twist ...... 9 Jumbo, 82 th, Extra H H dele ssmuks be dd Boston Cream ....... 14 Big stick, 30 tp. case 9 Mixed C Grocers oor xX Oo Sear 2 Kindergarten ......_) 11 French Cream ....._ 10 Hand Made Creamb °,.17 Premio Cream‘ mixed ‘14 Paris Cream Bon Bons 11 Fancy—in Pail Gypsy Hearts Le Coco Bon Bons .. Fudge Squares oe Peanut Squares |: Sugared Peanuts . Salted Peanuts ... ees Starlight Kisses .. 11.1! 13 Lozenges, plain .....__ 11 Champion Chocolate ..12 Eclipse Chocolates suc .d Eureka Chocolates Seer aO Champion Gum Drops 16 Anise Squares ..... sould Lemon Sours ..... wens kh Imperials .......;... oe eke Ital, Cream Bon Bon 13 Golden Waffies ....... 1 4 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 ....... 65 Old Fashioned Hore- hound drops .......° 65 Peppermint Drops .. 70 Champion Choc Drops 65 H. M. Choc. Drops ..1 10 H. M. Choc, Lt. and Dark, No. 12 ......1 Bitter Sweets, as’td 1 25- Brilliant Gums, Crys. 60 A. A, Licorice Drops 1 00 Lozenges, printed ... 65 Lozenges, plain .... 60 Imperials ..... ee» 65 Mottoes .......... -. 65 Cream Bar .......... 60 G, M. Peanut Bar .. 60 Hand Made Crms 80@90 Cream Wafers ...... 65 String Rock ......... 70 Wintergreen Berries 60 Pop Corn Cracker Jack .......3 25 Giggles, 5c pkg. cs. 3 50 Fan Corn, 50’s ...... 1 65 Azulikit 100s ..... ...d 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] ........ Sa Brawn . os... ec cs @13 Filberts ...........12@13 Cat NO. 4... .. 5. 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 ..... Alicante Almonds @40 Jordan Almonds .. @47 Peanuts Fancy H P’ Suns 6@ 6% Roasted ......... 7@ 7% Choice, raw, H. P. Jum- DG 2s cee ge ee: @i7 CRACKED WHEAT BK soe ss ics sears 3% 24 2tb. 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: B.C: boxes ........ 6% Premium $305 256.056 45 T% Select ..... sik bia eio is aie a ake 8% Saratoga Flakes ...... 13 Zephyrette ............ 13 Oyster N. B. C. Picnic boxes 6% Gem, boxes ........ sees 6% Sh ar ee Sweet Goods Animals ......,....... 10 Atlantics ............. 12 Atlantic, Assorted .... 12 Avena Fruit Cakes ...12 Bonnie Doon Cookies 10 Bonnie Lassies ........10 Bonnie Shortbread ...20 Brittle ... 05... Soe besae sks Brittle Fingers ...:....10 Bumble Bee ...........10 Cartwheels Assorted .. 8% Chocolate Drops .......17 Chocolate Drp Centers 16 Choc. Honey Fingers 16 Circle Honey Cookies 12 Cracknels ......... +e 16 Cocoanut Taffy Bar ..12 Cocoanut Drops ......12 Cocoanut Macaroons , .18 Cocoanut Hon. Fingers 12 Cocoanut Hon, Jumb’s 12 Coffee Cakes ..........11 Coffee Cakes, Iced ....12 Crumpets .......cc0000040 Diana Marshmallow DAKOS. o.scs ssc ys, 18 Dinner Biscuit ........25 Dixie Sugar Cookies .. § Domestic Cakes ......, 8% Eventide Fingers .....16 Family Cookies ....... 8% Fig Cake Assorted ....12 Fig Newtons ..........12 Florabel Cakes ........ 12% Fluted Cocoanut Bar ..10 Frosted Creams ....... 8% Frosted Ginger Cookie 8% Fruit Lunch, Iced ..... 10 Gala Sugar Cakes ..... 814 Ginger Gems .......... 8% Ginger Gems, Iced .... 9% Graham Crackers ..... 8 Ginger Snaps Family .. 8% Ginger Snaps N, B. Gc Roung. 2355 ores 8 Ginger Snaps N. B. C. Square 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’. o6.3. 0. S Jonnie ...... cee Jubilee Mixed .. oe Kream ‘Klips ..... see eao Leap Year Jumbles ..18 Lemon Biscuit Square 8% Lemon Thins ....... 16 Lemon Wafer ......... 16 LOMONS os. 8% Mace Cakes ......... Mandalay 2002 10 Mary Ann 2.5500... 8% Marshmallow Coffee CONC) oii ee 2% Marshmallow Walnuts 16144 Medley Pretzels ....... 10 Molasses Cakes ....... 8 Molasses Cakes, Iced .. of Molasses Fruit Cookies Iced 3 5... eteces Sian e Molasses Sandwich ....12 Mottled Square ....... 10 Oatmeal Crackers ..... 8 Orange Gems ......... 8 Orange Sponge Layer Cakes: . o.oo 5s> AA Penny Assorted ....... 8% Peanut Gems .......... 9 Picnic Mixed .........11% Pineapple Wafers :.. 16 Pretzels, Hand Made .. 9 Pretzelettes, Hand Md. 9 Pretzelettes, Mac. Md. 8 Raisin Cookies ...... ..10 Raisin Gems ..........11 Raspberry Cakes .... 12 Revere, Assorted ...... 14 Rittenhouse Fruit Biscuit 2 oo. ees. 12 Rosy Dawn Mixed ..... 10 Royal Lunch .......... 8 Royal Toast .......... 8 Rube ecco ees Ee Shortbread Squares ..20 Spiced Currant Cakes 10 Spiced Ginger Cakes .. 9 Spiced Ginger Cks Icd . Sugar Fingers ......... 1 Sugar Cakes ....... 8 Sugar Crimp ..... oe Sugar Squares, larg OF ama os) se se Sultana Fruit Biscuit 16 Sunnyside Jumbles ....10 Superba ..... eek caucus 84% Sponge Lady Fingers 25 Triumph Cakes .......16 Vanilla Wafers .......16 Wafer Jumbles cans ..18 WAVERLY 62s. ose en ce 10 In-er Seal Goods per doz. Albert Biscuit ......... 1 00 Animals: 065 35 occ sce 1 00 Arrowroot Biscuit ....1 00 Baronet Biscuit ....... 1 00 Bremmer’s Butter Wafers ........ ses 1 00 Cameo Biscuit ........1 50 Cheese Sandwich ..... 1 00 Chocolate Wafers .....1 00 Cocoanut Dainties ....1 00 Dinner Biscuits .......1 50 Faust Oyster .......... Fig Newton ...........1 00 Five O’clock Tea .....1 00 BWTOtANA cos ces osanes, Rus eects ae a Se aa nek inaret W age R ard ran m Be 0 Unwe hed ool @ 4 Se 1 ixed eceiaes r Hia ail Z. 115 Nabisco wc Per a ye .. Pig ae aay 5 . ashed, med. Bix eet a oe pe 90 Hiawatha, tua 5 a ate , 25e rm 2 ° V; Cocks heat . 4 ne @ Ru eless Be tea gle R ppy Bird gcsseses: M ‘adhe. 16 oz es hampai BBC we ssesess 1 ro Lil alley C ae -. 6 Per HORS @ 20 mp, n es 9 ape eee ite pe : Fl , be ey 7 80 et sed nS paca 15 ere se eye 6 Sorb e Water 2 50 Ligh Whi y Mi 5 40 es RAD S meceee 1 H P seceictnc 8 N Lim rr: J ane 0 ee Par t; ae Gun ite . sath ISH & bb ee 4 00 ee acs 1 o Li it, ja. 5 sauce ae in 2 60 te a - 5m. ee . Z bbls. e. Feet ae Handy oe aa 3% Osiowa, 8 oe -..9 3e ent’ ceittienenes i olden beciig tt ae a. LY b Is. eo ae ame G jib th 16 07... 17 cheng “ann ches 1% Bolted Meal cesses 5 49 30%. bate eC oz : eee : 05 iller’s oval Pol dz 2 ep Ojibwa, a ae 3 . lg ma See ‘ cS APP w vee ’ oe v4 Barrels EAM sean 4 1 50 - eae : 4 ae JELL per rae a cng e ae 3 75 Scotch ake n Sear = Petoskey C paestioes 40 — a RTA : aos oe 10 pt in Y GL. 1.1 05 %4 bbls Ibs. ipe - 8 00 Maccat in UFF 3 icick < Chie Sas 11 10 ne oo oo oigt’s Crescer 0. choca i d eoog ae ed 9 o Be GARB ener = Voigt’ Crescent oe per sapped , ber doz a5: Hoe? — ei 99 Box sin Ian BS Steniing. - oa. ey, oz. 4 00 DRIED F oe sists Hygiene es . dor 18 Beet per ib. er 1160 Kegs, in on SH Sweet “Subs toll os) $8 ener ed, ae ia | Watson Be Coes e ye * hone eee a oe 18 Sheep ae eteeees 3 , English .... Sweet Cuba, ranlstor 5 a apor’ed, Choi Jo iggin “4a M » per d Un \iddles, set... a. = net 5% Geese cone i eee 6 F ce b ip T ion sM . INC oz. 3 s col aig oc 6 spi ho ES “a 8 eet uba oe 16 ancy lk Gola op Fl Flou illin case E ME 00 eee D ored a. 60 Alls ce, J le S A, Sweet Cuba. 1 1.'¢ 5 76 Calif. Ap pkg. 9% Ma en S our ur g Co see AT ount airy . — --- 80 eee me. Sees Swe Cuba. 16 tin 93 ornia ricots 10% tee ae 6g . See ry Ro oie Cas es, rgintze eae Phuc Bu a, % Oz. n 4 90 ae e . af Flour eo & a OLASSE gos COr Ca tis "1.12 Gun” alba Sweet Burley Ib. wate Cors cl -. 16@ Q ord eae os ney Ope ° s oa nned %@1 eee | mia 2 11 ecar ont ee ee 12°25 = oe e ore en Gro ur § 90 ed ieettle Sh bece’ — Ginger At LOR ast: 7 Sweet Mist” 24 D§ 76 ceeeee e » pa cer ettl R t ef a r, rican sorta Ww Mi 1 tb. a 4 os pal lee ae 16 r, es oid a Co, a @ ce 42 ee oo Z Tb. coco OO Mixed pcochin eee) +20 Teles ta a. gro. 4 bo ported ». oe Sprin oe “5 70 Talt pire . 35 Potted os a ee 85 Mixed, No. 1 f pe iger, 50 “2 aa “ 76 ulk ao g W -+-+5 8 s 2 2 evi pe ons 50 xed, ed 4% U er, a yee wre 0 Muirs— oo -- 9% Golden Roy B heat 0 % Ib MU c extra 20 ihe Han, 2 ert 85 Nutmégs, i ere hee ae caeeseetenes 5 35 puree 12 SI Wiscor He acer 6b. box re Ham, is a Nutmees 75-80 eS ee ET 8 ney, ncy, 5 Ib. consi orn. ak x ted ongu bs eee Pe er 05 ene, . 45 iel 1b. 52.2% 35 , Petied 25 Ib. b 12 sin Rs fa ers Bulk, ° eptes waceue 45 P pper, Bla 60 3 A So . 35 b 2 ye mily 5a6 ES i LIV oe gue Mea: 90 eppe white a ° a N P Me ise 60 Le PE ors cece pingen eer ool = - Fa oe gage Pari E OK veeeeess a ele le lug ~ 6:22 Gennes A Peel 18 ae on Gro -+ 25 00 Bulk, 5 gal. gs > 0 ae RI .. 90 ika, as Priei 10" 16 0 ange, pee Ceresota, Ks cer Co ake gal. ro eed 15 Broke aa ae penne 1028 & a not oe Cc pai sota as : ee 5 OZ egs 0@1 en ie 20: 6 Cl pice Grou ian -22 Dru 5 Ib, Na t 3 ee Rai can .... 12% eo 7 00 ae Son 5. 90@1 . ere veces 8 @ 6% ia Z iam in per doz oe t Leaf, 33 Tan josiar, Cluster -+- 12% Wingold, i: ae 2 ee cae Coe : a es 356 5% Ginger, Zanzibar Bulk Battle Ax zoe Nat Les 2 . Loo: e Mu uster riitb Win. old, 4 Ww -- 6 80 Ma. oz. stuff: ore 35 —< Cc vena OAT uy ace Yr, yeree ne 12 races, ae am eat, 60 i se M scatels 1 tb. 17 Wi gold Yes heel L jpeawiia & a 25 onar at, 100 bb s $atrn P Tied: ig F 6 cs Cae M. use els 3 Cr 2 ngold, 2 er unch, i. se Mo ch 00 tb Is. oe encne tee 40 13 th ‘ Seed atels Cr 1 PBS wes Lun 10° 8 OZ eee Q narch, bbl: . sk <6 1 epp ss ng B ot J r, 6 Th. eee 96 ed 1 4 C 7% wb Ww BS seeeseees cn @ ob; Bo ee 25 uaker, 90. Ib s. 2 qo ie er, B 75-80 oun a & 16 tb.. 28 90- Cali tb. r 8 au oo 67 een, eo one Quak: r, 18 tb. sack: be 90 P per, lack ull ack. 2 Ib bb... 30 s0- 90 S ia Laurel, 4s Grocer - . Queen ee is 85 . . 20 Regular. oa Hanne yee ee Climax: as per aes 82 : 25Ib. box . L ro a , Mamm aaa oy ily ved 4 _ iH enne .. c ee eas, 6 60- 80 25Ib. bo es...@ aurel, %& A Oli uh oe DR ae 5 aga ve Clima: , 14% at ak 86 50- 70 ig boxes...@ 7 Is clo oe D: ene 6 70 she e Cho aaa th, 38 75 ee ESSIN 10 K STA rian .. bays’ ¢ 70 oz wins 46 40- 60 25d. b xes... 1% aper 6 60 per oe Sao D rkee’s, 1 o ne G Kingst Cc RCH . 45 rem Work” Rosey 4g 50 Ib eet Slee W. wee 50 0 doz. ¢s 5 meee la me. a or Sate € 4 & ef 25Ib. boxe .+.@ % Sle py me & ---@ 50 ee 5 oa so* on + ae oe aoe 401 5 Bro: . & 14 tt i Wee , . ? eee > : » 4 4 FAR box: 8...@ 8 Sl epy E e, % Co PI wees oo s, — doz. 4 00 Zzy, 0 1tb. Ibs. mace tb enthe tb 7 INA es.. 846 eas ye s clot Ba CKL 2 25 Cera ape 2d 4 50 40 1 pigs. our Re 4t bxs... tb. 37 CE -@ 9 lee Eye, Ys oth H rrel; Me ES ’ small, 1 oz 5 25 Ib. gs. «1% Gilt Ro ib. -. 2 62 Dri ous 74 Sle Py me % cloth 6 60 alf oh 1,2 dium all, 2 doz. 95 Silv GI pkg as by G Ed Aig 2 Mea oe a aye i pepe 8 LE Bhige bo count east eine fg Bnet ont coBt SHS Ve i npsiece nd Pick B 4s paper 6 B kegs a y oo be i » 40 | oO ope, De aaa 9¢ oeee 4 a oe t an H Ss. er Ss, 1 G i e 1 oe Holand... on a Meal Der 6 40 ee 4 i 90 — miner a SS Gloss, 12 oS an one $D. 38 51 tb oo ~-8 20 en Granul: Half barrels. o & 3 0 1Ib. 6Ibs. . 6% Worse a mie eae ; a arin - 82 ranulate allo ls ee ran SA ° 0 16 P uz 8 % ors 1 . 58 package 5 Red ulated. 40 B y kegs ees 8 25 sao {SODA ~.d 00 12 = packages wae 84 Honey Shoe 044 < ig 36 a sriginal : Re ee ae te Wheat .+4 60 Barrels Gu iin rae 4 69 sane bbls. 501. : Dackages eee ; as re? one ou 3c ed 1 oll 220-4 0 oe 5 barrels s , 36 aloe 8 es a Ke 5g 8 4: on ar an ee seeee gal wae. pk oa eure 47 ntu & &1 3 5 containers ( nap he Michi Pca. 110 si pels esos 100 Com SALT gs. ..1 a poli a” Revstane so Ib.. e10. 45 ners (36) ntai here fe) - 1 Bar Sw oo 6 sib aaoe 5 Bar RUP -- 8% eee Twine : 40 (6 rol ne ess n ats 08 rel ee oe 05 s G H rel Cc s M t wi 12 Pea: Oe voha4 85 oe Half bi : oak ee eo alf bi ern Joe (no ie. 32 a soo fominy olls 4 73 n earlots Half, barrels... 38 Goi fm enci : re barrel Nobby Dip, 20 ‘o Bi ‘Mactaron| a sack Carlo S .+- 58 artes oe. 5 28 ee sa ae 40 mie Kove an gn oo et ox as poee a v 2 Less ts . rn oo, 8 a | oa pr s pies 25 —— a No. pote 28 a : ae " 12 th = ried, 25 1. fericel “thas "eatiot clay, PIPES oo ea War recrice i Blus Baro No. 26 02 si Ealte aR oe 8 ots 1: gal [So a R Kero” oo 2 stlerion'g Nai’ i ig bees box 112 60 Carlots eee Hott oor on tb. dairy in ori SS fe a ro, No. 10°... ‘37 Pict oe Ci ee Eanpire : ri Barley 50 Less th 3 Hay 86 s soa ll box 1 15 ‘ ry in pee bag: fare. a a soar akeng Wak 12 t Leat 28 es on cane 6 ee cay 60 6 Ss ill bi s 40 K N 2% . 1 Pi He st, 4 9 ees arlots .. No. 90, ING tee Ib. olar ags 2 aro 0. 5 89 Poo, H idsi 5 tb. Ib. 3 SS . 50 ots . 24 0 0. 15 Stea CA 0 sacks Rock 0. Fai ,» No. a 2 29 ‘olo, eids ck, 4 40 Green, a oo . Street os ae -. 26 . No: 20° Brees Granula panmesen as i ane a ae 33 Reedicut, aldsick, ‘eT tb. 45 pli i ee bi Crick an Paes No. Hy Speci ssorted 1 % oe omen ae | Choice .. see ne 14 eats - i pe i h, bu. oa ed Oat 0. Gol ecial m’d 5 BP a he ple,’ & 121 48 . (223 9 rse co at Feed 33 No. 808, os ae pase 1 50 pe le 9 Ha oo 16 Boker G & 12 ie 38 German, Soe oS . ca ere ii ‘418 Small) wi urrisn ag Halford LE SAUCE: . = al : rman, sack Ps fason eo 3 Babbi Pp t eas 20 St all, hole , oa ef CES SoD Head, 12 oz Ze 48 ’ 8 “ae Ma J 2 bitt’ Oo st 0 ri whole. al ae qa. x i 3 bruien pie 6 Mason, pts. ARS, tt’s TASH 2 25 Polos ap ole @ ; See ues 37 Sta Denn a oe = Flake, 1 Tapl pkg. - 6 Mason, - yen ete: en oo _ bricks g sunari los ee 33 ett 4& oe Bear’ = a oe ae ae B ane so Cin me T4010 Sundried apan 30% 25 * a8 tb. 28 earl 30 sa n t per 48 Cle: arr NS Ch ps ali 0% s ried, medi Te 30 avy ag 2 aad 7 ook ot oe ar Ba eled P unks .. ibut @ 4% apa tates so i : ute, oe acks .. : : pone GELA » gro, 1 10 oe tee : ork See Basket-f ance ..24@: oe ay. & oe , 15 43 ite pkgs. .... 2 Kno 'S, . 2 a : Brisk - Gicar 18 5001 x. Motond He soe 15 Basket- aod. me “20088 ankee Girl, 6 fs 13 Tb. 34 a egine, somes , Gee ae Shen £ Hoe ii beak Sten 4 biden raf 1 Oo une K ’s r. 1 . q Sk an Poo h Ss ifti ee ice ll &2 3 gE 2 in. piseetere Knox's spanking aoe os a RO OE Wh. oop bbls; 11 60 Sittings 10011) ane? 59%! Am. ,Serap iu m2 3 eR in. ces oF Oxford eae - pres sp eh ee a ne 00 M v vieeeeeeey 20032 Cutl Fives aoe oe arenes 9 Plymouth Rock, dee 1 50 ellies Meat 00 Queen, de Loe chers 5 Moyune seta 10912 ee - a D “ns = oe outh Rock, Phos -1 25 Pure . een, k Sed 72 Moyune, ao 4@15 wae 8% cet . 5 40 ee ee ae ock hos. 1 » 3 Sica. weeks No. 1 egs . Hees : 00 Megat cholee ve Honey ‘Theva, oe = . on a Ms n ee: peer ace B n 90 60 oa. as Lard ld No. 1, i a Pingsuey, sana, ome 35 See oe ch 2 02 30 oske uge AGS 50 1b. tua dy oie No. 1 0 ingsu vy. Sa we ca Peed rap, z. 30 Be ccc 20 hg ris ; advarice No. i . ey, cnene oe a Old — 4 i = 5 76 pion esa: 10 Ib. pails : aavanes % M - Sane Young — aoe 3 Polar Bea oe 55 - 19 5 Ib. pails ++.ad ance & se be Mac me... yso -50@55 ed B ear \% gro. ... 00 8 Ib. pail cas Y% ess, 100 cke ee coe . Red and, he uk gs 5 76 oe advance Mess, 40) Ibs. _ mney it Red ‘Man’ Se oie go § 1 ee jet % Me s, 10 Ss. ee orm sa, Oolong 40 30 abey le Scrat gr 0 5 76 ‘advance 1 Now i es ae 50 Formosa, Fancy. an Sure’ Sh Sloe iho So Seoul. a, i ee P ee : 48 No. L ae Ib ie o En choice 50@60 on ce Girl & % erat 48 ° 0 3. 85 ed gl e e Ss gr 4 1, 10 Ye eee ‘cab 50 sere ish Breakfa -, 28 a — dere Oe 5 =| ; gape Choice... akfaat 3 n ra 5 ¢ poe: e ROloe +e oe. fast 5 Worken ae gr 5 ts 93s Yen one east All an, 2% ¢ = ch SI AN@ 80 BB Leaf, 4 5 . eee oice . @60 BB, a" we ee Bon | Oe secs on. 8 "$850 agdad, - Tee vi = os Come eee e sees SOA es 1 65 14 4n ef 1 85 16 4h. oc ce 2 30 - Wood Bowls 13. in, Butter 2....2... 1 50 15. im. Butter ....2: 2. 2 00 17 io: Butter 2.3.35. 3 3 75 19 Butter. 3.5. 6 00 Acartad 18-15-17 ....3 00 Assorted, 15-17-19 ....4 25 WRAPPING PAPER Common Straw ...... Fibre Manila, white .. 3 Fibre Manila, colored 4 No. 1 Manila ..... vee em Cream Manila ........ 3 Butchers’ Manila .. 2% Wax Butter, short c nt 13 Wax Butter, full count 20 Wax Butter, rolis: ...... 19 YEAST CAKE Magic, 3 doz. ......... 15 Sunlight, 3 doz. ...... 1 00 Sunlight, 1% doz, 50 Yeast Foam, 3 doz. ..1 15 Yeast Cream, 3 doz. ..1 00 Yeast Foam, 1% doz. 58 AXLE GREASE 1 Ib. cok per gross 9 00 3 Tb, boxes, per gross 24 00 BAKING POWDER Royal 10c size .. 90 %b. cans 1 35 § oz. cans 1 90 4%tb. cans 2 50 %Ib. cans 3 75 ltb. cans 4 80 sib. cans 13 00 sIb. cans 21 50 CIGARS Johnson Cigar Co.’s Brand s. El Se en 33 a ‘Press pe ee ate .32 MAROMAPIOT ook swe se oss cee 15 16 1% Worden Grocer Co. B Ben Hur Perfection Perfection Extras !ondres rand ES ES mio: 34 35 Londres Grand 35 Standard. ...... -35 Puritanos ......... -35 Panatellas, Finas 35 Panatellas, Bock .. . 85 Jockey Club ........... 335 COCOANUT Baker’s Brazil Shredded Tip Top, Blend, 1b. Royal’ Blend’ .:: «0. ... 2 Royal High Grade ........ Superior Blend Boston Combination ...... Distributed by Judson Grocer Co., Grand Rapids; Lee & Cady, Detroit; Sy- mons Bros. & Co., Sagi- naw; Brown, Davis & Warner, Jackson; Gods- mark, Durand & Co., Bat- tle Creek; Fielbach Co.. Toledo. SAFES Big Master, 100 blocks 4 00 German Mottled ...... 3 50 German Mottled, 5 bxs 3-50 German Mottled, 10 bx 8 45 German Mottled, 25 bx 3 40 Marseilles, 100 cakes ..6 00 Marseilles, 100 cks Be 4 00 Marseilles, 100 ck toil 4 00 Marseilles, 4%bx toflet 2 10 Proctor & Gamble Co. TONOX . isaee ccensce sy 3 00 Ivory, 6 o%. ...:..:. -..4 06 Ivory; 10° of: 6226.55. 6 75 Star 2.2.3. choses esa ce Be Tradesman Co.’s. Brand Black Hawk, one box 2 60 Black Hawk, five bxs 2 40 10 5¢e pkgs. per case 2 60 Full line of fire and hur Black Hawk, ten bxs 2 25 36 10c pkes., per case 260 8lar. proof safes kept in A. B. Wrisley 16 10c and 38 5c pkgs., stock by the Tradesman Good Cheer ........... 4 00 per case ....2 69 Company. Thirty-five sizes Old Country ..... eoeed 40 Sar eee and styles on hand at all P COFFEE times—twice as many safes Soap Powders as are carried by any other ae Ptik 24s family : Roasted : house in the State. If you —— Size ......e..ee eee 3 75 Dwinell-Wright Co.’s B’ds are unable to visit Grand Sante Boy, 60 Se 22... 2 40 Rapids and inspect the Gold Dust, 24 large ..4 50 line personally, write for Gold Dust, 100-5¢ --4 00 quotations. Kirkoline, 24 4m. ....3 80 Pearine ooo. ee 3 75 SOAP Soapme =. 2.40.62 Sos 4.00 Gowans & Sons Brand. Ba. sbitt’s 1776 Seseess ee tO ROStine 20. Secs ks 3 59 ATMOUMS 8 iv ae koe ees 3 70 Wasdom 253.056. 25.2 3 80 Soap Compounds Johnson’s Fine .......5 10 Johnson’s XXX ...... 4 25 Rub-No-More ......... 3 85 Nine: O'clock (.......... 3 30 Single MOXOS oo oes: 3 00 Scouring Ten box lots ...2...1.2 9) _ Bnoch Morgan’s Sons Twenty-five box lots ..2 85 Sapolio, gross lots ....9 50 Sapolio, half gro. lots 4 85 Lautz Bros. & Co. Sapolio, single boxes ; < White House, 1th, ........ Acme, 30 bars, 75 tbs. 499 Sapolio, hand ......... White House, 2Ib. . Acme, 25 bars, 76 tbs. 499 Scourine aati Go Excelsior, Blend, in” Sco Acme, 25 bars, 70 tbs. 3 80 Scourine, 50 cakes ....1 80 Excelsior, Blend, 2%. ...... Acme, 100 cakes ...... 8 25 Scourine, 100 cakes ...3 50 Good Thi to Eat ZZ Jams Jellies Preserves Mustards Fruit Butters Vinegars Catsup Mr. Pickle of Michigan THE WILLIAMS BROS. CO. of Detroit Table Sauces Pickles—OF COURSE HIGH GRADE FOOD PRODUCTS Made “Williams Way” (Williams Square) Pick the Pickle from Michigan Pork and Beans Four Kinds of Coupon Books are manufactured by us and all sold on the same basis, irrespective of size, shape or denomination. Free samples on application. TRADESMAN COMPANY, Grand Rapids, Mich. June 19, 1912- USINESS-WANTS DEPARTMENT | ivertisements inserted under this head for two cents a word the first insertion and one cent a word for cach uent TC MTINUOUS MICHIGAN Insertion. No charge less TRADESMAN aA Ta eera mere hae 31 a) Ge eae eee rein aer tam erne (nS BUSINESS CHANCEs., For Sale—Stock of general merchandise, all in good ‘condition, inventory about $3,500. Good live town. Elegant farming community. Ads dress Box 163, Mayville, Mich. 220 For Rent—One-half of newly opened large shoe store. Best location, most progressive city in Western New York. Especially adapted for hats and furnishings. Rental fifty dollars. Ad dress Box 811, Niagara Falls, N. Y. 221 For Sale—Only hotel in village 2,000. House, lot, furniture and stock or will rent or lease house and sell stock and furniture. Good summer business, Alex. Y. Sharp, Elk Rapids, Michigan. 219 To Exchange—Farm of 120 acres in Michigan fruit belt, for any kind of mer- chandise or drugs. 60 acres cleared, all in crops, fenced, house, barn, water. A. D. Loomis, Cross Village, Mich. 218 For Sale—Bakery and restaurant in Carson City, Mich. A bargain if sold at once. Good reasons for selling. Ad- dress No. 217, care Michigan Tradesman. 217 For Sale Cheap—Tea caddies, coffee bins, ice chest, refrigerator and other fixtures suitable for tea or grocery store, at 521 S. Division St. B. S. Harris, Phone 32824, Grand Rapids, Mich, 216 Klar’s Good Health Flour relieves con- Stipation and stomach trouble. Agent wanted in every city. A. B. Klar, Food Specialist, Canal Dover, Ohio. 215 Government positions are easy to get. My free booklet X1105 tells how. Write today—Now. Earl Hopkins, Washing- ton, D. C. 214 For Sale—Shoe stock and 5 and 1lv cent stock in same room; will invoice about $4,000, including fixtures. Clean stock. Good business. Low rent. Ad- dress J. W. Schaefer, Beardstown, Ill. a 913 m= LD For Sale—First-class millinery and variety stock in good town. Reason for selling, owner has other business. Ad- dress No. 212, care T'radesman. 212 For Sale or Exchange—Shoe stock and building, country town. Address No. 214, care Michigan Tradesman. 211 Would like a line of goods to sell in connection with refrigerators in the city of Buffalo and Western New York. Ad- dress B. R., Post Office 724, Buffalo, N.Y. 209 For Sale—By a manufacturer who has gone into another line of business, 500 triple extension clothing cabinet car- riers. Will be sold in lots to suit pur- chaser. These carriers are made of the very best material, but will be sold at cost. Wessborg Manufacturing Co., Sag- inaw, Michigan. 210. For Sale—A well equipped sand lime brick plant on reasonable terms. Capaci- ty 25,000 brick per day. Address Hol- land City State Bank, Holland, jaca ae A fine opportunity for a good depart- . ment, furniture, dry goods or clothing store in Topeka, Kansas, a city of 50,000 population. I offer for lease my modern fireproof store building, just finished, consisting .of four floors and basement, 45x150 feet. Well located in the busi- ness center. Address J. C. Gordon, Owner. 207 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 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 Can command $3,000 cash which I want to invest in a general store carry- ing dry goods, shoes, groceries, etc. 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. Full 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 Bargains in soda fountain and metal goods. Andrews new wire chairs, $1.18, 3U inch tables, $2.85, 24 inch tables, $2.65, 24 inch stools, $1, 26 inch stools, $1.10. jmichigan Store & Office Fixtures Co., 929-931 Ottawa Ave., Grand Rapids, Mich. 154 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. : i pay cash for stocks or part stocks of merchandise. Must be cheap. H. Kaufer, Milwaukee, Wis. 92 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 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 For Sale—Larch and Catalpa timber, 15 or 20 acres. One foot in diameter and smaller. B. H. Durham, Ona. iil. 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... 984 Will pay cash for stock of shoes and rubbers. Address M. J. O., care Trades- man. 221 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 Safes Opened—W. 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—Manager retail dry goods de- partment. One with general dry goods experience, who is in his prime and speaks S'wedish; salary about $100 per month. Apply at once, Interstate Com- pany, P. O. Box 301, Denver. 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., 3uffalo, N. Y. 197 Wanted—Clerk for general store. Must be sober and industrious and have som previous experience. References require¢ Address Store, care Tradesman 242 Want ads. continued on next page. [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. IF A CUSTOMER HAND SAPOLIO asks for and you can not supply it, will he not consider you behind the times? HAND SAPOLIO is a special toilet soap—superior to any other in countless ways—delicate enough for the baby's skin, and capable of removing any stain. Costs the dealer the same as regular SAPOLIO, but should be sold at 10 cents per cake. ¢ ADVERTISING ADVANTAGES. How General Merchants Can Keep Up Steam. Shall the retailer advertise during June, July and August? This is a question which is fre- quently asked and answered both in the negative and in the affirmative. Many merchants argue in this wise: June is a quiet month anyway, so I do not need to advertise, and July and August are always dull, so it would not do me any good if I did advertise.” Let us see how this reasoning works out. What is advertising for? It is to create business and to add Prestige to the store doing it. If you do no advertising, because busi- ness is good now, what assurance have you for the future? You re- member the story of the grasshop- per who would not work because 1 was summer. But when winter came he wished he had prepared for it. So with the merchant whe does not ad- vertise because he has plenty of busi- ness now. Advertising is business insurance. it not only helps present sales but has an accumulative force that pays dividends next year and the yea, after, Generally speaking, it is not wise te discontinue advertising altogether for long at a time. Especially does this seem poor policy at this time of year. Many of your competitors are dropping out of sight and if you con- tinue your advertising you loom all the larger on account of their ab- sence. If you follow along the same course which you have pursued in your advertising during the early part of the year, however, it is prob. able you will feel that results have not been commensurate with the money and effort expended. Why? Simply because summer ad- vertising is a law unto itself. It must be handled differently, that is t- Say, it must be timely. Timeliness is a big factor in making retail ad- vertising resultful. And what do I mean by timeliness? Here is a concrete illustration that tells more than a page of explana- tion: During an oppressively hot spell in Chicago, a hat store placed in its windows large green placards letter- ed in white to look like frost, with the following announcement: “It is Ice Cold Inside This Store.” This suggestion had a magnetic ef- fect on the passing crowd to whon. eny place recommended as “ice cold” looked good. The idea of making a purchase in the atmosphere of a re- frigerator was strongly appealing. As a result that store was crowded while its competitors along the same street did little and complained that “it was too hot for business to be good.” When we consider that so slight an advertising effort—the total cost of the two signs used was not over a dollar—can produce such results, can @uyone maintain that summer adver- tising does not pay? It certainly does pay, but you must hit upon just such clever ideas as MICHIGAN TRADESMAN this for they make all the difference ui the world between success and fail- ure. There are plenty of ways to put this distinctive “summer touch” into your advertising—scores of arti- cles that can be profitably exploited row. In considering what to do and say at this time, it will help you if you keep in mind the axiom that ad- vertising is news. June weddings and school com- mencements furnish an advertising Opportunity that should not be over- Isoked. A letter—or several letters if you care to go to that extent— should be sent out covering these oc- currences which you should bear in mind are important ones for those Participating. A model letter for the purpose was the following used by a Mid-Wes:ern merchant: “Dear Sir (or Madam): “Many of your young friends and acquaintances—possibly some of your immediate family—will finish school soon, “Others are taking life partners. “These are memorable events which you will no doubt wish to cele- Lrate by sending some testimonia! of love or esteem—some gift that will be kept and cherished for many years. “Of course you will give somie- thing worthy of yourself and of the cne who gets it—something that will look well, last long without costing too much, and show up well for the price. “We have a splendid showing of eift things—many articles that nave never been shown in this town be- fore. They merit your inspection. No matter how much or how little you want to spend, we can make your money go farther. And our reputa- tion assures the reliability of any- thing purchased here. “In justice to yourself, your pock- etbook and the recipient of your gift, do not make any selections without seeing the many good things here.” Another dealer wrote his trade as follows: “Dear Sir (or Madam): “If you want to give practical, beautiful and Guaranteed gifts, “Tf you want to make your gift money go as far as possible, “If you want to shop where cou- tesy and comfort are paramount, “Purchase your wedding, gradua- tion and other gifts here. “We have a complete stock of mer- chandise. suitable for gift purposes— the practical and the beautiful—the useful and the ornamental combined at a moderate price. “Come in to-day and see what a small amount will do in the way of securing a desirable gift—one that you will be proud to give and the re- cipient delighted to receive. “Yours to serve, “John Brown.” During the season of weddings, graduations and confirmations an an- niversary might be celebrated with a gift sale. One store did this and ad- vertised it by taking a double page spread in local newspapers. Mention was made of some of the well-known nationally advertised brands carried by the store. On account of this tepresentation in the advertisement the manufacturers were asked to con- tribute a small sum toward the cost of the advertising. This, most of them were very willing to do in view of the retailer's large business with them. In this way the retailer was able to take much larger space than he otherwise would have done. The manufacturers were re- paid by a larger demand for their goods in that town. Spring remodeling, rebuilding and redecoration should furnish a theme cn which to build some effective ad- vertising. “Save Money on Summer Wearables by Getting Them at Our Re-Building Sale’—such a headline followed by details of the rebuilding would entice bargain seekers. But be sure your bargains are all you rep- resent them to be. Disappointed shop- pers make poor boosters. Summer _bric-a-brac and furnishings for camps, summer homes and arti- cles of out-of-door life should re- ceive advertising attention from now on. Vacation wants should also be emphasized. This idea of advertising tc the vacationist, which is becoming such a feature of department store advertising in the large cities, could very profitably be reversed by the volume of -dealer in small towns where city peo- ple come for the summer. Let the country dealer call the attention ot city visitors to-the fact that he can supply the things they may have for- gotten to provide in the haste of leaving home. Summer clearing sales can be made to pay and are becoming more and more a matter of regular occurrence with live stores even in the very small towns. They form an inter- esting phase of summer advertising, but require more detailed treatment than the scope of this article allows. Irwin Spear. ——--@-—>-—__... Trade Promoters To Tour in Auto- mobiles, Detroit, June 18—An automobile trade promotion excursion will leave Detroit next Tuesday at 7 a. m., on a two-day tour, covering twenty-five towns. received it is estimated that twenty automobiles, carrying over fifty trade missionaries, will make the tour. The first day the towns to be cOov- ered are Flat Rock, by way of Tren- ton, from there to Carleton, Milan, Azalia, Dundee, Britton, Ridgeway, Tecumseh, Clinton, Manchester, Na- poleon, Brooklyn, arriving in Jackson in time for dinner. Accommodations have been arranged for at the Otsego Hotel. Wednesday the party will leave Jack. son at 7:30 a. m., making Leslie, Ma- son, Okemos, Williamston, Weber- ville, Fowlerville, Howell, Brighton, South Lyon, New Hudson, Novi and Detroit. They will arrive in Detroit Wednesday evening. The schedule will be slow, about fifteen miles an hour. This tour, as far as is known, is unique in trade promotion trips, be- ing the first trade crusade connected From the acceptances so far - June 19, 1912 with motor cars. A. Laurence Smith is chairman of the Committee in charge of the trip. —__—_¢$¢__ Manufacturing Matters. Muskegon—The Triplex Manufac- turing Co. has engaged in business to manufacture and sell .triplex mop and other hardware specialties, with an authorized capital stock of §$25,- 000, of which $12,500 has been~-sub- scribed and $2,500 paid in in cash. Detroit—The Lindke Shoe Co. has merged its business into a stock com- pany under the style of the Lindke Shoe Co., with an authorized capital stock of $60,000 common and $40,000 preferred, of which $75,000 has been subscribed and paid in in property. Zeeland—M. Hirdes, proprietor of the Zeeland Rusk Co., has sold his other baked goods stock to Jacob Oudermeulen, wholesale baker of Holland, who will continue the busi- ness. Mr. Hirdes will devote his en- tire attention ‘to manufacturing the Zeeland rusk. —_++>—_—. Butter, Eggs, Poultry, Beans and Po- tatoes at Buffalo. Buffalo, June 19—Creamery butter, 25@26%c; dairy, 20@24c; poor to good, all kinds, 18@22c. Cheese—Fancy, 144%4@lic; choice, 13%2@14c; poor to good, 8@12c. Eggs—Choice fresh, 20c; candled, 20@22%c. Poultry (live)—Turkeys, 12@14c; cox, 10c; fowls, 14@15c; chicks, 30@ 35c; ducks, 13@15c; geese, 10c. Beans—Red_ kidney, $2.75; white kidney, $3@3.10; medium, $3.10@3.15; Marrow, $3.25; pea, $3.10@3.15. Potatoes—New, $3.50@4.00 per bbl. Rea & Witzig. BUSINESS CHANCES. For Sale—Up-to-date cash general store in country village; paying investment; live stock. Address Box 530, Walton, Noy: 230 For Sale—A good clean stock of variety goods, invoicing about $2,500. Located in southern part of state. Population 6,000. Shops employing about 1800 men. A live town. Good reasons for selling. Address S, care Michigan Tradesman. 222 Be Independent. Start a mail order business in your own home; we tell you how and furnish everything needed at wholesale. An honorable and_ profitable business for man or woman. Particulars free. Many make $3,000 a year. Address Murphy Mfg, Co., South Norwalk, Conn. Dept. S. 229 For Rent—20x80 store room, excellent location and opening for dry goods. Fine city of 3,000. Only two stores now. W. H. Bradshaw, Delphi, Ind. 228 For Sale—Stock of dry goods and gro- ceries, well balanced, $2,500. Good rea- sons for selling. Must go West. Modern town, 1,200 population. Beautiful lakes. Healthiest location in the State. Fine farming and fruit lands. Northern part of Southern Peninsula. Fine prospects for this town. Address No. 227, care Michigan Tradesman, 227 Young Men and Women—High grade proposition, whole or spare time. Some- thing different and worth while. Con- stant demand. Exclusive territory. Big duplicate orders the year round. Send 2c stamp full particulars. Lock Box 276— R, Camden, N. Y. 226 Mr. Merchant—Loaded with spring goods? Want cash for old stock? “Nu- way Sales’’ turn the trick. Limited time open in Michigan. Write, wire, telephone for proposition. Union Sales Company, Box 126, Lansing, Mich. 225 For Sale—Paying Grug store. Good location, lively manufacturing and resort town. Established forty years. Inven- tory $5,500. Liberal discount from in- voice. Owner died recently. Address F. W. Haysett, M. D., Ludington, oo For Sale—One 4 ft. counter show case, $1 foot. One 6 ft. counter show case, $1 ft. One 8 ft. counter show case, $1 ft. One Dayton Computing scale, capacity 100 Ibs. $30. Two cracker cases, $2.50 each. One coffee mill (grocers) $5. Address ie 22. 223, care Tradesman, errs / ey) That will delight your customers who want ‘something more nourishing than ordinary toast or crackers. ‘Triscuit The whole wheat, steam-cooked, shredded, compressed into a wafer and baked—the maxi- mum of nutriment in smallest bulk. Heat it in the oven to restore its crispness and then serve with butter, cheese, marmalades or peanut butter. Delicious with hot ‘cocoa, malted milk or other beverages. Made Only by The Shredded Wheat Company Niagara Falls, N.Y. » ACrispTasty Toast How About Your PRINTING ‘Tus question is a very pertinent one for business men, because every day Business Printing takes on added significance as A FACTOR IN TRADE. Time was when any sort of Printing would do. because not much was expected of it. but nowadays Printing is EXPECTED to create and transact business. For this reason, good Printing is exceedingly necessary in every line of business, We have been producing GOOD Business Printing for years. We have kept pace with the demand for the BEST in printing. As a consequence. our Printing business has grown splendidly, We have been compelled to enlarge shop facilities, to increase equipment quite regularly. We have the requisite mechanical equipment, and with one of the best equipped. as well as the largest Printing establishments in Western Michigan, we are in the very best position to give to the business man the highest standard of GOOD Business Printing. This includes everything. from envelopes to the most elaborate catalogs. We respectfully solicit your patronage, giving the assurance that all orders will not only be PROMPTLY EXECUTED, but the Printing will come to you in that quality of excellence you desire and. withal, at as reasonable a price as it is possible for us. or anyone else. to deliver GOOD PRINTING. Orders by letter or by phone will receive prompt attention. and if you desire, a qualified representative will wait upon you without delay. Tradesman Company, Grand Rapids Better be Alive and Cautious Than Careless and in the Hospital “Only those who keep off the track and wait for the train to pass, will ever be able to even guess just how fast it was running.”-—W. L. Brownell. Most of the cautious business men are still in business. Most of the careless business men are out of business and re- membered only by their creditors. If you are not the owner of a good safe you are a careless business man. You know this is true, you know you haven't any moral right to run this risk. It takes a hard jolt sometimes to wake us up. Why not Wake Up and Skip the Jolt Write us today and we will name you prices on Safes of various sizes, on Safes that are dependable. . GR A ND RAPIDS SAFE CO. Peadesman Bido., Grand Rapids, Mich. Diamond Brand Steel Goods “The Kind That Sell Themselves” Gola WT In Right With Your Customers - The mere fact of being able to show some- thing that looks good does not go far. Give them shoes with looks and wear and you will have their present and future business clinched. You cannot find anything better than the shoes we make. They fit, please the eye and | ‘ possess the splendid wear results that always go with good leather. , We go everywhere for business. Rindge, Kalmbach, Logie & Co., Ltd. Grand Rapids, Mich. at Michigan Hardware Company Exclusively Wholesale SAVMTV Ionia Ave. and Island St. GRAND RAPIDS, MICH. 4ae Women’s and Children’s Shoes | | Made by Tappan, of Coldwater, Michigan, are ace high as regards true fitting features, shapeliness of lasts and stylishness of design. We center our entire effort toward making high class McKay sewed shoes that stand out conspicuously as every day sellers in the best boot shops of the country. The HOOSIER SCHOOL SHOE for girls and young women is a specialty which has attained great favor from the retail shoe merchant. We make them in heavy Dongola, Gun Metal Calf and Mule Skin, and we sell them at prices that give the retailer a wide margin of profit. Our fall line, now being shown by salesmen, is deserving of your order. TAPPAN SHOE MFG. CO. : Coldwater, Mich.